Leads, Sales, & Increasing Prices LIVE Q&A

Got a good day coming and it's all I need Everything I want it's in front of me sun is shining over me I got a good thing coming so wait and see it's a good? There ain't nothing like this right here. There's a fire underneath my feet Got me rolling like a river deep Let it flow cause I know that my soul can lift me up Got a good day coming and it's all I need Everything I want it's in front of me not die sun is shining over me I got a good thing coming Just wait and see It's a good, good. Sam. Got a good day coming and it's all I need Everything I want is in front of me it up and I'm down Sun is shining over me I got a good thing coming Just wait and see it's a good girl. There ain't nothing like this right here Got me see things crystal clear so high I can fight the moment gonna feel Feel me? There's a fire underneath my feet Got me rolling like a river deep Let it flow cause I know that my soul's gonna lift me up Got a good thing coming and it's all I need Everything I want is in front of me. I got a good thing coming Just wait and see It's a good, good. Sam. If you know what I mean. If you know what I mean. Got a good day coming and it's all I need Everything I want is in front of me sun is shining over me I got a good thing coming Just wait and see it's a good. There ain't nothing like this right here. Got me free things. Let it flow cause I know my soul. Sam. Foreign.

What is going on, guys? How's everyone doing today? We are live again. We got Ethan, who is one of our coaches of the team hopping on the live with us. I am in my mobile setup, so I am. I am not my normal backdrop. So excuse the the hotel room in the back. I'm just traveling over here. But I'm gonna get us started off with some wins. And while we're doing wins, guys, why don't you drop some comments or questions Today we kind of want to focus more on like mindset type stuff because a lot of the tactics and stuff are really great. But a lot of times what we see, we've worked with 400, 500 video business owners at this point and really one of the number one things that holds them back is that mindset is like those limiting beliefs thinking they can't charge as much as they really should be thinking that they, they aren't worth a certain amount of money. Right. Ethan sees it all the time too, and I see it and we've all been there. But like that's one of the biggest things that holds people back. So we want to talk about that today. Obviously any questions you have, we will always answer those. But I'd like to focus stuff around mindset and I know we got a bunch of people on live. So if you're on live and you haven't commented, we're gonna call you out and say you should comment down below so we can, we can answer these questions. So let's dive in and maybe get some wins going here. So couple of wins from this week. So first one is George booked his first appointment through in our inbound system, which is awesome. He just posted this today. Next one is Levi, he just booked three calls literally today, which is he's never had that many bookings in one day, which is awesome to see. I love to see that. Another one is Juan. Juan actually does, you've probably actually seen some of Juan's content on Instagram where he does a lot of those fly through videos with drones, like FPV drones and came to us a couple weeks back I think. What did Juan join with us like a couple weeks back?

Ethan?

Yeah, it's been maybe two, maybe three weeks.

Three weeks, yeah. And so Juan, Juan, he did one where it was like with a realtor in this beautiful property and it like goes through this Lamborghini URUS and like all this crazy stuff which is just wild. But basically he would do these, these pieces but he would undercharge for the content. So I think he charged maybe like 5,6k but it got like each piece of content got them at least 11 to 12 million views. And so what we did is you can see here, he collected his first case studies. We helped him get those case studies with those past clients here and, and he basically turned those into case studies, which is awesome. And he said both testimonials were epic and he wouldn't thought, wouldn't have thought about collecting those before joining, which is awesome. So I'm super excited for him to post those case studies. We'll look at those and he'll be able to use those to get more clients obviously once he has those done. And then I think last one here is Ben over here. He booked a one off project 10k is it's one shoot day and, and he has just a little bit of editing on it which is absolutely awesome. So those are our wins. If you guys have wins below, drop them below, let us know. And if you are here on the live, make sure to drop a comment down below, let us know you're here, interact with us. That's why we do these. So don't be a stranger, don't be shy and drop those comments below. Got a couple here. Let's see. Is the inbound system set up through master filmmaker platform or something that we have to build from scratch? No. So it is completely already buil for you. You're just taking it and we're helping you customize it to your specific business. And so it's the same thing that We've used across 412 other video business owners. We're just taking that and we're putting it into your business and then tweaking all of the messaging around that to make sure that it fits with your branding and with your business. So good question there. And if you have any other questions on that, let me know. Let's see if I don't have any case studies due to no previous clients and it would take time to do a free project and get a case study in return. Is it possible to get a client without. It is it does take some time to do a free project and get a case study in return. There are ways to go about it, but you do like don't be afraid to do a discount on that first package to be able to get that client in the door to get an amazing case study with them, right? It's like if, if you don't have proof, like that's one of the things we help our clients with. If you don't have proof in an industry, we help you get that proof. So then you can show that proof. Because like anybody can claim that they do things, right? Like I could claim that I help video business owners, but it's easier for me to just show you hundreds of case studies that I've recorded with video business owners like yourself that help you get that. That we've helped get a result, right? So like show don't tell is always the, the highest form of helping a client understand the value of what you do. Because if you have a bunch of case studies like Juan where you help them get 11 million views, 24 million views, or even you just helped people get some sort of small result. Like if you have that, it really helps you build that portfolio, build that proof that you are at the end of the day. So hopefully that makes plan and you don't have to. But it is recommended. We want to try to get some sort of case study. Even if it, like, even if you go shoot a couple of, like, I've had one of our clients, Esteban, did this. He shot a couple of free reels for a client and he literally took those and gave it to them. They loved it. And then they turned around and it turned into a 20k project. And he had three people he did that with. I think the total was like $94,000 or something crazy like that. And so, like, don't underestimate a getting, doing something discounted or doing something for free up front and then turning around, asking for a case study and then turning around and turning that into something where they are upsold into something else. Like, you can upsell a lot of those clients a lot easier by having them, you know, showing them the value of what you do up front. So hopefully that makes sense. Steve from Arizona, what is going on? Steven, how's it going, man? Tell us what's one of the biggest things you're struggling with right now in the video business? Drop a comment down below, let us know. I want to talk a little bit about mindset. So, like, I think a lot of people struggle. And Ethan, I'm sure you see this too, but, like, how many people do you see struggle with the mindset of, like, charging more? Like, what is what. How does that kind of manifest for a lot of people?

