Scaling Your Video Business in 2024 - Live Q&A

Sa, Sam. Sa. It. All right, guys, what is going on? We are back for another live. I have the man, the myth, the legend, Ethan Seabock over here, one of our coaches who helps with all of our clients. Offer sheets, their sales process, dialing in their lead flow, everything like that. And we're testing out, doing. Doing more of these lives. So drop a comment down below if you guys like this. We'll do more of these to help you guys out. And really, we just want to answer any questions you have around scaling your video business. How to get more leads, how to make more sales, how to price correctly, how to do contracts, how to do anything like that. When it comes to the business side of running your business, that's what we're here for, and that's what we help our clients with on a. On a daily basis. So that is what we do. So, Ethan, anything top of mind, we'll kind of go through some topics. I know we got some comments and some questions in the channel here, but I have a list of stuff in my Monday board of just constant questions I get. Is there anything top of mind for you? You want to go?

Nothing at the moment. I've been talking a lot about, you know, some cold outreach, you know, scene per usual. I know we talked about last week kind of, you know, taking a look at profit margins and everything with packages to make sure, you know, you're still taking things. Taking some. Yep. Some cash home after, you know. You know, if you have editors or.

Shooters that you're paying to recap that. I mean, 70 to 80 gross profit margin is what you should be shooting for on your packages, your retainer packages. So, like, if Your package is 10k, right. For it's 10k a month or 5k a month. Let's say it's 10k a month for even numbers. You only can spend 20 to 25% of that on labor for other people to do the work. So, like, you have $2,500 to hire the shooter, to hire the editor, to hire anybody else. You need to complete that project so you can stay within line, within your margins. Right. So super, super important. Let's dive into some questions, though. I got Daryl here all in with your program. The question I have is, will this help a business like mine create for clients so I don't have to use social media? Daryl, if you can give us a little bit of, like, elaborate on that for us a little bit. So, like, we. What we do with our clients is we help them set up an inbound system. So either using some sort of paid traffic to get people coming in. They watch some sort of ad, they go into a value video, they book a call on your calendar. Now I think it's, you know you're always going to need social media because it's there for a reason. Like I would still be using social media but I. The system helps us generate leads and generate calls without having to necessarily. Without having to necessarily be posting every single day organically on social media. Right, so that's the idea there. But elaborate on that a little bit more you said from my business discuss topics already. Yeah, no worries. Elaborate a little bit more on what you mean on that. Happy to get back to you on that one. Let's pull up another one here. We got Nick, Great to be here. Had a meeting with Danny. Yeah dude, absolutely. If you have any questions or anything for us we work with the clients every single day so feel free to ask any questions you have and we are happy to answer them for you. And then we got jbond media pulling trigger a 97 CRM someone what to expect. Yeah so basically with our CRM that's like one small piece of what we do in our entire program. But the CRM is essentially preloaded with like all of our full coaching clients. Get that. But the CRM is essentially loaded with all of the automations follow up sequences, systems, funnel pages, landing pages, everything that We've used across 412 video business owners in our program. So like you can definitely get it on your own. We don't necessarily always recommend doing that. We usually recommend you either get our help or get somebody's help with it to set it up because it's kind of like having a camera without understanding how to actually use the camera. Hopefully that makes sense. But if you have any questions on it, drop them below. I'm happy to chat about it and happy to answer anything you have there. But back to Nick. I don't know if you're still on here dude, but what is kind of the biggest bottleneck in your business? I'd love to kind of talk through that and help you alleviate anything on this call while we have some time and while you're getting back to us on that, I'm going to pull up a couple questions we have from the school community here. One of them is, let me see here, how do you go about pricing revisions in your contract or proposal? It's a really good question. I typically do two rounds of revisions max. So like you do two included and those need to be submitted within about two weeks of the delivery of the video. So if I deliver the video to Ethan and he's my client, typically what we want to see is they get back to us with those two revisions within two weeks of working with us so that we can get that stuff done. Anything beyond that typically charge a little bit more for that. So you can price it however you want, but anywhere between 2 to $400 per revision on top of each one of those revisions. That way you don't have clients just endlessly asking for revisions, if that makes sense. That one of our questions. Let's see what else we got. Anything you're working through with clients right now, Ethan, on your end?

