Staying Focused and Scaling Through Teams

I love it. Julian. What's up dude? Long time no see. How are you?

What's up?

What's up dude? Were you in Florida now? Where are you chilling? Where are you chilling now? You in Florida?

Yeah, I'm in my, I'm in my balcony.

Nice. Just here in my garage. Let's go. I love it. I love it, dude. What you been up to?

What can I help with, man? I just want. I've been looking at the recent content you've been sharing and it's been so good. I've been getting some wins with my ads. From what I've seen, what I've been looking at on the course, on the course content and due to the dm ads are working really well for me.

Oh, you've already launched some?

Yeah.

Nice. Is this for weddings or for commercial?

Yeah. So my wedding, my wedding brand has been my main focus for a while and that's all been for weddings. So nice. Dms from brides that are, that are planning their own wedding and stuff and working with a planner or whatever and they're finding us through the dms.

Nice.

So that's been great. And then I wanted to talk to you on something more high level where I recently started testing a strategy that I came up with from just listening to, to your stuff and going through the, the videos. So all of my, all of my experience for the last two years has been working directly with wedding couples and yeah. Producing their wedding films like documenting their wedding days and all of that. And I built a good solid base of connections with venues and different wedding vendors.

Yep.

So I wanted to expand my, my, my business and start off sort of a B2B service to work directly with venues and vendors to offer them content creation services and marketing. So like to help them implement marketing systems. Leveraging videos that we can produce for them.

Yeah.

And also get them more leads more.

Sweet. Yeah. So like the, the venue, is it mainly just going to be venues or is it going to be like also the, the, the like the photographers, videographers, the DJs, the everybody or what's, what's kind of your plan with that?

So my man is first I want to target venues and venues and planners.

Okay.

I want to first work with venues and planners and, and then start offering it to other, other vendors. Not. I wouldn't say photographers and videographers say that right now. But yeah, I think the ones with the budgets to do to work with me and to be able to, to afford that.

What do you think in retainer wise for the Venues.

That's why I wanted to talk to you. Because some of them, usually what they do is that the only marketing content have is stuff that they get from the actual photographers and videographers that worked a wedding with them. Yeah, yeah, I'm testing the waters. Like I went, I just went to go visit a venue last week to talk to them about it and just let them know, like, hey, I'm starting to do this. Is that something you guys might be interested in? And then itself has three girls that are hired just to create content, but they're just creating iPhone content.

Right.

I feel like if I offered, you know, just thinking to myself, if they have three girls that are hired to do that, then they're probably getting paid each like 3,500 bucks a month. I mean, yeah, probably like 35, 400, 4,000amonth. So if I were to come up with an offer for like, you know, between 35 to 5k a month.

Yeah, I think not just, you're not just selling them on the cinematic stuff, you're selling them on like, hey, I'm a strategist who works directly with these types of couples anyways, so I know what they want and I know what they'd be looking for. And we'll create this content that's going to help you drive these people in.

Exactly.

And then you could even potentially offer like a DM ad type situation, like what you're doing, but for them.

Exactly. So then how, how would you think, like, what do you think would be the best way to structure that?

I mean, like you said, I test different price points, but like 3500-4k a month, they get a certain amount of pieces of content. You're going to manage their social media if they need you to. And then you can also run their DM ads kind of thing. Like, just keep it simple. Something that you can replicate like a hundred times. Or like you could hire somebody else to go shoot the content, edit it, post it, and then hire somebody to set up the DM ads for them. Because you want to think about when you're creating these offers, like if you can do it, like, how can I create an offer that I'd be able to sell a hundred times without me being involved at all? Like that's a good thought exercise to go through. Well, I need to hire this person. I need to have like one editor for every five clients. I need to have like one media box hire for every five clients. I need to have like one shooter for every five clients. And then every Time we get more than five clients, I hire a new round of those people to work on them. Right. So it's like just thinking through what. What can I do if I had 100 clients and how could I support this? Because that's the way you want to think. So you don't set it up in a way that's going to bottleneck you as the main person in the business.

Exactly. Which is what I've slowly started to do. Now I'm not just selling wedding packages that are my wife and I involved exclusively because that's what we used to do. And now we started to sell packages where I've replicated myself by just subcontracting other photographers and videographers that I'm finding from Facebook groups and stuff like that.

100. Dude, I love it.

Now I feel like I finally have a rib on it in terms of, like, my mindset.

Yeah.

Like, that was the hardest part for me before.

Yeah.

And I think now that I have that mindset, I can just purely focus on sales. And then what blew my mind was that video you posted.

It was like, which one?

The one where the guy was sharing with you that he was spending, like over 200 hours, like, just shooting and stuff.

Oh, Shane. Yeah. Yeah.

And then you were like, dude, imagine if you did 200 sales calls in a year. Two more. 200.

