How Marc Scaled His Webinar Funnel Agency From $5k/Mo To A $1M/yr Run Rate (Live Webinar Strategies)

Yo, we're back. And if you've been watching my YouTube videos, you may have watched interview I had with, of course Mark and Brian a long time ago now, Digital ipm. He messaged me on Twitter a while ago. Well, like last year or so, they were doing around 2 to 3k a month and now they're scaling insanely, offering the webinar funnel solely for the prospects. Now, we previously walked over how they went from 3k a month to invoicing clients 15k a month, but now they've hit a different ascension level and now they're of course getting their agency past multiple six figures a month. Now, Brian, of course. No, Mark. Sorry, no Brian. Mark, since the last, last conversation we've had, right. A lot has changed. Right? You, of course not before we're able to charge clients 15k per month. But what has changed from our first interview to now? Like, what were the numbers that you're seeing? Yeah.

So first, appreciate you for having me. One thing that I always say.

I.

I truly don't think, like, you understand, like, what you've done for like me, my partners, like the trajectory of my business career. It's honestly amazing for anyone watching this, when you get started in this space, it's, it's incredibly difficult to understand who to trust and like, what's the smoke and mirrors, right? But from like, what Matic just said, from the moment I DM'd him a random guy on Twitter, maybe like 100 followers, 200 followers. He saw my message, not only answered my message, gave me advice, right? Hopped on a call with him, didn't know it was a sales call. Right? But however, it didn't matter because just talking to him, I knew he was absolutely genuine. I knew he knew what he was talking about. Then obviously I joined ipm, so I can't thank you enough. But from right now, the last interview, we were able to charge a client 15k per month. This, this year we're closing in on doing over a million dollars for the agency, which is absolutely amazing. I mean, it's, it's, it's been honest, just been, been able to grow. And then next you were planning on 10xing that. And it's, it's all because of everything that I learned from, from you, my check and nipm.

Amen, bro. Amen now, bro. Right. Being able to charge clients 15k a month. Right. One thing that I kind of admire and what I tell people that may be watching this as well, you kept consistent with the core conversion mechanism for prolonged periods of time. Your mind didn't stray to, oh my God, I'm seeing these low ticket essential funnels. I want to now offer these to clients. Right? You knew that webinar funnels, of course, the pendulums happen up and down, right? But you kept consistent with our webinar funnel, right? Your success going from before to now. How critical was that focus with the conversion mechanism of being a webinar funnel? Huge.

When I first joined ipm Maciek, he literally said, pick one funnel and the only ever funnel we've ever built, like the first ever funnel I ever built was a webinar funnel, right? And it's something that we know a lot about and not only like the webinar itself with like the deck and everything like that. For all of our clients, we take care of pretty much all moving pieces from traffic generation to our team closing the deals. So we don't only understand everything that happens from generating traffic to converting them on the webinar, but we understand everything as far as like the backend goes, which I feel like when you're able to go deep and it doesn't have to be a webinar funnel, it could be VSLs or low ticket funnel, or like lead magnet funnels, or like there's free community funnels. It doesn't matter what the funnel is. Just because you hear me talking about webinars, obviously I'm biased, but any funnel works out there. It's just a matter of how deep are you going to go into the process. And there's a lot of people in this space that I admire who do similar things, like the goat being obviously Jason Fledland, who I hope to catch one day. But it's just when you're able to go deep in on one thing, then you can really become a subject matter expert at that thing.

I agree, bro. It's like a tweet that I put out recently. It was kind of like every conversion mechanism works. It doesn't matter whether it's a webinar funnel. Challenge funnel, logic, essential funnel, BSL funnel, right? The only thing that doesn't work is your reactive mindset and emotional attachment to that conversion mechanism. When your KPIs kind of plummet, right? And then you want to implement the next shiny conversion mechanism, right? Now you said something that was pretty interesting, right? That you're willing into like that you're going into the nitty gritty and the deep conversion triggers of the funnel, right? When you started, you of course understood optimal and stuff like that, right? But what have you learned since Then in terms of maximizing revenue on the back end with webinar funnels and all these other like esoteric lessons. Right. What can you share?

Yeah. So one thing that I really learned within IPM with Machek and the sole reason I joined is I really didn't care about getting clients as much. I know a lot of people when they start their journey as an agency, it's all about getting clients and I could care less. I told Maciek on my first call with him that all I wanted to know was the skill. That's it. I just wanted the skill of making money for people essentially. Right. Like that's it. I didn't care about anything else. So knowing that and getting deeper into like the actual skill development with webinar funnels. Right. I lost track of like with the question. So it was what lessons have we learned with the webinar as far as like how to make more, how to make more money besides like generic stuff, I guess that everyone talks about.

Yeah. Like when we of course started you knew that Optima was important. Shop rate, etc. What about like lessons that you picked up on since then?

Okay, perfect.

All right.

So a big one that we've, a big metric that we track is retention rate on the webinar. So like how many people are at the height of the room until the pitch. Okay. And then like what can you do in between those things? In between the height of the room to the pitch to retain people for a lot longer. Because if you, if you're able to do that then more people see the pitch. It's like with the vso, right? Where you have drop offs in a VSL until people can actually see the hear about the pitch. Right. Same exact things with webinars. That's a big thing that we've really honed in on is retention rate as well as available calendar space on the webinar. So what we've noticed is that you can drastically decrease your cost per book call simply by having more calendar space open on for the sales team. Which I just found was like absolutely fascinating. That truly I think, I think this is for really any funnel to be honest. The amount of calendar space that you have directly. The amount of open calendar space that you have directly impacts your cost per book call in, in a way that a lot, a lot of people understand. And so if you're for example, like Walmart. I'm gonna go off on a tangent here, but I like, I like talking about this. Yeah. If for example Walmart.

