How To Crack 6 Figures Per Month By Selling Fewer People And Charging More Money with Russ Ruffino

How do you make business problems disappear? Wrap em in bacon for business owners, marketing execs and anyone trying to grow your business. Pump your profits and make more while doing less. Welcome to Bacon Wrapped Business with Brad Costanzo. Sizzling hot business advice guaranteed to make you fat profits. Every week our chefs will serve you proven recipes for ramping up your revenue. Now here's your host, Brad Costanzo.

Hey, this is Brad and I'm back again with another exciting show. And you know, before I get into today's topic, which you may already know what it is because you clicked the button to listen and you've already read the headline. So we're going to talk about consulting and high ticket sales with Russ Ruffino. But before I get into that, I actually need some help. So since I've got your attention, I want to let you know I'm actually hiring, looking for an intern or a marketing assistant to work with me on a big new project that is being launched off the ground. I'm looking for two types of people. One would be I've actually got some resources here in the webmaster, the technical role who understands all aspects of the tech side. But I'm always looking for new resources there. So if you are that person or you know that person, send me an email to ask bradaconraptobusiness. But also more importantly, I'm looking for kind of an all around marketing intern or assistant assistant to help me with a variety of projects. None of them are too highly technical, but you must be resourceful, pretty smart on your feet, takes directions, very eager to learn.

As well as follow some directions and I can give you directions and you can just go do them. This will be a part time role. I don't need anybody full time but I'm working on the launch of a very exciting e commerce product and with a ton of potential here and I'm doing a lot of things, I figured I would reach out to you guys, my audience, and ask you if you knew anybody or you are that person and you'd like to, you know, you'd like to talk to me about this and potentially lend your hand. It is. Well, I'm not going to go into all the details of what it is right now. Once more I'm looking for an either an intern or a marketing assistant you can send me your resume with. Dude, I'm not a big corporate guy. Just send me a basic resume of what you've been working on, what your skill set is. If you do have a good resume, send it to me. Ask bradaconrappedbusiness.com and just put in the subject line marketing intern or marketing assistant or webmaster, anything like that. And I read all those. That is my personal email, so I'll check it out and we'll see if there's a fit. So that is that. Now let's get into the heart of today's discussion. So I invited Russ Ruffino to be on the show. Russ is the founder of Clients on Demand, which is a client attraction system for high end consultants, coaches, professionals. He's built a multi million dollar business helping these experts, coaches, consultants, thought leaders, service professionals, create simple, strong and repeatable marketing and sales processes that attract the perfect clients. His average client raises their prices 1000% or more after working with him. And once they're up and running, they attract five to 10 new potential clients every single day. Russ has got a tremendous system and I invited him on here because as you'll hear.

I do consulting and this is part of my business. However, Russ has a different approach to it and I really liked it. So I wanted to bring him on and pick his brain a little bit and find out, you know, see if I can fill in some of the gaps in my knowledge. So if you are an expert, a coach, a consultant or thought leader, you charge prices to individuals and you want to potentially raise your prices, you're going to want to listen very closely. This is not your typical podcast where I just ask very basic questions and keep it very, very 30,000 foot view. I have personal curiosity so I'm going to ask those questions without any hesitation. Let me switch over to the interview with me and Russell. Okay. So, Russ, welcome to the show. How are you?

Oh, great, man, I'm terrific. How are you doing?

I'm doing great. It's good to have you on here. As I said, you know, we've never met in person, but I've followed you around. I'm in your Facebook group, the Art of High Ticket Selling. And I've seen some of the things that you've done, really helping, you know, helping coaches and consultants and other people as well just understand how to, how to increase their prices, serve at a higher level and make their lives a lot easier. So I'm looking forward to diving into this because I've got some questions. I've been doing a lot of consulting, really in the past three years myself. So I've got a lot of curiosity about some of the methods that you found work, the best for you and for some of your clients and your students and Your friends. But tell me, how long have you been, you know, a little bit of backstory here. You know, what were you doing prior to this? What's, you know, what's kind of your genesis story?

Oh, man. So from age 21 to age 31, I was bartending, believe it or not, bartending up in la. I live down in Newport now, but at the time I was bartending in la.

I went up to Los Angeles to go to UCLA to study acting at. At ucla School of Theater, Film and Television, I did that. And then from age 21 to 30, when I was doing the, like, actor slash slash bartender thing, and then I turned 30 and I just was like, you know, like so many people do. I looked at my life and I was just like, okay, I cannot be the guy who is bartending when he's like 40 or even 35. I was like, I just like it. You know, it hit my limit.

It's a young man's world.

Yeah, it was just like. It was just like, look, I gotta do something good with my life. I mean, this is, you know, this is crazy. So, you know, and then, look. And there's some people that, you know, all they want to do is bartend. They love bartending. They live to bartend. I have buddies who are like, mixologists. It's like their art form. But that wasn't me.

And, you know, I read one day when I was on break, I walked into Barnes and Noble, came across the Four Hour Workweek by Tim Ferriss, started reading it and was just blown away, was just blown away by this whole idea that you could create an online income and a passive online income. I had no idea that was even possible until I read that book. I'd never heard of it.

That was absolutely my inspiration as well. Long story short, I was working at a job at Prudential Investments and I was an analyst. And it just so happened that a friend of mine recommended the book the exact same month. Like, I read the book, and within two weeks after that, I got laid off my job. And I tell you, this was the universe working. Because after. After I read that book, I said, oh, I'm never going back. I will never create a resume again.

Yep, that's exactly what I said. I threw together my very first information product. I say threw together, but I thought it was pretty damn good. Started selling it online, started selling it successfully. And I think I had made one sale and I had like $500 in the bank and my rent was due in two weeks. But I walked into my Bartender job. And I just quit. And I just knew that.

Because you got a taste, right? You got a taste.

Yeah, I knew that. Well, I knew that if I could devote all of my energy to it, that I could really make it work. And I did. That first year, I probably made about 10 times as much as I'd ever made as a bartender. So it was an amazing thing.

Nice. Yeah, but you saw a lot less women because you were sitting there in your underwear at your kitchen table on your computer, right?

Yeah.

It's like, son of a bitch. I miss the people.

The woman who is now my wife. But we weren't married then. We just kind of. We had just sort of, you know, just started dating. But you're absolutely right. It is true. Like, you know, you go from bartending and you're. You're meeting people, you're seeing people all day, every day. You're interacting with new people. It's a lot of fun. I go, I start my online business. I quit my bartending job and I'm working behind the computer for like, nine months. And, you know, Sarah, who's now my wife, comes up to me. She's like, hey, Russ, you want to go to a party? We got a party to go to, you know, baby shower or something. I forget what it was, but we go. And like, I was just socially, people.

I gotta talk to people.