I think. I mean, I see. I see a lot of people, you know, struggle with the mindset mostly just because. And you. And I've talked about this for years. It's like, you know, I can't charge 10k. People never asked for 10k for a.

Project or they never even got a case study with their clients. Like you. A lot of you guys out there have clients that you did work for that I promise you, you didn't ask them what the result of the content was.

Light bulb moments when they go back and get case studies. You're like, oh, my God, I had no idea that I had this impact to my client. They never asked before, dude.

I had. Who was the one that had the million dollar thing or they made a million dollars off.

Oh, it was, it was, it was Chad. Yeah. He did a ad for a chiropractor under a thousand dollars. And the guy came back to him, like, I don't know, maybe six months down the road. He was like, dude, thank you so much for that video. It was amazing. I've made over a million dollars off of it since I would Be kicking myself.

Did he get the case study with him?

Yeah, yeah, he went back. Yeah, he went back and got a case study with him. But you gotta. You never know until you go back and ask.

You don't know until you ask. And a lot of people are just delivering videos and they're not actually asking the client what the result was. We are in the business of getting a client a result. Anytime somebody pays for something, they're paying for a result, right? They're not paying for the content. As much as I love content, I have all the gear in the world. I absolutely love it. But the clients are not paying for the content. They are paying for the result of the content. And that doesn't. And a lot of people get that twisted. They're like, well, do I have to get like, you know, do I have to run ads for them or do I have to. No, you don't. Right? You don't have to do any of that. You just have to show them how directly or indirectly your content is going to help them get some sort of result. Because if they are a business that is paying for content, they want to make money from that content, right? That's the huge, huge part of this. And just not. If you don't understand that, of course, you have the mindset of, like, I don't think I can charge more because you don't even know the results of what the content you're creating is. And that's one of the things we help our clients with, right? It's like, you need to understand how this content fits into the business and how it helps them make more money. And the minute you do that, you can start to unlock higher pricing in your actual business and in your products. Because if I make one video for you, like Chad, right, And it's a thousand bucks, which he shouldn't charge. That. That's craziness. He should charge like fifty thousand or a hundred thousand dollars for that. If, If I charge you a, you know, $20,000 for a video, but there's a high likelihood, because I have a bunch of case studies and people I've done it for before, that it's going to generate you a lot more than you pay me, then it's an easy sale. Clients are willing to pay more for that. That, you know, I think that's a huge point that you brought up. Let's see. It's time. I need more time in the day. What do you mean by, like, you need more time in the day, Steven? I'd love to know a Little bit more there. So, like, and this is, this is something I want to talk about too. We hear so many people and I did this myself where it's like, well, I don't have time to grow my business. I don't have time to work on my business, right? It's crazy. Like, you have to have time to grow your business. Like, there's two different pieces. There's working in your business and there's working on your business. And if you're always working in your business, like you're doing the editing, the shooting, emailing clients, right? Like going back and forth on revisions which like, we all know that takes forever. And then you, you're past two revisions and they're like, hey, can you change the music for me? And you're like, oh my God, I'm gonna, I'm gonna get so mad, right? Like, you're working in your business versus on your business. Working on your business is how can I generate more leads? Oh, look, dude, I got the. Do I have the thing? How did I do that? Hold on.

I don't know.

Like, how can I work in my business or on my business versus in my business where working on your business is, how can I get more leads, more sales, more calls, more clients? Like, we have to be focusing on that because like, if you're in a season where like you look back on the past couple years and all you've done is work, work, work, work, work, but you're physically not making any more money, then you're not working on your business. That's the, the true litmus test. And I've been there, you've been there, Evan's been there, who's another coach on our team. Dan's been there, is another coach on our team. Like, we all know that, but it's like that's the really annoying and like kind of like sometimes soul crushing thing because you don't, you're not doing the right things physically to make more money. So it's like you need to focus on things that are going to make the business more money so you can actually grow that as opposed to focusing on the stuff that we like to focus on. And sometimes we don't always like to focus on working on the business and the business, it's not always the sexy, fun stuff. You know what I mean? Let's see what else we got. Mike. What's up, dude? My typical rate range is closer to 1k to 2k per video. I'm struggling with how to raise that. I think my mindset is tied more to delivering the content. Yes, that is exactly right. So like your day rate, we as, this is the perfect example because like as business owners, as a video business owner, we are not doing day rates. We are doing. This is how much our package is, this is our offer, this is what we do for businesses. We create these types of pieces of content that helps you get this type of result. That is what we do as business owners, right? We're not a day rate. Like if you're doing a day rate, you're a DP or an editor that's going to work under an agency, which is totally fine. But that's not the same thing. And the reason people want to become a business owner is because you can then leverage your time, right? Like that's the beautiful thing about being a business owner is you can work, you can have other people that work under you so then you don't have to do all the work. You can have more time on with your family, go on vacations and do the things you actually want to do. And like, for me. Yeah, go ahead.

I'll say. Like, like Landon mentioned a couple minutes ago about getting case studies. That's where getting case studies really helps you being able to charge more because you have.

