The YouTube Ad King's Playbook

We've scaled to 8 figures and we're helping a lot of different businesses use the power of YouTube ads and video marketing, get more leads and clients. If you're not using AI in your video ads, you're practically living in medieval times. We spent $400,000 on YouTube ads one month. The people that enjoy teaching something or have a mission and purpose stay longer.

My name is Andrew Warner. I interview entrepreneurs about how they built their businesses. You know when you're scrolling through YouTube and you see somebody just stop and almost shout at you with something that gets your attention and blah, blah, blah, blah, blah. And then what they're trying to do is get you to go over to some website where you're gonna go learn something and then you're gonna go buy something. Anyway, joining me today is Alirek Heck. He is the, the guy who basically helps all those people buy those ads. And he built a bootstrap consulting company where he helps them buy ads, helps them convert those views into actual buyers, and sets the whole thing up. In addition, he does it himself. He's a YouTuber himself who got into it by, by basically buying ads on YouTube for his own stuff. Aleric, you're not gonna tell us your revenue. Give us a sense of where the revenue is, and then we'll talk about how you did this.

Yeah, yeah, absolutely. So, basically, you know, we've scaled up. We've, you know, scaled up to 8 figures, you know, overall, and then now we're a little bit less than that, but we have more of a recurring revenue model, so we focused— shifted the focus on the profit side of things more recently. I'm sure, you know, other guests, you know, kind of share things like that as well. But yeah, so we're kind of in the multi-millions and we're helping a lot of different businesses use the power of YouTube ads and video marketing, get more leads and clients.

All right, I want to see an example. So, you and I were talking about this nutrition coach who was a client of yours. What was the ad? I want to see the whole funnel, how it works.

Yeah, so basically the client that I was talking about, so a nutrition coach and they were doing all the different ways to try and go and market. What we did is we helped them craft a value-driven video ad on YouTube and it went like this. So, he said, if a calorie's a calorie, and he holds up a cup measure of oil, why can't you just drink 2,000 calories of oil every day and stay healthy? Well, now that we established a calorie isn't a calorie, why do you think 2,000 calories of pizza is the same as 2,000 calories of salad? There must be something more. And so, that hook just captures people's attention. It pulls them in and it actually tees up an ad where you can provide real value and educate.

And that's what I really like, because you said to me before, look, these ads can't just be someone shouting, go click over to my website, or a hook plus a shout to a website. You said it's hook, education, CTA. The ad then has to teach something about how nutrition works and then say, go to my website and get more.

Yeah, exactly. Exactly. So basically the way that it'll work is you have that hook and then what he does in the ad and what our other clients do in their ads is they then provide value. So he'll start talking about, well, there's actually something more. There's the macronutrients, there's the other elements, you know, of the food that you're eating. Okay.

And that's what a lot of people don't talk about. I'm only interrupting because I understand the rest. I want to understand the rest of the business. So exactly, someone clicks that ad, they go to where? What's the next step in this process?

Exactly. So then they have a call to action to say, hey, I've got a full training that's going to walk you through how this works. And exactly, a free training. So they click the link, on the ad. So, the ad's hooked them, it's provided value, call to action, they click the link, and then they fill out their name, email, phone number. So, now they're in your system, and then they watch what we call a video conversion training. So, it's like a cross between a YouTube video and a video sales letter that, you know, or webinar type thing, but it's short form.

How long?

So, essentially, it's usually about 10 to 20 minutes long, and it follows a journey and a process of edifying the expert or whatever the business is, demonstrating some real value in the video. You want to give people aha moments as they're listening, as they're watching, and then at the end, you have that call to action to go and either go to a call booking funnel, which in this case, that's what the nutritionist did, and I know we've talked a lot about that, or you could go directly to a sale or it's a software trial or, you know, whatever that next step is.

Yeah. I've been pinging you by text ever since we met at Brad Weimert's party because I keep asking questions about how does this work. So one question that I have is at what point do you send someone to a webpage to buy versus the other option, having them talk to a person?

Yeah. So that's where you want to look at the different revenue or sorry, the different, uh, uh, price bands of what your offer is. So, what are the different price points of your offer? And then that's where you're going to be able to determine if you want to go to a phone call or if you want to sell it directly.

What are the prices?

So, essentially there's kind of, yeah, there's kind of 3 main tiers. There's lower ticket, there's kind of a small, like a middle ticket that you could kind of sell, and then there's high ticket. So, really higher ticket, anything over $3,000, We recommend going to a phone call. So we've seen this across all the different clients. Actually, you know, over the years we've worked with over 3,000 clients, which is pretty amazing. So we've seen a lot of data.

Okay.

And so what we've seen is across our clients, you know, if you have an offer that's over $3,000, you're gonna have a much higher conversion rate by selling it on the phone. And you get to that area where people just aren't making that impulse decision.

So they watch a video and then they, if they like it, they book a call, right? Right under the video you say book a call and at the end of the video you tell people, People click the button underneath to book a call. What's a setter in that, uh, in that process versus a salesperson?

Oh yeah. So I know we were talking about that. So basically you would have an appointment setter is somebody that will call your leads that haven't yet booked a call. So there's gonna be a certain number of people that will click an ad, put in their details, name, email, phone number, watch a video, and then immediately click the link to book a call. Um, and there's gonna be a certain number of people that will do that. But there's also going to be other people that fill in their details, and actually the majority of people that fill in their details and they don't book a call or they don't watch the video. So what you want to do is you want to have somebody on your team that will actually call and text, and your email can be automated, but call and text all of those leads and say, hey, I saw you just sign up for the training. How can I support you? And have a conversation with them about the reason that they had signed up for the training. If they haven't watched it yet, get them the replay, uh, or, or another link that they can watch it. If they have watched it, but they have a question, answering their quick question. But really the goal is for that person to line up the core, uh, we call 'em an advisor, uh, but that's basically, or an account executive is a, you know, another term people use for it, but like the main salesperson. So the appointment setter is teeing up that, uh, advisor or—

Do people take calls randomly? So if I click the link on YouTube and then I put in my information to get a call, first of all, I may not put in my right phone number. I probably wouldn't. Yeah. And second, if someone just calls me out of the blue, I don't think I'd answer it. People do.

