The 5 Essential Funnels To Scale To Infinity And Beyond As An Online Coach, Consultant, or Expert!

Can you close this door, please? 9, 1, 1. Can you close this door, please? 9, 1,. You guys are loud and the dogs are loud. Sweet girl. And let everybody in. Foreign. What's up? What's up, guys? Let's go. Let me let everybody in here. What's up? What's up? Let me drop inside of the chat too, make sure everybody's got the link. Great to see you guys. Great to see you guys. Let me get everybody in here and let me make sure everybody's got the link. Of course. Hope you guys are doing well. Zoom link for today's paid ads plus funnels training. Paid ads and funnels. Let's go. It's gonna get wild. We're gonna show you exactly how Andy does it. All the secrets you guys are gonna learn today. I just dropped the link in the chat. Let's give everybody, like two minutes, and then we'll get started right away. I got a lot of slides to go over, and then I want to get right into the Q A with you guys because I'm sure you guys are going to have some questions. So thumbs up. You guys can hear me. Okay. Everything sounds okay. All right, you guys can see me. Awesome. Awesome. So I. I told Carlos, enjoy the night with your family. So I'm going to be running the waiting room and the chat. So if I don't see anything, you guys just start waving your hands like this and. And then I'll know that something's going on. So we should be able to handle it, though. My name's Nate Tilly. Oh, it says Andy Elliott in the. In the screen. I'll. I'll adjust that so you guys know who I am. But my name is Nate Tilly, guys. And I have my own advertising company. And I've been brought in from the outside to help Andy with. With his Roas. And I have a company that's also called Roas. And so as we get everybody on here tonight, I'm going to break down the five levels of funnels and paid ads that you guys can be running and the best practices across the industry. So I work with several coaches that do over a million dollars a month. Okay. We work with some top best selling authors, New York best selling authors. We work with people that run events, Coaches, consultants, speakers, authors. I actually cut my teeth in the automotive industry. I was cleaning cars and I accidentally figured out how to run Facebook ads. And I tried it for the dealership. Well, they sold three cars off my first hundred dollars in Facebook ads and they gave me a commission check. It was 3, $800. And that $3,800, I was used to making like two grand a month. That $3,800 was $1 million to me at that point. So from that point forward, I dove straight in and started getting introduced to other dealerships. And then eventually I started running my own paid advertising in 2020 to get my own dealership clients. Okay, so I made my first million dollars and then did my first million dollar year the next year with just dealership Facebook ads. And I would, I was only spending like 15 to $20 a day on the ad budget. And I was A to Z the full funnel. I, I would record and film the ads myself, then I would write the copy myself, set the ads up myself, push the buttons, build the funnels, get the dealership booking on the calendar, automation sequences, emails, texts, I'm calling them before. So I experienced the entire funnel. And it wasn't like this at first, but after, I'd love to say weeks, but it was more like months, maybe even years. I started to not only have the right type of people reaching out, but also a brand recognition and, and an authority in the space because they've been seeing my ads for years. So I'm going to teach you guys all the tricks of the trade. But just so you guys know, I have scaled a B2B company just like you guys are doing with the coaching side. Very similar getting strangers to turn into service based customers, paying retainers, and I'm going to share that stuff with you guys. So looks like we got just about everybody in here. Let me just check the chats, make sure that nobody's missing the link. All right, cool. Guys, make sure you guys got your pens, pads, coffees, whatever beverage you're drinking this evening. It's a Friday, so I'm drinking coffee as we get into here. All right, guys, I'm gonna share my screen here and we're just gonna dive straight into this because we've got a lot of ground to cover. And if you guys have specific questions, if you could just do me a favor tonight and just write your questions in the. There's a. Let's see. Oh, Zoom doesn't actually do a Q A feature for this meeting. Okay. I thought maybe we could use the Q A, but it looks like there's no Q A on this meeting. Okay, so just use the chat to save down a question and then you can raise your little virtual hand and towards the end we'll do a roundabout of questions. So thank you, thank you guys all for jumping on and let's dive straight into it. I'm going to show you some really exciting things today. Andy and the whole team are in Florida doing a big event. So it's just us. Let's rip. Where's the mustache? I cut it off. I cut it off over a year ago, and I felt like I looked younger, so I liked it like that. All right, guys, so see. All right, guys, so let me just move you guys right here. You guys can see it. Okay. See the screen? All right, cool. All right, guys, so this is paid ads and funnels that convert like crazy with yours truly, Nate Tilly. So today I'm going to teach you how to make paid ads and funnels that convert like crazy. But here's one thing. I'm just gonna get on my other device here. I'm just going to get somebody in here so they can manage the chat real quick or the letting people in. Because it's not gonna let me do full screen. Give me one second. Let me actually, I'm gonna open this in Google Chrome. That's what these guys have been doing. And that's. I now. I now see why they've been doing that, because otherwise you can't let people in and share at the same time. So just give me one second, guys. Let me open this in the other browser. Boom. Because we got a lot of people coming in late. What's up there? Okay, let me see. Yeah, I was wondering why they would open it with Google Chrome, but now it makes sense. All right, cool, guys. So I'm going to go ahead and share this back open for you. Then we're going to rock and roll. Here you see the toolbar. Okay. All right, guys. Okay, so this is how to build an engine that creates tens of thousands of leads monthly. Okay, so this was a screenshot from last month on the right hand side. And that's a screenshot where we helped andy to generate 13,721 leads. And you'll see on the left hand side, that's one day, July 22, 2025. Total revenue, $244,000. Total cost, 6,000. Does anybody want to take a wild guess in the chat what happened on that day? Let me know. See? Yep. He took his six pack out. Yeah, that's right, guys. We had a webinar, and some of you guys might have even been on the webinar, and some of you guys might even bought through the webinar that are actually in this program. We had a lot of people that we actually filled the program from that webinar. So I'm going to teach you guys how webinars work tonight. And that's actually level five of this process. So you could see here, we've. We've had times where we're generating 16x ROAS. We've generated 16x ROAS. That's return on ad spend all the way up to 25x ROAS just for Andy. And we consistently do that. But before you can get to those levels, guys, you have to start out with a strong foundation. So these systems need to be in place first. Okay? You have to validate your offer, your mechanism organically. This is very, very important. Guys, as you're starting out your coaching company, everybody's going to go tell you to go sell something, okay? Go launch paid ads. Go start building funnels. Go start doing all these things. But the reality is they are absolute pitfalls if you don't do this first. You have to validate your offer or your mechanism organically. And not all mechanisms are created equal. Okay, it's kind of a gruesome example, but one ex. Like, one way to explain what the difference in mechanisms is, is there's a lot of different ways to catch a mouse or kill a mouse. Okay, you have the old school mouse trap that can snap on them. It's kind of gruesome. You got to clean up. You got the sticky traps, which are all gross, or you could poison them. Those are all different mechanisms to get the same thing done. You guys, with your offer, your offer is a mechanism or. Okay, that's going to help achieve an outcome. Now, for any mechanism, you want to make sure that it checks four boxes. Okay, let me see if I can draw on here. It does. Okay, let me. Let me go out of full screen right quick, guys. But your mechanism needs to be fun. And let me just go back here to annotate. Whoops. Okay, I'm gonna. I'm gonna draw it like this so you guys can actually see. It's like hiding my cursor over there, but. Okay, so. So when we talk about your mechanism and let me just bounce right here. And let me play this. So usually I use a canva for. For slide decks, but they got us using keynote, which is cool, but. Okay, so let me just grab this. Okay. Okay, no worries. I'm just. I'll just explain. I won't. I won't draw it today. Okay, so your. Your mechanism has to be four things. It has to be fun. Okay. It has to be effective, has to be instant. Okay. And it has to Be simple or easy. Okay. Wow, that's actually here. Chelsea, if you want to mute, It won't be. Hey, Chelsea, can you mute if you can hear me? Okay, thank you. Okay, cool. All right, guys. So fun, easy, effective, and it needs to work fast. Not all mechanisms are created equal. So if we talk about the example of, like, weight loss, for example, there's different ways to lose weight. You can go to the gym. Okay. And if you go to the gym, is it fun? Not usually for people that are really out of shape. Is it easy? Definitely not. It's super hard. Is it effective? Yes, it actually does work. And is it instant? No, it takes a really long time. So when you think about it, you only have one of the key four things in that mechanism. And this is why people struggle so hard to sell weight loss training. Come to my gym and I'm going to help you lose weight. It's a very hard offer to sell because people aren't that interested in that. But if you look at a different mechanism to getting the same thing done, like, let's talk about liposuction, for example. Is it fun? Definitely not. You have to get surgery. Is it instant? Yeah, it's like, pretty much instant. Like, you get the surgery and then you, like, lose the weight. Okay. Is it effective? Yes, it's effective and it's proven. And is it easy? Yes, it's easy enough. So an offer that has liposuction is going to be easier to sell than an offer that has come to my gym and work out in a lot of cases. And this is why offers like Ozempic. Okay, Ozempic. Is it fun? Yeah, I guess Kim Kardashian. I guess celebrities are using it. That makes it fun, right? Is it easy? Super easy. You send it to my house. Is it instant? Yeah, I just poke myself and I start seeing results. And does it actually work? According to the case studies, it does. And that's why they're able to spend a million dollars a day or on every different ad channel for this one mechanism, this one offer. So when you're building your offer, how is it going to work? How are the people going to get results? Think really, really hard about how they're going to get the results. What do they get? Instant access to? What's going to be fun? Okay. What's the most. What's the least amount of change you can give to their life? And they get the result that they want. Okay. So this is really important. A lot of people glaze over this, and they're just like, Oh, I just want to help people. And people will never know how you can help them until they. Until you go through and figure this out. This is really, really important. Let me let these other couple people in here real quick. Boom. Boom. All right. So the way to validate your offer or your mechanism, it's actually really simple. First, you have to go out and find somebody you can help. And generally, the best people to help in the beginning is going to be someone you know. When I first started learning how to run Facebook ads, the first people that I ran Facebook ads was the car dealership that I was detailing cars for and the gym that I was training Jiu Jitsu at. I asked them, I said, hey, I've been learning how to do Facebook ads on YouTube. I'd love to do it for you. And if it works, maybe you could give me a testimonial and tell people about it. And it worked. And they gave me video testimonials and they told people and. And the dealership told somebody that ended up being a client for me for five years, paying $7,500 a