Biggest thing has been, you know, offer sheets, just tweaking it based on, you know, pain points of the client, you know, especially after. After a discovery call, because we can have, you know, set packages going into a call. But I want to make sure, you know, that the. That the shoe fits. Essentially. Also just helps the. Helps the sale be a little bit easier.

Absolutely. Yeah, 100%. I'm pulling up a couple other questions here. Oh, here's a good one. How do you manage clients, and what systems do you use to manage those clients? So what I recommend for our clients is they get a Slack account and basically put each one of their clients in an individual Slack channel. So then they have one mode of communication and communicating with them. And so with that, you typically just put them each in their own private channel. That way you don't have constant emails, constant text messages, constant calls. We just use. We have all of our clients use Slack for their clients. So then when you get a new client, you literally just make a new Slack channel. You name it, the business and the client's name. And then from there you're typically just communicating completely through Slack and then through Zoom as well. So then you just use Slack and Zoom. No more email. No more text messages. I just absolutely hate email. And I know you do too, Ethan. It's just. It is literally horrible. Yeah, yeah.

It's just, you know, there's one. One known spot to communicate with each other and just takes out all the guesswork, too.

Yep. 100. And so we use Slack for that. And then we'll use. Our clients will use Monday.com to do a lot of the tracking as far as the activation points and then the projects themselves. Here we go, Nick. Let's see. Biggest struggle as of late is cold outreach. Not hearing back from cold outreach. A lot of our growth is organic through word of mouth. Nice. Okay. Yeah. It's pretty typical. As far as the. As far as cold outreach, like, how much of that are you doing on a daily basis? If you can drop a comment below, I'd love to know. But when it comes to just doing cold. The problem with cold outreach, right? I'm seeing if my iPad will charge here so I can draw some stuff for you guys. I think it's charged here. I'll pull this up in a sec. But the problem with cold outreach is that it is there's no intent. And so, like, if I'm reaching out to Ethan and he's never heard of me, I. Ethan has all the power there because I'm not the one reaching out. Like, I'm the one reaching out to Ethan. And so if I'm like, hey, Ethan, like, work with me on this project, there's no intent. Whereas when we set up an inbound system, the whole point of that is there's intent, right? So, like, if somebody's reaching out to somebody's, you know, they see some sort of ad, right? They click on it, they book a call with you. If somebody books a call on your calendar, the thing that I really love about that is you have all the power, right? So, like, if somebody's booking a call on your calendar, you have the power. You can say, hey, Ethan, what made you want to show up today? And what made you want to book a call around creating content for your business? Right? And so then I can flip the script. Whereas when you get on a call with somebody that you called outreach number one, it's just really difficult because you can't use that same frame. And in sales, frame is everything. And so, like, if you can't say, hey, what made you book a call with me? Then it's just really difficult to be able to control the frame there, right? And so that's why we just. I'm not a huge fan of cold outreach. It can work 100%, but you have to do, like, hundreds, if not thousands of outreaches to get any sort of result, right? So that's. That's the key thing there. But, yeah, I'd love to know, like, how many are you doing? How many clients are you typically getting on a monthly basis? Like, what does that look like? And then also, Nick, I'd love to know, like, are you doing retainers or are you doing, like, one off projects? Because that's another huge thing there. We got some other questions here. I'm going to charge my iPad a little bit more.

Cool. I was going to say on the on the second half of that statement as well. The. The word of mouth, you don't have ultimate control over that.

