Business Model Break-Down - 4/22 Inner Circle Call

Good morning, IC fam. Hey, thank you for all the kind words and comments and stuff. It's a very interesting Sunday, but God's good. We're at peace. This is why I believe what I believe. And just like, maybe, maybe, maybe if anything, I don't mean to put this on you, but let it be your reminder to if you can. Like, I know it's so cliché, but send a text, squeeze a little bit tighter. Um, it's funny because me and Amanda had a date night like a week and a half ago. Um, and, uh, yeah, I mean, obviously my dad and mom watch my, uh, our kids and their grandkids, and there was a— like, it was like, it was like a longer I'm glad I got that squeeze in with him. And yeah, so the last couple days has been very reflective. I've never personally had somebody, a close, close family member even pass away, in all honesty, by the grace of God. And so yeah, I'm very, very just processing it. And then just would ask for your prayers for my mom. I can't imagine. That's the stuff is like, it's her new, her super new normal as she unpacks what the season looks like and stuff. But I'm just grateful for you guys. Thanks for all your kind words and stuff like that. But I, and I just want you to know, I'm good. So I personally, it's so funny 'cause I'm usually the one going to the hospitals. I'm usually the one praying for the people. And so I understand to my capacity, but grief is grief. And I understand that there will be unexplainable things that we were just designed to go through. So yeah, so I say all that to say, maybe one of these weeks, there'll probably be a week where we'll just take maybe the Tuesday off and whatever. We're okay. And just want to say thank you for all you guys do. If, if, uh, if you guys could, let's, let's share a life win, a Sunday win. I guess what's really cool, the, the irony of what it was this weekend for our church per se, is, uh, yeah, there was over 400 people that gave their life to Christ. And, um, we had 6 services across the weekend and they were all jam-packed, which is insane. And then This coming week is going to be our last week at this high school we were— we're in, and then we get to move into this building we've been building for the last 2 and a half years, which is super exciting and pumped about that. So very, very fun season, and God's really doing the work. My man Chris, what's up?

Yeah, Omar, I trust your judgment, so if, uh, now's not the time, I respect that. And yet you pray for us frequently. Would it be okay if we pause for a moment and we and we pray for you and your mom and your family. Is that okay?

Please.

Yeah. So Father, I thank you for Omar and the, the El Takori family. I think that you have good plans to prosper them, to give them a hope and a future. And it's during moments of loss that we could draw closer to you and experience you at a deeper, more meaningful way. So I ask that wherever Omar's mother is right now, that she just feels your peace wash over her and that she draws closer to you than ever before in the season. And she has a peace— the whole family has a peace that passes all understanding. And also, I ask that if there's an opportunity for Omar to go to the next level and being a husband and father and son, will you show him where that opportunity is? Because I know he follows you and he will follow your lead. So we thank you for him. Thank you that that he's such a blessing to so many. I ask that you multiply his fruitfulness, that whatever he puts his hands to will continue to prosper and grow and increase. In Jesus' name, amen.

Amen. Thank you so much, bro. Appreciate you. It's great. This is an incredible group. I'm grateful for y'all. Velvet, what's up?

Hey Omar, I'm so sorry. I just heard this news for the first time about your dad.

Thank you so much.

I'm so sorry to hear that. And, uh, yeah, grief is definitely a different animal. Um, I'm similar to you. I went my whole life without having close people die to me, like die. Um, and it definitely is— I had to repent. I remember times people coming to me and sharing the type of grief they were experiencing, and I was like giving them antidotes like, the joy of the Lord is your strength, you know. And it wasn't until like my grandma died in December— or sorry, October— and I, I understood it, and I was like, my God, this thing, only God can carry us through it. It's a different animal. Um, so my prayers are with you and your family, um, and I just know that It is true, you know, that weeping does endure for a night, but our joy, it will come in the morning. It'll come back. You know, we'll feel that joy again. Um, so, ah, um, thank you.

Yeah, you're good.

Yeah. Um, and I honor you for even being here with us, you know, during this time. Um, but this is your calling and this is what you do best. And I think you are going to get a lot of energy, uh, and restoration just from being here. So, um, I did. Today would be day 2 of my challenge.

Let's go!

I wouldn't be having a challenge if I didn't join this group. Um, I, I, I don't think— I think I've been in the group— this is my second month, I think. Yeah. So, um, yesterday was day 1 of the challenge. It went good. Um, I forgot to record it, so, you know, all the things. But today it's gonna be recorded. Um, and my question I just had a question around, um, oh, and this is my first time making money online, so there was that.

Let's go!

So, uh, so I had 5 people pay in full now for my challenge.

Come on!

And that was really exciting. Um, and I just was wondering where we can find information about the pitch, like later in the week when I need to kind of make this bigger offer. I have a $5,000 offer that I'm planning to present toward the the week, and I'm just not sure.

Yeah. Well, the first thing I want to encourage you with is way to go. Like, that's so good. And just know that the number one goal this week is data. Like, like the doing the Q&A and just be, be very present. Be very present with the— how many people are total in the challenge?

So 5 that paid.

Yeah.

And I have like, yesterday I had 7 people on, today I might have 9. I just invited some accountability people as extra eyes and ears for feedback.

Okay.

Yeah. So, so I think, I think it's just like you have the opportunity to create like this, this like intimate learning experience. So don't get so, I hope, I just, I just want you to be like, release the need to like try to be something like be for them like in this challenge, like, you know, let them like really, really answer their questions and all that stuff. So I say all that to say that I think the best thing you could do is probably just watch my offer presentation from the last challenge, which would be day 4. Sophie Art, make a note. So maybe we could just put it on the wall. It's in the classroom, but, we'll put on the wall. And the thing is, is like, just did you let everybody know that you are going to work with a few select people?

So yesterday somebody during Q&A asked me about—

let's go—

some resources and some letters. And I told them, I said, you know, I am going to be talking to you guys about how we can continue working together later in the week. So that was the only place that I mentioned it. Um, and, and they have been asking me like, how do we, you know, like what, like what, how will we continue on together? Some people asked that yesterday as well.

So good. So yeah, do you, do you have like an application ready?

I am, I don't know what structure, so I, okay, I need to put an application together.

Oh yeah. Um, okay, so let's, I just want to quickly answer this question based on, um the offer. So if we're gonna reverse, so how long is this challenge?

5 days.

Okay, so 5 days. So today you're gonna let them know that tomorrow, just this like, I call it like, what is it? It's kind of just like the admin. Like every day we do admin in the challenge, but there's a lot of seeding. And pre-framing in the admin. That's why it's like, it's important to like, you know, to do this stuff intentionally. And so long story short, so today you're gonna be like, all right, everybody. I mean, I've been getting like, pretty much every single one of you have been asking, like, you know, what's the resource? What's the thing? I want you to just focus on this week and I want you to really like learn and just lock in. I know that, 'cause this week alone is gonna be transformative. However, I do want to let you know that tomorrow I'll be releasing an application. So I will be releasing an application to see what it will look like to work together. And so that, and I want you to know everyone in this room, the reason why you do the application, it is more about the moving forward in their desire to get better than it is anything else. Like the reason for an application is the same reason why Harvard makes you apply. Why can't anybody just attend Harvard? Well, because they want to create an environment that is, you know, that you have yet— it's selected. It's a selected few environment that this goes into. The psychology of, you know, the psychology of, yeah, like what Noah says, like the exclusivity, but the psychology of like, you get excited when you get accepted into Harvard, but you don't realize that you're just gonna like find yourself in like $300,000 of debt. Like people don't realize that. They're so concerned about getting better, right? You're just so concerned about your future. So the application is almost like a yes. I just wanna get a lean in, like a yes. And that breaks a wall down, right? So then once you have that application, here's what I'll give you the opportunity, you can decide this. I don't believe offer presentation like one-to-many, it's not, I don't want to say it's not hard, it's hard, it does take reps to get good, but Jamil, who just had an, I think he had an $80,000 month last month, he did 2 challenges within the month, He just did one-on-ones. So it's like you're filling out an application and then you're booking a call and that call could be Friday, that call could be Saturday where you're just a 15-minute call and then you listen, you know, you present them the offer.

So as a bonus for my challenge, I gave everybody what I call a business bankability call, like a one-on-one call with me. So I have a one-on-one with each of them that they're scheduling.

I think that's good. Can I tell you like what— why I wouldn't use it for that?

Yes, sir.

Well, because you just— you're, you're letting them know that your one-on-one time is free. Like there's— that there's no, there's no real cost to your one-on-one time.

Okay.

But I'm letting you know that now you can have the foresight on this call to know that like this, just bring up the application if they filled it out. So your goal is to just seed it today, tomorrow release the application and let them know that you won't know about, you're not going to learn about the offer unless you fill out the application. So it's more about filling out the application just to learn about it. I'm not going to take money from you. I'm not going to, nothing's going to happen other than you will be aware of what life will look like a year from now.

Okay.

You know, like speak to that and that's it. And then, uh, but just, just crush the challenge and get as much insight as you can. And, um, and, and that's it. I mean, that's it, you know? Yeah. At the end of the day, if you, if you are teaching in a way that shows them that they, they, it'd be harder to do this alone than it would be to do it with you. Then you're gonna be fine. You say you got like 7, 9 people. Like I'm thinking 2 people might sign up for whatever the offer is and what, you know, and it doesn't matter. That's my thing is like it doesn't matter what the offer is. The offer should be whatever will help them get the result the soonest, bestest, fastest that you determine. So.

Is it possible for Sophie to post the template for the application? I just don't know what to do.

Oh yeah, yeah, all that stuff.

Thank you so much.

Yeah, anything you can think of, uh, just DM Sophie and then we'll put it— the resource-wise, just what we use and stuff.

I appreciate it. God bless you, Omar, and your family.

Thank you.

Uh, Matt, what's up, my dude?

