Live Q&A

Yeah, yeah, let's go. You ain't gotta ask me? We can hit the road? Got room in the back seat? Boys from the back street? Come so far? Just singing over rap beats? See you on the way up? Only looking down, mama? Seeing where we came from? You ain't gotta weigh it up? Never gonna slow back down? There's no stopping now? They can't take us down? There's no reason to fight this feeling? Cause I love this life? Everything's all right? And there's no reason to stop believing? Love is light and the future's br. There's no reason to fight this feeling? Yeah, love this life, yeah, love this life? Yeah, love this life? Yeah, love this life? I won't wait around for the cur. Life is not a race, it's someone be sure I can see right now that the truth is go. Feels like letting go? I love this life? It feels all right? And there's no reason stop believing? Love is life? And the future's bright? And there's no reason to fight this feeling? Yeah, love this life? Yeah, love this life? Yeah, love this life? Yeah? Love this life it.

What is going on, guys? Sorry, I'm trying to get my camera to go up here. What is up? We got Evan, Ethan, myself in the house. We're live on Instagram. We're going live, guys, answering any questions you have around, scaling your video business, getting more leads, getting more clients, scaling to 50, 100, 200, whatever amount you want to scale to, whether that's monthly or yearly. And we're here to help you guys and answer any questions you have. So if you're just tuning in, welcome in. And what's going on, guys? How we doing?

Doing great.

Let's go. How's the week been so far?

Busy.

Yeah. What have we been working on? Let's. Let's kind of start there, and then we can kind of dive into any questions you guys have. If you drop them down in the comments here, we'll start answering any questions. What. What have you been working on this week, Evan?

I got a few client projects in the mix that I'm trying to tackle simultaneously, which is fun. My own content podcast, things like that that I'm trying to also kind of get into Month three. I'm in. About to start month two soon, but nice, you know, just lots of content, lots of stuff for clients and trying to get new clients.

Have you been working on with clients right now? Like, what kind of stuff are you making?

So recently I've got, like, a brand story film thing in the works. And then like two week, no week and a half ago I shot like five testimonials for somebody at like an Airbnb for their credit repair company. So just trying to start getting those up and out. Been waiting on some logistical things from their end so I can button up lower thirds names, things like that. But. But yeah I got all that in today so I can start kind of pumping those out a little bit quicker.

I love it. And I'm going to start. I'm going to call out some of our clients actually and some of their. Some of their wins here. I'm going to share my screen. We don't usually do this but I figured it'd be nice to call some of them out and show you guys some of the wins that are happening inside the community. Let me go ahead and pull up our private Slack channel. Cool. I talked to Brian the other day. Dude. Can you guys see this?

Okay. Too.

I can. Okay. Talk to Brian the other day. Yeah. He just closed a 3K package for a social media revamp offer which is awesome. And then we're going to help him upsell that client to a three month after this first month is complete. And you just put in the zell there. He was waiting until it came through to post about in the wins. My boy Mike closed an 18k love it or leave it with a law firm which is awesome. I love that. Johnny closed a 13k deal with one of his clients. Cameron did some free shoots for a medical client this week and. And he's going to turn that into a free to case study and then turn that into some deals from there. And then Ryan over here closed a 50k contract which I love to see. And that's. And then he also closed I think a 16K. Where is it?

Yeah.

It's in the third 16K local police station. One off project. Which is awesome.

Gotta get that government money.

Yep.

What was that? That was the 11th. That was the Friday.

Yep.

Let's see what else we got here. Connor launched his ads which is sick. Let me see. We got Cody for 3k. He did 3k for 12 months. So what is that? What did I put? That's so 36k retainer right there.

Boom.

Luke closed a 12k deal. And then let's do one more and then we'll. I'll wrap that up. Our boy dan got an 8k Piff. This is somebody. And he collected I think 27k he said for the month of March. Which is awesome.

I think it was like a co Working space?

Something like that, yeah. Oh, it was okay. What, what kind of co working space was it like?

It was, I mean it was just, it's something in his area where I saw his sales call, he sent it to me. But yeah, it was like a co working space. And then he had another one for a H vac not too far before that, which was 10k.