Yeah, word of mouth's great, man. You can close. I can close deals with word of mouth all day long. I love it. But the problem is, is it's not. You can't crank it up. And the reason we like an inbound system in ads is because once you start getting leads and you get the system to work, I can literally just crank the volume knob on it and get as many leads and calls as I want on a daily basis. Right. And with word of mouth and cold outreach, that's just a little bit harder to do. And so that's why I don't necessarily prefer word of mouth cold outreach as much, just because it's really difficult to be able to get. To get people coming in and to scale it. It's not a scalable client acquisition channel, if that makes sense. So let's see. Not doing them daily. Nice. Okay. Yeah. Potential clients struggling with content they're posting and branding. Reach out. Yeah. And there's nothing wrong with that. It's just we want to fill in the spaces and we want to make. We want more leads. So we want to be getting leads on a daily basis, on a weekly basis. Calls on a daily basis, on a weekly basis. Right. And so we want to be getting those because that helps us with getting more, obviously, more leads, more calls, more conversations equals more clients. And so we want to have a tap or like a system that's repeatable, that isn't relying on you reaching out every single day, if that makes sense. But yeah, drop any other questions you have on that. That's really good. Let's see, Daryl, what I'm trying to do is reach out to people. Take a package that I have. Why am I having issues. If this program. Yeah. So, Daryl, with this, I don't know if I fully understand the question, but with this, we want to just make sure that we're understanding this. This leads me kind of into the sales portion. So, like, what we want to do is we want to build a gap of where they are to where they want to be. So when this is. The other thing I want to talk about is what a lot of video creators are doing and video providers are doing is they're basically reaching out to a client and they're saying, like, hey, do you want a video? Whereas, like, we're not in the business of creating content. We're in the business of solving problems with that content. And so in the sales Conversation. You need to, there's, there's a couple different parts of a sales conversation. Right. But it's, we have intro rapport, we're building, hey, how are you, you know, what's going on? Build a little bit of rapport. Are all the decision makers there partners? Right. And then the next thing after that is discovery, where we're figuring out what is their current, current situation and then what is their desired situation. And so we want to figure out, okay, this business is at, let's just say, you know, $200,000 a month and they want to get to $500,000 a month. Right. And so that's the gap is 200 to 500. And then we want to ask them something around. And this is just obviously you can go into our training and our YouTube and our school group for more info on this stuff. But like obviously like our, we want to build a gap of where they are to where they want to be. And then outside of that, want to figure out what do they feel like is stopping them from getting there. Right. And so we want to build that gap of where they are to where they want to be. What's stopping, what's stopping them from getting there. And then you want to plug in your product or service, which would be content, into how it's going to help them get there. Right. And the minute that you can show them that if you create this content, it's going to help you get more views, get more eyeballs, get more leads, get more calls, like indirectly or directly, if you can show them, you're going to make them more money. And how you're going to close that gap on that 200 to $500,000 every single month, then if you're charging 100k, you know, for six months or a year, that's a no brainer. And we've had plenty of people who close. Like one of our clients, Matt Williams, back in the day, I think that was like a couple months ago, closed $124,000 deal with a outdoor, I think it was a knife manufacturer because he built that gap, you know, you remember that one, right, Ethan, I think you helped him with the sales call on that.

Yep. Yeah, with sales call and the, the packages as well.

Yeah. So like half the equation is getting consistent leads. The other half of the equation is understanding how to turn those leads into clients and build a gap. Because the bigger the problem you can solve, the more money you're gonna make. Right. So that's super, super important. Let's see here, we got A lot of questions. I'm going to try to go through as many as I can here, guys. Definitely not looking to do them daily. Oh yeah, sorry, we already answered that one. Here we go. Right. We're looking for consistent calls from businesses that are looking for us, not them. Exactly. Yeah. So like when you're reaching out, you lose all the power in the conversation because you, not that you look needy, but it's more like, hey, you know, I want to work with you versus someone wanting to work, you know, reaching out and working with you. So it's like, it's the same kind of analogies as like dating if like a girl reaches out to you or a guy reaches out to you, like you have more power in that situation because they expressed interest first. Whereas if you're reaching out, then it's a fact of like you're expressing interest first. You don't have as much power in that situation. So land in here. Can you give me an example of one off projects that wouldn't be a mix Example of one off projects that wouldn't be a monthly retainer? Like that 48k feels like a mix of the two. Yeah. So like a one off project that wouldn't be a monthly retainer. I mean you could do like a brand film. So like a brand film for 12K. 10 to 12K. A one off. That's, that's an example of a one off. But we really want to try to get recurring revenue because what that does is it smooths out our, our monthly income. Right. So like we want to make sure that we have retainers and recurring revenue because you don't want to have to start back at zero every single month. It's a really, really tough place to be and it's hard to have payroll and overhead and expenses and a team if you don't have consistent, Consistent revenue.