Um, I was, I was right where you're sitting 11 years ago. Um, know that it will get harder before it gets easier, and know that there are— there's so much power and space in words that you write down.

Oh, thank you.

Um, looking back, the, the one thing I wish I would have done differently in the first 90 days after my dad passed was to sit in the silence. I ran and went hard, and I just bottled it all up, and I never enjoyed the, the silence.

Appreciate that.

No, thank you so much. The timing of so many things, um, Number one, I'm grateful that, you know, I don't have to be anywhere. Like, that's number one. Me and my brother and my sister, we stayed the night at our house, my mom's house on Monday, Sunday night, slept in my room that I grew up in. It was like a very special night. And then we got dinner yesterday. But yeah, me and Amanda have a trip planned a couple weeks from now that I'm glad that that was on the calendar because it will offer a lot of that. And yeah, dude, it's crazy. Like when I find myself journaling, I mean, what I posted today was very journal Omar, you know? And it's like, yeah, you start getting it out and you're like, wow, like he was great. And you know, and you're, yeah, you're putting words and you're choosing to remember the thing, the certain things like he wasn't perfect, but he was present. But yeah, dude, thank you for that insight. Definitely slowing down.

Yeah, for sure. Okay, so a couple of wins. Have Masterclass on Thursday. I think we have 8 or 9 registered for it. And then we do a 5-day challenge on May 5th. Paid challenge. First time I'm running a paid challenge. We have 5 registered. Looks like we have $500. Collected so far.

Dude, let's go. Yeah, so, um, like you're getting paid to get paid.

Yeah, getting paid to get paid. And then, you know, I don't know if it's the, the right thing, but I definitely, um, I'm going to lean hard into, um, Richmond's, you know, uh, um, tiny challenge. You know, I can impact so many people on one-to-one. I love what you were just speaking with, um, with Velvet on the application, right? I mean, Jamil and I are very similar in our conversations and our beliefs around money. And I think, you know, we probably build a business in the same fashion. So looking forward to the application of not just selling, you know, Emily and I were talking about, and I'd love feedback on this, that the offer coming out of the challenge is not the wealth department. For $5,000 or $10,000, it is the tiny challenge, right? It is the 3 to 5 days, but also applying for that and then giving that offer to the, you know, the hands of the people that do fill out that application.

That's good. Yeah. So you're going one-to-many challenge into working together one-on-one for 5 days.

Yeah.

And then, I mean, that's just, you are punting You're punting your main offer at the end of that one-on-one thing.

Yeah. So I mean, I literally wrote it out today and I mean, I said if I do this, all I'm adding in an extra step to get to my main offer.

Yeah. So good.

So I don't know if that's good, bad, or indifferent.

No, that's incredible. I'm a fan of the longer you can extend, the more time you could spend the more time you could spend with people, the higher you can charge. They say the longer the immersion, the more the conversion, right? So like, part of the 5-day challenge is simply to put people in an immersive opportunity. And that's simply it. When somebody's immersed in something, when you're at the airport, you're willing to spend $10 for a water bottle because you're at the airport. So it's the same psychology there. But But I like the extended, and I'm just gonna be very frank with everybody here 'cause it doesn't matter. And I like letting you guys in on where I'm even processing personal stuff in my business. So like we have one more challenge with this company to do in May. We'll do it mid-May. And then this will, I believe, will be the last time I, I don't wanna say, it will be most likely the last time I'll sell Inner Circle as my offer. And the reason is, is because this is getting, you know, it's getting to a place where I want to steward the success of everybody here to the best of my ability, right? And I feel I could start feeling that like, cap now. I don't want to cap my business and cap the ability to make money. So what I'm considering is I'm considering doing challenges still and selling a 2-day workshop in person. That's the offer. The offer is an acceleration workshop where it's very checklist-driven. We're gonna get your, You're, you know, like the brand strategy call that we'll do in a couple of weeks will be that in 2 days, right? So you get your next 10 YouTube video ideas, you're going to get your masterclass breakdown. Like you're going to get all like the things for your business. And then if you want ongoing help, that next offer is Inner Circle, which will be maybe $2,000 a month or a little bit discounted. But that takes my lifetime or like my, I guess you could say that my total lifetime value per customer really high because they came to the workshop, which the workshop could be $9,000, which would maybe, maybe more people will sign up for it, maybe not, whatever. Let's just call it 30 people will sign up at $10,000. That's, you know, $300,000. And then they'll come and then maybe 5 people will join the inner circle, but those 5, it'll be $33,000 within a year as opposed to the $17,000 or $15,000 or $19,000 that you guys joined here. So like, Just letting you know, like, that's always at work. I think something that you guys will continue to always do as I do is the calendar year of your business, right? Like the way your calendar operates. So like, you know, people's years come up in the Inner Circle and that's like an opportunity for you guys to either sign up again if you'd like to take that offer or move on and that's totally fine. But like, you know, the goal with the info business is to create honestly predictability, the ability to just like, create when you open up the cash influx. And I want everybody to get there, but it's like, it's predictable. Okay, if I do a challenge or if I do a sales call, if I do 10 sales calls, I'll sell 1 person. Like, how do I get to 10 sales calls? Well, I need to be posting content. Maybe I can run an ad or 2 to a web class and then we get people on a sales call. If I can get 10 people and I can sell 1 person at a $10K offer, that's a good week. Like, you know, this is just creating this, the predictability in this. And that's what, you know, I feel like it's, and that's something I've never heard anybody teach, you know, in this stuff because everyone's teaching like the cash grab, but it's so much more than that. 'Cause if I have 100 people, right? If you have 100 people signing up with you every year, that's like another facet to your business that you don't realize when you're starting out. You're not thinking like, oh, when somebody signs up for my offer, You know, they might sign up again. So out of every 100 people that join my group program or my whatever, another portion of them will stay. And now you have this recurring revenue, which I'm pumped to get into today's conversation with Will. And we'll get into it like literally quick wins, quick questions. But anyway, that's, take that for what it is. I'm just laying out there. Omar, what's up?

Morning.

Morning. I hope to sign up for another year because I don't know what I would do without this group. Exactly. And that's what you want to create. Let's go. Speaking of the group, my win was I've had a client that I've been training for about over 5 years. So it's been cool to like watch his growth and see his journey, but finally convince him to join the Inner Circle. So it's kind of cool because I'll be able to witness and see his growth alongside being a peer and chatting about like our wins and our takeaways from the call. So So good for me. Heck yeah, let's go. Yeah, shout out to Eric who— here's another thing you guys don't realize when you do a challenge, you just planted a seed. So Eric took the challenge in October. He let life life and life is great. And like he got ready. Like people, like the reason why we need to be consistent is because people are readying themselves. You know, so appreciate you. And, uh, yeah, pumped to lock in. What's up, Chris?

I'm double dipping today. However, I'll keep it brief. 3 quick things. Number 1 is I jumped into a web class yesterday, was day 1 of this 5-day challenge, and man, it just gave me a deeper appreciation for you and your team and then the tribe that we have here, where your level of professionalism and doing things with excellence. Like, it shows. Not, not just because, like, you keep your wardrobe looking nice, but it flows from who you are. So just your level of professionalism. Like, uh, they, they mentioned, but man, they, they commented to me, said, Chris, you're blowing up the comments. And I'm thinking, I had an aha moment. Omar's got— he's got me trained to engage and to get, like, to— I'm in that chat. So thank you for that. Number 2 is the tiny challenge. I had this person on Instagram reach out to me from a post I posted, which is ironic because she said, oh my gosh, it's— I can't believe you're on here with Omar and Myron. It was when I—

the Q&A that you invited us to. I love that.

One thing led to another. And I told my wife, I'm like, like, there's an opportunity here, but I'm not sure where to go next. And I looked in school and you just posted about the tiny offer. So I said, that's it. And so I proposed a tiny offer and I had her jump on a call with me for a 15-minute discovery call. She didn't accept any of it, but the real goal was not that she accepted it or not. It was the idea of having like a micro or tiny offer.

Yeah, no, it's crazy how like, especially in like the startup phase or you don't know phase, which like we're always— I hope everyone never graduates that. But yeah, like the answer to a lot of I don't know is let's just work together for 5 days. Like, it's crazy. Just if you just think about it, like, let's just hop on a Zoom call for 5 days in a row and we will expedite whatever the thing you're looking for. We'll work together. And then from that, yeah. So way to like just even do that, dude. And you didn't get rejected. You got a not yet. You got a, you know, I'm not ready. That's what you got. But that's the power of just lobbing out the offers, who, you know, and you know what's funny is like you can lob out offers, guys, whenever you feel like, you know, a sense of inspiration or excitement about something, like just lob it out there and see who grabs it, see who raises their hand. And then don't be a bum, but I do say this, like you can always refund. You can always say, okay, this is the last time I'm doing it this price. You can always, these are things that you guys have the power and control to do, right? So like, I'll just, again, being very transparent, we're downselling people into a 2-day YouTube accelerator thing from the last challenge. And you know, I have somebody going through a lot of people that took the challenge. And I mean, it's not the number that I hoped for, But in my mind, I'm like, okay, well, if we get 5 people— I was, you know, I was really hoping for like 30 or like 50, you know, but if I get 5 people here, it's like I said, I'm gonna do it for the data. Like, just helping people ground zero with YouTube, like, need it. And like, now these people are gonna have an experience with Omar that no— it like will never happen again. I remember Kendrick Lamar performing at a pub here in Las Vegas in 2010. There was 25 people at it. He had to stand on an ottoman. And I got to experience the, you know, I knew he was going to go crazy, but it was just like, I have that in my mind. Like I got to experience him, you know, that's why I say all that to say, yeah, man, like so good to just lob it out there.

The last thing I wanted to share real quick is that I have my First 3-hour workshop coming up this Thursday. So I'm pumped about that. That's virtual.

