How to Actually Make MONEY While SERVING Others! | #Insiders

Servant money, how to set priorities, your mindset for revenue. So this is a big reason why I wrote Built to Serve, because a lot of people have a hard time making money off of their purpose, and you have a hard time asking and a hard time monetizing. And as a result, you end up doing the thing in the evenings and weekends and then having to have some other job that you don't like just to pay the bills. Zane and I have talked a bunch about making money on our, on our livestreams because Zane has a hard time asking for money. It's like, no, Zane, you got to charge. This is how much it is. We got to charge. It doesn't mean that you still can't give things away for free. At every event that I go to when I'm speaking, there's always usually 5 to 10% of people that will give tickets away for free. Some people are homeless and you'd never know it. You know, you'd never know it by looking at them that they're homeless. So you can still have that as an element, as a part of it, but you have to make money. 'Cause if you're not making money, then you don't build your business, you don't build your purpose, you don't impact more people. Like, look at the reach that I'm able to have because of the team. If this was me, Evan Carmichael, part-time doing things, I probably wouldn't even have written this book. We wouldn't be here talking. And so as I say in the book, you know, money has to be in your top 5, just not number 1. So you have to learn how to make money off your business. You have to, 'cause otherwise you're stuck with a job that you hate. It just can't be number 1. It can't be above everything else. So when people come in, we had a guy in our livestream 2 days ago, I think, came in and said, hey, I've got a, I've got two business ideas. The first one I enjoy and I struggle with this and I want to help other people through it. And then the other one, this is hot opportunity with my cousin. Like, no, the first one, don't do the hot opportunity with your cousin. That's just not the one. But that's, that's how most people start a business. That's, that's how most people, they just think they're going to make a quick buck, um, as opposed to actually being deeply connected to it. And that's when you end up losing. So, it's gotta be, money's gotta be in your top 5, just not number 1. Does that help? Probably we can go deeper since you're here, that was your topic. Does that help you with where you're at?

Yes. Sometimes it's kind of a, you know, until what is, what do you do free? What you, how do you charge? How much did you charge? You know, sometimes it's a, I don't know, I help a lot of people and I feel that pressure, you know, like today finally I get all every day, you know, oh, you know, I have this problem, all this, help me with this. I've been helping for years, you know, but also it's just even I have two people that many times they help me, they bring the issues and today was the first time they say, If you want me to answer you, just do it through the YouTube. So at least I don't— I used to do for WhatsApp, I used to do it on the email. And now I say no, YouTube. And if you don't do it on YouTube, I feel like it's hard because the kind of problem, one person, one woman was abused and she needs to negotiate, she needs to do. Another person sold their business and this, and so people that financially, they're not stable, so I don't know, but yeah.

So let's get super tactical here. One, in your bio of all your social accounts, we need to have something that talks about what they can buy. So it could be hire me for coaching, it could be check out my new book, it could be like whatever you have for sale. This is what I told Zane to do, 'cause Zane, will just give everything away, spend all his time for free and just love on everybody. It's like, "Zan, you need to make money. You got to do this." So, when he started doing his Built to Serve Readers Club that we launched, as he gets better at going through the book and coaching, the idea is to train him to be a Built to Serve Coach and help people who go deeper because I'm not coaching, I'm not doing coaching consultant services. I don't want to do it. But Zen does. So that's gotta be in your bio. You gotta let people know that it's available. And in the Facebook posts, we talk about, here's this free group that we're launching that you can be a part of. And if you want to go deeper with me, here's, I also do coaching and here's the link. So you have, you have it as part of your default messaging. So think about your social media accounts. Think about your email, wherever you could potentially talk about yourself. I want you to put in, I need people to know that you have something to sell. Like, this is, this is the advice that people who struggle— some people are just overselling, selling everything as a sales pitch, right? That's what you probably want to avoid becoming, and you're afraid that you might be judged like that. So, uh, step number 1 in your social bio, I need to know, like, whatever— what's that? What are you selling, Pablo? Are you selling coaching? You're selling a training? What are you selling?

Yeah, selling coaching, and I have programs that are different, different time of the year. Like, in March the next program.

