Growing Your Video Business - LIVE Q&A

Shining over me I got a good thing coming? So wait and see? It's a good, good. There ain't nothing like this right here Got me free? Be so clear, so high? I can find the feel? There's a fire underneath my feet? Got me rolling like a river deep? Let it flow? Cause I know my soul's going to lift me up? Got your thing coming and it's all I need? Everything I want in front of me Sucking up and I die? Sun is shining over me? I got a good thing coming? Just wait and see It's a good.

What is going on, guys? We are back for another live. Happy Tuesday, everybody. Hope everybody had a good Labor Day weekend. I got some new people with me. You probably haven't seen them. This is our team at Master Filmmaker. At least some of the people on our team. We got Danny over here, Sam, Jose. Everybody's popping in here. If you've talked to anybody in our team, you've probably talked to one of these guys. Some of them are still working, unfortunately, they still have to work. So we got us here today, and Ethan's gonna be popping on in a minute, but we got some people popping into the live here. Guys, we. We have questions. This is a live Q A, so we're gonna get it started. We'll talk about some things that we see. Danny's talked to thousands of people. Sam's talked to hundreds of people. Jose's talked to thousands of people. And we're gonna talk about some of the issues that most video business owners run into. How to solve them, what to go over. And if you guys have questions, drop them down below. We're on live on Instagram as well over here. So if you guys have any questions, I'll be looking over there. We'll go over it. What's going on, guys? How's the day been so far?

Good, good. Busy as always. Busy, always.

Yes, sir. Absolutely. Sam, what about you?

Good. Busy day. Busy day. It was actually my birthday yesterday, so done a little bit of work. You know, work never stops, but good to be back. New month, same goals, everybody pushing forwards, which is the main thing.

Hundred percent. Sorry, guys. My camera might be glitching a little bit here, but bear with me. Let me get this thing moving here. There we go. Yeah, absolutely. Jose, what about you, dude? How's everything been on your end?

Good. Oh, good, yeah.

Put it in the work. Percent I love it.

I know.

We got Ethan popping on here in just a few minutes. They say Happy birthday, Sam on Instagram. Absolutely. What are you, 27 this year, dude.

Yeah, just turned 27, so getting on a bit, but now I feel like I'm, you know, in a good place, lucky to work for, you know, such good company and yeah, feeling blessed. Feeling blessed. Ready to give it another, another good year.

I love it. Absolutely. Let me get some questions going here. I had a couple people asking over here on Instagram, so couple questions I got recently on coaching calls is like, why charge for your time or why charge for the, you know, the value of what you're creating as opposed to why not just charge day rates? Right. And Danny, Sam, you guys probably get this a lot on your calls as well. But it's like, it's a lot of freelancers I think are stuck in charging just day rates as opposed to charging retainers and charging for the outcome of what it is that they're. They're solving. What have you seen on that, Danny? Like, what kind of like things have you seen on your end? Let me get Ethan in here as well.

Yeah, no, very good question. So, I mean, what I see at least question wise, typically is again, like you said, why, like why charge based on the value? And the simple question I propose to them is, okay, well, first of all, do you track the actual outcome revenue wise that you bring to your business clients in the first place? Like, what is your actual value first and foremost? And a lot of the times, what do you think they say to that first question?

No, I already know what the answer is because I thought I was one of them. So. Yeah, no, right, yeah, yeah, exactly.

It's. I have no idea.

Yep.

And it's like, okay, all right, well, that's the first thing we got to tackle together, right. Is what is the actual value, logistically speaking? Now, based on that value, you're going to come to realize, if you don't already track that, holy shit. I'm actually bringing these businesses quite a bit of revenue and exposure as a result of the quality of this content and how it's distributed, how it's utilized.

Right?

So the second question, follow up to that is it's like, you know, if you are making a business, let's say extra fifty thousand, seventy five thousand, a hundred thousand a month, why are we charging anything less than maybe, whatever. What would you say?

If you're making, typically, you want to shoot, and this is a rough estimate, 10% of the value that you are providing to the client. But yeah, 100%. It's like not even knowing the outcome that you're, that you're helping with. Like you have to know the problems that you're solving as a video business owner. And what problems are you solving for the client? And once you figure what that. Figure out what that is. We want to get case studies with those types of clients so we can track what you've done in the past. And, Ethan, you could probably talk to this too, but it's like, we talk about it all the time. There's a client we had. Who was it who did. The chiropractor.

It's about a year ago.

Yeah, so he made a video for a chiropractor. Never got a case study. And then what was the results that chiropractor got from that video?

