Scaling Video Business 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, mama seeing where we came from? You ain't gotta wait up, Never gonna slow back they can't take us down? There's no reason to fight this feeling? Cause I love this life and the future's bright and there's no reason to fight this feeling, yeah, love this life, yeah, love this life, yeah, love this life, yeah, love this life. I won't wait around for the curtain fall? Life is not a race, it's all one big show I can see it now that the truth is cold Feels like letting go Cuz I love this life, yeah, feels all right and there's no reason to stop believing yeah, love this life and the future's bright. Your love is life Cuz I love this life. It feels all right and there's no reason to fight the screen yeah, love this life, yeah, love this life, yeah, love this life. I'm feeling like a brand new me. Brand new, brand new. 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 cherry on the top Sweet. Everything around me is looking up it's like it's what you make it I'mma celebrate it I'm feeling like a brand new me for the very the 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 A old me didn't know what I was missing. See him so clear, got that 2020 vision it was in me all along. All I had to do was listen to that heartbeat on the side of my chest. The little voice in the back of my head singing one day you'll be living a dream, you'll see I'm feeling like a brand new for the very first time I Foreign.

What's up, guys? We're back.

What up?

We are back. Ethan's popping in in a sec. I got Evan Andrews here. The man, the myth, the legend. What's going on, guys? How are we?

I am doing swell. It's raining here.

Oh, really?

Supposed to be super rainy for the next couple of days, so at least it'll be cool still. And it's not hot yet.

Yes, sir. Absolutely. If you guys are tuning in, we're Answering any questions about how to scale your video business. If you have questions around pricing, packaging, how to increase your lifetime value, how to get more clients, how to get more retainers, we'll kind of start this off with more so of a us going back and forth and just like starting it off that way. And then questions you guys have, let's go ahead and drop those down below and then we are happy to answer those for you. So if you're tuning in, I have Instagram over here on my left, and then I got LinkedIn, YouTube, Facebook, all that Jazz over here on my right. So any questions you have, let us know. Pop Ethan in here. What is up, dude? How are you?

Good, we're doing good.

Well, cool.

Guys.

What are we seeing so far? Like, what's. What's the trend this week? What kind of questions are you getting in the coaching side? And then we can kind of answer any questions people have as those start to come in here.

I think on my end it's just been mostly like ad scripting, things like that after maybe the first or second round of ads, a little bit in how to revitalize scripts, maybe make them a little bit better.

Yep.

Outside of that technical stuff on the back end, like trying to find the right audiences, things like that. But, you know, mostly around this. I would say the scripting aspect of ads has been my biggest thing so far this week.

Some of the biggest, like the best ads I've seen and our clients have run are ones that lead with the hook is social proof in the beginning. Right. So it's like a client case study or a client result or some client got this result with their content and then it leads into the promise and it leads into playing on the pain points and then the solution and then the call to action. Right? So like Max, for example, they closed another 48k deal last night, but it's like their ad is like Dr. Davis, which is one of their clients, right? Saying, hey, like, we're packed out with content or packed out with patients, like, we literally can't take on more people. And that's the first, like 5, 10 seconds of the ad and it goes into, hey, what he's talking about is we're going to implement this content solution into your business, blah, blah, blah. And then he goes into the rest of his ad.

Right.

But you believe it because there's literally a doctor saying that it helped him crush it. Right. And there's a lot of fluff out there when people see ads. So the way you get your ad to Stand out is by literally leading with proof. Right. I think that's something super underrated. I don't know what your thoughts are, Evan.

No, 100%. I mean, it's, it's just the validity in somebody else saying it rather than you just say. Because we can all say whatever we.

Want to make a lot of promises.

Yeah. So if you have somebody else out there or you have multiple people, it's just like that kind of snowball effect that I think is, is the strongest leg that anybody can stand on.

Yeah, absolutely. I think, like, and if you don't have client results, then get client results too.

Right.

