Why Most CRMs Fail (And How to Fix It)

Where's that?

Yeah, it's a hotel in Miami. It's where I'll be here for a couple months or so. Okay, nice.

That's awesome.

Isaac's got the coffee.

Yeah, man, it's 4:30 here, so got to get a little bit of wake-up juice going.

That's early, man. I can't. I can't do that early. I can do 5, like 5:30. My sweet time is like right around 5:45 usually. If I go too early, I end up wanting to take a nap at like 2 o'clock in the afternoon, you know?

Yeah.

And then it's impossible for me to sleep past like 7:00 AM. I can't. Yes.

Can't do it.

Sometimes I wish I could, man. There's days where I'm like, I wish I could just sleep in. I know some friends do. They'll wake up at like 1 o'clock in the afternoon, you know, I've just been sleeping all day.

I'm like, yeah, sounds nice. Those days are long gone. I can't do that anymore. Yeah, I got some questions for you.

Yeah, let's hop into it. Adam, what's up, man? Hey, how's it going? Good, how are you doing? Not too bad, not too bad. Glad to be here.

Awesome.

Isaac, you dive into the data stuff?

I did, man. I— it's crazy. So the Speed to Lead module that you unlocked, I think that's probably what the— like the bonus that was like missing from the CRM Blueprint and it had everything I needed and the tip on just vibecoding something. Dude, I have put together something wild over the weekend and it is so cool. Uh, yeah, let me just see if I can pull it up.

If you're okay with sharing it.

Yeah, I think it'll be fine. Um, there's nothing, um, there's nothing particularly, uh, sensitive in here, so just have a look here. So just let it load a little bit. Yeah, I jumped into Replit. I love Replit, man. It's so good. It just, it's as an environment, it just rocks and rolls really nicely. So, so I put all this together. Maybe for the recording, we'll just blur these names out if we can.

Yeah, you can.

Yeah. So yeah, I basically just started vibrating this over the weekend and pulled in all this stuff. So I was going to ask you about calendars, but we'll talk about that in a second. But basically everything I had to flick through Close and create like filtered reports and everything, it was like So now, and now I've got like pipeline health flags. This came from, from my CEO, just stuff to look at that's causing concerns or slowing deals down. Bottlenecks, things that are in there for too long. And I, you know, some of this stuff that goes back or did go back, I've been clearing it out over the weekend to middle of last year and it's just real poor CRM hygiene. But basically, have a look here. Yeah. So that's like the operation side. And then I built in the activity results is coming straight from you. Like, this is all those stats that you said, like, just get them to these ones. So these are great. This is not— this is so bad. I got the 3 hours, the first dial. I'm I've been questioning it. I'm like, is this— is there an issue here? There was. The, the holiday wasn't accounted for.

Yeah, yeah.

So for that one, are you excluding, uh— so the, the problem with speed to lead, I usually look at speed to lead as 3 separate metrics, uh, which is speed to lead during business hours, speed to lead outside of business hours, and then speed to lead total average.

Um, Yeah.

Okay.

Because— oh, there you go. After hours lead percent. So I mean, there you go. So 81% of your leads are coming in outside of business hours. So yeah, you know, if you have a 3-hour— if you have a 3-hour speed to lead and 81% of your deals are coming outside of business hours, like, that's really good. I don't even know how that's possible. You might want to look at the math on that.

But, um, no, this, this is excluding business hours. Like, this is only within Yeah, yeah. So I definitely, I, I put that in and I double-checked it a few times. Uh, it was, it was higher and then I accounted for Easter and, uh, it brought it down. But this is something I've been cracking on to the reps with because I'm like, some of them, because of this system, because of setting it up, I'm like, hey dude, why is there uncontacted leads at 1 o'clock? What's going on? He's like, oh yeah, I suppose I'll try and like get to them prioritizing. Yeah, man. And I've set up the bucket so that, um, you know, every 3 hours they come back. So you want to hit them early and then you can get them in the afternoon and maybe in the evening. So if they're depending on how like dedicated they want to be.

So you're on Close CRM, right?

Yeah, Close and GHL.

Yeah.

So something to look at is this for your reps, and I would look at this like daily. Um, so if you come in here and then you go to Reports and then go to, uh, well, one, they have the new Calls tab which I helped them build, uh, and it's got some okay, some good information on it. But what I like to do is go to Explorer. Um, when you come into Explorer, you can switch this to, uh, Calls and then break down, uh, due date, uh, Sorry, where is it? This year, change this to today and then do breakdown by user. So when you do this, we can see Jacoby. Okay, we can see the whole day, 24 hours, and then we can see where the dialing is happening inside of here, hour by hour, which is really nice. You can't go less than hour by hour, but I can see For example, my guy— this is literally him— he didn't start today till 10 AM, which is okay because that's like 9 Arizona time. It's a little, you know, it's like, okay. And then he's dialed up until now. So in short, and I'm trying to think of like a team— I'm not logged into an account right now that I can show you where Pull up yours real quick, actually. Can you do that? You mind sharing?

Yeah, yeah. I don't have, uh, Explorer. I've got— we, we are on the plan just below. Yeah, which— and we've got 30— oh, is it 30-something people in the company? So it ends up being like $1,500 a month more to upgrade.

Yeah.

And I was, I was, I was kind of pushing for it. Like, I was like, no, no, let's just make clothes. Sales exclusive, but the whole company runs off Close. So it's, it's, it's, yeah, it's one of those things, um, unfortunately.