Yeah, that's, that's exactly what we help with. It's like it like I didn't want to be the person because I DP'd for like four or five years, right? Freelance DP and had deer in films. I still have that. And like I would DP, but like I saw the guys who were like 70 years old working on sets on these 12 to 16 hour days and I was like, dude, I can't do this. I just can't do this. Like, I have a wife, I'm gonna have kids soon. Like, it's just like I can't be on set doing that, killing myself, trading time for money. Whereas like when you're a business owner, you're building an asset, something that's going to operate without you and make you money independent of your time. Because you can hire other people, like a dp, an editor, a producer, people under you to take care of that work. And so yeah, Mike or Mikey, if you have any, like, what, what with your mindset, like, what do you feel like is kind of like, like holding you up there as far as like when you say delivering the content. Drop a comment down below. I'd love to know. And like 1 to 2k per video. We shouldn't be pricing it per video. We should be Pricing retainers, like a three month, a six month, a 12 month retainer. And these are the videos that the client's gonna get. So then you have an ongoing basis of somebody paying you every single month. That's really what we want to get into. We don't want to, we don't want to just charge per video because it's just, you're shooting yourself in the foot. There's, there. Let's see what other questions. These are really good questions too, guys. Keep dropping those below. Switching from phone to TV via text. Necessarily, not necessarily struggling in the business, but looking to have do see what others do. Consistency, yeah, consistency and sustainability is going to be. You know, I sound like a broken record here, but it is, it's retainers because like if I get a client paying me every single month, month, and I do an amazing job for them, how many clients do I need to hit my goal? Right? Like I was doing one of our clients, Kyle Sanchez, Let me do the math here. His year long package is $160,000 for someone to work with him. And he already has two clients paying him that right now. And I asked him, I said like, how much money do you want to make every single year? And he was like, I want to make a million dollars a year. I said, okay, let's do the math. So if it's $160,000 a year per client, then you do a million dollars divided by $160,000. You need 6.25 clients that stay with you for a year to hit a million dollars a year, gross or net or not gross, but total, right? So to hit that total, you need 6.25 clients, you need seven clients. And I told him, I said, do you think you can get seven clients in an entire year? What do you think? He said, yeah, absolutely. Exactly right. So when you break it down that way. But if you do, and this is a really good point around mindset too, if I had to do a thousand dollar videos, right? Like if I did a thousand dollars per video and I did a million.

Divided by a thousand of those videos.

I would need to do a thousand videos to hit a million dollars a year.

That's three a day, every day of the week.

And also like the other thing I wanted to talk about too is like low ticket clients versus high ticket clients. And you have people who are low ticket clients. The low ticket clients pay you nothing. They pay you one to $2,000 a video. They're horrible to work with, they're really difficult. They demand all your Time. And then you have high ticket clients, people who are paying you, you know, 13, 14, 15,000, maybe even 20, 30, 40, $50,000 for projects. And they, they say, okay, great. Money sent, thanks. It's like that meme. Everybody sees. It's like, you see that meme. It's like money sent, thanks. It's, it's always the high ticket clients that end up, that end up paying you more, making you more money, and they're easier to work with. And so the minute you can start raising those prices to get there, it's just a lot easier. On the fulfillment side, how do you approach a startup business who doesn't have a big budget? That is a good question. So what I would say is I never asked the question, maybe, Ethan, you want to take this? But like, I never asked the question like, what's your budget? You want to explain why, Ethan?

Because then, you know, just, it takes away the, like, the need to solve, you know, kind of puts you in a box a little bit of like, hey, I've got five grand to pay you. Well, you know, it's five grand, you know, gonna solve this problem necessarily. It's more about solving the problem versus, like, hey, I have this amount of money to do so.

Yep.

And then when it comes to like, you know, pitching prices, you can always come back with, you know, hey, what can you get started with? Work backwards on a payment plan with you, yada, yada. But it's less about like problem solving versus, hey, you know, what do you have to spend to do this? And then you still are kind of the video by video, hour by hour position that you were in before.

And the analogy I always use is like, pretend you have a headache. And it's, it's the reason you never want to ask what's your budget? Because the client doesn't understand the full extent to their problem. And so like, if you have a headache, I love this, this analogy. If I have a headache and I go to the doctor, right. Or if I have a headache, what do you think your budget might be for that headache? If you, if you just think it's a headache, right.

Go get some Advil.

Yeah, go get some Advil. Go to cvs, right? Maybe, maybe go to like the Minute Clinic. If you really are, you know, not feeling very well, what do you think your budget for that would be? 20 bucks? Maybe like 15 bucks.

Yeah, 20. Yeah.

Right. Because I think my problem is this big, right? So it's $20 because my problem isn't that big. But let's Say I have a headache, and I go to a doctor. He starts asking me questions about how long the headache's been going on. Is it hurting in the back? Is it hurting in the front? Where is the headache hurting? Right. And he starts to build a bigger gap. Maybe I get an X ray, and then it comes back and says, hey, you actually have a brain tumor.

Tumor.

And I know this is a very extreme example, but, like, it's like I, you know, you have a brain tumor, right? What is your budget to solve that problem? Is it going to be 20 bucks?

No, it's going to be whatever it needs. It's whatever you need to hundreds of.

Thousands of dollars maybe for a surgery. Right. So it's the same thing with your clients. Right? So vantage point media, like, when you have somebody that comes to you and says, like, if they say they don't have a budget, like, sometimes logistically they don't have a certain amount of money. Right. But if you're not taking them through, and if you haven't seen our sales process go to our last live, we have a full walkthrough of our sales process of how we do this. But if you haven't built a gap of where they are to where they want to be, then, like, and you're not expanding that problem, then of course their budget's going to be tiny because they don't think they have a very big problem. And so by us asking them questions, well, Ethan, how long has this been going on? Like, how long have you not had content? How do you think that's affecting your business? How do you think that might be affecting your lead flow or, like, educating your prospects or your brand awareness? Like, how do you think that's affecting X, Y and Z? And so if, like, if you ask them those questions, they start to not only tell you, but tell themselves how big the problem actually is. Oh, I guess it has been going on for a while. I guess we do get a lot of customers who don't really know and trust us and like, us. Like, how much money do you think that might have cost you if you. Since you didn't have content in place to educate your customers and your clients, like, what do you think that's costing you? And so once you can get to the point of like, like, what is that costing you? What is the ram? Like, what are the actual consequences of you not putting content or video content or video strategy in place? Once you get to that point, you build the gap. You make it bigger and bigger and bigger. And another analogy to kind of like, play on this too is like, if you have somebody who is like, let's pretend that you have, like, a pain in your leg, right? And you're just like, oh, it's kind of sore, man. Like, my leg kind of hurts again. The budget might be just like, you go stretch, you just chill out and you're fine. But if somebody comes up to you, they start asking you questions and they're like, hey, there's a nail in your leg, dude. Like, there's a nail. There's a physical nail in your leg. You're like, oh, my gosh, I need to go get surgery again. Your budget expands because the problem gets bigger. And so if we're not building a big enough gap, then it's really difficult to charge higher prices because the clients don't think it's a very big deal. So hopefully that makes your make sense. So I would go into discovery mode and just really understand, like, understand what is the problem and what. What are they trying to solve and what are. What is the cost of inaction or what is the cost of them not doing anything about this problem? Right? Super, super key. Because if you don't get there, they're not going to make a decision. And people don't make. We talked about this on the last call. But, like, people don't make decisions until the pain of where they're at is so high that it's less risky for them to make a decision to change. That's just human nature. The person who is so overweight doesn't make a change to get healthy until they have, like, a health scare or the doctor tells them they're gonna die. Right? Like, people don't change their business until they get to a point where they're just like, they've had enough and enough is enough. But what successful people do is they make a decision to change that sooner rather than later. And that's the biggest thing is, like, you can't just procrastinate and wait and wait and wait to make decisions as a business owner, like, you have to be able to make decisions quickly and understand, like, what is the problem? How do I solve it? Is this a solution I can implement? Implement right quick. Like, imagine if you were a business owner and like, imagine if, like, you know, Tim Cook or Mark Zuckerberg took like two or three weeks to make every decision. Like, nothing would go anywhere, right? It's like, as a business owner, you need to be able to make those decisions and help your clients make those decisions as well. Thank you Have a call with you guys Friday. Looking forward again. Yeah, absolutely, man. Hopefully that was helpful. I love those questions. Really, really good. Ooh, I love these questions. You guys are, you guys are really hitting us with a heater questions today. I love it. Keep popping them down below. I'm having a good time here. So let's, let's keep, let's keep this train rolling. And I will stay on as long as you guys have questions. So I don't care. Just drop them down below. Should retainers be paid out in full or in increments? So there's benefits to both. But Ethan, you want to talk about that a little bit? Like, how do we, how do we incentivize a pay in full and then how do we. Like, what do we do there?

