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 when we're seeing where we came from you ain't got a way.

What's going on, guys? We're back for another live here. Ready to rock and roll. Ethan, you hear me okay?

Yep, I got you loud and clear.

Sweet. We're live here on Instagram, LinkedIn, Facebook, YouTube, all the things answering any questions you guys have around scaling your video business. So if you are just joining live, let us know in the chat where you're calling in from. We would love to know and drop your best questions on how to. Like what questions you have around scaling your video business. What's the main constraint? What's the main bottleneck? What's the main problem? Is then we're going to answer as much as we can on this live for you guys today. Ethan, what's going on in your world, dude? How are clients? How's everything going?

What's the. What's the story?

Good people are good. Generating leads, taking sales calls, follow ups.

The all the fun stuff. I love it.

Let me get some wins going here. I'm gonna pull up the WINS channel.

Me a sec here. I gotta scroll up.

Hold on.

Okay, cool. Let me pull this up here, guys.

Share screen. Hold on.

I gotta allow it.

All right, everybody see this? Okay, sweet. We got some wins popping here. James Drake closed a trial with a client. Robert Berlin said they have a. What did they say? They said they've been kind of quiet lately. Got a wave of new business scrambling to keep up right now. They met with a landscape and outdoor contractor who's going to be a very good fit for their agency. Looks like they're interested in a website advertising social media. Could be 100k lifetime value from that client, which is huge. They're working on landing that deal.

Deal, which I love.

John said he a really good pitch with an insurance agency. They're going to give him an answer on Monday. And then I think if I scroll.

Down, he ended up closing that.

Hold on. Yeah, just locked in. 3K3 or 3month7,500 retainer with that client, which was huge.

Let me scroll back up here.

Shane had two businesses reach out from a Facebook post he made. Clayton just launched his first batch of new ads at the new funnel, which is awesome. Tom Ludlow. They actually just got their new studio. Have you seen this, Ethan?

It's huge.

I don't know if you saw this but they have their new studio here. They do a lot of vfx so they have this like honey coming over the studio which is sick. But they just invested in a brand new studio which is awesome. Kyle Cassie got his first lead from ads after launching. They booked a discovery call.

Is awesome.

Nick got. He said he spent two hours recording a bunch of assets, got his vsl, got his ads done and said big shout out to you and Evan for helping him with everything which was huge. I'm gonna lose my voice rolling through all these wins. Dude, hold on. We got a couple more. Hunter Jackson just got a new client. Wealth Management started getting new leads daily which they are loving working with him. Justin Bond got a three quarter retainer. Do you know what kind of client.

That was that he worked with that he's working with?

I think it's medical.

Medical.

Okay, cool. Sick.

And then Stevie got. They're knocking out their assets. Feeling good, John. I said they locked in that deal. Daniel locked in a 21, $600 deal. Matt Stone just did major overhauling.

He's starting to spend 3, 300 bucks a day.

Hit 50k last month. We're aiming for 60, 70, 80k a month here soon. And then Abraham got his first win. He closed a psychiatrist or a 3 month 8k deal, which is great. And then one other one that was a big one that I did a case study on. Well, Matt closed that 12k but then.

Scrolling up too much here guys. Where is it? Where is it? I'm trying to find that one.

1. I know Hassan had hit 186k last.

Month which was huge. I'm just trying to find that win.

But those are our wins.

Guys.

Let me stop sharing. Let's get to some questions we got here. Got people calling in from New Mexico from what is ky. I don't know why I can't.

Kentucky.

Kentucky. Yeah, Kentucky. Cat is. I've never heard of cat is though.

That's awesome. Sick.

We got some people on Instagram. We got some questions going there. Ask any questions you guys have. We're going to kind of compile those and then we're going to run through Those here guys. S5L production says question is would you recommend adjusting our packages or offer. Or offer everything even though they may not need the package and then remove.

The things they don't need during the proposal call.

I would have set packages that you pitch and then yeah, if they don't need specific things, you could always take some things out and reduce the price. If you need to, that could be something that you do to get them down. If price is a concern. Right, but it's only if price is a concern. If price is in concern, I probably wouldn't, I wouldn't start taking things out.

Unless they, they have an issue there.