But, um, um, I mean, I'm sure you can look at it if you just export your dials or even in your Repliq charger. But what I like to see is the consistency of that curve. So, and Matt Ryder talks about this a bit too with dialer.io, is, uh, you know, what, how many— and actually they have new dashboards. I think he might have it in dialer Let me go check real quick.

Yeah. Well, that was one thing that's been surfaced is like the number of dials to connection is pretty low. It's like 17% and 5.8 dials to connect. So that's a lot. Like there's a lot of calls just to get an actual conversation. So it could be AI gatekeepers. It could be that maybe our numbers are coming up with spam. Your, I think it was last week that you're talking about the double dialing or might have been some else that you put out in— oh no, yeah, it was last week because you're sharing the report with us. And, um, so we could have— I could have fried it because it's funny because I think Matt actually was saying to double dial and then send the next. I'm getting two mixed signals. But, um, the tel— if the telcos are looking at it as robo— robo dialing, it's not good.

Yeah. When was Matt saying double dial?

Um, did he say I think it was like a Facebook post that he put up. Maybe he wasn't saying double— where did I see that?

Um, I don't know if he's— I feel like he's really anti-double dial.

Um, yeah, it was a way— it was a way around AI. Um, and it was like, I think he said you dial— you dial once, and then if they don't pick up, you dial again and you just say, hey, it's and you just let it blank and they get curious and answer. And I told my reps that, I said, like, just try the double dial. And they're like, yeah, this works. I had one guy jump out of his dentist chair to, like, answer the call. But then, like, from a behavioral perspective, he's like, oh, it's just a, like, it's another, like, sales call. It's not, it's not an emergency, which is what was kind of in line with what you were saying, what the data is and how they actually like that in the end. It actually just fries the fries a number and they're like, I'm not going to pick you up anymore.

Yeah, um, sorry, I gotta let someone in.

There you go.

Makes sense though. Um, I know you had a question though, Isaac.

Did you—

Tomas has a question too.

Yeah. Um, what was my questions here? Uh, yeah. Just so, so right now we're using GHL for our calendars and the biggest bottleneck that I've got now in data is getting them the calendar statuses to send back to Close. It gets really technical with sending it 'cause the reps hate GHL. They don't want to like actually be booking from the calendar booking widget. They preferred Acuity. That's all kind of come back to me last Friday. They're all like, this new system is like doing our head in. So they're all having a meltdown. So I guess I'm trying to get that piped properly and the Zapier is just not really— it's going all over the place. Like it's probably me. It is me. It's just the sending, looking for opportunities, updating the right opportunity. If there is one on there, it's like it might duplicate one. So I'm, and I'm trying to get those, those Zaps set up right. That's one part of it. And then there's the getting the calendar statuses right. So showed, canceled, no-show, invalid for DNQ. A lot of those Zaps keep failing or they keep getting canceled. Like they, they keep, uh, fritzing out and then getting turned off. So I don't know if you have any workarounds or how you stitch those together if you're using, like, GHL specifically as, like, just the calendar for the reps.

So we don't use GoHighLevel calendar basically at all. I prefer 1Sub pretty much in 99.9% of situations. So we usually use 1Sub. But that doesn't really solve like the problem that you're running into necessarily. Yeah, um, we don't really use calendar outcomes though. We, we do the call completed, call not completed activities inside of Close CRM. And then on the call completed or call not completed activity— call not completed activity to be specific— we have a reason, and then that is no-show, cancel, reschedule, whatever it is. Um, so we actually track it on the custom activity level, not on like the calendar level.

So yeah, okay.

Um, and then you can filter through them that way. Like if I come into Close.com, um, log in to my— one second.

Yeah, because I've got all the activities built out in Close. But yeah, maybe I'm doubling up on the data there or overcomplicating it.

Yeah, I don't know. I mean, essentially custom activities, strategy session not completed exists, reason is any of, and then we just have, you know, I canceled.

Yeah. So yeah, I think, I think what I was like going for with the GHL calendar and moving it over there is the automation, the workflow automation, but also having Closebot or like an AI booking bot integrated into the calendar so it can just book for them automatically. That was the, that was the main reason for the big move. And then that actually didn't work out well. The AI booking bot actually was messing up the setters' flow. They were like, every time they called them, they're like, yeah, we're really, they were heaps cold because like, yeah, we already told you, I already told you, I don't like, I'm not interested in the conversation. So they didn't get an opportunity for the 30 to 60 seconds they needed to find the pain point, open it up and get into a bigger conversation. So that was kind of like my reasoning for going to GHL. But and then tracking all the statuses in there and the automations and all that kind of stuff. But that might be just a technical issue I have to work through with us.

You can still do that. I guess it's just more so, you know, like, how are you marking it in no-show? And all you would have to do really is— well, and this is the problem with GoHighLevel, is, you know, Zapier integration because it's not very good. So I don't think to my knowledge there's a way to say if a call completed activity of cancel is completed, then go update the booking status inside of GoHighLevel. Like, I don't believe there is even a way to do that.

Yeah, it works sometimes. I got it to work sometimes. So all I did was I added a checkbox in Close. So update status in GHL. And if it will fire the Zap, and if it's got that checked yes, it will update it. But it's kind of wonky because I've had to like— it's going to get into the weeds a little bit. Because if it cancels on their end, I don't want it to loop. So if they cancel it in GHL, then the triage call not completed will be created in Close. But if they, if they just do triage call not completed from Close, I want the checkbox in there so that it doesn't just loop around and around, if that makes sense.

