The Local Voice - Alan Kotylar 247setters.com

Hey. Welcome to another exciting episode of the Local Voice. My name is Jeff Harrison, your humble host. And today I have a very exciting guest. Somebody actually met when I was speaking at a conference and he came up to me and he said, hey, we need to talk. And he has a lot of things going on. I'm excited for this episode because he's doing things that so many businesses have challenges with and he can help them. I want to welcome to our stage today Alan. Alan. Tell me your last name. I don't want to mis. Mispronounce it. Kotlar.

Well, I appreciate that. Very close. Kotler. So the word but. Yeah. Thank you for having me on the show. I'm so. It's such a pleasure to be on here. Had a great time meeting you at the Palm Springs AI conference.

Yeah, it was a lot of fun. Do me a favor, before we get started, just kind of give us an idea. Those people who maybe not familiar with you, tell us a little about you, what you do, how you got started, and bring us up to date.

Yeah. Well, thanks for having me on the show, guys. My name is Alan Kotler. I'm the founder of 24sevensetters.com. What we specialize in is helping businesses close more deals with less leads. The way that we do that is by helping you with your outbound marketing using email, outreach, SEO ads, and also a gamut of different marketing systems to get you the traffic you need to your website or your offer. And then we're specialists in Go High level click funnels, different softwares that help trans take that person from a click to then a sale and help them along the entire process. So that way you can actually close more deals with less leads. So we help business owners, CEOs, founders, coaches, consultants, course creators, anybody that is working on getting people on zoom calls or doing a one to many presentation. We help businesses close more deals because what we do is we take a look at where the leakage is in their funnel in their acquisition system and we help implement by placing either technology or people to fix that problem. So I've been in the marketing field for over 10 years. In 2018, we won the 2 comma Club Award, which is very prestigious award for click funnels. We want it for a campaign in real estate where we did $5 million online for a client, right. And well, since then we've been able to duplicate it again and again. One client just did a 10 million dollar award with click Funnels. We just won an award with Go High Level. You can, you can see the Little guy down there, little cutie over there. And yeah, so we're really good at what we do. We're really good at Legion, we're really good at sales follow up and we're really good at optimizing their advertising. So you get more done with less. Because we all know that the cost of CPMs have tripled over the last couple years. So either you're get your funnel's getting better or your marketing is getting better, or you got to pay more for the same results as you were getting last year. So we help companies figure that out, create a game plan, implement the team, provide the management, the support, and then we're a plug and play operation that fits into your existing system, helping you overhaul the entire efficiency of your sales and Legion system.

Well, and that was a mouthful. And so let's just, let's break that down a little bit. First of all, for those viewers who and listeners who may think he's talked this word, he's thrown this word out. Funnels. What the heck is a funnel? I know that you live in this world every day, I'm very familiar with it. But break it down. What exactly is a funnel and why is this important when it comes to marketing yourself as a business individually or somebody with products?

Yeah, absolutely. So most people think that their website will do the majority of the sale. The reality is most people will visit your website and leave. So what do you do to actually capture that person's information? Maybe you got a contact us box, maybe you have a white paper, maybe you have a free gift. Right. What do you do after that person's in your email system? Maybe you send them one or two emails. That's about it. Now, a proper funnel, like the funnels that we work on and we give clients is using our million dollar funnel system. What we do is we show you how to actually provide the right lead magnet, the right nurturing at the right time. So when you go and you interact with the brand, the majority of people to buy on the first visit is almost like 90% not going to happen. Right. So very few people buy on the first time. So the question is, what is your retargeting campaign for your ads? What is your nurture system and emails and text to get them back to a conversation or back to the website? And what are you doing to take them from a click to a conversation to a sale? So a funnel makes sure that the leads don't disappear and dissipate. What it does is make sure it concentrates somebody from the very highest level Being a free offer or a free gift, or even opting in to contact us form some level of free offer. Right. That free offer then gets them into the conversation mode. Okay. That starts it. Then the next step down in the funnel would be, did they watch your video sales letter? Right. Did they respond to an email? Did they click on a link and then get tagged as a hot lead? Right. Did they call inbound? So now we're going from not knowing you at all to you're a stranger to now engagement. Right. They've actually engaged now down the funnel from there is they actually got on a conversation, they actually got pitched, they actually visited the website multiple times, which increased their lead score. So we're going from unknown to known to finally trust. And what we do with the funnel is we automatically build trust with our clients because we're actually giving them what they want when they want it, with where they're at in the buy process. So what we do is we help businesses create the right tonality, the right cadence, the right outbound messaging. And we put it in a system called a funnel, which attaches to your CRM, which is your customer relationship management system. So I know right now I'm probably spitting out a lot of keywords, so we'll cover it more in this call. But the goal here is to make sure that no lead escapes and that either they tell us yes, no, or don't ever contact me again. Right. So the challenge here is most leads won't respond right away. So it can take five to eight times to even get a contact on the phone, which we're very good at doing. So we have phone teams that dial the leads that are created and help them through the funnel. So the goal here with the funnel is how do we make sure we take somebody from not knowing you to, to trusting you, to wanting to do business with you. And the funnel is your mechanism, your conveyor belt that moves the leads through that system. So that way somebody goes from opting in after seeing an ad, to filling out a survey, to seeing if they qualify, to then booking on a call, then to actually show up, then actually the contracts go out. So think about your sales process. If it could be automated and simplified in a way that it can go through the right technology at the right time to talk to the clients at the right way. And you can take them from the top of the funnel to the bottom of the funnel. And the bottom of the funnel is where the sales made. Right. This is where your higher tier programs are. This is where your not Free options are, but your medium options and your paid options are at the bottom of the funnel. So think about it like a filtering system, right? You put a lot of water into a filter, then the gravel goes through, then the carbon goes through that. You have another mesh filter. So at the final level, you have interested buyers, you have people that actually want your products. They actually get on the call with you qualified and they're ready to spend money. So funnel plus marketing plus outreach is the ultimate system to make sure that leads don't fall through the cracks.