And charlo, like 500, maybe 750 for the ad. Dude, the guy reached out to Chad out of the blue, and he was like, dude, really appreciate you making that ad for me. It was amazing. You know, he made over a million dollars because of that ad last year.

Video not wild, right? It's freaking absolutely insane. It's like just by going back to your past clients and saying, like, hey, what was the result that we got for you? It really can help you understand, like, you probably haven't even asked that question. A, and B, a lot of those questions, a lot of those companies and businesses that you've worked for have gotten an amazing result from your content. And you can use that to show us proof, because we're not selling our time as a videographer, as a video business owner. We're selling the result, right? Clients are buying video because they want the result that it gets them. They're not buying video, Right? You're not buying a flight to. You know, Danny, I know you've went to Bali and all these crazy places, right? But it's like, you're not buying a flight to Bali. Like, you're buying the vacation, like, getting there, right? And so you're not. You're not selling the plane ride. You're selling the. The destination, the dream vacation. And that's what you need to think about when you're talking with your clients as well. You know, so huge thing for a lot of people is you have to be selling the outcome, not selling the deliverables. And if you guys are here, if you're tuning in live, drop some comments below on where you're tuning in from. And then if you have any questions around. How to structure retainers, how to get more leads, how to get more clients, how to sell, right? How to actually close deals, how to conquer objections. Anything there? Drop a comment down below. We'll answer it. And we want to know where you guys are calling in from and listening in from. So we got some comments here. We got la. Veronica's coming in from la. We got Alberta. Sweet. I love it. We're getting a lot more Canada people coming into our ecosystem, which is awesome. I love to see what is the best way to find clients. So it just depends, Veronica. So, like, if you're. Have you had any clients before? If you have, drop a comment down below, let us know, and we'll circle back. But there's different ways based on different stages that you're at in your business. We got San Diego. Nice. Sd. What is sd? Where's Siego?

San Diego, I assume Maybe.

Okay, cool, cool, cool, cool. But yeah, Veronica, give us some more feedback on, like, where you're at specifically, and we can give you some more feedback on that, on how we would tackle that. But, yeah, you need to know the problem that you're solving. And I told a story recently. I had a sink that was leaking in my house, and I had a plumber come and fix it, and it took him like 30, maybe 45 minutes to fix it. And he charged me like $1500, right? And so a lot of people would be like, whoa, dude, like, why am I paying you fifteen hundred dollars for thirty minutes of your time? And it's not because I was paying him for his time. I was paying for him knowing what problem to solve and the expertise that he's had or over the past decade. Right. And so I think that's where a lot of people can limit themselves is because they're not charging. They're charging based on their time, which is always going to limit them as opposed to the outcome that the client is going to get. Ethan, any specific situations you've been on client calls, like, back to back to back. But like, any specific situations that come to mind for you and clients that we're working with right now?

I think it's. A lot of people are just getting started with us is, you know, just kind of shifting the mindset of, you know, charging based on time versus. Oh, did we lose Eric?

Yeah, I'm here. My camera. Just ignore me. My camera's buzzing in and out here, man.

Yeah, yeah. You know, it's a big mindset shift, you know, charging, you know, for an outcome. Like we're talking about, you know, charging based on your value first on based on the amount of time, because you only have so much time, right? You can only give away so much of your time, and you still got to sleep. Right. So yeah, based on your value is, you know, really how you're going to get to, you know, multi. Five figures. Multi.

Well, that's when I used to DP, I was DPing on sets. I'd charge a day rate, right? So I charge a thousand dollars a day. There's only so many days in a month, right? So theoretically I'd only, I'd be able to cap out at $30,000 a month because that's every single day. If I worked every day, which I'll tell you from 12 hour days, bro, you are not working every single day. And any other freelancers who know that know that as well in the comments. But it's like you're not working every single day. And so you really need to be focusing on how can I, how can I build an offer that solves a problem for somebody so then I can hire other people under me to. Then I can hire those people and buy back my time, right? Like it's, this is just. And for everybody watching, this is just part of my team. On this call, we have other people who are not on this call. I think we have like three or four people who are not here right now. But it's like I couldn't do any of this myself without you guys. Like I literally couldn't. And each one of you is an expert in your specific area and it buys back the time of the company, right? Because like I can't take eight sales calls a day. That's why I have people who take those calls. Right? I can't take all the client calls. That's why I have people who help me with that. Right. It's, it's just, it's buying back your time so you can build a business doing something that you love to do as opposed to being constrained to just one small, one small piece. Right? Danny, any like specific problems that you see on some calls you've had recently? Like any specific problems? Yeah. Are people under charging? Are they. What are some of the things that they're running into?