Yeah, I was doing that thing where, like, I'm standing there talking to people and I'm like, I don't know what to do with my hands. I was like, so awkward. And I was just like, oh, my God. I went from talking to people every single day to not speaking to anybody in person for, like, nine months.

Yeah, I used to call it the bat cave, you know, just sitting in there. Yeah, it was the exact same way because I was doing, like, external sales and a lot of external stuff. And then once I was laid off and that I was working, I used to say, like, hey, Internet marketing is great. I work 18 hours a day so I can make money while I sleep.

Yeah, something like that.

Yeah. So, dude, I get it. So anyway, so you got into the info product game very much like, you know, so far we've kind of got a little bit of a similar path. So keep going. I'm fascinated.

Oh, yes. So I got into the info product game, was selling things at a low ticket price, first in different niches. But then eventually I realized, look, I'm really good at the marketing aspect of things, and people were asking me to teach them the online marketing side of things. So I moved into that niche, started doing launches, started releasing products, and the products were really well received, and we would do launches, and we would sell 1,000 copies or 2,000 copies. But a couple things really started to bother me. Number one.

Not a lot of people who bought my stuff would ever do anything with it. You know, they would go through the product and they would be like, this is tremendous. I love it. Maybe a handful of people would go and use it and get some really amazing results. Everyone else would just get it, and it would just end up collecting cyber dust on their hard drive. And I. You know, I later found out that's, like, a really common problem. I mean, I got a ton of products on my hard drive I haven't even looked at. You probably do, too. Yeah.

It's kind of funny when we get frustrated as product creators that people don't go through our stuff, and then we look at all the stuff that we haven't gone through that we've spent money on, and we're like, okay, yeah, maybe it's human nature.

Well, I think some people don't want people to go through their stuff, though. Like, I think there's people out there that put out a product, and they kind of know it sucks, but they know that if they price it low enough, no one's ever gonna do anything with it anyway. So no one's ever gonna find out how bad it is.

That's a good point.

But for me, like, I knew this stuff was good. It's just. It's just nobody was really. It was very difficult to get people to take action. And so I really thought about this, and I realized, like, hey, wait a minute. At the time, I had a gym membership at 24 Hour Fitness in Los Angeles. I think my gym membership was, like, $29 a month. And I looked at myself, and I was like, I haven't gone to the gym in six months. Maybe the reason I haven't gone to the gym in six months is because I'm only paying 29 bucks for it. Yeah. And I started to think to myself, wait a minute. So I joined a more expensive gym, got a personal trainer, and then I started going all the time. And I started to think to myself, okay, wait a minute. This is the thing.

Weird how that happens, isn't it?

Yeah. Crazy how that happens. So look, what would happen if I flip this whole model on its head, and instead of taking a product that was $27 or $97 or whatever, and trying to do a big launch and sell 1,000 copies or 2,000 copies? What if I just flip the script? What if I change the price so that I was pricing my offers at 4,000, 6,000, 8,000, 10,000, whatever, and only working with like 20 or 30 people a month. You know, how much better of an experience could I give to those clients? How much more motivated clients would I attract and how much more of a commitment would I get from them? Because now they've got skin in the game. Now they're like super invested. And so I did that and shut down all my low ticket products, turned off all my low ticket stuff and just went for those, those 20 or 30 high paying customers every single month. And the difference has been night and day, like people. You know, a good result for me when I did a launch would be if I had a client who came back to me and said, oh man, you know, I was one of the, you know, thousand guys who bought your launch. And I, you know, I made $12,000 this month and I was like, oh man, that was like the coolest thing ever. But now with the high ticket world that I'm in, you know, I've had clients come into my six week workshop, launch a brand new $5,000 offer and sell like 42 copies of it within the first six weeks and pull in like $210,000. So it's like the experience is just night and day where now it's like almost everybody takes action and almost everybody gets an amazing result and almost everybody just really goes for it. So for me, it's a lot more satisfying.

Yeah, well, people got skin in the game, they tend to perform because it hurts a lot more not to. Right. I've actually done this in the past where I was trying to get in shape and I made a bet with a buddy. I said, I will. And I put this in writing. I actually create. I wrote a check for it and I said, I will. I was doing like a 90 day challenge and I said, I will donate a thousand dollars to the Westboro Baptist Church. You know, that total hate church God hates. Yeah, yeah. If I don't hit a certain goal by, you know, in 90 days, I will donate a thousand dollars to them. And obviously I hate them. Like, that's the last thing in the world I want. I was like, and I'll do a press release about it. So I was making it painful to fail. And that's exactly what high ticket offers are too. When you get somebody, you really are able to dial in.

The value you can bring to actually having the result.

The People who pay for it, they'll take action more often than not. I'm sure you've seen that.

Yeah, yeah. And that's what we found. And since I made that change, like my income is a lot more steady because now it's not based on launches where, you know, you do a launch, you make a bunch of money and then there's nothing for like four months and then you have to do another launch and you know, so I'm out of that launch game. My business completely runs itself. So like I don't have to depend on affiliates or JV partners or anything like that. Like you would if you were doing launches.

You buy, you buy traffic to it, right? You do successful Facebook ads, etc.

Well, the model is really simple. So we send traffic from Facebook or Twitter or some social media site to, you know, we run an ad on Facebook or Twitter. The ad takes them to a registration page for webinar. They register, they watch the webinar, and on the webinar we give them some really great perspective on their problems and what's going on and you know, begin to show them that hey, there is a solution if you really want to do something about this. And then at the end of the webinar we just invite them to reach out if they want to work with us. So it's like the whole process only has four steps, but you know, we're bringing in like you know, 20, 30 plus high paying clients every single month, depending on how many I want to take on. So it's, you know, it's a really cool thing. It's really simple and elegant and just, it just works, man. It's just clean.

Nice. Now, have you, have you kept your like, your offer basically to the one main flagship thing which is I will teach you how to do this or do you have multiple high ticket offers out there? Like I'll teach you how to do this and this and this. Or have you kind of kept it nice and streamlined?

Well, so my philosophy is solve the problem. You know, like I don't want to have any offers out there unless I know that that offer can solve the problem. And in my case, my business is around how do you get high paying clients consistently. So I designed an offer that would solve that problem. And so right now that's our only offer. We're cooking up another one right now that would be like a, like a much, much, much more high ticket offer, somewhere in the neighborhood of 50, 60 thousand dollars. And that would be a one year mastermind. But that would be specifically for people that are already doing 10, 20, $30,000 a month and they want to get to 1 million, $2 million a year and want to crack that million dollar barrier. So that's going to be a more high ticket offer. But for right now, it's just the one offer, man. We've had one offer for two years and that's it. It's our high ticket signature offer. It's our flagship offer.

Nice. So I want to talk about. So like you just mentioned, you've got some people you've seen who are just killing it. Like, would you say they do it like started an offer, like a $5,000 offer and all of a sudden sold like 49?