So like, because you're going both directions.

Going both directions. Yeah, that's, that's, that was the kind of the part that gets a bit wonky. So Yeah, I would simplify.

Okay, so this is a great example of is the juice worth the squeeze, right? So, and I just had this conversation with a client that's on HubSpot last call. So yeah, over-engineering. So yeah, we have to be very, very careful here because what I would say in that situation, Isaac, is on the, on the occasion that the client cancels themselves, The sales rep should probably just be instructed to, to log that as a canceled by customer as like an outcome. So you have canceled by sales rep, canceled by customer, for example.

Yeah.

And they would just log that because that's ultimately going to be probably 8 to 12% of your like total volume. And they can just log that manually. Um, so when a cancel comes through, they just go log the call not completed, canceled by customer, and then you go fire that off to go ahead. But now you avoid any of that extra— like, you can eliminate that entire extra Zap. So that would be something to consider because your time is also valuable, and every minute that you spend having to go fix broken Zaps every minute, you know, or someone. It's like that we have to remember that is, that is time out of our day that we could have been doing something else. So what is higher leverage, you know? So I would definitely just really consider those things. Uh, the example of this other client I have where there's a couple processes that like, it was, it was good, but it was breaking everything else. And it was like, man, there's not really a way around this. Like, yeah, we can MacGyver this into working, or we could just like maybe not do that. You know, I was gonna— and I had to catch myself in that own loop because I was like, yeah, wait, what if we just didn't do this?

Yeah.

What is like the cost? You know, the cost to you, Isaac, would be, okay, out of the 12% that we have to do it, 5% of the time the sales rep forgets to do it.

Or yeah, and then it should just be caught in the, uh, the needs post-call activity or needs. Yeah, so yeah, I think I probably am over-engineering it because these, these reps are pretty spoiled, to be honest. Like, they, they're not used to doing any admin work, CRM hygiene stuff, um, anything that feels like any kind of admin to them just feels like they're just push back on it. And even just learning this activity thing, I think they're just really old school, like they're used to face-to-face, old school selling door-to-door.

Yeah.

And so I think I am probably babying them a little bit, but they all just had a big blowout last week. So they're like, your processes, it's too processy.

Always a balance. One thing I will say, Isaac, my learning lesson there is that sometimes you go the extra mile and it actually Like, and I have clients that I have— I do this for too, where, you know, like there's a request and then I'm like, you know what, oh man, I'm just gonna stay up till 2 in the morning on a Saturday night building all this out. Then it comes Monday and they're, they're bitching about something, right?

Yeah.

And it's like, whoa, like had I just not even done this, we, we actually would have been in a better position. So sometimes, you know, you give someone too much rope, like I don't, I don't know. It's, there's also that balance there where if you go, if you help too much, sometimes it just makes things worse, you know.

Yeah. Yeah. I might have to have a step back and, and think, think about, yeah, the over-engineering and, and whether I can just get an SOP to, to make it work. But, I'll step back for a little bit and Thomas can ask his, his questions and I'll just have to think about that. And if we have more time, I'll ask more.

Thomas, what's good, man?

Yeah, so let me give you a brief. So right now, um, we're literally at the same revenue mark we had last month. Uh, so we're seeing the company, and right now looking to hire 2 closers part-time. I'm gonna have them in 14-day periods. Uh, we're basically gonna give them like all the leads that are being disqualified right now, which are not even put on the calendar, just, you know, pulled by the sales. Uh, anything that's below $1,000 investment upfront. Uh, so we're basically going to have them go about that, right? And what I'm thinking is that this kind of like open up the window as far as saying, okay, do I really need setters? Can I just transition the whole thing into self-setting closing? Of course, once I'm on the calls, because I'm not doing that shit. Um, so yeah, I'm thinking about that and more context. Most of these are organic. We're getting about like 1.5 to 2K new leads for each weekly webinar we're running. And we're almost ready to scale paid ads. So my idea is basically finishing understanding if I— if it— because a part of me is like, okay, so we have— it's here and it's full of people. We have like over 10,000 leads in our school, right? So is it worth it to actually do outbound versus just focusing on doing speed to lead on new registrants and getting to show up at a higher rate? Or like, yeah, where should our focus be? At this point? Great question.

So this is stuff I really like doing. I, I, I find myself unfortunately with our organization not doing this stuff most of the time, which is where I really enjoy spending my time, which is like looking at the numbers, identifying trends, projecting things, really kind of identifying, you know, real revenue operations versus like building automations and, and stuff all day. And this is why I said, where's your time best spent, Isaac? Like, sometimes, you know what I mean? Like, we spend so much time building that we forget that, like, the money is actually probably in here. So the reason I show you this, Tomas, this is like one of my favorite sheets. I'll always build out— anytime I have a question like yours, I build out a sheet just like this. Okay, so to answer your question, I have no clue. I couldn't answer that question unless we went through a model like this, which is essentially mapping out, okay, how many leads do we have coming in? And we can do a quick version of it. How many leads do we have coming in right now? Okay, what percentage of those people are booking calls? What percentage of those people are qualified? What percentage of those people are closing? How many sales reps do we have? One, that's you. Okay, how many slots on your calendar do you have open daily? How, how full— so calendar capacity— how full are those slots right now and beginning to model this out. Now, the cool part about this, Tomas, is we can start just playing around with these numbers and seeing what happens, what has the biggest impact.

