Live Q&A - Scaling Your Video Agency

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What is going on, guys? Welcome back to another live. We are here and ready to roll with you guys to start getting you guys more leads, more clients, helping you scale your video business and all that fun stuff. We're live on Instagram over here on the left. I am live on YouTube, LinkedIn, Facebook, whatever. Not Tick Tock because Tick Tock sucks. But those main ones, that's mainly where we're live. So what's going on, guys? If you're just joining us, drop a comment down below. Let us know where you're. Where you're tuning in from. We'd love to know. And we're just gonna kind of go over some wins and then go over any questions you guys have around scaling your video business. So, Ethan, what's going on, man?

How are you? Good. What's going on?

Everybody ready to roll? How's this week been? Crazy.

Yeah, it's another. Another quick week.

Another quick week. Let's go over some wins. I'm gonna pull up the WINS channel inside of Slack here. Hi, from Dallas. What's going on, Ray? Over on Instagram here. Let me see if my Instagram's tweaking. Orlando, Florida, what is going on? Let's pull up these wins. Hold on one second here. Sweet. What else we got? What else we got? Where else are we calling in from, guys? Let's see. I'm gonna pull up some wins. Let me go ahead and present. Here we go. Orlando, Dallas. Where else, guys? Where else are we calling in from? All right, couple of wins. We got Kyle from the program loaded. Landed a 20, 23k deal for a one off video with a visitor's bureau, which is huge. Connor got a lead after posting two ads last night. It's huge. John Godwin, I know he has a deal. He's working on 24k retainer package now. He's be. He's meeting with the business Partner to close the deal. Brian here got his first ad up and running and just got his first two leads for 14 bucks a lead. He's meta. He's advertising to doctors in the. I think that's Texas, right? Htx, right, Ethan?

Houston, Texas.

Yep, I believe that's Texas. Yeah. We got people from Salt Lake City tuning in. I love it. We got Max Engager out in Salt Lake. I believe they're in. Are they in Salt Lake, Ethan?

I think so.

I think so, yeah. Got Connor. He has a lead that he's working on. James Drake has a lead that he's working on as well. Brian booked his first sales call from ads, which is absolutely huge. And Connor Eder looks like he's about to close a huge deal here with a solar company, which is awesome, which I love to see it. If you guys are just tuning in, drop some questions you have around scaling your video business, how to get more clients, whatever it may be, and we are happy to answer them. I'm gonna have a couple things I'm gonna go over here. Ethan, what would you feel like? Like, what do you feel like is some of the biggest mindset traps people fall into? Because I'm looking at a couple things here. It's like the things that come to mind for me at least are like charging per project, relying on referrals. And then I had one other one written down, just avoiding sales in general. But, like, what are some of the mindset things that you feel like keep people held back on your end? Like, what do you see when you're talking with people?

I think holding on to certain roles for too long, shooting, editing, things like that, you know, like we talked about, you know, oh, nobody can do it as good as I can. Or you just. You're not going to be able to do everything yourself and scale.

Yeah, yeah, exactly. And I think, like also just not being decisive enough is a big one that we've seen, like, you know, people who take a long time to either choose their niche or they're just like, they're worried about niching down. They're worried about picking prices. And it's like you have to move with some speed. You have to move quickly. And the most successful clients that we've worked with personally are people who move with speed. They move with certainty. They're ready to roll. Right. And they don't take long amounts of time to make decisions because, like, if, if you enroll with us or you work with us, like, we need to start hitting the ground running with like choosing a Niche, building out offers, building out price points, getting your ads live, starting to get some leads, starting to take some sales calls. Right. And if we are stalling on that, then it takes a long time for us to get there. Right. And I think sometimes that that decision fatigue or that I don't want to make a decision is something that a lot of people struggle with, you know? Know.

Yep. Yeah. I feel like they're trapped.

