Live Q&A - How To Scale Your Video Business

I need everything I want is in front of me sun is shining over me I got a good thing coming so wait see it's a good girl. You. There ain't nothing like this right here Got me free things. Let it flow cuz I know my soul lift me up Got good day coming and it's all I need Everything I want in front of me Stuck it up and I'm down Sun is shining over me I got a good thing coming so wait and see It's a good, good. Sam.

What is going on? Everyone? Welcome back. We are back for another live. Last week we took a little bit of a hiatus. I was out of town. But we are back and ready to answer any questions you guys have around scaling your video business. So if you're here live, drop a comment down below, let us know that you're here live. We're on Instagram over here and we are on Facebook, YouTube, LinkedIn over on this side. So if you're here with us live, let us know. We're happy to answer any questions you guys have. Start dropping those down below and we'll start answering them. But I want to talk a little bit, Ethan. I'll kind of get us started off. Like I want to talk about one of the case studies I recorded with one of our clients, Nick, last week. And Nick actually worked with, I think full time filmmaker for a while. Then we started working with him a couple months ago and helped him structure a system. And he ended up adding about $147,000 to his video business, which is huge. And it all comes down to having an inbound system. And so what it really comes down to is like being able to get leads coming in and getting those people to then have conversations with you and then turning those into clients, you know, but anything you're seeing on your end, working with the clients every single day here. I know we have a lot of clients in the program right now, but anything you're seeing.

No, I think, you know, having the, the inbound is, is huge. You get a lot more leverage from a, from a sales perspective versus, you know, doing a bunch of outbound and cold messages. Like, you know, you probably get emails and messages all the time. I, you know, see them on Instagram. You know, everybody gets tons of messages all the time. But if people are coming to you, you've got a lot more leverage because they've extended their hand out to you looking for, you know, help or a solution.

Yep, 100. Absolutely. And I want to talk about a couple different topics here One of them was, I got a question the other day and it was like, how do I stop working? Like, I feel like I'm busy all the time, but I'm not really making any progress in my, in my video business. And this is somebody, somebody asked us this and, and we took a look at what they were doing every single day. And one of the things they were doing is like they're doing all the shoots, they're doing all the edits, they're doing all the, the nitty gritty little things within the actual business and not actually doing the, like doing the things that are going to work on the business instead of working in the business, you know what I mean? And like, how often do you see that when people are coming into the program, they're working more like on the business as opposed to in the business?

Oh, it's a pretty big majority of people are still, you know, one man band or you know, have a project to project editor. But yeah, it's, it's not the, not the, the business development activities, it's, you know, the employee activities that they're working on.

Yeah, and that's where I think a lot of people get hung up. They're like, well, I really like shooting, I really like editing, I like doing all these, these things within the business. But ultimately that's what keeps them stuck from getting to that next level is them doing all the work within the business and getting stuck in those lower levels level tasks. If you guys are listening to this and you're struggling with like working in the business versus on the business, drop a comment down below, let us know and let us know what you're struggling with, with within that. And we're happy to answer that. Let's see, we got some comments on Instagram. Yo, what's going on? Yes, we're doing things like that in our, in our business. Yeah, absolutely. But yeah, if you guys have questions or comments or things that you're struggling with, feel free to answer questions or ask questions down below. We're happy to answer them. We've worked with what, 500 video business owners one to one at this point, helping them structure their sales, marketing, fulfillment, lead generation, all that jazz. So if you guys have questions, we're happy to answer them here. But it really is, it's like, I think a lot of people think they have to be doing all the editing when they really don't need to be doing, doing all the editing and they're stuck doing that task which, you know, if you had someone else to edit and you could focus on taking sales calls. You close a lot more money and make a lot more money in the business as opposed to doing all the editing within the business. Because you can pay someone, you know, 20 bucks an hour to do that. And it's, it's relatively easy to hand that off, you know?

Yep. Some people have trouble letting go of, you know, or letting, you know, giving, giving control to somebody else to.

Why. Why do you think people struggle with that so much?