Yeah, anything.

Maybe you can speak on that too.

Yeah, I was gonna say. Yeah, it helps. Especially you know, also when it comes to building your team out as well. Because if every month is a giant question mark, I don't know if I need a full time editor.

Yeah, I mean I was talking, I won't say who it was, but we were talking about one of our clients that just onboarded with us recently and he was having issues with his margins and we were looking at it and he basically was paying an editor. How much was it a month or a year?

Five to six thousand. A month?

Yeah, so he was paying an editor like five to six thousand dollars a month and he didn't have the projects or the workload or the revenue to support that. And that kind of segues this in. Let me see if I can get this connected for you guys. I love drawing on my iPad here. So give me one sec, guys. Drop a, drop a comment in the chat. If you're getting value from this too, I'd love to know. And if not, let me know and I'd have, I'm happy to adapt it and make sure that you get value out of this. Let me see, let me pull this up here. All right, one sec, let me connect this. Excuse the technical difficulties here, guys. Oh, I see. One sec. But Ethan, you want to talk more about kind of profit margins and what people should be shooting for?

Yeah, so you know, I try to keep. Because like if you're, you know, starting out, you know, as a one man band, try to keep everything in house for as long as possible. Because then we start, you know, kind of dipping into, obviously start dipping into the margins from there. But then, you know, as your time starts to dwindle, then we got to start to outsource things, whether it be, yeah, sales, editing, shooting, project management, all that kind of stuff. And then as the team gets bigger, you know, so your margins are going to get smaller. Right. So but like talking about earlier, trying to keep it within 70 to 80%. But then we start factoring in, you know, multiple, multiple team members, marketing, all these different things and then, you know, definitely starts to eat into your. To your margins. But yeah, 70 to 80 is a good, is a good rule of thumb to shoot for.

Yep. But that's going to be gross profit margin. So that's basically when you're. You sell a package without any other incremental costs, you should be at about 70 to 80%. So like if we break down what a normal P and L should be. Right. So if we have revenue here, we should have about 20 to 25% of our total revenue. As labor, we should have another 15 to 20%. And these are just higher numbers. But 15 to 20% should then be going towards like advertising and marketing. And so we shouldn't. With this specific client we were working with when they came on. Well, there's actually two clients. One of them was doing a million dollars a year. I won't say who it is, but one of them was doing a million dollars a year, but they were losing money. The other one was doing like quarter million to like 300 to $400,000 a year. And he was, they, they were very low on the margins and the reason that was was because he was spending way too much money on labor here. And so he was spending closer to like 70 to 80% on labor, which was huge. So we adjusted that his margins immediately went back up. And so that's super, super key. So you want to make sure that you have the right margins, the right packages that give you the right margins. And it was funny because the other one who was doing a million dollars a year, they were mainly selling large like brand films and brand content. But it just wasn't structured the right way. Right. Ethan, I think you worked with them on that offer, I believe, right?

Yep, exactly. And that's where the retainers versus the one offs like we're talking about not only helps with hiring but also gives you predictability on a month to month basis and then you can budget for things like labor and marketing.