Okay.

So for example, if, if we put like 80%, let's just drag this guy all the way over.

Okay.

So we got 80%, we got total calls per day. Total calls per week. Um, I can't remember, is this— yeah, that one's a formula, this one's not. So this calls per week. So let's go to 100. Let's just say this all stays the same. We're going to keep 100 calls a week. Um, I don't know what Mark is. Where'd this come from? Let's just make this 20, I guess, and I want to just drag this over. I don't know where Mark— it's actually really odd. But so calls per month, perfect. Calls per rep per day. So like this is a big metric here. Are we able to take 3 calls a day, 7 calls a day, 5 calls a day? When you start to scale the team and the team gets bigger, that makes a really big difference. I'm like, how many average, you know, what is the expectation of calls per day that they're having?

Yeah.

So just to give you some context on that, because I think it's relevant, is webinar, right? And right now we're about to start doing it weekly. So it's kind of like hard to predict. Um, well, of course we do have an average amount of calls per webinar, per amount of registrants. We have the show rate. Uh, really our biggest challenge right now is just show up at the webinar, man. I mean, we have like a 15 to 25% historically, but then closing rate is 60%. Show rate to the actual closing calls is 80%. Most of the people are actually qualified because we start qualifying a lot with the phone. So all the metrics are good. We just need more people to show up to the webinar.

Okay. So that, that metric has nothing to do with the backend system. If you just need more people to show up to the webinar, right? So that's really—

Yeah, that's a different problem, right? I was talking more so in terms of, uh, should I focus on having my setters to speak to lead to people to show up at a higher rate, or should I just focus on, uh, have them reach out to the people in the school and generate enough open appointments?

So again, I would model it. So like, and because you get to put in like your expectations of like what could possibly happen and you'll notice you're pretty good at like estimating like what, like a high range or low range and you're like somewhere in between. So if you want more people to show up to the webinar, your only option using Setters would be like to dial every opt-in for the actual webinar and try to get them to show up. Now that is tough because sellers don't want to do that. So even if you like, you know, like you would really need like, yeah, I can give you some insight on that.

Uh, for example, we have incentive structure, uh, that for them, for the sellers, they have a $1K bonus, uh, that's prorated in terms of how close they get to $25,000 in outbound sales, right? Now for the purposes of this exercise, what we're doing is not only doing outbound sales, considering people who get disqualified, That's priority number one, but also people who they actually speak with before the webinar. So we actually have a customer activity and if they have that customer activity filled up before the webinar and they lead to a call, that counts as a turn on sale. So it goes towards the bonus, right? That's how I'm thinking about it basically.

Yeah. So a similar motion we ran was for Pace Morby. We did 12 Days of Christmas or yeah, this was 12 Days of Christmas like challenge and we called every opt-in that opted in for that challenge. It was like almost like 12,000 people. Um, and the cool part about that was you build a relationship with the person before and after the webinar. So that's one of the beauties of that is if you can actually incentivize correctly for it, um, you, you'll get a higher percentage of people to show up, but you'll also have a relationship built with them after. So when you try to give them a call, let's say that they don't book a call from the webinar, you can call them back and say, hey, how was the webinar? You know what I mean? What did you learn? What was your biggest takeaway, etc., etc.? Um, so I guess your question though, at the end of the day, if we just bubble it all the way back to your original question, is should I bring on setters and focus them on getting people to show up to the appointment, or going in the school community and setting appointments? Or the other option was what, just focus on closers, you said?

Yeah, basically, it's either having the setters either focus on the webinars, be the lead on the new registrants, or have them focus on, on the school members, see if they can actually convert someone, or have them focus on old webinar leads, like people who attended, but didn't stay until the end, whatever it is, right? Or on the other hand, again, having closers start setting. So I don't think that's going to be viable.

Oh, you said having closers start setting?

Yeah, but that's like a different problem. For me right now, it's more so a thing of what do I do with this? So it's worth it to actually have them doing outbound, or should I just focus on maximizing what we know?

Um, have you ever attempted to do the outbound motion in school?

Yes, but, but, but not really. When— what's— it's not— it hasn't been a priority of mine ever. To be honest.

Okay, then I wouldn't do that. Like, and this is something I learned this year, new motions take way more effort than you think they do. So I'm not saying you shouldn't do it, but if there's a, if there's a lower leverage, easier thing that's already somewhat proven that you can go implement first, I would do that. Um, so for example, we launched a low-ticket product and it's really, it's really good, it worked really well. But holy shit, guys, I mean, it was such a heavy lift and still is between, you know, making sure people are sending through the funnel and all the touch points and the webinars and the emails and the products and making sure, you know, it's like there was way more than I ever really wanted to deal with. I was talked into doing it kind of And like, I'm glad I did it, but it's still, I'm still putting in a ton of effort into the low ticket motion and I'm already running the company. We already have 5 other marketing channels, right? We already like have a lot going on. And so that's all I would say is, you know, if the webinar motion is already working, it's very easy to build that motion. You already have some experience with it. I would dial that in. I would get them calling those people, get them showing up. I would have more conversations. I would try to increase the conversion rate of that webinar as much as possible, and I would hit it on both ends. I would hit it on the marketing end, on the front end. So what can you do to— and this sounds really bad, but like in a world I'm like, I don't— I want to pay setters as little as possible just because like I don't really even want them there technically if I don't need them. So at the same time you're optimizing the setters for the webinar, you want to be optimizing your marketing to get rid of setters. If that makes sense. Like, you don't want to just throw setters at it when marketing could do a better job of getting people to show up.