Yeah, so, so something in your bio that says DM me for coaching. I see, right? DM me for leadership coaching or DM me for whatever specific coaching. Um, yeah, just so that it's— because you're not gonna, you're not gonna offer it by default, so I want to see it in the bio so people know that you're doing it. Um, the next thing is if it's, uh, free, then make them go through some hoops. You're spending your time on it. Make, make them have to do something. So telling them to ask you on YouTube is a, is, is a hoop. Um, some people on mine, uh, will be, hey, join us live on Instagram, join us live on— I'm sorry, join us live on YouTube for the live stream that I do with, with Zan and Drew. So somebody asked me a question on Instagram, uh, and it's going to be a long one. I just respond to say, hey, let's get into it on, on my YouTube Live. We're going live tonight at 6 o'clock. Join us. And if they're not willing to do that, like they have to, they have to show up, right? They've got to own their step a little bit. Um, we've had a guy who comes, who's come like 8 times or something to our live stream named Mike, who keeps asking the same questions over and over and over again. It's like, Mike, like he's always asking purpose-related questions. So Mike, did you get Built to Serve yet? Like you have to get, we're going to help you. Zan's going to do a free one-on-one session with you. Zan offered, but you have to, you have to get a copy of Built to Serve, buy it on Amazon, get the free version, like sign up for an audio Audible trial and get the free audiobook, anything like you have to, all of your questions around purpose, the answers are in Built to Serve. You have to go pick it up. And, Zane doesn't even get anything from it, right? If we get a sale from Amazon, woohoo, right? I'm barely making anything. Zane's not making anything, but we're making him jump through a hoop. Like, you have to show up. If you're going to show up for them, they have to at least do something to meet you, not even halfway, but like take a step. Show me that you're committed. Show me that you're willing to do something. Yeah, right. So I like that of pushing them to YouTube or pushing them somewhere else. So it shows you who's willing to step up and be a little bit more committed. And I'm, I'm happy to— if people want to show up, I'm happy to do it. Most people don't show up. And that's the problem. So we had a guy who wanted to interview me for his podcast. I get just tons of interview requests for podcasts. So I said, come and join us on the YouTube Live and let's talk about it. So he came to the YouTube Live. And I said, I appreciate you showing up. I'm super busy right now. But talk to me in the new year. And this was in maybe October or something. Maybe Xan remembers, October, November. And then he came back in January. He said, hey, I'm just reminding you, hey, we said January. I said, you know what? Yeah, let's do it. And I was, I don't know if I was his first guest or his like fourth guest. So he's like right at the beginning, brand new. Um, and because he was willing to jump through the hoops, he got, he got access. Right. And so that's something that at the beginning, if you only get 4 comments a day, it's easy to respond to everybody. But as you grow, that's going to be a real demand on your time. And so one, letting people know that you have a paid version, and then two, for for free. Yes, we still do some, but you have to jump through a few hoops to make it happen. Um, and then the third thing I'd offer out is having it public. So I'll help you on my Instagram Live. Come on on my Instagram Live and we'll work, we'll work through it. Um, and if they're not willing to, you know, option one, they're not willing to pay you. Option two, they're not willing to go to another platform and ask you a question on YouTube, or 3, they're not willing to go live with you on Instagram. It's like, you gotta show up somewhere. Like I'm trying here, right? You gotta take that at least one step in to show me that you're a little bit committed so that it's a use of your time, right? A good use of your time. So those 3 things, and that will weed out a lot of people. but also bring you the people who are actually ready for change and for action so that you don't feel like you're wasting your time.

Yeah.

Welcome, Luis. Welcome aboard. Uh, what else? What do you guys got? This is a, it's a, it's a small group today, so we can make it intimate.

Yeah, I did it. I did it. Uh, I'm doing the coaching, the coaching one-on-one. For the free version, you know? And that is very good. You know, I just, I feel on my group and many, many other people that comment. So, but definitely, definitely I need to put it very, very clear. Many people know, you know, but they just, because I've been trying to build a community, build a community on Tuesdays, When we meet, you know, there is like 150, 200 people. You meet through Zoom, you know, and I teach them, I work on this, and after that I stay 1 hour with everyone, you know. But sometimes I just—

it's just getting—

no, not tired, but there is a lot of stalkers, you know. There's a lady that they would appear for everywhere, and, you know, and appeared on my WhatsApp, appeared on this, everywhere. And she will follow me and my team, you know, there's a lot, you know, a lot of weird people, you know. So, you know, and I'm more exposed, you know, like, so I said, oh my God, you know, like, now we need to deal with that. And my biggest fear, I don't know how you feel, but my biggest fear is, let's say, No, stop it. Stop it, that's enough. If she's going to go and put this comment, bad comment on the Facebook. There was another, there was a guy in another country that also was talking to me last year. I said, "Hey man, stop it. Just stop it. I'm not going to answer. I'm not going to do that. That's your issue." And he wanted to make a nasty comment. So that's, that's my fear that— I don't know, it makes sense or no?