Are you, are you kind of saying that? You know, again, I'm just a kid from West Texas, so I'm going to keep it kind of simple that. Imagine that it's a conveyor belt and you're attracting people to get on that conveyor belt and they go through a process. And whether it's as you say, it's a free lead magnet, it's a video sales letter, whatever it may be, it's the retargeting, it's all of this until they decide at some point, hey, I'm getting off the conveyor belt. And you move them down the line and it moves them from they had no idea who you were to now they're actually a very highly qualified lead and it turns it into a sale. So it removes, if you will, like you said, the filter, it removes the tire kickers from the people who say, yes, let me give you my credit card and let's move on.

Absolutely. So what we want to think about is what is, what is stopping the client from actually getting on to our service? Our funnel needs to first filter out. Not interested. Interested. Heat score one to five buyer. Right. So what we do is we build funnels and different campaigns for different, for different leads in dependent on the campaign and where they come from. So this is a concept called your marketing mix. Probably a lot of your listeners are aware about this. Right? So where are your leads coming from? Are you buying scrape data? Are you doing LinkedIn? Are you doing Yelp? Are you doing paper pay per click? Are you doing SEO? All of these avenues of where you get your leads from, they got to go somewhere. Right? The number one mistake people make in doing digital marketing is they send them to the land, to the homepage of their website. Right. So think about it. Like give me an example of one of your common listeners. What industry are they?

Yeah, most of them are a local service based business. Maybe like a plumber or electrician.