Lately it's been a lot of lack of exposure. Like obviously there's so many people that are so talented when it comes to the creative side of things that if they just first of all got in front of the right people and enough of them consistently the offer can be so.

So.

But they would be in a much different position. The product and the service is already phenomenal. So a lot of the times I just see people either having a lack of volume overall of opportunities or it's just an abundance of opportunities and just the wrong people, not the right budgets, not the right intent.

Yep. You'd be talking to a lot of people. But if they're not the right people, A, you're not going to close them and then B, if you're not talking to anybody, like if you're not making five calls a week, I mean, it's going to be really difficult for you to make any sort of money in the business or grow because, like, you're not going to close every single call and like you need more volume of people to talk to. Like you said, it's getting in front of them. Right. I think as well here.

Yeah, yeah. Big problem that I've been seeing lately is like client acquisition and a lot of people that I've been talking to mainly like heavily reliant on things like word of mouth and referrals, which is good and can obviously get you to a certain level, but you can only ever max out at that. So in terms of like you say, putting in a proven system for client acquisition and then you have the whole sort of like inbound versus outbound debate, which I can, you know, let you start. But obviously you want to try and stay away from outbound and trying to convince other people of their need for your service at the end of the day. Right?

No. 100. I mean, a lot of people are relying on word of mouth and referrals. While those are great, like, I'm sure, I mean, you guys get referrals all the time. Referrals are fun, right. They're lay downs, they're easy. Right. They're super, super fun. But like, can you build your business off of only referrals? Maybe, but it's going to take a very, very long time because you're relying on other people to spread the word about you as opposed to taking matters into your own hands. And then like you said, Sam too, like inbound and outbound. There's inbound where people are coming to you and then there's outbound where you're having to reach out to other people. Right. And like Sam, Danny, Jose, like you guys talk to people who are coming to you. Maybe Jose, I don't know if maybe you want to talk about this or Sam, but like, what is the, what's the difference in someone who you're reaching out to versus someone who's reaching out to you? Like, what's the difference in conversation there typically.

Go on and I'll let you take it, brother.

Yeah, I would say like in that case, you know, mainly There's a lot more. You have a lot more leverage in that case. You know, you're more the authority figure, because rather than you having to chase a client and having to go down the rabbit hole, they actually see you as authority, you know, because you're actually doing something that they want to do themselves. Therefore, you have a lot more authority when it comes to the call. And especially, you know, a lot of clients, when I talk to them, they're just, like, relying on the next client, or they don't. They don't know where the next client.

Is going to come from.

So they're always in that hamster wheel of like, yeah, I got this one project, but I don't know when I'm going to get the next project. Maybe it could be the next week, maybe it can be in the next two months. You know, it really just depends. So I feel like having that inbound lead process will give you more now authority, because then the clowns will know, well, he's doing that himself, therefore he can help me do that myself, you know?

Right. Yeah. 100. I think you're. You're dead on with that. It's like, you talk to people who actually want to be talking to you as opposed to just, like, outbounding people who don't want to talk to you at the end of the day.

Yeah. And to go even a little deeper on that, it's like when you go into the psychology of it is when you are solving specific problems with the inbound system, your client is coming to you, number one already with a clear idea of their own problem, and they're coming to you as a. As a potential solution. So that's what you want to try and frame yourself as.

They know. They know the value you provide. You're not selling them on that call. You're just helping them understand how it can help them specifically and then closing them on that call. And I know a lot of creatives are like, dude, I hate freaking selling. Like, I hate that stuff. It's horrible. And, like, it's super salesy when all you're doing is outbound because you're, like, begging people for attention and begging them to talk to you. Whereas if you just have people coming back to you, you can kind of sit back a little bit and be like, hey, I want to make sure it's the right fit. I want to make sure we can actually help you with this project. I want to make sure that this is the right thing for you.

Right.

And. And that's where I think the Other part of it is, is, like, people can actually have. They don't have to feel desperate, and they can actually have a little bit of certainty leaning back and saying, like, hey, I can decide not to take this project because I have five other calls this week, you know, which is.

Like Eric's favorite analogy with the, you know, the back surgery. You don't see back surgeons calling people asking, hey, do you guys want, you know, back surgery? They come to them when they have a need.

When they have a need. Exactly. 100%. Yeah, that's exactly right. No, it's true, too. It's just. It's around. It's having. Having somebody who is interested in working with you as opposed to you having to reach out to them.

But.

Yeah, let's see if my camera's going. There we go. Let's go over some questions here. How would you sell yourself to your very first client ever? So this is a good one, Ethan. You want to maybe start this one and then I can piggyback off of that.