They do. They do. What's the percentage? So basically— oh yeah, so we actually should have the stats on that. And it has gone down, you know, recently. By that, I mean, like over the last, like, year or two as iPhones have added more, like, you know, call screening features and things like that. But in general, what we'll see is out of 100 dials, what we would be able to see is usually about 6 to 8 people might answer the phone, and then that can turn into— so from phone rate, phone answer to meaningful conversation is about a 50% rate. So if you have 100 dials, you might have 6 to 8 people answer. From those 6 to 8 people, let's just, let's just call it 6 people answer. You might have— or let's say 8 is probably easy. Let's say 8 people answer. You might have 4 meaningful conversations. Those are conversations that are over 5 minutes. That's where you're actually having a real conversation.

Where the setter answers questions, where they talk to them.

Yeah.

And then out of those, how many people will book a call with a salesperson?

Another 50%. So, it would then be 2 from that would be booked on with a salesperson. And so, essentially, and then, you know, the majority of those people, but there might be like a 30% no-show rate. So, there might be some people that might not show up to that call. But basically, in general, like, on average, maybe 1.5 will actually show up to a call and have a conversation. And then you can look at like, all right, what's your enrollment rate on the back end? But those are the numbers that we see. And so we have a team right now. I think we got about 5 people that basically their entire job, you know, all day long is calling our leads, our new leads and also our past leads because we have a couple hundred thousand contacts in our CRM, you know, people that have gone through because, you know, the other thing too is we're not just, you know, we practice what we preach. We've spent— I personally in my business at Outreach, we have spent over $7.7 million on our own YouTube ads.

Over how many years?

Yeah, over, over the past 9 years in business. But we've really been heavily advertising over the last like 6 years, like a lot of businesses, even though, you know, we— What's your average monthly now for your products? For our products and all of that, like in terms of—

How much are you spending a month on YouTube ads?

Oh yeah.

For your products?

Yeah. So we'll spend right now depending on the month because there's seasonalities, like right now in the summer it might be a little bit lower. So, right now, we're around like $50K a month, but we could go up to like $100K. In the past, there was a point, my biggest month where I spent money on ads, we spent $400,000 on YouTube ads one month. That was in like 2021, 2022. So, there are certain areas of like really blitzscaling. Like I said, right, one of the big things that I've learned is some of the ins and outs of like business in general and setting up more recurring revenue and focusing on— profits, not just top-line revenue growth, things like that.

Okay, and what you're selling is you're basically selling training that teaches people how to buy ads on YouTube. It's the kind of thing that fits in nicely with your agency.

Exactly, and we also have now an agency, exactly, like the agency side. So we have clients that we can run it for them, but then a lot of our clients, they want to learn our process, and that's how we're able to really scale because we have our select group of more invite-only, you know, high-tier clients that we're running ads on their behalf. And then we have a bigger group of people that we're training on YouTube ads through our strategies, training either their internal person, their media buyer, you know, or even training other agencies on how it works.

All right. So if I'm listening to this and I say, all right, I want to do this right, that means I need to have somebody make calls, 100 calls just to get 8 people to talk, 4 of them to talk seriously, 2 of them to book a sales call afterwards, one of those people to show up. That sounds like an insane thing to try to copy. I can't set that kind of operation up, right? First.

Yeah.

How do you, how do you get to the point where you can set that operation up and then say, you know what, LRAC, I'm ready for you guys to take over?

Yeah. So that's a, that's a great question. And the other thing is you don't actually need that to start. So you could actually start without that. What that will do is basically double, like in general, we'll see it'll double your results by doing that. But it also doesn't mean that you can't get, you know, really solid results just by running ads to a funnel which has like a video to booking a call. So in general, what we're seeing is about half the calls would be booked. And for us, it's actually a little bit less. It might be like 40, but also part of it is we've got speed to lead. So I'll actually give a little caveat in a second. This gets a little technical. So basically we'll see maybe about 40% of the calls actually book directly through the funnel. So they see the ad, They fill out their information, they watch the video, and then they book a call. And right now our other 60% would be our, you know, team calling people. Here's the thing though, there would have been, even if we didn't have a team calling, a certain number of people that would get our automated emails or just later after watching the video, they would've booked anyways.

Okay.

So it's not necessarily that you're missing out on 60% if you don't do it, you might be missing out more on like, 40%, because I would say probably another 20% of people would just book naturally even if we didn't have people reaching out. They just didn't book that day for some reason. So essentially, somewhere in the range of doubling your bookings, but at the same time, you're still going to get a certain amount of bookings for people going through. There's going to be a certain amount from residual. So if you don't have somebody calling them to actually do that, that might just be from an email that you send or them thinking about you later.

Okay. Um, but the funnel tends to be video ad on YouTube to a landing page, learn a little bit more, book a call. If you book a call, close on the sale, close on the call. Is it one call to close or is it 2 calls generally?

The, the average is, uh, is 2 calls. Um, so that's another thing that, yeah, so the average, the average these days is probably going to be about 2 calls or a little bit less than that. Um, I'd have to pull those exact stats. So, we have a lot of people that enroll on the first call, and then there's a few that might go to more than 2 calls. So, I would say the average probably is around, you know, 1.5 to 2 calls.

And then at the end of that, you end up with $3,000 to what, $10,000 in sales?

Yeah, and ours is a little— yeah, exactly. And ours is on the, you know, because obviously we're working with businesses, a little bit on the higher side. If you have more of a nutrition coaching thing, it might be on the lower side. Uh, you know, those types of, types of numbers. It just depends on what offer you, you have.

You know, I'm thinking about someone who seemed to have done this really well for a period, Tai Lopez. He's gone. I think he's not buying these ads anymore. And when I think about this space in general, I see that there does not seem to be a lot of longevity. Most of the players hit, become kind of ad famous. They kind of like the old infomercial guys, and then they disappear. How sustainable is this business? Not yours, but your clients.

Yeah. So that's, it's a, it's a great question. And I think that's something that a lot of people are looking at because, you know, how it really depends on what the motivations that the expert or content creator or person has for creating their, you know, course or coaching program.

It's always money, attention, and teaching. Money. They want a little, obviously, right?

Yep.

They want fame, and then they also really enjoy teaching something.

And that's where I think the people that enjoy teaching something or have a mission and purpose stay longer, because this is a space where essentially what we've seen happens is people come in. This is actually really interesting. I love this question. I've never been asked this type of thing. So, this is why you're amazing at what you do. So, basically, I think in this space, people come in and they start with all of those things, but also, they're really Probably more weighted on the teaching side because early on you're not going to get as much money or fame. And so, all of a sudden, now you have people that are following you, maybe you got a little bit of social media following, then you work with us or a company like us to run ads and you ramp it up, and then you have all these people coming in, you're helping all these people. So, then there's a couple different things because as you scale, you could also run into challenges. So, you might accidentally scale too fast, too quickly, which Honestly, I've seen a lot of businesses, especially with ads, they scale too quickly. We even had some challenges with that in the past that I kind of alluded to where we needed to restructure like some of our internal operations in the business to be able to really line ourselves up more profitably and have long-term recurring revenue versus just more upfront with coaching, right? It's really easy and training, it's really easy to sell upfront packages, but then you know, how do you actually build more of an ecosystem that you can work with people? And so, what I've seen is people do that and then they might get into a spot where they've now achieved money and a degree of fame but then things get harder for some reason and if they're not motivated by the teaching or a mission that they have, then they've made the money, they've also reached— sometimes they've reached a peak of fame and they're starting to go down and decline.