Perfect. Okay, so let's use the example of a plumber, electrician Right. And I'll make it perfectly for their system. So we have an ad that says like, hey, have a leaky Sink, you know, $99 home special deal, fill this out and we'll come see you tomorrow. Right. So normally, how does that go? Right, you have an ad, then maybe you have like a calendar. Right. And you send them to the calendar. That's one option. Calendar is a, is a funnel in a way, but it's a one step funnel. Right. So what can we do to improve this? Okay, now we have the ad. Now instead of just sending them directly to the calendar or our home page, what about if we grab that information, we grab the phone number, the name and the email. And then now it's in the CRM, the customer relationship portal. And now we can properly follow up with that lead till they say, hey, I don't want to be contacted anymore. Right. They opt out. So ideally add to capture, which would be like, okay, great, you're interested. I clicked on that. Okay, great, here's a little description, here's the little details. Put your name, phone number and email in. Great. Now it sends it over. Okay, so now you got a lead. Okay, so that's the first step. Don't send it to the homepage where there's a ton of navigation, a ton of places where they can get lost. Send them to one specific offer. That's the difference between a website and a funnel. A funnel normally has a core fun, a core piece that it's offering where there's no navigation at the top, there's no navigation at the bottom. It's, it's one offer. They either buy or they leave, right. Or they either opt in or they leave, right? So whatever that first step in the funnel is, so now you got an ad, you got, the ad gets clicked on, then it, it can either be a lead format on Facebook or it can go to the website. And then when they're on the website, they can put in their information. Now that they submitted their information. Now you're going to ask them something like, hey, you know, do you want to upgrade to a premium house inspection? Do you, you know, do you want to sign up for our yearly subscription service where you know, the house calls are cheaper? Right. Some type of other offer is what's called a one time offer. And this is a way you can take an ad and actually increase your lifetime value. So this is what we do with clients to figure out what they offer, what else could they offer and what can we do to put somebody after they made A purchase to actually upsell them or give them something else. So a funnel will take them through the ad to the page to then the offer, then to the upsell and then to like a thank you page. And then that thank you page will have information about the company as a thanks. So much for requesting your home inspection or the plumbing inspection. You know, here's the calendar. You know, choose a time, they choose a time that goes to dispatch and then from there they continue working on it. Right? So that is an example of a linear system versus a website that is a hierarchical system. Okay, A website, you go there, you land on one page, you click on that link, then there's another page and then there's another page and there's another page and it goes down instead of vertical. So the best way to think about a funnel is like you said, a manufacturing line where first, okay, somebody comes in, do they qualify to go to the next step? Yes or no? Okay, if they don't, what can we sell them? If they don't qualify, Right. Is there a downsell? Right, if they do qualify, great. What else can we sell them? If they bought purchase number one, what else can we sell them? So a funnel helps move the client around your different offerings in a very logical sense. And it helps do the sales process for your team automatically. And when your sales team is sending out deals, it will add more deals to the pipeline because it will take them and have a percentage of people buy the upsell or buy the down sell. So very strategic, very game plan oriented. We look at exactly where your leads are now and where they're getting stuck. And the whole goal is to reactivate those leads and then move them to the next step in the buying cycle, which would be if they opt in, how do we get a conversation, how do we move that person from saying, yes, I'm interested in the home inspection to actually now I'm buying it, Right? So that's where your CRM come into place because that's the automation emails, that's the automated text message, that's the long term nurture campaign. You need to stay in front of people and stay front of mind. So that way if a lead only opts in that you can actually move that person from where they're at to where they want to go to the next step, to the next step, to the next step. So remember guys, it's all up. If you think about it as in terms of what's the next step for the process, the prospect and what you need to do to move them through the sales process, you will close more deals because it will be in the front of your mind to say, hey, we're missing several emails here. Oh, what do that person need at that stage? Okay, so they opted in, they were interested, but they didn't take action on buying. The funnel broke after the opt in, which was the free thing. Hey, you know, learn about how to, to make sure that your, your house is approved for, you know, the construction. Right. Or, or what, whatever your offer is. Right. You know, in the case of this, a plumber, you know, you know, have a home inspection. Right. So they click on the ad, they're interested about the home inspection, then there's going to, they, they clicked so they took action. So that's the first part of the funnel, that's the offer, then we go capture. Okay, so did they put in their information? If they didn't put in their information? Well, that's where the retargeting ads, right. So like Jeff, have you been fooled around by ads on Facebook before? Right, sure. How's this guy following me? So that's because they're doing retargeting. So they spend a little bit of money that says, hey, anybody who visited my ad or anybody who visited my website, I want my ad to follow them till they actually purchase. So what we do is we help set up the whole system that takes a lead from opting in to having a conversation to finally being on the sales end. So that, that's the process of a funnel and that's what it can do for businesses where if they have too many leads, it filters out the tire kickers and it finally puts the right people in front of their sales team or if they don't have enough leads, it actually works every lead more efficiently. So you can find the diamonds in the rough that are there in your existing database. You might have just never contacted enough or they've never actually engaged. So funnel will pull them back into the conveyor belt based off of their actions and it will continue to market to them at where they left off in the funnel. So somebody that gets a marketing campaign from an email opt in is going to be different than a campaign. Somebody that fills out a survey and somebody who attended a call or somebody who missed the call. So you have different marketing avenues in the CRM and automations that helps each lead at each step go to the next one. So that's the power of a funnel is we take people from the very top, from not knowing you to knowing you to finally being able to buy. We take People from a free offer to a paid offer to a premium offer. We take people from a zero lead score to a one to a five lead score to eventually being a hot lead. So funnel will be that conveyor, that conveyor belt and help any of your existing CRM leads or your new leads take action and be able to move from where they're at to where you want them to be.

You said something earlier, Alan, that you know in sometimes people, their marketing has, has leaks in it and it makes me think of using this. A plumber is an example that a funnel could be construed, could be imagined as a series of connected pipes. And if one, if somebody's not moving from one step to the other, do you go back and say, hey, you know, if, if they saw our ad, they clicked on our ad, but they didn't take the next step. Is that an opportunity to go back and say, okay, there could be a leak there that we can fine tune? Or if you gotten to the point where in your system that you have it so fine tuned from the get go, it's, it's rock solid from day one and it requires no fine tuning.