month. And the jiu Jitsu gym went on to tell people who told people who. Now, I work with the top people in the Jiu Jitsu space. So a lot of people, like you don't want to sell your time, and you definitely don't want to work for free. But if you're literally just starting out, okay, and you have expertise, but you want to work out the kinks of working with somebody, I highly recommend that you launch an offer before you even film any offer and say, hey, I'm, you know, my name's Kevin. I'm thinking about working one on one with people who want to achieve XYZ thing that I learned how to achieve with XYZ mechanism. Now, I don't have a formal program, so this is going to be a pilot program, a case study group where I'm going to be taking a few people directly under my wing and teaching you this process that helped me and helped my brother or helped whoever else to have these results in this amount of time. If you want to do this right now, since it's the pilot program, it'll be a reduced price. And so I would ask that you would keep a secret. And if you show up to this program, you actually have to apply yourself. And, you know, and then, of course, those people go through. They become referral sources for you, and they give you video testimonials, or you work with them and you realize you're like, Man, I hate working with these type of people. And then it's better you did that. Then you went and built a course, built a funnel, built all this different stuff, and now you're stuck with it. And. And you're trying to fit a circle peg in a round hole, or I guess that would fit. You're trying to fit a circle peg in a square hole. That wouldn't work, right? So I see this all the time. Okay? The easiest way is like, go and work with people and get a minimum of. I said it. I wrote it on my notes here to just let you guys know. Try to get at least three to five social proof signals. Okay? Three to five social proof signals. These are gonna be video testimonials. Okay? That's one kind. Screenshots of people being like, lucas, that was freaking awesome, man. You crushed it. Thanks so much for helping me. That advice you gave me the other day changed the game for me and whatever, okay? People are experiencing problems. They want solutions. If you help them solve it and you put a little bit of intention on them and also sit them back on their heels a little bit. Like, you have to make somebody realize, like, no, dude, I'm gonna help you with this problem. You've given up on the solution. You're feeling all these pains. I felt those same pains. Feel, felt, found. I feel exactly what you're going through. I found that this is what helped me overcome it. And I felt this way, too. It's like, you know, then you start working with a small group of people, and there's different ways to, you know, like, position that. Like, what Andy's doing right now. He didn't have a course built out, but now this is all going to become a course. And we didn't, you know, at first, like, you launch and then you find out how people are really interested in learning, and then all of a sudden, you build a curriculum out of that. But imagine if he would have taken a whole all this month just to film his course. And then now we're into next month, and then now we're trying to get people into the course that we already filmed. It's so much better since you guys are actually here, because you can ask the questions now. You can do it like this. This is a large scale. This would be like, you bring a bunch of people into a case study group. You know, you're going to deliver for them. You have a lot of docs, you have a lot of scripts. You're going to give them access to. You bring them all in and this, this is called a cohort. And you teach them all the same time. That's one way. Or you could just literally talk to a couple friends, have them pay you some money. Because without any transaction, there's no transformation, okay? And with a little bit of transformation, a little bit of transaction, there's going to be a little bit of transformation. And with a medium level of transaction, they're going to have a medium level of transaction, okay? But a steep transaction is going to lead to a steep transformation. But you might not have the program or the confidence or the skills or, or the PDFs or the ability yet to want to sell somebody at high ticket at first. And that's totally okay. So give them what you think is going to be your 50%, work one on one with them for four weeks, help them get the result, and then build your program off that highly recommend. Then you get your video testimonials from those people, you get your screenshots from those people, and you can build case studies out. And all the case study is, is, you know, Felicia came to me when she was at this point and, and then we helped her with this problem and then we installed this system and now she's at this point. That's it. Okay, so that's where you start then number two. And I'll spend a lot of time on the foundation and then we'll rip, guys, because the foundation is where you, you have to lay. You have to have a strong foundation built upon rock. Okay? So spend time to dial in the messaging based on your ideal client avatar. So many people, they're like, yeah, I, you know, like, for example, they'll, they'll go in and they'll say, you know, I want to help anybody. I want to help everybody. I got a big vision. I want to change the world. And, and we love that, and that's great. But then it's like what speaks to everyone, actually speaks to no one. And then sometimes I'm just letting these people in. Sometimes, whenever that happens, you end up getting into a situation where you're speaking to the lowest, bottom of the barrel client. Like some people are like, yeah, I do, you know, I do XYZ type of coaching. It's like, okay, I do, I do relationship coaching. For example, let's say, like, I want to do relationship coaching. I want to help people with relationship. And I'm going to go after, hey, if you're having trouble getting any dates, it's like, okay, that's cool. But your marketing message is going to be perfectly designed to get you the type of results you're getting. So all of a sudden you start saying these things and then you start getting these people and you're like, oh, why do I keep getting these awkward guys that can't get any dates? And you look back to your messaging, it's like you literally ask for that. Or people will, like, they'll be selling, make money from like, get like biz op, we call them biz op opportunities, like funnels. Like, I can teach you how to make $15,000 a month with this proven side hustle. Okay? People will sell those and then what they'll do is they'll get all the people's. The people super interested in it. And, and like, they won't know how to first of all back it up of how it's actually going to work. And then also they will not know how to talk to the person that can actually afford to pay them. So it's kind of hard. It's like you want to make more money, but you already have some money. And so they'll go right to the bottom of the barrel and they'll be like, are you broke? Are you behind on bills? Are you behind on mortgage? And that's just like a magnet for the bottom of the barrel. So you have to optimize your messaging based on your client avatar. And your client avatar comes from the people that you've worked with that are the best clients you've ever had. And if you don't have a best client ever, then you have yourself, you have your story, and that can work too. A strong story can replace social proof until you get social proof. But there is no way to skip over it. If you want to build a massive coaching company, you need massive amounts of social proof. The better you can get at asking for video testimonials earlier, the better you're going to be like, you just need those. And I'll tell you, like, a lot of you guys might be like, well, I'm scared to ask somebody to make a video because I work with, you know, moms, they don't like to make videos or whoever it is, you know, they don't like to make videos. Well, then just invite them to come on Zoom with you and ask them, how was life before we started working together? How is life now? What would you say to a close friend about working with me? And. And what would you say to somebody who's on the fence about working with me? And from that sound bite, you'll get an amazing clip of them just being like, oh, you know, Chelsea's the best. She helped me with X, Y and Z and now I'm able to do this. And what would you say to a close friend? Oh, just go in. Don't be scared. And you get really good testimonials that way. So highly recommend you guys focusing on that and then optimize your messaging for the people that you enjoyed working with the most. So, like, I got a client. His name's David and he's awesome. And David is my favorite client to work with, and he also gets the best results. And then I got a client named Rich. And Rich is always complaining and he just has a really tough time. His sales team doesn't convert. The culture in his dealership seems dead. He just struggles all the time. And so if I was to think about like, okay, let me make my marketing message, I'm not going to think about how I can sell Rich because Rich is always in a negative mindset and he's. He's not. I don't want to get more of people like him. Like, he's great and I appreciate him, but he's just got a tough problem in his dealership. It's like, would I really want to make a message that says, if you're a bad leader and you can't build a good culture and your team keeps leading, then you should reach out to me? It's like, no, you don't want more of those people. So then I would think about David and I'm like, if you believe that every lead is a good lead and has potential and you want them all, if you have a great energy in the community and love working with people, I would explain this guy, but you're having problems with whatever he was having problems with. Then I want to show you exactly how I helped insert story and I'm going to teach you guys a little bit about messaging. But is this all tracking? Like, how important, like, you got to get the messaging dialed in and do it based off the person you've already helped, keep them in mind. And if you have like three people build your customer avatar around that, exactly what they would want. And after you've done a ton of sales calls in your niche, people are going to start to sound like AI clones because they're all going to say the same thing. Like, I get on with business owners and they're all just like, yep, we want to see about doing some new marketing, shift things up, because our old stuff is not converting anymore and we're getting low quality crap leads from wherever it's like, it's like the same thing over and over. And that's just what you then take that and you use that in your marketing and say, hey, if your topic tired of crappy leads that you get from wherever and you want to learn this system, you know, and then you show why your system's better. So three to five social proof signals. We already talked about that. Or a very strong story. Okay, here's my next point. Video ads drive the most results and are essential to what I call the know like and trust factor system. Okay. You got to get people to know, like trust you. Now think about how many ads you see and you're just swept off your feet these days. Like actually think about it. Like, when's the last time you saw an ad somebody swept you off your feet? Like you're all of a sudden you're at some someplace you never thought you'd be. You're doing something you never thought you would. You're pulling out your card, you're reaching out to this stranger and you're buying from them within a 24 hour period. Does that ever happen? I don't think it's really ever happened for me. I mean I've bought like courses like right away from somebody, but usually like I'll make a purchase like, like an event ticket. Like I went to a different event, like that was here in Scottsdale. It wasn't one of Andy's, it was a different one. And I saw the ad and I saw the ad for like almost a month and I was just clicking on it and then all of a sudden, like I didn't buy it, I clicked on it, I went to the page, I got off the page, I clicked on it again, I went to the page, I kept doing this thing and, and it took me like probably, yeah, close to a month and probably like 15 clicks before I actually ended up buying this thing. Let me just let Stephanie in here. So my point is that I had to see the ads and I also had to be at the right place at the right time. A lot of you guys, like, if you're busy at work or something like that, or you're back to back on calls, you might see the