And that's, that's, that's key. Number one. People are like, well, how do I get those? It's like, well, you know, that's something we help you with. But like, you got to get clients results. Otherwise you can't just promise things and then not fulfill on it. Like, that's completely unethical and it's not what we do. Right. So that's super, super key as well. So ads obviously, like getting those right, going through a couple versions, making sure you're testing, making sure you're iterating, not giving up after the first round. What else do you typically see, Evan?

I mean, you're talking about in, in terms of ads specifically.

Can be anything. Can be. Ads can be like, why are, why are people not seeing the success they want? You know?

No, I mean, I think I spoke about, I think I spoke about this a little bit last week, but it was just, it was honestly testing enough in creative variation. Now there is like a weird fine line that I've noticed of if your spend's not big enough, it doesn't make sense to have a certain amount of creatives, which. That number is not set in stone in any way, shape or form. But there's kind of a range that if I know what your budget is, hey, run maybe this amount of creatives at a time. Kind of try and figure it out from there. But, but yeah, I just see too many people maybe come in and run one or two ads. And then it's kind of like, hey, nothing happened. And it's kind of like, okay, well, yeah, I could probably tell you why nothing happened.

And then the next thing is like, when you're starting to get those qualified. Sorry, cameras bugging out here, when you start to get those qualified leads. Right. Then it becomes a sales issue.

Right.

And so you're not, if you're not good at sales, it's like people misdiagnose the problem to where they're like, oh, it's a. It's an ads issue when it's really. You need to get better at closing issue. Right. Like, we've talked to our clients about this as well. But it's like, don't send a proposal. Go over the price on the call.

Right.

All the structure we have for the actual sales process. And it's like your ads could not make any money if you don't get the sales process down. You don't lock that in.

Of course. Yeah, it's all a stepping stone for sure.

And then when you do, you get results. Like with max, close the 48k deal last night by just calling the leads that are already in the system from people who opted in and expressed interest. Right. Or like Brandon, I just did a case study with him. He's at 40k a month right now in his video agency from just doing home service companies and just getting really good at closing. And it's closing rates like 60%. Right. So it's like, it's all. It's all a pipe. And if anything is broken or leaking in the pipe, then you don't get as much water across the line as you really want to, if that makes sense.

100%.

That's key. I see you guys on the live. What questions do you have? As we're kind of babbling on over here, Ask us any questions around scaling your video business. Like, what kind of things are you struggling with? There's no stupid questions here. So drop those down below and we'll. We'll continue to go through that. But, Ethan, what are some of the. The problems people have as far as sales? Like, what are they doing in these sales calls that maybe throw them up?

Yeah. And one of. I mean, one of them is not even related, like directly to the call. Kind of piggybacking off of Evans is just not calling your leads quickly enough. Like waiting three or four days to reach out to them, and then they may forget who you are, what time you call.

Yeah, dude, imagine how many pieces of content they're getting served. I don't even. I would love to know the stats on that. Do we know that? Evan, do you know how many pieces of content the average person sees in a day?

Oh, no, but I'm sure Chat GPT could tell me.

I'm gonna look that up right now.

Probably hundreds at least.

So, yeah, I think it depends on the person. But yeah, I mean, on average, hundreds for sure.

So most estimates the average person sees between 4,000 and 10,000 advertisements per day. And that's across television media, social media, billboards, online ads. Like all of those.

Yeah. Some of it's so subliminal now that you don't even realize it.

And so, like, if you're not calling the leads right when they come in, speed to lead is key. I think it was like a study Harvard did. If you don't call the lead within the first five minutes of them coming into the system or reaching out to you, it drops off by, like, 400%. The likelihood of you getting them on call and then closing them after that, which is huge. It's a huge, huge amount. Yeah. I mean, and so. So just not reaching out to the leads. Ethan, anything else that people are kind of not doing.

I would say, like, discovery is a big thing that I see people struggling with. You know, obviously you can identify the problem. That's pretty easy. You know, you just ask about that one. Just digging in further than just like, hey, why do you want to solve that? And then also, like, what happens if we don't?

