Live Q&A

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 Remember 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. Cuz I love this life, Everything's all right and there's no reason to 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's going on, guys? We're back for another live. We are live here on Instagram, on YouTube, LinkedIn, Facebook, everywhere. What's going on, Ethan? How's it going?

Good, good. Things are going good this week.

Let's go. I know everyone's just joining, so if you're just joining, drop a comment down below, let us know where you're calling in from. We would love to know. And then these sessions are pretty simple. We just use these as an opportunity to basically answer any questions you guys have around scaling your video business. Anything that comes top of mind, we'll just workshop it. Live with you on this call. So this serves as a great free way for you to get your questions answered. So if you've had questions around scaling, it could be, you know, how do I get more leads? How do I run profitable ads? How do I close deals? How do I craft a retainer based offer? How do I hire a team? How do I manage a team? How do I start to remove myself from different parts of the business? Right, that's one I was talking to Josh Anman about yesterday. He just hired his first salesperson, which is like a. A dream for him, which is awesome. And he's gotten off the sales calls and they've. Dude, they're getting like $80 booked calls right now. It's insane. And they're selling $56,000 packages. Like it is absolutely wild. And it just goes to show you, like when you have the right system, the right tools, you can start to remove yourself from these places. So we got people calling from Toronto, from Canada. Guys, I want to go up to. I want to go to Canada in the fall. If you guys are from Canada, recommend, like, where should we go? I would love to go to Montreal in the fall. Maybe we'll take a team trip there at some point. Just going up north Is awesome. I love, I love going up there. So we got people from Boston. Megan, what's up? Welcome. We're just getting everybody in here, guys. We're gonna go over some wins, but while we're doing that, think of some questions you guys have that we can answer for you. And we're going to go through that today on this call. So let me pull up some wins from our private channel. Let's see here. Share screen window. There we go. Do you guys see this? Okay. Yep. Good.

Cool.

David Vaugh just finished week three on the Monday board, launched his ad campaign, which is awesome. Abraham got his first win. He closed a psychiatrist on a 3 month for 8k deal, which is awesome. Huge. Matt did some major overhauling in his funnels. He's now launched and starting to spend 300 a day. He did 30k last month, which is awesome. Shooting for 50 to 60k, which is huge. Daniel Zofness closed a 12 month 21k deal, which is awesome. John closed a three month retainer for 7,500. Stevie said he's right behind. He's knocking out assets, VSLs, AD, all the good stuff. Justin just closed a quarterly shoot, which is awesome. Hunter has another client who's getting great, great leads from the content he's creating. It looks like Nick is making all of his assets and, and content for his ads. Tom, they just got their new studio, which is huge. And, and those are just some of the wins we have. And then Clayton just launched his ads. I talked to him yesterday. He's getting great results from those ads. He's booking good calls. So let me pull up a couple questions here. You guys have mo direct. How do I find leads? Seems today people don't care about pretty videos, but more so consistent ad content. That's a really good, really, really good thought. Ethan, what do you have on that? Like, why do people care more about that?

People care about results. If you can speak the language of money, which every business owner does, speak.

The language of money, then we can even.

But yeah, if you can just hold.

Your hands like this, if you can, if you can speak the language of money, you'll have every fingertip touching while you're doing that.

But yeah, if you can tie it to an outcome, a result, hopefully the outcome, that is the biggest thing. And you're absolutely right.

I mean, and here's the thing too. Like think about it. People like these, these people are people with businesses who are paying you 10 grand, 15 grand, 20 grand. Like they need to see a return on that. Like they're not, these are, these are small to medium sized businesses. They're not endless money pits. You know, maybe you could get away with Fortune 500s where you're just like, hey, we're just going to create a con. We're going to create content that has no use or roi. I don't get a return on investment. But like with most clients, they're like, how do I make money from what I just paid you? Like, if I pay you ten grand, how much money am I going to make back? And if you can't answer that question, then that becomes a problem, it becomes tough, right? Because then you can't, you can't show that. And the easiest way to show it is just run ads for your clients. And it's not, not hard. Something we teach in the program. But like take the content that you already know how to create, format it in a proper way with like a hook call to action, pain points, the whole shebang, and then run that as an ad to get your clients more leads, right? Very, very simple, easy add on service that you can charge 5, 6, 7, 8k a month for. And people will pay you that monthly if they're making a return, right. And you could do a lot less work if they're making money. Like Ethan, if I paid you, if I'm paying you ten grand a month as a video provider and you're making me 100k back, I really don't care how much you're working every day because you're making me 100k back, right? So it's like you can come into the office whenever you want, you can do whatever you want, you can make your own schedule, you can take vacations as long as I'm still making money on, you know, whatever I paid you for. So it's like, it's the same concept here, guys. And then how do you find the leads to answer that? I would be. Running ads is usually the easiest way to have inbound traffic coming to you. Very, very difficult when you're, when you're reaching outbound and you have to beg and plead people, you have no authority when you're doing that. Right. And people just don't trust you when that's the case. So you have to have traffic coming in, they're seeing an ad, they're booking a call with you, and then they're turning into a conversation of somebody who's actually interested in working with you, right?