first part of an ad, but then like your kid comes in and interrupts you so you don't see the next part of the ad. The same thing is going to happen to you when you start running ads. It's not that your ad didn't work because it didn't work in two days. Like those just might have Been the two days that, like, we're really busy in the month. Like, different. There's so many different factors. Like, you could be losing on sales calls, you know, around the 15th, or depending on what you sell, if you sell to business owners, you're missing out on sales calls at the beginning of the month. You're like, why from the 1st to the 5th is it so hard to close these business owners? Oh, because they just paid payroll. It's like, oh, you know, like, there's little factors that are outside of your control that have nothing to do with your ads. And finally, ads work for everyone. If your ads aren't working, it's your offer, your creative, your copy, your funnel, your tech, something else isn't working. Ads literally work for everyone. And the reason ads work for everyone is because. Think about it, guys. If you go anywhere, have you seen anybody slowing down on Instagram or Facebook? Like, every day people check Instagram, Facebook. Still, people were start saying, like, two years ago, Facebook ads are dead for whatever niche. And it's like, how could they be, bro? Like, every day, like, everybody goes on there. Like, at least, like, I think we all, like, I hate to admit it, but I even check. I have nothing to check on Facebook. I get on there, like, once a day at least, you know, and everybody else does, too. I go on there looking for ads. So just know that, like, ads will work for you, but you have to be able to make them work. And there's different things we're going to get into today that will affect your results significantly. So let me let Mike in here. So, yeah, we'll go. We'll go into this now, guys. But a successful ad campaign, you never have to pay for. It pays for itself in month one and continues to print and bring new clients, but you will pay with your time. And. And most campaigns aren't successful right off the bat. I had to spend weeks and weeks. Like, I ran ads for. For weeks and then months getting really low quality results. Like, not a lot of leads. And then all of a sudden, after three years, I had dealership GMs and principals reaching out saying, hey, I remember your video ads from three years ago. So just know it's going to take you guys a long time. All right, let me get right into where we were. Oh, sorry. Okay, so speaking of video ads and direct response copy, let me let this guy in. So there's a framework that I figured out for video ads that I'm going to teach you guys, and it's very simple. So there's A difference in video ads where it's like high level branding. Like you guys have all seen it, the spot sponsored, you know, like, like a TV commercial or just some branding. Like it shows the, the clinic of a dentist office. And it's just. That is not the type of advertising we do. We do direct response ads and these are meant to shake things up for people. Okay? And the framework we use is right here. So make sure you guys take a screenshot of this right here. This is the exact. I'm going to teach you guys how to write copy. I'm going to teach you guys how to make videos. I'm going to, going to teach you guys how to make emails. All right here, this is the formula. Okay? And yeah, I'm sure some of you guys are going to ask about AI later, but this is not a chat GBT formula. This is older than old. Like, this is way older than that. A lot of these frameworks for marketing guys figured out in the 30s, like how to, how to write letters to people's house and get them to buy. So a lot of this stuff, it's just taking the old and making it new again. So let me explain this at a high level and then I'll give you an example of this. So first you're gonna hook and call out and label a problem all in one go. Then you're gonna agitate the pain point. Okay? The problem that you list out at the top is a pain, and then you're gonna agitate the pain. So not only what is it, but what does it feel like both internally what does it feel like and externally what does it feel like? Then you're going to bridge to a story or a solution that leads to your mechanism. Remember we talked about the mechanism before and the three benefits of doing this mechanism. Then you're going to make a power promise and you're going to show real scarcity. Okay. Actually, and here's the thing with marketing guys. A lot of marketers are just like, they say whatever they do, whatever, they just put things out there. That's not the way that I like to roll. It's always got to be real scarcity. So if it's limited seats, limited seats at this event. Okay, is it actually limited? How limited? How many seats do we have? Like, how does it work? Because once we sell out, is there, is there more that can open up? Because these things are really important. And the reason is because I want to frame that into a story and I want to frame it into a story with advertising where it's like you. Yeah, we actually, we have limited seats. We're out of vip, we're out of CEO, we're almost out of general admission. But if we need to, we'll pack 25 more seats in here and you guys just won't have a spot at lunch, if that's cool. Click the link below. Oh man, this place is selling out. I better try to get one of those back end spots at lunch. Like people are like so driven by scarcity, but it's gotta be real and everybody can smell when it's fake. So make it real. Are you actually, do you actually have a limited stock? Okay if I order a bunch of books? Like I'm doing a book funnel for Andy. We're doing some book funnels. We found 4,000 copies in a warehouse that hadn't been shipped. We don't know if we're ever going to order it again. Minimum order is 15,000. So we're going to send out these first 4,000 printed copies. And Andy doesn't know if he's ever going to order again, so he just went and signed the first hundred that we're shipping out. So you can click the link below and you, you might be able to, if you're fast enough, be one of the first people to, to get one of the hundred that Andy signed. And once these 4,000 copies, they're gone. Once they're gone, they're gone. Once they sell out, they're gone. We might not ever. And that's true. That can be absolutely true, like if it's an economical scarcity. So real scarcity is really important to me and I'll always stress that. And the benefit to video ads is you get them pre sold and you're able to sell 24 7, 365. So imagine that you could be yourself at your highest peak of salesmanship and you could be captured in that moment in a freeze frame of time, you selling your heart out, believing in your product, getting somebody to understand not only how much you know, but how much you care about them. So then they care about how much you know. Imagine that you could be out 24 7, 365 Christmas dates with your wife. You're at the beach and you're still selling, you're still prospecting, you're still showing up in front of people and, and pitching the same message. How many times do you think you could say the same thing word for word for word for word for word, day in, day and day out? It would eventually, like eventually we all cap out, we all have human capacity. With ads, you take that freeze frame, that really good ad that you get super surgical on the messaging for and I'm gonna show you guys how to do that. And then you just run that and it runs every day and it sells for you automatically. Okay. With organic, it eventually taps out. Okay, I love organic. But, but Andy brought me into his company because organic has limitation. Eventually you need to go and find new people. These platforms control your growth and paid ads can help you shortcut. So I like to do thing. And when I say validate your your offer organically, that doesn't mean from like do it from an organic post. That means just do it from within your warm network. So like you can start getting clients from your warm network and then you can go straight to paid. And as you're building your brand on organic, okay, organic, I've got a lot of clients that have zero followers, zero YouTube. We've even ran ads on pages that literally have nothing and they just go straight to the funnel. They book their call, they show up on the zoom, the closer does this thing and they close. So like ads can help you skip over a lot of this stuff and arbitrage. But building a real brand is going to come with the organic and the ads. So let me give you guys a practical example of how to use the hook call out problem, agitate the pain. And I'm just gonna call it out with my service offering that I've been that we're pushing. Cause it's really the easiest for me to, to relate to. So it's like hook plus call out plus problem. So if you're a coach, consultant, speaker or author that is struggling selling one to one with your sales team and maxed out on calls, no shows and your cost per acquisition continues to rise. Okay, so that's like the hook, the call out the problem and a little bit of agitation, but I'm gonna agitate it deeper. You probably know that if you keep spending like this on your ad budget, eventually you're not gonna have enough money to keep the lights on. How would it feel to know this thing that you've been building just went down in one month just because you accidentally ran the wrong ad? I felt this way a lot of times when I was first scaling my first seven figure business, when I was struggling to figure out exactly what I needed to say and how I needed to sell, I was showing up to 20 Zoom calls a week. A lot of people were no showing me I was spending $15,000 a month and it was so frustrating. And it wasn't until I learned this one thing that changed everything for me, and it was selling one to many instead of one to one. I figured out that those 20 people that could all come into a conference room at the same time, and I could spend one hour instead of 20 hours pitching all 20 of them at the same time. The result was crazy, actually. It ended up switching it to where more of them bought because they all wanted to be in on it together. I will teach you how to install a fully built out, one to many powerhouse offer inside your company. And I'm only doing this with five coaches over the next 60 days. Okay. Like, this would be my direct ad offer. So you can. If you make your ads like this, then you have to understand the people that are reaching out are, like, way more serious than you expect. A lot of times, serious people reach out from ads. And then a juvenile salesperson gets on and they're like, hey, what made you interested in. In, you know, Kevin Dooley, like, And they're like, oh, I just, like, I clicked on an ad that said, like, I'm going to buy, like a high ticket coaching program. And you're, like, taking me backwards in the sales process. If you run ads the right way, the sales process becomes super easy. They already clicked on it. They already know your pricing. They listen to you. And of course, there's the rule of sevens, too, which is if some. If somebody listens to seven hours of content. You guys all heard Andy talking about that seven hours of your content. Let me just check on this real quick. Speedy's getting tatted. Let's go. Yeah, exactly. Carlos, this is the case study group. What's up, brother? Yeah, I. I got to. I got the Letting people in on the shot. Don't worry. Oh, thanks, bro. Yeah, Yeah, I appreciate it. Yeah. Okay, cool. All right, guys. Sweet. So once you start running video ads, you can put them on every platform. We've got them on Instagram, we've got them on YouTube ads. We've got them on stories, we've got them on feeds. Get better with time. You're gonna be imperfect to start. So this is how you build know, like, and trust. People have to know your face. It's easy to forget a name. It's hard to forget a face. And people will see your face over time, and then they'll start to register that face with a message. And that's why your messaging has to be super sharp, super crisp, super focused with that framework that I showed you guys. Okay, so I'm Gonna teach you guys today the five levels of proven ads and funnels. And we're gonna talk about one too many webinars, self liquidating funnels, call booking funnels, community funnels, and we're going to talk about lead magnets and DM ads. Okay, so these are the different levels. So level one, we're going to start right here. And this is DM and lead magnet ads. Anybody here ever ran any ads like this? Okay, you get somebody to message you on Instagram, DM me the word coach. You guys saw Andy's post, how it went viral. That was