Like, you know, it's. It's their business, it's their baby, you know, they want one. You know, the creative process is, you know, some very personal to people as well because you, you've got a vision in your head, but you can't translate that to somebody. Yeah.

And most people get stuck at that like 250k a year mark because they can't start working through other people. And that's ultimately why they get stuck at the end of the day, you know what I mean? So it's like you really need to learn how you can work through other people as opposed to doing all this work yourself and then having to get stuck in that, you know, which is absolutely huge. What do you think if I run ads and convert sales, the best idea? I'm not sure what you mean specifically. I think I understand what you're saying, but yeah, there's, there's a couple different ways to get leads. Right. You can either run ads, you can do outbound, you can send emails. Right. And the main two kind of categories of lead generation are inbound and outbound. And so you're either doing in, but you're. You're paying for ads or paying for something to get people coming to you, which in my opinion is the better option. Or you are going outbound and DMing people and hitting them in the DMS to get leads that way. I don't prefer that method because it makes you look super needy and it makes you look like you, like, need the sale and you're begging for it. Right. I don't prefer that method just because it's not the best for making you feel like you're an authority. I prefer to make organic content run ads, bring people to me, and then have people coming to me. So then when they hop on a call with me, I can be like, hey, what brought you here? You know, what has you looking for video services with xyz, Right. And you have more of a frame there. And so I prefer doing that as opposed to doing a lot of the outbound stuff. So hopefully that Makes sense. Let's see, what other questions do we have here? Guys? I see you people on the live. You better drop some comments down below and let us know what you're struggling with. We're happy to help with that. Let's see what else, what else, what else?

Yep.

Correct. Absolutely. Let's see. Hey, Eric, my name is Arush. I'm a photographer. I was thinking of getting into content creation but I'm finding it really hard to niche down. Ooh, this is a good one. Let me move our faces out of the way here. So if you're finding it hard to niche down, you want to think about who have you done some work for in the past? And like what kind of companies have you worked for in the past? Have you, do you have any experience with a specific kind of niche? And when you're looking at a niche, Ethan, you want to kind of give them some directness on how you should pick your niche.

Yeah, yeah. So like you said, one thing is. Yeah. People you've had to, you know, experience working with in the past because case studies are really going to help you. But something else, I, you know, kind of, I guess, you know, like a thought exercise is, you know, what else are you interested outside of film, you know, what are your hobbies? Are you into fitness, Are you into cars? You know, because you're already a customer and a client of those businesses.

Yep.

So you already understand what their business, you know, what their customers are because you are, you are one. Right. So you already understand the industry a little bit as well and what customers like, don't like.

Yep. And then, and then targeting into like finding someone who is in a service based industry where they charge a higher ticket amount of money is typically going to be better clients than people who are just like any kind of company that's a mom and pop that doesn't have the budget to spend on, on content. Because like if you're targeting a coffee shop, it's super hard to get them to spend money because they don't make a lot per customer. But if you're targeting like a home service company, it's a lot easier because each client or customer to them is worth hundreds of thousands of dollars. Right. So it's a lot easier to get that person to spend 20k on a, on a marketing video. Right. So that's the way to think about it is like you're finding it hard to niche down. You want to figure out where do you have past experiences, what are you interested in? And then see which one of Those is a service based industry. They charge a high ticket amount of money and then go after those people specifically, if that makes sense. Hopefully that makes sense. I was mainly events, I was mainly an events photographer, did a lot of cars. See that's tough because like, I know the type of car stuff you're doing probably is like people who have their personal cars, which is cool. But like those types of people typically don't pay a lot of money because the avatar is just somebody who likes their car. And so like how much money are they willing to spend for content of their car? Probably not as much as a business that's going to make hundreds of thousands of dollars off of content that you create for them. Right. And so that's why like you could be really good at doing concerts and shooting cars. But the problem is, is if you can't show them how that's going to make them more money. And also if that target market is like kind of broke, then like it's going to be really difficult for you to, to make money off of that even if you're the best in the world. Right. And so that's why like picking the right niche is so, so important because if you do it wrong, you're working your ass off for people who don't have any money. Right. And then you're just, you end up like just pushing yourself into the ground because it's so hard. So that's what I would consider there. And, and hopefully that makes sense.