Right.

Maybe their ads are, you know, like they've reached the degree of scale that they can get. Maybe they're doing a little bit less than they were before. And that's where some people just pack up shop and they say, I made my money or I'm going to do this, or they get shiny objects.

Do they actually make their money and finish up?

Some people do. I don't know.

Give me an example of someone who made their money and finished up. I used to go to Baby Bathwater. I went once. Baby Bathwater has a lot of people like this, right? Weren't you there recently?

I'm saying exactly that. I was there. I was there. I was there. So exactly. That's what I'm saying. So I don't want to name names, but someone who made money and was able to walk away We're not saying how much money.

Who are some of the people who you look at as the success story here?

Well, yeah, yeah. I mean, yeah, you look at that. I mean, I was even talking, actually, I'll give an example because he shares this publicly, right? It's like I was talking with Michael Lovich who ran BB Bathwater and he ended up selling that. And actually, it's kind of funny enough, I was literally talking with him earlier today. So, he tells his story. He built up his business. He had a couple different businesses. He had his hypnosis you know, kind of more coaching style business. And then he had his supplement line and he scaled those up, made a bunch of money, exited them, and then, you know, created Baby Bathwater to help.

Did he get rich? Do you think that he got to keep his money?

He's— I mean, like, I think he's, he's definitely like, you know, utilized that. But he basically, you know, has built that up. And then, you know, the conversation I had with him earlier today is he's actually now jumping back in for the first time, he said, in like in almost 15 years where he's got a new company that he's scaling up, a new app. And we were talking about that. And so, it's like— and he's excited actually now to start doing this again. But he said, you know, for the last, you know, certain number of years, you know, he had kind of done that. But that's not the only thing. I think the other thing— I think you had a good question. So, that is an example. And there are people like that too. But I think that the other example is— and I'm not saying this about him. So, there's other people. So, that's one example is that side. There's other people that might go and it gets harder and they just don't want to continue. They don't have grit to continue, right? And I think that's one thing that I have seen as well is that there are people that build up and you even gave an example, right? Like some people that might build up really quick and then maybe they get some backlash or even though they were doing good things, certain area, but then, you know, they kind of just fall off because, you know, maybe they have challenges with their business, things get harder, and, uh, you know, and they— and I don't know.

It feels very difficult to build a sustainable business and a sustainable exit. Like, if I'm thinking about a software company like GitHub, Tom Preston-Werner, I think he was kicked out of the company for some nonsense. I actually, I don't remember what it was, some kind of, I don't know, he, he was kicked out. He founded GitHub though. Company sold to Microsoft.

Yeah.

He's doing really well financially. You look even, okay, that's a famous company, big success. Cody McClain, he created Support Ninja, small company, not really known outside of our space. He's financially so well set up that he's got robots opening and closing doors for him here in, in Austin, Texas, virtually as well. So what I'm saying is in all these different spaces, software services, you see people who who exit nicely, who keep their money. For some reason, there's something about this space that gets people famous and doesn't create a lasting, a lasting enterprise or a lasting fortune. And I don't know that I can figure it. Maybe you have more insight, maybe you don't, or maybe it feels like I'm kind of attacking the space you're in, which I don't mean to be. I want to figure out who those, who the lifelong people are and where could that be made today, that kind of success.

I think it's a really interesting thing. And I also think that in this space, it's definitely more— and I'd say one of the lifelong people like is Alex Hormozi. I mean, he just had a $100 million launch, you know, just, you know, recently. And, you know, with his, with his book, you know, his new Money Models book, $100 Million Money Models. And, you know, he had an exit of his, you know, coaching style business for gyms, you know, $46 million. So obviously that's why I think a lot of people look up to him is because he's paving that. But I do agree, there's— it's very hard to exit this type of business because it has a personality brand attached. And then there's reasons, you know, do people like, you know, do that or not? I'm kind of in a spot where I— a lot of these people are my clients. I have more of like a cross between an agency/consultancy, and I do have the coaching element too. So I'm kind of in this hybrid. I also have a software that I've created, and a lot of people, what I see them doing, and Sam Ovens has done this, is go and pivot to creating software because I think the thing is, is a coaching business is not a sellable asset. It can be a high cash-producing asset when it's run correctly and when it's on, you know, you're kind of focused on those profits.

Yeah.

It can be a high cash asset, which, unlike software, you might need to pour a ton of money into development. Maybe not today with, you know, with AI evolving. But in the past, you'd just have to hire a big development team. And so, essentially, like, there's pros and cons. You might get more cash initially, which also is what helps people get even more famous because then they can you know, have all these lifestyles and stuff. I don't personally do that, but like, you know, people that do that, right, that you kind of mentioned. But it's different than in the software space where it's more of a payoff at the end of the day. But I'm seeing more people do, you know, pivot from this industry over to software. And I think it's a really good way of building a personal brand. And then it's what do you do with it next? And so, you know, even I'm looking at that. I've got my, you know, AI ad targeting software. KeywordSearch.com that we're really ramping up as well. And so, I'm kind of putting my brand behind a software that we're developing and I intend to scale that to an exit, whereas with Ad Outreach, I plan to keep that long-term. It's my personal brand company. Those don't have big exit multiples, but it does have the ability to produce consistent cash flow, and especially the way we've set it up now with more recurring revenue, it can be a really strong business.

You know who, um, who just occurred to me is doing well long term? Tim Sykes, the guy who teaches people how to invest. At the time that I interviewed him, he taught people how to invest in penny stocks. Had a big event here at my house, and his business partner came out. His business partner made bank and is still continuing to from, from this business.

Yeah.

And they've been doing this now for well over a decade. Like, I have a really nice property here in Austin. He started telling me And describing what his property is, it sounds like it's way bigger and it's got— he's got a staff of people taking care of his stuff. All right. So there are some that exist. And actually, I feel like your business might be one of them, partially because of the longevity. How long have you been around?

Yeah. So 9 years. So we just— yeah, just crossed over 9 years. Yeah.