I was gonna say, if it's your very first client ever, I would probably either a, do it for free in exchange for a case study from them or do it at a discounted rate. So you still get paid for, you know, the work that you did, obviously, but still make sure you get a case study, because, like, we were talking about, that's going to create a snowball effect as you get more and more clients. And then as you go into that next sales conversation, you've got that case.

Study, you have proof that you are who you say you are, right? Yeah, because, like, if. If you've never done work for anybody ever. And this is not to like. Like, we've all been there, I've been there, everybody's been there. But, like, no one's going to pay you a high amount of money if you've never done work ever. Right. You have to show some proof of concept and by doing some sort of free case study or some. Something to say, like, I am who I say I am. Like, people are not just going to drop, like, 15k working with you if you don't have any proof. And so what I did is I would build. I would do some work for free, and I would get case studies, and I would be very religious about documenting every single result that the client got. Whether it's big, whether it's small, doesn't matter, because then I can stack that proof and be like, hey, look, I worked with these people, I helped them do these things, and then I can Use that the next time I have somebody who's interested in working with me.

It's like if you're shopping on, you know, Amazon or for, you know, a new restaurant, like an Amazon, you got two vacuum cleaners. They're both 500 bucks, but one's got 5,000 five star reviews and the other one has zero reviews. Which one are you gonna buy?

I'm buying the Zero, man. I'm not buying the 5000. I know, I know, I know. Sam will buy the 01 too. We'll try it out together. It'd be good. Yeah, but that's, that's really what you. You're, you're right, though. A hundred percent. You gotta, you have to have proof that you are who you say you are. And you gotta use what you have as far as either doing free work, doing discounted work, whatever it may be, but a lot of people that we talk to are starting out. Like, they're not always starting out. They have previous clients. They just haven't gone back and documented those results. And that's a huge lever that you can pull by just going back, hey, what was the result of the content that we created for you? Like what, what happened with this?

That.

Oh, dude, I forgot to tell you. We generated. You know, I had a client, it was Antonio and Lauren. You remember them, Ethan. They went back to their dentist client and they, they just asked him, they just said, hey, like, what, what, what results did we get for you? And they were like. He was like, oh, yeah, we generated half a million dollars in a month using those testimonial videos you made. And I was like, people don't go back and ask. They just don't go back and ask. Right? Yeah, 100%. What are you using to analyze your outcomes for clients? So it just depends on, number one. Level one type stuff is I would just go back to all the past clients and be like, what sort of result did you get? Like, what, what was the outcome? Did anything happen? Did you get more views? Did you get more likes? Did you get more comments? Did you get more leads? Did you get more calls? Whatever it may be, like, whatever they have, just go with whatever they have. So if they don't, if they didn't necessarily get any clients, but they got views and they got likes, then just talk about the views and the likes that you got them. If they did get clients, then talk about that, right? And you just want to stack as many of those as you possibly can. Super7Productions on Instagram. What if you have no case Studies or clients work for free? Yes, we. Yeah, we pretty much just answered that one. And then Teddy, what is the minimum camera equipment setup needed for a shoot? Honestly, I would just rent gear if you don't have anything. Like a lot of people are against this, but like close the client. Use the sales process that we have. Close the client and then go on something like share grid and rent the gear for it. Like just rent it, right? A lot of people like, no, I need to, I need to own my own gear. Well dude, if you have no money, like if you have like $5,000 in the bank, like what are you going to do? Go buy a camera and then have no money, right? No, if you have $5,000 in the bank, go close a $15,000 three month retainer and then you know how much it is to rent that shit. Dude, it's like you could spend 300 bucks for a day and rent it and then have the project pay for the rental. What most people do is they spend $5,000 on gear and then they're broke and they're like, oh, I don't have any money, I need clients. But then they have no clients, so now they're just broke, right? So it's like what are we doing? Right? It makes no sense. So if you have clients that, if you don't have any gear, like just rent gear. Like you could get like a Canon R6, like A. But like a road video mic or like a rode wireless micro. And then like maybe it's like, yeah, it's like 2, 300 bucks to rent. Makes no sense to, to buy that stuff.

Or if you have a, or if you have a buddy.