Yeah, if you're into cars, I would, I would go like dealerships, detail shops, wrap shops, you know, you could go with mechanics, but dealerships, that's huge, Huge ticket right there.

Yep. Yeah. Because if they can sell X amount more cars with your content, then that's a, that's a direct ROI that they're going to get from it. Right. So you just want to think about how are they going to make money off of this and how can I show them that they're going to make some sort of ROI off of the content that I create for them. Right. So super, super key there. Where do you advertise? Google Ads? Yelp. So typically meta and Google Ads. And so it comes down to how you frame the actual ad. If you go to one of our other videos where I show like how Nick made $147,000 with our, with our system, there's a whole breakdown I just did the other day on our YouTube channel. If you want to check that out and you can check out how you actually do that. I won't explain that on this video. Let's see what other questions, guys, Good questions here. Oh, I had one on my coaching call yesterday. One of our clients was like, how do I overcome imposter syndrome? And it was a really good question. It was like, I feel like I have this imposter syndrome of what I'm trying to do because I haven't done it before. And the way I kind of reframed him was I said, you are an imposter of who you want to become. Right. And so, like, you feel like you're an imposter because you're an imposter of the person you want to be. Not necessarily imposter. Like, you're a fraud. Right. And so a lot of people feel that way, and everyone goes through that where they're like, you know, I feel like I'm an imposter. I feel like I. I don't know what I'm doing. I feel like. Like, you know, I feel like I'm. I'm struggling here. And that happens anytime you're learning something new, right? So anytime you're doing something new, it's really, really difficult. And you feel that imposter syndrome, but it just means that you're an imposter of the person you can be. And so if anyone's going through that, it's very normal, but you have to reframe yourself. To think like, I am, I am an imposter of who I want to be, not an imposter. Like, I shouldn't be doing this. You know what I mean?

Yep.

It's a very normal emotion. Rev split versus retainer. Please advise. Best client negotiation. I mean, it really just depends, right, if. If you truly believe in the company and you think that they're gonna, you know, that they can actually sell and they have a track record of selling a product or service, then, like, a rev split is going to make you more money, probably. If you don't necessarily have the data points or the insights to see that they're making money from your content or they're not willing to share that data, then I would do a retainer because you don't have any insight. You can't control some of those things. The other thing, too is, like, you can't always control whether or not the content makes them money. If there's things outside of your control within the deal. And so I wouldn't do a rev split if. If you don't have control of those things, if that makes sense. So hopefully that makes sense. J Web Films. Let's See what other questions, guys, good questions here. Anything else that you've talked to clients about, Ethan, that we can go over? Waiting for some questions here, see what else.

Got some business partner objections.

The.

The old. Can you send it to me in an email? Objection. That.

Why did somebody say, can you send it to me in the email? Like, what does that actually mean? Does that mean they actually want something sent to them in the email?

No, it's a smokescreen.

What is a smoke screen for people?

Fake. It's a fake objection. There's something more. There's something more behind it. You know, it's, you know, hey, can you send it to an email? I don't. I don't want to tell you. No. I kind of want to. This is kind of like they're just leading you on through the sales process is. I don't want to tell you no. So I'm gonna kind of just continue to further the conversation. And then eight or nine times out of ten, they ghost you.

Why do people not want to give you the real objection?

Sometimes I think it might be. I don't know. I guess it depends what the objection is. If it's a, you know, if it's a money thing, if it's trust.

So if it's money, why would they not want to give you that maybe. Or tell you that they want to hide behind something else?

I think sometimes they just don't want to admit that they. That they can't pay for it.

Yeah. Ego thing, right? Yeah.

Yeah. I think it's an ego thing for. For a lot of. For, like, in that situation where. Yeah. If they. If they can't afford to do it. Yeah, I think it's an ego thing a lot of the time.

Now, why do people give you the partner objection typically? Is it because they, like, want to outsource that behavior or decision to somebody else so they can't make it, or. What do you typically see?