I think that's sick. I love that. And then I think Matt closed the 12K. And then maybe one more. We got Williams feeling really confident on his sales calls, which is awesome. It works with msps. And then last one I'm going to highlight. I just keep going, man. I keep scrolling up. I'm like, yeah, this is a good one. Matt stone closed a 45k 6 month retainer looks like he's working on right now, which is awesome. So just some highlights of the clients and some of the things they're working on here. But so co working, what kind of content is he creating for the co working space right now?

I didn't get like too far into what he was doing, but I would. I think it's for, I think it's for lead gen.

Okay.

So it's like filling up the space.

Okay, so he's running it sounds like. Nice. Cool. Sweet. Let me see, what other kind of things are we working on with clients right now? Ethan? I'm trying to think of some things we can kind of go over while we wait for some questions here. Follow up is a big one. Follow up? Yeah, because that 8K Piff that Dan got, he had been following up with them I think for, I think it was a couple, like a couple of weeks to maybe a month. He was following up with them and having like really solid follow up systems is key. And using CRM obviously to just keep nurturing them with content, getting them ready and then actually understanding the buyer's cycle.

Right.

Of when somebody's coming in, nurturing them with content, giving them more content and then turning that into somebody who eventually buys from you. Right. So if you don't have that mapped out, could be trouble. Right. Where you don't really understand where these people are coming from and what they're, you know, what they need to buy from you. 100%. Fortune's in the follow up. Yeah, Fortune is in the follow up. I got a comment the other day that I thought was interesting. It was from somebody who said, you know, small to medium sized businesses don't want to hire like videographers or video business owners or video agencies. They just, they Want the cheapest person or the cheapest, like their nephew to do it, or they want someone who just has a camera to shoot some content. And I think it's an interesting perspective because you have to. It comes from somebody who maybe doesn't understand how to actually show the value of what it is that they're selling to their client. Right. I mean, Evan, what are your thoughts on that as far as, like, when someone gives you the, hey, I want to have my nephew create the same content, right?

Yeah. I mean, I so often when I see that, like, I also take a little bit of a. And this is like, not to take, like, throw shade at, like, what they do. But I was actually just talking to my editor about this this morning a little bit. I don't remember why we got on this topic to begin with, but, you know, they might be somebody who's in business for 15 or 20 years, right. But they haven't done any kind of growth. Like, it's kind of just been. They maybe got to a certain level and they just like, maintained. And I, and I, and I posed the questions to them around, like, maybe why that mindset of wanting to hire that kind of person is why the business is why, like, we would be talking right now, right? Like, why are you talking to somebody that is a video professional over than just going to your nephew or somebody that, you know, that could come in for a lower rate and do this. Why don't you just go do that? And then that forces them to answer the question, right? And then they have to actually verbalize it. And then they kind of talk themselves into, well, why they wanted to talk to somebody better.

Yeah, yeah, you got to put it back on them. I think a lot of times we put ourselves where we're like, oh, I need to answer the question, or like, I know. James, one of our clients on the Monday coaching call was like, you know, how do I answer when someone's like, what is the value of what it is that you provide? How do I answer that? I say, well, that's a symptom of a larger problem. Like, the reason they're asking you what the value is is because you didn't build a big enough gap in discovery of where they are to where they want to go and how you're going to actually help them get there. Right. It's like, if I give you an analogy, if it's like, you know, if you hop on a plane and you don't know where you're going, you're going to constantly ask, like, where are we going? Like, what's the value of this trip? Because you don't even know where the destination is. So you have to figure out like, where are they now, where's the destination? And then where are they looking to go through that? And then how are you going to actually help them get there and then tie in? How confident are they that they actually feel like you can actually get them there? Right.

Yeah.