There's a, Most of us have buddies. I've rented a lot of gears from gear for my buddies. It's like most of us just have people that we can rent gear from or pay a minimal amount of money to to rent from. The. The thing is, is you want to think about profit first. And Danny and Sam and Jose, maybe you guys want to talk about this too. But it's like a lot of people we talk to is like they put all their money into gear and, and then they don't have any clients or weight or any client acquisition system. You should be focusing all of your attention on getting more clients, making more money and then buying gear as you need it or renting gear. Right? But you need to have the profit first mindset where you're making money first. Then once you have an abundance of money, you can buy the things that you want. To buy, you know, which is huge. Let's see, what else do we have? Veronica, how are you setting yourself apart from other creatives who may be offering the same work? How do you market yourself in an effective way to potential clients? The setting, setting yourself apart. Danny, do you want to talk about that or you want me to take that one? Okay. Setting yourself apart. So number one, what is the result that you get them? So what a lot of creators are doing is saying, I have nice cinematic work. Look how beautiful my work is. We have the best quality. That's what people say as their, as their unique mechanism. Having the best quality or being the best or caring about your clients the most is not something that's going to set you apart, period. It will not. We need to a figure out what results do you get for your clients. So your client results, your case studies are something that can set you apart. And then number two, what problem do you actually solve through your content? Do you help them get more views? Do you help them go viral on social media? Do you help them get more leads, get more clients? If you can't tie it back to a business outcome, it's going to be really difficult to charge a high ticket amount of money because they don't see how they can make more money from your content. Right, so that's number one. Number two, how do you market yourself in an effective way? Inbound system, right? Oh, camera's going out again. Dude, I got to get a new cord over here.

Why don't you just rent some gear off your buddy mate?

Yeah, I should rent, I should rent some gear off my, off my buddy, dude. I need to, I need to get an upgrade apparently. No, just this USB C cord is shit in the bed over here. But how do you market yourself? Inbound system. If you have the funds to start investing into that. Inbound system is going to be the most effective. If you don't have the funds for that. It's going, getting case studies and then upselling them after the case study. You'd be surprised. We had a client, Esteban, who he did three free pieces of content and it turned into 93,000 thousand dollars in cash of video deals. And it was because he did the case study or he did the piece of content for them, got the case study. And then after the case study he just said, hey, do you want me to do more content for you? And they said, yes, that'd be great. And then he upsold those people into those packages. So that's going to be the easiest way if you don't have the money. But then if you do have the money, investing in an inbound system to really scale is going to be super.

And something else that'll help both. Both questions is picking a niche too, is being an expert in the field. Hey, I only work with lawyers. I only work with medical professionals. I don't just work with anybody and everybody. I work with this amazing point specific group of people and understand your problems.

Yeah, that's. That's an Amazing point. 100%. Yeah, it's. And a lot of people are scared. I don't want to be contained into one box. I get that you can always add another niche later if you want to, but there are so many video providers and creatives out there who just create amazing videos and have high quality work and care about their clients that you need to find a way to separate yourself apart. Like, like Ethan said, when charging a.

Ticket, the quality is expected. It can't be a selling point.

Yeah, the quality, that's the baseline. Like, that's like, if I'm going to go on a flight, I hope I have a seat belt. Right? That's, that's like, that's literally the bare minimum. Right. And Sam, you're going to say something.

Yeah, I was just going to say, looking at it from your client's point of view as well, I know as creatives, we can all get caught up sometimes in making our work, like, very aesthetically pleasing or coming up with a very beautiful shot. But from your client's perspective, the world can be a horrible place and it's all orientated by money and everything like that. But that's what people care about. At the end of the day, your clients care more about your work, producing them an ROI and increasing their bottom line than they do about it being the most spectacular bit of artwork. And that might be like a bit soul destroying for some people, but also it's like, then we run into the same problems where some people produce amazing quality of work and they're getting paid less than somebody who has a system that produces results. So it's like, that's a massive mindset shift that I come across on, like many of our calls, which can come as almost as an epiphany to many creatives.

Yeah, well, no, you. You nailed it on the head there because it's like you could have the best work, but it doesn't matter, right? It just doesn't. We're here to run a business. We're not here to be the best artists in the world. And I know that maybe is not what people want, but I'm, I'm here. And the reason I transitioned from being a dp, working freelance gigs to building a business is because I wanted stability. And when you have stability and financial freedom, you can actually work on the things you want to work on, like passion projects, like projects that you can fund yourself, you have money to do that. But if you're know, working a side job or working a corporate job and you can't make this a full time thing, you can't do any of that stuff because you don't have that type of freedom. Right. And I think you, you hit the nail on the head where it's like, doesn't matter how good the work is, it matters. Do you get your client's results? If you do, great. If you don't, then we need to figure out how we can fix that. Right. And that's something obviously we help our full clients with.

Yep. Picking a niche doesn't pitch and hold you forever. Like, no, it's totally, it's a totally different offer, it's totally different sales process, totally different lead gen. And that just gives you the baseline to go work on the passion projects.