an organic post. If an organic post goes viral, you, you can then turn it on with ad spend and it will continue to go find new people. So this is a really great strategy. Now a lead magnet, this is something that you give your audience. Remember we talk about your avatar. I'll always go back to the messaging. What is the one thing that they're missing? What's the skillset they're missing? What's the tool set they're missing? Can you give them a small bite sized piece of that in order to help them get an easy win? Like, for example, like I could give, you know, all you guys probably want to learn how to do webinars, so, so I could offer a lead magnet that says a hundred proven webinar ads. Drag and drop, plug and play, copy and paste webinar ads. It's a mad lib. You put in your name, you put in your offer, you put in what you sell, you put in who it's for, and bam, you got your ad copy ready to go. Click the link in my bio to download it now or DM me the word magnet to get it. Now everybody's going and submitting, right? And they're all like, oh yeah, let me grab that template. So that's a really great way to run ads, especially in the beginning. You guys don't have to have a designer on staff to make you PDFs. Literally make a Google Doc. Okay. I put up my first hundred thousand dollars through a Google Doc. I put everything on the Google Doc. Hey, I figured out this ad works really good. This ad works really good. This ad works really good for dealerships. Put it on a Google Doc. I sent it to the dealerships. That's how I start. I landed the number one Jeep store for sales in the entire country. And we've been working with them for four and a half years. The ad said steal my proven dealership ads. And it had all my ads screenshotted on A dock. So that's the easy. And then I first I put it out organically in a Facebook group and everybody wanted it. And then once I saw that everybody wanted it and it worked and I put some ads behind, I spent $15 a day. I'd get literally one lead a day. And then all of a sudden the lead started to be dealership GMs and principals reaching out. So the pros to this funnel is their low friction, okay? Meaning high volume for lower costs. You can get a lot of leads, a lot of leads. That sounds good, right? They're very easy to run. No funnels or tech is needed. You don't need any funnel, you don't need any tech. I mean, unless you count Google Google Docs as a tech. But really you don't need any tech, okay? And you can get lots of low costing leads super fast. And you can test your messaging super fast too. You could spend 100, $150 on a lead magnet campaign. Just run it to Facebook on with something. You put together some notes on a Google Doc and see if people have an appetite for that. Okay? But the cons, and there's a lot of them, a lot of people start here, these levels, These are the levels you'll go up. Okay? None of this is wrong or right. I've seen every single one of these type of funnels drive someone to a million dollars. So any of them can work for you and will work, but they all have their pros and cons. When you have low friction, that means you have less intent. Hey, bro, I came here to get a doc. I came here to get a guide from you, and now you're trying to pitch me on your mastermind. How rude. They don't have any sales intent, okay? And that's why the way that I write copy, I write it to get people that are really intentful I on solving a problem and then we offer them our solution. But even so, you can have your ad say all the best things and you're still going to get tire kickers reaching out to you and people that are freebie seekers. Okay? So there's a lot of work is required for nurturing the leads. So on a lead magnet and a DM funnel, there's not as much work on the front end. All the work is on the back end because you have to now keep track of like Instagram dms. Instagram only gives you four days to reach out to people that have been an inbound dm. You have to try to get on calls with These people, if you're doing the DM strategy, which I don't like as much, I say DMS like level 0.5 and lead magnets level 1, because you don't even get their phone number with the dm. So you have to be like in there, like sales, scripting them back and forth, back and forth, texting all the time. I don't like that personally because I just want people that are serious and I'll pay more for them. But depending on your type of offer, you'll want to check out all these different types of ads. They all have a different place in every single person's business. You could use a DM ad to invite somebody to come to your community or to your webinar. So it all will work. But if you want to close high ticket deals off DM ads and you're using as your sole funnel, you will struggle. Okay. Leads are not in a transaction cycle or a buying mindset. Okay, so we talked about that. You want to get leads as close as you can to the buying line before they jump on a call, before they click on your ad. Ideally. That's why you'll see some people that run ads and they talk about, you know, they have really long ads on Facebook, like you know, eight, nine minutes for video sales letters, because they want to get people really, really watching their stuff and a serious buyer. And then they know everybody that clicks on that. Like that's why sometimes people put the price for something expensive in the ad because they know if somebody clicked on that, they're not that afraid of the price. And then as people click, that's how your targeting improves. Okay, that's level one, level two, and let me make sure I didn't skip over one. Oh, just getting used to this new, this keynote. A little bit different than Canva, but okay, so this is level two. This is book a call funnel. And actually the interesting thing is that this funnel could also be seen as a lead magnet because we're offering DigitalMind for free. And so that's how you're gonna see that all of these levels, they all connect and they all start to intertwine. So at the back end of your lead magnet, you put a link to your calendar at the very bottom of the Google Doc. Then some people will just go and book. And then once you get some people booking, you start talking to them. I like to hand sell personally first hand sell your offer. Once you hand sell your offer and you know it works, then you can put setters and closers in place so to start manning your calendar, we'll talk more about that. But it's very simple guys. Running Facebook ads, we're running a lot of pictures but also heavy, heavy on video and we're also running a lot of pictures. What I mean to say, send them to the funnel, Somebody gets to try it now for free. They put their name, email, phone number, their industry and then after that they go to the calendar where they can book. And this is our actual calendar for August. Every single one of those little rectangles is a sales opportunity that's pre booked on the calendar from marketing. And most of them are complete strangers. Never talked to a setter before. These are all mostly people who just came through an ad and booked. Now the pros to running book a call funnels is you get consistent high intent sales opportunities. If somebody reached out to schedule on your calendar, they probably know it's not a freaking strategy call at this time. Like you know, like in 2019, when I first heard the word free strategy call, I thought that meant like a free coaching call, like free therapy or something for my business. So I was jumping on all those that I could. And then I started making money, I started getting hit with those invoices and I started paying them and signing up for all this stuff. And then I figured out how this game really works. So I've spent a few hundred thousand dollars in personal development and it like it actually took me a while to understand this game. But everybody's trying to filter you to a call because once they have you one on one, they can pitch you at any price, they can sell you any offer, they can learn about you and they can make the deepest connection. But the problem is it's not as scalable because you need one person to be with that one person. And it's one on one sales, which is the most powerful but at the same time it's the most restrictive. So it's nice because they come to you. If you get somebody to reach out to you, that's like having a customer in your drive thru your marketing worked perfectly if some, if people are just booking on your calendar for whatever reason you're putting posts out, people are booking on your calendar, that means your messaging is aligned. That means you need to scale, okay? It'll fill your calendar, it'll streamline your sales process and it has infinite scale with a high close rate. If you can close 25% of your appointments on any package that you have like 5k, even $1,000, 25% close rate is what we Shoot for. And that's what we've seen. You can have infinite scale if you can close at 25%, predictably. Okay. The cons to this are there's lots of no shows and reschedules. It's expensive at times. With the key performance indicators, you're going to be looking at 100, 150 per call. Then a lot of people are going to no show. So that's going to double it. 200, 300 per call. This is a strategy for somebody that's got disposable cash and they're really ready to scale and they have time because you have to dedicate the time to make sure that you're either selling the person or your team is. Now, this strategy is definitely the one. Like, this is what I figured out. I started running for the dealership ads and I would just get dealers jumping right on my calendar. But I was spending 10 to 15k a month just to do 10 to 15 deals at 2500-3k retainers. So a lot of times when you start playing this game and as you start scaling, you make less money than you did before, but you're making a whole lot more money. So instead of before, when you would close like two 5K clients and now you got 10K, well, now you're going to be putting 10K into your ads, but you're going to be closing 10 clients. You're going to be making 100K. So it's, it's a lot different game. More money, more problems. This is why it's at level three or level two. And level three, the. This is where it all starts to come together, is the community funnel. The community community funnel is extremely sophisticated funnel. Now, this is Ian and Evan Macklin. A lot of you guys know the Macklin twins. Those are my big brothers. And Ian actually got me into the Elliott Group. I reached out through the 918 number and I said, hey, man, I want to get some training for my dealership clients. And he said, he called me and he said, hey, man, before you come, we do anything together. We got to meet you in person. He offered me the event. I came to the event. I even sponsored that event for my company. And that was a little over two and a half years ago when I first met these guys. And now I've been running their ads for the last six months. Crazy how time goes in that process. Ian and Evan were running a school community. And this is how Andy actually found out that I could run his ads, was they were running this and they needed help. They scaled it organically up to about 13,000 members just from YouTube and Instagram and pushing it. And they were doing really well. This is a free school community. I'm going to break down exactly how all this works. But we would just put this ad together that says, hey, can we give you X amount worth of training and courses from Andy Elliott for free? And we would give them some things that we even previously sold. So it was like, wow, this stuff used to be sold and now they're just giving it away for free because it's been so long. And, and it's like a fire sale. And you can get it right now for limited access. Plus calls with Andy and his community. People are going crazy. So this was the lowest costing leads that I've ever been able to get for the Elliott group even to this date because it was so powerful. We ran giveaways, we ran contests. And so this is a really, really good way to do it. But you'll see here, I've got the ads over on the left hand side. Simple video ad, picture ad. Sometimes you guys don't need on a static image ad. Here's a, here's a tip. You don't need a lot of copy written on the ad itself. You could just do a lifestyle picture. Look, they're there on the Runway. They got a jet, they're smiling. It looks like your friend or your aunt or your uncle or your cool, you know, buddy posted it from high school. This is where you're going to be able to come in here and you're going to be able to just use that picture. Exactly. You don't even need any editing. And sometimes the editing will actually kill it. And you'll see in the middle