And you just have to put it back on them. You don't want to be put in the position where they're putting it on you. You put it back on them. Right. So if someone's like, what's the value of this? I'd say, oh, I don't know. What specifically are you looking to achieve with the content? Well, we want to get more leads and more sales. Got it. Okay, so then with that, like how much are you doing right now as far as like revenue and then where are you looking to go? Well, we're looking to add another 200k a month. Got it. Okay. So then the value is an extra 200k a month. That's what the value is. A lot of people are like, oh, how do I do value based pricing and like, there's a lot of like other people who are not teaching it the right way in my opinion, where they're just like, you got to charge based on the value. But like, what the hell does that mean? Right. Like where are you now? We're making this much money now. I want to make this much money. The gap is the value. That's all it is. Right. So there's nothing crazy or, or like you don't have to, you don't have to overthink it. I think a lot of people overcomplicate it, you know.

So yeah, I think we get into like a justification like thing with ourselves as, as the smaller business, like a smaller video business owner. Like when you're making that transition from, you know, maybe just being a freelancer or two, business owner like you, you get in there and you think you have to sell yourself and justify.

Yeah.

What it is that you do in some way, shape or form. And you don't really have to do that because I mean, because everybody always fishes for like what's the guarantee?

Yep.

Right.

Put it back on them.

Yeah. And I always just tell you, I'm like, I don't guarantee you anything, but I can guarantee that I'm going to get you better than what you're already doing.

Yep, exactly.

Yeah.

Let me see a couple of clients. I'm gonna highlight. We got Luke in here, so I'm gonna highlight his win before I, I bring him up here. But we got Luke, what, 3.3month, 12k deal with the first 4k in the bank right there. I love it. And then I'm gonna bring Luke up here. Moving Tree Media. Should I entice a young, talented videographer with a great attitude who's just getting started to join my team instead of trying to build his own business? His work is excellent so far. It's a really good question. I would say if you feel like his work is Excellent, I would 100% try to get him to join your team. Because a lot of times there are videographers and editors and people who don't want to build their own business, Right? And so because of that, you can hire them on your team. So I would say as long as he, he is, his work is good. It's what you're looking for. He's trainable, coachable, moldable. He sees the big vision for your company and paint, you paint that vision of like, hey, here's where we want to go. Here's the type of content that we want to be creating, and he understands that, then 100% I would find a salary that makes sense for him and bring him onto the team.

It's almost like the sales too. At the end, it's kind of like the same kind of questions, like, what are you doing right now? Do you want to get like, you just frame. Frame it for him? And if the answer for that him is no, like, I don't want to do that, but I want to do this.

Yeah. Great.

Because there's, there's, there's entrepreneurs and there's intrapreneurs. Right? So the entrepreneurs are like us, right? The people who run their own business. They want to grow, they want to run the thing. Intrapreneurs are people with that same level of grind. And like, I want to make this happen, but they'd rather work in a company where they can master one specific role really well. And there's some people who just want to be the best cinematographer, DP videographer possible.

Right.

And they don't want to have to worry about marketing how to get clients having sales conversations. They just want to go out there and shoot the content and just do that all day. You got to find those people, bring them into your organization and work on training them up so then they can take that stuff off your plate. So, Luke, 100%, especially for the client you just closed, I would definitely, I would Definitely bring that person in and then find a. Find a salary that's going to make sense and just train him on what you're looking for.

For.

And just make sure that he doesn't want to grow his own. Like, I would ask those questions in the. In the interview. I'd be like, do you want to grow your own business? Is that a priority for you? Do you want to be doing that? And if he's like, no, I just want to be really good at, you know, shooting and be an awesome videographer, then 100%, bring him into the organization and. And hire him. So, Evan, Ethan, I don't know if you have any other.

But I was gonna say, even if the answer is, like, maybe one day, that's not a definitive. Like, yes, I want to.

Right.

So it still works in your favor for Luke to be able to offer him something to where he can maybe make that decision five years from now?

Yeah.

Right. Or whatever.