Yeah, so. Well, I mean, yeah, incentivizing the paying full. You know, it usually comes in form of, you know, an additional deliverable or service that you can provide that's easy for you to fulfill. Like, you know, posting social content for your client or maybe even just extra social content on a monthly basis. But I always pitch the full price first versus the monthly price because the monthly price is, is the lowest you can go. You don't have anywhere back, anywhere backwards to go after that. So then it turns into, you know, it's either yes or no from there versus if you pitch, you know, let's say it's like a three month package, $15,000. Pitch 15 up front and say, you know, oh, no, you know, we can't do 15 up front. Totally fine. Maybe they could do half. But then you come back and ask, you know, hey, totally cool, you know, I guess what can you guys get started to put, you know, towards that? And we can work backwards and, you know, come up with a payment plan on the back end for you. Because they could do 7, 500 up front and then we just split up the rest over three months. So then it's not drop. Drop to the bottom of, you know, the lowest payment plan that you have. Maybe they meet you somewhere in the middle.

Yeah, 100. And we always pitch it where it's like, if you have three packages, there's a 12 month, a six month, a three month. The 12 month would be like, hey, we have a 12 month for, you know, 60k. We have a three month for 35k. We have a. Or we have a six month for 35k. We have A three month for 25k. But most of our clients do. And then you say the middle package and that helps them because Most people want to do what most people do. So you put them in that middle, the top end anchors the high price. The middle is the one you really want them to go for. And then the third one, the basic, is the one that you want them to like, use as like a lower option if you have to downsell them. So like, you want a mix of pay in fulls and monthlies because the monthlies smooth out that revenue for you. But the pay in fulls are good because it's a good injection of cash. So I would say if you can do a 50, 50 split where like 50 of your retainers are paid out in full and 50 are paid out in increments, then you're going to be in a really good place. And just let me know if that makes sense too.

Yeah, because you still want some recurring revenue every month.

Yeah, absolutely. What's up? What's up, man? How's it going? Let's see. What other questions do we have, guys? Mikey, I don't know if you're still on here, but drop any other questions you have as well. We have another one here. Let's see how it. How is, how important is it to have your own personal website to gain clients versus using social media platforms to showcase your work? We prefer using social media. I really like. The website's fine. But I'll be honest with you. Like, I didn't have a website until we hit like a million dollars in sales. Like, I had, I had most of my stuff on either Vimeo or YouTube and I mainly had it on social media, but I had an inbound system. And the inbound system, the funnels that we built were bringing those leads in. They were booking calls, we were talking to them, they were seeing the work. But it's less about, like, how good your portfolio is, which is a big limiting belief a lot of people have, and more about what are the case studies and the results you get for clients. Because, like, you could have an amazing. I've, I've worked with a lot of these companies. Like one of our clients, Ben, they do over a million dollars a year. Their work is phenomenal. But they were losing money because their P and L and their, their packages weren't optimized. And like, they had amazing work, but they weren't getting clients, they weren't getting leads. And it's because they didn't have a physical way leads in people to get on the phone and a way to talk to them. Like, that's literally the only thing you need to grow. Like, if you got 20 calls a week. If you had 20 booked calls a week with people who are good fits, like a good fit for your service, how many of them would close? Probably like 10 or 15 of them. Right. And then that would grow your revenue as opposed to having better work, because everyone has better work the client ultimately cares about. Can you solve my problem? And do I trust that you can solve my problem? Them, you know, let's see. What else, guys, what else? What else? These are really good. Let's drop some more. If you guys are enjoying this too, drop a comment down below, let us know. We're doing these every Tuesday and Thursday, answering some questions, but we love getting feedback from you guys. How does the quality of video content impact the sales process? Let's groove. If you can give me some clarity on that, I'm not sure what you mean. How does the quality of the content impact the sales? So, like, you have to have a base level of quality. And I know I talk about this a lot where it's like, quality doesn't matter. It matters, but it doesn't matter as much as you think it does. Like, having good quality content, like I said, doesn't. Like, you have to have a certain level of it, but you really have to have really good results. So, like, if I could generate a client a million dollars with an iPhone video versus $100,000 with a really cinematic video, which one do you think they're going to pick? The iPhone. Right. The client cares more about the result than they do how high of a quality this actually is. The video actually is. So let me know if that makes sense. Are running ads important? And do you guys help with that? Yes. So, like, we. That's part of our inbound system. And so what we do is we help our clients actually run ads and run an inbound system to get clients and people booking on their calendar. So, like, the people that we said, I'll share my screen again, like, here we go. Like, George, this is from our inbound system, our ads. So, like, he booked an appointment, somebody who literally just booked on his calendar. He's never talked to them before. They raised their hand and said, hey, I'm interested in your services. I want to know more about how you can actually help me. Like, that's what our inbound system does. And he just launched this yesterday. And then again, like Levi, another example, like, he basically has. We set up the page, we show them how to optimize it. We show how. We show him how to set all of that up. And he got Three people booking calls with him in just one day. And, like, typically, you'll close, like, 40% of the calls that come in. And so you do the math on that. If you book 10 calls, you're gonna get four clients. And the beautiful thing about this is it's a tap app that you can turn on and off whenever you want. So if you're like, it's just a math equation at the end of the day, because it's like, If I want 10 clients and I know. I just know how many calls I need to take, I just crank my volume knob up, and I get as many people as I want, I get on the phone, and I close a percentage of them, and then I can turn it off if I don't want any more clients after that. And so that's where it's like. As opposed to word of mouth and referrals, you have something that's predictable. So let me know. Hopefully that makes sense. But, yes, it is. It is very important, and that is one of the main things that we help our clients with. The businesses in my local area are a bit smaller. Rhode Island. Oh, nice. Cool. Okay. Small estate in the country. So what kind of businesses are they? Because I guarantee you, and I get this all the time. It's like, people are like, well, the client doesn't have money. And like, I. We had a client that we. That we talked to recently. He was trying to sell a gym, a package, like a. Like a local fitness center. And he was like, I just don't think they have the money. And this is before he even talked to him. And I was like, well, dude, how much money do you think they put into equipment? Ethan works out all the time. I work out all the time. How much equipment's in the gym? How much does that cost?