Right.

Walmart in the US is open 24 7. Okay, meaning? Well, some Walmarts in the US mean that like literally 247 they are available for business. How much money do you think that they made with that specific offer? We're open 24 7. Doesn't matter if it's 2am, 3am, 4am, whatever. Odd time of the day they're open. Similarly to most funnels.

Right.

A lot of people the calendar space is like it's capped.

Right.

Which means that the prospect can't really choose, but the time that really suits them and that's convenient to them. Meaning that you will artificially inflate your cost per book call because you do not have mat because you are not open 24 7. If your business is open 24 7, your cost per book call will be significantly cheaper than what it is now.

I agree. But now here's another thing, right? Two questions that kind of stem from what you mentioned, right? First one, retention rates. Now we are doing webinars actively for clients, right? That's of course lucrative shit that way. Split testing and stuff like that, right. I want to dive into those retention practices in like a little more detail. Of course, you've got open loop, you've even got the clients charisma and tonality levels throughout the webinar. Right. But what have you seen work best with maximizing those retention rates?

Yeah, So I had a call with Jason Fledlin and I was kind of, he was showing me one of his webinars that he made. And something that I thought was fascinating is that during the teaching section, this goes back a little bit of open loops, but during the teaching section of the webinar he'll show offer components that he'll later reveal in the pitch. So for example, let's say that you're running an Amazon FBA webinar, right? And one of the things that you do is you use a tool, specific tool to find profitable products. So what he'll do is he'll show you, okay, this is how you find profitable products. He'll hint at the tool, he'll show you the tool.

Right?

But that tool has been revealed as part of the offer during the pitch. So they see the tool and everyone that sees this is what we try to do during the webinars, we try to take offer components and show them during the content section. So in the, in the prospects mind, like how do I get access to that tool? How do I get access to that script? That's so amazing, right? So that holds them longer until the pitch where you really Reveal what I just showed you during the, the content, the teaching portion. Right. That's included in the pitch, which also increases convert take rates of that pitch as well.

Interesting. So like, when you now like, you mentioned like an offer, of course, like retention and stuff.

Right.

But like, do you mention, okay, like this is gonna be like an offer that I unveil in part of my XYZ program, or do you kind of like discard that sales process to maximize the. Open up some retention?

Yeah, yeah. It's purely just an open loop. Like you're not, you're not saying, actually you can do it one or two ways. I was watching Jordan Lee's webinar and he did it like straight up, like, like this is what we give our students. So he has like an AI, a suite of AI software. He's like, one thing that you need to be able to do is you need to understand how to, how to, how to choose which AI service to offer people. Right? That's what he says. And then during that part where he shows his AI his AI tools, he's like, that's why what we give our students is a fleet of AI tools that you can just automatically choose which AI tool you want to sell to people and charge 5,000, 2,000, $3,000 for it. It'll make your life so much easier. But then he quickly moves on. He's like, okay, just don't, don't worry about that right now though. But then he quickly moves on. Right? So you can do it either, either of the two ways. I think for him, the market's targeting is a bit more sophisticated, which why he's a little bit more upfront with it. But if you're the market that you're targeting, is it as sophisticated, then you can just show the tool. That's it. Right. And then don't even mention that I give it to my students or whatever, it's in my program, whatever, and then open loop it that way.

Interesting. Like subconsciously planting to seed for like, like, like attention. Now, another thing that you mentioned, right. Like I've had consultations with people who are primarily running the webinar funnel as a conversion mechanism. Right. But despite all of the propaganda that the webinar funnel accomplishes. Right. That deck credibility is like social proof pillars and stuff. Right. Their sales KPIs are still plummeting. Right. And you mentioned that you increased availability window so people can book a time that future. Damn right. How do you maximize the shopping closing rates even if someone books, let's say 10 days after, like, what do you do from that period?

Yeah. So first of all, having them booked 10 days after is like ludicrous. You should never do that at all because it just increases the decision fatigue that a person has. So typically we only allow people to book out 72 hours. That's number one. And then number two. This is why with, with a webinar, it is extremely hard to not make money on a webinar with a dialed in sales team. So essentially, this is why we, we take care of everything for our clients around the webinar funnel. Because we deeply understand like this funnel. And what we've realized is let's say that the webinar absolutely bombs, right? So you don't book enough calls in the webinar or like. Yeah, let's just start with calls. You don't book enough calls in the webinar. Okay, cool. Now if your sales team is absolutely dialed, even though you didn't book a lot of calls on the webinar, all of these leads that just watched you for two hours, they're still incredibly warm, right? So incredibly warm. They know about you. They now know about your offer. For whatever reason the webinar bond, they couldn't take action. Cool. Now if your sales team's absolutely dialed on the other end, right? And you have a dialed in setter team and a dialed in closing team, then we can use the power of human influence on the phone by just getting these, dialing all these people who attended your webinar, having conversations with them over the phone and setting them on sales calls that way. Okay? So even if your webinar absolutely bombed, you can then rely on your sales team to like, okay, cool, let's help us out here, right? So that the next week then marketing, it's a back and forth between marketing and sales. It's a dance. It's always a dance, right? And if, if one dance partner, they didn't show up to the dance that night, then boom, the other dance partner got to carry the weight, right? So I would say for you, if you're running a webinar and like you, you can't, your webinar sucks. X, Y and Z. Like you can't get it to work, right? Or not. Not. You can't get it to work. Maybe you just don't know how to get it to work right? But your webinar absolutely sucks. Then you can just like really rely on your sales team to then compensate for the webinar and your sales team is going to be speaking to a lot Better leads, in my opinion, that come through a VSL funnel because they're so educated on you. Like when you pick up the phone and you say, hey, this is Mark from Mackie's team at ipm. How you doing? They remember Maciek. They remember that you just had with him. Right. They're more open to the conversation.