It's a, yeah, 3 hours. That's gonna crush. Do those things. Let people know like at the end of this, I'm gonna, at the end of this, you're gonna want this to keep going. That's my goal. My goal is to like at the end of this, you're gonna just want this to just keep on going. And, but lock in for these next 3 hours And it's going to be a beautiful time. Sonia, what's up? What's up?

Good morning, everybody. Thank you, Omar, for being here. And I just want to say, woo, that is so good. Uncommon favor. I just want to say that. I've 10x, I've had 200 new clients for my tax business, which probably brought us into about $50,000 extra revenue all because I listened to my coach Omar. I went all in on the tax season, just straight advertising, paid ads. I have— I'm at 250,000 views consistently right now. Um, so just listen to Omar. I mean, I'm, I'm still building other stuff, but I just thought of an offer because I trained small businesses how to run their tax office. So just by me doing that, I'm able to step away right now and go all in on the software and build low-ticket offer. I'm probably thinking about $3,500 just to like give them my software, train them on social media. And I just listened to what you said and I went all in. I want to say thank you. And it's a lot of work. Yes, it's work, guys, uh, but it's so rewarding. And just everything else has been amazing. And Omar, I just want to say thank you again. I just— God is so good. And keep doing what you're doing, and you're going to be the head right now for everything in your family and your kingdom. And Your father left, but he gave you a great, great crown, and you got this. Thank you, guys.

That's so good.

Let's—

I love it.

And by the way, sorry, so I went to an event and I was like, oh yeah, I work with Omar. They're like, oh my God, he's such a big deal. I'm like, really? He is? They're like, yes, he is. I was like, oh, I could just text him right now. It was funny, but people love you. You're being watched. People love your stuff.

Thank you so much. That's encouraging. So good. Yeah, love it. 200 more extra clients. And then every time somebody gives you guys a dollar, I just want you guys to know they're going to give you more. There's a portion of them that's only going to give you more dollars. So that's so good. I love to hear it. No way. Oh yeah, you better flip that mic down.

Oh yeah. I said, what's going on, guys? Anyways, speaking of full transparency, earlier I have not been posting as much content, but I have noticed that even my the stuff that I have posted and, and my slightly older ones, I am seeing that I am reaching out to a lot more non-followers on my Instagram. So that's pretty cool just to get myself out there some more. And, uh, so most of the stuff that I put is just like kind of like my jobs that I do. Like, uh, I have a little camera that goes onto my hat, it's like a point of view, and, uh, people seem to like it. And, um, but yeah, that's my one so far.

So good.

I'm getting exposed more, so that's—

yes.

Keep dropping the heat, bro. Dropping the heat.

Other than that, all good.

Let's go.

Uh, last one, Abby, and then we're gonna get into today. Like, and I need you guys to get into today. Like, I need you, like, open up a notebook because it's gonna be— you're gonna open up the hood into a V8. And what people say about a V8 engine, you let the V8 do the talking. Anyway, I'm just pre-framing for everybody to get excited. What's up, Abby?

Uh, either way, Omar, you know I love you. Thank you so much for even being here. I was about to text you and be like, get off the phone and go sit down somewhere, but I see your heart and I appreciate you even helping beyond— it's beyond words. So shout out to you, uh, you know, all the love. So I— my win is I'm finally getting into a place where I can create again. I was in like a just a complete funk, completely overwhelmed, even the person who can repurpose content and all this other stuff. But, um, one of the other breakthroughs I've had is like the power of a schedule. Uh, so being a full-time entrepreneur as well and not having a place to be and leaving it all up to me has, uh, has been, um, interesting. So working on a schedule The schedule today told me to do some deep work and to get some, some recordings done. So I got 2 YouTube videos recorded today. So just looking into leaning into being more intentional and getting some other things just set in place so I can continue to, to make these gains.

Let's go, dude. That is something I didn't really— I mean, like, I don't calendar it, but I'm realizing that a lot of successful people do, and that is calendaring deep work. Which is thinking work. Like, I think I'm in a perpetual state of it, but like, I, you know, I'm realizing like actually cutting off distractions and focusing on a few thoughts to develop. Yeah, so that's really, really powerful. Aaliyah said her wins, she publicly released a podcast. Let's go. And the next is YouTube. So good. The breakthrough that it don't, Every successful creator or every successful person with an audience had to upload that first upload. So excited, good stuff. All right, all right. So excited. So today was supposed to be a hot seat call. I'm glad it's not. And a few weeks ago, you know, Will Draper, who's in the group, shared a really cool win and just shared like where his business is at. And I've been watching Will for now almost a year build his business. And one of my favorite things in life is really to unpack the economics of other people's businesses. And the reality is, is like there's no one business exactly the same because the mind of the entrepreneur, the CEO kind of determines the personality of that business. It kind of determines the lid of the business, which sometimes the lid is, desired, right? Like sometimes it's like, no, I did, I want to just do this. I only want to work with this many people. And like, that's powerful. You know, the Bible actually talks about this trait being one of the fruit of the spirit and it's meekness. It's power under control. I honestly can sense myself. I could see myself doing like a challenge every month and just racking in hundreds and hundreds of thousands of dollars. But that would be at the expense of the quality of being able to have these quality calls. And just, that's not, you know, like I realized like, no, I get to decide, you know? So I say all that to say, you know, in every group, on every team, there are superstars and rock stars. And Will Draper, I would consider a superstar Inner Circle student in the sense that He's always just doing the work. He's building the business. And I love his model to the point that there's a little bit of resentment in the way I built my business. So I say all that to say, we're going to learn today from Will. And so let's put a Will in the chat and let's bring up Will Draper. Come on, my man.

Yo, what's up, Omar? That's one heck of an introduction, man. I feel honored and grateful grateful to even be in the room.

Heck yeah. I'll let people know of what I know of you, and then I want you to just let people know what you do. But what's really cool is you focused on one platform this last year and you've built 3 different communities in tiers and you've determined certain pricings and certain access and certain things. So, you know, in all of us, you know, with all that we do, many of us are selling services or we're selling coaching and consulting. And so I just wanna unpack that, but if you could just introduce yourself and let people know what you do, and then we'll get into some questions from that I have, and then we'll let you guys go ahead and ask him some questions. But yeah, let it rip.

Okay, so yeah, my name's Will. I'm out of Raleigh, North Carolina, or a little suburb outside of Raleigh, North Carolina. I do, uh, social media marketing coaching and education specifically for people in the real estate industry, specifically real estate agents. My ideal client profile is somebody that has been in the business, you know, at least 2 years, getting their feet wet, but they're struggling to figure out what to do with social media. They don't know what to post or how to reach the right type of clients. So I really niche down on that exact person that I want to identify. I'm helping solve the problem for. So it's a very, very niche market. There's only, uh, between 1.5 and 2 million realtors in North America, but I'm trying to focus on finding just a couple super fans, a couple hundred super fans. That, that's all you really need. So that's why I've been niching down really far. Um, majority of my business has been built on Instagram. Uh, I, I've always wanted to build it on YouTube, which is why I kind of ended up in this group. and I haven't made a single YouTube video since I came in here. I just leaned into the network that I was already creating that was working, uh, and it's allowed me to build something, uh, pretty cool in about 12 months. So that's a little bit of a background of, uh, what I'm doing, and I'm sure we'll get into like some more details and stuff as Omar asks questions.

Yeah, it's so good. And I love that you said specifically you help real estate agents who've been a real estate agent for at least 2 years. So you've decided to— there's a few conversations you're not having to have simply because you're very dialed in, in that target audience. I just want to point that out, which is really powerful. What did you do? Because I realized that you did have— I guess a word I would put to it is you had a foundational audience, I guess you could say, maybe because you were chipping away at something, but Yeah, how did you build that base audience for you to step into like new offers and stuff?

So, um, so the way I built my audience, I, I still have a real estate license. I was a real estate agent. I built my entire business on social media and video-based marketing. Uh, nobody in my area was doing it. A lot of agents in general don't do it. I'd say 95% of agents don't create a lot of content, and it's the best way to attract business in. So I actually built a really good business for myself, would sell about $20 million a year working about 3 days a week, uh, which provided a great living for the family. Uh, but I realized there was a lot of other agents that struggled, and they always reached out to me, uh, while I was still actively selling real estate, like, how are you doing all this social media and video stuff? And I just— I spent hours every week just giving away free advice to people, uh, on the phone, on Zoom calls, having coffee, having lunch with them, just showing them exactly what I was doing. And then somebody's like, hey, can, can I pay you to help me with this? I'm like, no, no, no, I'm focused on my own thing. Um, but, uh, somebody at one of these other bigger coaching companies recognized what I was doing, reached out to me, offered me a job. I worked with them for about a year, maybe 2 years, just like on the side. Realized working for other people is definitely not my jam. Um, but I realized I really like helping agents. So as I exited that relationship I realized that, hey, this is what I want to really lean into. I want to stop selling, just teach people how to build a business because I had done that. I built it myself. So I'm only teaching and sharing concepts that I know work that helped me build my real estate business. And I had years of testing this with other agents just for free, if you will. It all worked for them as well. And I was like, well, I have a formula, I have frameworks that I can teach to people. And I launched March of last year with— so just some context, everyone. So launched March of last year, decided I was going to stop selling real estate. I am the primary breadwinner for our house. My wife works one day a week. We have two kids and I quit everything I was doing to start a business last March. Wow. It's the third time I've done that in my life. I'm 45. So for those of you out there, you're not too late, right? So I was like, screw it, I'm going for it again. And, uh, fast forward from March last year to right now. I was trying to look at numbers before we hopped on here. I've already taken in $140,000 in revenue this year, this calendar year. Not all of last year, like since January through the third week of April. So it can be done. It can be done.

So good. Okay, so I, I think, uh, I'm just— I, I'm, I always like asking questions on behalf of like all the context I know about everybody in the room or whoever's going to watch an interview. And I imagine so much of us who have experienced, I mean, I just want to tap into like the amount of time you gave yourself and you didn't even know you were giving yourself this amount of time to help people to discover, to unpack and like that this one day will be a business. It was almost like the people decided the business for you.