Yeah.

What are. Because I'm always curious about this because the ones that I always see, the ones that you, well, you're different because you're actually showing people how to do this. But the ones I always see are a lot of my friends and a lot of the people who are teaching this and I see a lot of the just business related high ticket offers and I know that there's a lot of high ticket offers in the. Just in other spaces. Besides how to make money. What are some. Like I could ask you a bunch of them. Oh yeah, there's a fitness coach that and the other. And that's not as surprising. What's some of the most surprising success stories that you're like, son of a bitch. I'm really, I'm excited. A little bit surprised that that worked. Like, you know, I don't know, I'm making this up. Like a high ticket offer for how to crochet or whatever. Doesn't have to be like, that's an extreme example. Right.

So I mean like, look, I suppose you could charge a high ticket price for anything you want as long as you can get people to pay it. But we always, when we're looking to take on a client, we're always asking ourselves, okay, what is the outcome that this person provides? So in other words, what is the big problem that this person solves? Could be a life problem, could be a relationship problem, could be a business problem. But if it doesn't solve a major problem, we usually will not take that person on as a client because it's like, look, can you sell a $5,000 course on how to croch? Maybe, I don't know.

But to like one person out there.

Yeah, right. That's what. Yeah, yeah. Well if, yeah, it's like if I'm a multimillionaire and I'm Like, I want to learn crocheting from the best, you know, yeah, I'll plunk down five grand, but yeah. So the clients that we take on are people that are solving a major life or business challenge. And if you're solving a major life or business challenge, then I believe that you should charge a price that is commensurate with the value that you actually deliver. So, like, you know, if your relationship is falling apart, what is it worth to have your relationship get fixed? You know, if you can't get new clients in the door, what's it worth to be able to do that? If you're working too hard in your business, what's it worth to be able to overcome that? So we do see some, some off the wall kind of stuff. We see people doing, like, really spiritual stuff.

Like mindsets stuff, some people doing energy stuff, that kind of thing. But the main thing is that it's always geared towards solving a big problem. So it's never ever like, hey, you know Kundalini Yoga, come learn Kundalini Yoga. It's five grand. That's never the pitch. It's always connecting what it is that you do with the problems that you solve. So the biggest revelation that I had when I started selling high ticket was I realized that at a high ticket price, okay, so first of all, at a low ticket price, you can get people so excited that they just say, screw it, I'm gonna give it a shot, you know, and that'll go $27, you know, $197 or something like that. But when you, when you get to a high ticket offer, they're not buying their way into something, they're buying their way out of something.

Great point.

That was a big shift. That was a really big shift for me. Because, you know, in Internet marketing, it's like you just try to build up all this excitement around the offer. Okay, there's 50 million bonuses, and if you act now, you know, I'm gonna come to your house and I'll wash your car or whatever. You know, it's like you' get people so pumped up. But with a high ticket sale, it's just, it's a much deeper.

It's almost the exact opposite. I mean, you're doing, I think you're doing more disqualifying than you are qualifying. Like, yeah, I can absolutely help you. This is. I forget who told me this years ago, but it was a cool shift for me. Just like what you just said, which was when people are buying low dollar offers.

There'S a trust question. Right. And they're asking or a confidence issue, like, okay, do I have confidence or trust that Russ's info product, his ebook is going to do it? It says it's going to do for me. But when you're starting, when you ask somebody for 5,000 or 10,000 or whatever, they're no longer, if they're even considering working with you, they're no longer thinking, do I trust that Rust offer is going to do this for me? They're thinking, will I do what it takes to get the results? Alright. So now they have to ask themselves that question, like, do I trust myself to take this step? Because I. If they're even considering you, they've already, okay, you've got the credibility. I think you've got the answer. And they're going over this in their head. So it's, do I have what it takes? Will I make the time? Will I follow through? Not will Russ's ebook be complete?

Yeah. And there's a lot of people out there that for one reason or another, they don't want to solve the problem. It's too scary if they actually, you know, I mean, if the problem, for example, is how to get more customers. Right. There's a lot of people out there that would be terrified if they did get more customers. And that's the reason that they don't have any.

Yeah, taxes, man. Paying those taxes, it sucks.

And so it's this whole like, cycle of, you know, a lot of people in them, in the marketplace, they put out these, these products and these, these workshops and events and things that aren't really designed to solve the problem. They just kind of teach you about it. They just give, you know, lay a bunch of information on you and then send you on your way. And if you're somebody that's a dabbler, that's probably all you want, you know. Oh, cool. Yeah, I got some information. Got a nice warm feeling in my stomach. Really feel like I did something good today. And that's all you want. But that's not who I want to work with. I want to work with the people that are dead serious about figuring this stuff out. And so as a result, you know, it requires a more serious pitch and a more serious conversation.

Yeah. So now you see a lot of people. Well, let me back up before I go there. So like you said, reiterate, the model is find the audience, let's say social media, where you can buy ads, send them to a webinar, give them a valuable webinar, invite them to help solve the problem and jump on the phone where typically there's a phone sale that's done and then you enroll them in. Whatever your consulting coaching, whatever your high ticket offer is, it could be anything. It could be like a finite class. It could be work with you one on one or in groups.

Is there when it comes to the fulfillment side, is there one side that you tend to.

I guess, recommend people do more often? Because I know the mistakes, I want to say the mistakes I've made in doing consulting is I got really deep with fewer clients. So I made good money with them and I still do, but it starts to monopolize my time and it's completely impossible to scale. And I've made, I've kind of made that bed and had to kind of unmake it and sometimes lie in it. But do you tend to tell people to leverage themselves with group coaching or any specific model? What's your favorite?

Well, so from the beginning, and I love that you brought up that point of scale because from the beginning scale was very important. Me, you know, when I was designing this business and trying to figure out how to make it work, I thought to myself, well, look, there can't be any roadblocks in the company that would stop us from scaling as far as we want to scale. So that really made a lot of decisions become clear. It made me realize, okay, look, well, if I'm going to do one on one coaching, right? You can only take on so many clients if you're doing one on one coaching. You know, you're still trading time for dollars, but you're trading it at a really high level. I mean, don't get me wrong, you can make a hell of a lot of money doing one on one coaching, but you're still trading time for dollars. So I had to look at this and say, okay, look, obviously you can tell by now my whole approach is based on solving the problem. That's what we base our pricing on. That's what we base everything on. So it's got to solve the problem and it's got to solve the problem in a profound way. And it's got to solve the problem efficiently and quickly, but it also has to do it in a way that's scalable for me. So the way that we've sort of figured out is the best way to do that is to use an online group coaching model. And this works because if I talk to most coaches, consultants and service providers, right, Because a lot of coaches and consultants, they think, oh man, dude, every client is different. You Know what I mean? I can't have a group program because people come to me and they have all kinds of different problems and stuff. Well, if you dig a little deeper, usually what they'll tell you is I always ask this question. Okay, okay, okay, listen, listen, listen. Are you completely designing a brand new approach approach for each and every client who comes your way or are you covering about 80% of the same stuff with every client and then maybe 20% you're customizing? And the answer is always, yeah, it's about 80% of the same stuff. So it's like, okay, great. So if that's the truth, then that means you're repeating yourself over and over and over and over again with every single client just going over that 80% again and again and again. So it's like, look, take the 80% that's the same for every client. Put that into some online training so that you don't have to repeat yourself. They can just watch the videos and learn it and then have some kind of live Q and A or live interaction where they can get that customization and get those tweaks to take the stuff you're teaching them and apply it to whatever their specific details of their problem are.