Yep, 100%. Daryl, cold outreach is not working for me. It'd be great to have clients come. Yeah, absolutely, man. I mean cold outreach is great and it can work. And I'm not saying it doesn't work. It's just not what's going to get you to like a seven figure business. Unfortunately, like any seven figure business runs off of some sort of inbound system where leads are coming to them because it's really hard to then twist and take that pivot into more of like, hey, I know you, you know, I know I reached out to you, but like let's switch this into like you buying from me and you lose a lot of leverage when you do that. Right? So super, super important, Nick, example. I tend to lead with an industry, websites, great browsing, nice updating, that's good. But the only thing I would say there, Nick too is like we want to pivot into more of a problem as well. So we want to figure out like what is better content, what is better video, what is better content for their website going to actually do for them at the end of the day? And so what is the, what is the outcome? So we want to sell based on the results. We don't want to sell based on the deliverables. That's another key thing. And so what a lot of video agencies are doing is they're selling based on the, they're selling based on the deliverables, not the outcome. And so the perfect example I've I use of this and Ethan's going to get tired of me saying this every single time, but we bas like think about Delta, right? Think about Delta's commercials. Delta Airlines, do they sell you on how Comfy the seats are. Do they sell you on how nice the snacks are? Do they sell you on how you know how much leg room you have? No, they sell you on connecting with the world and they sell you on going to beautiful destinations. And that's the same thing your clients want, right? Like, I say this all the time, and I love content. I love creating cinematic content. I'm a DP at heart. Like, I love that stuff. But the problem is, is clients are not buying cinematic content. What they are buying is they're buying either more traffic, more revenue, indirectly, you don't have to promise revenue, but like, they're buying. They're buying more money or like a larger outcome. And to kind of illustrate this, let me go back over to my trusty iPad here. Still working out some of the kinks here. Let me see if I can go to one screen. Here we go. Okay. Sorry, Ethan. I'll be back to you over there. So, like, there's three outcomes that people pay for, right? And so you have money, you have relationships, and you have health, if I can spell. Let's see. All right, cool. And so any offer which in. If you're in business, you're making an offer to someone else, right? Any offer that you're creating has to fall into one of these three categories, right? And so with us, like with wedding films, if you're doing wedding films, you have a relationship outcome. If you're like what a lot of our clients are, you're in a make money outcome. And so whether it's directly or indirectly, your clients are trying to make more money with your content, that doesn't mean we have to promise that they're going to make more money, but indirectly, when they're paying you, you know, like, one of our clients just closed a $44,000 deal for three months. Again, I won't say I think it was Ben. I already did the case study, so I can say who it is, but it's Ben. Ben Roberts. He did a 44k in three months with that company. They're paying 44k and they ended up paying it in full. But like, they're paying 44k because they want to make more money from the content that Ben is going to create for him or create for them. They're not paying for just cinematic content. And so the more you can relay that within your sales process, the easier it's going to be to then close that deal. Right. Let me pull us back here. Cool. Let's see. Landon. Right. I just remembered you saying that you had both monthly and other projects. Absolutely none. Yeah, so like brand films, testimonials. But the real, the real kind of juice, if you will, is going to be in the retainers because you're able to, you're really able to ma. You're matt, you're maximizing the LTV when you have those types of retainers. And so go back to my iPad one last time and then we'll answer some more questions here. So like for example, let's say you have a client that comes in and they pay you 10k, right? That's the one time project. So if you have a client who comes in, they pay you 10k, it's one time. But then you upsell them to a 10k a month retainer and they stay for six months. If all you did in the first instance is if all you did was you paid 10k or they paid 10k and then they stopped, the LTV here would just be 10k. But here, this LTV is 70k. And so you're making way more per customer and the more money you can make per customer, the more you're going to win business at the end of the day. And so you really want to be looking at that. And so that's why retainers are so important because this also gives you consistent revenue. Right. And so you're able to get that revenue on a consistent basis as opposed to having to worry about where your next 10k project is coming every single month. Let's see, I am getting value added to this as it is. Work with this. Yeah, absolutely man. Just dm, DM me or someone from our team will reach out to you if you want, if you want to chat and we're happy to chat. Let's see. Thanks for doing this. Do you guys have a LinkedIn funnel system? How much could cost system? So we use a lot of different systems. We do use LinkedIn as one of our systems and so that's stuff that we go over with our main clients. But as far as like a LinkedIn system, we have different systems for connecting with people and then pulling them into value Video system, the inbound system. So then they can then book a call and then work with us if that makes sense. JBond Media signing clients on quarterly retainer oh, good one. I like this one. So what should their paint? When should their payment be made? So here's what we do. Let's pretend. Do you have a price point for that? JBond? You can put that in the comments, let me know. I'll do a, I'll do a test pitch with Ethan here. I'll show you. I'm gonna write it out. Let me know if you have a payment or you have, you have a price for that. 8,500 per quarter. What is in. What's in the package? Because you should probably charge more than that, if I'm being honest. It's a little low. One full film. Okay, but what do they get? So you said one full film day. But like, what do they get out of the film day? Like what, what content do they actually.