And, and the, the thing that's hard, I think that a lot of people don't talk about is like, you kind of have to just make decisions based on incomplete data. As a business owner, like, you're never going to make the perfect decision. And like, I think sometimes your people are waiting for all the information, but by the time you've had all the information, it's typically too late at that point. And so you just have to be really good at making decisions with incomplete data. That's it. Like, I don't have all the information. I'm going to make my best guess. And like, there's very few decisions that are irreversible. And so if you just make that best. Best guess, that best decision, then you do the best you can, and then you, you. You roll from there. Right. You. You make it off of the, the decisions and the information you have at the moment. Yep. Ray says, how do I get more clients? I'm a photographer and videographer. That's a loaded question. But typically what we do is we run ads with our clients. So like, we help them run ads to specific niches or specific verticals to get people to opt into their funnel, to then book a call with them, to then get on Zoom. Right. And then you sell them a retainer. And that's typically how we're helping our clients get clients. It's fairly simple in theory, but there's a lot of nuance to it. And then as far as, like, how that breaks down, everything is a funnel, right? So, like, if you get a hundred leads, maybe 50 of them are booking sales calls with you. Of the sales calls, maybe 30 of them show up. And then of those 30 people that show up, maybe you close 10 of them. Right. So then, you know, if I get a hundred leads, I'm going to get 10 clients out of it. And so everything kind of trickles down from stage to stage to stage. So that's typically how we're helping our clients get clients. That makes sense. Good question. Let's see, what else? What is the biggest mistake people make in sales, even?

Oh, there's a lot of them, I would say solution dropping and talking too much, not asking enough questions.

What do you mean by solution dropping?

Just like, oh, I can give you this and sell you that, and I have a solution for this versus, like, or I can sell you this, or, you know, I sell you short form. So you brand video versus, like, keeping a results focused approach to it and asking more questions about.

Yeah, I reviewed one of our clients sales calls yesterday and he was like, in the first couple minutes, the guy's like, hey, you know, what do you guys do? And he just immediately just like dropped everything that they did. Like, we do this, we do that, we do this. And what happens is you lose the frame in that conversation. And so what you want to do if someone's like, well, what do you do? You say, well, it really just depends, I guess. What are you looking for specifically when it comes to a video partner who can help you? You know, insert goal that you said you wanted to get to and then put it back on them. And a lot of people are not doing that. They're just typically solution dropping like you said, and just like, hey, here's what we do, here's how it helps. Here's everything we can do for you. And then they just like, they don't give. They don't actually do any discovery within the call, so they can't actually figure out what the clients need or what they want. Right. What was the other ones you said?

Like, just making too many statements versus asking questions.

Do you have an example of that.

Saying, like, I can do. I can get you more leads or I can do this for you versus asking what, what the goals are?

Right.

Like work basically, like working backwards. What are you, what are they looking for? Versus just telling them what they need.

Right? No, that makes sense. So just not, not if someone's like, well, how is this going to help me? You'd want to flip it back on them and say, well, how do you feel like it would help you if we were able to create this type of video, this type of video, this type of video, do you feel like that could help you get to XYZ goal? And then they say, yes. You say, well, why do you feel like it would, though? And then you flip it back on them and make them justify to you why they feel like it would work. Right. Someone says, what's the ad spend cost? I have a video on my YouTube channel, 3 Wing Productions on that. But typically clients are paying 5 to 10% of the total contract. So if you're trying to close a 10k deal, you're typically spending 500 to $1,000 in ad spend to get a $10,000 contract. And then just do the math if you want a 20k deal or a 30k deal or whatever it may be. Right. So that's typically what our clients are doing and that's what that looks like as far as, like an ad spend perspective. So. Good question. What was, did you say one other thing on the sales side, Ethan, solution?

Dropping questions. I'd say a big one is also just not knowing how to handle objections and just kind of taking things at face value. Like people say, oh, it's too expensive. That's just a statement.

Yeah. What does that mean?

Yeah, what is it? Is it like, too expensive? Like, you just actually, you don't have the money, like, the numbers are not in the account, or is it like.

You just don't see the value in it? Like, maybe it's like, oh, it's too expensive because I don't think it's going to work. It's just like this pretty piece of art that we're going to put on our website, but it's not actually going to help us grow. Like, that's different, right?