Hundreds of thousands of dollars.

So if they're willing to spend hundreds of thousands of dollars on gym equipment, but they're not willing to spend a couple thousand dollars or $10,000 on a video, why do you think that is? Because you're not solving a big enough problem. You are physically, like, they do not think they're going to make more money from your content. You have not done a good enough job of building a gap of where they are to where they want to be. And I don't mean to be blunt. This is just how I am. So I apologize. Like, you need to build a gap of, like, where they are to where they want to be, and how this is actually going to help take them there. Because if. If they were a thousand percent confident that if they paid you $10,000 they would make back 50 to $100,000. If they were confident in that, that they would pay. But like we need to optimize for that and then figure out like why are we not getting there within the.

Call to solve the problem.

They don't believe in the vehicle, they don't believe in the content and how it's actually going to help them get to a result. That's the biggest problem. So like it's not that like we are worth more because that doesn't mean anything. Like we need to actually show them how it's going to help them make more money or get some sort of result in their business or build more trust which is going to help them make more money, whatever it may be. Hopefully that makes sense. So like you want to figure out what do the businesses want? Usually more leads, more calls, more clients. That's usually what they want. And then how can you craft a package of content that's going to help them actually do that? Right, that's the way to think about it. Yep. How do you find customers who need videos? Well, typically they're businesses. So like give me one sec, I don't want to go horse here talking to you guys. But usually they're small to medium sized businesses. We don't go after a lot of like large Fortune 500 companies. Reason being is because like, like we have clients who close those types of deals. But the problem is the sales cycle is really long. It could take you six months to close a deal with like a Fortune 500 company. Whereas like we target small to medium sized businesses. And the reason is because you can close, you can close the deal quickly. They have plenty of money to invest. But typically any sort of service based small to medium sized business is a great target for retainers and content retainers. Right. Because as we move on to like 2024, 2025, like clients are, we need, they need video now more than ever. So like it's literally never been a better time to be a content creator because these businesses have no idea how to create content. And you guys know how to create content that gets them more clients and more attention. Like, like it's creating content that gets them more attention, that brings them more business and then you get paid every single month. Like that's the entire idea. So hopefully that makes sense. You just, you look for those types of people. Do clients really care? No, no. This is a, I love this question too. Vernon Fields over here is asking the, the Heater questions? Man, he's, he's coming in strong today. So do they care about your camera, body, lights, lenses? No. Again, if I. Let's, let's just use an example. Vernon Fields, if you are a medical company, like let's say you're a local med spa and I said I'm going to create these pieces of video that bring you more patients and you felt confident I could do that. Are you going to look at what kind of like camera and lights and lenses I use?

Probably not going to know the difference.

A lot of the time you're not going to know the difference. I mean, if you come in with an iPhone and you're just like, hey, what's going on? Like, maybe. But even then you could be like, hey, we want to shoot user generated content on the phone because it works better on social media and gets more reach. Which is actually true. Right now a lot of our clients are testing the difference between shooting professional content for their clients and then shooting like iPhone type content. And a lot of times the iPhone content does better. So like, what does that tell you about camera, body, lights, lenses? Right? They don't care about that because remember, they are not filmmakers, they are not video business owners. Like, we know that stuff. They have no idea what any of this stuff is. And all they care about is like, will it make me more money?

I wouldn't ask a surgeon what he's going to use because I don't know what he's, I don't know.

I love that. Let's, let's, let's hit on that for a second. Like if you like, I, a couple years ago I had to get an appendectomy. My appendix had burst. Like, I had to get a emergency appendectomy. Doctor comes in, tells me like, hey, we got to do an emergency surgery. Like, do you think that I asked him what scalpel he's gonna use or like what tool he's gonna use on me? No. All I'm asking is like, how long's the recovery time? How long am I going to be in surgery? How bad is it? How confident are you that you can actually get me the result? Like get me healed? Like, what's the risk that I'm gonna take on doing this? That's all I care about. Like, I don't care. I don't care about what tools they're going to use. It's the same thing for you. Like, you are the expert. You will use the tools that you think you should use. And the clients don't Question that. Like, you're not going to tell a surgeon, hey, don't use that scalpel, Ethan. Like, you should use, you should use this one over here. This is a better tool. They're going to look at you and be like, shut up. Like, what are you talking about? Yeah, you know, exactly.