No, most of the time, honestly, it's just ignoring. Like, most of them are just attention seekers. It doesn't happen that often, but when it does, the, the telling somebody to stop it usually doesn't work, usually just gets them even more upset. It's just ignoring until they— it's like the little kid who's yelling and raging and freaking out, and if you just ignore them, they they calm down or go, you know, go the bully, go pick on somebody else. But if you— yeah, I just found like trying to— or you have to go deep and coach them, like, or you have to, like, just telling somebody to stop it is going to be— you're likely to get them in defensive mode.

Yeah.

So you have to either coach, be willing to coach them through it, or just ignore them.

Yeah.

Because otherwise you're making it worse.

Yeah, yeah, I did.

But that, that's, that's like any coaching. If you're gonna dive into somebody's problem, um, at the beginning you make it worse and they get defensive. Like a great coach, if you're not bumping up against defensiveness, you're not doing your job as a coach, right? You have to be— when you, when they start being defensive, that means you actually hit on something. If they're just saying yes, yes, yes, yes, yes, they're probably not going to follow through and do anything. It's when they get defensive, like, ooh, okay, that's— let's talk about this because this is your block right here. But to dive into that, you have to be able to pull them out on the other side. You can't just leave them hanging in, in the negativity. So if you don't either one, want to put in the effort to do it, or two, don't think you can, then it's better not to address it at all because you're just going to make it worse.

Yeah. Yeah. Yeah. Especially when they don't pay you. Sure.

But if you're doing, even in the free sessions, I'd say, um, like you're doing Instagram Live coaching.

Yeah.

Yeah.

Yeah. Like you said, you know, you, you got me doing extra homework, Pablo.

Now I want you in your Instagram Live sessions to say, so normally I do this, As a paid service, I'm a, I get paid to coach people on how to, like, what do you, what's the coaching you do? Leadership?

Negotiation? You know, how to approach deals? Yeah.

Yeah. So, so normally I do this kind of work. I get paid to train people on how to negotiate. I work with salespeople and CEOs and entrepreneurs to help them close more effective deals. And that's, that's my business. I get paid to do this. But every week on Tuesday, I like going live as a free service for everybody to be able to learn from. And today we've got whoever on, and I'm going to help him with, right? So that people know you're still doing the free thing, but that people know that you do this as a service as well. It's not a hard pitch. It's not saying, I remember, go hire me. Right. But you're setting context as you're the expert, you get paid for this.

In the beginning, in the beginning of the session.

Yeah. In the beginning of the session. Um, and you can storytell in the middle if it makes sense. Right. So, you know, for example, one of my clients, one of, I was just working with a client on this yesterday and his biggest problem was he didn't know how to X, right. The fact that you're saying one of my clients, Obviously you're not going to say the name and what company they're from. And you can change the— I'll change gender a lot. I'll say guy when it's a girl and opposite, because it doesn't matter who the person is. It's just the story, right? So that people know if you're telling stories about how you're coaching people, it's not with the just intent to try to sell people. You're telling that story for a reason, but it positions you as a coach, and that, oh, he does this as a service. Oh, maybe, maybe he can help me negotiate my next deal.

Yeah, perfect.

Yeah, I have a question. Yeah, go ahead.

So, um, I saw you in Cam's, uh, IG Live, and you suggested that he, you know, do a 30-day challenge. Well, I had already had this workbook that I had created like last October, November. So I decided to launch it and I did. I got 2 people that signed up, but I closed the registration on the 25th because I wanted to just like, you know, focus and make sure I was walking them through the workbook. And I got the Facebook group and all that other stuff. But it prompted me because I've been really wanting to do like a 6-month program where I walk people through how I, you know, change my mindset and got to the space that I'm in today. Um, and I'm really not sure how I want to do it. I don't know if I want to do it just in 30-day increments, you know, like the first month we do mental, the second month we do emotional, the third month we do spiritual, or if I just want to offer it as like a 6-month program. Um, I still want to keep the same format where people coming to the Facebook group and it's a private Facebook group and I'm there, you know, offering support. I'm there going over the questions every week. I'm just needing more, I guess, more direction on how to effectively market that or your genius expertise on how I should really launch that.