They did.

They did it.

I was giving away all this free information. I never thought about creating a business out of it. And then, you know, I see all of these— I saw you years ago when you were at Think Media, and then everybody's like, you know, people need access to this information, but they need people to help them with implementation. And I didn't come up with this business out of thin air. Like, the people showed me what they wanted, right? So I created content consistently. So, uh, I would post about 5 times a week for a solid 2 years, took my Instagram from 0 to over 40,000 over about 18 months, just posting consistently and just seeing, okay, what's the information people want? Go into my stories. Hey, what questions do you guys have? And just by asking the audience, hey, what are you guys struggling with? Oh, I know how to solve that problem. And then you start solving that problem for them for, for free by showing, not telling.

Right?

Showing them, hey, here's how you solve the problem. Just like in videos that you might do, Omar, like, hey, I'm going to show you exactly how to set up this camera. You don't show anybody how to set up the camera. You talk about the concepts that set up the camera.

Right.

And so I did the same type of thing through my content. And I find, hey, there's these 3 or 4 concepts that people are always asking me these questions about. And I just built the entire business around what those 3 or 4 concepts was. And just to let everybody know how I kind of structured it and how my mind kind of ended up in it. I launched a group program that was gonna be group coaching because one-on-one coaching in this space is very, very expensive. It's also super time-consuming for the coach and then the client as well. So when I launched the, the group program, I knew it was gonna be not super low ticket, not super high ticket, somewhere in the middle that made it valuable and accessible to anybody and everybody to learn and grow. But I used that community to then funnel into my mid-tier and my high-ticket option. You can't purchase my higher ticket without being in the group, in the community. So that's how I expose people to myself. So instead of doing a, a challenge, right?

Right.

I was like, let me build a community to where I'm gonna create my own funnel. So I ran that community for probably 3 to 6 months, and then everybody's like, hey, I need to talk to you this amount of time, this amount of time. And that helped me determine, okay, here's my next tier of offer. I opened it up, didn't really know how to sell it. And I remember we had one of these group calls and you were talking about the selling sequence on Instagram Stories, right? And that you shared that. I was like, let me try that. I filled up all of my slots within 24 hours. I was like, okay, I created scarcity. I followed this format and this framework. I was like, all right, that's cool. I let that sit for like 2 or 3 months. Then I was like, all right, I want to create a higher ticket item that has a higher level of service because all of my clients like, this is great, but I want more. And I was like, all right, how do I cap that? Hey guys, this opportunity is only available for 10 people. I'm only going to pitch it to you 20 that are in this tier. Who wants it? I immediately upgraded that entire tier, and then I reached out to the group and said, all right, who wants to go to tier 2? I have 10 spots available. Filled that up 24 hours. So I was able to go from $10,000 a month to $30,000 a month in about 2 days just by creating the offer and only offering it to a select number of people and letting them know Nobody else has access to this. It's only you. But if you don't say yes to the dress, you're not going to get it. And that's what kind of— me to wear—

unlocked two tiers in one 24 hours.

Yeah. Yeah. Okay.

So good. And just to provide context, how much did you charge for that first tier and how did you determine that price for that community?

Okay, so that the first tier is $125 a month and I determined the price, Buzz, because in our industry there's not a similar type product, but there's people that just give away templates, right? They're like, here's a Canva template, here's a video template that you can go plug in on Instagram. And a lot of those companies and services offer these templates for $50 a month.

Right.

And I was like, I'm not only going to offer that, but I'm going to offer the community. I'm going to offer the education they need to actually create the content that goes along with it. So I built out, uh, so originally my thought was I'm just going to sell courses, right? Well, no, I'm just going to give all the courses away for free. So I can let you know, hey, I've got 18 courses that you can take for free inside the community. So by you joining up one month, I'll tell you right now, you can have your 7-day or 7-day free trial inside of school. You can have free access. You can rip off all of my content. But if you get value out of any of it, please decide to stick around. So my retention rate is over 95%, which is awesome. But all of the, all of that information is inside the community. And when I'm looking at it, I was actually talking to people like Kajabi and Uscreen and all these other places. It's like, all right, monthly recurring revenue subscription models. They all told me to cap it at $99. And I was like, I was like, no, I'm providing too much value. The people in my community said they should be paying me twice as much. It's good, right? So that's probably something I'm looking at is just All right, I want to increase my revenue by 30% here in the next few months. I'm probably just going to double my pricing. And I think I'll probably only lose 5% of the people in there. I can look at my community stats right now. Out of the 150 people in my school community, it says 125 are active on a daily basis. So that's, uh, lets me know people are actively involved, watching the content, watching the live calls. And, uh, recently, uh, I I haven't been focused so much on sales. What I decided to do, the classes I teach every Tuesday, so you do a Tuesday call, I do a Tuesday call, mine's at 1:30 Eastern time. I decided to start packaging those into mini courses and then offer those as super low ticket items. And I just started testing this. I can sell a class I've already taught for a low ticket, like $47, upsell them into the community. And so the ad cost it takes me to sell that is $25. So I make $175 if they join the community for a month. And I tested it and I'm getting like a 4x return over the past 2 weeks since I started testing it. So I'm just going to start pushing money into that now because that's worked out really well and I'm not creating anything new. It's just stuff I've already taught.

Okay.

Shoom.

I mean, okay. I just want to like, this, this is just really cool because I, I, you're just, you're repurposing what you're already doing and creating what is called, like what Myron calls might as well offers. So it's like you're doing calls, might as well charge one-off, you know, a one-off price. So you're not having to show up and do a live masterclass or a live web class. You're just getting people to buy a coach call that was recorded. And then at the end of that coach call, you're inviting them into that community.

Yep.

And then does anybody get mad at you in the group that says, hey, that's not cool?

No.

Okay.

I say, how can I get one-on-one time with you? And I'm like, I'll let you know when I have a spot open up. And so I had one spot open up last week because I, I tell people, so when they work with these higher ticket options, uh, one of my selling points is I don't make you sign a contract. I was like, everybody in our industry makes you sign a contract for—

totally good.

And I was like, I'm not going to make you sign a contract. You can pay month to month. I'm going to set you up on recurring, recurring payments. I anticipate you're going to stick with me for a year. If you don't and you're not getting value, you are happy to leave. But just know when you do, your spot will not be available when you come back.

Yeah, it's so good.

And, and everyone's like, oh my God, it's amazing. And so my retention rate is super high because they're like, all right, like he's not struggling in and Here's an example. So one of my clients had to go get neck surgery, was going to be out like 6 weeks, right? And he is my highest ticket paying client. And he was like, I don't want to lose my spot. I'm like, I'll pause your payments. I was like, I don't want to take any money from you until you recover. I'll give you a couple extra weeks. I'll give you 2 months to recover. I will hold your spot for you. He was like, what are you talking about? He goes, aren't you going to fill it? I'm like, no. I was like, because you're more valuable to me as a person, like life happens. And when life gets in the way, I don't want to charge you money when life gets in the way. He sent me 3 other clients that have already joined the group just because I offered him good grace and goodwill. And I didn't do it to like get more people in the community or to get more referrals. I did it just to be a good person.

Yeah.

And I have found that you do that, he'll be with me forever. Absolutely be with me forever.

The little things, so good. I just, yeah, the things I get is the reason why you're creating a feeling in people to really sign up and stay is like, yeah, I think number one is you're not desperate and you're not desperate by just picking a number. Like, but you know, if we sometimes by us wanting everything and wanting everyone and all that stuff, it creates a desperation. And when you can remove that, that energy could be felt, man. And so like number one, you're not being desperate. Number two, you're removing the risk by them saying like, hey, you don't have to, there's no contracts here. And I think like psychologically what you're saying is I'm a man of my word, right? Like I do handshake still. Sorry, everyone's soft in the industry and they need a contract, but You know, my word is my word. But all this, all this is because you've created the leverage in your business model to have that type of energy. The monthly recurring energy is like, there's nothing to lose. Like there's no such thing as necessarily a bad month in your business per se, because the way you chose to build. I guess something that comes to mind is that like, how long did it take to like maybe get to a place where maybe your bills those needs were covered because when people start, when people think to go down the path to build a community and protect, for most people here, you're going to do a 37, 47, 97, 127 community. But that would take, it takes a long time to kind of build that to a place where, anyway, so yeah, how long would you, how long did you give and how long would you encourage other people to give to just serve that?

Man, that's such a good question and it's such a hard answer, right? It's such a good question. Such a hard answer. Let me set some context again. I don't know if anybody picked up on it earlier. This is the third time I completely quit what I was doing and started over. So it's— you got to have a little bit of cojones to do that too, right? I did not have a bunch of cash in the bank. I was overleveraged because I owned a bunch of properties. I took all the money I made in real estate, invested into other properties. So I didn't have a ton of cash in the bank, but I believed in myself and I knew I could deliver, which is why I didn't ask for contracts. I knew I could deliver because I've done it time and time again. Because if you don't want to work with me, that means I'm not doing my job. That's how much faith I have in myself. So how long did it take? I launched March 1st with zero clients. I, in my first month, uh, I made $5,000 in my first month. My monthly cost to live, right? Just like live is like $10,000 or $12,000, right? Month 2 is like $7,000, right? Month 3, I got to like $10,000. Then I joined the Inner Circle. Month 4 was $20,000. I doubled in my first month.

Wow.