Undoubtedly. Yeah. I mean, we've tested like a lot of conversion mechanisms and like, to this day, right, Like, I mean, a decent amount. And in my opinion, the webinar funnel is still one of the most insanely profitable conversion mechanisms to print traffic, not to print cash for cold traffic. Right. And it's insane what even we've done in the past, like inside webinar Jam, Right. Or even if you're using Zoom, right. You can export a list of registrars that sat through 85% of the webinar. They're warm and lead. If they get dialed by like a dialer, they get on the calendar. Right. But now you also mentioned that both departments, sales and marketing, you kind of need to be dancing together. So it's kind of like a better profit, like better performing. Dancing performance. Right.

Yeah.

With that, how critical is the congruency for marketing sales? Like, I know that you take care of sales ads, the conversion mechanism, the deck, right? How do you maximize conversions with sales and marketing? Like, do you have calls with the sales managers? Like, if, if an objection comes on the live chat, do you now feed that to your closer? Like, how do you maximize that congruency?

Yeah, yeah. So that's a great question. So our team, like my, my co founders, they completely manage the sales side of things. So every week we have a meeting with sales where we just go over like, pretty much everything that they're seeing on the. The sales end of things. Right. With objection that the closers are facing, like, different things that marketing can help overcome. Like, what are the biggest things that marketing can help overcome on these next webinars? Or like, what are the types of people that we're speaking to? Right? So like, if we're speaking to a lot, for example, on a client, one of our clients, we were noticing we're speaking to a lot of like, truck drivers. Okay, cool, that's. Then let's make a static ad or let's, let's make an ad, like just run up ad really quick that targets that, that group of people. Right. Truck drivers.

Right.

Nurses, it doesn't matter. So just, it's just really important for marketing and sales to talk to each other in that way. So that Each department knows what's going on on a week to week basis. And we recently just started, we're just starting to implement a like an entire like webinar audit to which like the sales manager will submit the, for the, for all the calls that week. They'll submit like a brief to marketing for the upcoming, for the, for the upcoming webinar. So let's say webinars on Monday, right? The calls happen Tuesday, Wednesday, Thursday, Friday.

Okay.

Saturday morning, sales manager submits a brief about all of the calls. Right? So like objections, faced with the ICP, how much money they made, what were the DQs, X, Y and Z, gives that brief to marketing. Right. The marketing will take that over the weekend. Right. Work on the webinar. Right. Work on the entire process of what needs to be changed. Because sometimes something doesn't need to be changed. I think I watched a video by Jeremy Haynes. He talks about like how you can split test your business into death. And that's so true. Sometimes it's like, it's like, okay, cool, that's an objection. But if we handle the objection, is it going to increase sales 20%, 30%, 40% or is it going to increase our conversion rate by 2%, 3%? Right.

Is it the bottleneck?

Right? Sometimes it's not, but if it is the bottleneck, then of course marketing goes back, then revisions, puts revisions into the emails, landing page, ads, all that fun stuff.

I like that, bro. I like that now, bro. Like I mean when of course first joined ipm, right? I believe I could be wrong here, but UMA primarily responsible for traffic and conversions, meaning ads and funnels, right?

Yeah.

Now you're offering the sales systems, of course. How critical it is, right? It's incredibly critical, right?

Yes.

How did you find the sales guys? I believe I'm familiar with them. Right, but like how did you find them and like how have they saved you, like a lot of time.

Yes. So when we joined ipm, we already knew our co founders, Audi and kj. We, we knew of them in the space. And the one thing that I would suggest, like anyone who's, anyone who's like just starting this, this, this journey or this space, being a solo founder, it is probably the most stupidest thing that you can do, I think is incredibly so a lot of people like on, on online, like they're, they're a one man army. Oh, I make, I make 100k this month and they take home like 80, 90. Right. So if, if my business makes like 100k, like I don't take home 100k because I have partners, right? So like why in the world would you have partners? Why would you do that yourself, right? Well, the reason is because in any arena of life, you will never outlast a team. It will never happen. Well now with AI, obviously people are going to have AI agents. There's been predictions of like a one man company, billionaire billion dollar company. Maybe with AI you'll be able to do it. Definitely not now, but if you do not have a team, you will fail long term. And that's me. I've never been in this business to make a hundred thousand dollars in a month and like make become a millionaire and then just go dip off of the coast of France. I don't give a fuck about that at all. Right. I've always wanted to build something like huge. In order to do that you need a team, right? You will never ever, ever be a team. It will never happen. Never. You will always get crushed. In the long run, you may be able to beat them for six months, a year, three years, four years, five years, you will get lapped. So I would suggest for anyone, find that team. So for me, I found them via, via Twitter. We ran the same circles and like a lot of it is just, bro, putting your ego to the side and knowing that you don't know everything, bro, like I know nothing. I always tell people like I am the least most important person on my team, but my team just blesses me with. Sometimes people just, they just know who Mark is and just like, oh. But like I'm truly the least most important person on my team and I think that that's a beautiful thing. When you have, we have three partners who I believe are the best in the world at what they do and it's allowed us to grow as fast as we did. It's going to continue to allow us to grow faster than we are right now.