Right. And then do you typically, because I know you can do this in a finite way, because obviously if you're, if you're creating content, I mean you could just keep it going on and on like, hey, every week or every month, whatever, I'm going to create a new video for you to watch. Do you try to keep yours like you mentioned earlier, like a six week program? Typically?

Yes, actually it's. Ours is, I might have misspoke before. Ours is eight weeks.

Eight weeks. I'm sorry.

But yeah, so you look at, you look at the problem these people have. Okay, what is point A where they are right now and what's point B where you want to get them to? So point A where they have this terrible problem at point B where they don't have it anymore. And then I look at it and I say, okay, well what are the steps on the path from point A to point B? And each step of that journey will be one week of my program. And so you come in, the training in the members area teaches you whatever it is you need to learn to make that jump. And then in my program we have two live Q& A sessions a week. We actually do ours on Mondays and Thursdays where I am there personally answering whatever questions people have and my whole team is there too. So you know what we teach is a little. It's pretty complex. I mean, to get more clients. There's a lot that goes into that. You know, we teach Facebook ads, we teach Twitter ads. We teach how to do a great webinar. We teach a lot of different stuff. So the Q and A calls, I'm there. And also my whole team is there. So the woman who does my traffic, she's there answering people's traffic questions. You know, the guy who, you know, is in charge of my sales team, he's there answering any questions people have about, you know, how to get on the phone and sign people up.

So, by the way, you just bring up something great. Yeah, you brought up something great. And I hope my listeners are taking. You know, are really listening to this so you can. You don't have to do everything. You can bring in your co coaches or, you know, specialists. Like, yeah, today we're going to talk about Facebook advertising. And as the business owner, you may not be the one who runs your Facebook advertising, but you don't lose any credibility. In fact, you may gain credibility by saying, yeah, this is Joe Schmo over here who runs all my stuff, and he's gonna teach and talk and do the Q and A today. So I think you're giving them more resources and access to people they normally wouldn't get. So I think that's brilliant. And it takes a lot of the weight off you.

Yeah, because the thing is, like, I'm good at Facebook ads, but I hate. I hate them. I hate everything about them. I hate running Facebook ad campaigns. I hate it. And Adrian, who's this incredible, brilliant traffic strategist who does my traffic, she loves it. She loves it. She loves getting in there. She loves creating ads. She loves all the new features they have and stuff. She just really likes it. I just don't. So it's like, how good am I going to be? Even if I'm good at it, but how good am I going to be at teaching something that I hate? You know what I mean? It's better for me to have her come in and say, hey, guys, there's a new Facebook just rolled out, this new thing, and I'm super excited about it. Instead of me going, oh, God. Okay, guys, so there's this new feature that Facebook rolled out. We all have to get our heads around it. You know what I mean? Oh, yeah.

And you know, you could quite literally, if you are not. And I know this is a big problem for people, especially when it comes to charging 10 times what they're Used to is that feeling of I'm not good enough, I'm not worthy enough. And we could talk about this an entire show. But what you just brought up, like the other extreme example that you really could do is you could come up with something, an eight week program, and every single week you're bringing on another expert, a topic expert. Let's just say it's, you know how to. Yeah. How to do this. You don't ever really have to be the. You could almost be the host. Like I could do this with, you know, a different guest every single week.

But because you're bringing them on, you're facilitating still the exact same path that the person is going down.

It, it's. It just shows what can't. What is possible by collaboration and creative thinking.

Oh, sure, yeah. And as long as you structure it in such a way that it will solve the problem rather than just being like a general. Because, you know, a lot of times that people try to do that and it becomes like a general overview where it's like you got Dave teaching his take on things and Charlie teaching his take on things and on and on. But yeah, you're absolutely right. If you can map out the steps to solve the problem and then each week you bring in somebody who teaches that particular thing that they're incredible at and you provide support that goes along with it. I mean, I think that would be really cool.

Yeah. Because I know that's actually been one of the things I have never to this day created. Like one of those finite classes where you're gonna learn this from A to Z. And what you said actually just did, it was made me slap my forehead and go, oh, yeah. Because even though I have, you know, with my clients that I, you know, that I manage and I oversee, spend well over $100,000 a month on Facebook. But I'm not building the ads. And here I'm thinking, oh man, would I have to create a. A module on how to. I was like, hell no, I wouldn't have to do that. That's genius. I love the fact that you said that.

Tell me this, what are some of the. Because this is my personal curiosity. What are some of the hot. In business. In the business? High ticket stuff? I know you're teaching people how to get high ticket clients. The whole soup to nuts process of charging a lot. What are some of the other hot buttons that you see? You don't have to name any names or get too specific, but are there any other hot buttons besides the super generic how to grow Your business versus how to master Facebook ads. Like, that's the super specific ones. What are some of those other specific problems that you see out there that people are successfully tackling? And I ask for both selfish reasons, but also for my listeners who might be listening and thinking, well, I'm good at a handful of things, but would anybody really pay for that? You know, so.

The acid test is, can you create a consistent outcome that people really want? And that's a yes or no question. You know, it's like you either can or you can't. And if you know that you can and it's an outcome that people really want, that solves a big problem, then I think you can charge a high ticket price for that.

But the flip side of that is, what are some of those. What are some of those that you're seeing?

Like, okay, so I'm hesitant. I will answer this question, but I'm hesitant to answer your question. I want you to understand why the old way of doing info, product stuff, at least the way that I used to do it, any way I used to see people do it, is we would ask ourselves, okay, what's hot right now? What do people really want to know? People, everyone's excited about Twitter. Okay, great. 50 million guys came out with a product about Twitter. And, you know, some of them weren't even using Twitter. They didn't even know what they were doing with it, but they knew it was hot and they knew they could make a buck and they would roll out the product, whatever, and more power to them. But with this, it's really got to be from the inside out. You really have to look at what is my skill set and what are the problems that I can solve, and then create something that kind of flows organically from that. So you don't really look at what the need is in the marketplace and then try to meet it, because maybe you can and maybe you can't. But to me, that's going like, oh, man, there's a lot of people who need, you know, open heart surgery. So I'm going to open up an open heart surgery clinic. You know. No, no, no, no, no. You know, you better be. You better be a vascular surgeon if you're going to do that.