Consequence. What's the cost of inaction? Yeah, yeah.

Making it a need and less, you know, more of a need and not like a nice to have.

Yeah, absolutely.

Let's go.

A couple questions here. So Two Doors Productions. I already know what I need to do to scale, but struggle with accountability. I realized what I truly need is a supportive community to help me on track. Do you have a question within that, or do you. Would you like us to maybe comment on that? Maybe. Evan, I don't know if you want to comment on people who've gone through the same kind of struggles or maybe.

Oh, yeah. I mean, there's. I mean, for the accountability factor, I mean, obviously that's person to person. Right. Like, we know that there's a lot of people in the community here where it's like, you don't really have to keep up with them. They're. They're really good at coming to us and saying, like, I've done this, I've done this, I've done this. But then we have the other people that are kind of like, okay, we need the touch points. We need the touch points. You got to touch them. Got to make sure everything's going the way it is. And there's people that fall kind of in the middle. Right. But I think the community. The biggest thing that I help, I think helps with the community aspect is if you're somebody that gets that fire lit from under you by seeing other people around you do it, then that's Where I think the community comes in big also too, where, like, when you're not able to get, like, coaching direct. Right. They kind of. The community kind of supplements with, you know, errors or trial and errors that they've had or whatever. And kind of if you have a hurdle in front of you, I don't necessarily have to answer the question. You or Ethan doesn't have to answer the question. There's plenty of people here who have probably experienced what they're going through and can answer that question kind of for them. And it's kind of like you have a hundred coaches.

Yeah, right. Well, I mean, looking at our community right now, I'll tell you how many people are in there. 237 right now in our private mastermind. And so, like, I know Brandon's gotten this question a lot where, like, he's at, you know, 40k a month in home service. Like, if you're in the home service industry, you can go to Brandon and, like, ask him questions around that specifically. Right. And then I think the other side of it that really helps people that I've heard a lot in the case studies that I record is like, it's raising the mindset of, like, I can actually charge this much because you're seeing people closing deals in the wins tab of the community every single day. And so when you're seeing that, you're like, oh, shoot, I can charge 40k for this, or I can charge 100k for this, or I can Charge, you know, 200k for this or whatever it may be. Right. And you're just, like expanding what you think is possible because a lot of times with like, with like, price and what you think you can charge, it's all based on, like, what your mental limitations are because you just have never charged more.

Right.

And so you think you can, but there's really just this invisible glass ceiling thing right in front of you. And you can do it. You just think you can. It's like the elephant. The elephant that's tied to a tree with a little rope. That elephant can rip that tree right off. Right, right. Doesn't think he can because obviously he's, you know, he's been mentally conditioned to think he can. So it's the same thing with pricing.

Right.

So 100%, man. I mean, the community side of it is really huge. Just getting around people who are doing more than you is usually like, I. I try to surround myself with those types of people all the time as well. So. Yeah.

No. 100.

Yep. Ethan, any final thoughts on that before we go to the next question.

No, no, hit the nail on the head.

Cool. Beck says after initial sales call proposal, what are your recommendations on the follow up schedule? How long do you wait in between calls? I'll give my thoughts and then we can kind of go around the room and everybody can give, give some thoughts here. So typically we don't do like, depends on how you structure it.

Right.