here, join the elite sales alliance. If you guys do a community, we just drive them from ads directly to the school community page. Ads directly to the school community about page. Okay? And we have some videos on there. And then it's just like, here's what you'll get today for free. Learn the exact framework that Andy Elliott used. The five step course to change your life. And warning. This program will change your life. If you're serious, ready to go all in. And then they get in there and they got the community. So now let me show you guys the entire ecosystem of how this works. And this is a very advanced way of funneling because it takes your DM and your lead magnet ads, it takes your book a call funnel, okay? And it gives you community and it puts it all together like this, okay? And this is where we are. So you've got, on the left hand side, you've got YouTube on the bottom. They were posting YouTube videos organically. They were driving people to this free community with interrupters, with links in the bio, with their SEO ads. We ran directly to the community. Once somebody look in the middle of the screen. Once somebody joins the free community, we ask them membership questions. This is key if you guys are actually techie and you understand like why you need this. If you're doing this through go high level, it's not as important. But if you're doing this through school, you, you have to turn on membership questions on your free community and ask them their phone number and email because then you, you use Zapier and you create a zap into go high level. And then you automatically text and email those people the link to your school community and the link to book a call with you. So this helps a ton to back you up. And then you. Everybody is filtered from the free community to the free five step course to book a call with the team. So it's the same thing of trying to fill your calendar, but also you're giving them all this friction to jump through. And more friction equals higher intent. The more hoops that they jump through to get to you, the more likely they are actually serious about working with you. So you have the free five step course where they've watched a lot of hours of your content, they become indoctrinated, they start to be able to think like you think and understand the way you're seeing things. Then you send everybody to the book call and on the call you can pitch them one to one. You can pitch them any of your offers, any of your pricing, pitch them one on one or you can get them into your group training program that you already have. So the twins, they were doing a $99 a month group or a 299amonth coaching program once we raise the prices and then once they get into that community, they, they automatically get access to the weekly group calls. They automatically get access to the classroom with your course content in it. All right, this is the ecosystem where you can drive all of your prospects to one community, then you can convert them and you can have all of your clients in one community too. And you can run your group coaching all out of there. So you can use school. Like I've got school listed on here, we use school. We scaled it up to six figures a month and that was in the first 90 days. But you could also use go high level, go High Level has the exact same thing school has, and that's through Elite Systems. You guys will have some kind of community app that also has the course builder on it. So you could do everything in Go High Level. It just depends on your audience. So if you're like in home services or something, or you work with guys that are blue collar, or you work with tire shops, you gotta ask yourself, how techie are these guys? Because getting in school and downloading the app and like doing all these little things, it might trip some people up. They might have like a seizure, like that's too much like. And then they just skip off and they don't buy from you. So if that's the case, then a Go High Level funnel, Go High Level Community is going to be easier. But maybe you're the flip side of that. Maybe you're working with social media ad agencies, or you're working with a very sophisticated niche like me. I work with coaches. So then I'm going to either use school for sure, or I'm gonna use an app like Circle that allows me to build out my own membership platform. Okay? So Go High Level is always the bare bones. You can use it to test anything, to run anything. But then sometimes, if you want, like product development, you want things to look really nice, you're gonna wanna use a school or a Circle app. Okay? So the pros to this, it's your very own social media channel. You drive hundreds of people into there and then you can broadcast to them in a moment's notice. Okay? You can send them all emails directly from school. You can, you can post to them at any time. It's very advantageous for driving people and messages. So you can send them Your videos, your YouTube videos, your polls, your webinars, okay? And it keeps your calendar filled with hot qualified leads. They've been watching your stuff, they've downloaded your guides. Oh, and by the way, that lead magnet, that Google Doc that we talked about that you made in Level one, you're going to put that in your community, and that's going to be a module where people can go and grab it out of there too. That's going to be one extra benefit. Okay? With the DM ads, they can DM you to get access to the community. Okay? The calendar is going to be linked in the community. So all these levels, they all just stack on top of each other. All right? Cons, the management for engagement strategies to work, it's a lot of management. You have to post in there a lot or somebody has to. They Definitely have to. Somebody has to. And whether you're going to delegate that or whether you're going to take that on yourself, it is building a community. And a community needs a leader. So you either have to appoint somebody to be a leader, hire somebody to be a leader, or you have to be the leader until your community starts making leaders out of itself. Okay. Ian and Evan did an amazing job with the engagement by they would run these contests. Whoever's the most engaged in the leaderboard they're going to get access to. To a one on one call with Andy Elliott. Everybody would go crazy. People would hack the system. They'd stay up till 4am chatting each other back and forth. They would do crazy stuff. So but we saw that the giveaways was a crazy crazy benefit that worked really well. And then other ways of doing engagement strategy too is just, we have, you can unlock certain courses. Like school automatically has like an engagement system. So if somebody comments and then they like your post, you get like a plus one point. And then after you get a certain amount of points you get a new level unlocked. And at that new level unlocked you can unlock a new course for them. So like that's one way that you can gamify them. Engaging in your community as well. And it only comes through positive engagement. So if you have like, like some people, they, they want a community where they just like I, I work with clients that work with contractors and they're a coach for contractors. They just want the community to be a little pit stop where the person stops and books a call on their calendar and then they jump on and they do their thing and they sell the person. So it's okay. Their community is kind of a graveyard. It's okay. They don't post in it every day. New people come in every day. They book their call, they get what they need, they sell the person, they're happy and it's fine. So the school can become a graveyard. So it works best to book people right away through there and, and present the high ticket offer. And then it also works best to take it super seriously and like build out your community of people and do some weekly calls in there. But also don't give away everything in a free community a lot of people make that mistake. Okay guys, now we're going to talk about the last two levels. We got level four. Okay, strap in self liquidating funnels. Okay, so like if you guys have ever seen that, never mind. I'll show, I'll have a graphic put together and I'll show you Guys. What? What? I mean, because I'll. I'll show better than I'll tell. But anyway, so the self liquidating funnel, this is going to be either a low ticket funnel, like, hey, get my exact seven step closing framework for $27 today, or it's going to be, hey, I want to ship you my book for free. Just pay shipping. Have you, have you guys ever been through a funnel like that or bought a low ticket product like that? I buy them all the time and sometimes they're terrible and sometimes they're amazing. And I'm like, wow, this guy gave so much value for $27. And I never forget that person. Well, these are the numbers. This is just from. You guys can see. This is last month, July 1st to July 25th. Andy told me to be fully transparent with you guys. Okay? To July 31st. Okay. We spent 8k on that one campaign. You guys see on the far right, it says 8,442. We brought in 21,375 in just book sales. So that's front end. So 2.53x ROAS on the front end. Now I want to ask you guys something. If, if you know, you might say, like, oh, only 2x roas. Well, we get all the leads on the back end. Look, there's 675 leads and 516 of those are brand new leads to the system. We get those 516 leads and we've already made 21,000 off 8,000. So we already made an $11,000 back. So I don't even try. With a low ticket funnel, you're not even really trying to make money on the front end. You make all your money on the back end. So you pay Facebook. Let's just make it easy. You pay Facebook $10 and then Facebook gets you a sale for every $10 you spend. And let's say you make 15 per sale. Every time you sell, you spend $10. You're making $5. Okay. It's kind of like if you were in a. Like if we were at a restaurant or something and we looked over in the atm, like every dollar you put in, it was printing out an extra dollar back and. And it was bringing back $1 for every dollar that you put in. How many dollars would you put in there? I would empty out my entire bank account because it means I get a solid 2x. I can double my money. You can only do that in like blackjack hands or something like that if you're really good. So I would do that all day. And a lot of business owners, they're, they're like, oh, I need to make like, they'll get on calls with me and they'll actually say like, I expect to make 25x ROAS in order to be satisfied. And I'm like, well, I don't know, like, it's basically impossible. Unless you're talking about spending $500 and making 10,000. But that's not real roas. Real roas. Once you start to scale, the more ad spend you spend, the more lower the roas goes. Because it's a lot harder to spend 50,000 and make 500,000 than it is to spend $50 and make $500. Okay? Because anybody can close one $500 deal versus closing the actual volume. So what you'll see here guys, is if you can just break even, if you can just pay a dollar and get a dollar back, then that means that all the leads you're generating are free. And, and if you can convert just one of those deals on a high ticket deal, 5k, 10k, whatever your offer is, that is going to lead to you being able to print money. This is called ad arbitrage. When you're able to actually put in money and you run your ads for free and you get free leads because you've already made your money back. So in this example, just in the top ad set, and by the way, this was actually our lowest performing ad set, we made back 2.5 dollars for every one dollar that we spent. So, and this is just on the free book. And we've got some upsells on it too. This is before a salesperson gets on the phone and starts closing. Okay, and then the other one, well actually it's, it's a mixture. It's got some people that are hand selling a couple packages to 2Ks, 3Ks, but most of this is done through just people buying the book. We charge 14.99 for shipping. We print the book on demand, we send it right out from this company. And that's, that's how the free book funnels work. Okay? In this bottom example, 8.8x ROAS and we did 84k off of $10,000 in ad spend and we got 500 new leads. So we spent 18k to make 100k. So, so we net not, not will. We gross, that's 100k. We net about 60 grand. A little bit more. Way more. So it's, it ends up being a really, really good deal. And you can run this, but only when, oh, I got my Pros and cons coming up. But you can only run this when you have a deep understanding of your audience and a deep understanding of your messaging. You're not going to be able to just launch a low ticket product or a low ticket digital