Anybody who tells you like that anything doesn't return fine tuning or maintenance, run away, okay? Like I think about my funnels and the projects that I work on, like an Indy car, okay? You know how many people work for BMW out here in thermal, right? Testing every day, every piece of the car, the wind dynamics, even the little bolt on the, on the side of it. Can it be unscrewed faster? Can it be the like. Everything needs to be optimized at all times. So keep in mind that the KPIs of your CPM it cost per impression, right? That's the base cost of all of your advertising over the last couple years. This is almost three times in value. That means you have to spend $1 three years ago would equate to having to spend $3 today. So either you're getting three times more efficient or your advertising getting better, or you need to spend the same amount of money to do the same amount you did last year, but three times more. So if you're not optimizing your funnel, if you're not actively looking at your lead cost and you're actively looking at your cost per acquisition and you're actually saying, what can I do to reduce this? What can I do to optimize this? Where are the leads missing? Where's the, the leaks? Then guess what? That's money that's being taken out of your Pocket. Right. So if you're not doing that currently, then I highly suggest that you get somebody on your team to look at what is the lead flow. Right. If I have a hundred leads, what happened to them? Right. And you should document and know in your CRM, what is your close ratio at every level of your funnel. That's how we're able to scale clients to be able to do thousands of dollars a day on Facebook. Some were doing 6,000 plus a day on Facebook, some of our campaigns that I've been on, that I've helped run. Right, so what is the technology needed and what is the ramp up of the ad spend to make sure that we're not just wasting money? Okay, so oftentimes if you're working with advertising agencies, they're like, oh yeah, let's, let's spend a lot of money. But that's not how we do it. What we do is we do small tests, we reiterate and we say, hey, are we going to get this to beat our baseline results? Okay, so as you continue to tweak the funnel, you're going to say, okay, is it the ad, is it the funnel, is it the offer, is it the sales pitch? Where are we losing people? And that's where your conversion rate optimization, your CRO strategy comes into place. And normally you hire big marketing agencies to figure this out and then to go in, look at the data, create a report, say, hey, you know, you're missing an opportunity here, you're missing an opportunity there. But all of us on this call right now know where deals are falling through. Okay, there's AI solutions out there that Jeff has, right? There's, there's software solutions out there, there's seminars, there's coaching, all types of things. The question you gotta ask yourself is, where am I dropping the ball? Who has my money and where's the money getting stuck in the funnel? If you think about it in that regards, then you'll start understanding what is going to be the connection that you need to do to move in. From opt in to survey to booking to getting on a call, right? So if you just send it straight to a calendar, guess what? They're going to see that calendar. They might leave, some people might book. But what happened to all the people that left? What did you do? Right? You spent money to have them click, but now you don't have their phone number, name, email for one of your sales reps to call, or if you hate calling, have us do it. That's what we do here at 247 is we set up teams in Mexico, Philippines, US for calling teams to actually follow up with those leads. If you're inundated with leads, you got not enough time. They're not all getting followed up seven times within a week. You know, morning, evening. We set up all of the systems that We've developed over 10 years of being in the space. You know, I've learned a lot in CRMs, sales team management, technology, advertising, working on both small and big campaigns and being able to put it in a easy to implement system that is systematized and broken down into an easy to add on to any business function. So what we do here at 24 seven setters is help you close more deals with less leads. We help you be more efficient with every single conversation you got and we help you make sure that if you're spending money on ads and doing marketing that you get as many close conversations that qualify as possible. So we do that through technology, we do that through hiring and placing setters and closers and also management services to help overhaul the entire legion rev ops Department and MarTech Department, which is the team that most businesses should be focused on today if they want to increase their digital marketing prowess and they want to take over their competition that are advertising online. Because if you answer a lead faster than your competition, if you work them better, if you actually show that hey, this person's on top of it, you will win more business. The question is right now, how many leads are sitting in your voice message box that you never call back? How many people you called after hours that missed? How many people opted in and never did nothing? You probably have thousands of these leads. So get creative. It's 20, 25. You're gonna have to do something different. And that means AI, that means working with the funnel, that means getting the best technology and that means working with people that know what they're doing and how to help you optimize more with less. So that's what we do here at 247 setters. I would love to be able to help anybody here on the call. If you guys are interested in this type of service and you can see it benefit you guys reach out to my personal email down there below. Guys, like, I normally don't hand this out. Our sessions normally cost a thousand dollars a session. We have packages build out with the sales team starting at five to ten grand depending on the sales system that you need. But we can help you convert more deals in and figure out how to get your lifetime value up and also how to close More deals with less leads using your existing advertising. And guess what, if you need help with marketing, you need help with lead gen. We have a whole department as well that's really good at pulling data, giving lists to your existing people, or being able to help run marketing advertising. And you know, we got the results to prove it. We've done a bunch of campaigns and I love to support anybody here on the show. So reach out to me there on my email and go to 247-setters-com and if you go to slash VIP, I'll know you come from this and I'll give you that VIP treatment that we do with all of our clients.