I held tight there for probably 3 or 4 months until I opened up the next tier, and then I went to $30,000. So how I got to where I am took me about 9 months. How I got to pay my bills again was about 3 months. Okay. Now I was super convicted and knew what the heck I was doing. Right. I had been teaching and explaining, and like I tell you, creating content around solving people's problems is the best thing you can do because I don't, I don't need to prepare myself. I need to teach a masterclass. I don't need to prepare myself. I don't need slides. I don't need anything. I can just jump into it, right? I learned a lot of that. Everything's got to have a framework. So I have 3 or 4 frameworks I can always touch point on. And if somebody's like, hey, can you talk for 3 or 4 hours? So I get hired to go to conferences and like speak and stuff, just like Omar. And I'm sure a lot of other people do too. And I was like, how much time do you guys want? They're like, can you do 4 hours? I'm like, yeah, no problem. And I'll be out, you know, I'll be out next week. I don't need to prepare. Like I'm ready to roll. Like I know my 4 frameworks. I know, I know what I'm talking about. Like, when you get in the zone, if anybody's a musician, right, like playing the guitar, you see some people play the guitar, you're like, man, I don't get how they can play it so well. It's because they're in the guitar, they feel the guitar, they know it so well. When you know this stuff, you're trying to teach other people so well and so convicted, people can feel it, and then you have no doubt in yourself, right? So I think, yeah, it was only 3 months for me because I worked my face-off trying to get all of this content out there. And I was just building on giving away so much free information for such a long period of time. I mean, I created content on Instagram consistently for 2 or 3 years at my target audience without asking for a single dollar. So that's why I said the, the question is complicated, because it took me 3 months from when I launched the business to quote unquote break even. It took me 6 to 9 months to be able to create a life that is amazing for my family. But it took me 2 years to get to the point to build up the goodwill to feel like I had the ability to ask and know I could deliver, right? So if I was starting off in a new industry today, I'm going to give myself the grace of 2 or 3 years, right? If I'm starting from scratch, like they talk about mastery, right? We've got to have micro mastery. I don't need to know everything, but I have micro mastered the 3 or 4 pillar concepts that I teach my clients. And that's why I don't ask for contracts, because I guarantee I can deliver if they're willing to execute. I guarantee I can deliver. And because of that, I had the conviction, which is why I think I was able to accelerate it so quickly, because I was so convicted about what I know and how I teach it. And I, I've had so many people say, like, my superpower, I can listen to somebody talk for 15 minutes and I can dissect exactly what's going right, wrong, and what they should be doing to grow. and I'm really good at helping them implement that. So I was like, let me just lean into that. That's my God-given ability. Let me just lean into it, dude.

So stinking good. Micro Mastery. I never like thought—

Micro Mastery. Yeah. There's, there's so much information out there, guys, right? There's so many podcasts, there's so many emails, there's so many newsletters, uh, there's so many YouTube videos and creators. There's all of this information that we're always distracted. I feel like everybody has ADHD nowadays, including myself. But this concept of like, all right, I need to micro master the moments. So if you're building a program, right? If you're building a program, you look at the whole thing from beginning to end, A to Z, and you're overwhelmed. The first thing you have to master is what's my outline? What's my structure? What that's going to be. So if you're building a course or building a program, the micro mastery is okay, step 1, how do I master creating an amazing program with amazing outline that gets to an end result?

Okay.

Now, how do I fill in the blanks? Then I'm a micro master at filling in the blanks. Same thing with writing a book. You can't write a book until you can write an outline. You can't write a chapter until you can write a paragraph. You can't write a paragraph until you can write a sentence. So I'm a micro master. How do I do each one of those little components and not worry about the rest? Which is why I didn't worry about launching Tier 2 and Tier 3 in the beginning. I focused on how do I deliver at the highest value to a group of people in a one-to-many relationship. And give them something where they want to pay me twice as much as I'm charging them. Okay. Now I feel like I have earned the right to make the next ask. Right. And so how do I master that next ask? Let me master it. Okay. Let me, the next one is basically the same thing, just twice as much. How do I master that? That was a whole lot easier to master. And now I'm worried about, okay, where's the next step? The next step was, okay, how do I just build the community? And now I'm trying to micromaster.

What are those?

What does the ad creative look like to make sure I can get a 4x ROI on my ads? So I'm working on micro-mastering that and nothing else. I got the content now. So it's, it's taking those little moments, guys, and just micro-mastering the little piece that can unlock everything else instead of staring at the mountain like, how do I climb the mountain? Screw climbing the mountain. How do I get over the next ledge? Master getting over that ledge. And you do that one step at a time and you'll get there. It's a journey, not an end destination. Omar said it at the very beginning of the call. We're never going to stop growing and evolving. He spent 10 minutes explaining how he's evolving his business in front of us. We're watching him evolve his business. My clients are watching me do the same thing. A lot of them are like, what are you going to do next? And I'm like, I don't know. I'm mastering the moment of this and we'll see where that takes us because it's, it's not a destination. It's a journey.

Bro, fire emojis in the chat. If you guys want to, you guys could raise your hand if you have a question and I'll start with the question that actually I saw Chris ask and it was, can you walk us through the flow of your funnel and price points? And then yeah, starting with the community service content to high ticket.

Yeah, sure. Would it be helpful if I shared my screen on some of this stuff and like just show you like behind the scenes? Is that cool? Yeah.

Just make him co-host. Squad fam, team, make him co-host. Bro, that's so, I love it, man. I think I have very similar, you know, it just starts with a thought as everything does. Yeah. But the thought I had to myself in 2022, because I do believe like my Instagram was the launching pad, you know, and I did, I was doing stuff on Think Media, but I wasn't taking Instagram serious. So I wasn't building that like personal connection connection with people. It was just information, you know, transfer. And yeah, I account to 8 to 10 months of just dropping valuable content without a call to action. No ManyChat at the time, obviously. But like the link in my bio was, it was a, the link in my bio was like an application to do a one-on-one call with me. But that was only for people to tell me what they need help with. And I honestly didn't even like, I didn't email them. I just, it was just a form that people filled out based on my free content. And I'm like, dang, this is the stuff that people need help with based on my content. So really good. I love that you just shared that. How long did it take you? It took you like a month or like 3 months, but it really took you about 2 years to build that baseline, which is really good, which is really, it's why we should just, you need to be just chipping away at just posting consistent content. Every time you, let it pass you or you had the thought and you didn't put it together and just upload it, even just using your phone. It was like, because it's not time wasted. I think I just want to encourage people with that. It's not time wasted to just be consistent even when no one's watching. You're building digital equity, but go ahead.

Okay, so the question about the funnel, like people like to use the word funnel and I'm not exactly sure how to answer that. I don't have like funnels, right? But I can show you like in my brain kind of how I map everything. Out. So all of my business comes in through my Instagram profile. Uh, so about 40,000 followers or so right now. That doesn't matter. Don't worry about followers or views or likes or anything like that. Right. So it's just the consistency of creating content that solves people's problems. Right. So I think in my bio and the way I structure my content, it's, it's really important for the quote unquote funnel to fill the community. So what we're talking about first is filling the community, right? So to fill the community, I give, I've got 3 or 4 freebies that I give away. And I have it. It's my first line in my bio. So when people land on my bio, DM us hook, and they're going to get the free Ultimate Video Hooks Guide, right? And then I say what I am. I'm a real estate social media marketing coach and educator. That's exactly what I do. So here's something you can have for free. Here's exactly what I do. And here's proof of concept. I've coached over 1,000 agents over the past few years. Join the community, and then you can hop into my Stan Store. And my Stan Store, they could join the community. These lead magnets are paid lead magnets. What I talked about earlier, I just packaged a masterclass into a lead magnet and charged money for it, right? It's just working, right? And then you— this is where they can hire me to do events and stuff like that. I have a waitlist always running in there for— I had a product idea because people were like, hey, I wish you could just do this for me. And I'm like, all right, if I can get 100 people that want me to do that for them and charge $1,500, I can make $150 grand really easy because I've got somebody that does this for me already. So I'm building a waitlist right now, just thinking about potentially launching another product to make sure I have enough people, right?

Come on.

So it all kind of starts here, but it all comes back to the content, right? So I'm having a DMS hook. A lot of the content I make— this ain't fancy, guys, right? There's not a lot of fancy edits on this. This is a picture of me I took in my office and just like ripped the background out in Canva and threw like a forest on it. And I said, stop using generics, try these instead. 25 examples you can use. And I walk through good versus bad hooks for videos for real estate agents. Right. That's all I do. And at the end, I said, you know, DM hook and I'll get you started. I use a ManyChat flow that goes through here. You can see how many people have replied to this thing asking for the lead magnet. And I'm sure the question is, what does the lead magnet look like? I do everything very simple and basic. And I did this because of Stephen Malore, who was in the group, who did a masterclass last year. He's where I got this idea from. And so I do everything inside of Notion. So here's an example. They come inside of Notion to my site and say, hey, before we dive in, this is who I am. You can join the community. Here's a 7-day free trial. And then I walk them through a specific problem to solve in a Notion document. This is not pretty. It's not a video. It's a step-by-step SOP, a standard operating procedure. To where I walk people through exactly what to do and I solve one problem. I walk them through how to solve it, the concept behind it, what they should be doing next to do this piece in their business. And I say, hey, before you go, here's two ways I can help you. You can join the community, right? Or you can hire me to coach your team, come speak at your event. Notice I'm not even offering tier 2 and 3 because they're not in the community yet. Yep. Right. So I made two asks for business in the free lead magnet that I made inside of Notion. Okay, so I'm going to open up the back end of my Notion document for you guys.

So before you do that, could you just go to one of the messages? Like, go to your Instagram real quick. Yeah, and then just click— yeah, go to the message that you sent these people. So like, um, like go to one— oh, okay, go to one of their accounts and then just hit that there. Yep, yep, just want to see this part. Boom. Yep. Oh, okay. Video, uh, that is pre-recorded video. Okay, here, this is why I'm just trying to open up the—

that's so excited. You want the list of hooks? Ultimate Real Estate Video Guide, get the guide. They click this, they're going to go to a Notion document. And I want you guys look at this one. This is my main lead magnet right now, the Ultimate Real Estate Video Guide, 25 hooks and ideas to get more views, leads, and clients.

Right.