I don't care if, I don't care if it takes them five minutes either.

I don't care. Yeah, and that's the, that's. I love that you said that because a lot of people are like, let me charge hourly, let me charge by the day. Why would you charge by the day?

Because plumber or a lawyer, it's like, oh, how long are you going to take to fix my sink? I don't care if it takes you 10 minutes, just fix this.

If it takes you 10 minutes, that's better because I don't have to wait for you to be in my house forever. Like, you know what I mean? So it's like the faster you can get the result, the better. And clients, the main thing they're looking for where you can charge a lot of money is if you can get them a result very quickly and without any sort of pain, effort or sacrifice on their end. That's what they care about. If you can get them a result quickly, like if, if a client hired you and like in a make believe world, if you could snap your fingers and then all of a sudden they have content that's generating them clients, that would be the perfect world. Right. So like you don't want it to take longer, so you don't want to be compensated based on how long it takes. Makes no sense. Give an example of your inbound system. Yeah, so like if there, there's a whole video and I've done other lives on this, so if you go our other lives, you can go look at those. But one of the videos, I have a step by step breakdown of how it works and I show like behind the scenes of like client pipelines and stuff. So like if you go check that out, I think it's like step by step on how to set up an inbound system on the YouTube channel that's, that's on there for free. You can check that out. So I need to move my mindset from video producer to a problem solver with a camera. Exactly. That is exactly right. So like you are not a videographer unless you just want to be a gig worker for the rest of your life, which like, is fine. There's literally nothing wrong with that. I have a lot of Friends who are just freelancers, and they love it. For me, I wanted to build a business that is able to serve me, my family and I. I'm able to have more time to travel and do the things that I want to do. Right. Without having to be chained to doing the work every day and being on these long days. So, like, you are a. We are not video producers. We are problem solvers with a camera. We are people who solve a problem through content. We are content strategists. You can call yourself whatever you want, but we are. We are not just people with a camera. And if you think about yourself that way, you're going to put yourself in a bad position. It's going to be really tough for you to charge higher rates. Right. So, like, you are a consultant. A media consultant is the way I like to put it. So any other questions on that, Mickey, Feel free to drop them below.

Oh, I saw we have the diagnosis in the sales process like we talked about on Tuesday.

Yeah, yeah, and I would watch that, too. Like, we have a whole sales process on the last live we did on Tuesday. But it's like we are solving a problem and then we are diagnosing them like a doctor would. And then we're prescribing the solution, which is the content that they should implement, and we're prescribing that to them. Right? So that's the. That's the key distinction here, as opposed to think about it as like, the way freelancers are right now is they are waiters, right? They take orders. You just, hey, what do you want? What's your budget? You know, what do you. What would you like off the menu, right? That is a waiter. And that's what a lot of freelancers are.

Are.

Whereas what we want to transition to is like, you're a doctor. You are somebody who's coming in, hey, tell me what's going on, Ethan? How long has that been going on? Like, why do you feel like this is going on? Okay, based on what you told me, Ethan, you have XYZ issue. And the way we're going to fix that is by doing abc. That's the way you want to think about it. Good question. So maybe wrong. Same model pitch on churches. Yeah, absolutely. This literally works on anybody who has a problem. Like, like, this is. This is the strategy to. It's not rocket science either, guys. Like, obviously we have a specific way we go about it, but it's like, hey, what's your problem? What's going on? Let me find out more. And then this is obviously an over simplification, but it's like, what's going on? Let me find out more. Okay. Based on what you told me, here's. In my expert opinion, here's what's going on, and here's the type of content you're going to need to do X, Y and Z. Right. So, like, that's. That's the idea.

Yeah.

So basically, my video packages, so you don't need to specifically say how much money you're going to make them, but in the sales conversation, you want to build a gap of like, Ethan, where are you guys at right now as a company? Like, how, like, what are you doing per month right now? How many clients are you getting per month? Like, if they said, if the North Star for them is, hey, I want to make more money, I want to get more clients. You want to ask, okay, how many clients are you getting right now? Establish a baseline. Right. And then how many clients do you want to be getting? Okay, we're getting 10 clients a month. Right now. We want to be getting 100 clients a month. Got it.

Okay.

And so to get there, here's what we're going to need. XYZ video. XYZ Video. XYZ Video. XYZ Video. Like, this video is going to help you do this thing. This video is going to help you get more traffic, get more leads. This video is going to help build more trust with your audience. And this video is going to help you with A, B, and C. And so you don't want to be like, hey, we guarantee we're going to make you this much money. Because that's not. That's not the way to go about it. But indirectly, in their mind, they want to be. You want them to be thinking, if I pay, you know, Ethan, to create content for me, there's a high likelihood that I'm going to get ABC result. Just like with me, with my surgery. Like, if I, you know, go under and get the surgery, there's a high likelihood I'm going to, you know, fix this issue and come out the other side. Right. And I did, obviously, because I'm here. But like, that's the idea.

How much money you can make them part of something you can do in the sales process. Like we call it the math close, where you can tie in your deliverables into your results, and then you can do that kind of verbally, but you don't need to write it out in a, you know, in a package that you would show them on a call.

How would you do that. Like, how would that work? Oh, is it like one of your clients is worth 20k? That kind of thing? Exactly.

It's gonna be, it's gonna be different because, you know. Yeah, ask them, you know, what's the average lifetime value of a client to you? And then, you know, based on your past results, you can tie in what their clients are worth into, you know, like in comparison to your packages, you know, and walk them through, you know, hey, do you think I can get you at least two clients a month over the next three months?

Yep.

And then you might have already, you know, based off that number, you might have already tripled the cost of what your package or the tripled the revenue of what your package costs.

Yeah, and notice how Ethan did that. He's not telling them he's going to get them that many clients. He's asking them to the question. So Ethan, do you think if we implemented all this content over six months, we could help you get two clients?

Yeah, 100%.

Right. So like we're asking that question. We're not just doing, we're not telling them, ask, don't tell. Through which platforms do you assist with setting up? Yeah, so all of them, our clients are using Google, Facebook Meta rather so Facebook, Instagram, Google, Tick Tock. Brendan got that deal from Tick Tock like last week, I think actually got.