Is that, is that per month or is that one day?

Yeah. And is that per month or is that just per quarter? Per quarter. Okay, and then what is, like what are the deliverables? Is it one video per quarter? Just let us know. While I wait for you to get back one of the following. Okay, cool. Yeah, let us know.

I would also be providing a diagnosis based on their pain points rather than letting them self diagnose and pick. I would make the recommendation as the expert.

Exactly. So you figure out like, what is the pain point they're solving? Like what, what is the problem they have? Hey, we want more traffic to our website. Okay? So to get more traffic to your website, Ethan, what you're going to need is a B and C video. And what we do is we do a monthly version of that every single month. And so to do that, it would just be 15k or it would just be 44k for 3 months. Right? If it's a 3 month package. And then what they'd say is, they'd say something like, well, is that monthly? Or how do you, how do your clients typically take care of that? And so then what you do is you can then chunk down if you're saying, hey, it's 44K for three months. And if they're like, well, is it monthly? Or how do people typically take care of that? Then from there what I would say is I'd be like, well, most of our clients pay up front, but if you needed a payment plan, we could talk about possibly doing a payment plan. And so you want to always pitch the first full price first. Like you want to figure out like, what is the, what's the full package? Package price? And so like if yours is 8, 500 a quarter, then you'd want to try to pitch them. I'm assuming you're doing a full year. You'd want to pitch them the full year. And then if they need to break it up into payments every single month or every single quarter. Then you can do that. But you'd be surprised. Like with Ben, the 44K, three month, that client paid in full because he didn't give them an option to pay monthly. And so you don't want to like what we say, drop your pants too soon and show them all of your options. You want to just say, hey, it's 44k for three months. And then they can then ask if it's monthly, and then you can go from there. Right. And then if they need to go monthly, then you can chunk down the monthly. We have a, we have a whole training on that, our full program.

Maybe they could do half up front.

Yeah, right, because you want to optimize around getting as much cash collected up front as possible. I know Ethan has to run here. He's got another client meeting. So we'll do one more question and then we will wrap up here. Dj, do you build differently for the use of products? No, not usually. I don't. I just think that's. You just get too much into like nickel and diming there. I don't, I don't do that. I would just say, here are the videos you're going to get, and then if you're worried about, like not getting paid enough, just price it at the highest that you want to price it at and then give them that as the option. I wouldn't, I wouldn't, like, be like, oh, this one's this much if you use it on YouTube, or this one's this much if you use it on Instagram. It's just, it just takes too much time and it's just not, it's not worth it. In our opinion.

I would charge differently if you're, if you are helping them distribute the content.

Yeah, if you're, if you're distributing the content for them, I would charge an additional monthly fee for that to take care of that. So then you can add more to the end there. So, any other questions, guys? Ethan, if you need a dip, I can wrap up here.

Oh, I'm good. I had a reschedule, so we're all.

Oh, you did? Okay, cool. For a couple more months, Ethan's always meeting with the clients and taking care of everybody. Any other questions, guys? Last minute questions. I'm seeing if I have anything on this other chat here. Let's see. Any other questions, guys? Oh, I have another one. Do you itemize out your invoices? No, do not itemize out your invoices. The way it should look is it should be 3 month, 6 month, 12 month, package and then a specific amount of deliverables under each one of those. So like one brand film, you know, 15 short form reels, three testimonials. I'm just making things up as I go. Right. But like it should just be the full end videos. Never, ever, ever, ever, ever itemize out your, your invoices. Because what it does is it puts your client into cost based thinking instead of results based thinking. And so then, then what they're going to do is when they see that invoice. What would you do, Ethan, if you saw that invoice and you saw a bunch of things listed out and how much each one of them costs?

Yeah, yeah, Especially if I felt like I couldn't afford it. Yeah, you know, hey, can I do 10 reals?