So if you do a sales call, if you're doing a two call close, that's fine. But you do the initial call, that's the discovery, and then you say, okay, we're going to put something together. And then you schedule the next call. And then usually on the next call you go over the price, you go over the proposal, you go over the terms, you answer any questions, you, objection. Handle the best you can on that second call and then you try to close. And if you don't close, you, you get a calendar commitment for the next call after that. And so a big mistake a lot of people make is they're like discovery call and then I'm going to email a proposal and Beck let me know if this is you. There's no, no shame. We're not going to judge you too hard, don't worry. But like, are you, like a lot of people will do the discovery and then they'll send the proposal right afterwards over email and then wait to hear back. The problem with that is you have no leverage as the business owner anymore because you've just given away all your leverage over email and you don't want to. Objection. Handle people over email. It just doesn't work. Right. So you want to be there to answer questions on the phone and go over the process. And then as far as scheduling the call after that next sales call, when you pitch price, I try to go for like two to like five days max. If somebody is like, yeah, can we schedule this in two weeks? Then like major red flag. They're probably planning on ghosting you and you want to get that objection first on the call. Be like, hey, no worries. Like, is something coming up for you? Or maybe this isn't aligned with what you're looking for. But Evan, I see. Nodding your head any.

No, I, I'm just agreeing. I mean, I, I wholeheartedly agree with you. I mean you can usually tell pretty instantly if somebody's gonna ghost you or not. The signs are, are relatively easy to spot, but getting that commitment is, is just, this is the most important part. Yeah.

And I don't care if you get five calendar commitments but like, get. And this is what I preach to everybody in the program and it helps them close deals, get a calendar commitment. So if someone's like, hey, I want to think about it, no worries. When do you want to schedule the next call? And then schedule the call and then go back into the conversation, say, hey, I know you said you wanted to think about it. What specifically within what we went over do you feel like you need to think about? And you go into that and you try to alleviate any of those concerns or at least figure out what's going on before you leave the call call. Because a lot of that stuff is a smokescreen. And you need to know like, why they're asking that you know what they're saying. And like, you don't want to leave the call with no clarity on like what they're actually thinking. Because thinking about it is not a real objection. It's just.

Well, yeah, because I mean, they're not going to get any more information anywhere other than the call that they're currently on.

Yeah, so. Exactly.

Yeah.

Beck says 100% me so far.

Yeah.

I mean, dude, you could probably scoop another 20 to 25% of sales, like increase your close rate by like 20 to 25% by simply just doing everything you're doing in the proposal, but going over it on a call, like, that's it. Like, because when I'm face to face, I can conquer objections. And then if they want to think about it more, that's fine, let's schedule another call. And then I just keep going over it on the next call. If you don't get that call though, then you're, you're in that follow up chase and you're like, hey, I'm just checking in. Hey, did you get the proposal? Hey, what are your thoughts on that? Hey, do you want to, do you want to buy? Hey, do you want to give me your credit card? And it just like puts you in a weird position and like there. You know what I mean?

Yeah.

Ethan, any other thoughts there?

No.

Only thing I would add is like, you know, sometimes it just depends what the objection is. Like if it's like, hey, I need to go find the money, right. Then that timeline could vary there or, you know, but like in that situation, you could try to get a deposit. Try to, you know, like get agreement taken care of and just get some form of commitment. Yeah, yeah, Just stair step them up the ladder. Like agreement, deposit, full payment. Just some form of commitment.

Yeah, exactly. Beck, let me know if that makes sense. If you have More questions. Happy to answer those as well. Thank you so much. Absolutely, man, you got it. Evan Moore, you suggested outsourcing post to Philippines, which I am hesitant to do. Sales is easy for me, but finding good editors has been hard. They're either cheap and no good or expensive and I make no margin. Evan, you want to start this one?

Well, I've kind of experienced both. So I mean, really, honestly, it's just about, I mean there's so many of them out there. It's kind of like batting practice a little bit at the end of the day, like you just have to go through them. I mean you can, you can do what you can to, to go find them yourself. I don't know if anybody's like me, but like every day I probably get hit up by seven editors.

Yeah.

Every time I post a reel, like.

Yeah, editor hit me up.

Right. So I don't, I don't have that problem of like going and finding them. Like they come my way all the time. But overall outsourcing is going to be the way that you're going to, to grow. Ultimately.

It's usually, it's usually they're like people are not doing enough volume of interviews to find the right people.

True.