Well, and just to interject, so one of the reasons that this popped into my head is because I have always considered myself an unbelievable generalist. So I, My, My. My intellectual curiosity and my experience, I have done a little bit of everything. There's probably nothing that I haven't had my hands in I don't. And I know that my clients and some of my friends will tell you, oh, no, this is what you're really, really good at. But I don't have that one thing that I'm like, oh, I am better than anybody at this shit. Right?

No, no, that's cool. That's cool. I know, I know exactly what you're saying. And this is where you are, Brad, believe it or not, is where most of the people who come into my program are. I can look at you, I can look at your track record, and I can tell you're really, really, really good. I mean, you know what you're doing, but you, you, you don't have it narrowed down yet to like, what is that one problem that I solve? So believe it or not, we spend the whole first week of my program just focusing on that. And so there's a lot of things. So, like, this would be a back and forth conversation between you and me, but like, so like, for example, what is your best client case study? Like, what is the client that you're probably most proud of? And if you can't talk about your clients, that's cool. You don't have to say the specifics, but like, what did you help that client achieve?

Yeah, so this is hard because with my clients, I've gotten so involved sometimes managing the entire strategy. So I'm unbelievably good. And I know this at I can see the entire big picture, setting up the strategy of what needs to happen, getting rid of the crap that just like, no, this is not the kind of the 80, 20. Right. I can find the 20% that's going to get us 80, and I can design the path that will get us there pretty darn well. Even though I'm not the one who's necessarily going in and executing all of it. Sometimes I do.

So I can think of one client who's like doubled their money or I'm sorry, we doubled the revenue in the past year that we've been working together, which has been awesome. But there's not one thing that we did. It's just optimizing and going through and changing everything. There is, however, my favorite success story is when I had a client in the dating niche who came to me and he's like, I want more high ticket clients. And I told him how to reframe exactly what he's doing. And instead of selling by the hour, a few hundred bucks an hour, I told him to sell by the exactly what you're doing. Right? So yeah, reframing it. I come from the more the creative and copy and persuasion side as my skill set. And he immediately went out, applied what I said and got a client to pay him $34,000 as opposed to 300 an hour. And, and he paid him that in one month for dating advice. So I was like, I didn't even think I did that great of a job. I just told you what I would have done. And I guess that was magically delicious for.

Okay, right. So we could kick, if you were in the program, right? We would kick this back and forth for a while. But like, I think, you know, an outcome that you could provide would be something like, you know, how to get, I don't know, 3,500% more revenue from the marketing materials you're already using. You know what I mean? To me, that's a huge hook. Nobody else is teaching that. Everyone else is teaching like how to, you know, how to get new business in the door. But it's like, okay, wait a minute, wait a minute. So you're going to take a look at the stuff I'm already doing and you're going to make it so much better that it creates, you know, whatever three times, 10 times, whatever it is, as much income for me as it is right now. Done. Let's rock and roll. And you could have, you know, a 5, 6, 8, $10,000 offer where you just walk people through that process. You know, here's what your emails need to look like and you, what you do is you give them the concepts in the program and then you give them the specifics. You know, you tailor everything specifically to each individual and that could be really, really cool and that would be a really kick ass program.

I see what you're saying. You give them the general, then you work a little bit with them more one on one to kind of more get a little bit more specific with it. And obviously if I do that, I can charge even more money.

Yeah, well, so like for example, in my program, right? Like people, you know, a big part of our strategy is webinars, right? Yeah. So I teach people my step by step strategy for creating a kick ass webinar, right? So people follow that strategy, they create their own webinar, but then they send it to me, I go through it, I critique it, you know what I mean? I tweak it, I rewrite it, I say, hey, no, for your offer, I think it'd be really cool if you said this. So I'm giving them the specific custom tailoring everything so that it's just right for them. And it doesn't take me very much time. I mean, you show me a webinar script, I can take it from pretty good to totally outstanding in about 20 minutes. So to me, it's easy, but it's super leveraged. Whereas if I was just the webinar guy and every client who came in, I had to say, okay, so Nick, I'm going to teach you exactly how to do a great webinar. So slide one should be this. And I had to teach that over and over and over and over again. I mean, I'd like jump off a cliff, you know, so that's how you do it. So I mean, so like we could go back and forth about this with your expertise, but that right there, that would be a great problem and that would be a really terrific outcome that you could deliver.

I love it. No, that is good. And see, that's one of the things that sometimes I think, you know, even myself, who does consult, and I do high ticket stuff, but I have a hard time sometimes wrapping my brain around myself. It's always harder to look in the mirror. And so, you know, you know, how many of us out there, we can't solve our own problem. We have the same problems as our clients, but we, we can't solve our own problems. Our clients are great, but then we're, we look at our shit and we're a mess. We're like, oh, it's so true.

Every time, every time I have somebody come in the program that like, is a, I don't know, dating coach or relationship coach, like, their relationships are always a disaster. Like, oh, I mean, it's like, it's a crazy thing.

No, yeah, that's completely true.

Okay, so.

Can I say one other thing? Let me say one of them. If you've got a big broad skill set like you do, I know, you know, a lot of people think to themselves, oh, man, I can't narrow myself down to one thing. Well, look, you're not pigeonholing yourself for the rest of your life. It's just for this particular offer. Okay, so like, how to get, you know, I don't know, 30 500% more money out of the marketing materials you're already using. That would be one offer, right? And you could roll with that, you could run that workshop. But let's say you wanted to create another program, you know, helping people work half as much time in their business without losing any revenue. That would be a different offer. So it's like one offer solves one Problem, you know, so you could have one workshop about one thing. Another workshop.

Yeah, so it's not. But I just, I want you, I wanted, I just want to be clear, like, if you did decide to make a course about that, it wouldn't be like the only thing you ever teach for the rest of your life.

Oh yeah, you're not marrying it. I love that.

Yeah, exactly.

Are there, are there any, are there any other ones? Because kind of, kind of goes back to the other question, but are there any, let's just say, students or clients that you are really proud of, of what they were able to do? Like, wow, that's, you know, that's just been amazing. And you know, whether it's in the dating, health, wealth, relationship niche or whatever, and they just kind of went from.

You know, slinging info, products or whatever to now doing, like you said, like a million dollars a year or more.

Yeah, sure. Tons of them. So the, the client I mentioned before who rolled out the $5,000 offer and sold 42 copies of it, she was in kind of an interesting market.

She was teaching marketing to small local businesses, but small local businesses in the Spanish speaking market, which I thought was very, very interesting because it wasn't, it wasn't, you know, it wasn't. Some of the businesses were overseas, some of them, you know, were here in the States. But it was just so cool that she went into that market. It was just local businesses and just Spanish speaking and was able to just crush it with this incredible offer.