offer and just start getting sales from it unless you really know exactly what your audience is dying for, what tool set they need, what skillset they need. Okay? So it's, it's not easy to do these. And that's why you see like the top authorities doing it after they've built a brand. But you can do it if you know your niche better than anybody else. And it's a blue ocean. You could pop out with just a low ticket funnel and you could spend like I had a funnel that I was doing for $27 and it was costing me $12 to get an acquisition. So for every $12 I spent, I made $27 instantly. And it was like right overnight it started working. So I just kept running that and kept getting sales. And then you put upsells on the back end, like one click upsells. Hey, click one. You know, you guys have all seen those. So that actually works super well. But you just have to build out your product stack. Here's some examples. By the way, guys, here's the example of the funnel on the right end. This is our new total recreation funnel. You guys are going to see it live soon. And then we've got some of the ad examples here. Now imagine you give this book away for free if you pay shipping, okay? And we're doing 9.99 for the total recreation book. 9.99, you know, and, and you just pay shipping. And then on the back end we say, hey, and we're going to give you three bonuses for free. We're going to give you access to this course, this software and this template totally for free. How likely are you to spend the 999? Everybody's going to. And so then you get your cost per acquisition lower and that's how much it costs you to get a customer. And then you can expand your profit, especially when you're closing on the back end. Okay, so this is the advanced level right here. I'd say this is like the brown belt level of advertising. It's not able to be done by everybody. And it is something that we should all aspire to do. I want to see you guys all publish a book, okay? Like you can all put out a book. It's some point. And you can use this and give out the book for Free. There's a company, shoot, I think the company that I use, I forget what it's called. I get. I got so many different companies, I get them confused. But it's a print on demand company. I'll figure out. I think it's Shipbob is what it's called. But yeah, it's called Shipbob. So it basically prints all the book on demand and then it ships it right out there from a local U.S. place. And so you just have to send them the book material, get the publishing, and then if you know your audience well enough and you know that they're dying to hear from you, and you have a good story, a good skill, a lot of case studies, you can put all that, funnel all that experience into a book, and then you could start launching a free book funnel. But you'll have already wanted to test levels one, levels two, and levels three, because it's not cheap to launch a book funnel. Okay. As you get deeper into these funnels, they're more expensive to start and to run and to launch. And they also take more messaging. That's why they're deeper in the levels. So the pros of this, you can get a huge list of low costing leads. They can even be free leads. And what I like to say is when Facebook pays me to get leads, so if I'm making a 2x, I'm making $2 for every dollar that I spend, Facebook's now paying me to run Facebook ads. And I'm showing up in everybody's newsfeed for free. Free for free. All the ads that you see, people are running, you're showing up for free. If you are making the money back instantly. And that's why I tell people, if you're running lead gen, go out and close your leads, because it makes the everything better. A lot of people, they. They build up, they're like, okay, I got 100 leads. And now what I'm like, did you call them? Like, try to work, try to talk to them, see if they're a human, like, if they're serious, because you got to go out and convert them for this whole thing to make sense. Okay? Marketing is only one piece of the puzzle. And then sales, which Andy's gonna cover in depth, I believe next week, that's where you're really gonna be able to just get on with anybody and close them. And then you can run ads and you can close anybody. And so then you have this unlimited scale and you can always grow. Okay? You can make money on the front end with These self liquidating funnels. But it's very hard. Russell Brunson looked at Andy's funnel and he was like, this is one of the best book funnels I've ever seen. Like, it's, it's crazy how you guys are doing this. So it is hard to make money on the front end. And I even know companies that lose money on the front end because they'd rather get the leads and the leads already paid them something. So they're a little bit more serious and have higher intent. Okay. You have to evaluate all these levels and find out what's best for yourself. And you can all start at level one and work your way up. Cons, okay? You need a high level of awareness in your market. You need to always be running more ads and spending more money. And conversion on the back end is where money is made. So you get somebody that bought your book for $9.99, you call them. Hey man, I saw that you reach out for the book. I've actually got some other free bonuses I want to make sure that you get access to. And by the way, what makes you interested in my book called whatever it's called? Okay. They're interested for this, that and the other. Well, hey man, I don't think you're just sitting around reading books to solve this problem. It sounds like that's a pretty immediate need for the problem. So what do you say we get on a call and. And I could discuss how I could help solve that problem with you directly like I have for X amount of other people and we could go from there and then you can just off one person buying your book. Like, I have a client that paid me $27 to learn my strategy, jumped on a call with me and then paid my $2,000 a month subscription. And he's been a client for three years. So just like do the math. Like I didn't pay anything to get him because he already paid back on the ads that I ran at a profit. And then he upgraded to the retainer and he's still with me on services today. So like this is the type of stuff you can do. But I had to spend like three grand on the ad before I got a high ticket deal. I was just like spending three grand and making like 2,600 or spending three grand and making like 3,400. But it wasn't like looking that good when these things are happening. Guys, this is probably the best thing that I'm going to tell you as all these funnels are happening as you're doing all this stuff as each, even as you're doing what you're doing now, it's gonna feel like none of it is working. And it probably means that it's about to start working and you just need to buckle down. Maybe sometimes things aren't working and I'll be there to show you guys like how to evaluate your marketing. But a lot of times like it feels really hard and then it starts to work. So you might be close to a breakthrough. Build products for everyone. So guys, you wanna have low ticket, low ticket liquidation strategy, long term, big picture. You wanna have low ticket digital products that you, you could sell to anyone, anytime, any place. You can run ads to these and as long as your cost per acquisition, your cost to acquire customer is less than your cash collected that you make from that customer, then you have a campaign where you can actually make money on the front end. Run ads for free and get more leads than you can ever handle. Okay. And then the idea is like, I mean if you have a really good converting low ticket funnel, then you want to spend like crazy money on it until it burns out. Because, because eventually you just reach everybody in the niche or the offer that could buy it and they all buy it. And that's why if you're, if you're focused on selling courses or more transactional low ticket products, you're always going to have to be innovating new product lines and new ideas. Because eventually it's not even selling to finding new people. It's you're selling to the same pocket of people and they buy your stuff every time. So whatever that maxes out on. That's why you want to know your limit and your opportunity. But if I'm in that same pond, I going to go and try to find the whales on the high ticket. So mid ticket go one to many. Okay, I'm going to teach you guys next about the one to many strategy webinars and event funnels and then high ticket one to one. So that's, you know, you get on a one to one call with somebody and you can sell them a high ticket. Okay. And one thing that I like to do guys is I actually like to reverse engineer the funnel. I don't like to start at my lowest ticket product. I like to start at my highest product, the highest transformation that I can offer someone and then charge them as much as I can and still get them a result and make them money and then I work backwards from there. So maybe I could have it like an intro program of that or an accelerator. And then what that accelerator needs is a community. It needs some calls. So then that's my 297Amonth. And then I need some scripts to get into it. That's my 97. And then the 1497 is like some proven. So you just work backwards and get a little bit smaller each time. And. And then of course, your program includes everything. So you guys will see Andy's got a ton of digital products. This is on a week to week basis, guys. We're getting all these different type of product sales. Like although 1499, you see those are all just straight from ad sales. $41.99. That's straight from upsell two, 99 upsell. So all those are for marketing. And then the 10Ks, the 25Ks, the 30Ks, the 75Ks, those are all done on the back end from the sales team. All right, level five. And, and I'm going through these kind of quick so we can have plenty of time for Q and A, guys. But one to many mastery. So this is called level five because this is like black belt level. Once you can sell one to many, you're up there with the best of the best. Have you guys ever heard of a guy named Tony Robbins? A few. Of course, we all have. That was Andy's original mentor. And Tony Robbins, if you guys have ever noticed the way that he sells, once a year, he does a huge webinar. Okay. He brings hundreds, thousands, probably hundreds of thousands of people onto these webinars that he does. Why does he do that? Because it's the highest leverage way of his time. He spends three days a year, he spends crazy money promoting webinars. I've got clients that I've personally ran webinars for that will spend 20, 30 grand every single webinar. And we'll spend that over seven days. I've got one client that runs 102,000 to $120,000 for a two week, two day virtual webinar. Okay. Because the reason is you get everybody in the room and then you can convert them. So I'll show you guys what that looks like right here. You'll see some of the metrics from our webinar. So you can see this is a combined like 8, 12, 16. Wait, yeah, 16. Like roughly about $17,000. And you can see in the total revenue for the $17,000 in ad spend, we have one campaign that did 45k, one campaign that did 17k, and one campaign that did 15k. And it's all because we, we spend the money, we get the people front loaded and, and look at all the leads. 183 leads, 166 leads, 77 leads. So we've got hundreds of leads now. And then on the front end we, we spend the 20 grand. Let's just make it an even math. So let's go 45, 50, 60, 75 let's say. So about 80, about 80 grand total from just these couple of ads. And this is just a snapshot, this isn't all we do, but let's just say about $80,000 from $20,000. So we spend the $20,000 in a week, we make the $80,000 back the very same week on the front end, cash collected. And then we have all 200, 300, 400, sometimes thousands of leads that have already seen our pitch, been on the webinar or they signed up for it already and now they're on our email list. So this is the best way that you can self liquidate, make the most amount on the front end that you can cash collected and then on the back end your team can still go and convert all those leads because they're already in your ecosystem. Okay. And you guys will see a screenshot at the bottom. 