Exactly. Yeah, absolutely. So, Luke, hopefully that makes sense. Let me know if you have any questions on that. But, yeah, 100%. It's just about recruiting and trying to find people who are really good in specific roles. That's your only job as a business owner is like, how do I find the best editor? How do I find the best videographer? How do I find the best salesperson? How do I find the best admin person? How do I start buying back my time and hire people in different roles who can be really good at things so then I can take myself out of that. Right. And then I don't have to be worrying about that. Because you can't grow the business doing everything yourself. It's physically not possible. You do not have enough time in the day. So your job is to recruit, attract, and train the best people in the world at their specific roles and their specific jobs. So hopefully that makes sense. Luke, that's very helpful. Thanks. Absolutely. You got it, dude. But that's the key. I'm gonna look over here at Instagram. I got Josh. What's up, Josh? How's it going, dude? Who else do we have live? We got Lonnie. We have Mila Productions. Any advice for a guy with a Sony, a 7 III, two lenses, a MacBook? What would you do next to gain clients if that is the next step? Well, that would always be the next step, because, like, if you don't have money or you don't have people paying you money, we don't have a business. Right. So, Evan, what would you say? Someone who has all the gear and they Just need to start gaining clients. What would the next.

Yeah, so if you have no money, you have to have no shame and you have to just go ask people, can you do X for them? Now that might be like we preach here with people who don't have either case studies or work to showcase for maybe the niche that they want to go into. You may have to do some of that for free and then build that into a working relationship in the future. You could do that at a severely discounted rate. You could just go all in and be assure of yourself and go in and charge your high rate. It really doesn't matter. But you have to just pony up and just start asking people.

Yeah, it's hard, it's hard to do that though when you don't have the like confidence comes from confidence, right?

Of course.

Hard to do that if you haven't done it before. So I'd say go and figure out a who do I want to work for? Like what kind of clients, what niche, what vertical? Medical companies, law firms, home service companies, service based businesses in general, right? Figure out who those people are and then go and do, you know, say go to a couple of them, two to three of them say, hey, I'd love to give you a free video in exchange for a case study and I want to make like three pieces of social media content for you, right? Something simple like that. Go in there, work out the kinks, do the content for them and then get a case study or a testimonial with them of how great you were. Do that three times. Now it looks like you've worked with people in that area and you have, you have authority, right? And then you can say, hey, we worked with this person, this person, this person. No one has to know you did it for free, right? So like you can use that as your authority, building content. So then when you go into these meetings, you could say, hey, we've worked with these other law firms, these other medical companies, whatever it may be, and it makes it a lot easier to have that competence when you're going, right? What other questions do we have, guys? I see you guys on the YouTube on Live Here. What questions do we have we help with here? Let me see, we got JBON Media. What's going on, dude? I saw you just joined the program. We're excited to have you. Let's see, who else, who else, who.

Else.

Currently saving up money for a camera. I'd love to get in the space. Any advice for someone to get started? Yeah, I would master the skill First. Right. So I'd figure out, okay, how do I create the content? That's not something we would help you with. That'd be something like another program could help you with, but master the actual content creation first. First figure that out and then come to us and we can help you with the actual client getting part. Let's see what other questions, what else do we have, guys? Concept designs. I'll be talking to Evan later today. Absolutely. Sweet. Let's see. I'm gonna see what other client questions we have here. If you guys are just joining, we're asking, we're answering any questions around scaling your video business. If you have any questions around getting more clients, drop those below and we will answer them. Let me see what else we have here. Anything on your end, Evan or Ethan that comes to mind? I'm just going through some questions in our group here.

I mean, no, not really. We've. I've just been working to get those that are in that ad launching position. Trying to, trying to get them up and out, but also trying to, you know, I guess, what's the word I'm looking for? Kind of keep their focus on when maybe something doesn't seemingly quote, unquote, work right out of launch. Right. Keeping those spirits up when it comes to running ads. Because like you kind of say all the time, like, it's definitely a process and not an event. Like there is no a B, like checkpoint or like finish line. And I think a lot of people go into it thinking that it's like that. I mean, I think we all fall victim to that at some point when we start. But it's just like getting over that.