Right. That's you, you have to do 10 times or your sops are just, or your sops suck. So it's two things. You either are bad at training, right. And you know, set clear expectations, do the what, the why and the how. So what you're going to do, why you're going to do it, how you're going to do it, or you're not taking enough volume of interviews like you take. You took two or three interviews and then you picked one of one out of that. Like it usually is 10 times the amount of volume on the interview side. Like that's been my experience with not even just hiring editors, but hiring salespeople, hiring CSMs, hiring coaches, hiring like you have to do a lot more volume than you think. And then the other side of it is like you need to think about what kind of content are they editing. So if it's long form stuff, I would do a US based editor. Like if it's story based cutting, emotional based, cutting brand videos, longer form content, stuff that requires like intellect as far as like pacing and stuff like that. Yeah, I would 100% do somebody in the United States interview enough people and then find the best person. And then to solve the margin problem, you just need to charge more. So labor becomes 25% of your total margin.

That's Right. So I was going to say is if sales are easy, you probably have a pretty high close rate. So you have.

That's what I was going to say as well. Yeah, so. So Evan, I'm curious man. Like, do you know your close rate? Because if you do drop it down below. But if your close rate, like if you talk to 10 people, how many of those would you close? If you can drop that? If you're still on. I think this would be interesting because one of our clients, well, both of our clients, Brandon and Max, both have like a 60% closing rate. When I see a close rate above 40%, it means that typically your price is too low. Right? Which compresses the margin. It means you don't have enough margin to hire the right people. Yeah, you just said I close 80%. 250 revenue average job is 25k. Yeah, dude, like, like just up your price. Like, like just up your price. Like 80%'s insane. Like I would want your, I would want your close rate to be closer to like 25% and your average job to go up to, you know, 50 or 75K.

Right.

And so if I can do that, then I can manipulate it because right now like you just are, I mean, are you doing all the editing yourself as well? Let us know. I'm curious because like right now you have a bunch of leads, you have a bunch of jobs, but you're handicapping yourself in terms of growth because you don't have enough money to hire someone or hire someone good. Right? You can't afford a level talent. 50, 50 on edits. Like you need to get yourself a. Out of the editing. And then if you're at 280, like typically people cap at like 300, 350 when they're just a one man band and have a couple of helpers. Right? So you got to decide like do you want to get to a million? And if you want to get to a million, what you need to do is hire a full time editor, up the pricing, drop the close rate to like 25:30. You won't close as many people, you'll have less people, but they'll, they'll be at a higher amount of. And then you hire a videographer, you hire a csm, and then you start to scale to 100k a month, 200k a month, whatever you want to get to. Right. But you can't do that with your current margins. What are your. You might not feel comfortable telling us this and that's fine, but what are your Current margins right now with like the actual projects. That's what I'd be curious about. And you don't have to tell us if you don't want to, but that's fine. I just based on what you're telling me, your close rate's way too high. Like you shouldn't be closing 80, just your price too low. That means everybody's saying yes. Right? And that was a good call, Ethan. 100, like doing 280, because you could probably do 500 if you got to 75k per project. And then that closing rate gets cut in thirds varies depending on crew size. Yeah, yeah. You just have to be okay with more people saying no. And then you have more money to hire better people. And then you also make more margin when you charge more. So it's price is one of the biggest levers. You can just pull and pull down and then you can start getting way more profit and then be able to scale even further.

So.

And something I see with some of our students too is having too much like crew cost for just like if you're going to do short form content, you don't need to pay, you know, $2,000 a day in crew. Like you could do it. You should honestly just do it yourself.