Fantastic. Thank you. Hey, I'm just curious because, you know, when people hear some of this, they hear the complexity and their minds go, wow, this sounds expensive. Can I actually even afford to do that? How? And I always say, you know, when you talk about lifetime value, I have a client as an example. They do barbecue cleaning. And when we look at the lifetime value of that particular client, the barbecue costs. It costs $350 to clean the barbecue, but his average person has their barbecue cleaned twice a year and they've been with him for eight years. Well, when you think in that mindset, Alan, isn't it saying, hey, I can spend more to attract that ideal client versus only, you know, only charge 350, and out of that I make a hundred dollars. I can, I can't afford to acquire a new client for $300. Is that the wrong mindset?

Great question. It's actually the, the mindset is like you said, what is this lifetime value? So first we have, okay, if I spend $100 in ads, how many clicks? Okay, what's my cost per click? Okay, how many clicks does it take for somebody to land on the page? Okay, then how many page lands does it take for somebody to opt in? Right. How many opt ins does it take for somebody to buy the offer? How many, how many opt ins does it take for somebody to fill out a survey? How many, how many surveys does it take to get a booking? Right, so you break this down systematically.

So that.

Yeah, it's all math, right?

It's all math. Right. So it's all math and statistics. If I give a hundred qualified people and 1%, 1 to 1 to 2% buy, you're doing wonderful. Okay, now you're like, oh, 1 to 2%. That, that's nothing. Like, how is that possible? The question is, what did you spend to get that person to go from a click to an opt in to a presentation, right? And keep in mind we're interchanging services based business and product business. So please forgive me guys if you're in the other ones, but same thing, right? If I'm a lawyer or a cpa, add offer calendar, right? Dentist, other local based business like offer.

Checkout, page, upsell. So whatever it is, it's sequential, right? So our goal here is to make sure that if we get referrals that they get educated in the right way. And also if we are working our leads, that we put them in the right system to work them the best possible. Right? So like that conveyor belt, if it's oranges going down the line and we just have one thing that squeezes it and cuts it, that's great. But a funnel will do three or four times that and then it will keep on getting the juice out of that lead. So what you want to think about is truly what's your cost per appointment, what's your cost per show and what is your lifetime value? So those are KPIs that are at the bottom of the funnel, right? At the top of the funnel. Cost per, Opt in cost per. Click cost review cpm. Right? And you can see the funnel as we go from the top of it down to the bottom. What we understand now here at the bottom is hey, look, this lead is qualified. This lead will buy from me. Great. And now we asked a second question which was very powerful. How many times will this person buy? Right? So the initial let's say I spent 100 bucks, right? And then the guy spends a hundred bucks. I'm at even, right? But why would I actually spend more than a hundred bucks to acquire a customer? That's the lifetime value. So if I know this guy is going to buy a hundred dollar product for the next year x amount of times, then let's say now he's worth $1200 over a year on average versus just $100 one time. So your goal here as a business owner is not only ask what can I do to get more leads? Your question is what can I do to increase the lifetime value of my existing leads, my existing buyers, right? So when we said who has my money? What's stopping them from moving forward and what can I do to move them the next step? So you have different campaigns for different leads at different times in the funnel. So this is an example of talking about very powerful. Jeff, what do we do with our existing clients and how do we get them to come back and buy again? Right? So do we run A special. Do we do a Black Friday? You know, do we do a Thanksgiving? Like there's 20 different holidays that we have, so that should be 20 different campaigns to get people to engage with you. Right. How do I, we get them to sign for longer contracts? How do we get them to sign for bigger contracts? Right. As a business owner, you're asking yourself all these questions and you want your funnel and your sales process to support your sales team to do that automatically and when they are on those calls to support them, to be able to get the resources out and then move that lead down the conveyor line from yeah, I want it to. Yeah, I want it. Right. And that's the transition of them understanding who you are so they can trust you. That's the transition of them taking you from Adam being online to now being like, oh, this is my best friend. That is the relationship we're building digitally through currency of giving trainings, giving materials, giving sales, talking about our clients, talking about the results and actually letting the lead know why we're the ones that do business with. So that's the how you should look at your lead. Not just, oh, they opted in. There's a phone number, name, we'll call them. No, when are you going to call them? How quick are you going to call them? Are they, do you have a company Standard that within 10 minutes you need to call them? Is anybody auditing that? Right. Those are the questions that we ask and we actually evaluate and analyze to make sure that this is the strategy you need to move the lead from where they're at to where you want them to go. And that's all through long term nurture and building a system. So that way every lead gets followed up continually and you know for sure that none of your sales reps drop the ball. The worst thing is you spend money on leads and nobody called them. You can correct that forever in your business with a funnel and with a remote team. That's how we've been able to add over 40% more volume on bookings for clients. You know, we've got up to 180 appointments a month for a client booking them, reschedules, opt in leads, scheduled leads, athletes working their, their closers and center leads that they didn't want to touch. There's value in those businesses. We found over $240,000 in over 8,000 leads nobody wanted to touch. Right now the question is, do you have a system to go through 8,000 leads? Maybe not. Maybe. So the question is, wherever you're at right now, in your business, what technology? A CRM system like go high level or a landing page system like click funnels or your email marketing system like mailchimp. How are you using them effectively in your marketing mix and where are you identifying the leakages? So I, I suggest everybody here on the call, grab a time with me. It will be the best time you spend this entire year. It's a free call. If something resonates and you want to work together, we can always come up with a package specifically for your needs. And I'm excited to give as much value as possible. Grab your free strategy session 247-setters.com VIP Normally these sessions are $500, but I'm giving them away here on this call for any of Jeff's people. And I look forward to helping you figure out where your leads are getting stuck, what we can do to give them the next stage, and what's the process to make sure that it's in your company's voice, it's done in the right way, in the right tonality and the right cadence, where it's not pushy, but it moves people along the process of that conveyor belt. So you can take a lead from not knowing you to knowing you to buying. And we can take the ones that get stuck to actually figure out what's getting them stuck. And do they need an email? Do you need a phone call? Do they need physical mail? What's your marketing campaign in general? From taking a lead from the lead gen department into the sales department. And how do you actually get them to ring the cash register? Because at the end of the day, that's the most important thing.