Hmm.

And I had to have this conversation with my marketing guy actually, because we had a conversation about, oh well, you need a setter to get your low-ticket leads to like, you know, show up. I said, no, no, no, no, no, no, I don't. I said, I never signed up for that. I never signed up for that. I signed up for qualified appointments to be put on my calendar. Okay, this whole, oh, you need a setter to be able to accomplish that, that's—

yeah, it just becomes these things. So like, you did something to fix something and it ended up becoming its own thing.

Yeah, exactly. So I had to have that conversation like, I'm happy to get a setter, but let's be very, very clear, like I need you to, to make sure that these people show up without a setter. That's your job, you know. In the meantime, I'll go get a setter also and we'll go dial all these leads. Um, because they are to me very different and we—

you don't want to do that. Do you feel like, in your experience with Webinar Place, do you feel like speak to lead on the registrants, it's like the most important thing, the biggest level I can pull right now? Or what else do you feel like I could do in that sense? Because in terms of priorities, I mean, if I had to do that, I might as well just get dire, like, hey yo, just call everyone and just have the closers focus on self-setting and whatever it is, right?

Ah, do you know Robbie Cannon?

No.

Shout out Robbie. Um, I would consider maybe getting someone like him to help you on the setter motion. So he has like a, it's called the SDR Call Center. I think it actually used to be Matt's company before Matt sold it, uh, but he has outsourced basically SDRs that run on dialer.io, um, but they're overseas talent, so they don't take a commission, uh, it's, it's pretty much just a base. And, and that can be really effective of like, because they can do like 700 dials a day per person. Which, yeah, which like when you're really just confirming the appointment, because that's the biggest thing, Tomas, is like how, how many of those people, and you won't know until you test it, but how many of those people wouldn't have shown up without the call? And then how many people end up closing that wouldn't have shown up as well?

So what I'm seeing right now, and of course that's, uh, we should know that, like we should have that exact number, and I'm going to try and get it. Um, but what I'm seeing is that most people could close are not being— uh, everyone's trash, but most of those people are not being contacted before the webinar, right? So my, my gut is saying that people who show will show no matter what we do before, right?

That's kind of what I'm getting at.

Yeah, but just a 5% bump is like $30 grand. Yeah, at least. So how's this guy?

I would project If you haven't put it on a paper right here, like I would do that.

Yeah.

Yep.

And model it out, decide what makes the most sense. And then I'll send you this Loom video that I sent one of my other clients.

Where is it? What's the guy's name? The guy of the call center?

Uh, Robbie Cannon.

Robbie Cannon.

Yeah.

Um, yeah, because we were thinking about that. I mean, of course I don't want to add more people to manage, right? But if you can just have a very, very, very simple script that just gets them excited about the thing and reminds you of it, we can call them like as soon as they register and then like the same day.

I mean, the nice part is you might be able to get a caller for it from him for like $2,500, $3,000 a month. I think it is something like that. And it's like all they would have to do is set one, get one set to like get an ROI on that. Um, but you don't have to manage any of that. You just know 100% all of your opt-ins are getting confirmed to show up to the webinar, right? You don't have to pay commission on it. So that's almost the direction I would go a little bit more for the call confirmations. Now it's a totally different thing of the people who attended but didn't book a call. Those are where I would be really focusing your efforts. Yeah, on the— with this actual setters is, is attended, didn't book a call. And I would be tracking their— what do you use for your webinar? Is it WebinarJam or—

yeah, we're trying to transfer to Zoom possibly in a couple weeks.

So WebinarJam or whatever you use, most of them, uh, event of, um, whatever.

Yeah, we already have the infrastructure. We have a custom activity that fires up whenever they attended. We have a custom activity that whenever they stay on the page. And so if we have to smoke it already—

sorry, I was saying the attendance though. So if they attended like 50% or more or not, you have that? Perfect.

Yep. Yeah, we just do like an hour by default. It's like when we get to the page.

Cool. Um, trying to find it. I'll try to find this Loom and send it. I have you on, um, the school community.

Yeah. And I haven't found the guy either. So if you miss his Instagram or something, I'll be—

okay.

And lastly, Dadaio, I've used it when I was setting. Great tool. Is it worth it to actually implement right now for the salespeople, the attendees, and the people really, if I don't hire this guy, or like, what do you think about Dadaio in terms of amount of leads a day that makes it worth it, or anything you can tell me as far as is it worth it to actually implement?

How often are you doing the webinar?

Every week.

Every week. I'd say it's worth it. Yeah. Yeah. I mean, it, again, it goes back to the money model, though. And that's where, like, I wish I had time to map it out with you right now because I would be looking at your current connection rate.

If your current connection rate is, let's say, 8%, we're just using close 5 numbers per, per account, is, is awful. It's like 5%.

So if you look at that number, 5%, let's say you were able to jump it to 7%, what does that do with the down— downstream math? As long as you can make an additional $750 a month, like that pays for, you know, dialer. I'm assuming you'd, you would make more than that though.

How much is it for dialer?

Okay, that's a question for Mr. Matt Ryder, but I believe it's like $249 per person per month.

Oh, okay, that's, that's not, that's not awful. We have an AOV of people inside, so—

a what, sorry? AOV?

Yeah, yeah, yeah.

So it's like if you can just close one extra deal Because I'm thinking also in terms of like the logistics of implementing it, right?