Because you never want to just discount your prices and be like, hey, it's cheaper. Now you want to say like hey, what do you want to take out.

So that we can get you to whatever, you know, budget you need to get to for the project, which is huge.

Braunwell Design Studio says I'm wanting to get some retainers going but I'm not.

Entirely certain what the actual deliverable should be.

It just depends on the package. That's one of the things we help.

Our coaching clients with is figuring out.

What they want to offer. But typically, I mean Ethan, what you're, you're the offers king. What are some things people are putting.

In in their packages?

I say, you know, some of the most common are monthly socials.

Yep.

Testimonials, you know, every couple months, maybe once a quarter a brand video. Some people run ads for their clients. Depends on the, depends on the business.

Social content testimonials. It could be VSLs for the client. It could be, it could be case studies for the client like of their clients of stuff they've done. Depending on the type of client. Um, Brownwell I think brunette. Brunel. I want to make sure I'm saying it properly. Brunel Design Studios. What kind of clients do you want to work with? And then we can kind of give you a better idea of what types.

Of videos you might put in there.

S5SL5 or S5L production says yes, that's the case. Yeah. I would keep your packages the same and then just take things out if you need to because you want to get the highest lifetime value up front and get them to spend as much as they can upfront with your you how to scale agency when you work a full time job and don't have anyone to help you build.

It's a good question.

So if you're scaling an agency when you have a full time job, you have to do the, the nine to five and the five to nine. Right. So it's just not the sexy part but you got to work to get a couple of clients on retainer while you have the full time job and then once you have that stability you can then feel comfortable to then leave.

The full time time job.

I'm not really a big proponent of like hey Just leave the job and figure it out. I'd rather you have a couple of retainers and you said your name was Chris. Chris. I'd rather you have a couple of retainers that, and this is something we help our clients with. But get a couple retainers in place, replace the full time job income with the retainers, then jump ship, right? I never like to just be like jump ship because like people have bills.

They have things they have to pay for. Like it's usually, usually not a very.

Smart move to do that, you know.

Ethan, what are your thoughts on that?

Yeah, no, no, I agree with all that. Like you said. Yeah, the, the five to nine is the big part because yeah, it's, it's day job, eight hours a day, then.

Obviously it's just going to take a little more time. But you got to put in some time. You got to put in, you gotta, you gotta sacrifice something. And oftentimes that's like, you know, TV time or, or you know, you go home, have dinner with the family, then get back to work. Right. It's like, and that's not a forever thing, it's just a right now thing until you get a couple of those clients on retainer. But it is something that you have.

To sacrifice something, right?

Either you wake up earlier, you work later. Like you gotta find the time somewhere.

In that, in that time there.

So design studio says I'm a real estate photographer, so I deal with real estate agents. I already produce walkthroughs and work on building more agent videos for Instagram, but.

Those are one offs.

Yeah, real estate's a little bit difficult sometimes. I would, I would maybe pivot to like home services if you're going to do retainers because then you can work with like roofing companies, interior designers. It's like real estate adjacent, you know, people who do pool builds, people who sell something for a high ticket amount of money. A lot of times real estate agents can be cheap. They only want to pay a couple.

Hundred bucks for content. So like you could work really hard but you're just not going to get.

Anything out of it. So I'd work with like home builders, home services, contractors, people like that and then charge like 5 to 10k a month for either running the ads for them, which is something we teach you how to do and, or doing social content and running the ads. And they'll pay you 5 to 10k.

A month on retainer to do that if you can get them leads, which is huge. Yeah, Hashtag truth. Yeah, yeah. Real estate agents Are rough. It's. It's a little difficult sometimes. Let's see.

Thank you, brother. I appreciate it. I've been able to get a couple gigs with nothing retainable. Yeah. I would just focus on what are the ongoing problems. Right. So like, we have videos on my channel on, like going over how to do retainers, but figuring out what types of businesses are you working with and then what types of content do they need and then how can you solve a problem on an ongoing basis over and over and over again? They're going to pay you every single.

Month for something like that, which is huge.

But you have to solve problems on an ongoing basis. I've been doing commercials 15 second and 32nd. And they run.