Well, yes. Or you should charge more and have enough margin. So like the average margin for your kind of business, Evan, is like you should be paying 20 to 25% on labor. So like if you make 100k in a month, 20 to $25,000 goes to labor. And then you usually, I mean, with our model, it's more. So like you'll spend another 10 to 15% on ads. Right. And then you're left with obviously, what is that, 30, 40? So you're left with 60% margins. Our business as a whole. Right. So you want to look at like, how much did you make? If you made 280 last year, how much of that went to labor and then how much of that went to other costs? And what does that P L percentage breakdown look like? And then basically plugging in being like, okay, my labor is too high or I don't have enough to pay those people, so I need to charge more. So let me know if that makes sense. Evan, you said most of your leads come from Google. Are they like SEO? Like, is it people organically searching for you or is it paid SEO? Is it paid Google search? Like, how are they coming in? That's what I'd be curious about as well. I'll wait on that answer. We'll Come back to that. But yeah, let us know if that's helpful too. In regards to the sales funnel you build, are you having your clients create a playbook or what? Are you hooking future customers with some form of value? It depends. There's two different types, right. So there's an indirect back and there's a direct. Indirect is like using a lead magnet. So a free playbook, a free PDF, a free whatever. Right. That's, that's what we would call it. Indirect. Right. When you have an indirect thing, you basically have more people coming in, but they're more like on the freebie seeker side, which is fine if you want high volume of leads and cheap leads. Right. And then the other side that will help with is more of like an offer direct funnel where it's, hey, if you're this market, we're going to help you do this thing or you know, whatever the guarantee, if you have one is. And then you're just attracting people who are already ready to buy. So it's a smaller population, higher cost, but better quality. So there's. We have both, if that makes sense. Let me know if that makes sense too. And then Two Doors Productions, I think you were asking the same question. Involves an outgoing message that provides value. No, so it starts with ads. So we just, we help our clients run ads, basically. And then we're basically setting up a backend system as far as the CRM, as far as calling them, texting them, getting them to self schedule, getting them on the calendar and then selling them on a retainer model or retainer, which gets consistent recurring revenue, if that makes sense. That's essentially what we do. Sorry guys, I'm talking too much. Evan. Ethan.

No, I mean you hit the nail on the head there. I mean the inbound system aspect of it is the most important part because it frees up all the time.

And it's intent based too. You're not reaching 100.

Yeah, it's not, it's not cold calling.

Like we don't.

Yeah. Because cold stuff is.

Cold sucks. Yeah.

You have no leverage.

You want to waste a ton of time and make.

Yeah.

Do cold outbound.

Yeah.

Sorry.

It's not fun.

I hate it. I didn't scale my business with cold outbound. I just teach things I actually do. So like, I don't do that.

People that work, like secretaries and whoever is typically picking up the phone, I've heard that some of them are actually like trained and told to just turn away cold callers.

I worked for a company where I was the person to answer the phone. I mean, this is like right before the job I had before I came into Master Filmmaker as a student, I was a customer service and designer and I had answered phones. And everybody that came through, if they asked for the person in charge of whatever, that wasn't. It was like, I mean, yeah, it was just, oh, yeah, they're not available right now and you don't give their email and you don't give any sort of contact info.

That's crazy. Let's get it through a couple more questions here. No, it's all organic. I have a good amount of reviews. People in my industry. Okay, yeah. So if you did Google Ads and you got low quality leads, here's the misconception a lot of people have is they say, okay, I tried ads one, one time. And not saying, I'm not saying this is you either, Evan, but this is just what people, People say, like, they're like, oh, I tried ads one time, but I got really shitty leads. And it's like, it's. It's a couple reasons. It's A, the targeting is off. B, the ad doesn't call out the target pain points of the audience. C, you're targeting a broke audience. What am I on C? D, your. You don't have proper filtration in your lead form. So like, you don't have conditional logic built into the lead form where if somebody comes in, answers the wrong questions, they get booted out. And then you're training the pixel to look for more unqualified people. That's D, what am I? A, B, C, D, E, E, E is. We also just like didn't go through a proper nurturing or sales process because, like, you're gonna have some people who come into the funnel who are like not ready to buy right now. And we need to nurture them with emails, automated email sequences, automated content. Like, if you guys are on this right now, this live is a form of nurture, right? You might have seen one of my ads, right? You came into the funnel, you opted in maybe an appointment setter or a salesperson talked to you, right? And then you still have some questions. You're kind of on the fence about whether or not you want to work with us or not. So then we do these lives, right? And then these lives answer questions. You get to know us more. We're real people over here. At least I am. I don't know about Ethan and Evan. Like, like, you have to have the right nurture systems also to just bring people more in, into the seat, like to get to know like, and trust you. Right. So that's, that's another side of it as well. They're not going to be the same as people who are just organic who are like, oh, I know so and so you worked with them. Like, I'm just ready to pay you money because the problem is you can't scale off of that. Like, you can't scale off of word of mouth and referrals because like it's capped. Whereas if I can go to a blue ocean of millions of people and start converting them, I can start to scale even further because I have a wider audience of people that I actually know how to convert. Right. And then I can scale that thing by just spending more on ads. That's essentially the, the idea.