Because you have to create smart, like, separate databases for the attendance. You need to make sure that was synced in. Like, do you know how?

Uh, it's, it's not that hard. I mean, yeah, I mean, their team helps you with that, but like, really all you would be doing is firing it off to the primary campaign. You would just have 1, you know, P1, this is Speed Delete, P1, P2, P3, P4. Okay. And then basically any of your opt-ins, you just fire them off to Speed Delete campaign and dial them. And then they would automatically move from P1 to P2. So it's not as difficult. I would say it's probably without mapping out the model, it's probably worth it no matter how you break it up, right?

So in terms of priorities, uh, would it be first of all speed to lead until I get this guy, if I do get him, uh, and then attendance, people who showed to the webinar but didn't book a call? We can focus on those two and then the other ones, like no reason and all that stuff, do it over post.

My priority would be No-show cancels from reschedules would be number 1. 2 would be attended more than 50% of the webinar, didn't book a call. 3 would be attended webinar, didn't book a call, which is like the less than 50% people. 4 would be opted in, didn't attend. That would kind of be the priority for me.

You also have disqualified ones, which are people who can invest but less than $1,000. I think that would be like number 1, right?

Those who can— say that one more time.

Yeah, people who in the form they put they can invest but less than $1,000. I mean, I have people for $12,000 on that list.

Who didn't book a call, right?

No, they did. They tried to, but they got DQ by platform.

Ah, yes, yes, I would put that at the top. Yeah, because that shows that a high level of intent, um, which a lot of times is more important than actual financial qualification. Depends, but yeah.

Yes. Now lastly, um, thank you very much. What's the actual logistics? Because we're also, we're also like, the tech guy is busy implementing Pyros and building the dashboards. We need to actually have data on how much it affects the contact than before, like everything we're talking about, right? So what are the actual logistics of implementing Dollar.io?

The actual logistics of implementing Dollar.io?

Yeah. I wanna see if it's something I can do myself, for example, or I can just use, using my current infrastructure, or I had to actually build it up from scratch. You know what I'm saying?

So you'd have to talk with their team on what, what level of support they're, they're offering currently. You know, as far as the actual implementation when you get signed up, because they build the backend campaigns and stuff. So setting up Dialer itself, they do that to my knowledge, unless that has changed, but they do that. And then all you have to do is either Zap over the leads or webhook them over via the API. So you just have to get the leads into Dialer. Um, and then No, like the zaps are pretty straightforward. Like I'll show you a HubSpot, uh, this will be like Dean Graziosi's account. So like, nice. Um, hold on, uh, not support.

Shit.

Uh, So the, the Zap apps are like really simple. That's the nice part because the dialer itself is, is handling all of the, the smart views, if you will. You know what I mean? Like it, it's doing this stuff in the background. It's serving the leads up inside of the campaign. The campaign logic itself is built by them. So when you go to assets, Uh, oh my gosh, what is happening?

Why is that not working?

What is happening? Oh, um, so remove contacts from campaign list, add leads to campaign. So Super, super, super simple. Lead is created, we catch the hook. This is like a HubSpot webhook, right? So HubSpot is just sending the webhook over, we're catching it here in Zapier, which again, you, you could just trigger this from wherever you want. So instead of the trigger step being a catch hook, it can be a trigger step from WebinarJam or Aevent or wherever the lead's actually— yeah, the lead comes into I got wherever we split it into last name present, no last name. Um, and then this is just adding a formatter step essentially. And then we're— the JavaScript right here is just simply fixing the phone number. So this cleans up the phone number in case it's in some weird format. And then you just add the record to the list. And when you add the record, there's only one list that you can even add it to. Because that list is associated with that campaign.

So dialer.id, according to this position, it's, uh, yeah, so that's the opposite.

So if you now, if you come in here, dialer, the opposite would be when you log, um, past dialer engagement.

So this is another one.

This is just like logging the actual phone call. You don't even have to really do this, but we just say watch dial. So when a dial has happened, you can log that dial inside of the CRM, right? Um, and then the disposition in Dialer— and this looks way more complicated than it needs to be— um, hang up less than 2 minutes, set as disqualified, right? Offer and accept, set as discovery call booked.

So when that disposition happens in there, so it'll be the same that we're doing on close, uh, just using the customer period depending on the— yeah, yeah, makes sense.

Yeah.

And then, and then finally the last one, this is like the, the one that kind of ties it all together, is when a booking is scheduled, right? We're gonna remove it from the dialer. So we remove it from the dialer and disposition it. But this is this is the first part of this is the always the same, like all the steps as per a booked call Zap happening exactly the same. And then we just have the removal at the bottom of it, if that makes sense.

Now, uh, last thing, thank you so much for all this. Charlie AI, is it worth it to implement that as well?

Um, depends on who you ask, man. Like we've, we've had a So it works sometimes, it doesn't work sometimes. Um, Matt has— I would— if you're looking in Dialer.io, they have a brand new agent, um, that, that does what Charlie does.

So you basically have this guy Robbie do that.

Robbie could do that. If you're hiring Robbie, you don't have to— you don't have to worry about any of this, actually. So if you bring on like Robbie, they, they have Dialer themselves. They take care of all that. You would literally just say, here's my leads, and then they would just dial the shit out of them. So Robby makes that really simple. If you're gonna build it internally, then yeah, you'd have to get dialer and then you would have to—

Yeah, because one thing is that I'm probably gonna get dialer anyway because I do want my sales to call the people who attended.