Do you take your money out of the business?

Yeah, I take money out of the business. More than a million a year. So, it has been more than $1 million a year. Recently, I've been investing into the software and different things. So, the last couple of years, I've been reinvesting a little bit more for the future. So, that's kind of making bigger bets. But for many years, yeah.

And so, when you take it out of the business, what do you put it into?

That's a good question. So, I diversify my kind of strategy or I try my best to do that. And basically a lot is in, you know, kind of overall like stock market. I don't try to pick individual stocks. I've got index funds, you know, also like basically I'm 28, right? So like I've got a longer, you know, time horizon.

Yeah.

To be able to have that pay off long term. But then I have, you know, several rental properties. I have, you know, so like single-family, like rental properties in a few different— like I have like 3 different states and a few properties across those. And then I have—I actually like investing in. I'm in a like a rolling like venture fund, which is cool as well. So I kind of like that, you know, because you invest in different like startups and businesses and things like that. Even though those, so I mean, I can't necessarily talk about the specific. Like they have all these NDA stuff like that. It appears to—it appears to do well. So I'm in Kamal Ravikant. Uh, fun. And he's, he's an amazing guy. He's like a really, really great— so Naval's, uh, brother, uh, he actually wrote, uh, a fantastic book. You know, Love Yourself. Exactly. Yeah, exactly. Love Yourself Like Your Life.

Such a dope title and name and concept, and so amazing in every way. James Altucher turned me onto it. It's fantastic. Yeah.

Yeah. Really amazing book.

Yeah. Um, all right, let's talk a little bit more about the ads and then how you built up the business. What are some of the important aspects of this? It feels like creative on the front end is like you and I, we met at that party. I gave you a ride home. I loved our conversation. And you told me, you know what, I was in a self-driving car and I just pulled my phone out and I recorded. What was the thing that you recorded when you happened to be in a self-driving car?

Yeah. Oh, thank you. Yeah, exactly. So, uh, so basically, yeah, I just took, uh, I was in one of the Waymos here in Austin. Right. And I recorded, um, just pulled out my phone, I had an ad hook just instantly pop into my head because I've been doing so many of these. Sometimes this just pops in. And so I get into the Waymo and I'm recording in the backseat. There's nobody driving. It's driving itself as it's driving. I say, I basically say, this is a Waymo. What does this self-driving car have to do with YouTube ads? Well, they're both powered by Google's AI. You see, Google owns Waymo. that makes these cars that drive themselves. But Google also owns YouTube. And if Google can create tech that creates a car that can drive itself, do you think that it could actually target your ideal clients with YouTube ads? Well, absolutely. And that's what I'm going to show you. So it's just— so basically, I just had this idea in my head. Sometimes I just think in ad hooks and I just jumped in and filmed it. And that ad is doing quite well. So it's one of You know, several— Continuing to do well. We're scaling and running, continuing to do well. So it was like a top performer. We really scaled it up. And then, you know, obviously as the novelty dies down, you know, we'd have other creatives that do better. Actually, right now we're doing a ton with AI ad hooks. So those are the ones that started beating that. So anytime we have a, you know, a hook that beats control. So that was actually a really big breakout earlier this year. And then now we're testing a lot of AI ad hooks with Google v03. where we can go and create an 8-second ad hook and we can just have our team just create a ton of 'em. So I've been doing some workshops, you know, teaching people how to create these, you know, AI ad hooks that they could put at the beginning of a video and really just pull people in. Like what? Give me an example of something that's worked. So the one that's working the best for us is me dressed as a, you know, medieval king, but I've got a big YouTube play button on, you know, on my kind of medieval shirt, like, cape and all that stuff. So anyways, I'm walking through medieval town and I say, if you're not using AI in your video ads, you're practically living in medieval times. And then it cuts to me. So the other thing is that's an AI 8-second clip. Then it cuts to me as normal talking head. And now I'm going to show you how you can use the power of YouTube ads and video marketing to generate more leads and clients. So I think the reason that that works well is the AI captures people's attention, but then it does continue with me and actually provides value. What we are seeing, and this is really interesting, I think people find this interesting, purely AI ads are not working as well as ads that have no AI. But what's working the best is AI hook followed by a traditional ad. And I have a hypothesis for that, right? So by purely AI ad, I mean an ad that's like a ton of 8-second clips all back to back. Those ads aren't working as well. And I think it's because it doesn't have a human element. Anybody can create it, which we subconsciously know. It's like, what is this company? What is this brand? Ads that are just traditional, they're not capturing attention quite as much. And you can't as rapidly split test the hooks. What we're finding is an AI hook, the 8 seconds, that's what captures people's attention. But then after that, you go into more of a traditional ad.

Give me, give me a sense of like that one with you dressed in medieval garb. What's the cost per click? What's the cost per acquisition that you get from that?

Yeah, so cost per click, cost per acquisition. So it is gonna vary depending, 'cause I don't have all the specifics.

Roughly, like what are we talking about? Something that's that successful, what would a cost per click on that?

Yeah, so a cost per click these days, and again, we're targeting more B2B, so like higher end, like, So, we might get anywhere from— it might be around like $5. I'd have to check the exact stats, but that's also B2B. So, we're targeting people that are like business owners that are looking to market and advertise in the United States, top 10% household income. So, you can obviously— so, that's why I don't like talking because then you're going to have people in an industry that are like, oh, I would never pay that much. And you're going to have people who are like— so, people in more of a consumer industry, they'd be like, oh, I need to get much lower. Then you'd have people who are attorneys. They're like, I would kill for, you know, $5 clicks.

So what would it be typical for you to get a sense, to get a sense of comparison between a regular typical ad versus this $5 result?

Yeah. So I mean, that's, that's going to be so, you know, regular typical ad, you know, and honestly, again, like I'm giving an overall ballpark. I'd have to look at the exact specifics. You know, I think that also some of these AI ads may be performing even better than that. I think I would need to like look at the exact stats. What I would say is kind of like a typical ad for us might get for a high-end B2B lead might be around $25 to $30.

Okay.

So, you know, we could potentially get a lower cost with a high conversion rate. And our landing page conversions are pretty solid because we've been, you know, dialing that in. So, we have like our control landing page, you know, it might get like 30% conversions. We have other, you know, pages like 20%. You know, obviously we ask for a phone number so that can reduce it a little bit. But basically, if you're doing the math there, that might get us, let's say, a $15 or $20 lead, whereas maybe we're paying $25 to $30 for our types of leads, which are business owners, United States, top income, looking to advertise on YouTube. So that's, you know, again, it's good.