I think so, like, with partner, sometimes it's, you know, sometimes it could be like a logistical partner issue where maybe they can't be on the call. But I think that just comes down to priorities at the end of the day. Like, if. If you want to bring in more leads, make more money in your business, you're going to make the time to do it, because if it truly matters, then you'll spend 30 minutes, an hour, two hours a day working on it because it's something that you truly care about.

Yep. Well, I think also people want to outsource when they say, hey, I need to talk to my wife or I need to talk to my partner. A lot of times they want to outsource the decision making to somebody else because they don't want to be the ones who makes the. Who make the decision, even though it's their decision to make and it's their responsibility. And so a lot of times people will just, like, outsource it and say, oh, you know, I got to talk to this person, or, I got to talk to this person. I got to talk to my cousin who lives down by the river, right? And it's like, I got to talk to all these people. But it's just a way of people deflecting because humans naturally don't want to make decisions. That's just how people are, and that's ultimately what holds people back and makes them not successful at the end of the day.

I think it also kind of prevents, like, some level of, like, confrontation. They don't want to be the bad guy delivering the bad news. Oh, my wife said no, but she's not here, so, yeah, you know, we can't do anything about it right now.

Yep. Yeah, well. And that's what holds people back a lot of times is like, they. People can't. Like, successful people make decisions quickly. I know it sounds super cliche, but, like, you know, look at, you know, Tim Cook. He runs Apple, right? How many decisions do you think he has to make on a daily basis? He can't be like, I need to talk to my wife. I can't make this decision. Like, I need to talk to this person. Like, maybe there's some things he needs to consult people on. But at the end of the day, like, the most successful people in the world, they take the information in and then they make a decision on which way they want to go. And the people who are unsuccessful are the people who sit around, procrastinate, put the decision on other people. They don't want to make the decision, so they. They blame others, right? They don't take responsibility for their own actions. And like, those are the people who have the victim mentality of, like, oh, it, you know, I can't do this, or, you know, this happened to me, or blah, blah, blah, blah, blah. And it's like, you know, you just got to cut the. Sometimes, man, like, excuse my language, but, like, I think people just. They want a reason to not do something or not be successful at the end of the day. And, like, instead of trying and, like, really making the push to be the person they want to be or grow the business they want to grow. They'd rather put all these blockages in front of them because they just, you know, what if I do it and it doesn't work out? Right. Then I failed, quote, unquote. When in reality, you didn't fail. You just didn't succeed yet, and you're still working towards it and you're learning things. Right. But I think a lot of people get in their head, they're like, you know, I don't want to fail, so I just don't want to try.

Yep.

You know, and I think a lot of people have that blockage where they're like, I'm just not going to try because if I try and it doesn't work, then I look like a failure to other people. When, like, everyone gets there, like, everyone has that moment where they try something, it doesn't work out, they have to try again. But it's like, the solution is not to not try. The solution is to, like, keep trying over and over and over again and not avoid the decision, you know?

Yep. No. What's the, what's the saying? It's, it's not that you. Not how hard you fall, but how fast you get back up.

Yep, exactly. Well, and the other thing too is I think, like I said, people just don't want to take ownership for their own decisions. And so it really comes down to, like, if you want to grow your business, you want to be successful, you want to get to the places you want to be, you need to take full responsibility for your actions. And you need to take that full responsibility and say, hey, I'm going to make this work for me, not will this work? Like, the loser mentality is how can I? The loser mentality is like, will this work for me? The winner mentality is how can I make this work for me? And so, like, any program we've ever joined, like, we're like, how can I make this work? Right? And everything's a learning experience. The loser mentality is like, I did something. I half assed it. It didn't work. That didn't work for me. You know, ads don't work for me. It's like, they clearly do. They work for everybody. You just didn't make it work for you. And like, if you're complaining and you know, you're, you're, you're like, you had a bad past experience where something maybe didn't work out, look at the experience and say, was it me or was it the thing that I tried? And if you're really honest with yourself, Like a lot of times you're going to come back and say, like, it was me, I didn't make it work for me. Right. Because nothing is perfect. You have to make things work for you at the end of the day.