8,435 total registrants. That's my all time record of the most registrants that cost us 30 grand to do. And we had 4,000 people that attended live. So it's a numbers game. You'll run a webinar and about 40%, like 30 to 40% of people that sign up will show. And out of the 30 to 40% of people that show, 5 to 10% of people will buy. If you have a better offer, more people will buy. If your offer isn't good, nobody will buy. And you can't be emotional about it. The market will tell you what, whatever's the truth. We've had multiple webinars where people do 50,000 on their first one, 15,000 on their first one. And then we've had multiple webinars where people flop. And when you look back at it, it all comes down to what I said at the beginning of this. It's your mechanism and it's your messaging. Not all mechanisms are created equal. Not all messaging is made specific enough where I really feel like it's believable enough to help my problems. Okay, total revenue. You see that? July 22, 244K. I'm going to show you guys how we did it. Okay, you guys see this? Screenshot this is a screenshot that most marketers, most business owners, most coaches will never see. You guys only get access to in this program. This is one day, okay? Actually, the first two you can see are actually from the day before, but the rest from the bottom two up are all from the same day. This is all July 22nd. This is all. Everybody that got in this program. We did the webinar, okay? We did our biggest webinar to date. I had already broken a record with Andy. We did this one. We followed the proven webinar framework and we got all these deals in. Now I'm going to talk to you guys a little bit at the end about Hiros, what we use for tracking. But you'll see it has origin, source and last source. That tells me where somebody first found me and where they last clicked from. This is very important. Once you guys start scaling, if you guys aren't going to spend more than $10,000 a month and you're doing under 50 grand, you don't need high roast at first. But eventually this tool changed the game for us and what it showed more than anything. You see all those. Most of these are from ads right here. Some of them are from email. Shout out to Carlos. Me and Carlos tag team on the email. So any of those you see with the emails, that's. That's our joint effort. And then all the stuff that's Roas book, video book, video ad set one. Those are all from ads. And then you can see the organic as well. Instagram organic. Instagram organic. So for Andy, a guy that built a powerhouse off of organic, now paid ads are becoming a powerhouse for driving new customers. Because eventually all companies, no matter how big you build your brand, eventually organic has limitations, but it's also free. So it's like all the benefits that Andy's talking about, but the limitations are solved. Paid. And that's why Andy didn't run a lot of paid until he met me. And now to do this webinar, 250k webinar, we put 20k into the ads. Was like, hey, Andy, I spent 20k on ads. He's like, you did what? He's like, he's, you know, like he was kind of surprised because we'd never spent that much on ads. But he told me that he didn't want to play pat a cake. He wanted to do the world's biggest webinar. He wanted to break history. We made history on that webinar. There's not a lot of people that do multi six figure Webinars. And this is only one of Andy's, you know, fifth or less. It's like he's done less than five. Okay? And I laid out the exact framework. Now, one to many selling. There's still a sales conversation that's happening, but it's happening inside the person's own head. So they're not able to respond to you, but they're having this conversation. So you have to give a lot of time. And I'm going to. Oh, let me just go back to go to the pros and cons. The hard part about this is you have to be a master at selling what you sell. And you have to have your offer so dialed in. If you don't have it dialed in, you can try this, but you have to do it in a safe way so you don't spend a lot of money or waste a lot of money. So you get a volume of quality, high intent leads. You make money on the front end. You validate your offer, your marketing and your sales system in one go, okay? You can actually run your marketing and see if people sign up, okay? You can see your sales system if people show up. And if they buy, that's your sales system, then it's proven there's not a lot of other funnels where you can do that. Most funnels, you have to run your marketing, then your sales has to step in. And then it takes weeks to close the calls they do book. All these calls can take months to know if something's working. Webinars give you instant feedback. Okay? That's why I love them. And here's some of the top ads. Believe it or not, the Miami Vice looking ad with Andy in the blue was the ad that did 45k. Just a different look. Some of you guys here, you might have even seen that for the first time and or the last time before you click, before you jumped on the webinar and bought. By the way, the whole scripting of all of that, it follows these mechanisms that I'm teaching you guys at the beginning. All good marketing is going to have four building blocks, okay? And this is different than the four things that your offer needs. The instant, fun, simple. Okay? This is different. You need stories, problems, promises, and mechanism. These are the building blocks of any sales copy, sales letter, sales funnel. What problems do they have? What promises do I make? How am I going to do it? That's your mechanism. And what's the story? How did you figure this out? And guys, I want to tell you something that a lot of the coaching Industry. People get into the coaching industry, and it seems like they just decided they wanted to just start a coaching company. Nobody likes that story. Okay, I'm just going to be the first one to tell you guys. Nobody's going to like that story. Maybe they will. Maybe I'm wrong. Maybe you'll tell me, hey, Nate, everybody loves that story. I wanted to be a coach. Cool. But what I found, the story ARC is for 99% of the most successful coaches is they got really good at something because they were in a lot of pain. And when they got out of that pain, they accidentally helped somebody else get out of that pain. Accidentally. Keyword. Like, somebody asked me something and I wrote some notes on a napkin. I gave it to him, never thinking I would see him again. And then little behold. I. I was at a gas station and the guy came up to me crying, and he shook my hand and he's like, dude, what you wrote on that napkin, that saved my marriage, that held my life forever. I love that. Where can I get more of that information? And you looked at him blankly because you knew you didn't have the information. And that's when you decided to go home, whiteboard everything out, write it all down. And then you started to teach people at your men's group, and all of a sudden they started having success, booking more dates, getting fit. Whatever you sell, whatever the outcome is, boom, boom, boom. So that's when I started charging for it. And. And since then, I've helped X amount of students to scale. This is your story arc. This needs to be everybody's story arc. Like, I mean, it doesn't need to be, but it's like kind of like the hero story. There's like. Or the hero's journey. There's like archetypes and messaging. And this is an archetype. It's like you solved problem. You accidentally help people solve problems. You saw there was a viability for a business, you didn't want to do it, you were going to leave, you were going to go do something else with your life. But then something pulled you back in and now you're a full time coach. And now you went all into this. That's the easiest way to have a story that people resonate with, where they're like, man, that is such a cool story. Here's some of the ads, here's some of the funnels. Guys, you see me right next to Andy, okay? I'm helping him at all times. This one, we had 800 people. We had 900 people at the peak Just shy of a thousand people on for 20k, which is a phenomenal show rate. And we ran these funnels. People sign up, they get the emails, they get the text reminders, and they show up to the zoom call, and we make them a whole presentation. We show them all the problems they're facing, all the story of how we overcame that problem, all the mechanism of what we actually do to get success, and then the promises of what we're going to be able to do for them. And we make them an offer that they can only get there now on the webinar, and we convert people like crazy. Okay, guys, last but not least, okay, event ads. Okay, guys, these are super cool. I think even some of you guys might have seen these event ads. So hold on one second, Okay? Okay, guys, so sorry, my mouse went away for a second. Hold on one second, guys. My dog's. Sorry, guys. All right, so with event ads, you are going to run a local event. A lot of you guys are going to be running a local event, and you're going to need top of funnel. These are awareness ads. Okay? And this is like, hi, hello. This is me. Nice to meet you. And you can run this with any campaign, by the way. So you can literally with any of the different campaigns that you're running, you can. You can run top of funnel, and then you can do retargeting. Okay, let me just send a text. Okay. All right. My dogs are just tripping. I thought my girlfriend's still home. Okay, guys, so with Facebook, with Instagram, you can do retargeting. And it's very advanced. You can retarget people based off if they've clicked on your Facebook profile, if they've clicked on your Instagram profile, if they've watched a video, and not only that, if they've watched a certain percentage of the video. So if they've watched 15% of the video, you can make a specific audience off those people, and then you can go tell Facebook to make an audience off those people. That's even more of a sub niche. Hold on, guys. I gotta go put my dog up real quick. Give me two seconds. I'm sorry. Hey, my bad, guys. I don't know. She's like barking at the mailman or something. I got a nice guard dog. But you can create these retargeting audiences, and some of this Facebook will automatically do for you. But we found that actually doing retargeting works really well these days. This was a campaign that I manually set up retargeting. So the top of funnel ad is like, it's like an introduction. It's like, hey, nice to meet you. Here's who I am. Who are you? This is what we do. And it's just to get people aware. Then you have your middle of funnel, okay? Awareness, consideration. At the middle of funnel, they're considering coming. This is where you want to list out the benefits, all of the things that are going to be included. And this is where you really want to get them to consider it. So you'll see at the top of that, I have a testimonial right there. My mindset has changed, my perspective has changed. And this testimonial people can actually engage with. And then bottom of funnel, this is where you have all of the benefits. But also you have special incentives, like, you know, seven days only to check out special discounts you can put there. And these, you would do bottom of funnel people. This would be people who have maybe submitted the cart form, but then they abandoned the cart or they were on the checkout page. Those are the closest people in your conversion cycle in your funnel. And that's where you would do the bottom of funnel traffic. And the reason I decided to show you guys this actually. Let me look here. Yeah, there it is. Okay, so right here, this is a pathway of a lead that actually went. And you can see on the bottom left, 77 of this year, this person clicked on the top of funnel ad. Then on 7, 8, they clicked on the retargeting ad. Then on 7, 8 they also clicked on a different variation of the retargeting ad. And then on 7, 9, they purchased a ticket for 997. Now Andy talks about the event strategy and as part of the event strategy is rebooks. So in the room, you know, the, the retargeting top of funnel, middle of funnel, bottom of funnel, all got this person to the dialer. The dialer you guys learned about yesterday. Okay, the dialer. One of our salespeople called them, helped him out. $997 ticket. They came in person and they bought the rebook at $7875. And I think that's to join this program. Not sure, I'm just like on the back end. But it's really cool when you can see a stranger turn into a high profile customer just from getting targeted with these different layers of ads. So you have to think in the shoes of the person that you're marketing to and understand that like this person's gonna be first. If they don't know me, what would I say to a stranger. You wouldn't go up to a stranger and you're just like, hey, join my mastermind bro. Like wait, what are you? Who are you? That's why you have to be really good at saying exactly who you are, exactly what you do. And here's some event funnels in an action. This is what a couple of them look like. One of them is from the US Sales Summit and the other one's for built to scale. You can do these a lot of