Live Q&A - Scaling Your Video Agency

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 Dancing to my own big carry on the top Sweet. Everything around me is looking up if life is what you make it I celebrated I'm feeling like a brand new me for the very first time I'm meant to be I'mma tell everybody I'm feeling like a brand new me Brand new, brand new, brand new brand new Cloud 9 I just took a little visit and the old me didn't know what I was missing Seeing so clear got that 2020 vision it was in me all along All I had to do was listen to that heartbeat down the side of my chest the little voice in the back of my head saying one day you'll be living a dream you'll see I'm feeling like a brand new me for the very first time around where I'm meant to be.

Oh, loop is on, baby. The loop is on. And the countdown kept going back and forth. What's going on, guys? Ethan, what is going on, man? How are you?

Good. How's everybody doing?

Good, man, good. I'm getting. How do I get our thing changed? There we go. Perfect. Got it. Now we are live, guys. We're live on Instagram, YouTube, LinkedIn, Facebook, all the things. And we're here to do a quick Q and A, see how we can help you guys get you more clients, help you scale your video agency. For context, we've worked with over 700 video agencies to date, one to one. And these lives, we just do these every once in a while to answer any questions you guys have. So if you want to let us know, start off by letting us know. Where are you listening in from in the chat? Go and put that down in the chat. Let us know. And we would love to know where you're caught, where you're calling in from, listening from all that jazz. Ethan, how's the week been, dude?

Good, Good. It's a busy week this week.

It's always a busy week, man. We got lots of clients coming in and getting help, scaling their agencies. I'm gonna go ahead and pull up some WINS here. Let me find our WINS channel. Pull this up here. Yeah, drop a comment down below. Let us know where you're calling in from. We would love to know. And I'm going to go through some client wins. There we go. Can you guys see this?

Okay.

Yep.

Sweet. All right, let's jump in. So number one, what do we got? We got Steve recorded his first case study, which I love. Ariel Martinez just got his first direct phone call from a law firm who saw his ad on Facebook. First lead since launching ads less than a week ago, which is huge. John Godwin launched ads for his client, got a decent roi. Now they want to upgrade to a year long retainer with him as opposed to just doing his three month package, which is huge. I love that. Let's see what else we got. Ace has his first discovery call. Abraham got his first two leads from ads, which is super awesome. Cameron is working with a attorney, getting his proposal call lined up to get him closed. Tom closed. Or got a couple of their client testimonials, case studies, which is huge, which is great to see. So those are some of our wins from just the past couple days, guys. And if you guys have any wins, drop them down below. We'd love to know what those are. Got people calling in from Malaysia, Ontario, Canada. What else we got? Olympic Peninsula, Washington State. Huge. Love it. Toronto. A lot of Canadians up in here, guys. I love it. Love the Canadians. What questions do you guys have around scaling? We'll kind of yap a little bit about a couple things that we've been seeing over the past week or so with clients and then we're happy to answer anything around. How to get leads, how to get clients, how to set up an inbound system, how to close clients at a higher price point. So if you have those questions, let us know down below and we are happy to answer those questions and make sure that you guys are good to go. Hi, from Florida. Love it. What part of Florida are you in? I'd love to know. Let's see, what else? What else? What else? Perfect. Yeah, a lot of Canadians, but yeah. Ethan, what's something that you've been seeing a lot this week with the clients and some things that you've been kind of seeing with like either struggles or, you know, wins or things that you've been seeing from the clients. At this point.

I would say like follow up has been a big one.

I was gonna say that.

Yeah.

Especially like if you, you know, if you're running ads or even do an outbound, like just having more than one touch point, your first one should not be your last one.

Yeah, I was talking to a client about this on my coaching call yesterday and it was like, you know, someone had, they were getting a lot of booked calls from ads but their show rate wasn't the best. Right. So I was like, what are you doing? Pre call and they're like, oh, I just have those automation reminders going out before the meeting with them. I was like, well that's the first issue is like everyone knows that those are automated. But then what you want to do is just start a conversation over text. So if someone books a call with you on your sales calendar, don't just like sit back and wait for them to show up to the call. What you want to do is say, hey, Ethan, saw that you booked a call. Like text them on iMessage number one. So like use your, use your actual phone, like imessage. Because people respond to that better. Text them on imessage. Hey Ethan, saw you booked on my calendar for tomorrow. Saw you have, you know, XYZ type of business. Looking forward to chatting. What, what are some of the kind of biggest bottlenecks that you're running into right now when it comes to creating content? And then I can send over some either helpful case studies or trainings that might be able to help prior to the call. Right? I'm starting that relationship, right? I'm starting the conversation. I'm having a bit of like a back and forth with them. You just kind of keep that conversation open leading up to the sales call. Because then when you get on the sales call, it's like, oh, hey, what's going on man? It's good to see you again. Like you've already kind of talked with them. You have a relationship built instead of being like, hey, what's up? And then you're meeting for the first time on Zoom, right? And I tell human touch, like my friends that are on dating apps, tell me about that. Right? It's like you text them leading up to the appointment. Like leading up, you get to know someone a little bit before you go on a date with them. It's the same thing with a sales call, right? You don't want to just show up on the sales call and it's like, hey, who are you? What do you do? And then it just is kind of weird. Weird interaction. Right? What are your thoughts on that?