Solid improvement over something that you find that is, that is creative and new, like you being in Waymo when that's new, you using AI when it's new. Got it. All right. Yeah, I'm with you on all this. Let's go a little bit personal and then we come back to business. We met at Brad's party. Number one, frickin beautiful place. Do you look around there and you go, what the hell am I doing with my life?

I know it pays to get the little, little bit from every, every transaction, right? Because Brad's amazing, though.

Why am I blanking on his name? What's, what's his company name?

Oh, Easy Pay Direct. Yeah. And we're clients of Brad, you know, and that's what I love.

He's like a Stripe competitor.

And so a lot of companies like you used to be with Stripe.

Stripe caused some kind of agita for you. You said, screw it, I want to know, I want to work with a company where I know the founder, and so if there's a problem—

Yes.

Right? And so you work with him. So that's, that's it. But also, the guy knows how to freaking live. Everything from how his abs are to— I took him, I went out to dinner with him and a girlfriend that he had just met fairly recently, and my kids. He's a good hangout guy, even with the kids. The woman is beautiful, super smart. She's like doing Airbnb businesses. Great conversationalist. I go, where the hell did this guy end up with this life? And then he buys this house on the lake, pool space out that goes right into the water, double deck with this, lots of rooms there, right? The whole thing, bar all over the place. And you look at the people who he's inviting out and the guys are interesting and look good and have interesting styles. Like, uh, what's his name? Jesse Elder is a good example, right?

Oh yeah.

A little out there, right? I think he has a compound somewhere in Austin that he won't tell anyone where it is. Tell me if I'm wrong. I don't know the Austin stuff as well as you do. You've been here a lot longer, but doesn't Jesse also have some kind of hidden place here in case the apocalypse hits?

Yeah, he's got a compound. I don't know. I don't know exactly where it is. I don't know how— I definitely know I don't know where it's at.

So, you know, super interesting, emotionally connected person, great conversation. So a bunch of that. Then there are these women who he had dated Who are all around just talking to each other. Super smart women all hanging out together. He stays in touch with all of them. Do you feel that way? Because you're single, you're 29. Do you feel like this is what I should be doing? Buy a house on the lake and ask Brad for dating advice?

I mean, I think that that's, that's something that, you know, definitely when I was out there, I'm like, all right, getting a, you know, a lake house looks really nice. And looking at that, you know, what's kind of interesting is, you You look at different things, the aspirational purchase that I'm not at a spot to get it right now, but actually that I'm most interested in. I actually even had this thought. It's kind of funny. It's like you're like, all right, what should I have on my vision board? Should it be a lake house? It's actually a private jet. That's what I want at a certain point is I want a jet to fly around. I travel to a lot of different events the rest of this year. I mean, some people go to a lot more, but I'd actually probably go to even more if it was easier to actually make the travel work. I speak at events, I, you know, attend different masterminds, I network, you know, different connections and things like that.

Because you get customers from going to events. Like, I think you and I were supposed to record this a few weeks ago. I happened to be in Australia with a connection I didn't like, and I didn't like the backdrop and all that. You were going to Bali or something to speak at events. Like, how many days a year would you say you're out traveling for work?

Um, so I probably do an average of about, you know, 2 trips per month, and then, you know, they're not all like a week. Week long. So I'd say probably about like a quarter to a third of the time, which isn't as crazy. But there's some switching costs because some of those days maybe I'm not including our travel days where I'm kind of here and traveling. There's definitely people that travel a lot more than me. But the other thing is I'm also running like, you know, this, this, you know, full business. I've got, you know, my office here as well. So there is a degree where I want to be in Austin as well. And so that's one of the things where the travel— like it makes it more of a travel day. you know, without having that type of thing. Um, so yeah, when you travel, are you—

I know I've seen you speak, you speak at high-end events, right? They make you look great on stage. You do smaller masterminds, right? They do. Um, you, if you're flying all the way out there, what's the conversion rate for getting customers for the agency from something like that? And what's your process?

Yeah. So that's, that's really interesting. What I will say is our main way we're getting clients is still our YouTube ads. Uh, that's our broader approach to where we're bringing people in. So, you know, we practice—

Meaning people come in and watch one of your videos, they then go and sign up maybe for a course, or, and then after that they sign up for the agency, or they say skip the course.

Or they book a call. I just wanna do it. Yeah. Got it. Yeah, exactly. We have a hybrid offer that's our most popular. So it's kind of got some done-for-you elements, one-on-one support, helping people get set up with the ads, and then, you know, more one-on-one. So we actually have a hybrid offer between coaching and an agency. That's our most popular offer. You know, which I can, I can talk a little bit about because that's something that I've like kind of figured out that like what's scalable but it's going to really impact clients. And actually we can kind of undercut, you know, what other agencies are charging but provide a lot more value. So there's a lot of really cool things that we did with that. So that's our most popular offer that we sell on the phone is like a hybrid offer. We're writing the YouTube ad scripts, we're helping them, or video ads. So it's not just YouTube. Like you can apply this also to Meta. We've got experts. As we've grown our team, you know, we've got around like 28, 29 people on the team right now. So basically as we've grown, we also not just have YouTube, our YouTube experts, we also have, you know, Meta, we have YouTube channel growth experts, we have different people on our team. How many people on the team? So about give or take like 28, 29 people currently.

28, 29 people. And how many of them are in Austin here?

So we have less in Austin than we used to. So we've gone more hybrid and remote. Basically, we have around, I think, 7 people here in Austin. So, you know, we definitely have a bigger office space than we need. So that's one thing that we're looking at. Because we, you know, at one point we had more of our people here, but what we ended up doing was we didn't want to just limit ourselves to a location. We wanted to hire the best person for each role. And so that's one of the things that we've, you know, kind of shifted over the last, like, few years to having more people Um, mostly across the US, but then we also have some people, you know, in Canada, UK, and then we have some VAs and stuff like that as well. Okay.

And so when you're going to an event, I'm sensing you're mostly speaking or somehow some kind of special guest, right? And so some number of people find out about you, then they follow up and say, you know what, I could use this. Um, I'm assuming that's not a big number compared to your others, but that's where the highest value comes in. Somebody gets sees you blessed by a conference organizer and says, I want to work with this guy?