Yeah, it's like a. Yeah, $1,000 sweatshirt. Like, I can get one on Amazon for 20 bucks.

Yeah, it's like, that's too expensive. It's like, I have $1,000, but I'm not going to spend $1,000 on a sweatshirt. That'. Analogy. It's like, that's cool. But like, this one is like 30 bucks on Amazon. Right? So it's like, I'm not going to spend a thousand dollars on something, so you have to put it. But if it's like a sweatshirt that has specific benefits or like, maybe, I don't know, there's some special thing within it that you can't get for a $30 sweatshirt. Then they would then justify the cost more. It's the same thing with videos. Like, AI can produce videos now. Like, that's where, like, I think a lot of creatives are getting scared. Rightfully so. Because you have to actually learn the strategy side of it and how to use content to get your clients a result, how to run ads for them. Right. How to implement an organic strategy. And if you don't do those things, then unfortunately you're going to get left behind. Like, people are not going to pay. People are not paying 10 to 20 grand for a video anymore. They're just not. They're not doing that unless there's a specific strategy behind it, or there's a specific implementation pathway with the content to help them get more leads, more calls, or more sales. That's it. And if you can't do that, like, they're not going to pay for it because there's no. I think we're kind of exiting the phase. And maybe you can comment on this too, because you onboard all of our clients. But it's like, I feel like we're exiting the phase of where you can just create a video and then give it to the client and just be like, see you later, I'm good. Like, they're not gonna, they're not gonna move forward on that because that's not enough for them anymore. You know what I mean?

Yep, exactly. And then like we pro. We have a decent amount of our clients who will like help with the posting, like on social media. And then some people even run ads, which is super helpful because a. You make sure that the content is actually used correctly.

Yep.

It also helps with testimonials, especially with ads. You have super concrete guys.

It's. And I think some people are like, oh my God, it's so hard to run ads. It's like, it's really not that hard. Like the same system teach you guys to run ads for yourself is the same system that you can then use to just like sell to your clients. It's so easy. Like once you learn it, it's very, very simple to run it. It's not hard at all. And it takes. You can hire someone to do it on your team. You can bring in a position in house to do it. It's not that difficult to get that kind of stuff done. But it is a huge, huge thing for the client. Right. I think another thing is like, you have to be niche specific. You can't be. Long gone are the days where you could be like, hey, we create videos for businesses. Like everybody says that. Or hey, we create social content. We'll get you more views. It's like people don't care about that. Like the, the ads and the funnels that are working the best for our clients right now are the ones like Gage and max, who spent 10k to make 556k. And it's like they help cosmetic dentists only. And they help like they help cosmetic dentists in like three different states. That's it. And they've done over half a million dollars. I think they're close to 600 now. Right. So it's like you can scale to a million dollars with one vertical, like Technically, like, cosmetic dentists are like a niche of a niche. It's like, it's a niche of medical. Right. Because you could also go plastic surgeons or chiropractors or physical therapists. Right. They chose one tiny arm and they've done almost 600k. So it's like, what does that tell you about for most people when they're like, oh, you know, I don't want to choose a niche, or, hey, I just want to. I just want to stay general. It's like you're killing yourself by doing that because you literally blend into everybody else.

It can put a stop to the whole sales process, too. Like, if you're on a call with a cosmetic dentist and they see your testimonials, your past work, and see, oh, well, you do great work and get great results for lawyers. But I'm a dentist. I'm not sure if you can help me.

Yeah. Or like, you have lawyers, you have weddings, you have this brand film, you have this, like, golf course video. You have X, Y and Z. And it's just like, all this stuff. It's going to reduce their perception of how confident they are that you can help them specifically. Whereas, like, if you have a hundred case studies with dentists, it's going to make them a lot more confident. Right.

Yeah. When we love our medical analogies. So you don't see brain surgeons and heart surgeons and, like, they don't specialize in everything.

Yep, exactly. Exactly. Absolutely. I see you guys on the live. What questions do you have? Don't be shy. That's why we're here. You don't hear. You don't. You don't sit here to listen to me talk the whole time. I want to answer some questions. Help you?