Alan, this has been fantastic. Your information has just been so spot on. And, you know, I think about so many businesses out there who a. They just say, you know, when you ask them, the, the first question when you first consult with them is, you know, how do you get your leads? Well, I get referrals and you're like, what else do you do? That's all we do. And yet they want to grow their business. It makes such a difference to have these things in, in, in play. I remember, gosh, now it's been probably over 15 years ago the first time I heard about this process that you discussed. And we've used click funnels and we've used, you know, complicated systems that actually, once you set them up and you're constantly tweaking them, once you set them up, boy, they can just keep churning out money. It's almost like an ATM machine. And if you're ready to go from I don't know where my next customer's coming from to. I have a system that's just automated. It's just spitting out leads as Alan talks about. Make sure to get ahold of him at 24.7setters.com. Make sure you go forward VIP for our audience. And of course, you want to get a hold of Alan directly, go to Alan K O T L Y A R gmail dot com. Alan, I can't thank you enough for being here today. Are there. You know, you said early, before we wrap it up, you said early that there was a list of different industries you work with. You know, we serve mostly local business owners. You know, the attorney, the cpa, the electrician, the landscaper, that kind of thing. Does this play. Does this still play for them?

Absolutely. Any business that is doing any levels of sales. Okay. The question is, how are you tracking a prospect to a client? There's a breakdown in that process. Okay. Let's just even take the example of a gardener. Okay. You got a referral. Where are you putting that referral in your phone?

Are you putting it in a automated system that follows up with the guy every week till the end of time? Probably not.

Yeah.

Right. Now, which one would be better? My opinion, Follow up with them till they want to buy, and if they say no, take them off the list. You're not being like, how many times have you signed up for a service because the guy was persistent, right? The majority of my business. Right. And so, you know, what we're really good at is being persistent without being annoying and building a system that helps nurture the lead till they're ready to have a conversation. Which could be six months, right. Depending on your product. Like, you're a financial planner. You may not sign somebody up right away, but in a couple months or a year, they might sign up. So the question is, how do you stay on top of mind? How do you do business and marketing different than your competitors? And how do you find that weakness that they have that you can exploit? So that way it becomes your strength. And so what we do with our consulting is we take a look at what does it cost to get a client. So in the example of a gardener, right? Great example, that guy comes twice a month, right, to, let's say, 200 contract a month. In a year, you know, this guy could be worth $3,000.