I just drank down the wrong way. Perfect timing. Um, I think 6 months is too long.

Okay.

Um, I think somebody might sign up for it, but I think what I would do is have your different modules, break it up into 6 different things.

Okay.

And then I need to be able to join in the next module. So as long as they're not building on each other, right? Like, Module 1, if it's mindset, what's Module 1?

Module 1 is mental.

Mental.

Mental. So what I'm doing is 6 pillars of, um, got it.

What's, what's the name of number 2?

Number 2 is emotional.

Perfect. So I need to be able to join at emotional.

Okay.

I missed the mindset or the mental.

Okay.

They're connected. It's part of this whole thing, but, right, but they don't have to go, they don't have to flow like that. They don't have to flow. I don't feel like if I join in on the second one, I missed out on the first one.

I'm confused.

They're self-contained modules with challenges if you want, like, here's what we're going to do in the next 30 days. Somebody might sign up for all, all 6 months of them, all 6 pillars at once.

Great.

Awesome. But you can have that as an option. Most people won't. Most people will just sign up for, hey, we're starting our 30-day emotional challenge. To help you get your emotions right for your business or however you want to position it. And, and they could still sign up for the whole year or for the whole 6 months.

Right.

They just get mental at the end.

Gotcha.

Right.

I should just keep it rolling every, every— so after the 6 months is up, we start the next 7th month on mental.

Yep.

Okay.

And you've learned something now because you've now gone through it with people. Your mental at 7 will be better than mental at 1, right? And then what I would do is give some kind of alumni discount, say, hey, you want to go through this whole thing again, okay, you get it again at like a quarter of the price or something.

Okay, so yeah, I was thinking about doing the 6, um, different modules and then just group, you know, I still want to keep it like at the same price point, you know, it's just the workbook, but you get the free Facebook group community, me there, you know, doing lives at the end of the week and every single day or every week coming on to go over the challenges or whatever I have for that week. But, um, and then offer— so would I just create one book for the people who want the 6 months altogether, or do I still keep them separately?

Separate. Okay, you give them all 6 books. Okay, or 6 PDFs or whatever.

Yep, 6 PDFs.

And I were talking about this too with the Built to Serve readers group. It's like, it's got to be long enough that people can learn and interact and have fun and, you know, make connections. But if the group starts up every 6 months, it's just— it just takes way too long to get the next cohort going, right? So Built to Serve does, does build— like, it's hard to jump in at chapter 8 and Zane's talking about Who, I, How, and they're like, what does that mean? You know, so the book goes in a sequence, but, but for you, yeah, if you're looking at a 6-month program, that's your best bet. You sell the 30 days, you sell the 6 months, and then you sell once they've gone through it to come back and do it all over again, just as, as a refresher at a discounted rate.

So just one more thing. So, um, really what I was thinking about doing is like April to October, then taking November off and then starting back in December. Would— no, you just want me to just go right into November?

Okay. Because it's just going to be— some people sign up on month 4, but, but for them, like, I wouldn't even label it because it's not month 4, right?

It's not the fourth pillar. It's just—

this is— this— each pillar is its own thing.

Okay.

And we go through 6 in, in 6 months, and then you can join as an alumni and come back at a discounted price. Okay. It's got to feel like a new thing every time.

Okay.

And then I didn't miss out on anything. Okay, I know we got to go, but real quick, Belinda, what do you got?

Um, I know you don't like Facebook ads, but like for my products, especially my books, I mean, I don't know how else to get it out there without doing an ad. What would you suggest?