Anyway, yeah, right.

Yeah. So what I'm thinking is for Charlie, I mean, I'm pretty sure that that will help show up, right? Or in theory it should help show up right now. Is that worth it in your eyes, or just getting that I/O and plus getting the closest? It's like complex enough to put that in the back burner for now.

It really depends again on that model, and I hate like, I hate referring back to that, you know what I mean? But like into— I want you to show up on the next call and have this modeled out for me, right? Because the question always is— and I hate optimizing for things that like we are question marks. So at minimum, we need to be like, okay, yeah, you know, here's what the current number is. Because sometimes I, I had, for example, last week this girl had no idea, but she, she was— she runs DM ads And the DM ads go to the DMs and then they set from the DMs. Okay. Now I have some experience with DM funnels, but I'm not like a DM funnel guy like some of the people I know. We're going through her numbers and she says, yeah, I just feel like there's a ton of improvement that we can do. I started looking at her numbers and she's setting 5 to 8% lifetime of every lead that comes into the DMs. To a booked call, okay? 5 to 8%. And she's closing over 33% of all those people. So those are— they're like good sets, okay? That's what I said. I said, that, that's, that's really nice. I was like, I don't, I don't know if you're going to be able to do much better than— she's like, really? Like, I feel like I should be able to do 30%. I'm like, 30% to me is just crazy, you know? So, but she didn't— she had never even mapped it out. And then she also never got like a benchmark from someone else. So I reached out to my network. I say, hey guys, like of like DM to book call, what is that? And they're like, 5 to 10% is like crushing. So she was about to go try to optimize her metric that like virtually is probably not going to go up, you know? She might go from like 8 to 10, but like there was a lot of other stuff that she could optimize inside of that funnel. And her needle mover was actually just spending an extra, like doubling down on it, ROAS, or sorry, ad spend. She had a 5x ROAS on everything lifetime. She was only spending $12 grand. So I was like, yeah, why don't you just like spend more money?

The same. Yeah.

And it was really, she had a really interesting situation because she does in-person events and she was like, well, the problem is we're kind of like breakeven at the end of the month. Every time. So it's really hard to spend more money on ads. Now I said, but the re— the realization there was when we looked at the numbers, I said, wait, how much do your events cost? Oh, well, they cost about $3,000. I say, okay, if you add an extra 10 people, how much do they cost? About $3,000. So, oh, okay, cool. So those extra 10 people are pure profit? Well, yeah. I said, okay. So that's why, like, you, you spend, you spend $8,000 is what she was spending on ads. You spend $8,000, you end up with 10 clients in the mastermind, and it breaks even. But if you spend $16,000, everything else stays the same, you have 20 people in the mastermind. Now you're, you're, you're 2 times as pro— you're actually profitable. Right. By a significant—

Yeah, no, I'll get that data for you because we have the infrastructure ready that we would have everything we need. We just need to plug it into with the HiROS, like actually having like all the attribution logged in and then filters on Looker Studio, which will be done by next week. But now do you think that the 20-25% show rate to the webinar is, it seems stranded? Like, do you feel like I should be focusing on that or should it be like, hey, that's really good. On the next—

it is. I'm glad we brought that up. No, I should have asked that question earlier. A good show rate on a webinar is like 30%. So that goes back to, again, the money model. So like, you're already at 25%.

Like, yeah, I know, that's actually like 18 to 25, right?

Okay, so 18 and 25 are big differences, right? So I would, I would try to get that a little more consistent. But dude, if you're hitting 25%, like The additional 5% is definitely going to help, but it's not gonna be like your smoking gun probably. So I would be optimizing for consistency around 23 to 25%.

Yeah. You know, I'll probably get Dialer first just because I'm pretty sure I can squeeze in much more out of the people who attended but didn't book and, and then move to the Charlie AI later. Yeah.

Yeah.

Makes sense. Yeah, man.

But yeah, map those numbers cuz even if you don't know, you can just play around with them and get a good idea. But yeah, 30% on a webinar is pretty standard, pretty good. Now you guys do have warm organic traffic, so yours probably is a little—

It's Twitter, so it's basically most people learn from us a week ago. Some people from school, of course, a couple months, but it's not like they love us from 2 years ago, right? Most people are actually organic, but we have, in my opinion, we have the best fucking Twitter lead generation strategy.— in Twitter, period. Right? So it's kind of like cold in a way. So you have like 1,500 people every single webinar and now we're actually scaling ads. All right. So traffic won't be an issue at all. It's just a matter of—

Where you'll really need the setter motion is the ads. That's where you'll really need the setter motion because right now when you don't optimize organic, it's like, ah, that kind of sucks. You know, I feel like we could do more. You'll feel it when you start spending money, you're burning money, and you're not getting the money back. So it makes it a little, a little easier to go after those leads.

Makes sense.

Alex, you've been super quiet, man. What's up? You got any questions?

How's it going? Um, yeah, no, so I'm a little bit newer on the sales management side of things, so, okay, um, We've, uh, we've actually recently just run a webinar for ourselves as well, to be honest. Um, of course we had about, we had about a 28%, um, attendees that actually booked a call. Um, but then of course in terms of that, from there, our show-up rates roughly around about the, um, 63% at this moment in time. But it was an interesting thing that you said, who would you say is the priority in order for us to then book in more calls from the webinar? Is it the people that you— who did you say first? Did you say the people who canceled and no-showed and then the people who were what?