But are you willing and you. And you have the confidence in your ads and your marketing system and your sales System to spend $3,000 upfront and sometimes it works. Sometimes it won't work, and sometimes it will be $10,000 till the ad starts hitting. But once it does and you got a baseline and you start knowing what your marketing can produce, now you go from a one to one return, where you break even, which is where all marketing campaigns strive to be at the beginning, right when you ask the question of what is the return on investment or how like can the funnel be just set up one time? No, because it needs to be worked, it needs to be optimized. So that way we go from negative one where we're spending a dollar and we're losing $2, which will happen for the ramp up period, but then a proper marketing company and proper agency will help. Then change the ads, change the funnels, change the leg. The languaging. Hundreds of experiments, thousands of different headlines, different images that all need to be played in this formula to get you a higher return. So now we go from negative $2 to now we're break even. Guess what? You did more than most companies will ever do. Because most of them lose money on advertising hoping for a lifetime value buy. Most of them don't actually track it. But now you have a break even funnel. Okay, so now what do we do to scale? Okay, well now we have a baseline. We know if we spend a thousand bucks, we'll get three clients. Each client's worth three grand. So we're like, that's where we want to go. So how do we make sure that the ratio of leads that we get are in the right price point to what is our conversion ratio? Being on the phone, being on the email, being on text message to how many presentations we get to? What's our close ratio? So we help you figure out all these numbers. And I know it sounds super complicated here on the call, trust me, it's a lot easier when I have more time than to run over it here in 10 minutes. But we help you create that the special revenue calculator that says, okay, if we send X amount of emails, if we send X amount of linkedins, if we do X amount of phone call, each of them have different response rates, each of them have different conversion rates. But as a blended whole, what is our cost per average call? Now I can tell you. We, we can get calls. $67 rescheduled leads, right? Somebody that missed an appointment, you already spent 200 on average to get them through the whole funnel and then they no show you. What do you do? Most sales people, if they call you once, you're lucky, they'll show up to a zoom call and then exiting within two minutes because you're not there, never to follow up with you ever again. That's an example of leads that get stuck in the presentation part of the funnel. So what we do is we say okay look, did anybody audit the reps? Did anybody listen to the call? Is there an SOP that says hey, you need to text them before the meeting. If they don't answer, text them an hour before. If they don't answer to that, you're on the call within five minutes, send them this message, then hey, they didn't respond after five minutes, send them an email, double dial them, send them a text. That's a sales process. It's not leaving it up to chance and it's not leaving it up to the rep to figure it out. Right. So you might have an SOP that's dusty and nobody's ever looked at and you think the sales manager is following this, but when's the last time you checked? Right. That's what we do at 247 is we dive deep, we figure out where the holes are in the funnel, we help you plug them up and then we put technology being a better phone system, let's say you want to dial more leads, we put a multi line dialer that can dial 500 people a day. Right. Instead of 50 people a day. Let's say you're manually text, you're manually sending messages. But what, what about if you did automations where now we took that out of the sales reps job. He finishes a call, he puts one disposition in the CRM and everything it used to take him 10, 15 minutes to do as a wrap up is finished for him. That's what we're talking about. How many leads got lost in that application process? And trust me, I'm not perfect. Like we still make mistakes, our clients still mistakes, but the question is how we make less of them and how can we make sure we profit from the mistakes we've made so we can reiterate, we can continue to improve and we go from not having anything to having a system that you put $1 in and it produces 5, produces 6, produce 10. It's doable, it happens. Clients have got this result. The question is what's the Runway, how much gas do we have and what vehicle are we flying? Right. If you want short term sales, that's a different conversation than building a proper system. So I invite all of the clients and the people here on the call to book a time with me to figure out this revenue calculator for themselves. Right, we'll go through what are your costs, where are you getting leads, what's the average? And if you don't have these answers, it's time to get those answers because that's what you need today in 2025 to actually grow scalably. So if you're like, oh, I spent a couple grand a month on ads and you don't know the result, and you don't know how many leads you got and you don't know where those leads went and you don't know if they've been followed up 14 times on average to get a conversation, you're wasting your money. You're throwing money down the drain. Because Internet leads, besides referrals, any type of lead needs multiple outreaches till they answer. If your sales team isn't calling till they at least get a connect, they at least get a conversation, then all of those leads are dead leads. In my opinion, we found over close to a quarter mil in deadly value. So using AI, using remote sales teams, we can filter those leads so your sales team doesn't get busy with them and they can focus on qualified transfers and they can focus on booked appointments. So that way any lower tier lead that's, that's on the top of the funnel versus the bottom of the funnel, we can have a team work with you to call those from Mexico or the Philippines depending on the, the budget you have, and put them through a legion system, a conveyor belt that takes them from opt in to now getting on a phone call with you qualified. And that's what we do here at 247 Saturday.