Yeah, we got YouTube videos for that.

I have tons of YouTube videos. If you just want to listen to me, that's fine. My voice gets annoying sometimes. So I'm sorry, but you guys have questions, drop them in the comments. Let us know. Let us know what. What you. What you have around that. But yeah, I mean, the funnels that are working the best are like, I'd say medical home service law firms. We have clients doing, like, assisted living as well. So it's like, just be specific with the vertical. And you do a funnel of vertical. That's a funnel. Vertical. That's it.

Yep.

Pull up a couple other questions we might have. Let's see. How's the Braves game last night? They win?

No. And there was a rain delay.

Of course there was. That's the worst. Let me See, looking at some questions here, guys. Let's see, let's see, let's see. I'm waiting for you guys with questions. We can keep yapping. There we go. All right, we're warming up. Make Better Videos says, what's the number one type of video you offer first to a dentist? It's not usually one, it's a collection. So it's a, it's a retainer. So we're typically doing max engage. You doing 40k for 6 months right now is their typical package we're doing, I think it's like 10 to 15 reels a month. As far as just like short form, really basic reels. They do three ads a month and then they run the ads 40k. 40k for six months, which is. What does that break down to?

It's like six and six and a. Six and a half a month.

Yeah. So six and a half a month. They have 20 to 30 clients right now doing that. Yeah. So like I would say you can sprinkle in like a meet the Dentist video. You can sprinkle in like a tour of the office video. But the main ones you're gonna, you're gonna want to look at are like social, like short form reels, like 10 to 15amonth, three to four ads a month for variations. And then just testing those and then like they have like a six month for 40, another six month for like 50 or 60, and then another six month for like 70. And the difference between the basic, the medium and the high are going to be like extra content. So like you said testimonials too. Yeah, so like testimonials are going to be in the middle package and then they'll have like maybe a Meet the Dentist or like brand film in the top package. Right. So then they'll incentivize them to go with a longer term. So it's like, hey, Ethan, we have a couple of different options for your practice. We have a six month. They're all six month packages with a six month for 70k, six month for 60 and a six month for 50. Which one would you say you're leaning most towards? And then they'll look at it like, oh, you know, I really want the testimonials and the brand film. I'm probably leaning towards the middle one, which is going to be the 60 and then little hack when you sell that, they're going to say, is that up front or can I split that up? And we'd say most of our clients pay up front. But did you need Me to break that up for you. And then you try to get them to pay in full. We typically find like 10 to 20% of people will pay that upfront and in full. The other 80% are typically going to go on a monthly plan which is like 6k a month, 7k a month, whatever it may be. So hopefully it makes sense. Make better videos. Let me know if any questions on that and let me know if you offer, like, if you're working directly with those types of people and you're promised return on investment. I don't know what you mean by that. Are you saying to the dentist you're promising them a return on investment? Typically, no. Typically we're just asking them, do they feel like this can get them more patients? Because a typical cosmetic dentist patient could be like 10 to 20 to 30k. So we'll be like, do you feel like we can get you one to two patients in six months?

Yeah. Kind of guarantee up your sleeve in case you need. Unless you have to use it.

Yeah. And I wouldn't do a guarantee unless you actually have results and proof otherwise. You do not ever want to promise something that you can't actually fulfill on. That makes no sense. Don't do that. Right. But yeah, typically you're just putting it back on them and you're saying, hey, if we got you this many leads, this many, like, you know, if we got you a hundred leads, how many of those do you think you would close? I'd probably close like 10 of them. Okay, cool. So then how much is each patient worth for you? I don't know, anywhere between 10 and 20k. Okay, so let's do the math. And I do the math in front of them. I'm like, okay, so let's do the math. Like 10 clients at like 10 to 20k. That's like a hundred to 200k. Like, do you feel like we could realistically close 10 clients in six months? And then you let them answer. Right, so same thing going back to what you said, Ethan, it's like turning those statements into questions. Right? We don't want to. We don't want to ask them if they, like, we don't want to tell them anything. We want to ask them if they feel like this would work for them. If they feel like if they got this many leads, they would be able to close them if they feel like, you know, if they had this type of content, they could bring in more leads on more clients. Right.