But I mean, we've had people in pr, we've had people in.

Mindset, coaching, personal development, business development. We've even had people come in, in spiritual development that have done really well. So it's like the only thing that really counts is do you have the ability to solve a painful problem the way in which you solve it? You know, some people, like, for example, solve relationship difficulties by using hypnotherapy. Other people solve relationship difficulties by using, you know, talk therapy. Other people use, you know, I don't know, yoga or who knows. But as long as it solves a problem and solves it for real, we can show you how to position it so that the how it doesn't really matter. It doesn't matter how you get that result. What matters is that you can get it.

Yeah, people won't pay the big dollars to satisfy curiosity like, oh, this would be nice to know about astrology. But if they know how to, how to use your star sign to meet the love of your life in six months or Less, three months or less, whatever. That's a specific issue that some people out there would probably pay a lot of money for if you have the ability to.

Do that. Now.

Are there any people that you've either taught or worked with or even yourself? What's the highest ticket you've seen sold with your model? You mentioned potentially like a $50,000 course or whatever where it's add to webinar to a phone call.

Yeah. So normally when you're talking about a $50,000 program or $60,000 program, generally what those tend to be one year masterminds. And so normally the business model that people will use if they want to have a 50 or $60,000 offer. Right. Is they won't pull people, like I wouldn't pull people cold traffic right off a webinar into a one year program because it's like, look, I know a little bit about them. I only know what I've been able to ascertain in a 45 minute phone call. So it's like, do I really, am I 100% positive I want to work with this person for a year? Maybe, maybe not. So most of the time what you will do is you get the people, they click the ad, they come to the webinar, they get on the phone with you on the phone, you enroll them into your eight week workshop, or your six week workshop, your $5,000 offer, your $6,000 offer, you work with them over the course of the eight weeks and then at the end of the eight weeks, you can cherry pick the very best, coolest clients that you're most excited about and hand invite them into your $50,000 programs, your $60,000 programs and so on.

Yeah, that's interesting you say that. And this, I can't believe literally that this just popped into my mind, like this is another big part of my business because I actually do have a very high ticket offer, which is a mastermind that. It's called the boardroom Mastermind. And it is a $15,000 a year mastermind. And what we've done in the past, I got a partner on this. But what we, what we did in the past, because I do know a lot of people, I've been doing this for a long time and I started doing, just invite people who were either strong connections or, you know, just kind of associated connections or whatever to. We did, we started this about, I guess a year, a little over, a little less than a year and a half ago. And we sent out invites to say, listen, come to this, come to this meeting that we're going to have and you know, you're, we're inviting you. This is a 15 that we told them this is a $15,000 year mastermind. We are not going to pitch you on it. We are inviting you because we think this is going to be a great event. If you wish to stay with us, if you wish to join and you will be, we'll extend the invitation and you can say yes or no. We're going to keep it as low pressure as can possibly be. And it was great. Like, we probably had like 35 people at the first one and sold about 14. So I was pretty darn happy about that. And especially because some of them are my, what I consider my, you know, on my level. These weren't people aspiring necessarily to be Brad Costanzo, but we provided enough value. They're like, yeah, no, I'm in this. So it's been great. And the only problem is we don't. Although we do have a page set up with information where they can apply. We have never done any cold marketing on this whatsoever. We've used only the people we know and.

What do you call it, some referrals, internal referrals. And I've been sitting here thinking, okay, well, what would be the best way, because I'm running out of invites, to just send people to say, hey, you want to come check this out? And this is one of the things I'm actually planning on. And I do like that. And I actually have thought about doing a workshop, whether it's live or ideally virtual, on solving a specific problem and then letting them know. I mean, obviously if they, if they Pay, let's say, $5,000 for that, they're easily qualified for a $15,000 a year mastermind, which may even go up.

That's actually something I am planning on.

Right now and just deciding. It's also kind of a. It's somewhat of a diverse mastermind. It's not an Internet marketing mastermind, although we've got some great people heavily involved in Internet marketing, from Roland Fraser it to a guy who used to run all the digital marketing for Beachbody and just like really badass people. But then we have a bunch of real estate investors in there as well who just flip properties. So it's kind of weird, but it's kind of cool. So everybody's learning a little bit of slightly different things, but they're not. There's not a ton of overlap. So I'm sitting here going, okay, well, what is that commonality that everybody would want to kind of know. So I've been toying with that, but I like what you're saying. Like, you know, using the, the marketing, you've already got to get a much higher return, etc. That's kind of stuff I can kind of get behind.

But yeah, so, okay, so like let's, let's just take that as like a hypothetical, right? Like let's say you've got that, that's, I think an offer that would appeal to pretty much everybody in your Mastermind, right. I mean there's none of them that really wouldn't need that. They would all need that. So you have this, this six week program, this eight week program, it's $5,000. You enroll 20 people a month into that program. That's $100,000 right there. And let's just say of the 20 people per month, I don't know, you get like five enrolling and that's probably low. I think you would get more. But let's just say you get five of those 20 every month who upgrade to the Mastermind. And let's say you bump the price to 25,000, that's $100,000 making on the front end with the first workshop, right. And then the five people that upgrade every month, that's another $125,000.

Into the high end Mastermind every single month. So now you've got this incredibly profitable front end that's bringing in like 1.2 million a year. And then your, you know, your Mastermind, depending on how many people you want to have in there, that's bringing in another few million. I mean that's not too shabby.

Yeah, no, that's good, that's good. And this was definitely, it's been on top of mind. I actually had a meeting with my team on this which is really weird that I forgot about it until just literally now blocked it out, but had a meeting on our team for what we're doing to get some new fresh blood in there. What I also like about what you said is especially on this kind of two step model which is a two high ticket offers back to back. By doing that you're grooming the right type of people for your mastermind. Not just letting. Because I love like the real estate investors who are in there all doing like seven figures and like awesome. I learned a lot from them. But it's, you know, it's, there's not as much homogeny I think as there could be. I don't know. These are just my.

Well, no, no, you Could. But the cool thing is like a, you, you get to do a couple things. Number one, you get to make sure that they're cool, right? I mean, because the last thing you want is someone in your mastermind that's like going to be a pain in the ass or whatever. So you get to make sure that they're cool. But number two, they've already had this kick ass introduction to you and your philosophy and they're all working on the same page, you know what I mean? And it's like everyone is just kind of moving in the same direction, which I think is really nice to have in a mastermind too.

I agree. I agree completely. Yeah, that's excellent. Now, are there any other things that you've seen, any trends, any things you've seen starting to work better or starting to work less.

Than, you know, than what you've been doing over the past few years? Or is it still just, I mean, or is it just been trucking along like.