Yeah, it's a multi— it's got a few different combinations because basically what it is, is it's a lot smaller number in terms of the number of clients, but it's some of our highest caliber clients that might go straight to our highest, you know, more of our done-for-you packages, or they might be, you know, just an easy yes for our hybrid package and stay long term. They're also typically connected. So it creates really good word of mouth. referrals. And, you know, I can go to an event. I'll know that that will turn into, you know, multiple clients at least. So, that, you know, of course, covers all the travel and all that opportunity. But then it's putting my brand out there so that people are seeing me, I'm speaking, and I like going to events. That's my lifestyle component. So, you know, instead of going, you know, at least in this day and age, and this just probably speaks to where I'm at in my life right now, Instead of going, you know, to a lake house, just kind of chilling, I actually love going to events. So I'll go to an event, I'll enjoy going to the event, I'll get to network with people. I'm growing my connections, meeting, you know, incredible people. It's like, by the way, that lake party was a great example of, you know, the types of things like, you know, oh, hey, like make great new, you know, connections and friends. And then I know some people will become clients, some people will become referral partners, and it will grow my positive word of mouth in the industry. I'm going to deliver a really good you know, talk and it's hard to track, but those people come back around, they mention it. So that's kind of, you know, beyond obviously the client word of mouth, that's also growing my event speaking word of mouth side of things as well. But it is a balance. I need to decide. I've gone back and forth. I've gone, I've had years, I've had years where I basically just absolutely like I'm spending even more time on the road at a ton of events. I've also, I also had a year couple years ago where I said, I'm really not gonna do that many events, and I only went to, like, you know, a handful of, like, key events that I was asked to speak at, um, and I really focused on, you know, retooling other elements of the business, uh, to make it more long-term. I love events.

I'm totally with you. Like, you saw me at Brad's event. I love going to talk to people. I walked around, I found out when everyone had sex for the first time, what drugs they liked, and all this kind of stuff, and then I asked you, and one of the reasons we bonded is because you were like, Dude, we just met. What are you invading my sex life for? And it was so uncomfortable, but I think I made it comfortable afterwards, right? But on both fronts, I made you feel uncomfortable by going deep and then I, with, with other people around, and then I think I also recovered, recovered the relationship.

Oh yeah, exactly. Exactly. And we had great, you know, great conversations around, especially around like, you know, diving into the business side. And I also love the way that you ask questions because you really cut to the core of it and you ask questions that other people I don't know if they're afraid to ask, but they don't think to ask. And so, yeah, I mean, even exactly on this, but it's the same thing at the event. I think it's really great. Everybody has their own superpower, and I think that's a big superpower you have. I like to think with myself, I genuinely get really excited about marketing and also finding new ways to do that. So, that's why when I go to events, I'm just there to share, provide value, have great conversations. I get excited about people's marketing and It's like, hey, like, if you're considering, you know, YouTube ads or you know somebody who is, like, we can have a conversation and see how that can support. But either way, I'm just going to make great connections.

This whole thing got started because you created a YouTube channel. What it was called? App Finder, right?

Yes. Yeah. App Find. Yeah.

App Find. You were in college. You were just doing— it was just your hands on the video.

Yeah. Yeah. And I actually started even before that, so I really scaled it up in college, but I actually started I started the YouTube channel back in 2009, so I was like, you know, 12 years old when I started the channel. And, you know, and now it's, you know, basically exactly like 16 years, you know, later, grew to like 600,000 subscribers. I was really focused on it in high school and college. It helped pay for college. And, you know, it was one of the largest app reviews.

Look at this. 16 years ago, the first post is Ball Fill App Review. I don't even know what this is. I can't believe I didn't see Yeah. This before this interview. Oh, it's a shaky video of you going around your house. I see it. You are then gonna— you've got your phone on a seat. You're holding your camera on the seat cushion where the butt goes, and you're showing me the app. This is, this is adorable. It is great. I see your email address in there, the whole thing.

Yep. Yep.

When you say— and basically what you're doing is you're giving people walkthroughs of different apps. How much money did you make from this thing?

Yeah, so, well, it got to the point where it was making— like, when I was in college, it was making like a couple hundred thousand dollars a year between YouTube ad revenue, sponsorship revenue, and affiliate marketing revenue. Those were kind of like the 3 main revenue streams on the channel side. So, I had actually really ramped that up, and, you know, for a channel, And basically, I wanted to— the way I got into YouTube ads, and it was actually was in college. So, I had grown the channel. I was making a couple hundred thousand a year with the YouTube channel. I hired somebody to do scriptwriting, video editing. I read The 4-Hour Workweek, right? So, Tim Ferriss and everything. And so basically, I was like, all right, I'm going to automate this. I'm going to get a scriptwriter, video editor, business development person replying to emails. At one point, We were getting 100 inbound emails a day because we were one of the top app review channels. You know, so you're seeing the early videos, also the more recent ones. I actually still have the channel. I now have, you know, a long-term, you know, friend of mine, fellow tech enthusiast Justin, who runs the channel. You know, he's, you know, doing the day-to-day on that. So we're still posting every week. He's, you know, posting new content, more tech product content these days. But anyways, Basically, you know, because it was one of the top app review channels, I had all these people reach out so then they would sponsor me to do a video. I did over 250 app sponsorships on that YouTube channel so I got it down to a science, you know, and then I would promote the app and they'd get a lot of downloads like thousands of downloads so it became, you know, that grew through word of mouth too. So one day, one of the apps when I was in college said, hey, how can we get more people to see this video that got a lot of downloads. I say, well, what if we run this as an ad? And so we— I take some, like, I take some money and, and basically run it as an ad, and they get thousands more downloads. And so they're blown away, like, this is great. And this was, this was actually almost exactly 10 years ago. This is in, yeah, 2015. And so they're really excited about it. They tell their friends, and you know how this works, right? Then I do, you know, an ad for another app, and And eventually, the performance marketing company that was kind of working with a couple of these apps called me up and they say, hey, we want you to drop out of college, fly out to Silicon Valley, like join our team. They gave me this really lucrative offer. I turned it down and that's when I decided to create Ad Outreach. And originally, it was YouTube ads for mobile apps. I just kind of tapped my network, worked with a variety of different apps there, and then I pivoted over to working more in the coaching industry, you know, when I found It was like the ClickFunnels booth. I remember at an event I went at HubSpot Inbound in 2016, saw the ClickFunnels booth and I signed up for that and then I found all the people who were in the funnel world and all of that and I started diving in and joined my first mastermind while I was still in college and then everybody in the mastermind wanted me to help with YouTube ads and I started doing that and— And the rest is history. That's kind of the background.

I heard you helped out the ClickFunnels team. You got one of the 2 Comma Awards. Did you graduate from college? You did early, right?