Did I say I don't like Facebook ads? I don't mind. I don't— Facebook ads are great. Facebook itself sucks, but, but advertisement, Facebook and Instagram ads can be great. Um, I think the thing with Facebook, with any advertisement, is you have to figure out the messaging first. So you have to be talking to people to know what they connect with. So as an example, with TDS right now, my salsa dancing company, we're launching virtual classes because people can't come in and do, you know, in-person salsa classes right now. So Alex is off DMing people on Instagram, telling them about a free class that we have and playing with what, What headline, like what, what's he typing into the message and then trying to get them on a call to talk about it, to see what do they resonate with. So when he's giving his pitch or talking about what we do, what questions do they ask and what resonates with them? Like what's the thing that gets people to then go take the free class from the conversation? That's a giant waste of time. Like I don't need Alex talking for 30 minutes to get one person to a free class, but But what it does, that doesn't scale hard, but it gives you the market feedback to know, okay, when I use this phrase, when I say this sentence, when I position it like this, that's what gets people to open my message and then go to the free class. That's what then you turn into an advertisement.

Okay.

At the beginning, you don't know what's going to work. And so it's a waste of money or it's like a learning experience. You either learn by spending a whole bunch of money on a bunch of different ideas, or you learn by doing the work and talking to people.

So he just DMs random people, not people that's following him, just random people?

He's DMing people. So part of the class is, is, is, um, personal development. So it's like people who join salsa, it's not just to learn the salsa steps, they want to make an improvement in their life, right? They're bored, they don't like where they're at right now, they want to learn a new skill, it's on their bucket list, something, right? So he's looking up hashtag personal development, and then DMing people who are in Canada, the US. And that's it. But that's like hitting 50 people a day, 100 people a day. He does a text message and then a video like, hey, Belinda, and then whatever he can, you know, every day is a slightly different message, right? And just to see what people connect with, but then want to set up a call with him to then talk about the free class. Again, it doesn't scale very hard. It's a lot of time, but zero money. It's just your time to do it. But as he's getting feedback for what, what people are connecting with, that goes on your landing page. So when you're talking about the book, what's the headline at the top? When you're creating the ad, what's the copy? What's the picture? When you know what people are talking about, what, what they connect with, it's a lot easier for you to make a better ad. So for example, when we first came up with the landing page, we used text like, "You deserve an adventure. Let us teach you. Let's have a great adventure tonight with salsa dancing," and adventure wasn't connecting. When he said adventure on the phone, nobody resonated with it, so our headline is wrong. We need to take off adventure, like don't talk about adventure anymore. So as you're talking to people, you say, "You deserve an adventure," and you see them do nothing, like, okay, I didn't, I didn't, that wasn't a good, okay, uh, well, and then you're kind of fumbling to come up with whatever else you can think of, and then you say something like, oh, that, okay, great, and then you update the landing page to have that, right? So right now it's much more about, um, people feel like they're not connected, they're not connected to people, and that's the messages coming up, so we'll update the page to talk about connection. And when Alex is talking about people, it's talking about connection. And when we really dialed that in, then it's going to go to ads, Facebook ads, Instagram ads, YouTube ads that talk about having connection right now. Cause we know that that message works, right? Um, if you said, hey, I've got $10K just to throw away and test, great. It's faster through Facebook ads, but you're going to lose a lot of money versus just talking to potential customers and seeing what, what, resonates with them. So how to raise your rates when you realize you are undercharging your clients and customers. Okay, well, we can actually workshop this. What do you sell, Andrew? What's, what's the business?

So it's right up your alley, my man. So I'm a YouTube consultant. I do optimization and strategy. I am exceptionally busy. I don't have a website. I don't promote. I don't advertise. Don't do anything. It's just word of mouth. And I can't keep up. I've been turning work away and just recently realized that I'm not even charging my existing clients what would probably be considered the industry standard.

So you're doing, are you uploading? Are you doing thumbnails? Are you just split testing old video strategy? All of that?

I typically insert myself in the client's organization and I coordinate all the moving pieces. I work with the graphic designer to do the thumbnails. I work with the video editor. I interpret the data and the metrics. I'm a geek when it comes to this stuff. I consume everything. I've learned a lot about YouTube from yourself and others. And in fact, I even have— if you haven't picked it up already, it's fantastic. YouTube Formula. Fantastic. Derral Eves, he just published this thing a few months ago, right? So it's the latest and greatest with regards to YouTube. And I've been deploying what I learned there with my clients, getting amazing results. I do the reporting for my clients every week. And I have some very, very happy clients, but, but I'm realizing that I'm not actually charging, um, what would be considered appropriate. And so I'm like, ah, now I got a problem.

So every new client you bring on is 30% more, and then you have a conversation with existing clients to increase the rate.