Yeah, no, you got to have some sort of human touch point warm up period.

Yeah.

Like you're saying everybody knows they're automated. Hey, are we set? Are we good for a call tomorrow at 12:00'?

Clock?

Yeah, everybody knows those are automated.

So yeah, reaching out, you're not providing any value leading up to the appointment either. You know what I mean?

When you also might find out that they're not qualified either. Before the call.

Yeah, yeah. And you can get to know the person, drop Them, case studies, drop them info, drop them some sort of training prior to kind of warm them up based on their specific situation. But I think the biggest thing is like personalization. How do you personalize the experience as much as you possibly can? Because you're going to get a better conversion rate when you can personalize that experience to somebody in their specific problems. Right. And I think a lot of people forget about that is like you're talking to people, you're trying to close people, they have issues in their business, you need to get to know them and what those issues are so that you can actually start to like drive results within the call and get them to where they want to be.

Right.

Let's see, as a historically white label production asset type person, not having a lot of salesperson experience, what is the starting point for establishing, Maybe give us a little bit more context there. I don't know exactly what you mean by that. I know what you mean by white label, but not having a lot of sales experience. I get that. But what do you mean by like starting. Starting point for establishing, like establishing what specifically was getting hiccups on these calls, man. And if you mean like establishing like as far as the call flow, the call flow should just be intro, rapport, discovery. Where are you at? Where do you want to be? Build that gap, right? And then it turns into diagnosing what is the main problem here are the things that are happening, right? And then, and then from there it's just turning that into actually turning that into a call. Right? And turning that into a, into like here's our packages. Our packages relate to these problems. Here's how it solves the problem. And then turning that into a sale. You said sharing historical content is NDA. Yeah. So if you don't have any existing content that you can share, I would say doing work at a discounted rate or for free in order to get some case studies to kind of build up that, that pipeline of people that you've worked with in the past, right? That's going to be huge. See what else he said. Establishing credibility. My work has always been white labeled. Yeah, I get what you're saying. Okay, so number one, pick a niche, right? Ethan, what are some good niches that we should be picking?

Service companies like general contractors, you know.

Blue collar kind of job, medical law firms, any kind of high ticket service based industry. Pick a niche. Like we help service based businesses, you know, grow their, their business through content. Right? That could be an example of a niche. And then you want to go to A couple of those types of businesses offer the work at a free or discounted rate, get case studies with them, turn those case studies into, you know, obviously case studies like record, hey, we helped this company do this XYZ thing. Amazing, great. Now you have credibility within that niche and then you can then upsell the people that you got a case study with into one of your longer term retainer packages. Right. So that's kind of how to start from ground zero. I don't know if you can share any of your previous work. If you can't share like any of your previous work, that's where I would go. If you can, then I would try to use that existing work as a leverage point to go from there. Right. To be like, hey, we, we did work for this type of company, xyz, you can use that as a jumping off point. But if you don't have that, I would say get as many case studies, like 2 to 3 within the niche that you're trying to service to say like, hey, we worked with, you know, this service based business, this service based business, this service based business. So then you can actually have that credibility. Right. No one's going to trust you if you've never done work for someone who looks like them or someone in their industry before.

Right?

Yeah.

Which is huge.

Happy dad of three said ever reached out to a law firm and they say they don't think it makes sense for them, but they're willing to give you the opportunity to convince them otherwise? Yeah, I mean, that's sales all day long. Right. So it's like if they don't think it makes sense for them, we need to get clarity. Why do they feel like it's not gonna. It doesn't make sense for them. Like what specifically do they, do they not see the value? And I always interpret any sort of objection that a client gives me as, I don't think this is gonna work for me. Right. That's always what it leads back to. So figure out within the conversation that you've had with them, why do they feel like it's not going to work for them? Or why don't they see the value? And then how can you explain the value to them so they actually feel like it would work for them and it makes sense for them. Right. So you have to figure out what is the kind of tipping point or point where they don't have any clarity. Ethan, anything to maybe add to that, what he might be running into?

No, I think, I think that makes sense. Or did he add onto this got a different question. But no, that all makes sense. Like you said, it all just comes back to, I don't think it's going to work for me. What part do you think it's not going to work? Also depends if they know the price or not, because that will drastically inflate the. Their objections. Like it'll just exponentially, you know, because then we've got. I don't think it'll work. And that's a lot of money now too.