And they like to run the same ones for months. So usually it's maybe twice a year.

I'm higher, I'm lucky. Give me a little bit more context. What are they running? Are they running ads with it? Is what you're saying, like, what are they. Are they running them? Where are they running them? Right. So it's like, if that's the case, then what other kind of content would they need on an ongoing basis that could solve more problems for them. Right. So you got to get creative. You got to kind of put your thinking cap on and be like, hey, what are some other things that I can offer that they're going to need on an ongoing basis?

Right.

And design studios. Thanks.

Yep.

Absolutely.

Yeah, I would just. I would go home. Services. We have packages in our coaching, like, if you were to join our coaching that basically we take existing packages that people are selling, getting to 50, 100k a month, and we just give that to you so you can copy and.

Paste the packages that are already working. TV commercials for furniture stores. Okay, cool.

Yeah. I would figure out what are the things do they need? Do they need testimonial content? Do they need social content? Do they need someone to run the ads for them? You can play on the fact that, like, ads fatigue, so you don't want to run them multiple months in a row.

There's a lot of things you can do there. So what other questions, guys? We're cruising through these today. Let's see, let's see, let's see. I'm going on Instagram here.

That helps. Perfect. Glad that helps.

That is great. Let's see.

What are some other things people are running into? Ethan, what are things that came up.

This week for people?

I think we've talked about it before, but just like, follow up. Gotta be persistent.

Yeah.

I think also Building a gap. Like I was talking, I had a case study with Joe from Snowy Peak Films yesterday and one of the biggest things he said, like eye opening things in the program was like, I actually learned how to build a gap on my call rather than I'm somebody who's solving a business problem with content, not just someone who creates content meaninglessly.

Right.

That's where a lot of you guys get hung up in your sales calls. People don't see the value simply because you're not showing them how you're going to solve a real business problem that.

Makes them more money.

And if they don't see that clear path of like, this is how I'm going to make more money, they're not.

Going to pay for the services, they don't care.

Right. So you got to get that, you got to tie that in. What are they doing now? Where do they want to be? How is your content, your ads, whatever you're going to create for them going to get them to point B with a high degree of certainty. And if you can't get that, it's going to be very difficult to get.

People to pay you, period. That's a big, big piece of it. Let's see, what else, what else, what else? What other questions?

Guys, we're here, ask us some questions.

We'Re happy to help.

Let's see, I'm going to pull up.

Slack here as well and see if I have anything there.

Let's see, could be questions about lead gen, it could be questions about pricing, it could be questions around offer sheets. It could be questions around anything, guys. S5L Productions.

Let's see, that was an old one.

Got it. Got people joining here. Yeah, but that's the big thing is like you guys have to figure out, okay, great, like what do they need that's actually going to make them more money? And then you can price higher without doing as much work because you're simply solving a problem for them. If I can create a piece of content that solves a problem for a business makes them 10 times more than they pay me. Like it's, I don't have to work very hard as long as I can create that and get them the result. People only care about results.

That's it.

How do I know what to price? People either say too high or too low.

Yeah, it segues into this.

So what is the outcome that your client can expect after working with you? How much money are they going to make? And if you don't know the answer to that question, that's Your first problem, you're like, if it's a furniture store, you know, if I'm. Let's say I'm a furniture store and Ethan's you, Ethan, how much money am I going to make with the commercials you create? And if the question. If the answer is like, I don't really know or it depends, like, that's why you're not sure. That's why you're not getting people to pay you higher prices, because you have no certainty around what the result is.

Of the person who pays you.

Because, like, people are paying for results. They're not paying for content. They do not give a shit about the content. They don't care. They care about the result. That's it. Why do people join gyms? Not, not so they can spend all day in there lifting weights. It's so they can get lean, look better, feel better. Like, that's the result they're paying for.

I see.

Yeah. So, like, what. How much more furniture am I going to sell as a result of your commercials? And if you don't control that part of the process, I would say maybe build that into your offer. It's like, well, we'll run the ads for you, we'll create the ads, and then we'll help you, you know, sell an extra hundred thousand dollars in furniture every single month. It's like, great. So then for something like that, I'll pay you 10k a month if you're going to generate me 100k every single month, easy. It's an easy ROI, Ethan. How many times do you see that on calls? People don't actually know the roi, and.