Undoubtedly, bro. The importance of a team is so critical. Once again, bro, it's so critical and I believe the entire philosophy of being a solopreneur, right? It seems great at hindsight. It does. But now if you're optimizing for like let's say 100 margins, but now you're working like a, you're not generating your clients. The best results is to be honest, minimizing your margins slightly to save you headache and grow even more quickly. It makes like a lot of sense, right? Correct. Like now ads conversion mechanism into webinar funnel and sales, right? You, you've now to some degree got like a rinse and repeat system when you bring on a client. Right, but now let's say, right, we can walk over acquisition strategies in just a moment. Right, but when a client comes to you wanting to implement a webinar funnel, right. Of course there are qualifications that you look for to take on that client. Right. Like what do you now look for in a webinar funnel client to run them up?

Yeah. So right now like over the, this year we've worked with quite a, quite a few people and through like talking to you and Moser as well, Jeremy, just like things that he looks for in clients and things other people look for in clients, we've, we've pretty much built out like an ideal client avatar. And the biggest thing that I guess we look for in a client now is just really proof, man. Like I know with, with the webinar you talk about charisma and all this stuff and that plays a part into it which I can get into later. Like the different types of like client, the different types of webinar presenter archetypes that I found over this past year that you can just, you can just conform the webinar to those type of archetypes and I'm happy to get into that later but as far as like client ICP goes, we just looking for subject matter experts. That's it. If you have proof, an overwhelming amount of proof. Like I don't think people really understand the power of proof. Like no sort of unique mechanism, marketing, whatever, it's going to save you. Like you will be able to grow. Like, don't get me wrong, like we've had clients who they've had like proof, like, but not maybe not as much proof, right. And you know you can do the whole marketing unique mechanism, the spin, all the fun, right? And you'll scale but you, it will. That's why everyone says the shelf life of these businesses is so short, right? Because you don't have proof. You're, you're actually a scammer. Like I'm completely convinced like everyone who says that you are genuinely a scammer, 100 like you're a scammer. Freaking Dave Ramsey been selling info for like a decades. My, my parents have bought his freaking 20 like financial peace University, Tony Robbins, Dean Graziosi, right? Like say whatever you want about Greg Cardone. Greg Cardone has a lot of proof, a lot of it. So like you on the other side of this, like if you believe, oh my, you're a scammer. Like you are generally a scammer and that is the problem. And we avoid scammers at all cost. If you are cons. And when I say proof, I don't mean like proof for like three months a year. I mean that every single day, like we have clients every single day, their. The. Their WINS channel fires off. They're dropping in wins every single day from their students.

That's proof.

That's what I'm talking about. If you do not have that, you are a scammer, you will fail 100%. Your business will fail. It doesn't matter how much money you think you're going to make over the next couple of years, you're a scammer, you're going to fail. We will completely avoid you, will never work with you. If you're a scammer, that is the.

Only thing we look for.

We don't give a fuck about anything else. Content, creation, whatever. We are that good. I believe I can make anyone in the universe money if you have proof. If you show me you have proof of who you are, who you say you are will make you money, bro.

100%, bro. Let me quickly read out a tweet, right? This tweet I resonate with so religiously. That's insane, right? Give me one moment. It's gonna take some time, but the people that are watching this, you need to oblige with this principle that I'm going to share in just a moment. That was not an intention to create like an open loop. It was from Novel. I'm currently reading his book as well and he mentioned something. If I find it. Okay, no, like, but essentially like in a nutshell was like, you're doing marketing because you failed sales, or you and then you're doing sales because you failed product, etc. Right? The tweet kind of highlighted import of a great product. And I believe now the entire info marketing industry is kind of set in a way where, okay, like, how can I market the best way to get as many people through the door as humanly possible? Which is not backwards thinking. Don't get me wrong. Everyone needs to market, right? But neglecting the product and neglecting the systems it takes to generate results for someone that joins, that's the most important thing, right? That's how you scale without aggressive marketing, right? So like back to the qualification that you look for in a client, right? Of course, proof is an important thing, right? But also the substance of their program and the fact that that program can actually help someone go from where they are to where they want to be, right? Correct.

Yeah. 100. Like it's. I think that's what you just said about like acquisition. I truly believe that, dude. Like getting leads is so easy, bro. Especially through paid ads. Like it's like it's.

We, we've.

Honestly, I can. If I can think confidently with mastering something, I can get anyone leads. We'll get you leads through paid ads. It's really easy to do that right now when it comes to is like getting. If getting leads is easy now what is the hardest thing in this business? It's the delivery of results. And a lot of people, they complain. Oh my students don't do like you like our. Some of our clients, like we genuinely make it so like, dude, like you have no choice but to succeed in this program, bro. Like no choice but to succeed. And obviously results will vary, right? Some people watching this, like when I used to watch interviews like this and like, oh, bro, he's. His business made a million dollars this year. I want to make it, dude. I literally wrote on, on a sticky note the beginning of 2024. I want to make $20,000 in a month, right? Because I didn't. I. I truly believe if you chase skill accumulation, nothing else, you will never, ever, ever worry about money or business like in your life because you. I don't care about money. I just care about truly being the best on earth. I'm. I'm chasing someone who I like who's well, I believe is like my mentor, right? Like from afar. Jason Floodling, like, who he's renowned as. Like the goat. Like just chase the skill. That's it. If you chase the skill that the money will come. Because making money is easy. The skill is hard just with clients. Getting your. As a, As a. If you're offer owner, getting your customers result is the hard part. Getting the customers is extremely easy, bro.