I did. I did end up finishing and graduating from college. I graduated early too. At one point, I had basically stacked all of my college classes to be 2 days a week, Tuesday and Thursday, all but one of my classes. It was just like big back-to-back. I didn't even really have time to eat lunch. And then I was taking sales calls and client calls Monday, Wednesday, Friday. Then I was doing client work for the business on Saturday and I was doing my coursework on Sunday and I was just grinding. But yeah, I graduated. I also ran the entrepreneurship club when I was there. That was kind of the legacy that grew it from maybe like a dozen, couple dozen people to to over 150 people while I was there, which was really cool. And UMass Amherst, my alma mater. And but the big thing was, yeah, just having it be a really good launching ground for the business. And then, then moved out here to Austin.

You mentioned ClickFunnels. I've now been hearing so many people talk about HighLevel, or also called GoHighLevel because they used to have the domain GoHighLevel. Yes. Are you using GoHighLevel now? What, what do you, what are you using and what do you think of this?

Yeah, that's a great question. So we are using HighLevel now and we recommend, you know, HighLevel to a lot of our clients. The thing is, like, ClickFunnels is near and dear to my heart because that's where I got a lot of my start. And Russell Brunson is such a fantastic teacher and educator and like foundational person in the space. I was also in his Inner Circle Mastermind. I have learned so much. His books are fantastic. And again, the software was very innovative. I think the thing is, is over time what people were looking for is an all-in-one solution. I would say HighLevel is more of an all-in-one solution that businesses can jump into. And I think that's why they're really gaining so much, you know, market share right now is because it's not just funnels. You have a full CRM, you have your full email stack. You know, they added AI agents so they can text people, they can call people. So we've established a little bit more of a deeper connection and partnership with HighLevel as well. And you know we're working with them. We recommend it to a lot of our clients. So it's one of those things where there's different things. Like I love like ClickFunnels. We work with their. We even you know had them as a client. We you know work with their team. But at the same time, I think there's so much opportunity you know with high level to be able to have kind of an all-in-one solution. So I think a lot of people you know are shifting over you know and and I just like I love the all-in-one platform because. Now we can create snapshots for our clients that in one click just basically load up all the different things that they need, not just for their funnels, but for their emails, you know, for their, you know, autoresponder sequences, text sequences, automations. They did a really good job basically making it plug and play.

Meaning it's replacing ConvertKit or Beehive for you too.

So that's the— yeah. So basically for, for sending emails like a ConvertKit type thing. Absolutely. And then, you know, basically we still have some newsletter software. So again, like for us, as the size company we are, it's not necessarily replacing everything, but a lot of the different things that we've utilized. Yeah. And then for a lot of our clients though, it's really like they don't need really any other, you know, software. I think for sometimes when you're bigger, maybe you have a couple of like specialized software.

Okay.

But for a lot of people, I think you can have an all-in-one solution is really good. For instance, a friend of mine from college, he basically has been in the corporate world for a long time, really worked his way up, and now— and he's been helping people with like their kind of career transitions. And so, he's now actually shifting over to basically being a corporate career coach.

Okay.

He worked his way up to a director at a very young age. And so, he kind of— he worked his way up really fast the way I did in the entrepreneur side, he did in the corporate world. But now, he's jumping over to the entrepreneur side. And he's like, all right, what should I do to set all this stuff up? And one of the first things I said was to get the, you know, HighLevel account because it gives him everything that he needs in one place. And, um, you know, and he's like, oh, this is amazing.

Yeah, it's not an easy piece of software to use.

Yeah, I think, I think that's an interesting, I think that's an interesting thing. It's like, I think that because you have, there's, there's definitely technical, uh, pieces. And I think that that's one thing that, you know, maybe some other, you know, software has that might be a little bit intuitive. That being said, there's a lot more power. I think it just depends on like the path that you go. So with us, we have our clients where we have the kind of prebuilt templates. We also are able to, you know, we work with a company to provide like, you know, kind of 24/7 support. So there's some of these different like You know, companies that actually their whole business is to provide high-level tech support. I don't know if you know that, but one of our— so there's a company, HighLevel Pro Tools, Matt D'Asenno, and he's in the whole like marketing and entrepreneur space, and we helped train their team up on YouTube ads at one point, and we're a client of theirs, you know, for their, you know, and they have like these tools that build in, but they also, their big thing, it's kind of funny because their name is still the Pro Tools, But their big thing is basically helping with customer support. And so they have a whole team of, you know, VAs and agents that you can plug in. And if you're an agency or you're a marketing consulting business and you're recommending HighLevel, you can have those, like, kind of dedicated people that go in. Obviously, HighLevel has—

Wait, they do outsourced support for agencies that use GoHighLevel?

Yes.

Okay. Yeah. Wow. All right.

It's really interesting.

The software that you use to dial and get 100 calls out so 8 people will actually take the call and do That's not HighLevel, is it?

Uh, that's Aloware and it can connect with HighLevel. So that's the type of thing. So it's, it's called Aloware. Uh, there's other ones. We've actually tried a bunch of these. So you can do that type of thing in HighLevel. I think there's a degree where it's like if you are building, you know, from scratch, you're building things up, you don't need a ton of different like softwares. It's like, let's just get the MVP and let's like launch and let's get you You know, going. So you can do those features in, in HighLevel. Uh, but if you want to kind of have power dialer, you know, aspects, uh, that's where we kind of, but it's all integrated. So that's a cool thing is you can integrate it with HighLevel. So it basically can—

So an order comes in on a form, goes into the CRM in HighLevel, person doesn't continue on to book a call. Someone on your team gets that person's phone number on their screen. The auto dialer auto dials. If they get through, it gets recorded into the CRM, that whole thing. And it's just Alaware plus HighLevel.

Exactly. You can combine. Exactly.

All right. Give me, give me one other software that's fun and then I'll ask you one last thing about agency and then we'll close it out.

Well, so I'd be remiss if I didn't mention, you know, so I've got my own, you know, software. There's KeywordSearch.com. It's my AI ad targeting software. And what that does is it allows people to just put in the URL of their business. It will go and read their entire site. And then give them the different audiences you could target with YouTube and Google Ads. It's a tool that I wanted to have for a long time, and I built this out so that it's really easy to get all of the different things people are searching for on YouTube, searching for on Google, audiences that you could potentially target, URLs people are going to, like the URL audiences I was talking about earlier. Okay. Just click which ones you want and has a one-click integration to Google Ads. So that software, you know, and I also, I actually have a new software that I launched because I've been building up the software side.

By the way, keyword searches, it's beautiful. I can see, I can see why it's doing well. And I could see also how it builds on your credibility and reputation in this space. Yeah. What's the other software?