100%, absolutely, yeah. Story shorts. How do you measure testimonial videos? I find myself being unable to justify thousands for a testimony video. So what we do is we build the testimonial videos into a package, like a larger package. But as far as the testimonial videos, if you're not able to justify that work backwards. Right. So like, what is the. Who's the end client? And this is why picking a niche where they sell something for a high ticket amount of money is very important. But if I have a home building client client, right. And they sell something, they sell a home for $500,000, maybe they make $200,000 in profit on each home. Right. If I make a testimonial video, a very emotional testimonial video about someone who moved into the house, they now have this beautiful home, they, they have their family there, they, it's, you know, it's changed their life. If I can make something like that and it can convince one more person to buy a home from them, is that worth it? And how much money would that make them? A lot of money. Right. So that's how you justify it. It's by building a gap of where they are to where they want to be and then showing them how if they just got one more client from this video, it could get them some sort of impacted Result. You get some sort of result from that. Right. So, Ethan, I don't know if you want to talk more on that or you feel like we're good.

Yeah, no, I was gonna say the way that I explain it is, you know, let your past customers speak to your future customers about all the great experiences and services that you were able to provide. Because the company can sit there and explain, you know, and tell you how great they are all day long. But until it comes out of a customer's mouth, that's.

Yeah. If I show you five stories of people who bought homes from this home builder and like, that's going to do most of the selling for them. It's kind of like when you guys come to us, like you go on masterfilmmaker.com case studies, little plug there, you go on that page and you see all the stories of the people that we've helped. Right. I could be up here and be like, we're the best. We help video business owners, blah, blah, blah, blah, blah. You're not going to believe me because I'm the person who runs the company. But If I do 75 case studies, which I think I've done like 75 or 80 of them at this point, I get tired of doing them. I love you guys, but like, I do them, you know, I've done them so many times. If I do all of those, then you're going to be like, oh, shoot, Eric can actually get me results because there are people who look like me who got amazing results working with him. Right. And so, like testimonial videos are easily the most important thing you can. You can provide to your clients because it does most of the selling for them.

So.

And they're pretty easily.

Technically, they're so easy. Yeah. And you can get fun. You can get creative and fun with them. You can do very story based ones. You could do ones where they're just interviews. Right. Let's keep cruising because I want to make sure we get through these. And then I know you guys got to get back to work because you're. You don't want me to hold you captive on here. How do you handle a client who is not happy with their video results? Kyle, maybe you can give us some, some, some like an elaboration on that. But when you say they're not happy, what are they not happy with specifically? And if you want to elaborate on that, and then I'll come back to you as my camera fixes again. Getting tired of this, man. I need to get a new cord. Then we'll come back here. I built a six figure video production company in less than a year specializing in the real estate agent industry. What would you recommend doing on creative second niche? Yeah, so it really just depends. I think you're asking like what should you do for a second niche? I would target a service based business. So if you're doing real estate industry, I assume you're doing like photos of listings and stuff and you're probably around that like 300 to $800 per project, like AOV or average order value. But as far as a new, a new niche, I would target a service based industry. Lawyers, home service, medical. Ethan, maybe you want to talk about a couple more as well. Somebody who charges a high ticket amount of money for their service.

Yeah, home service medical lawyers is a big one. Because the analogy I use a lot is you know, think of like a coffee shop versus a lawyer who can you make 10,000, 20,000, $50,000 faster? It's going to be the lawyer because you're going to have to sell 20,000 cups of coffee to get to $50,000 in results for them versus that could be, you know, anywhere from you know, two to four clients at a. Yeah.

Yeah, I know you said 600 AOV on the real estate. Yeah, I mean that's going to be pretty typical. You're going to have to do a high volume of real estate photos which is normal. That's, that's the way that industry rolls. You're gonna have to do a high volume of those. But what we like to do is we like to do higher retainers where it's like 5 to 10k a month for content. So because if you want to get to, you said you did six figure production company, like I assume that's six figures in a year. If you want to do six figures in a month, like a hundred thousand dollars a month and you're charging, just use easy math, $10,000 a retainer for content. You only need 10 clients to get to a hundred thousand dollars a month and that's over a million dollars a year. So for us like doing content on retainer for businesses is a better opportunity vehicle because you're able to charge a lot more and make a lot more money which is why our clients typically prefer, prefer that a lot. You said I want to go products too.

We're shooting one day a month.