Makes sense.

And you may lose some people, but if it's a good, it's a good spot to be in. I mean, there may be one or two people that you keep on just because you love them and, and they just, it feels good to work with them and help them, but they're, you know, they can't afford the new rates, and so you keep those on. Other people, uh, can easily afford it and, and they have to decide whether they're going to spend it. And other people you move on from. If there's anybody you can recommend them to, great. Otherwise, you're moving on and you start targeting more ideal clients. And I went through this with a couple of times now with different YouTube, you know, we started with Jeremy, who, you know, now is mid-five figures. Sorry, mid— yeah, five figures. Mid-five figures every month. And his goal is to have 12 ideal clients who are paying him $5K a month to help them.

Yeah.

I don't know Jeremy, but I did recently connect with Drew and I had a meeting with him because Xan the Man hooked us up, introduced us. So we scheduled a meeting. And so that was eye-opening. That was very, very eye-opening to see how Drew has been, how he has structured his business. Because it made me realize that that I need to recalibrate, right?

Yeah. Well, and the number one thing I did when I helped, when I invested into Drew was start to renegotiate his current deals. It's like, okay, wow, you're doing way too much. Like, this is just, you're not getting, you're giving a lot of value and not getting paid. So, and listen, at the beginning, this is helpful for everybody at the beginning of a coaching business. You're just figuring stuff out. You're happy that any client is coming to you. You're getting paid to do what you love. It's great. I think a couple of things that will help. One, treat every client like it's an annual deal, not just a one-off. So even Drew turned away deals that, hey, can you help me for this month? Like, can't get enough, can't get enough value out of it. So every now for, depending on the business, maybe you can, but by default, you wanna think about turning people into annual deals. So, you know, Terry's gonna coach somebody on how to write a book. Great. Let's turn that into, what does an annual deal look like? What does a book every year look like? And just default into that kind of thinking instead of the one-offs. Next is breaking down the product offer so that when you are not just, you know, you say, I'll do everything for you for YouTube. Great. That's a good starting point, but then you need to start breaking it down. So there's strategy. Strategy once a month or every 2 weeks. Drew and Jeremy do every 2 weeks. Because for strategy, you don't have enough for every week. And if you're doing it every week, you become more of a project manager, which is maybe what you want to do, as opposed to actually strategy. Not enough happens week to week to really justify strategy. So if you want to be project manager and I'm going to talk to the designer and I'm going to get this done and I'm going to basically, as you said, insert yourself into the organization, if that's what you love doing, then you have a project management fee, you have a strategy fee, you have a split testing fee. Yes, like optimization fee. So Drew and Jeremy will do strategy, split testing for a certain number of thumbnails and titles going back, and then guidance on things like mashup videos. So everything that you do is now split, and people can pick packages that they go for with all of it, or they can just do the one thing. And what that helps is prevent scope creep to then say, oh, well, Andrew, can you also help with this? You know, and how about this and this too? And since you're already doing that, can you—

That's happened. You're talking my language, Evan. Thank you. That has most certainly happened. That's exactly where I'm at right now.

And that happens to every consulting business, every coaching business— scope creep. It's just—

I didn't know that was the term.

The scope of the project just creeps forward, right? It's like, oh, and Terry, would you mind also doing this? And how about that? It's like, that's a whole other offering that I, that I give. And listen, it's not that you always say no, and you, you know, you bend a bit, but at some point Now, if this is every month that I'm doing this, it has to be part of some kind of offering that we're putting together. So some of it can be organic and you work towards, but when you get enough, I'm not so worried about the beginning part. Don't worry about having a perfect plan together, but as you get into it, you start to see the pattern. So, you know, for Jeremy, for example, he didn't want to do thumbnails and split testing at the beginning, and one of his clients just badly needed it. Because she didn't have anybody who could do it. So he said, okay, you know what, I'm going to help her and I'm going to do it. And then he realized, oh, you know what, it's actually not that hard and I've gained skills to do it. Great, I'm going to do this for other clients too. Awesome. But you have to charge for it, Jeremy. That's a new service. Now that's an extra $1,500 a month to do split testing on your catalog, that kind of stuff. So what I would look for you is what are the— how do you— how would you break it down into the 2 to 7 things that you're doing consistently for clients, not nickel and diming them about every single minute of every phone call is being like, like a lawyer would do, you know, that's not the business you want to be in. But also clients don't know what goes on behind the scenes. They might just assume it's just easy, this one little thing for you to do, right? Where it's no, no, this is actually taking on a life of its own. And now I'm very deep into your project. So what are the 2 to 7 things that you're doing most consistently for clients? And then pricing those out as different packages that you can help with.