I said, this is my school program. Join for 7 days. I've already asked for twice, right? Introduction. I break down exactly why the concept is important. I say what you're going to get in the guide. And each one of these, I didn't create this video. These are clients' videos. So all I'm doing is taking wins from my clients and showing them, hey, if you do this, this is what can happen. I break down why these concepts are working and the results they're getting. So I haven't even delivered on that. I'm giving you 25 hooks yet, right? All I'm doing now is just showing you other people that have implemented what I've told them to do that are already successful. What is that showing? I know my shit, right? Chapter 2. These are the types of hooks that stop people scrolling. I haven't even got into the 25 free hooks. Most people just give the 25 away. I want to overdeliver. So my free stuff, they're like, oh my God, why won't you take my money? Because this is so valuable. I'm still going. Chapter 3, it's all about how do you actually do this the right way? And I break down these are all the different videos you should be making, why you should be making them. Chapter 4, how to implement this inside of your business. I'm not done yet. Still go into the bottom of this document. Here's your weekly posting plan of exactly what to do, right? And then, hey, here's all of the hooks that you should use in that weekly plan for forever.

Well, stop, man. You're giving it all away, bro. Like, how can— why would somebody give you $127 a month if you're just giving this much away then?

Because here's the thing, I gave so much away for free, there's a reciprocal relationship that we're establishing. It's like, oh my God, if you're doing this, why— I feel bad not giving you money. I feel bad not joining your thing. At the end of it, here's the pitch, and I say, hey, You should join us if you get some value out of this. This I could— that could easily be a book based on how long it is that I could sell for $30, right? But I wanted my lead magnet to be so valuable. People were like, I would have paid $100 for this. And then I gave it for free. So they're like, all right, I'm joining the group, right? Because this is so valuable. And then every week, it's one thing to read this information, to have somebody help you implement it and have support and have a community of people doing the same things and seeing their struggles and their successes. That is where the magic is. It's not in how to do it, it's in who's going to do it with me. It's all about community, dude.

So good.

Okay, so just to get them in the community.

Yeah. And then can you, can you play that video? Maybe, maybe you have to unshare and then reshare with making sure you're— oh, I can see audio is turned on. Maybe.

Hey, it's Will, like actual Will, like not AI Will. Uh, I mean, having a cup of coffee and I just curious, like, what's your biggest struggle with social media right now? And oh, I also wanna make sure that like you got that guide. I put a lot of time, energy, and effort into that. If you have any questions on it, please let me know. I'm here. Just send me a quick message back and I'll send you a message back. I am here to help. Ask me any questions that you have. Hope to talk to you soon. Take care.

Fire.

Hey, it's Will. Like, not, not fancy guys. Like, I'm not dressed up like you see. I'm always wearing a hat. I got shaggy hair, beard. I'm wearing t-shirts, like, but it's real and it's raw. And then a lot of times people won't even reply back to that, but when they do, I get to have real, like, real conversations with people. And they're like, how can I work with you? I was like, here, join the group.

Yeah, right. And this could be, this could be a video, which is powerful. This could be a pre-recorded voice thing. Um, but people are surprised. Like, this is how you break a wall, because like the, you know, maybe people don't know you're using AI and stuff to do like the automated messages, but for most people, they're like, most people do now. Yeah. So, so this just breaks it. Like, it's like, oh wow, he's like, he really is there. He really cares. So these are all these, do you communicate so much in what you're doing that more than what you're doing, you know what I'm saying? And that's what I'm always trying to unpack for everybody, but that's so good. Okay. Before I interrupted you, you were going into your Notion thing.

Okay. Uh, yeah, so, uh, in my Notion, right?

And you guys, like, I mean, yeah, Notion's a tool, right? You, you could use, you can use, uh, your email, you know, most email CRMs, you could send out the, the link to your email like it's just a website. Like, it doesn't matter. I'm just wanting to let everybody know it doesn't matter the thing. Like, Notion's tight though, but I, I could see how Um, FlowDesk could do the same thing.

Yeah, FlowDesk can do it too. I just, yeah, I like Notion.

Yeah, go for it.

So I mean, I've, anytime I, I taught a masterclass in the past, I would just put one of these together and then all I do is just, hey, before we dive into this strategy, here's what I am and what I do, right? So I just had a beginning and ending to something I already taught in one of my classes in the inside the group, right? And I have like 3 or 4. So each of the pillars that I, I talk about, I have one for each pillar. And then I don't really recreate them very often because it's the same concepts. All of my content is teaching the same concepts. And then when they get inside the community, um, inside of my classroom, uh, if they need content, I got content. Uh, here's all the ChatGPT prompts they need. Here's how to make all the videos. These are all the courses that are inside of here that are lead magnets, that are paid lead magnets for other people that are simply just our calls that I turned into some of these. So like when I teach people how to run Facebook ads, there's these two non-fancy things. These are just recordings from a group call I did, right? I package them into a course and then I can turn around and sell them. And then we have our weekly calls. You see, we have a weekly call, 1:30 today. And this is, I mean, that's, that's our community wall where people ask questions and I respond to all their questions. And this is the, the lower ticket piece. And then, uh, most people, like, I don't even reach out to them. Like, I have a waiting list of people that want to go into tier 2 and tier 1, and I, I reply to emails all the time, say, hey, uh, I don't have any availability, I'll let you know, you're number 12 on the list. They're like, man. So they like, they jump when they're ready. Um, so my focus now, like, how do I build the community to 1,000 Right? If I build a community to 1,000 people, there's enough in there. And then I've already got a couple people I'm working with, like, hey, I can incorporate some other creators in my space that specialize in something else and can offer more value. I actually have a meeting with somebody later this week, uh, to potentially do that. So I'm looking at, all right, if I'm going to get to that many people, how many more admins that are also coaches, creators, educators that are smart in other aspects I can pull in and say, hey, I'll give you X% of the business if you cover this call on this day. So we build the most robust online education community for real estate agents who have been in the business for at least 2 years that are struggling with social media and what to post next. We just build a community for them, agnostic of who they work, where they work. We have people from all over the world. Uh, so that's the vision of how we grow that. And then the, the one-on-one side, I'm just going to keep small. I'm servicing the people I want to service. I enjoy servicing those people. But now the focus is how do I grow that community side? So the question I guess was on funnel. The funnel really is make lots of content on Instagram solving people's problems, right? It's the same concepts each and every month. I just do it a different way each month, right? So I might do a video where I'm walking and talking, right? Very behind the scenes. I might do one where I'm sitting at my, my desk talking to them, and then it might be a carousel. It's the same concept. I just deliver it 3 different ways. And then in 3 months, I just start over with the same thing. And then just either repost or remake the same thing with a new picture of me depending on what my beard looks like.

Yeah, dude, it's so good. I mean, I thank you. I mean, to me it's, it's very— it's simple. I know, or maybe it's not like easy, but it is a simple flow. And I like you, you show that you have an infinite scalable, um, first tier, which is something that's really cool. Like there's, there's anytime you get on stage, if you get on a podcast, if if you do a web class or a masterclass in front of another brokerage, whatever, when you get on stages virtually and in person, you have this like easy ask and then you have all these, you're creating these lead magnets based on questions that people have, but you're not even creating it for the question, you're already doing it, you're repackaging it. Does the Stan Store host the video and they put the paywall there? Or are you saying one time?

Yeah, yeah, I have the Stan Store host it. Yeah. So my StandStore, you can't see everything on there, guys. Like, you just saw the front page. There's landing pages you build on the backside, and there's courses you build on the backside, and it hosts and maintains all of that type of stuff. So it doesn't have to live in Kajabi or anything else. StandStore is like $25 a month, and it hosts all of that stuff for me. I love that product. It's been a game changer for me. It's, it's phenomenal. It's great.

I guess a question I have is that, like, I noticed that when do people give you an email? Because you gave that notion away without an email. And are you just okay with, you're just, it's almost like your email is Instagram. Is that how you see it?

So I am building my email list. I just started really focusing on that 'cause I know that's important to take them off platform. I've got about 2,000 people on the email list right now. When they come in through, if they come in through Stan Store to get a lead magnet, right? I do collect email address at that point. And then I have Zapier that connects that to, I use Beehive. I used to use Flowdesk. I use Beehive now because Beehive has some other things. So I've got another idea of having paid versus free newsletter. How do you get access to pro content? So I'm just thinking long term. So I switched providers to Beehive. Um, but on Stan Store, if I'm, if I have a DM automation, a lot of times I'll give away the Notion guide because I have to ask to join the community and the Notion guide.

Okay.

Right. If it's one of the video courses, they have to sign up, give me their email address, and they're automatically over. Anybody that's in the Notion guide, right? So here's where the manual part comes in for me. If people are accessing this Notion guide, let's say there's, uh, on that one post, I had 300 people. Ask for the guide. Okay, most people ask for the guide, half people will never open it up because they're busy on the platform. I spend the personal time to go in and I will personally message each one of them and try to start a conversation because I like having conversations with people. And they, they're like, oh wow, you reached out to me. That's already promoting goodwill. It's hard work. Right? But I set aside 30 minutes every day to go into my DMs and respond to as many of those people personally, one-on-one, and say, hey, this is Will, this is not ManyChat, right? It'll be a voice memo, it could be a video, it could just be like a straight message. And I'll have real conversations with people. And they were like, well, how do we work with you? I was like, hey, join the community, here's a link, here's a free trial for 7 days, go in, rip off all of my stuff. Copy everything I do, save all my Notions, watch all my courses. And if that's what you need in the moment in your life and you don't want to pay to join the community, I'm cool with that. But if you find value, please stick around. And I find nobody has never not stuck around, right? Nobody signs up for the trial and then cancels the trial. They're there at least for a couple months, bro.

Incredible.

30 minutes a day.

What's your, uh, yeah, what's your question?