Well, and again, this has been fantastic. I really appreciate it, you taking the time, I know you're busy and sharing this with our audience here at the Local Voice. We have your email on the screen. I also want to bring up your website. 24 7. I was going to say 24 7. It's still 247setters.com. That's plural. S e t t e r s.com for those of you that are listening forward slash VIP. That's for our audience. And Alan has something for you that will be beneficial for consultation. Alan, I, I really appreciate you taking the time today. I think this will be great. And it, you know as many people as I'm sure you do and I know I do, I talk to and I meet at conferences and whatnot and they don't have any system in place. This is so valuable. So I want to thank you again.

Awesome. Well, I'm here for the community. I'm here in Palm Springs also, so if anybody wants to grab a beer or a coffee, let me know. I'm new to the area, would love to connect with any entrepreneurs here in the valley and reach out to me, you know, like, if we can do something, great. If not, you'll leave with some information at least on what to do better, at least some deeper questions you should ask anybody that's helping you run your marketing or your sales team. And you know, we got the results to prove it. Like we're one of the few companies that actually stand behind our work. I know a lot of people have been burnt in this space just like I have. I, I have an experience running campaigns and working with clients at the highest level. You know, cars, mortgage, tv, phone and Internet sales teams, solar, you know, tv, you know, coaches and consultants, course creators, wide gamut of different industries. And the unique ability that I have is I was a sales rep and also I am a techie, which is a rare combination. So what I learned and the reason I'm so passionate about this is because when I was sent out doing door to door sales for solar, they literally said, here is a laminate, good job, go out there, knock on it. And I said to myself when I was in college, I'm like, there's got to be a better way, there's got to be a better route, there's got to be a way to pull the information, there's got to be a way that I don't come out cold and just knock. But it's a warm up. So it got me thinking about how to do things better, how to do work optimization. And that's what as a CEO we all want to think about is how do we send our soldiers into the field with the best tools and the best resources where they're not blind, right? And the way we do that is by removing the obstacles that they experience and in the sales process. So if we don't have emails going out with common rebuttals, if we don't have emails going out with case studies, if we don't have support tools to support the conversation, then we're really not giving our team the best resources. So I encourage everybody here on the call, if this is the last thing you hear about, what tools, what resources, where are the holes, what needs to be plugged, where's the leaky bucket in your sales and Legion system? Take a piece of paper, write down your top three areas and go attack them. You'll see an increase in your revenue right away. Thank you so much for having me on the call here, Jeff. I really appreciate you. And let's do it again. Hopefully we can do another training.

I appreciate it. Thank you so much. And thank you for joining us today. I really appreciate that, Alan. Thank you so much.

Awesome.

Well, there's no doubt that was fire, folks. You know, I've been in this space now for about 15 years, and, you know, everything Alan said is absolutely correct. We hear what he is saying happen over and over and over again. And typically what happens is a business will come along and they'll say, yeah, I'll ask them, what have they done before? And they've worked with X, y and Z Co. And I say, what did they do? And then we're improving upon it. But what I see is they're moving from. It's almost like dating somebody and you're dating them till you realize, oh, they're just like my last date. And they move to the next. They're not getting the results they want. The reason is someone like Alan is able to look beyond that and say, wait a second. Let's go to the science. Let's go to the behavior of what needs to happen so that we can meet the audience where they are and discover what we can. Or, excuse me, and fix the problems they might be having to move them to the next stage, turn them into a lead. One of the things I really loved about what Alan said is, hey, when someone becomes a lead, they fill out a form. You need to. As a business, you need to be ready to respond to them almost immediately, whether that's a phone call, it's a text, it's an email. Because here's what happens. He didn't say this, but this is really what happens. If we're calling and we're looking for, let's say, a landscaper, or we're looking for a hairdresser. And the phone rings and it's not answered, or I go to a voicemail. What do we do? We go to the next name on the list.

Because we're looking for what? We're looking for a solution, looking for an answer. So when Alan puts this call back in place, that is amazing. That is a difference. Because let's face it, if you're. I'm going to call it a one person with a truck and you're out doing landscaping or you're doing pool service and somebody calls you, he said, where are you putting that lead? And nobody follows up with them until the end of the day because you're out cleaning pools. Sorry. They already have somebody to clean their pool and it wasn't you. So get a hold of Alan. I'm going to put his information up here. One more time. It's his information is. Let me pull it up. Allen, A L L E N K O T Y or K O T L Y a r@gmail.com. and make sure to go to his website at 24 7, that's 247setters.com forward slice VIP. And if you heard about him on the Local Voice, let him know. And he's got a VIP for our audience. I really appreciate that. Hey, until next time, my name is Jeff Harrison. You have been with a Local Voice. I really appreciate that. Make sure to like and subscribe and also share this with a friend and we'll see you next time.

Thanks.