Wholeheartedly agree. Wholeheartedly agree. And by the way, guys, quick shameless plug, right? That's entire. That's the entire ideology of ipm. There's a reason why our entire banner is based around Caravaggio. Caravaggio was an artist who was absolutely obsessed with mastering his craft. And we transferring that ideology that Caravaggio had into direct response mastery. So you can become the person worthy of your success. And that's something by the way, that Mark Ryan and of course his business partners have accumulated, right? They would just go obsess about the fact, okay, we're doing a webinar funnel. How can I collect as much cash as humanly fucking possible to become the best in the industry? And Even remember Mark, right. Is like inside the chat with Jeremy Moser a few times, right. Then we would like ask you like a few questions. Then you said yeah, I don't want to become the best with webinars. Right. And it looked coincidental. Like when you chase the skill and when you prioritize skill accumulation, the success of course does come into equation. And back to the info guys, right. It's like when your product is so good and generates results and you've got like a decent sales argument, you're going to scale. Right. Same with info marketing agencies. Right. And is that how now right to acquisition. Because a lot of people here going to be honest, like watching my interviews, even replying to my list, shooting email like the DMS on Twitter and Instagram, their biggest constraint preventing growth is always acquisition. Right now how did you attract these clients into your ecosystem? Of course to be able to generate these results in the first place. Like did you sign up for like an acquisition strategy or like was it kind of like okay, I've got a skill, let me see who may need my service. Like how did you find these clients? Yes. So like.

Right now. Well we signed them through a complete no brainer offer. And that's how our business is built right now. And in, in the future it may change. But when a client works with us, they pay this much dollars up front. Zero. Still to this day. Because I believe genuinely that there's no one on earth that like offers our specific service that can get you this result. I don't care about a retainer at all. I, I don't ask people for any money when they, which is, I didn't. It's, it's a no brainer offer. Right. So essentially like you pay me nothing. We take on all the risk. That's it. So that's really how we, that's how we've gotten clients. That's how we get clients right now.

Right.

So like that's just again just chasing like this the skill when you, if you tell someone, hey, I'll work for free for you and you only pay me when I generate results. Like it's going to be very hard for you not to sign anyone if you do that now on the now this is the catch 22 of that. If you actually like, if, if you're, if you're not that great and you do that, the client will actually feel more disrespected because you wasted their time more than their money. Right. So this is why a lot of people are okay with getting scammed out of their money. Really? Because like, even people we work with, they're like, well, we work with this guy, he charges $30,000, blah, blah, blah. And then like they lost all the money, right? But like, that's not what they cared about. What they cared about was their time was wasted, right? So if you present someone with that offer, you're like, hey, listen, don't pay me anything. I'm just going to completely work on results. You still don't deliver results, they're actually going to be even more mad because you wasted their time. Fuck the money, you wasted the time.

So.

But, but you obviously have to, you have to do that first. And what's good is if you're in groups like ipm, you can ask Macho.

Hey, Macho.

Can you review the copy or can you look at this? Can you look at this? Like, to this day, I am not a good copywriter at all, right? Like, I'm, I'm not a good copywriter at all. But what I am good at is understanding how shit works, right? And it's because, like, I just learned a lot of that from, from Machin, right? Matric's like a phenomenal copywriter. Obviously, if you guys read his list and you don't, you don't even need to be a good copywriter at all. You just need to understand how the money works. How do you generate money? That's literally it.

Absolutely. Guys, stay Direct response marketing newsletter Top linked in the description. Every day I open up a fresh Google Doc and drop game on scaling any offers, ads, funnels, conversion mechanisms, scaling info, marketing agencies, whatever it may be, right? But Mark, to be honest, now, right from when you first dove into IPM to now, there has been an insane trajectory in growth, right? Insane, right? You said that you've. Of course. For the agency. For the agency. By the way, guys, that's a million in revenue collected. That's what it's like, like hash collected. Even better, right? Cash collected for the agency next year, right? 2026, we're already in December, guys, like, if you're playing with your life, stop tweaking, bro. Inject some urgency in your lives, bro. Right? But 2026, you've got of course, bigger ambitions and for the agency, right? Like are you going to do the same offer, similar conversion mechanism? Are you going to maybe like unveil a different offer? Like that acts like a downsell mechanism, do more acquisition, run ads for the agency? Like, how are you looking to of course scale your agency going into 2026?

Yeah, something that I've been putting off for a long time and it's, it's, it's because of my.

So what I.

What I've realized, I'll actually answer the question then I'll say why we're doing it. So the answer is content. That's what we're going to be focusing on all 2026 now. Why I, I, like when I first started in this space, obviously like I, I honestly believe I got blessed right with seeing Mashik on Twitter and messaging him. But maybe it's not because I, I got blessed. I, I, I just, I consider myself like a really good judge of character and I hope that when you guys, if you guys honestly see online, if you guys are like, okay, cool, like I, I, I wanna, I wanna mentor because like you, you should get one. Like, you're like, you will not forget this out by yourself. Trust me. So I consider myself a fairly smart person and I, I couldn't figure this out by myself. But let's say you, you want to work with Monchik or someone else and you're like, okay, cool, who, who do I work with?

Right?