So.

Yeah, but you also have no control over organic either. Like with ads, it's just a knob that you can turn up and down.

Yeah, absolutely. 100%. Let's see. Got a lot of questions over here, guys. I'm going to try to rip through these. How do you guys go about hiring for your teams? It depends on who. So editors, if you're doing like a Philippines, like you're hiring somebody from the Philippines, I'll give you the the short TLDR. Go to online jobs. PH put out an application. Be super specific. Get 100 applications. Take 10 people out of those that you like, do a group interview and then select two to three of those to do a test project where they like do a test edit or something like that. You see the quality and then you pick the one or two people you like the most and then you hire that person from there. That's like the tltr without me spending a ton of time going over it. Beck totally going on Evan's comment. I've interviewed a few and the quality is just not there. Yeah, you have to interview more. Like, you just have to do more. Like you have to do more volume. That's. It's the non sexy answer. Like you gotta take. Instead of interviewing three people, you have to interview 20 or 25 or 30. It's the same thing with people who run ads. Like if you launch two ads and it doesn't work, you have to launch more ads. Like I've tested and launched hundreds of ads. Like, but no one wants to do that because it's not fun, it's not sexy. But that's what gets results. Like you volume negates luck at the end of the day. And Evan, I saw you talking about this on one of your Shorts as well.

Yep, 100%.

Just like really making sure you're doing more. Right. If I wanted to work with your team, how could I submit my work to you guys? You can go to our link in bio on Instagram. There should be a form to submit there if you want to learn more about what we do and how we help. Thanks for all that you do, guys. What books and coaching programs have you used in the past that have helped you learn what you know now? Evan, Ethan, this one. You have to give one other than ours. It's super biased when you're like, oh, yeah, dude, ours is.

No, I mean, I've learned.

I've.

I've read, obviously, her Moses stuff. There is a good book that I read by a guy named Sabri Subi called Sell Like Crazy. What else have I read? Mindset stuff that's just good in general. There's one called Shift. Happens by a guy named Robert Holden, I think is his last name. It's just about, like, when things aren't going your way, how to, like, kind of stay in the right mindset of things.

Well, and I've just, like, I've. I've Hormozy Cyber Subi, Dan Henry. Like, I've taken a lot of that, and then I've also just gone out and I'm doing it literally right now. So, like, if you're learning from people who are not doing what you're. What you want to do, like, that's.

That's a problem.

Right. But I'm just literally testing new ads, testing new funnels, testing new copy, testing how to hire better sales team members, how to train better salespeople, how to hire a csm. Like, I do all that right now. So I just, like, pass that on to people that are in the program as far as, like, this is how we do it. And like, this is what I'm learning. And like, this is my own experience and, you know, and picking and choosing.

What works for you. Because that's kind of what we've done is just.