Yeah, they're shooting one day a month doing you know, five, 10K a month. Right. So super easy stuff. And you're able to charge a lot more. Make a Lot more because of that. Products, you can go products there. I mean we have clients who do that. Services are typically going to be a little bit easier. You can go products. We've helped our clients with that. But like local services, service based businesses are, are oftentimes a little bit easier because they have more margin. Like a product based business does not have as much margin because they have to pay for the cost of the product as well and they have to sell a lot of them, make the money back. So what do packages look like for that on retainer? You should check out our 27 video retainer pack, Tyler. But we have those. If you go. There's some on our YouTube as well. If you go to our YouTube or you just go to. There should be a link below this video to check out the 27 video retainers. We have retainers from our clients that they, that we've packaged if you want to grab one of those and that that goes over all the packages, the price points, all that kind of stuff. So let's see what else. Got some. Josh says Eric is the goat. You're too kind, Josh. Congrats on the move too. Dude. I saw you, I saw you just moved, which is freaking awesome. I think you're still in Nashville too. We got a couple people on Instagram over here, but yeah, Tyler, let us know if that makes sense. The real estate stuff's awesome. One of my buddies, Eli Jones, helps a lot of real estate photographers. But as far as look what we do, it's a little bit more like higher ticket. It's just different. That's all it is at the end of the day.

Yep. Unlike we were talking volume on like six figure a month on real estate. Like with that $600 average order value, that's 167 clients a month versus 10 clients at high ticket.

It's a lot. Jose, you joining our live on Instagram? Dude, on your phone, Jose is sneaking in the background. Man, I love it. No, 100% started with his course. Yeah, Eli's the goat, dude. He's freaking awesome. I just talked to him this morning. Let's see. Veronica, do you find it's just as important to market your own business on socials? Oh yeah, absolutely. Because the only way you get more customers is by letting more people know about what it is that you do. So that's either reaching out to one to one making content or running ads and setting up an inbound system. It's the only way you get clients, period. That's it.

Right.

And so you need to be focusing on one of those three things if you want to get more leads and get more clients and get build more people and build your pipeline. Right. So like there's all sorts of stuff we go over in our full program as far as like type of content you can post, but you want to focus on highlighting client results and then marketing your business just as much as working in it. And that's that difference between. Ethan, maybe you want to talk about it, but like working on your business versus working in your business. Right.

Well, I was going to say it's almost more important too because if you're going to a client to sell, you know, short form content and ads and testimonial videos and they go back to your socials and your website and see that you haven't done any of it, well then A, they don't have any examples and B, well, you don't really practice what you preach. So they're not going to trust you.

Yep, 100. Absolutely. And that's why like for us, like we practice what we preach every day. I do it every single day. And so that's why we're able to pass that on to our clients. Obviously. Jose, anything else you're seeing on your end, and it's fine if you don't have anything, but anything you're seeing on your end when you're. Because you talk to a lot of people every single day. As far as like.

Yeah, I would say that many times people, they just ultimately become the own bottleneck in the business. You know, we were talking about before. You know, they're working in the business, they're doing the shooting, they're trying to get the clients, they're trying to manage and they're wearing all these different hats. And it comes back to what we were talking about before, you know, because they don't have recurring clients coming in, they don't have predictable revenue. Therefore they cannot start delegating. Because yeah, you can hire some people, but then if the flow of customers are going out, then you don't have enough money to pay the clients. And because you don't have a strong client acquisition in place, then all of that falls apart. So it's like a domino effect. You know, we need to have those pieces put together. Number four, focusing on the gear or making sure that we have all the fancy stuff. Having the solid client acquisition system in place.

Yep.

Like this wouldn't have to worry about that. And then everything else is easier because now we have the first domino piece in place and then everything Just starts to unfold. And then going back to what Ethan was saying, it's like many people, they trying to build the client acquisition, but they try to reach everyone. Therefore, they reach no one. You know, and so having that client, that niche in particular, it gives you the clarity, especially when you're starting out, because you didn't have to worry about all this different client, all these different offers. You just focus on one niche, one offer, one target, and it just makes it easy to scale, you know, rather than trying to go far, you want.

To go deep, you know, 100%.

Yeah.