So no-show, cancel, reschedules, I like a lot. I feel like they're super underrated bucket that people tend to neglect. Um, the second is attended more than 50%. Didn't book a call. Now there's one above that, there is technically one above that. Um, yeah, what's closest to the money? The, the closer one to that is like they filled out an application but they didn't book a call, so they abandoned application. But that kind of depends on like your, your process.

So yeah, we don't have anything for that because as a software, yeah.

Yeah, so app completed or app started even, I would do like a partial submit on your application. App submitted, no book call. Then it would be attended more than 50%, no application. Then it would be attended less than 50%, no application. Then it would be opted in for webinar, no attendance. But those people are really like, you should really just re-invite those people to the next webinar, has been my experience, than try to do much with them. Because what you get hit with a lot of times, uh, if you call the people who didn't attend, is you have— Tomas, thanks for showing up, man. Um, with the people who opted in for a webinar but didn't attend, if you get a hold of them, which you normally don't, it's like a kind of an awkward— it's hard for your setters to have that conversation a lot of times. Which they're like, oh well, yeah, I didn't even get a go. And then your setter's like, oh no worries, what were you interested in learning? You're like, hey man, like, I'll just— yeah, can you just send me a link to like the next one? Or like, you know. And so a lot of times those should just be really remarketed to well. Uh, all the other leads should be prioritized, and then that's just a, a secondary bucket that you can go dial if the setters have time.

Okay. Um, and then how In terms of cadence of actually running a webinar, how often would you recommend?

How often to run the webinar itself?

Yeah, yeah, yeah.

Ah, totally depends. Totally depends on the marketing motion. So like Pays More Me, for example, they run one every single week, I think even twice a week at some point, and they were crushing. I think it was like Thursdays and Sundays or something. They would run one every single week. So it depends on how good your marketing is. You don't want to go more, you don't want to schedule it more than a week out typically, or market it more than a week out. If it's a challenge, then you can kind of do 2 to 4 weeks of marketing prior to the event. But a webinar, you don't really want to do that. It just depends on how many people you want on each. Webinar, how many people you can get to show up to the webinar, how much money you can spend on ads, kind of, that's, that's kind of the whole thing. So, okay, um, weekly is perfectly fine if you can get enough people to show up and, you know, get a good motion. Um, I think weekly is preferred. So, okay, all right, sweet.

Um, so for, for ourselves, obviously we normally use the, uh, Visit Profile ad funnel typically, um, so to DM, set, and all of that sort of stuff. Um, and, and we're in a situation now, we've got a lot of clients, um, at this moment in time, but we don't have like, let's say for example, what Isaac showed at the start of the call in terms of like a dashboard that is pretty much tracking everything. Everything is done through separate just KPI sheets at this moment in time. What do you recommend in terms of that?

Um, kind of what I recommended to Isaac, but you, you got to be careful here because we're in a really weird pivotal time where I told Isaac, he's really techie, he's been crushing it, he's been learning and absorbing this stuff. And I basically told Isaac, hey man, like there was a world where 60, 90 days ago I would've said, you gotta hire someone like me to go build that for you. But I told him, dude, just go on, go on, you know, go vibe CodeOne, which is 100% possible. That's how he, he didn't have that last week. Oh really?

That was built out in the last week?

Yes, over the weekend. Yeah, yeah, it was wild, man.

So, so you still have to know, and that's why I recommend it to Isaac because he has a really good understanding already of like operations and data and the flow of stuff. So I knew he could figure it out. So you really got to kind of assess, like I don't know you that well yet, Alex, like really be able to recommend, make a recommendation condition. Um, but I would definitely say VibeCoding is like a great solution, uh, for that. All at a minimum, the tracking sheets are not a bad thing. Okay. Um, one of my rules when I come into an organization is that if you, if you can't track it some way else, then you track it the hard way. So I have managers like, oh, I just can't, you know, it takes forever to pull. I don't give a shit how long it takes. It's a number that we have to have. If you have to manually go sit there and spend 4 hours pulling that number, then you got to go pull that. And then our goal is to optimize and get better at that. But that's why I'm just saying the spreadsheets are like fine right now until you guys can continue to optimize that. Um, you want to get to a point where, you know, you have mostly automated dashboard, but don't neglect the importance of that spreadsheet that you do have and keeping that accurate in the meantime.

So, okay, I I would say if I can, like, go and get Jordan's low-ticket stuff, the RevPilot stuff, the CRM blueprint specifically, especially if you're using Close. But that whole architecture completely changed how I look at CRMs. And that was the— that's the bones of the app. Like, I could just go, oh, cool, that data point fits in at that point in the client journey. And so I was able to do it over the weekend because I've been doing for like 2 months building out all of Jordan's actual architecture into our process. And I've got playbooks for it. I've got maps for it. I've got all of that understanding. So now I can bang out these kinds of vibe coding projects, which is just making everything sweeter.

Okay. And, and do you say, what's it called? Sorry.

I apologize to cut you off, dude. If you just connect with me on Skool, you can just go to like Coach Jordan. You should see it in there. I don't know what it is. My name is Jordan Park. Just find me in there, send me a message request, I'll get you hooked up. Um, but I do have a hard stop, I gotta call right now.

No worries, thank you, my man.

Um, we do this every week, so join us next week. Alex, um, Edgar, I hope to hear you next time. We didn't get a chat, but I hope you have a wonderful rest of your day, man.

See you later.