How Zach Closed A $36K Retainer In 4 Weeks - Master Filmmaker Review

What's going on, guys? I'm here with one of our clients, Zach, who closed a 36k retainer. What's going on, man? How are you feeling?

Feeling great. You know, I think this kind of came about because I had the opportunity to revisit with an old client and really I had a new discovery call with them and really went over all of their goals going into 2025. And one of the biggest things that stood out that I got from this program was just assessing the fact that their current budget wasn't in line with their current goals. So that was a huge selling point for me, was to kind of walk them to the finish line and then be like, hey, you know, we can totally get you there. And I'm happy to help. Help you get there. However it, you know, we're going to have to talk, talk about the budget. And I've been working with these guys for about two years prior. So if I was a little bit nervous that it was going to be.

Like a shock when I'm not doing that, that's crazy.

Yeah. Yeah. You know, and, and they were totally, totally down with it. They were very, very excited, actually. It was funny because the price was like the last thing they were concerned at. They were more so like, okay, when can we get started? You know, well.

Cause you did it. You obviously did a good job of selling them on the outcome as opposed to just like what the cost is. And like, was this like your first retainer? Have you done retainers before?

Just for context here and there, but nothing, nothing to this extent. You know, this was, this. This was basically, you know, my. My home run swing. I had put together my. My offer, took a little bit of time on that, got some feedback on that, felt really, really confident about it. And once I sent that over, you know, I think they. They saw how much they. How much value they would be getting back, and it was really just a plan that was like, you know, nobody is going to lose here if we follow this step by step. Yeah, yeah.

And. And was. Did you go about the sales process different than you had before, or is it kind of like you just taking them through discovery, really understanding the pain points and this is going to solve that, right?

I think. Yeah. I mean, I think the. The really. The sales process was them basically telling me their goals, you know, so I mean, that there really wasn't a huge sale in. In terms of like a sales process, but I think the discovery call and like, just taking the time to really figure out, like, where do you guys Want to be in 2025 and like, how can, how can I help you get there? And I think them, you know, just saying out loud what they're looking for is, and then it just kind of being undeniable that like, okay, we can get there. That's going to make you X amount, but it's going to cost X amount. It was like, well, the math is mathing, so this, this will work for us.

And when you can solve that bigger problem, you can charge more obviously as well, which obviously you're clearly demonstrating to them that you solved the problem, which is awesome. And for anybody maybe who doesn't know you, do you mind just giving us like a little bit of backstory on kind of you, your company and how you got into this in the first place?

Yeah, so I mean I started about five years ago and it, it started pretty organically. I've always been a creative to some extent and I just started kind of getting into the, I was always into photography, but I think obviously social media had a, had a big wave with video. So I slowly took that route and it pretty organically took off. Had a lot of people in my network that were like, hey, this is really cool. It more started with fun stuff rather than business. But the last three years have really been primarily focused on small businesses. But the biggest struggle that I've had is, has been structure. And like I'm, I'm in a position, you know, right now where I trade my time for money. And that is like the biggest thing that led me to this, this coaching program was like, okay, I know that what I'm doing is providing value. However I need to scale that. And there are. So like the biggest thing was the time audit. When I'm doing my time audit, I'm like, oh man, there is like, I love that. So much more room here for me to scale my company. Like I'm doing things that I can easily outsource, you know, so you're not.

You'Re not building, you can't build a million dollar business on $10 tasks, right? And yeah, it's huge. I love that you're having epiphanies on that because that was a huge thing for me when I first started is like, I went there, I was like, why am I sending these emails? Or like why am I doing this editing? Or like why am I doing all this stuff that doesn't make any money that I could hire somebody for $5 an hour or $10 an hour to do right from like overseas? What were kind of things you were focusing on that weren't making you a ton of money or what were you kind of seeing?

I mean, I think one of the biggest things right now for me is like my editing. Like, I spend so much time editing. And it's not, obviously to some extent when you're a smaller operation, editing makes money, but it's like I can, my time is so much better served, you know, actually meeting with business owners and figuring out what they need. And like, you know, I have, luckily I have some good outlets for editors and, and just even putting the word out there, like, hey, I'm looking for some editing. Like, I've gotten a ton of great feedback just from people in the industry and friends and you know, like, I've made a lot of great connections just being vulnerable enough to say, like, hey, I need a little bit of help over here, you know.

Yeah, well, and you, like you said you would make more money meeting with people who want to work with you than editing the projects that people that have already paid you. And I think that, like, I love that you're getting that epiphany because like, I talk to so many people like, no, I need to be editing. I need to be doing all this stuff myself. It's like, yeah, if you don't want to grow a business, but like, if you actually want to grow a business, like, you have to, you have to hire people. Like, you can't win the super bowl with one person. Like, it's just not possible. Like, you got to hire a team to get to millions of dollars a year in revenue if that's your goal. Right?