Like, well, it's, it's testing multiple things, right? It's having the mindset of like, I'm going to keep testing different ad variations and different combos. Like I was talking to, gosh, Tony, talking to Tony yesterday about his ads and he launched four different ads. One of them got a really, really great cost per lead, right? It was getting. It got like a 17 cost per lead. The other ones didn't or, you know, I think two of them didn't. And then the other one had a good cost per click. But I looked at it, I said, tony, why does or why do you think that those two ads worked and the other ones didn't? He said, well, because in the hook of the ad that did work, I called out, hey, if you're a medical company who's struggling with client acquisition or patient acquisition, he said that in the first half, whereas the other ones that didn't work. He simply said, hey, if you're a medical company and like you wouldn't know that if you didn't test the actual ads, right. And actually test those variations. But I'm like, okay, now that you have those winners, turn off the losers, keep the winners. Now we scale the winner. That's literally the only process to ads that like, that works is test a bunch of ads, figure out which ones work and then cut off the losers and then make variations and iterations of the ones that do work at the end of the day. Right. Okay, we're getting some questions here, so I'm going to try to answer, try to go rapid fire here. How do I overcome the objection? I don't know if we can afford you. I'm just starting out with a retainer offer and have packaged it beautifully. Am I simply pitching the wrong businesses? Luke Nelson? Depends on what kind of businesses you're working with. Maybe you can give us some clarity because sometimes it's a business problem. If you're pitching mom and pop coffee shops and they can't afford you, there's, that's a logistical thing. There's not much you can do on that. Right. If you're pitching people who have money and they're saying we can't afford you, typically it's a value problem and we're not going through a proper sales process. So Luke, if you could, I'll circle back to you if you could give us a little bit more clarity on what kinds of businesses are you pitching these retainer offers to and then we can give you some feedback on that. This one looks familiar. Mike, over here. Design Works Media. What is the biggest piff you have seen come through Master Mega? The 18k deal you closed, bro. A couple days. I don't think that's a piff. I don't know about piff, but the biggest one we've seen was like a hundred and like I think it was like 180k. It wasn't a piff though. It was paid monthly. I'd have to check with you on and get back with you on what the biggest piff is. I actually don't know. Yeah, it was like 16. 7amonth. It was. Matthew. Oh yeah. Was that a year long contract? Yeah. Was it 16, 7, 16,000amonth? Yeah, it was like 16 and some change a month. Don't quote me on this, but it was like. Yeah, I think it was 16. So it was 192 contract but it was paid 16k a month. Was the. But that was like the full shebang. It was CRM, landing pages, SEO ads, like basically creative agents. Yeah. He had a whole team working with them.

Yeah.

Mike goes back, laughs yeah, I don't know about the biggest piff, but speaking of piffs, I was talking to Mike about this the other day and something that people don't do when they're pitching their prices, let's see, of three packages, right? You have like a 12 month, a six month, a three month. Something that maybe Luke, you can take away from this as well is like if you're pitching your prices, you go, hey, we have a 12k at 100, we have a 6 month at 50, we have a 3 month of 30. I'm just pulling up some, some, some basic numbers, right? And then what the client's going to do is they're going to say, oh, okay, is that paid monthly? Here's the hack. You say, well, most of our clients pay up front, but did you need me to split it up monthly for you? And then 50% of people are going to say no, actually, don't. I'm, I'm good. Just here, put it on the card. 50% are going to say, well, yeah, we probably need to break it up. What would that look like? And then you go to, well, what can you put down towards the package? And then I could possibly see if we could break up the rest for you. Like, it's a really good strategy for taking people who are like, instead of just going straight to monthly and killing your cash collected, you can go to, you know, most of our clients pay up front, but did you need me to split it up for you? Right. And then you're able to bridge that gap there and get more people to pay up front, which gives you more cash up front, which allows you to scale even higher. Yep, 16k a month. It was Matthew. I'm not gonna say he likes to stay private. He's a. I'm not gonna say exactly who it is. Keep it private. He does, yeah, he does want to stay private. So is his first name was Matthew. That's all I'm gonna say. Let's see. Also talk about scaling in a certain niche, like documentaries. We don't really help people with documentaries. I'll be honest with you. We help them with creating marketing content for small to medium sized businesses because they're willing to pay for that on retainer. Documentaries. I have not seen people doing that on retainer, typically. Unless Evan or Ethan, you guys have seen that?

No, not really, no.