Have them tell me. I think it is going to work.

Yep, exactly. Yeah. So let me know if that makes sense. Make better videos. And if you have any other questions, let us know. But that's going to be the main things that work really well for, for dentist clients. So let's see. Dentists use dentist. Dentists use dentist marketing firms. How do you align with them?

Them?

Well, you become a dentist marketing firm by niching down into a dental video marketing firm. That's what you do. And that's like you become that, that's, that's the goal. Like that's what Gage and Max did. So it's like you become the marketing firm and again, this goes back to like people. If you just want to do the videos and partner with the marketing firm, that's fine. That's an option. But you're leaving a lot of money on the table by doing that. Right? All you have to do is learn very simple ad strategy. That's it. Movement 365. You have been lurking on our lives. We see you every week and I love it. I love it, man. I love it. When joining your program, do you offer one on one consultation, strictly group? We have a couple different options. Right. So we have a main, our main program is going to be one on one with us, our three to four coaches, plus you get a CSM manager. That's our top program. That's our flagship. And then we have another option that is more of a group program where it essentially is group calls with six. Do we have 16? Ethan?

Yep, 16.

Ethan does a group call every day at 1. I do a group call three times a week at 3. Evan, our CRM and ADS manager does a group call every single day, Monday through Friday. And then Hakeem does a sales coaching call, role play, two times a week. So you get about 16 calls. Group calls every single week you get a slack community which is where all of our clients are. I can show you that here.

Oh, and there's a technical call on Wednesdays to get.

Oh yeah, yeah, with Jake. I forgot about that one. Yes, exactly. So like this is our Slack community. We have 259 people in here right now. This is our wins channel where we have all of our wins people are posting like Matt Stone with an actual sales call from a dentist. Right. So he's basically going through. You could watch this sales call and actually look at how he closes them. Yeah. And this is our whole, this is a whole channel with all of our clients and all the people that are currently working with us right now. Tori closed her second 45k deal. We got Tons of people in here and there's a lot of, a lot of value in just the community there and just being surrounded by other people. So not to get into a pitch fest, but that is what we do. And then we do help with offer messaging position. The main things we help with are creating your offer retainer based offer, what videos do you put in it, copy and pasting what, what other clients are already doing that have helped them close deals and go to 40 to 50k a month in their agency. And then we help you with setting up the ads, taking the sales calls, hiring the team, showing you how to build out all the infrastructure. So I would speak with Evan on that. So Evan should be able to text you. Just text Evan. He should be able to ask, I don't know specifically what. We book like 100 calls a week, so I'm not quite sure. But I would talk to Evan and he should be able to clarify that for you. Cool. Make better videos. Thanks. Absolutely. You got it. What other questions we have, guys? Otherwise we got to jump to a client call. It's really not rocket science. It's how do you get more leads, how do you talk to more people, how do you have more conversations? Right. If you want to do 50k a month in your agency, then we figure out how many calls do we need to book, right? So let's say we book. Let's just do the math. Let's say we book 50 calls a month. 50 of those 50 calls, let's say 70% of them show, so that's 35 calls. Let's say of those 35 calls you close 25 of them, that's 8.7 calls. Let's say each client you close is 15 grand. So 8.75 times $15,000. That's $131,000 right there. Right? You booked 50 calls, so you just have to reverse engineer. How many calls am I booking? How many of them show up, how many of them close? What do I charge? And then you reverse engineer that to how many units or clients you want every single month. And I think the biggest issue a lot of people have is you just don't have a system for getting calls. That's pretty much it. Right. So not rocket science. Hopefully this is helpful for you guys and if you have any other questions, let us know. Otherwise we're going to jump. If you want to learn more about how we can help, there should be a link below this video. Or you can just keep enjoying my free YouTube videos. I have a bunch of stuff on there on how to scale your video business. So with that being said, guys, we will see you in the next one. Let me know if you have any questions and we will catch you then. See you guys.

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.