The easiest way to find the person, the least way to find your mentor is like who you resonate with on like a personal level. Right? And, and, and who's like, who's we talk about skill accumulation. Who's generally like in this for the, for your success versus like you paying them a lot of money, which matic is. But as far as it goes to content, I've had a little bit of imposter syndrome with like looking at people in the industry and like ah, I don't know, like they're cooler than me or they make like this like they, I don't know, it's just a weird that I just had in my head that was just not true because like I said I could generally will stack our results against anyone. And I know like we're one of the, the best at what we do, right? But we've just been avoiding the content game for so long and what we're, we are truly realizing that like even with our clients man, you can run, you can run ads and we're incredibly good at generating leads through Facebook and results from Facebook. But you can run ads. But bro, people just need to, to trust you on a deeper level, man. And that's when it comes to content. So in 2026 that's going to be the entire goal heading into 2026 and not only to get clients, but just to build more authority in this space. Just to really solidify us, us as even greater webinar experts than we're trying to become more right now. And as far as like offering other services or offers, I believe that you offer something else when there's demand for it. So we've sold a couple of like done with you consulting where we're like, where we'll essentially build the webinar with you. And I've also sold like, where I just create the deck. Like, like Jason Flooding. He charges six figures for him to just make the deck for you. Right. So I, I've done that as well. So it's just mainly about going into next year when I'm creating content. What is the, what are, what, what is the thing that people are buying from us the most? And then as long with the done for you side, because I absolutely love the done for you side. And, and that will be my main focus in 2026 regardless. But we've had people who paid us for, for other things. So whatever the market wants is what we'll, what we'll offer as a service.

Nice. So it's gonna be like content production in with the goal, of course of client acquisition, but also to become an even bigger authority in the industry. Right. And then number one, the content is going to be like the main driver. Right. But are you going to run like paid ads for the agency? Well.

So there's, we have a couple of competitors who are running a, a commoditized webinar service. And this is my only qualm with doing that because we get the capability of doing that. I, I don't like, I don't like selling these one off webinar services without any upside because we generally make people a lot of money. Like I made someone, someone paid me $7,000 for a webinar. They've made $1.9 million in five months from the webinar. I made them. Why, why am I going to charge someone one time when I know that I have the capability of making someone that, that, that much money for my webinar? Okay, so for me this is just, maybe it's a limiting belief, but for me, when I see people offer a commoditized funnel service, there is no way it's good. There's no way. How, how are you doing that? How, how are you able to. Because, bro, for me, I, I spent a long like a, quite a bit of time making the webinar.

Right.

I could commoditize with AI, we could pump these out a lot faster. And people are, oh, you're still gonna get the same results. I don't know, maybe it's a learning belief of mine. I don't know. When I see people offer the commoditized webinar service, oh, get a webinar built for you. And I'm like, how, like there's no way that that webinar built in 14 days is gonna generate $1.9 million like my webinar just did. And, and if you know that you can generate someone $1.9 million in five months off one webinar, why would I sell it for a one time payment? There's no, it doesn't make any sense, bro.

Those like 7 to 10k commitments are nothing. I saw, bro, this is when I, when I saw this funnel, right? My heart began to boil. I got like this sensation where like ah, I just became disgusted in the industry, right? Also one guy who's running like a low ticket. Fun, right? And this is like 100% true, a lot to get funnel done for you webinar funnel, build out and receive a done for you webinar funnel in 40 hours or less. One time investment was like less than $100. When I saw that I was gonna do like an entire sales argument, like put this out, I'm like, bro, like a done for you webinar funnel, a cold traffic conversion mechanism for a one time fee of less than a hundred dollars. Like what I'm assuming that you're doing now is of course I'm going to pay for the low ticket, I'm going to answer like a few questions and then you've got this backhand AI process that spits out entire funnel for you. But then how the fuck you expect them to collect cash, right? And it's back to the difference that we mentioned early on in this conversation where about the way that you last and the way that you actually sign clients on ease is through skill accumulation.

That's it.

And that's why like sometimes you need to do more for the clients, right? Like bro, when I saw that funnel, by the way, bro, I was like, my heart began to boil. I got, bro, I got internally agitated like, how are you selling this? Right?

That's why I, I, I, I, that's, that's my main qualm with it because I know genuinely, genuinely, if someone pays me, let's call it like 7 10k for a webinar and I have to deliver it in 14 days through cold traffic, which means that let's say I'm pumping out 50 of these units a month. Like out of those 50, how many are actually going to like make this person a lot of money? Generally like there's no, I'm willing to bet in it. I will bet like an insane amount of money that those webinars that they're building in 14 days do not generate these clients more than $20,000 a month. Maybe that, I don't know, maybe 20, 30 is, it's not, it's not the result that I know I'm able to generate someone, which is why I rather get an upside in it. And it's hard for those kind of offers to run them through cold traffic where you're like, hey, give me 10 of. It's. It's hard because yeah, it's just a bit difficult. Which is why you withdrew content. It's, it's, that's the best, probably the best route to do it. I don't know. What's your thoughts on it? Do you agree, disagree? Do you think you can run that as a cold traffic offer? Will they give you upside in the webinars?

Here's the thing, right? Service providing businesses I've seen, I've seen from like people that I've worked with is like kind of like an intro setup offer that gets them a quick win with like a small transaction relationship and then that you let on plant the seeds for GPT. Because like now for example, if you ask for 10% revenue of a conversion mechanism, they're going to be subconsciously thinking, okay, I'm going to be doing like 200k a month, I'm going to give these guys 20k a month for his webinar funnel, right? Like I believe in like especially with bigger prospects by the way, like smaller ones, you could probably get away with it because they don't really care, right? But if someone knows that they can generate 200k a month, they're subconsciously thinking about this and they're optimizing for margins, right? So I believe in always, okay, get them in the door with a no brainer, frictionless offer. Get a quick win with that. And now we can send them into these packages, right? Because you are essentially becoming an equity partner of some sort in their business. Right. And equity is a huge thing for businesses.

So what would be like if you were to, if I wasn't to build out the entire webinar? I guess. What's a quick win, bro?