Yep. And doing outbound requires so many more.

Touch points, so many more. It's so much work it's such a grind. It can work. Outbound does work. I don't want to say it doesn't. It does. It's just you have to do 10 times as much effort. And here's the thing. Like all advertising works, it's just how efficiently does it work? That's the question you need to be asking. So it's like, if I put one input in over here and I get one input out over here, that's not very efficient. I don't have a lot of leverage there. But with ads, If I put one input over here and I get 100 inputs out over here, it's a lot easier for me because I'm getting a lot more out over here. Right. I put the same one input in, but instead of getting one out, I'm getting 100. And that's what ads is, is. It's leverage. You make the video, once you launch the campaign, you pay for the leads. You could sit back, you could be anywhere in the world. You could be on vacation, you could be on set, you could be doing whatever, and you'd still be getting leads as long as your campaigns are performing. So.

And like I said with Josh, who's getting $80 booked calls, if he could take 10 calls with 10 people and he's gonna close two, maybe three of.

Those, I said your salesperson could close nothing in the first 10 calls, and you could still be insanely profitable because you're selling something for 50k, right?

Yep. Versus, if you're doing outbound, you might reach out to 10 people. You may not even get a call.

You may not get any responses like, nobody. Yeah, nobody. Yeah. Yeah, exactly. That's so true. What other questions? We got some people on here. We got Cooldown Productions. We got Jake Bradley photo. We got Sammy, we got CM shots. Mo Direct. Hopefully that answers your question. We got Daniel from Sweden. Daniel from Sweden over here, which I love. I gotta go to Sweden. We got Cool John. We got Miguel. Awesome. Guys, what other questions do we have? Megan, do you have any questions for us? I know you're tuning in from Boston. I got some family up in Boston. That's a great, great city. I love it up there. It's awesome. Mo Direct says. So I've kind of stepped back on the videography for a bit and structured an offer on organic YouTube content that brings inbound leads for my clients. Mostly been outbound, but, man, it's been a grind. Yeah, I mean, it is a grind, I would say. Why not create an ad that talks about that offer? Gets People to then come in, book a call with you, and then you can talk to them about creating organic content to bring them organic leads. Right. And then I probably have your own organic content that brings in leads. So you practice what you preach if you're selling that. Right? So like you can use ads as one part of it, but then you can drive them to your YouTube and then say, hey, we also use, we use the process that we teach our clients to get more clients. Right. Megan says, tell me more about structuring retainer based clients. Yeah, I mean, if you have a specific question, that might help. But basically with retainer based clients, they're paying you on an ongoing monthly basis for some sort of outcome or set of deliverables that you'll be getting. Right? That's the main, that's the main selling point of retainers. The only way you can structure retainers is when you have something that is sticky, right? Meaning like they're going to continue to pay for it on an ongoing basis over and over and over again. So like creating a brand video every month isn't very sticky because clients don't need a brand video every month. Right. But if you're doing ads for them, that's something that's very sticky because you have to manage the ads. They have to be ongoing, they have to be something that you're doing over and over and over again. And they would continue. It makes sense for them to pay you every single month for that. Right? What are you suggesting in terms of deliverables? We have pricing sheets and stuff that we give our full clients. There's also some examples on my YouTube. But as far as deliverables and tiers, we usually do a 3, 6 and 12 month offer. And then within each one of those we have varying deliverables. So it could be like 10 pieces of social content, you know, two different ad campaigns a month, a testimonial or two. And then you have layered different. You have like the 3 month has the base, the 6 month has a little bit more, the 12 month has the most. Right. And that's the way that we structure it. So hopefully that makes sense. Xavier Misbehavior what a name. What a name. What makes this course different than others? Number one, not a course, we are service. So that's the main difference. Your program piqued my interest and now the algorithm is sending me endless options. Would love to hear about the value. I don't know, man. I mean, maybe, maybe nothing, right? Maybe we're not different from any of the Other ones. I guess the only thing I would say is like, maybe go look at the case studies we have on our site. We have like 300 of them at this point. Masterfilmmaker.com case studies, I believe. Yeah, you could check that out. But yeah, I mean, maybe nothing. It really just depends. I'm not going to sit here and toot my own horn. There's a lot of people out there with a lot of great value. It just comes down to what's important, right? So, like, the main thing we teach is ads. A lot of other programs do not teach that. They teach you cold outbound. They teach you LinkedIn. They teach you, you know, sending a bunch of loom videos all day to try to get people to work with you. I don't do any of that because that's not how I scaled my business. And I only teach you guys things that I actually do and still do literally every single day. And so, you know, it goes back to the outbound versus inbound approach. It's like, would you rather send a ton of messages or would you rather just run ads, pay to play a little bit, and get people who are just booking on your calendar who are actually wanting to work with you? Right.