Yep.

JWeb how do you close the deal? That is a very long and open ended question. J Web Films. Very. I mean, if you want to, if you want to know how to close the deal, a good starting place would be to DM us or comment the word cheat sheet. And we'll send you a free cheat sheet. I have it around here somewhere. Hold on, here it is. We have a step by step up. Oh, there we go. Step by step walkthrough on how to actually close the deal. And so this is our outline. If you want that, just comment the word cheat sheet down below. We'll send it to you for free and then you can check that out. That's a good starting point for closing the deal. Hopefully that makes sense. Let's see. Can you also tell me how to convince small business owners that they need a social media presence? I started with a few local businesses and they were like, no, we don't need that. So number one, you're not convincing people of anything. You're asking them questions that get them to come to their own conclusions. So if Ethan's a small business owner and they're like, and he's like, you know, I don't know if I need a social media presence. I would say, Ethan, do you feel like more people knowing about your business would be a good or bad thing?

It can't be. It's got to be a good thing.

Okay, so then if you had a following of people who knew you, liked you and trusted you, do you think that would help your business or hurt your business?

I mean, I think it would help for sure.

Okay. And so do you feel like creating a social media, putting content out there, getting people to know like, and trust you would help? Do you see how that might be able to potentially bring you more leads and more clients?

Yeah, I mean, do I have to post every day?

Not necessarily. Right. And then you can get into the nitty gritty of whatever questions they have. But it's all around framing it to their benefit. And you see, I didn't tell Ethan anything there. I just asked him questions around what he thinks. Right. I see Esteban just joined. What's up, dude? How are you? Esteban's one of our clients. Yeah, just drop a, drop a cheat sheet down below, guys. If you want this, it's our full cheat sheet on the sales meeting. I think Esteban used it to close like 90k or something crazy like that a little while ago. Dude's a savage over there. Let's see. Can you also tell me how to convince. So, so hopefully that makes sense as far as, like, you're not convincing people, and especially in sales meetings, you're not convincing anybody of anything. You're simply asking them questions that get them to come to their own conclusion at the end of the day. And so that's all you're doing. So think of yourself as kind of like a psychiatrist. You're not telling them anything. You're just simply asking them questions that get them to come to their own conclusion. And yes, I will drop that down below. Let me grab the link for the cheat sheet on, for the people on YouTube. But yeah, hopefully it makes sense. Guys, let me grab this here. Great info, guys. How do you prove the model that the video deliverables are making them more money? So there's direct and indirect. Direct is going to be, you're running the ads, you have the metrics and you show them the metrics. Indirect is going to be, you don't have that, but you're helping them assume that. So if I said, hey, if we created content that got you X amount more views, like one of our clients, Juan, does like FPV fly through, fly through videos of like real estate properties. And he's gotten people like 11 to 20 million views on those videos. So he doesn't have a direct ROI, but he just says, hey, if we got like 10 million to 15 million views on this video, do you think that would bring you more leads for people who would buy this property? Obviously the answer is yes. And so like that's the way of indirectly doing it. And then the direct way is going to be obviously creating ads and setting up those funnels and systems that some of our clients do as well. Pull this up. Yes, here is the link, guys. If you want that cheat sheet, you can download it there. I just put that in the chat for everybody, so you can grab that there. Perfect. Awesome. Guys, we gotta run. Anybody else have any other questions before we we dip here? Could be around sales, getting more leads, getting more clients, how to price yourself, how to overcome mindset issues. If you guys have anything, drop it down below. Otherwise we got a role to some client meetings here. Let's see. I think that's it. Cool, guys. Also, if you want to learn how we actually help our clients, you can schedule a call@master filmmaker.com. we'd love to talk to you and see if we could help. And we will go from there. But awesome guys, keep being awesome. We'll do these every Tuesdays and Thursdays, so if you have anything, let us know. And. And we'll see you in the next.

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 carry on the top Sweet. Everybody.