Yeah, absolutely. Yeah. Big, big help would be, I have a construction company turf client that would allow me to run ads. I have a meeting with an orthodontist tomorrow. That's awesome, dude. Yeah, I mean, I would say definitely running ads for your clients is the easiest way to get them results and show some sort of roi, which is absolutely huge. And just taking like a, a big hack you can do is take the organic content that you've posted for them, look through the pieces of organic content. Which pieces of organic content had the best reach and got the most traction. Take those pieces of organic content and then run those as the ads, and you'll have really high success with that because you already kind of tested pieces of content organically. And then now that you know it works organically, you can take the winners of that test and graduate that into running them as ads. Right. So that's, that's kind of, excuse me, a little bit of a hack that you can use with like running ads for your clients. Thank you for these calls. They're very insightful. Absolutely.

Yeah.

Let us know if you have any questions. We just do these because we have a couple, you know, we have 30, 30ish minutes a week where we can kind of help you guys out and kind of give you a window into what we do every day, their clients. What else? What else? What else? But yeah, Pacific Northwest cto, let me know if that makes sense. But if you don't have anything, we would help you come up with case studies, come up with specific people that you can target for those case studies, do the work at a discounted or free rate, and then turn that into someone who could also pay you on a monthly basis on a consistent basis. So let's see, what do we have on Instagram? Ocala. Someone's calling from Ocala. Love it. What other questions do we have? Guys, I don't want to just yap about nothing the entire time. I can yap all day. I don't want to do that to you guys. When creating a case study for a One off client turf company. How do you get them to allow you to run an ad for them? How can I turn that one piece? How can that one piece turn revenue? You just ask them. Right? So how do you. How do you get them to allow you to run an ad for them? I would just say, hey, guys, we have, We've created some amazing content for you. You know, I would love. We're launching this beta program where we're actually running ads for our clients. I'd love to know if you guys would be interested in that. And if you don't have any case studies or results with it, I would just do it for free for the first client, run the ad, and they just pay for the ad spend. So I'd say, like, I don't know if you'd be interested in it, but we've had a lot of content that we've taken and then run ads for our clients. Like, we can take that, run it as an ad so we can start getting you consistent leads from the content. And the way you would actually physically set it up is you would take the ad, you'd put it into Facebook ad manager, you'd get access to their business manager, you'd run like a Facebook lead gen campaign, run it as an instant form, and then I would just put conditional logic questions in that instant form. So then it qualifies out people who are not a good fit for them. And then they just call the leads as they're coming in. Right. And then, you know, a month later, two months later, you say, hey, guys, what were the results of those ads? What did you see?

What.

What were the results? Oh, you know, we had, you know, 10 leads come in, we closed three of them. We made this much money, boom, you go in for the case study. This is how we helped this turf company, orthodontist roofing company, generate 50k in one month. Right. And then now you have a case study. So that's ultimately how you do it. I'm gonna walk into businesses today and cold pitch to local business owners. Any tips? Yeah, I wouldn't pitch anything for a price necessarily, because the cold pitching doesn't work that well. I would do some sort of free little intro offer that you'll do for them. Get your foot in the door, then you upsell them into something else. So I'd say, like, hey, guys, we're working with some local businesses in the area, and you can name drop some of those other local businesses. And then I would say, we're working with some local businesses in the area in exchange for a case study. We're doing one free video, right? You go in, you get the free video, and then you basically upsell them from there. So I would offer the free video in exchange for a case study because now, you know you're going to have a very high take rate on that, especially if you go in person. And then you have three to four of those case studies, and now you. No one has to know you did that stuff for free. And now you have three to four case studies with local businesses that you can then leverage to go to other people to get them to pay full price.

Right.

I mean, Ethan, you've seen that time and time again with clients doing that. Like, it's an absolute game changer, A big hack.

Yep, yep. No, I agree with you. You shouldn't pitch anything paid just walking.

In cold because they don't know who you are. They didn't ask you to pitch them. Right. It's like you're going to have a very hard time getting anybody to close, especially when you don't have any results. Or, like, if it's not saying you don't have results, but, like, it's just going to be difficult to do that because. Because they don't know you yet. You have no relationship with them.

And you might. You might not even be talking to a decision maker either.

Yeah, exactly.

And it's likely you won't be. Cause, like, if you go to, let's say, a dentist, they're probably with patients at the moment.

Yeah, Yep. Absolutely. Cool. Let me see a couple more questions and we gotta wrap it up here, guys. Let's see. What other questions do we have? But yeah, you have to really build. You have to build some trust. It's like going up to someone on the street, which is literally kind of what you're doing, and saying, hey, will you pay me 15 grand? They'll be like, no, I don't know who you are. Provide some value first, right? Get a case study, do something for them. And then you get. Then you go for the ask, right? You have to give them something first before you can ask for anything in return. Whether that is a free video, a free reel, a couple of shorts that you make for them, build that value first, then ask for something in return. That's huge. All right, guys, I think that's it. If there's any other questions you guys have, let us know. If you want to learn more about what we do at Master Filmmaker, there's a link down below. I got a bunch of YouTube trainings on our YouTube channel. Happy to help there. And with that being said, guys, we will see you in the next one. See you guys.

See?

Yeah. Yeah. Let's go.