Yeah, like every program I've ever joined, I join the program, I do exactly what they say, and then once I get results, I then iterate based on that and I say, okay, like, I did this, I got some results. I'm happy with that. But I think I could iterate and do it better. What a lot of people do is they join a program and they don't follow the program and they try to iterate before they have success and then they have those issues. Right. But like, Ethan And I have joined a lot of programs. Every program we've ever joined, we've always gotten like a 30-40x ROI off of it because we just make it work. And if you come in with the mindset of, like, I'm going to make it work, you're gonna make it work, right?

Yep. And even just some of the smallest things, like, it wouldn't. Wouldn't even be like this new sales process that I found out. I was. There was one. One.

There's that one question we got from somebody and they were like, yeah, it was like, do you need a payment plan? And we had. Had. We had been taking a lot of sales calls and they were going. They were going fine. We were just getting a lot of pay plans, so we weren't collecting as much cash. And the coach that we were working with was like, hey, why don't you just say, do you need a pay plan? I was like, okay. And then I think we did like 30k in a day after we did that. I was like, oh, that's. That's good. It's like little tiny things sometimes that really make a huge, huge difference. Yeah, it's those little. And it was like, with Roman, one of our clients, he was like, I'm gonna send a proposal. I was like, don't send a proposal. And he closed 140k deal. Because he did it over the phone instead of sending proposal.

Yep.

A couple more questions. I know we gotta run here, guys. We have a niche that doesn't understand the power of video compared to other industries. How do you best communicate roi? Beck. What industry? What niche is what I would ask. And then I'll come back to that one book I always suggest is good in a room about pitching, networking. Yeah.

Sick.

I love that dental. Beck. I'm gonna. I'm gonna. I'm gonna give you some hard truth here, man. One of our. The client max that we work with right now, they do dental, like, mainly. So it. I guess I would ask you, like, you're saying there's not roi, but there is. How can you show them? The ROI is what I would challenge you to think through. Like, I don't think he asked. What's that?

I think that's what he asked.

How do you. Well, he said, yeah, so we said we don't have a. We have a niche that doesn't understand the power of video compared to other industries.

How do you communicate?

Yeah, okay, sorry.

So.

So get case studies with your past clients. Ask them what they actually did with the content. See if you can get them to quantify the numbers that they landed through working with you, and then use that in your ads and use that in your copy and use that before your sales. Call Evan. Anything else there?

No, that. I mean, that's totally it. I mean, some people are so stuck in their ways of how they've been doing things for years and years and years, and it just compounds. I mean, my mom works for an orthodontist, for example, and, you know, she told me a big way of how they do most of their stuff, and none of it is really related to almost anything digital.

Okay.

Not even like, Google or anything like that. I mean, they're very, like, community heavy because, like, it's.

Then it's braces.

So it's like kids, elementary schools, like, that's like their bread and butter. They don't really go outside of that. It's just how. I mean, conveying the message is just.

Like one of our clients, his ad for dent for dentists, literally, like, is a dentist saying, hey, you know, we used your content, and we're literally packed out for months or packed out for a month with new appointments and new patients. And then he slapped that. Slapped that as the hook on the ad. And then the rest of the ad is him going through his pitch and then that. That's like their best converting ad. They spent like two grand, and they've generated almost $200,000 off of that one ad. And so, like, go back to your past clients, see what you can get as far as case studies and results. And, like, for him, he didn't even say they made money off it. They just said, we got packed out. And so, like, that as the hook. And then that's like their top performing ad. So I would say, like, go back through and do that. Yeah, you got it. Absolutely. Becky, any other questions? Guys, we gotta dip here in just a sec. What else? What else we have? I got like, two minutes here. Good questions today, guys. We do this every Thursday, so if you have questions, we're live on Instagram, LinkedIn, Facebook, and YouTube here. Let's see. Okay, cool, guys. Well, if you want to learn more about what we actually do, you can either. You can click the link below. If you're on Instagram, you can go to my link in bio and schedule call with our team, see if we can actually help. And if you need anything else, let us know. Guys, we'll. We'll keep doing these, keep helping you guys out, keep bringing good questions, and we will see you in the next live see you guys.

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