Oh yeah, so the, uh, question is for either one of you, um, the videos that you are hosting, right? See whether we go inside, I guess, the school classroom or whatever it is. How are you, um, putting those up? Like, are— is that something that's built? Because I've never used school except through Omar, right? So how do you make it simple, right? It's a recorded Zoom call, right? I download it from Zoom and I upload it to my YouTube channel as unlisted. Copy the link, paste it in Skool, done. So really just get a Skool account because, and I guess my second question is, what is the best resource for me to watch to understand Skool so I can, you know, put together a community inside of it to really understand?

I mean, there's probably a, there's probably a great YouTube video out there just breaking, just type in like, um, how to use Skool, right? And then I'm sure they'll break it out, but it is. Like it's disrespectfully simple. Like the reason I even love school for video, because YouTube is your hope. And people would say, well, you could steal YouTube videos. It's like, okay, if a person wants to do that, they can do that. But like who here has downloaded a YouTube video inside of the classroom? You guys wave at me. Okay, so yeah. What I love about it is you can upload as long as you want. Like the issue with things like literally Thinkific, which is a course hosting website, like Kajabi, they have these limits on the size of videos and then you have to use like a decompressor and it's like a whole thing. Literally, if you want a video on your school in any capacity, just upload it to your YouTube channel. And then, and Will just linked up a great school community about school Host it in their classroom.

It says how school works and there's like step-by-step tutorials on how to do it. So that's one. It's a free group, right? It's the schoolers group. I'm sure there's an upsell in there, but in the classroom it's got a how school works and there's like 10 things on there. It shows you how to create everything. It's infinitely simple. I've done Kajabi, I've done Thinkific, I've done Uscreen, I've done all of these. I remember DMing Omar, I was like, I don't like this platform, I want to try this platform. I hate them all. Skool is my favorite. Yeah, so essentially I can make this whole thing using, using Skool and GoHighLevel. I can make my entire—

I would take it as you don't even need GoHighLevel. You don't need it.

I use Skool and StandStore. My monthly cost is $125 for those two platforms. Like, I— you don't need all the fancy stuff. It's Skool and I use StandStore. That's it. Stan, S-T-A-N, is that what you're—

Stan Store. And then, yeah, I mean, this is why I want you guys to always pull out the principles though, because like, because like I kind of launched the same way, but I used Flodesk, which has very limited capabilities, but it allowed me to send emails. It allowed me to create payment pages and forms and Yeah, so, but it— the thing, just to have the thing in between the school, because what people don't realize, people try to sell school like it's valuable, like, hey, you'll get access to my school. No, people are joining the idea of something. People are wanting to be a part of a community around the idea about something. People want to have access to a person, and the vehicle is school. But if you just send people to school cold turkey, like, it just doesn't work. Like, there's a home page, but it's like, it's literally a it's not going to sell you. So like what Will is saying is, uh, yeah, using Stan Store and even Notion, um, yeah, all those things, they're just, they're just, you know, tools. And, and the reality is, is you, you could just mess around until you find the one that works for you. Um, but yeah, all that to say, because— yeah, go ahead.

I was gonna say, uh, I get this a lot, not on this side but on the real estate side. They're like, What's the, what's the software? What's the tools that I need to use? Man, screw that. What's the message? What's the problem you're solving? What's the transformation you're trying to help people with? Focus on that and everything else will just kind of fall into place. Like, like really, how do I solve people's problems? How do I get them a transformation? And then you'll figure out what works for you. Everything's going to be different. Like, I like these systems because they were simple. I tried all of the hard stuff first because like I'm nerdy when it comes to that type of stuff. I was like, I wish I had done this from the get-go because it's simple. I like simple, right? Like it's a simple business with simple content, but the messaging is where it really matters. Like how do you affect people's lives in a positive way? And if you're focused on that over money, the money will come.

It's good stuff. Uh, we'll, we'll wrap it with Abby and then, um, Yeah, I have a few thoughts. I'd like to— can I point some holes that I saw? Yeah, um, and by holes I mean opportunities.

I love it, please.

Well, you were cooking. Thank you so much, wonderful information. Um, my question is, how did you, with all the things that you know or the various careers that you've had, how did you decide on this particular niche, saying real estate agents within to use, I'm going to teach you how to do this thing. Um, I think that's always been kind of one of my issues, saying I've had, uh, many different careers as well. I know a variety of different things, and it's just trying to say who I want to serve and what particular problem. How did you come to that declaration and just stick to it to this point?

Um, that's a great— that's a great question. I think my wife would probably ask me that question too because of all the different careers I've had, but, um, I was in that season. I was that person. I'm building what I wish me had 7 years ago. If it was 7 years ago, Will, this is what I would want, right? And so I'm kind of selfishly building it for former me, right? And all of, like I said, all the, the principles I'm teaching are the principles I used. But I get the question all the time, where did you learn this? I had to figure it out on my own, like nobody was teaching it. So I saw it's also an opportunity. There's a lot of coaching in the real estate space, and most of them teach on banging phone calls and mindset, and they're motivational. And I start almost every— so I do a lot of live speaking. I start most of them with this: I'm not here to inspire you. I'm not here to motivate you. I'm here to tell you how to get shit done. And I need everybody to raise their right hand and put your hand over your heart. And I said, I promise. And I make everybody say, I promise to actually implement something I learned here today. And I make the whole room say that because I say, what I hate about conferences is people come and learn and they don't act on it. I said, so I'm not here to inspire you. I'm here to tell you to act and I want you to act. So I always found like I'm very practical and tactical and that's just not in my niche. It's just not in my space. So I want somebody to tell me this is what works, here's how to do it, not you should go do this and figure it out. Here's A, B, C, D. So you notice my Notion documents, they read like SOPs, standard operating procedures. That's a common thing in our industry, but it's like you should build your SOPs. Coaches will say, go build your SOP. People have no idea how to do it. I'm just like, here, I'll do all the hard work for you and then I'll coach you through how to implement it into your business. So how did I land here? I'm selfishly making what I wish I had myself. And I've had so many people tell me without me asking, they're like, your God-given ability is to be able to explain and break things down, like complicated things into very simple, actionable items. And I was like, that's my tagline. I'm actionable and I'm tactical and I'm practical. Those are the 3 things I always say in everything that I do. I was like, I'm not going to tell you to go climb a mountain. I'm going to tell you how to get over the first ledge. And then the second ledge, and then the third ledge. And I'm gonna be with you there on the journey, because what am I doing there? I'm building a customer journey, not a wham bam thank you ma'am one and done. Like, no, I'm here with you for the long haul. And what's that at? Community. It's all back to community. So that's—

you're gonna crush it on YouTube when you finally get on there, bro.

It's so good. Uh, yeah, I think, um, So much to unpack. And I will say, I want to commend you, number one, for doing this. Can we put a fire emoji in the chat? My goodness, he just gave his business away. Yeah, dude, like you're a master salesman. Like, and so much of that, it's mastery because it's simple or it's, yeah, it's, I say it's mastery because you're not conscious. Like when you say things like, I promise, like you're getting people to actually like declare things over themselves. When you come up here and you're like, yo, I'm not going to woo woo you, you know, you're actually saying there's a problem with that. Here, I'm the answer. You know, like, so there's these things that you do, like even throughout this conversation when you're saying what you're doing, like it's all sales and persuasion. Like, and I don't know if you learned that in your real estate career or whatever, but like it is very naturally in powerful the way you do it. Just wanna say that.

Appreciate that. Hey, you said you were gonna poke some holes.

I wanna know. Oh yeah. And by holes, I mean opportunities because I went golfing with that Richmond guy last week and this Richmond guy, you know, he does the, he teaches on the timing challenge thing. He, but he was like, hey Elmo, he's Australian. He's like, do you have a, like someone in your DMs? I was like, no, 'cause I don't, it's just me. He's like, dude, I pay, he's like, I pay $700 a month for somebody full-time to have, be having conversations full-time in my DMs, just back and forth. Like, and they, and he's like, they're from the Philippines and they're great. And they, they're, he's like, yesterday, you know, while we were doing our podcast, one of them sold a $25K package just because they were just in the DMs having conversation. So it's something I, the two hires I'm making it. So I'm actually like, I'm saying this because when I reteach it, it helps me remember things better. But the two most newest hires we are looking to make is a dialer. Like, you know, I threw up the waitlist on a challenge for the last month. The waitlist number is at 1,600. I have 1,600 phone numbers. I'm like, that are interested in the idea. And like, what would happen if somebody just got a phone call? Like, and literally I think the ultimate goal of the phone call would be to like just sell a challenge ticket. Like, hey, just wanna let you know, like, is there any questions you have about a challenge? And even that would, you know, do well. But so between those two, it's gonna be close to $1,200 a month for full-time people just doing these tasks, I guess, that I wish I could do. And I'm limited, but like the brand doesn't have to be compromised in the sense of like, obviously I'm going to, we're vetting them and stuff. And so like the two, that's like just two areas, the two areas you have opportunities in are like the two areas I'm noticing. I'm like leaving literal like so much money on the table. Because even to get to a person to get to a point to be like, no, I just wanted that resource. Like at least they got like, you got something from them. The follow-up that you, you know, they should be sending that video, right? Like you don't need to be sending that video or, but I'm just realizing that the whole ManyChat thing or getting people to start a conversation in the DMs, it's like just having somebody having that conversation.

That's it.

That's literally it. That's, I mean, I was just—

Yeah.

Okay, cool. That's such, oh yeah. And then the second one, here's the second one. To not give a percentage away to people that are helping you in the community. Rather, pay them a licensing fee, a one-time licensing fee, and that licensing fee comes with them creating a curriculum based on their expertise. And then secondly, they're— it's part of the licensing or the contract is they do 4 calls a year. Once a quarter, they're gonna do a call. So like, so rather than like giving a piece away, you're just, you're saying, hey, just can you put together a, and they probably already have it, but if they need to recontextualize it or refilm it, that's what you're paying for. But like rather than giving somebody a portion as they're involved, it's like a $10.99, I'm gonna do contract work. Yeah. And then once a year, hey, I just want to renew. As long as I have this, you know, this content in my community, I always want to pay you out. But I feel like that would be a more scalable way to keep your money potentially.