Yep.

Ethan, I don't know. What do you. What do you prefer?

Yeah, I was gonna say ads for sure. Because you could make five loom videos or you could make five ads. What's going to be more.

That's a good point, because then it's like the five ads. In both scenarios, you made five videos. In the first one, you made five personalized looms. And maybe nobody responded to you. Very likely, if you send five cold outbound looms, nobody's going to respond. It's not enough volume. You'd have to send like 100 versus you record five really good ads. Same amount of effort, more leverage, right? With the ads, you have way, way more leverage. So let's see. We got 1K Studios joining. What's up? We got Tanner, Dylan. Guys, if you're just tuning in, we're doing a live Q A answering any questions you have around. Scal your agency. We've worked with over 700 video agencies one to one, and we're just answering any questions you have around, getting more leads, getting more clients, scaling your business, hitting 150k a month. I don't know, whatever you guys want to hit, we. We can answer anything you have. So drop a question down below and we are happy to help. We got a couple minutes left here. Megan says, awesome. Absolutely glad that was helpful. And then you can check out some other YouTube videos I have on the channel around things that we go over there. So what else? Yeah, I mean, with Josh, he's booking great calls, he's closing. I mean, they're about to close a couple of deals. And I was talking to him and I think this might be helpful for other people about just getting rid of low ticket clients because he has some clients that he works with. And Ethan, you're the expert on this, right? You're the expert on all things clients, but it's like he has a couple clients that just don't pay him that much and they are just such a pain to deal with. And I said, dude, once you have more leverage, like you have more people booking calls, wanting your higher tier packages, you have leverage to tell those other people, say, hey, I'm not interested in doing this anymore or working with you anymore. And you have the leverage to say no. Which I think when you don't have ads and you don't have a full pipeline and you don't have a list of people who want to work with you, it's a lot harder to say no to money that's right in front of you. You know what I mean?

Yeah. You feel trapped.

You feel trapped. And that was one of the main things he told me on the call yesterday. He's like, I don't feel trapped anymore because I have options. Right. And I think most people feel trapped because they don't have options. Right. And if you don't have a pipeline, you don't have a, a list of people who want to work with you, it's very difficult to say no to that project. That's 2K, right? Those little itty bitty, like, hey, can you just film this thing for 2k? But it's going to take an entire day. It's like that took all of your attention off of what the main thing is, which is, you know, getting more high ticket clients, people who actually value working with you. I see Alex on here. What's up, Alex? I see you're joining.

It's also not enough money to outsource much of it anyways.

That's. And that was, that was his main thing. He's like, dude, I. Because they're doing about 40k a month right now. He's like, I can't, I can't. Like, you know, if I take on more clients, I can't handle it. I have to hire more people. I'm like, what are your margins? And I won't tell Everyone what his margins are. But, like, his margins were not the best. And I was like, you have a. You have an offer problem. It's not priced correctly. Like, you're not pricing high enough to have enough money to hire other people. And that's what I think a lot of people don't get. They're like, oh, but that's too much money. It's like, no, you have to have money left over to hire people to do it for you. Like, if you were an actual business owner, pretend you can't do it yourself. Like, pretend you got hit by a bus. You can't do anything yourself. You have to pay people. How much money is left over after you do that? Should be about 40, 50%. And if it's not, then you have a pricing issue. There's a problem with how much you're charging.

Yeah, you shouldn't spend 4,000 on services and editors and all that to make 5,000.

Exactly. And how many times do you see that when you have people come into the program and you fix their offers? Like, how often does that. Is the pricing an issue?

I'd say 80% of the time because they're not charging enough to pay other people to do it. So then they get stuck on the hamster wheel and they can't get out of it.