Another deal today too.

So two. What was the second one he got?

It's with a property management company. He's doing a 30 second video for $3,000.

Nice. There you go. Not bad, right? Little downsell action. I love it. But yeah, all of them. So like, and the reason we want that is because we want the intent of them reaching out. Like if I reach out to Ethan and say, hey, I want to know more about a piece of content, Ethan has all the leverage there because Ethan didn't reach out to me looking needy and desperate. Right. What brand of scalpel do you use? Yeah, exactly. I like that. When it comes to TikTok style videos that are catchy and viral, are they better than what we're striving to do as filmmakers? Get this room. It just depends, right? So like if you're going to be doing a, like what our clients do is if you're doing a brand video, like you're not going to want to do that TikTok stuff. But there's different types of videos. There's videos that drive traffic, there's videos that build trust, there's videos that convert and there's videos that give you social proof Right. So like videos that drive traffic are going to be more like short form videos. And this is stuff we cover obviously with our clients and we help them, we help them craft that. But it's like trap traffic type videos are going to be driving traffic to the website where the brand video might live. Right. Which is the conversion video. And then you have the social proof, the testimonials, the people under that, which are basically the social proof videos that show people you are who you say you are. Right. So if you go to our stuff, the traffic video is either like an ad or any of my social content. And then you come in, you watch my brand film, which is my about us, what we do. And then you can watch all the case studies of people that we've helped. And that's the social proof aspect. Right. So that's all the things that are helping build. Hey, other people have gone through this and they trust us and they've gotten an amazing result as well. So hopefully that makes sense. So it's a mix of both. I don't think it's an either or. Do you guys help come up with content ideas and we should be shooting. Yeah, for sure, absolutely. So that's something that all of our, I mean we have, we have five, six people on the team right now that work with our clients directly. And so that's one of the things that we help you with based on what we've done. I mean we've been doing this for five, six years. So we've had hundreds of clients, 400 and something clients come through the program. So we know like which videos get clients results, which ones aren't. And then we're able to advise you on which ones work. So good question. When you come up with package costs, do you include ad spend? So I want to be super clear. No, we don't. But I don't want people to think like you have to run ads because like I'd say 50% to 60% of our clients, they don't run any ads for their clients. Like they don't do any of that. They just deliver content to them. Right. And then the other ones will do that or, or we'll help them hire somebody to help run the ads for their clients, like a media buyer, somebody to come in and help them. Once they've gotten a couple clients paying them, they're doing 10, 15, $20,000 a month, like they have a little bit of margin to hire somebody to do that for them. But no, we don't include, we don't include the ad spend into that.

You can also take a. Take a half step into distribution. You know, like posting social content.

Posting the content for them. Yeah. Reducing the time, effort, and sacrifice that it takes for a client to get to work with you. Like, if I work with you, we want to reduce as much time, effort, and sacrifice as much as possible for them and then help them get a result as quickly as possible.

It's a huge value add because it might take you an hour to post to schedule that out. And it's a huge value add because all they have to do is show up to a shoot once a month and you shoot, edit, and post the content.

Dude, I have a client doing 5k a month with one client. It's John. So John does. They do 5k a month with a realtor doing branding content. They shoot like, I think half a day every month. It's like three or four hours. He doesn't even do it anymore. He has a. He has someone go out and shoot for him. It's half a day. And then it's like a day of editing that his editor does. And then they make 5k a month. And like that. That client pays them 5k every single month. And he's stacking those on top of each other. Right. So, like, it doesn't need to be super, super complicated, guys. Like, it's really not. What other questions, guys? I'm gonna scroll through here. What else? What else? What else? Keep dropping these down below. These are really good. Let's see. I think I had a couple ones on Instagram. What was that, Ethan?

I was saying, is there anything that we missed?

We might have. We had a couple here. What else, guys? What other questions? Yeah, Mickey, any other questions on that? Do you already have a video about different types of videos we do in our private. I'll probably make one for you guys on YouTube as well. We do have one in our. In our private client channel. But I will probably make some for you guys as well for YouTube. Let me know if you guys are getting value from this too, if you like this. And then drop any other questions you have below. Let's see. I had some on Instagram. Let me pull up my Instagram. Let me see. What else, guys, what other questions? Oh, in the mindset side, I wanted to talk about that a little bit more too. Like, I think a lot of people just get in their own ways. We have an analogy that we use within the program. It's like when you come in and you're implementing any sort of new strategy, like you want to think of yourself as like what they teach skiers when they're skiing back country and what a lot of they, what they teach those skiers typically is like, they'll come in, like if they're going between trees, they tell them to look at the spaces in between the trees, do not look at the trees. So if all you're doing is focusing, and I know a lot of times it can be super scary, like taking a jump, growing your business, like making more money or like just, you know, doing anything in your business, like, I've been there, it's, it's scary a lot of times, but it's like if you're looking at reasons for it not to work, then you're going to find a reason for it not to work. Right. If you're implementing a new strategy, whatever it may be, if you're looking at the spaces in between the trees, you're going to find the spaces in between the trees and you're not going to hit a tree. So if you're looking for the reasons for this to work or something to work, then you're going to find the reasons for it to work. And it's kind of like you can look for negativity in the world or you can look for positivity in the world. Either way you're going to find what you're looking for. And so like it just becomes a self fulfilling prophecy for a lot of people where like you have to change the mindset to look at the positives and look at, for look at reasons why something could work as opposed to like why something might not work. Right. Because there's a million reasons why anything couldn't work. You're trying to lose weight, oh, I can't do a diet, I can't do this, I can't do this, I can't do this. And we just make excuses. Whereas like, if you really want something, you find a way to make it work. You find a way to, to look at the positivity, look for ways for it to work, you know?

Yep. Like people say, oh yeah, you know, I don't have time to go to the gym. Well, you'll just wake up earlier if you want to do it.