Hey, can we do no pre production on this one? Can we do none of this? So like I see a lot of people doing.

Is that, yeah, I'll leave out like the, like the days of filming that are required, you know, hey, can we go from two days down to one? Can we do all of that can.

Be in your agreement, like your contract with them. But I would never put it in your offer sheet because it just, it puts them into like, well, you know, what if we just did one day of filming? Or what if we just did this many videos? Right? And you don't want to put them into that because then they're going to start nickel and diming you.

Like with like we were talking about Delta earlier, you know, like if they told you everything you got on the flight, well, hey, is my ticket cheaper if I don't eat the snacks on the flight?

Yeah, exactly. Yeah, exactly. And like they just want to know how much is it going to cost? Like 30,000 of you. They want to know how much is it going to cost to solve the problem that they have. That's it. Right? It's all about problem solving. And then one last thing. Never ever, ever, ever, ever send an invoice without going through it with them on the call. And so what a lot of people do is because they're scared of sales, they don't necessarily want to go through the pricing with them on the call. That's not how we do things to. You're going to run into basically if you send the invoice and then you wait for them to get back to you, A, you're very disadvantaged and B, if they have questions or concerns, you're not there to alleviate them. And so they're going to make their own inference on those questions and Answers and they might not ask you about this. Right. So you have to go through it on the call and then if you need to send it after, you can. But I would not send that. Never just send an invoice without going through it with them on a call. Is your video approach niche specific or for video? This is a good question. So we have two different methods, right. So we either niche down in the market or niche down in the method. And so the market is going to be when you're niching down in. I help medical companies do XYZ3 through content. Right. That would be the market. Niching down in the method is going to be when we're niching down in, we have a specific video formula that works for all types of businesses. Right. But the whole point of niching down is so you can differentiate, differentiate yourself among other people in the marketplace. Right. So like if you have other people in the marketplace and they all say we create high quality cinematic videos, how many of you do that? Be honest with me, put it in the chat. But if you say like I make cinematic high quality videos, that's not enough of a differentiator in the marketplace for you to be different. And the client's not going to understand what the difference between you and production company B is. So they're going to price shop you against those two companies and they're going to put you in a commodity based pricing where they drive you down to your lowest price. But if you say if you're the only company that works with medical companies in your area for video content, you're going to pay, they're going to pay you more because you are specialized. Right. So that is, that's my philosophy on niche here.

Yep.

Anything else guys? What else do we have? A lot of questions today. It was good. Anything else going once?

I was say being niche, niche specific too also helps with your marketing as well because you can speak to their pain points better as well.

Yes. So like marketing doesn't work if it's not specific. If you're just saying, hey businesses, do you need content? It's not going to work. You have to speak to the specific customer avatar and the person that you're speaking to. Right. And if you're not doing that, it's just really difficult for your marketing to work. And that's why a lot of people's marketing campaigns fall flat. Yeah. Yep.

Huge.

Huge. Guys, anything else? What else do we have? Oh look, it's Dane over here. Selling to everyone equals selling to nobody. That is so true. Absolutely. Man. Absolutely. I can't see half your face there, but I'm just kidding. Dane is one of our coaches in the. In the program here. Sweet. Anything else, guys? Any other questions, concerns, comments? No questions. Great questions. Today we're doing these Tuesdays and Thursdays at 2pm Eastern. So if you have questions, bring them here. We're gonna do a live q A. Grab your coffee, grab something to eat, grab a snack. Come chill with us for 30, 40 minutes here. We'll answer all your questions. If you have any pitches or anything you're working on, hop on, ask questions. We're happy to answer them. And. And we will go from there. Can't wait to start working with you guys. Absolutely. Can't wait to start working with you. Thanks so much. You got it, Nick. Absolutely. Dude, look at that little movi pro action in that profile picture. I love it. Cool, guys. Well, if you need anything, let us know. If you have any questions, there is going to be a link somewhere around this video to book a call with our team. If you have any questions for us, we're happy to help. And outside of that, we will see you guys in the next one. Here it. Sa.