I have to do it myself, and I don't have any time, so I can't get more leads. And I have to do it myself because I don't have any time. And I get. And then they just go around and around and around. And you're stuck in this, like, horrible doom, doom spiral of like, I never have enough money to hire anybody and I'm just scraping by and I can't hire that person because I got to pay my bills. It's like, there are people at every level who will pay what you're worth. Like, and, and what you're worth. I don't, I don't love that, like, what you're worth thing. What you're worth is the value you provide to your clients. And so if you have tons of case studies saying that you're. You've helped all these clients generate X amount revenues, then you're worth more than somebody who doesn't have those case studies. And that's just the harsh reality.

Solve a bigger problem.

I don't like the coaches who are like, yeah, man, like, you're just worth more. You should charge more. It's like, yeah, but you have to have something tangential around that, like, you have to be like, we make, we made this client more money. Therefore I'm going to charge you more money because of that. Right? Yeah. Yep. Alex says, what's up? What's up, dude? Xavier misbehavior says, so true, bro. I love your name. That's such a good name. Eric, you there? Am I back?

Yep, there you are.

Okay, well.

Oh, I think I hear you now.

Am I back? I'm back.

There he is.

Okay, what was the last thing you heard me say.

You heard said was you loved Xavier's name.

Oh, yeah. He said, I'm hearing. He had a question. He said, I'm hearing a lot of niching down as a videographer in order to scale. What's your perspective on that? You have to. And you have to have a lane because ads don't work without a lane. And also nobody trusts the person that works with everybody. If you say, hey, we work specifically with medical companies to create content to help them grow, you're going to get a lot more buy in, you're going to close at a higher rate and it's going to work better for you because of that. Am I still, I'm still coming through. Okay.

Yeah, yeah, I got you.

Cool. I don't know what was up with my wifi. It was weird. And then he said, people saying we have to choose one industry such as real estate or restaurants. Number one, don't choose either one of those. That's a bad idea. Do not choose real estate and don't choose restaurants. Both of those are low ticket industries with people who don't pay you a lot of money. Real estate, you can get into branding with higher end people, but it's a little saturated. I would go after service based businesses that charge a lot of money for their service or a product based business that sells something for a lot of money for their product. Because it's easier for you to say, hey, we sold two products and that covered our 10k fee. It's a lot. It's a lot easier of a sale because of that. So I would focus on those two industries. Let's see, my mouse is not. Not dead. I'm having all sorts of technical issues today. What other questions, guys, before my all of my tech spontaneously combusts over here. Let's see. But yeah, hopefully that makes sense. Stephen, what's up bro? I saw you're on here, but yeah, you have to pick a lane because ads don't work. If you're like, hey everybody, we can create content for you. It's too broad. There's no Specificity to it. And nobody feels like, oh, you're speaking directly to me because of that. Right. So.

And when people ask to see your results, they want to see people like them that you've helped.

Yeah. It's like, would you guys trust us if I didn't have 300 case studies of other video agencies that we've worked with and helped scale? What if it was like, I work with video agencies and I work with, like, with coaches, and I work with home service companies, and I work with medical companies, and I work with hospitals, and I. It's like, you wouldn't trust me as much because I work with all these people. And in the back of your mind, you're like, oh, does this guy? Can this guy actually help me? Right. You don't believe it. Alex says, for the pre qualifying questions, is it okay to wait? Is it okay to wait if they do qualify to send the calendar, like, two hours on a trigger, or is it better to just immediately send the booking calendar straight after? Okay, I think I understand what you're saying. So you're running, like, an ad. I saw your ads. I love them. They're great. Dude. So I think you're running an ad to a lead form, or you're running. I think you're running an ad to a calendar page. I don't remember. If you're running ad to lead form and you get the lead before they go to the calendar, speed delete is key. Number one, never send the booking link. Number two, speed delete is king. So, like, if you're driving them to a lead form, then a booking calendar, which is what I probably would recommend based on what we've seen across our 700 clients. Then when they opt in, if after two minutes, they don't book the call, you should be calling them immediately and qualifying them. And then be like, hey, saw you booked or saw you reached out about booking a call. How can we help? Blah, blah, blah, you know, okay, great, Let me set you up on a time like, speed to lead there is so critical for getting that booking. I would not wait or send a booking calendar link because no one does anything when you send a link. Like, yeah, exactly. That makes sense. That's what I would do. Speedily is king. So, like, for us, when someone opts into our funnel, our SDR team calls them literally within 30 seconds. So it's like, people forget what they click on. So you have to be quick on it, and you're gonna make a lot more money by just calling the leads. Cool, I appreciate that. Perspective. How would you go about identifying a high ticket lane that plays into your interest and strikes? I would look at who have you worked with in the past. So have you worked with any high ticket service businesses before? If so, what industries are those in? And then with that, great. Let's play into the ones that you have some past clients in. Try to get case studies and then. And then use that as a launching point. Right. Because you already have a relationship with a couple of those people. That's what I would do. Essentially striking the work fulfillment balance. I don't know if I understand that question, but yeah, I'd pick an industry that you've done work. If you haven't done work for any of them, then we would just pick one. That's what I would do. What other questions? What's that?