For example, right? This is just like one idea. You could not like the webinar deck. But let's say people actively running a webinar funnel and their actual funnel is shit, right? Like let's say the option page, page, thank you page, etc. Right? For one time fee of X, we'll completely revamp this for you. And this includes the credit brief where we can hijack the minds of your prospects. We'll craft a headline, a sub headline, we even do variations for you, right? Set up offer. But then of course they're going to need help with the deck, the ads, the self sustaining effect through paid media, troubleshooting the backend with sales teams, etc. When your funnel increased the KPIs, let's say even the option rate was 20%, you increase the optimal rate to 32%, right? That's a win for them. They got more people onto, onto the live pitch. Then you can of course plant that seed and say okay, GP will kind of do XYZ for you, right? That's just one example. You can even do like I see people the funnel. You can even do for like a one time fee, the script itself. But then again you kind of run into the problem where you've done the script and then they made like a lot of money with that, right? And I would probably just do like the funnel or even bro. Now there's huge demand for ads, huge amount for ads. If you've cracked the code with front end ads for webinar funnels, let's say whether that's ugc, AI static, wherever the fucking mechanism is, right? You can charge someone X amount for okay, we'll set up let's say 10 to 15 highly converting ads for you.

That's a truck. Because that's easy. That's the easiest part of our job. That's what I believe we truly cracked is the paid media side. And that's something that's like I would be comfortable charging someone in order for us to like make their ads, maybe even like media buy for them on a retainer basis. Because it's like, like then the kind of the rest of the results are I don't like taking people's money and then like not giving them an amazing absolute result 100%.

But like now, right, look from a creative point of view, right? If now they're running a webinar funnel active and the CPOs are nine and they're attracting bottom of the barrel leads for the ecosystem because the front end position and messaging is all over the place, right? You can that gap with your creative system. You optimize for conversions, but you also ensure that these creatives attract the right type of ICP who are willing to book a call with you and actually pivot that call. They're not going to know show. They're not going to make up an excuse or like an objection for the call. They're actually high quality leads. Right. I think now there's a huge difference in the market right now between quality and high quality. Everyone can say that they can get calls on a candida. Absolutely. But not many people can say I can get highly qualified calls on a candidate with dream prospects who show and show minimal objections and resistance on a sales call. Right. And I think with Right. Front end systems, creatives and ads, that problem is minimized. Of course pixel conditioner should I get. But you can overcome those problems. That'll be a super sick offer, bro. Super sick offer.

Okay, I'll definitely think about that.

Super sick offer. But bro, man, this has been a value packed discussion. We've of course walked over some webinar funnel game. How are you going to scale the agency with content? What avenues are you looking for? The content production is going to be like Twitter, YouTube, like we're leaning towards. Yeah.

So I mean I've honestly I've gotten like a couple of like deals through Twitter. But me personally, I really like long form. I like to talk.

So by the way, apologies about YouTube. You need to be propaganda Max on YouTube. I'm just saying. But yeah, go ahead.

Yeah, yeah. 100. So I. That's for, for, for me. What we're what I'm gonna be attacking in 2026 completely all YouTube. Yeah. So YouTube. And then I'll. I'll keep doing Twitter because I've just like, I think like written, written content and like long form cool for me and I'm not really big short form guy yet.

Short form. I know people don't make money with short form. But for your industry, these sophisticated business owners, bro. Long form and bro, there's so many benefits by the way bro. Like I'm only now going crazy on YouTube by the way bro. And the ROI has already been insane. Like insane right now. Even when someone's bro. Like absolutely insane, bro. I've hopped on calls with people that do like multi six figures a month with a conversion mechanism in, in European markets right before they booked a call with me, these guys, they share their screen. They watch seven videos of mine. Like now I think even Ravi, he talked about this concept right. When someone watches a video for you, like from you. But then they came organically. Your YouTube ecosystem is kind of like a Netflix aspect. They're like that one video. Then they're gonna watch, okay, that video and that video. And then they go to the link in the description. Now they see, okay, I've got like a daily direct response marked newsletter. They opt into that, they receive an automation. Okay, more propaganda touch points. Then they're also zapped inside the community. Okay, more propaganda touch points. But on top of that, they receive a daily newsletter from me where I'm dripping game, I'm sharing case studies, I'm doing xyz, right? Like for you, creating that ecosystem and that fly will affect through content. There's so many touch points, bro. So many touch points. Now even if someone searches up your name right now, right, I'm not sure how optimized your name is for virality and SEO, right? But now if someone searches up your name, they will see, okay, YouTube, they got your agency landing page. You maybe got a marketing newsletter. You've been on these podcasts, bro. Like, it's just like, I think it's a direction that the industry is taken about these propaganda touch points. And it's something that I'm going to optimize heavily in Q1 or like to the next level.

Some sauce that I'll just leave everyone with is, especially with paid media. Something so big is when you, if you're a creator, let's say, let me talk the creators here, bro, you need to optimize your, your, your Google search presence when someone looks up your name like, like the first, whatever, four, five, six, whatever links, whatever that comes up that needs to be optimized because we're seeing it in real time. And people, when you run it, especially important when you run ads or anyone hops to the sales call, they will search up your name, they will search up your name, they will search up your business. 1, 10, 9 times out of 10, they will do it. And whatever they see will determine do I show up to this call or not, Right, Agreed. So like that's going to be that, that I, I 100 agree and something as well as you talked about with podcasts, what I'm seeing is like, that's just more of like the perceived authority of everything, right? So I'm, I'm also trying to figure out, okay, how do I get on? How do I. It doesn't even need to be a big podcast, right? It can just be podcasts where more people just need to see your face, right? They just need to see your face. So I mean, that's like huge.