That'S why people won't pay them too much.

Too much part of it is due to lack of getting testimonials from past clients.

Yeah, yeah. Well, it's also. It's an offer problem, too. It's like you don't actually know what you're doing for your clients. Like, you get. Like, most people are used to creating content, handing it off, and then just, like, expecting people to pay them again. That's not going to fly anymore. Nobody wants to. Like, companies want to see a clear path to roi, and it's getting harder and harder and harder for just the people who are going to shoot the content and hand it over. Like, no one's going to pay for.

That anymore because there's not a clear.

Path to an roi. Like, they got to see, how is this going to make me more money? How am I going to generate a return If I spend 20 grand on these These pieces of video, like, how much is that going to realistically return.

Back to my bank account?

And the closer you can get to that, like, the easier it's going to.

Be to close deals.

Yep, exactly.

Yeah, Huge.

Let me know if that makes sense. Flight pattern. What other questions do we have? Guys, we got a couple more minutes here. I see some people joining on Instagram. We got Oscar, Jamie, got Caleb. We got Maverick, Sheldon, Chase. Let's see Angel.

Let's see, let's see, let's see what else makes sense.

Appreciate it.

Absolutely. You got it, you got it.

The marketing element, East Broad Media. What's going on, guys? People from Mississippi up in here.

Here.

I've never been to Mississippi. You've been to Mississippi, Ethan.

Driven through it.

There you go.

I have no sound that sounds like you. I think there's sound. Sounds like it might be your issue, not ours. Might need to fix your, your headphones.

There or your, your speaker could be trouble.

Let's see what other questions, guys, we're going once on questions, going twice. Give you guys a couple more minutes and then we'll answer anything you got working now. Hello from Long Island. What's going on? Welcome from Long Island. Hello from Atlanta.

Let's see, what other questions do we have here, guys? Let's see, let's see, let's see. Cool.

Well, we'll just yap for another couple minutes, guys, unless you have any questions. Got people calling in from Toronto. How do I pick business partners? Pick a business partner that has a skill set that you don't have. Don't, don't get a business partner that does the exact same thing as you, because then there's no point in having them. They need to add something to your business. Like, don't just pick somebody to, to be a business partner, because now you have to split profits with one other person. Pick someone who is a, you know, additive or person who is going to.

Actually add to the business that has.

A skill set that you don't have, how to pick solid partners. And then when you do, look at them, like, look at their values. Look at, like, do they say what they're. Do they say. Do they do what they're. They say they're going to do.

Right?

Look at their values. Look at, look at what kind of person are they? Because it's more about what kind of person they are than, you know, any.

Of the other skill sets they can typically be taught.

Hakeem says, how can I be as cool as you? Does the program teach me?

No.

Team's on our sales team. So he thinks he's, he's cooler than all of us. So, you know, I'm trying to be.

As cool as him someday.

Let's see what's the best path to working remotely? Have a remote based offer.

There you go.

Have, have an offer where clients send you footage. You have an editing team that edits them and you consult them on their media.

That's the best way. There you go.

Hire local camera operators then.

I don't know what that question means. Maybe you can clarify for me.

Advice on sound effects. We are in the wrong place for that. I am not the sound effects guy.

Let's see what other questions?

Guys, we got like two minutes here and then we're wrapping it up.

Let's see, let's see, let's see.

But yeah, the partners thing, like, I wouldn't just get partners to get partners because people just get partners for no reason. Like there has to be a real.

Reason to get them.

It's like people just get business partners to sound cool and then they give everyone these weird inflated titles of like CEO and you know, CMO and CFO. I'm like, guys, you're making like 20 grand a month. Like, there's no need for any of these titles. Like, like, what are we doing?

Two people.

Two people wearing all the hats.

Like you're all, you're all of those seven figure entrepreneur.

And then wearing a suit and their photo and their profile picture and bio.

What's that? Isn't there a Trevor Wallace meme? I love that dude.

It's so funny.

It's like a entrepreneur, I'm better than.

You or something like that.

Some, some.

Yeah, there's a whole skit around that.

I gotta, we gotta, we gotta find that. That's so funny.