That makes sense. And in this situation of if you are working with a client that you enjoy working with, but maybe perhaps they're on a tighter budget, does it make sense for a YouTube expert to lower the base fee and just ask to participate in the YouTube ad revenue, do a rev split, a rev share?

Um, you could, if you see upside, you know, if you, sometimes people will do it based off of a minimum. So, you know, like the first $3,000 a month comes to you and you invest in them to help them and guide them. And if you can't help them, you know, if they're only making $500 a month, then you get the $500, but you get the first $3,000 or whatever number you want to put in there. This, worth it for you, you get the first. So you're working towards it. And then afterwards, what do you, what do you want to work on together? Does that, does it just stop and you just make $3K a month? Is it then some kind of share afterwards?

Because it turns into more of a partnership at that point, right?

Yeah. And so you have to pick those clients extra carefully because you're investing a ton of time at the start to do the work. And then when they end up succeeding, hopefully, like one, do they even do the work to succeed? Because there's only so much you can do as the guy behind the scenes. They have to make videos, you know, if they're not making content, Andrew can't wave a magic wand and just help you blow up.

I do have one client that I'm constantly like, where are your videos? Need your videos.

Yes. It's like, do you still want to work with them? You know, is it an ideal client for you or not? And then working towards if I'm gonna take a piece of their channel forever, is that, is it just somebody you love working with? Is it a good partner for you or not? And as you start to build, you get a little more spoiled. You can be a little more picky, you know, with who you bring on, the kinds of people that you wanna work with.

Yeah, yeah. I recently had some very interesting conversations. Looks like I've onboarded my first celebrity actually. So things are growing quick and I'm trying to be smart about it and scale in an appropriate manner so that all my clients still receive the value that they're used to receiving from me. Thank you very much, Evan. I don't want to take up everyone's time, but thank you so much.

And just super quick, like, as you keep growing, it's for everybody too. I hope everybody's valuing, you know, the conversation. The kinds of clients that you want to work with. So for example, Jeremy right now in the YouTube world is only going after pretty giant names. Like, they're all, everybody on his client list, you would recognize who they were and what they're doing. And that's what he loves doing. Beau, who I've recently invested into, He does, he books, he books guests for shows. So he books, he got me Matthew McConaughey and Deepak Chopra and all these people. And then we turned that into a service for other people. So if you have a podcast or YouTube channel and you're looking to get some good guests for it, Beau will book the guests for you. Um, which is great because that's a big part of running a show is booking guests, but Beau doesn't want to work with the big name shows. Bo likes working with the people who are on their way up. Not that, not the totally brand new, like, I'm never going to make any money, but he likes finding people who already have, they have a budget. They've had some success in the entrepreneur world and they want to launch their show and they have a budget to launch a show, but they're not people that you know of yet. And he likes being a part of helping them grow. So it's just a totally different clientele than what someone like Jeremy is going after. And at the end of the day, you get to pick, you know, as you, at the beginning, you're exploring and you don't really know until you start working with them. So working with that celebrity, great, amazing. And maybe that, that's all you want to do then is work with more celebrities, or you may realize, I actually hate working with these celebrities. I'd rather work with the level below and help them become. And that's where I get my biggest satisfaction. There's no right answer. It's more, what does Andrew want to do? Um, and for everybody else, as you start getting into the coaching business, you get to pick because of all the things that's the most like working with a bad client, a non-ideal fit client starts to suck the soul out of you because it's your actual time that you're spending every week with them. Um, so those learnings of the people who you want to start working with, become important as you build your coaching practice. Thank you. What do we got?

Uh, thanks Evan for your time again, uh, for taking our questions today. And, um, I just wanted some feedback. I just started my YouTube channel last month, so it's brand new. Um, just wanted your opinion on, am I doing well or am I not? Um, it's called Soul Aligned Vision.

How often are you posting?

Uh, once a week.

Okay. So let's work to up that.

Okay.

Twice a week or?