Yeah, just Being. Being honest there. Lotus seven Films. Abraham, you're in the program. How do you make the transition from doing everything to delegating when money isn't available to start delegating, grow the business. Really good question. So you can always delegate something. That's why I always say, because you want to look at how much money did you make in a certain year, right? And then how many working hours are there in a year? I always forget. Let me find the exact amount. One sec. 24 hours a day. Okay, so take what you made in a total year divided by 2000. So let's say you made $100,000, right? In a year divided by 2000, it's $50 an hour. So you're getting paid $50 an hour. If you're doing things that are not. If you're doing things that you could hire someone for half or a third of that rate, like 10 to $15 an hour to do, you should be hiring people to do that. I mean, perfect example is like a VA for admin work. Like, hire a VA to check your emails. Hire a VA to send and follow up on invoices. Hire a VA to do, you know, the boring, you know, file management within your softwares. Like hire a VA to do all the things that you don't have time for. So you can take yourself out of that and buy yourself up to the next step, which is focusing on, like editing, shooting, doing the sales, conversations, doing all of that. Right? And then once you focus on there, you get a couple more clients, then you have more money to buy back your time even more. Then you hire people to do the video editing and shooting for you, and then you only do sales. And then eventually, once you're really good at that and you're good at sales, then you hire someone to do the sales for you and go to the next room. And now you're managing the people who do the sales. Right. And so at every level, you can always buy back your time with something. Figure out what your hour is worth, and then ask yourself, am I doing something that is not worth like $50 an hour? And checking and responding to emails is not worth $50 an hour. Evan, Ethan, anything to add to that? Charge more too. Like, if you know money's not available, start charging more.

Yeah.

Up those prices. So, and a good hack here is like, look at how many calls you took on a sales call. Like, how many people did you talk to? I talked to 10 people. Let's say you closed three or four of them. If your close rate is like 40 or 50% test raising your prices by 500 to $1,000 each time. So, like, if you charged $5,000 a month, try 5,500amonth. Do that for a couple of calls, see where it lands, then do 6,000amonth and keep doing that until your close rate drops to like 20 to 25%. And then you kind of find that nice middle ground where you're at like a 20 to 30 close rate. And then you're charging as much as you possibly can. Right. And then you have more money to reinvest back into the business. But a lot of you guys are just not charging enough. You're just charging way too little. That's like usually one of the biggest problems we see. Yeah, I usually tell people, bump it up like 10 to 15%. Time. Yep, exactly. Is it possible to succeed if you're not great with social media? Yeah, absolutely. I suck at social media, right? Like, I post stuff that doesn't get a ton of views. But, like, what you can do is you build that audience over time. And then you also can run ads, and you can run those to a lead form where you get a lead, contact the lead, get on a call, turn that into a sale. Like, I've seen people who have. I think it was. What was it? I gotta find the YouTube video real quick. Actually, I'm gonna drop it for you guys. So YouTube video did about Max Engage. I think Max has nineteen hundred followers and they close seventy something thousand dollars in a day. I'll find it. Gonna have the right followers, not a million of the wrong followers. Exactly. Yeah. I'll drop this somewhere for you guys. Let me see if I can find it here. Hold on. Yeah, this is a good one here. I'll. I'll drop this. Here we go. This is the link. If anybody wants it. I'm gonna drop it in here as well. It's a good example of a client who didn't have a lot of followers that crushed it with us. You don't need a lot of followers to be successful. At the end of the day, we gotta wrap it up here. We have three more minutes, guys. What other questions do we have? And we'll try to answer those as quickly as we can around scaling your video business, getting more clients, and then we gotta get back to helping our clients scale. You want to learn more about what we do? You can click the link in my bio if you're on Instagram, or you can go to the link below this video, book a call with our team, see if we can actually help. Let's see. Going once, going twice. Evan's, like, looking at all the conversations he's getting right now. He's like, I gotta go, guys.

I know that I've got a lot of stuff about to have to do. I mean, my call starts in 30.

Minutes, so, yeah, I got you 100 cool, guys. Well, if you want to learn more about what we do, click the link below, schedule a call with our team. We'll see you in the next one, and thanks for hanging out with us. Peace.