Yeah, it's just so like we, when I first rolled this out, we had one webinar that we automated and we literally ran that exact same webinar for like a year and a half.

Nice.

And that was our only, with our only lead magnet. We were sending traffic into the same webinar for a year and a half. And it was like, it was funny because in that webinar I would, you know, I recorded it before I got married. And I was like, yeah, so this is pretty cool. I'm, you know, I'm getting married in a few months. I'm really excited about that. But, well, by the time a year and a half had gone by, I mean, I had already been married. Like we were expecting our first kid. And every, like every day I would get emails from people going, hey, congratulations on your upcoming wedding. And I was just like, oh man, I gotta, I gotta redo this webinar.

The beauty of automated webinars. What system do you use right now?

Right now we use Stealth Seminar and they are the best in the business because you see a lot of guys who think they can make money by launching an automated webinar platform. And so they do this big launch and everybody gets excited about it, but the support just sucks. It just sucks. And with Stealth Seminar, I open a support ticket over there, they get back to me within two minutes.

Incredible. Yeah, Jeff and his team are really good. I've always been a big fan of the, of the support there. I've grown to.

Having used a lot of different softwares over the years. I will gladly pay three times the price for good support. Because there's nothing more frustrating than you can't get somebody on the phone, they do email only or whatever. Or if their email is like, oh, yeah, I'll get back to you in 48 hours. That just sucks when you're trying to use.

A platform like that. I've recently been playing around with everwebinar, which Mike Filsaim and Andy Jenkins just launched. Although it's really pretty new, I've set one up and I still, it's been successful so far, but I still use stealth as well. So I'm trying different ones out. That's one of the reasons I ask, are you. Let me ask you about strategies on automated webinars. So, because I've been testing a lot of this, I don't have any super conclusive proof, but how long are you giving people when they go to register for the webinar? How far in advance is the webinar? Is it like three days from now? Is it two days? Is it, hey, you can jump on today?

It depends on the target market.

Okay.

Because it, you know, like, for example, if you have an offer for dentists. Okay. And you're running that webinar like three times a day or something, you know, like stuff, maybe say 9:00am, I don't know, 1:00pm and like 5:00pm Right. And your target market is dentists. Chances are dentists probably will not be able to tune into that webinar at any of those times because they're sitting there, you know, filling cavities and doing root canals and stuff.

So they do a 9pm one, right? Yeah, exactly.

Or whatever. Yeah. So, like, you know, you experiment, you find the right one. But I will tell you this, the shorter the gap between the time people register and the time the webinar starts, the higher your attendance will be.

I agree.

The shorter the gap between the time they register and the time the webinar starts, the higher your attendance will be. So if you, if you properly use automated webinars. Right. And for a live webinar. Right. Industry average attendance rates are 15, 20, 25%.

Yeah. 33. Doing awesome.

Yeah, right, exactly. If you got a thousand people registered for webinar and 250 people show up, that's considered good with an automated webinar. With our automated webinars, we generally get about 75% attendance rate. So we get like 33 times as many people looking at, looking at the webinar. And I love live webinars.

So does that include. So does that include the. The quote, the like live one plus the replay? So you're saying 75.

That is just the live one.

Okay, what are you drinking? What do you kind of attribute that to? Is it because you have a shorter gap?

Yeah, it's the shorter gap.

So this is one of the things I've been testing recently, and one of the guys in my mastermind gave me the idea and it was like, yeah, no shit. This makes a lot of sense. So what he was doing, and he was doing this manually, not automated. So he'll do a lot of webinars for JVs. He was actually doing it with one of my clients and they'll record the bumpers. So he and my client did an intro and an outro and then they had it all set up to where it was played through gotowebinar, but it was like live. And he said, what I will do is, let's say the webinar is on Tuesday at 1, I will send out my first email. But he goes, I'll do a webinar at 2, 3 and 4. He goes back to back to back to back. And he goes, I'll send out the very first email at noon, one hour before the whole thing. I was like, guys, we're starting now. Go, go, go, go. And then once that thing, you know, rolls over, like, if they, if they get there at 1 o', clock, the next one they can join is like at 2, the next one they can join is a 3. And he is murdering it. Just doing so, so well. And that's where I was thinking, yeah, why are we giving people. I hate it when I sign up for a webinar that's three days from now. But so what? This is one of the things I've been trying. And I used ever. I was using. I am using everwebinar for this just because it was a little bit easier to do than stealth at the moment, which is just whenever somebody gets there to the, to the, to the site, it's starting at the top of the half hour. Like there's. I'm only doing one. Like, I'm testing this out to say, look, there's only one webinar you can sign up for. It just so happens to start in the next. Within the next 30 minutes.

That's what we do.

Cool, cool. So you're doing it too. And I guess it is pretty easy to do it with stealth. I just, I'm never the one who'll.

Set it up for you.

You just say, hey, you want a.

Webinar that starts whatever every half an hour. They're like, cool, we'll get back to you. 20 minutes and it's all set up and you're like, great.

That is a good point. I don't know why I'm worried about setting that up. But okay, so you've been doing that too. That's good that I love the validation because I am about two weeks into the test. So far I'm liking what I'm seeing.

Now. Are you giving people encores or replays?

We'll send out a replay like a couple days later, but most of our action comes from people signing up directly from that webinar. So we're getting like, I don't even know, 350, 400 people applying every month to work with us. It's just like, dude, it's just crazy.

That's fantastic. Now, on replays, do you. Because I'm split testing this right now to get some data as well. Do you do a replay with kind of the call to action always visible or do you still kind of time that and make them wait for the call to action on a replay?

I think we send them to a video page where the call to action is always visible.

But I'm not sure that's what's winning. That's what's winning for me right now. I've noticed that when I. Yeah, I've noticed when I do a kind of a time to call to action on the, on the replay, people like, they just get off of it. And I give.

That was like a whole, that was like a whole thing back in the, you know, like, like a couple years ago where it was like all these delayed buy buttons. And even when I was doing, you know, selling info products using sales letters and stuff like that, the delayed by but night. And I just, I never got better results with it. Ever. Yeah, for once. Well, it's like, just I've always wondered.

Why the hell people do it in the. Especially in the make money or Internet marketing market. Like, hey, dude, we all know what you're doing. We all know you're about to show if you're in the crochet business or you're in the fitness business. People aren't as used to seeing that kind of stuff. So maybe it works in the make money business. I'm like, oh my God. I'm just gonna, I'll leave actually. I'll look at the code and then I'll, you know, I'll find out where you're taking me to. I'll look you know, in the source code. But.

That'S really interesting. Any other, any, anything. I mean, this has been awesome. I could probably talk to you about this for days. But you know, we're coming up here on about an hour and I want to respect your time. But, but.