No, I think it's. It's. You don't have a business until you sell something to somebody. Right. And so, like, if you're not consistently doing that, you don't really have a business. You have more of a hobby. And so the biggest thing you should be focusing on is how do I get more clients? How do I get them to pay a price? And this is the important part is pay a price where I can hire other people under me. Because, like, you can't do all that work. You're going to bottleneck. You have to. You have to charge enough where you have margin to hire other people. Right. Like, I have a full team here, obviously. Like, if I was charging little, a little amount of money, I couldn't pay my team. I couldn't. I couldn't have other people do things for me. Right. And then I would become the bottleneck in the business. So I think you hit the nail on the head there, man. Let's see. Couple more questions. Danny. I know you need to bounce. If anybody needs a bounce is all good. And then we'll roll from there. See, we got one more question. Are you doing courses or coaching? We do. We have. We have a program, Master filmmaker program. Should be a link down below if you want to check that out. But that's what we do, and that's how we help our clients build these types of systems and build these types of these processes so they can actually grow their video business. And everyone you see here is a part of our team. And there's plenty of people behind the scenes you don't see as well, Kyle. Let's see. I have a client who hired us for a series of commercials for their product, saw an increase in traffic to their website and store, but the client was not happy with their total sales. Yeah. So if they. If they saw an increase of traffic, the client wasn't happy with their total sales. That would not necessarily be your domain, because if you're just Creating content that drives the traffic. There's going to be something deeper going on afterwards. Yeah, it could be conversion rate issues on the actual page to where there might be things. Depends on what kind of client. If it's E Comm there's things you can do within the E Comm sites but they probably have something wrong there. If you have somebody you know who deals with like conversion rate optimization and we have some people, if you want to DM me I might be able to get you somebody as well. Then you'd want to refer them in as well. But you want to remind them how do you keep your client happy? You want to remind them that you're kind of set the boundaries and the expectations around like hey, we're helping you create the content that drives the traffic. It's up to you to then be able to build that that page so you can actually retain and convert those people once they get there. It's like I can send a whole crowd of people your way but if you don't know how to convert them, we need to figure that out. That's kind of.

I would have some sort of like lead magnet if it's a product page, you know, have like a 10% off.

Coupon or something, a newsletter to be.

Able to nurture the opt in info and then they can follow up with them afterwards.

Yep, yep, 100%. Let's see a couple more questions and we'll wrap up here guys. And yeah Jose, if you need a dip as all good. Appreciate you guys hopping on. Ethan and I are going to tackle a couple more questions. Let's see. Boom. I'm on the edge of quitting my job and starting my own business. When do I know it's time to quit my full time job? That's a good question. I err on more of the risk averse side. I am naturally a very risk averse person. I think. So as far as like when you should quit the job, I would do all the things we talked about first get a couple clients, work after hours, work on the weekends, work at night. You have your job that goes from 9 to 5. You have from 4am to 9am to work and then you have 6pm or 5pm when you get off work to 9pm to work on your business. So like I would not leave your full time job especially if you have bills and things you need to pay for until you've replaced that income with a couple of clients. Following the things that we talk about and this is something obviously we help our clients with and we work with them on like to leave their full time job. But I would not leave that until you do that.

I mean, yeah, even if you sleep eight hours, you still got 16 hours. And that's two full work days.

No more Instagram. No more.

Yeah.

Look at your screen time.

Look at your screen time.

Look at your screen time. I love that. It's like, I don't have the time. Look at your screen time. Eight hours a day. It's like, there's your time. It's right there. Not that hard.

I can go like a little bit on the emotional scale as well because obviously I don't own my own business. Obviously I work for you, Eric. But in terms of like career change and I had like a big one that was like about a year or so. So it's like for you, Veronica, it's like you've got to ask yourself what you really want out of life and whether what you've got at the moment is actually fulfilling you in that without getting sort of too deep by just being like staying true to who you are. And if, like, it's always going to be scary to take that leap and it's going to be nervous and especially doing something you've never done before. But if you feel like that's what you want to do and you have like a system and a plan in place to do so, then take the bet on yourself. Because you're the only person responsible for getting yourself to where you want to be in life.

Yep. That's so true, man. It really is. And it's. It's nobody's responsibility except for your own to get there. Like you said, it's just. Is huge. But it. It's just something where you need to make that decision yourself. And when you go all in, go all in. Don't. No half measures, you know, Kyle says. Great, thank you. Absolutely. Chris. I think this is the Chris that I know. You need to add a profile picture, but yeah. Chris, we miss you, dude. Hope you're doing well. Sweet, guys. I think that's all I got. I know we got some people still on here. If you have any other questions, drop them below. We do these Tuesdays and Thursdays. If you have any questions for us, let us know. If you want to learn a little bit more about what we actually do, you can go to masterful masterfilmmaker.com or there's a link below this video schedule call. You might be talking with Sam. You might be talking with Danny. You might be talking with Akeem. You might be talking with Jose, but all those people on our team are here to help you and get you to where you want to be. So, you know, we just want to consult you, see if we can help, and then we kind of go from there. Absolutely, Veronica. You got it. If you guys have anything else, let us know. If you want to learn more schedule call. We'd love to speak with you. And. And we will catch you guys on. I believe it's Thursday.

Gu.

Sam. Outrageous when you see it going to make you believe.