Yeah. And I mean, I think it's just, you know, you, you see, you see any successful business and it's a team sport, it's not a, this isn't a one person sport, you know, And I think one of the bigger things, like when I considered, you know, getting involved in this coaching program, I was like, you know, you think like there's going to be like these big things, but it's really like the small things that you're like, it's a bunch of small things that you can like easily change and make little, you know, like little.

Hinges swing the big doors is what I always say.

I mean. Yeah, exactly. And it's like even like for, for a client that I've had for two years, just the fact of having a structured conversation and a structured offer to give them has made me more money with them in the next six months than I've made with them in two years.

That's wild, dude.

You know, that's wild.

That's insane. Yeah, well, and I always say this too. It's like I have. There's these little things we do within, like, either the sales process or the lead generation or how you price yourself or your offer, right? It's like I had a client I worked with last year that was like, he had $140,000 deal on the line and he was going to send a proposal. Instead of going over it with them on the call, we made that one tweak and said, go over it on the call. And he closed it. And he's like, I don't think I would have closed it if I sent them a proposal because they would have had objections and all this shit. And it's like, it's like that little thing can make such a big difference. It's not like we always have to, like, overhaul everything that you're doing, you know, which is huge.

I mean, and even. Even having the coaching and the guidance just allowing. Allowing me to, you know, get out of my head, get out of my own way, you know, it's not so much like, oh, I feel I should do this or I feel I should do that. It's more so like, yeah, this is the game plan, and let's stick to the game plan. And it's, you know, so far, so good. I'm still new to the program, however. How cool that, like, you know, right off the bat, in my mind, I'm like. I was like, all right. I was kind of. I was kind of on the fence for a little bit about doing the program, but I was like, this is the universe rewarding me for, like, that's what I'm saying.

It's scary. And like, I guess, like, where do you think you would have been if you hadn't made the leap and done that? Because, like, obviously it's scary.

I would have been still doing one off shoots for them when they called me, you know, I love that, man. I love it. And now, now I have consistent work, you know, And I mean, for me, and. And where my business is at, just this. Just this retainer alone, you know, provides me so much space to be able to, like, move and do different things and, and not chase one off shoots. And I mean, it's like, it's supply and demand too, right? You know, so if I'm locked in, you know, with this retainer and one or two more, that really puts me in a position to not be an order taker and not, you know, not.

Raise those Prices, Hire more people. Make your own. Like, you make the rules. It's your business.

Exactly. You know, I'm in. Yeah, I'm, I'm very excited about it.

I'm freaking excited for you. I, I love this stage. Like, like getting, getting you guys into retainer mode, like, stacking those. Like, it's awesome to see you guys excited about it because it just like, gives me so much fulfillment as you guys start to stack, stack, stack, and you're like, oh, I can breathe a little bit now and like, relax, you know, which is huge.

And I think, I think too, you know, when you have the right leads and you have the right clients, I think we, we all, you know, like, when you're talking numbers, like, that's a big thing. Like, I've really been trying to get comfortable talking bigger numbers because the reality is, like, they're run. These clients of mine, they are running the businesses with employees. So realistically, like, they're making enough money and they want to spend the money on valuable things that's going to, you know, strengthen their business. And I think just getting out of my own way and being like, hey, like, you can have this much value for this much money. Yeah, you know, it's, it, it really made it simple. Yeah.

And it's a lot of. It's a mindset thing too. You're like, oh, I don't know if I can charge that much money for. It's like, people have. And like being in the group and seeing other people close 40k deals or 100k deals in the WINS channel, it's like, it puts you in a place, I think, where you're like, I can think bigger than I'm thinking right now, and right now I'm thinking small, you know?

Yeah, exactly. Because, you know, there's, there's always. And that's the thing too, is, like, even when you're thinking small, there's still people that aren't going to buy from you. You know what I mean? Even if it is, you could say, hey, it's free. And there's still people that are like, you know.

Yep, exactly. And last question, man, I'll let you get back to closing deals here. I guess if, if anyone's maybe watching this, they were like, you. They were on the fence about jumping in. Like, what advice would you give them? Kind of knowing what you know now.

No risk, no reward. You know, like, it, it is, it is a little scary to make that leap. But, you know, at the end of it, like I said to myself, going into it. At the least, I'm going to learn, like, such valuable marketing and sales skills. Like, you know, the the clients will come. Like, if you, you know, if you're personal development is there and you are running your business and you can have more of an opportunity for time to run your business, it will grow along with you, for sure, 100%.

And, like, that's the same skills that you can apply to your product for your clients as well. So it's huge to know that, which I love it, dude. Well, we're going to do another one of these when you're doing 100k a month, 200k a month, getting crazy numbers. I appreciate your time. And we'll go from there.

Awesome, man. Thank you so much.

Absolutely.

Take care of.