Let'S talk about. Yeah, let's talk about you. I guarantee there's some people out there who are listening. Like, man, I got some either good information in me. I'm either consulting right now and not doing it like I could, or I wonder if I could. And I wonder if I've got a high ticket consultant in me. But you have a lot of resources for this. You want to go ahead and tell people where they can find those.

Yeah. Okay. So if you guys want to engage with what we're talking about. So we've been talking about like, okay, these webinar funnels and what the hell does that look like? Like if you want to see that in action, you can see mine. If you go to clientsondemand.com webinar, that's clientsondemand.com webinar. Go there, sign up, watch the webinar, check it out, take a look at what we're doing. And if you're like, God, this makes a lot of sense, then come and apply to talk to us and you'll find a link to talk to us right there in the webinar. And if we feel like it's a fit, if you feel like it's a fit, we'll work together. Like I said, we, we have about 350, 400 people a month reaching out to work with us. We accept about 25, 30 most months. So depending on how many people I want to let in. But either way, give it a shot because we'd love to hear from you. The other thing that I think you ought to do is we have a free Facebook group where we spend all day long just talking about the exact same kind of stuff me and Brad have been talking about. And that's clientsondemand.com Facebook. Clientsondemand.com Facebook. You can come to the group, you can come hang out. I'm in the group.

Yep. I love the group. I'm in there and I lurk quite a bit.

That's fantastic. And you know, if, and obviously on the webinar people can go through, you're going to take them in more detail down the process that you take your clients on.

Right.

Like, and actually what's great about it is people can see, you know, what your, you Know, doing it as long as if they're enjoying it and they think they can do it, they can set up a time to talk to you. And obviously you're not taking everybody. I have a feeling if you're getting 400 people requesting you, there's no high pressure, you know, pitch, because you don't need them. If it's not right for them, you don't sell them. So that's right.

That's right. Yeah, we actually, I mean, like, look, it's crazy because we don't even make an offer to most of the people that we talk to. You know, a lot of the people, they're like, oh, yeah, you know, come sign up or whatever. And it's like, oh, yeah. We're really picky about who we work with, but we really are. Like, I looked at the numbers the other day and we don't even, you know, we go and we get on the phone with people, we'll give them really good value for like an hour. But we only even make an invitation to a small percentage of the people we talk to. It's pretty crazy.

Interesting. If you don't want to answer this, don't. But I'm just totally ballpark curiosity. What kind of ad spend does it typically take you to generate? 350 to 400 applicants per month.

We spend.

Most months, 10 to $15,000 on advertising.

And your offer is how much?

Oh, we won't talk about that. But we spend 10 to $15,000 most months on advertising. And we make back. I don't know, I have to do the math. Like, 15, 20 bucks for every dollar we spend.

Yeah, I was gonna say, I have a feeling that the break even point is pretty low.

The break even point is stupid. Like, that's the thing, like, and that's the power of a high ticket offer. It's like, look, you know. Okay, so I will tell you this, right? It costs us, you know, anywhere from like 30 to 50 bucks or something like that to get someone on the, to get somebody on the phone. And these are averages I'm giving. Okay? So it does change from month to month. You know, some months it's harder to get people, you know, on some months we have a good money. So it does vary a little bit. But like, let's say you get. You're spending, I don't know, 50. Let's say you're spending 100 bucks to get somebody on the phone, right? Brad, how many people would you have to speak to before you found somebody that would take, you know, Take you up on your $5,000 program. It's like, I'm sure it's not that many.

You know what I mean? Yeah.

So that's why the break even point just gets stupid. Because, like, I'm sure if you talk to five people at the most, you would close at least one of them. And then it's like, even if you were spending $100 to get someone on the phone you and you're spending $500 to make $5,000, I will do that all day long.

Yeah. You know, this is another funny little math thing where I was talking to a friend of mine who he actually is run. He's got a very well established mastermind in the real estate investment.

Area. Jason medley with collective genius. Oh, cool.

Yeah.

And Jason's a really close friend and he. I was just talking with him and I was like, yeah, so I saw some of your ads on facebook. He's like, yeah, I haven't done a whole lot of those, but I'm doing them now. What are you spending? He's like, I probably spend about $1,000 a month on facebook. Are you running them? He's like, nah, I got a guy running them. I'm paying him $2,000 a month to manage it. So he's spending twice as much on the manager as he is on this ad spend. He goes, but shit, dude, If I get one person, his is like a 15 or $20,000 year mastermind. It's like, it's a no brainer. And that was one of those I kind of laughed about because in the very beginning I thought, well, that's ridiculous. Who would do that? Who would spend twice as much on their manager fee as their ad spend? But once more, it's like, oh, yeah, one client pays for everything. So that's beautiful. Matt, Russ, I really appreciate your time. This has been great.

You gave me a couple ideas and helped clear up a couple of these little sticking points that I kind of had in my head. So I really appreciate you doing this. And I know that my audience out there is likely eating this up because I know for a fact in interacting with a lot of the listeners that I have, that I do have a lot of consultants or people trying to do that.

Listening in on itunes and all that. So I encourage all of them to go check out your stuff over@clientsondemand.com or webinar Facebook and kind of join the fun. Especially on facebook. That's a great place to learn a lot of stuff, Especially as you kind of hone your skills and figure this all out. There's a great community. Everybody's very, very giving in there. That's one of the nice things. I like what you've done with that community because a lot of folks who teach this high end stuff want to hoard all the information. Like, no, I'm not going to give away any of this stuff because it is relatively simple. There's a few moving parts to the business. There's some intricacies to make it work really well, but it's not like an insanely complex business model. But I like the fact that you provided a community for people to get in there and learn and learn from each other. And it's not being selfish with it at all. So I think you've done a great thing for the community there.

Unless you have anything else, I'm just going to tell everybody to go check your stuff out as well as to subscribe on itunes. Guys, if you're not listening to this, if you saw this, a link to this audio and maybe it's on my blog and you're just listening right there, click the little button there that says subscribe on itunes and you won't miss an episode. Every single one of these episodes. I mentioned in the very beginning with Russ, I was like, I don't have people on here that I don't have very authenticity, authentic and applicable curiosity about every single one of these. I am trying to get actionable advice and information out of all my guests so that I can put it to use. But then also you guys can put it to use. Fortunately, one of the best compliments, and I receive this quite a bit, is that, Brad, you should be charging for these shows because I can actually use them. I'm not just, you know, giving you a bunch of crap. So the best thing you can do for me is to send me an email@ask Bradakenwrappedbusiness.com talk about it on social media. Talk about it with your friends. Shoot me over a review on itunes. I will read them, I guarantee it. And until next time. Hey, Russ, man, I really appreciate all the time. I look forward to interacting with you in the group and following up with you. And if there's anything else I can do for you, just feel free to let me know.

Likewise, man. It was my pleasure.

Cool. All right, guys, over and out. See you next time.