I like it. I like it.

Giving it away. And then drama, you know, who knows, whatever, you know?

Yeah, yeah, yeah.

Good point.

I like that a lot. Yeah.

Yeah, because I even thought, I think about that with guys like Stephen Malore who did that masterclass and like David who I did the podcast with last week. These are people I'm like, dang, if you guys could just break, you guys could break it down better than I can, even though I understand the concepts, but like you guys really have the screen share and it doesn't need to be fancy. Literally bite-sized pieces of content that, or videos, training videos, and then every year as long as it's in here. Um, so anyway, that was just the other thing I noticed. Like, yeah, that's how you can leverage other people's genius too.

Yeah, cool.

Game, game. Uh, Will, who have you learned from on how to communicate? As Chris is saying, you're incredible at communicating. And I agree.

Um, it's a few things, right? One is a lot of practice. When you talk to as many people as I talk to, um, it's a lot of practice. I was in real estate coming into it, so I didn't have quote-unquote sales training. Um, I think a lot of it does come naturally, but there's a few books I would highly recommend. Um, so over on my shelf, I've got one that's called, um, I'm Surrounded by Idiots. Okay. And it's about how certain people are like, man, that person's an idiot. No, they're not an idiot. They just see the world in a different way. And it talks about different personality types. So not like DISC or anything like that, but personality types and not how they act, but how they communicate. And once you can understand how other people communicate, then you become a better communicator. And then I realized, so you notice I preface a lot of what I say before I say it. And I find that has bigger impact. And then, uh, Omar, you pointed out, like, I had people go on a journey with me because I'm like, put your hand over your heart. I'm having them commit to something, right, when I'm doing that. And that is, uh, the power of influence, right? So Dale Carnegie is a great book. Uh, Omar sent me that book. I read that one. I'd read another one of his books before, uh, I'm Surrounded by Idiots. And, uh, I was trained by, uh, Phil Jones probably 2 or 3 years ago. Uh, I had a 1-day training session with him. Uh, so he was on Omar's podcast. Uh, and it's, uh, I've got his book on the shelf over here. I've actually got 2 copies of the book on the shelf because he wrote one specifically for real estate agents. So that was a book I read years ago. Um, but I hate to say it, like a lot of it does really come natural, but it's reps. Right? Like, the reason I keep some one-to-one coaching and education and consulting in my calendar is because it keeps me sharp, right? Because I'm always communicating. And I say I'm not here to motivate. Well, I do motivate because I'm like, hey, I went from completely flat broke to making $500,000 a year in 18 months. Who wants to do that? That's motivational. But I said it's not motivational. Because then what I say is, I'm not here to inspire you to do that. I'm telling you exactly how to do it. Step 1, let's get going. And everybody's like, man, I'm in this, right? But I'm just, I'm sharing my journey is all I'm doing. So I don't need slides, right? I don't need to prep. I'm sharing my journey. So when you do that and you have conviction, uh, it's, it's so many reps. I've realized I have spent over 5,000 hours. Over the past 2 or 3 years having conversations just like this with other people and answering their problems. There's common threads to all this. So like Omar, like, man, why are you such a good pastor? Like, I preach all the time, bro. Like, you get good at it when you put in the reps. So when people— when you guys are doing like your first challenges or your first calls, it's going to feel like a little uneasy. I remember I went through imposter syndrome a couple years ago, and then I put in the reps for years before I launched my business. Like, I was ready, right? It's like, you don't go run a marathon tomorrow without training, right? You run a lot of miles. And I think, uh, I think it's just practice and reps. And I don't know, I'm just— I don't know, people personally.

Oh, that's, that's really good. Um, reps is like— reps are irreplaceable. Yeah. Last question, Montané, and then we'll jet out of here. Oh, hi everyone. Will, thank you so much for the information. Just really quickly, are you—

so you're collecting payments on your Stan Store for your—

and then for your coaching program, you're collecting on Skool?

So Stan Store is for my coaching program. And any lead magnets I do paid items for. And school is strictly just for the community. There's multiple tiers you can do in school, but I didn't understand it when I was setting it up and I understood Stan. So it might be counterintuitive. I was like, oh, I understand Stan. Create landing page, charge $1,500 a month, send link, people pay on link, done.

And because you got 10 people, it's easy to like just be—

yeah.

Yeah.

So yeah. Uh, and I like school, I'm still going through a transition. So I had one of these other platforms that I was managing everything on. It was just way too complicated. So I, the people in school, I still have half of my community that still pays on another platform and I'm having to go in one by one and transfer them because school does not have a way. And I talked with their support last week. They don't have a way to port them over. Because you can port people from like Kajabi to Thinkific and all the credit card stuff information works out fine. But if you're on another platform and trying to port them to Skool, I know this is super nerdy, guys, but like business-wise, it is important. If you start another platform, you can't port them into Skool and make them start paying on Skool. They have to cancel and then re-sign up. Yeah, I got $15,000 in monthly recurring revenue on another platform that I'm having to hire somebody to slowly go in. Hey, we're going to switch platforms. Here's the new sign-up link. You sign up here, we'll cancel this. Everything's gravy. But do it on the right billing dates, it's a royal pain in the butt to fix, right? And so in an ideal world, it would all be one platform. I just hadn't had it set up that way.

Thank you.

And, and I'm just to add to that, does anybody know about Beacon?

Because I've been hearing about Beacon versus Stan Store, and I just wondered if it seems like Stan is working for you, but there's, I guess, apparently one called Beacon as well.

My answer to that is it will work for you if you work it. I'm sorry. That's true. Yeah, that's true. We know about it. It came out of your mouth because they're doing something right, you know? But, but it's just kind of which one you vibe with, you know, honestly.

Yep.

Okay. Thank you guys so much.

Thank you.

Shalini, you didn't have to throw another one in the chat. So there's Leap, you know, like, so like, yeah, that's, that's why, like, and that's what's crazy about the decision fatigue thing. But you'll, the moving will allow you to unpack these questions and answers. And then last one, Amy, last one, and then we'll jet out of here.

Hey.

Hello. Thank you for all the information. Quick question. So I'm definitely in build mode, just building the audience. Would you recommend starting out with a free community just to start mining on how you can better serve? Did you start out that way or? Yeah. The question's for me, right?

Yes.

Okay. So I see a, I see a lot of noise on social about people starting these big free communities. Uh, I know Omar has a, do you have a free community or is it just part of—

it's like a bonus for signing up for my masterclass. So like, that's the only, I don't, I'm not active in there. There's no content in there. It's just the wall. Okay.

So I did not use free. I started at paid from the start. I do see lots of free communities out there, and what I've seen when you offer something for free, you get less interaction, you get less engagement in the community because they're not invested in the community. I would rather— and then if you're going to turn it into something paid, when you go from like, hey, this is free, to, oh, by the way, now it's $100 a month, or you're going to turn off a bunch of people probably. Um, I wouldn't offer a free community. That's just my personal take because I don't see as many people engage. Like, I, I'm in part of a few free communities, has like 5,000 people. I got more people online in my community at any given time because they're invested in it, and all of these people are invested in it together, so there's like some camaraderie there. I don't have any camaraderie with these 4,000 people that are doing something for free, and you got all these questions with no answers. If you join some of these free communities, you'll see a lot of that. A lot of people ask questions, nobody answers them because nobody's in it, right? When you have skin in the game, you gonna show up, right? Which is why I think we have such a high rate of people active in the community. And just like anything else, you put on a, a free webinar, right? Webinars itself, 100 people sign up, 50 people show up because it's free, right? So a lot of agents I work with that do conferences now, like little mini 1-day, 4-day, or 4-hour conferences. They'll charge something like $25 just to cover costs, just so people show up. It increased the number of people that show up from like 50% to like 80%, right? I think you're going to get better engagement if it's paid, even if it starts off in school. You can tier it, right? There are ways to do like, hey, you have access to the community wall, but to get access to the courses, each one is an upgrade. Stephen's community is that way. Um, so I'm a part of Stephen's because I learned a lot of a lot of the story stuff and ManyChat flows, like, and I also wanted to give back because I implemented what he did, made me a lot of money. So I'm like, all right, now I'm going to, you know, buy his thing because I used the free thing from this class that he gave and it helped me make a lot of money. So, um, I don't know if I necessarily do something for free. I did not do something for free. I give away enough free stuff in my lead magnets to, again, my concept is give something away there that's so valuable that they want to join.

Yeah, I would take the energy you would do to serve a free community too, and just let that energy put it on social. Yeah, like in every capacity you can. Show up live. Like if you want to do—

Instagram is my community. I give away free every day.

Exactly.

I have 60 posts scheduled in the next 60 days already on my Metricool. That's right. So give away free stuff. I do it on Instagram. All right.

All right. Thanks everybody for being on. I have a tea time, so I'm just going to get some sun. And, uh, and I appreciate you guys for hopping on and for being open to learn. Is it okay if people ask breakdown questions when we post this recording? If people can just ask questions and you can just, you know, quick answer something like that.

Yeah, I can go into the school community. I'll answer any questions people post in there.

Appreciate you. It's so cool what you've built. And I think It's just the moon. Like, and it's your decision. And I think that's such a beautiful place to be in on how you desire to scale. And excited and grateful to have been a part of it. And thank you for today. Appreciate you.

Appreciate you, man. Thank you so much. Thank you everybody out there. You guys have an amazing week.

All right, Inner Circle, we'll catch you. This is one you watch back again. Don't just, I was on the Zoom call and it was on while I was doing something else. Stop, please. This is when you watch back again, all right? And then you consider, consider, consider, consider. There's just so much to consider, all right? Love y'all, appreciate you guys. Thank you for all your prayers and stuff, and we'll see you inside of school.

Peace.