I'm dropped some game, I'm gonna drop some Game. By the way, guys, this was massively value packed. I know that it was kind of like an interview demonstrating social proof, but bro, what you can also do, right? I've seen guys in the industry do this so well. I met him in like, in person, right. They set up agency specific YouTube channels, right? Hear me out and like, we may do this. I may set up a YouTube channel for info profits, right? But I want to average people. I'm not saying recorded this loom. Want to go over this or like, I've got this free case study. Like, would you be open to receiving it? Right? My thought process with this, okay, we've got this agency YouTube channel. We invite our dream ICP on the YouTube channel that like this podcast, like let's say the info profits funnel scaling podcast, right? I get them on a podcast. When they're on a podcast, they drop game. They tell their story. We build up know like and trust elements together, right? And then when they're actually on the podcast, okay, on my calendar, I've got like a to collect their phone number. Okay. I can shoot them a message on WhatsApp. We, we be friendly that you that podcast is uploaded to YouTube for exposure for our face and the fact that we're talking with these brand owners. But now that Dream icp, right, that customer is now part of our ecosystem through WhatsApp. And like, they've shared these gems with us. So we can like now say, okay, you share these things. I know that you mentioned that one key thing about fluctuating CPLs week by week. We can come in and do this for you. Like, here's a quick roadmap, right? But it's just like an idea for you.

Because if you are, that's, that's something that I, I, this is what I honestly believe too. Like, when you're doing anything, like, you have to generally enjoy it. And like this, like, I would do this all day. I would talk to my children about freaking funnels and I would do this all day. So if I could do that as a con, as a way to, to attract clients. Bro, that's freaking. You know what's funny? We literally on our team yesterday, we were. I literally made our agency YouTube YouTube channel. And, and you're right. We can just out and people just want to be on parking. You just outbound to them, right? To be on. Oh, can you join my podcast? And it's just like, oh, dude, that's strong.

It's really easy, bro. It's easy. Like, I got this idea. I've done. Brian McCarthy's mastermind. And there was these two business owners in a German one in, in a German. The German, like the, of course, the space there, right? And they were saying they probably got clients for the podcast feature. And I was like, what the hell is this thing? He, they, they said that they invite German coaches onto this podcast. They meet them in person. This guest, he shares his entire story or her story. All these not like and trust elements are built up. The report is uncanny. You met them in person, then they mentioned a key problem and then you bring up that problem to them, right? Like, I think it's an interesting thing because even for your prospects, you're not doing them a disservice. Like, they want exposure. That feature that you've recorded can be uploaded in a prequel sequence to improve the shop rates and closing rates. Absolutely right. But with that mark, by the way, bro, like that YouTube agency landing, like that channel with regular content, long form and Twitter, that's, that's the direction that we're taking. Like I'm in the works of doing The Info Profits YouTube agency right now. And by the way, like your reply rates, by the way are like ridiculous. Like for some context, even when I ask someone to come for like an IPM guest talk, right? Huge people that we've had on board, right? Just one message. They want the exposure. They want to record something as a sales asset for their business is a no brainer, right? So, bro, there's been a lot of game discussed on this podcast, right? Overall speaking, bro, like the first interview guest. No, like the first interview that we had. Right. I left it on three key things that you can hand and practical lessons right now you've ascended. What key three things can you say to someone who's an info marketer? They've got caseloads that they can leverage, but they just want to scale to like let's say 100k a month with the agency. What free gems have you got for them?

So number one is. Okay, so three. Three gems.

Okay?

So number one, I would say in order to do that is if you don't have, if you don't have a team, find a team. Okay? That's number one. Number two is offer more services. Okay? So whatever service you're offering right now, like find another bottleneck that you could solve for your clients. So obviously you can, you can charge more and more importantly, you charge more, they make more money, right?

Yeah.

So that's number two. The number three is always remain a student of the game. Always. So I, I I I think that's your when when you think that you know enough or like that. Yeah once you think you know enough I I you're you're probably probably over for you like you're not gonna grow anymore so like always remain a student of the game. I try to learn from everyone as much as I can so those are the three things that I would say.

Wholeheartedly agree by the way remaining of the game, there's a good book and run Holiday Ego is the Enemy Ego's Enemy is a book by Ron Holiday that argues that an inflated ego hinders a student's ability to learn and grow, making them resistant to feedback and less likely to improve. To combat this, a student should cultivate a beginner's mindset. Stay a lifelong student, focus on the process rather than just the outcomes. What we mentioned skill accumulation and prioritize hard work over self promotion Hard work over self promotion which can be achieved by focusing on internal goals and learning from mentors. IPM join bro, we don't take on anyone. We, we are strict with qualification like I've turned down people who are just bad character tray fits right. But that's what this book portrays Brian is Ego is the Enemy by Ron Holiday. Great book but Mark my brother this was value packed of course a great reappearance on the interview. Tim will scaling and everyone I'll be dropping some what do you want me to plug for you, bro? Your ig, your Twitter, your agency landing page. What do you want?

We can.

We can plug.

We can plug my my Twitter and Instagram. That's cool.

Twitter and ig. I'll put it down below. Of course if you're an online coach wanting a highly converting webinar funnel, Mark's your guy. If you want info marketer wanting more gems, Mark can probably facilitate in that department if not actually actually if you're an info marketer bro, look no further. Just join the list. If one day you believe you're in a right position to book a call, feel free. If not, I don't give a respectfully right but gents massively value packed to more scaling and let's get it. Take care my bro. Amazing.

Thank you mate.