I don't have time to grow my business. It's like, of course you like if you don't have time to grow your business. Like, this is, this is the kind of thing because I got stuck in this trap where it's like, I don't have time to grow my business. It's like yeah, but then you're going to wake up in a year, two years, three years down the line, you're going to be the exact same spot in your business. So, like, you're never going to have time. It's never going to be the right time. There's always going to be kids running around. There's always going to be something going on. There's always going to be like, it doesn't matter what happens. There's always going to be something happening, right? So it's like, you can either find a time and just win and just be successful, or just make it happen. Right? And just make steps towards that, or you find reasons for something not to work. And, like, one of the things. One of my first mentors, he had a really, really, really good, like, quote. And it was like, he said to everybody, like, we were in a. We were in a. It was a presentation. So we were in, like, an auditorium. And so he said to everyone, he was like, write down how much money you want to make every year. And people would write it down, right? And he'd write it down, right. He said, okay, cool. Now write down how much money you're actually making every single year. You write that down, right? And so, like, for example, someone might put, I want to make a million dollars a year. Year, right? How much money are you actually making? I'm making $50,000 a year or whatever it may be, right? And then he said, do the subtraction. That's how much money you're paying life every single year. By not knowing how to make more money, not knowing the strategies. You don't know, right? And for a lot of people, like, for me, that hit home. I was like, shoot, dude. Like, I gotta make it work. I can make something happen. Like, enough is enough. And, like, I don't want to wake up in two, three, four years and be like, I didn't actually do anything. Right? That's. You can't wait for the perfect time to start.

You just have to.

It's never gonna be the perfect time to start. It's like, you're paying life maybe $950,000 a year right now. That's a lot. It's like, people don't think about that. They're like, yeah, but the money's not in my account. It's like. But it could be. Like, I know that's a limiting belief, but, like, it could be. Yep. And a lot of times people just need to give themselves permission to be successful. And, like, I know I talk about leads and calls and, like, how to get more clients and all that. But, like, none of that works if you don't make it work. So that's why, like, mindset's super, super important. I want to focus on that.

You just got to put one foot in front of the other. You don't have to clock. You just got to take one step a day.

You just got to take a step in the right direction. A lot of people are like, well, I got to get it figured out before I can start. What? What are you talking about? It's like, yeah, I gotta go to the hospital once I'm feeling better. Yeah, I gotta go to the gym once I'm ripped. Yep. Right. It doesn't make any sense. So, yeah, it's just it. I want to see more people win. And, like, the people who do win are the ones who don't make excuses. They. They go all in and they find a way to make it work even though they're scared. Like, I invested my first mentor. I paid 10k, dude. And, like, I didn't have 10k at that time. Like, I didn't. I was living in a little apartment making, like, seven $100 a year, like, as a server, and I just, like, hated my absolute. I hated my life, and I didn't have it. I got a couple credit cards and I made it work. And it's like, it. Like, do you think I wasn't scared in that time? Like, of course I was. I was, like, freaking petrified. But at the end of the day, like, I. I went into that program and. And I know you joined that with me because you were helping me with stuff.

Stuff.

And we would look around and be like, well, there's some people here who are, like, not getting results, but, like, we've 10x star investment into this program already. And, like, we talk about this all the time. And it's like, why? Right? It's because we made it work for us. And, like, a lot of people just. There's no magic pill. I'll tell everyone that. Like, I wish there was. Trust me. It's not.

It's not will it work? It's how will you make it work for yourself?

How will you make it work? And. And, like, having that mindset has always made me the most amount of money in every program I've ever gone into to, like. Because, like, you can never stop learning. There's. There's stuff I don't know. There's a lot of stuff I don't know. There's a lot of stuff I Invest.

In people on coaching calls. And we made double our investment just based off of what we learned on that one.

One thing. Yeah, there was like one thing one of our coaches taught us, and we made literally double our investment.

You need a payment plan. I still remember that.

We need a payment plan. I remember that from one of our old sales coaches. Yep, yep. Yeah. And it's, it's the little hinges that swing the big doors a lot of times. So, like, it really, really is huge. Any other questions, guys? Mindset. It can be anything. It could be like, you know, I'm, I'm, you know, you're struggling with something mindset wise. You're struggling with something within the video business. If there's no other questions, I'll probably wrap this up. But yeah, I think the mindset part is a lot of. A lot of the parts that people don't talk about, because it is, it really does. You're never gonna have enough time. You got to make the time. And if you're focusing on the wrong things and you wake up and you're not making more money, it means you're focusing on the wrong things.

That's where a lot of your motivation comes from, too.

How do you mean?

Oh, like, yeah, you know, good mindset. Like, you're talking about, you know, looking between the trees. You know, if you feel like there's always opportunities, you're going to feel motivated to find new opportunities and find ways to make it work.

Not versus, if you say, like, oh, clients won't pay me more. Have you tried? Instead of saying like, my clients are cheap or clients won't pay me more, more, think how can I get better? So they do pay me more.

Yep.

Right? Don't wish it was easier. Wish you were better at it. And like, there's times where I'm like, dude, I wish this was easier, man. I wish it was easier. And it's like, I gotta snap myself out of it and be like, nope, I just need to be better at it. I need to figure out who knows the stuff I know to get to where I want to go. Yep, for sure. Absolutely, man. You got it. I'm glad it was helpful for you. Final questions. Anybody have anything? I love doing these guys. I really do. Like, I love connecting with you guys. I love having you guys on here. I love having comments like, it's a lot of fun for us. We just started doing this a couple weeks ago. These lives. So, like, if you like these, drop a comment down below, subscribe to the channel, whatever you want to do like. We, we just love interacting with you guys. It's a ton of fun, you know. So drop that down below. Let us know if you have any questions and. Yeah, we will. We'll see you guys in the. In the next one here. Appreciate you.

Awesome.

Coming. Just wait and see It's a good, good. Sa. It if you know what I mean it's outrageous when you see it going to make you believe. Care. Got a good day coming and it's all I need everything I want in front of me. Can find the fire underneath my feet got me rolling like a river be let it flow cuz I know that my soul lift me up got nothing coming and it's all I need everything I want is in front of me sun is shining over me I got a good thing coming it's a good, good. Sa. When you see it gonna make you believe.