Think you answered everything I have. Really appreciate your help. Looking forward to working with you.

Absolutely. You got it.

If someone, if you are somebody who just shoots content and hands it over, what would be the best way to.

Transition to a person who shoots and creates value? By actually getting people sales. Great question.

Usually it's going to be by handling the distribution of the content. So like running ads with the content that you create. So learning the skill of running ads, which is one of the things we teach our clients so they can add more value. Because if I can create a really good ad, I can run it for a company. I can get them leads, they can contact those leads and make sales. Then like, I am infinitely more valuable than somebody who just hands off content way easier.

Cool. Let's see what else.

Where would you get a video editor? It depends on what kind. If you're looking for overseas you can go on onlinejobs ph and try to source one. If you're looking for someone in house.

Then you can go on like indeed.

Or some of the job hiring sites.

And make a job posting for an editor.

Have them do a test project with you and then see which one you.

Like and then go from there. There you go. Let's see, let's see. Let's see who else is jumping in here?

Guys, how do I work with you guys? Look at the segue into the pitch. I love it. Shameless plug that was not a plant.

Flight pattern is a real person.

You can just go to the link under this video there should be a link to like schedule a demo with our team. If you're on YouTube, if you're on Instagram you can go to the link in my bio.

If you're on Facebook you can go to the link somewhere around this post somewhere you can check that out. Let's see, let's see. What is the best way to get.

Clients without ads to start? Also are the retainers for the full.

Six month Also are the retainers for the full six month and then brought in monthly.

I don't know if I understand the second part of that question. If you can, if you can clarify that.

Tao.

So what's the best way to get clients without ads to start? I would do. It's going to be either time or money. So you either have to spend money which is ads to get clients or you spend time which is like reach outs, like cold reach outs, reaching out to local businesses, reaching out to your target avatar color offering some sort of free intro offer, like a free to case study which is one of our methods. So you can reach out. If you're going after medical businesses, you reach out to a certain amount of medical businesses, say hey, we're looking to do a case study. You know, we're going to give you this free video in exchange. Are you interested? Yes. You go in, you do the free video, get the case study and then try to upsell them into a long.

Term monthly retainer after that. That's going to be the best way. Let's see what else, what else? What else else? Somebody.

So yeah, let me know if that makes sense.

Teo. And that is what we would do.

Cool. Guys, I think that's it. I'll give you guys another 30 seconds if you have any questions and then we're going to wrap it up here and end the live. And if you want to learn a little bit more about what we do and how we help our clients, link below this video.

You can schedule a call with our team and we're happy to help. Help. Thanks, that was helpful. Can you clarify the retainer system?

I'm not sure if I understand your question. Around the retainer system you said like, how is cost broken down? So typically we do like a 3, 612 month package. There are three different options. You pitch them the full price, right. And then you basically you try to get them to pay in full upfront. And then if they don't pay in full, you do a monthly and then after that you just roll it into.

Monthly payments after that.

So if it's like a 60k six month package, you say it's 60k for six months and then they say is that monthly? Most of our clients pay upfront. Did you need me to split it up for you? And then you basically if they do, then you'd go 10k a month or you do 60k up front and then after that you'd renew them on another.

Six months, 12 months, two years, whatever it may be.

Thanks again.

Talking soon. Absolutely.

If you've never made ads before, what's one thing you must incorporate into your ads to make them successful? It's not one thing.

It's like a million and things.

But I would go to our YouTube channel. We have a whole breakdown of that.

On our YouTube as well. Cool.

Okay.

I was confused if it was 60k.

Monthly for 6 months or.

Yeah, it just depends. Most of the time it's going to be 60k for 6 months.

60K a month is a, is quite the retainer. That'd be a. That'd be a great retainer, but it's not that realistic.

Typically like 5 to 15 to 20k.

A month is an average retainer.

Yeah.

Yep, yep, yep.

Cool, guys. Well, that's it. Let us know if you have any questions for us. We are going to jump. If you want to learn more, click the link below. Schedule call with our team. We're happy to help.

See if we can help and we will roll from there.

We'll see you guys in the next live.

Peace.

Yeah. I'm feeling like a brand new me 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 celebrate it.