I said pick something that you're interested in too.

Yeah, but it shouldn't only be what you're interested in because like, if you're interested in music videos, God help you. Don't do that. Like, you're not gonna make any money. It's tough. Like some people can if you're doing like music videos for people with labels. But most music videos, it. It's. It's not. It's rough. It is. It is rough. Rough Fitness.

Go Target gyms and health and wellness.

Health and wellness. That could be expanded into like medical, you know, proactive health care. Like, it could be expanded into like a bigger bucket there. And that's what I would do. Yeah. Cool. Cool. Guys, we got like two minutes here. Last call for questions. If you're watching, drop some questions down below, let us know. Otherwise, we got to get back to helping clients and helping them scale. Let's see. Any other kind of final thoughts on your end, Ethan?

No, I think big thing is, yeah, the outbound, or, sorry, inbound is way better than outbound. I was talking to Peyton actually about that earlier of, you know, communicating the value of why ads are better. Because not only do you have a much better positioning when leads come in, saves you a lot of time. You can go work on other things too.

Yeah, yeah. It's like think about all the time you bought back by not having to chase people to get the initial lead. It's like you could go improve your product, you could go make more ads. You could improve the quality of the ads. Like, there's a million things you can do to do that. So that's absolutely huge. Cool, guys. Well, last call if you have any questions or want to learn more about what we do. At Master Filmmaker, there is if you're on Facebook, LinkedIn, YouTube, there's a link below this live to book a call with our team to see if we can possibly help. If you were on Instagram, go to the link in the bio. And we have a bunch of. A bunch of training. And you can book a call with our team if you want to learn more. Last question. Our favorite guy today, Xavier Misbehavior, definitely not making money on music videos unless the artist is label signed. Yep. Do you guys provide resources for finding the right niche? Yeah, we actually. So we're a service provider. Just for clarity for everybody. Like. Like Ethan will onboard you personally. We work with our clients one to one, hands on. Like, this is not a course. This is not like something where we throw you into a bunch of modules. This is like me, Ethan, Evan, Hakeem, our entire service team is working with your video business to help you guys scale. And so, like, we'll work with you and have multiple meetings to help you figure out, hey, this is the right type of niche. This is the price points, these are the offers. We'll copy and paste all the things that are already working for our clients that are doing 50 to 100 to 150, 50k a month. And then you could just copy and paste that. But we'll work with you to do that if that makes sense. So, yeah, Cool, man. Esteban joining all the og. All the OG clients. What's up, Esteban? How's it going? Any other questions, guys? We're wrapping up here in the next two, three minutes. We're answering anything about getting more leads, scaling your business offers, sales, hiring team, all that jazz. Let us know and we're gonna do a last call here. I'm looking over at Instagram while I'm doing this. Yeah. Any final thoughts? I'm gonna ask you again. Any second round of final thoughts?

No, I think aside from the ads, the niche thing is so big.

Like.

Like I said, you can't service everybody. You know, you gotta have a. Have a lane that you specialize.

And if you end up saturating a specific vertical, then just. We make a new funnel for a new vertical and we run that as well. So it's like we saturated medical. You're not going to saturate medical, by the way. Like, that's. But if that is a concern, then you'd make a different funnel and go directly into it. Like a different. A different vertical from there. Right.

Then you just do a couple projects for free, get results, case studies, and Then you just scale that one up too.

Yeah, it's just nobody's going to trust you if you work with everybody. It's just not realistic. So ES1 says, what up? Good to see you guys. Good to see you too, dude. We need to make another trip out to. To Colorado and see you. It's. It's so much fun out there. We gotta go. We gotta go skiing. Yeah. It's so nice, especially in the winter. Xavier says. Thank you, boys. Great to meet you. Absolutely, dude. Hope that's helpful. If you want to learn more, book a call. We're happy to speak to you. Cool guys. Well, that is all we have today. If you want to learn more, click the link in the bio. Go to below this video. Book a call with our team. We're happy to see if we can help. And with that being said, we will see you guys in the next one.

I blew away the clouds I was standing under Traded all my rainy days for a little summer I fly so high right now that I might not come back down Listen to my own big cherry on the top Sweet. Everything around me is looking up it's like this what you make it I'mma celebrate it I'm feeling like a brand new.