It's a good reframe. Yeah, it's true. Well, it's like, that's why you're, you know, million dollar businesses are not built on $10 tasks. If I can hire a VA or somebody else to do it, why not? Right. It's like you're literally losing money by doing the task. So it's like people think they're saving money by doing it. You're literally losing money because you could have done something that made you 100 times more than what you just spent that hour doing. And that's the thing, like, with editing. Like, people do that, Right. So, yeah, it's just. That's really what bottlenecks businesses is like the founder and the time. Right. It's like I can only take so many. And then when you get to the point where you. Sales calls. Like, now I have five people taking sales calls on a daily basis for me. So it's like five times eight hours in a day. Whatever the math is on that. Let's do that. 40 hours per day per working day. For me, I only have eight hours myself, so I can't do that. Right. It's like. So it's like business is just a game of like multiplying your time because you have leverage through time and through media. And it's like if I create a piece of video content and send it out to everybody, I record it once and billions of people can see it. If I have people, then those people can multiply my time as well.

Dude, that's amazing.

You know, that's really what it comes down to because like you'll get capped at like most people get capped at like 200k a year just themselves. Because like you can't work anymore physically. Like you physically cannot work anymore. It's not possible. So it's like. Yeah. And the other analogy too is like you can't win the super bowl by yourself. Just not possible. Like you gotta hire a team, you gotta bring people in, you know, so that's what it comes down to.

Yeah. I love, I love. Because I heard you saying that when you were talking to Shane and I love that. And now I feel like I now that I grasp that, that lesson learned. Now I feel like now I'm just pulling myself away from as many things as I possibly can and just focusing on.

Do that time on it, dude. And run through it, you know?

Yeah, I, I spoke to Ethan, so I'm gonna sign up for the time audit today. And then I just, I just spoke to my editor. He's from Argentina.

Nice.

And he's like a family friend that I have from over there. And I just spoke to him and he's cool with me. Like we spoke about what it would look like to just have him on a, on a salary to him for him to do all my editing.

Yep.

And dude, I got him to be at 500amonth and he's just going to do all my editing. So now I really completely remove myself from editing and just focusing. Focus more on like the actual high leverage tasks.

Yeah, you should be focusing on hiring people and then you should be focusing on sales and then you should be focusing on creating content for yourself and that's it. And then hire everybody else to do everything else. Right. And then once you, you're just trying to make enough money so that you can hire the team to do the work and then you can pay them and it's, it's, it's a lot easier when you only have to focus on like two to three things every day as opposed to like doing everything in the business. It's a lot.

Exactly.

Cool.

So for me, action steps. Would you say I, I should focus right now going through that thought exercise of what that offer would look like.

To work with those offer creation and then re approach some of these existing people in your network or people that you know, like venues and try to reach out to. And then eventually once you close a couple of those, then we can start setting up ads to get those people in. But I'd max out the warm existing people, try to sell them on the package first, get feedback on it iterate, and then once the. Once the offer solidified, we can start running ads to it.

Okay, cool. Also, I also had another question with you for you. So I recently got approached by a. Someone who I met through church, and he's a. He. He owns a landscaping business. He's been doing it for like 12 years. And he just opened up a nursery. And I had a great conversation with him. He's doing around 2 million a year right now.

Okay.

And he wants it like he's doing 2 million a year with zero systems for sales, zero systems for marketing. Like, it's just all word of mouth that he gets his business from and he does like, commercial projects and stuff. And he talked to me about potentially, like, partnering with them to like, implement marketing and sales systems. What do you think that, like, do you think that that's something that I should entertain or even think about in terms of like, do you think it's.

Gonna take away or add to your business with the. The wedding stuff and the vendor stuff?

I think it'll. It'll take away from it.

Right. Do you think it's like a woman in the red dress type thing where it's like, this is a cool opportunity, man, but, like, what do you think?

I think. I think so. I mean, I think it is.

It's hard to say no to that, isn't it? You feel that it's like, I could make some money on that. And that. That's the thing, man, is like, you can make money on it, but how much money could you. How much more money could you make by doing the thing that you want to do and doubling down on it.

And just being the best at that one thing.

That's the thing is like, as entrepreneurs, we're always leaving money on the table, dude. It's like, people, I don't want to leave any money on the table. You have to.

Yeah.

Or you're just this guy chasing things and you just. You never make any money. You fundamentally have to leave money on the table because you cannot do everything.

Also, how do you think I could scale my. My wedding business now that I've already started?

It's going to be more vendor, more people who are taking. Because you can't take any more weddings. You got to hire people to take them and edit them right under your brand, and then you boost your marketing, and then you get the leads, you close them, and then you hand them off to somebody in their area. So then you can scale nationally.

Yeah. So you think that's a possibility for me to scale nationally and do that?

Yeah, you just got to establish, like, vendors around those areas. Like, you got to have people in those areas before you start advertising there. But, yeah, no, you 100. You 100% can. I do have to run, though. If you have any questions, hit me in Slack, too. Julian, I'll help you with those. But that. That's my thoughts on that. And keep doing what you're doing, dude. It's working. Just stay focused. That's what I'd tell you. Don't get distracted, man. Don't let the distractions take you down. You're good, dude. Absolutely. All right, guys, I'll get this.