As much as you can, because, because part of it is just developing the skillset of getting, getting better. Okay. Where if you're, if you're practicing anything once a week, anything, the odds of you getting really good at it are pretty low.

Okay.

So as, as much as you can, um, I'd be making more videos. I'd be going longer. Like most of yours, I'm looking at like 5, 6 minutes.

Yeah.

10 minutes plus. Okay. We just talked about this inside Movie Makers today. Like I'd be even looking towards hour-long videos. If you have enough content, like you can actually speak to it, but at least 10 minutes on it. Okay. And then just more, just more, more, more videos, more videos. Like, I wouldn't judge yourself until you have 100 videos on the channel.

Okay.

And you've got 7, which is great. Hey, 7, first 7 are the hardest to do. That's amazing. But you know, 7 videos, listen, 7 videos in 4 weeks, that's a good start. But if you really want to start picking up traction, I'd have ambitions to go to 1 video a day that are, you know, 10 minutes plus each one. Okay. And don't worry as much about the editing. I don't know if you are worried about the editing or what you're doing, but—

I'm not, because it was keeping me from posting anything at all.

So— Perfect. Just post. Next. And then post again. Next. And then post again. Next. And start to look at your data and the traction. Like, commit mentally to making 100 videos before you say it's not working or you can't make it or it's not happening for you or whatever. 100 videos in your head. You'll get way better. Like you're probably already better now compared to the first video. I am.

Yeah.

And that's only 7 videos in.

Okay.

But now imagine 70 videos in, you're going to just be so much better and you'll get your rhythm and your flow down. So, uh, yeah, before worrying about— there's not enough data analytics to really pour into yet when it's too soon on a channel. Uh, cause you know, some of them have done okay. Right. Like 84 views, 170 views on your Mother's Day one. It's great. But yeah, daily commit to 100 videos. You've done 7, so you got 93 more 10-minute-plus videos. And that's the start.

Okay.

Yeah.

So it's okay to post 7 videos and not market them first. Or is it better to do 3 and then market them? So have time to market them every other day.

Market them through what, like a newsletter?

Send, yeah, send them, send people the videos.

You post, post, I'd post every day and then take your best video from the past week and then put that in your newsletter.

Okay.

So not every video will get, will hit your newsletter, which is fine. I do 20 to 30 videos a day.

Wow.

And not every video hits a newsletter.

Okay.

Yeah. Okay.

Thanks.

Cool. Good luck. Lady, what do you got?

Well, I recently created a bunch of videos or I recorded a bunch of videos, which were all consecutive. And I was thinking about what you said before, because normally you start with something like an intro and get people to get in. So somewhere in between, I made a 7-minute long video, which actually got into it all, but I'm still thinking, can I still use the other tidbits because I was going for a walk and every time I saw something, I just recorded and talked about it.

So it's part of a series, but you want to also talk about other things?

Yeah, I was, I was just going for a walk. It was an hour-long walk. So every few minutes I would record a few minutes of things I thought about and things I saw. And then when I actually was sitting down, That's when I made one according to the structure you always say. So later on, I edited them all together into one YouTube video and I was thinking, this isn't working. So I never actually posted the video.

Well, how do you know it's not working if you haven't posted a video?

That's true. Then I'll show— just post it and maybe change the format a little bit.

Yeah. I mean, and that's the part of, if you're committing to 100 videos, great. You post it, it doesn't work. Awesome. Next.

Okay.

Cause you got 100 to make. That's just one. You got 99 more to go. You know, I would play with you walking more and maybe discover that when you walk, like half the audio sucks because the wind hit the microphone. Post. Next. Then like get a better mic next time or don't go out on a windy day or whatever. Right. Just post and keep going next. And in the rhythm, you'll find what you love and then what actually is also resonating with the audience. And then that's what you commit to continuing to do. But in the early stages, don't say something's not working if you haven't posted it just because, you know, the vibe was off or, you know, whatever reason. Post. You take your hour video and you cut it up, or you just take the hour video and you just post it as is. And then tomorrow another one comes up and you'll find that in those 100 videos, you'll get a few winners.

Awesome. Thank you.

If you want to get a copy of Built to Serve and join us live for our next training with me to ask your questions, you can go get the book right there next to me, right there. I'll see you there. I'll see you to get the book. It's a good one. Much love.