ThumbnailCreator.com. Oh, for YouTube. We created an AI YouTube thumbnail creator.

ThumbnailCreator.com.

Oh yeah, thumbnailcreator.com. I love having good, good domains.

You really do. The freaking GoHighLevel people should just call their company GoHighLevel already. I interviewed Sean, what, it was like 4 years ago at this point. I called it GoHighLevel on the website. He didn't seem to have a problem with it, but, um, but they don't own highlevel.com and they still go back and forth between calling themselves GoHighLevel and HighLevel. I do like that you have your firstname.com, alarek.com. I like that you have keywordsearch.com. You have thumbnailcreator.com. That's damn good. Tell me about this thing.

Yeah, thank you. So, so yeah, so what it does is we've trained it on millions of YouTube thumbnails. Of course, you know, basically we have a way to do that. We're not like manually doing one by one, but basically it's like, here's what's converting in these different industries or niches. Here's what actually has like the top, you know, kind of views. And, and we could kind of anticipate potentially click-through rates by looking at like what people are searching for, what, what appears first in the search results. And so we've trained it on the top thumbnails. So what creates a top YouTube thumbnail from our data and also scraping YouTube's data? And what that allows us to do is then train the model. So we didn't create our own, you know, we're running off of actually multiple AI image generation models. So there's the ChatGPT, but there's also Flux and a few different models that we're, we're looping in. So we're not reinventing the wheel. We're— what we're doing is we're taking our data, we're combining it with the best image models But what we found out is there's a model that's actually better at creating faces and there's a model that's better at creating the background of the thumbnail. So we can actually put the 2 of those together and we can create a software that somebody doesn't have to like go to all kinds of different things. If you just ask ChatGPT for a thumbnail, it's not going to know what's going to convert. It's not as good at faces. I mean, they've made some updates, but like what we can do instead is we can have our software that combines Different AI models.

I, I see that. And I also like how once I get it, I can say, I'm looking at the example, move the text over to the right and make the guy's hair on fire. You can do it. Can I replace my face? Can I put my face over the, the thumbnail design? Oh yeah. Yeah. So I see a thumbnail design that I like. I say, put the guy's hair on fire. I like that too. Then I come back and say, make my face, uh, on the site instead of the person on the thumbnail. All right. Right on. Yep. Cool. You know what? As long as we're doing this too, you also have a book. What's the book coming out? What it's called?

Oh, thank you. Yeah, so it's Video Authority: The Art and Science of Converting Viewers into Clients. Uh, we do have videoauthoritybook.com. I would've loved the, the, the main core domain. Haven't quite negotiated that yet, but, uh, so, so that's not, not one I'm as excited about, but that, that domain, but, uh, that's gonna be coming out very shortly. So we're excited for that as well.

Send me an early copy of it. How do I get an early copy? Can I do digital instead of paper?

Yeah, I'd be happy. I'd be happy to. I'd be happy to. I could definitely—

You trust me with your digital?

Most people do. Oh yeah, absolutely. Absolutely.

Um, what's his name? Uh, Noah Kagan comes in my house. He's in my office over here at dinner. And then he goes, Andrew, fricking got all these books, but where's mine? And I showed him, he sent me an early copy of his book, like when it was like in printout form. And I have that up on the bookcase prominently. I'd love to have yours too, but digitally. All right, let's close it out with this. The other thing that I noticed suffers a lot is agencies. People build these agencies, they end up being one-person operations, they scale a little bit beyond, it doesn't work, and then it comes crashing down where they say, screw this. I mean, then they go to one of two directions: take a job working with one of the— one of their clients, or another job, or they go back to essentially freelance mode, and now they, they take on 2 or 3 clients and they limit themselves. You have longevity and you have size. Why? What are you seeing that others aren't doing?

Yeah. I think the big thing is we have a couple different pieces. So, I've spent a lot in growing the brand, growing our marketing, and actually putting myself out there in multiple avenues. So, you know, I am running a lot of ads myself. I'm also speaking at events. I'm networking. I'm meeting people. And then when it comes to delivery, we invest a lot into our fulfillment, our client services, working really closely with all of our clients. And so, So, that's a big element as well. I think some people, they don't invest as much into the infrastructure, the backend. We're constantly innovating. So, with Google v03 and AI, we are on the cutting edge. I'm doing workshops on that. Our team is crafting ads for that months after the software came out, and we were really actually doing it. We basically had a playbook a month after. You don't want to have a playbook the day after because it's not going to be the best playbook, but also you don't want to have to wait 6 months or a year because you're going to be behind, especially with AI. So we're always on the cutting edge. We're innovating really fast. We've got a great company culture. And the other thing is, like, you know, I love what I'm doing. I also have, you know, the longstanding, you know, kind of vision of what I'm looking to create with this, you know, with the book, with the softwares. And I'm going to keep working on that. But there have been challenges, right? Like, you know, like I mentioned, you know, we had really scaled super fast and You know, we, you know, we restructured certain elements of things a few years ago. Meaning you spent a lot of money on ads and you overextended yourself.

And then that's what I think you were saying on the ad expense.

Yeah. Yeah. So basically, yeah, you spent a lot on ads, got a lot of clients, which was great, but we had a lot of one-off clients and so we weren't focusing as much on building the way that we can retain and recur clients long term. We had a lot of clients that are like, this is fantastic. Thank you so much. I'm going to do a video for you. See you later. You know? And so it's like, okay, how can we actually extend what we're doing?

Wow.

So now we're supporting our clients with YouTube channel growth. We brought in a YouTube channel growth expert on our team. We also are consulting people on the funnel or the business model that they have overall. Some of the stuff that we talked about, we're also on the cutting edge with YouTube ads. So it's like, hey, you're not going to want to miss the next v03 or the next AI ad hook. that we're going to be able to help you craft because that's a brand new development. If you're not an active client, if you worked with us a year ago, you're not getting this more recent thing. And then also we're branching. The next iteration is actually branching more holistically into video, hence the book Video Authority. We're looking to really kind of own the space of video. And that's a big step. It's a little scary, but it's because I've been known like YouTube ads guy and then maybe the YouTube guy, but But I think that taking this next step to really, you know, look to be like the authority, you know, in the world of video marketing, and I'm not saying that, you know, I'm that yet, but that's what I'm looking to do and build up. I think that there's a big opportunity there, and that's what I'm looking to do and take kind of over time.

Alright. Website is alarek.com, and then from there, they could go to everywhere else. Right on.

Exactly.

All right. Hope to see you in person again. See you. Thank you. Bye everyone.