different ways or you could just use lead forms. We've had a ton of success with event funnels. So as you guys run events and stuff like that, it is like all this stuff is hard to set up on your own, but it is possible. Now I gave you an overview today guys, but I'm gonna go through a couple hot topics for you guys to remember. So speed to lead stats. I'm gonna go ahead and share inside of the channel. This is an MIT study that was done all talking about speed to lead and follow up statistics. So I'm gonna send that in the WhatsApp group for you guys. Or maybe Carlos has a place that he wants me to put it. Yeah, you can send it there and I will add it to the sheet where has all the links and everything. And just so you know guys, we will have the portal set up this weekend. So basically you will be able to access everything in a course based way inside Gohan level or Elite systems what we use. Cool. Absolutely. Thank you brother. Appreciate you. So guys, read through these speed to lead stats. They're really, really interesting. This is an old study, but still a banger of a study that MIT did. I've trained my whole team on it. I've trained multiple other sales teams that I work with on it. Oops, sorry guys. Disappeared for a second. There you are. And, and it works really well. So I'll, I'll let you guys check that out on your own time in the channel. Let me just pull this back up so you guys have that optimize your thank you page guys. A lot of people are so worried about the front end funnel and they don't realize that people spend the least amount of time on your opt in page. So for those of you guys that have done marketing before, you know what I'm talking about. It's like if somebody just goes to your page and they claim it real quick, you spend so much time working on that front end page, if somebody wants what you're selling from an ad, they're just gonna click from the ad, they're gonna go to the page, they're gonna fill out the information, they're gonna try to get whatever you're selling. So you don't optimate, optimize the opt in page as much. Optimize the sales page or excuse me, the thank you page, as if it was a sales page because it actually is a sales page. So this is like Andy's thank you page that we're running. So they land on this after joining for a webinar, and look at this confetti. Boom. You couldn't be more excited for this. Congratulations, you're registered. Look at all this. There's buttons flashing is blinking in my face. And by the way, this is a video analytics tool. Hey guys, do not miss this one. If any you guys want to know about, just ask me. But it does the speed load right here. So this is like loading a little bit faster faster so I can watch. It tracks all the analytics of watch time and everything. Then you go through. They can add it to their Google Calendar. This is another tool that we custom code in here using a plugin. You. You teach them more about, you know, whatever events you're doing. And then we like to give them a free course. So get them absorbing that seven hours of content from behind the scenes. Like, this is just choppy, but literally, like, people will spend hours on this page and then they'll show up to the call, excited, ready to learn, ready to, you know, move forward. And they're a lot more pre sold. So you guys stack all your social proof on here, stack all your, your trainings on here, link your school community, link everything through here. And this is just a thank you page of a webinar funnel. So that was one thing I wanted to make sure to mention to you guys was to optimize your thank you pages. Always use High Roast for tracking once you're above 10k a month in ad spend. Okay. And if you're doing over six figures a month, it's definitely important, but until you get to that point, it's not as necessary. High Roast can be a little bit spendy, just depending on how much volume you're processing and how much revenue is tracked through there. But it is an amazing tool. It's dialed in everything for us to be able to know. Because here's the problem. These paid ad platforms, they lie. Well, they don't. Sorry, I shouldn't say it like that. They lie, they cheat, they steal. No, but they all try to claim each other's results. And so, like if you get a bunch of results from organic, like you make a Facebook post that does really well. Facebook ads will try to say, oh, those were our customers. And it's not usually accurate. So when you're doing ads at a high level, you use high rows and it can actually tell you the origin source and the last source that somebody clicked on. This is how I found out that ads work really freaking way better than everybody thinks. People think ads aren't working. They're like, I work with business owners sometimes. They're like, hey man, we're getting, we're busier than ever. But we don't think it's from the Facebook ads. We're actually getting more people from Google. And then when you track it back, the people are going from Facebook, typing them in on Google and looking at their reviews. So the business owners optics is like, oh no, they came through my website, they came through Google. And it's like, no, it's because you're running Facebook and Instagram ads in your backyard. They can find you. So those are just some things to think of as you scale. Always be making new ads, guys. Nobody is going to know your customers better than you. So you always have to be making new ads. You always have to be thinking of different ways that you can serve your customer. If you have a mechanism that works for them, just continue to ride that until the wheels fall off. You know, get, get it to as many people as you can. You don't have to iterate something much. If you've got a proven process to help somebody get a transformation, then just rip that all the way, all the way till the wheels fall off. But you are going to have to make new ads, new ways to package that, new ways to funnel that to people. And, and nobody's going to know your customer better than you. So I shared with you guys the speed to lead statistics. But just so you know, you have an 80% decrease in your odds of qualifying the lead after five minutes has elapsed. So five minute rule for all leads. If you respond within the first minute, you have a 391% increase in lead conversions. So as you start, as you guys start getting leads, make sure that they process instantly. Make sure that you get a notification, make sure that, make sure that somebody reaches out. It's best to call them, text them, email them as they come out. And that's called speed to lead. So I'll provide these, I'll drop these slides for you guys so you can see these stats. These are taken from a few different Studies. Harvard Business Review Lead simple. These aren't just the studies that I sent you, but I did send you guys that one as well in the group chat. And that's the lead responsemanagement.org study. So if you're just talking about how to make your own business more profitable, you, you would do the same thing. You would optimize your, your speed to lead and, and it helps instantly. So, and then guys, that makes up the entire ecosystem. So you've got your proven process, you've got your lead magnets. Okay, Lead magnet ideas. It can be a guide, a free training, a discount, a coupon code, a one time, you know, whatever it is, there's hundreds of lead magnets. You guys can see. You have your community funnel to fill your calendar and get high quality people reaching out. You have a self liquidating funnel, which is free ads, webinars, which is one too many. And then you have event ads and running events. You need ads for all of it. And I haven't found a better way to get results than running ads. And I haven't needed to do well with organic. Like guys, I got a YouTube channel. I've had videos. Like I followed Andy's strategy and, and I've had videos where I got 1500 views and put up a hundred thousand dollars through it just from following that strategy. But the 90% of what I've done has all been through paid ads. So you guys, rest of the floor is open to you guys, go ahead and raise your virtual hands. You guys have questions and we'll just start ripping. And guys, just so you know, like, this is a high level, scoped out view of each one of these different funnels. I've made each one of these funnels work really, really successfully, but it definitely wasn't easy. Each one of them has their own pros and cons like we saw and, but yeah, I'll take any questions now and we'll go over it and then I'll be happy to meet a lot of you guys. Live in the, the next few weeks. Speedy, you're getting, you're getting your tattoo. Let's go, bro. Yeah, man. Hey, I, I need to get up with the book thing. I need to get up with all this, this ad. I need better call quality leads. Like, you know, I'm bringing up some clients, but these, these, these garage people got too big of egos and, and it's lower leads, brother. I need some better, better quality people. Yeah, I hear that a lot. And one thing that you'll find is if you're getting people that have like a big ego. A lot of times they don't understand your process enough. So I started putting out hour long videos in the back end of my ads and just saying like, watch this video before you book with me. And it takes a lot longer to see results and it takes a lot longer to get feedback, but you start putting out content. Never teach people exactly how to do what you do. In my opinion, I don't like to do that. I like to teach them what I do and why I do it. So what I do is I put hour long videos in my ads so that people watch them. Why I do it is so that people will show up and they won't have such an ego. I'll already have broken that down. And then I leave you guys wondering like, how do you, where, how does it work? And that's, that's like the open loop of marketing. So. But yeah, man, what are you running right now? You running paid ads or what are you doing? Everything's organic through my social media. Everything. Yeah, yeah. So yeah, more any of these funnels, like take your pick, choose which level you're at. Um, a lead magnet funnel can work really well. Like I put all my best strategies onto a Google Doc, showed what I do, why I do it, screenshot of it went through on an hour long video, put it on YouTube, screen share, and I got a ton of really good clients from that. So just pick one thing in your industry that people aren't really capitalizing on and just start talking about it and then put some bait on that hook and get them, get the highest people reaching out to you. The, the people that actually can do something. Okay. Yeah, if you got any pointers, man, send that to me, brother. Because me, I get a lot of views on my like a lot of engagement, everything. It's just, you know, finding the right people. Yeah. If you're good at getting a lot of views and you're, you're running into an issue where you're dealing with a lot of one to one sales and it's like hard to chase these guys down. They're not that serious. Then yeah, Lucas, I'll drop it. I'll drop the slide deck in here. But then what works really good for that is one to many selling. So like a webinar works really well for that because it's like, hey you all, instead of me tracking you down, anyone that's interested, I'm going to be teaching you how to do XYZ thing masterclass on Thursday. 2pm click here to jump on this link. And then everybody comes at one time and you tell them all what it is. You get some of them that love you, some of them hate you, some of the good ones jump off some of the, you know, so that, that works really well when you don't have a lot of time. But if not, man, just don't, don't like just try to get somebody in there working those for you. The sooner you can get somebody working those because I know you've already closed a lot of people, you know. So like once you've hand sold a few, then try to get somebody else that can do it because it just gets annoying after a while. Like after you've closed it, it just like it starts to bother you, but there's still money there. And so like that's where you get the 18 year old rolling with you, the 20 year old savage really good communicator to start working through those leads for you and just route them right to that person. The faster you can do that, the more and then just pay them a commission, you know. Oh, what's up? Yeah, I have a question about that. So what are your, what, what are your thoughts in regards to when you do a webinar to sell one of many, recording that webinar and keeping it, keeping that recording going and letting people schedule to, to watch that same webinar? Do you suggest only ever doing live webinars or keeping that recording so that people can watch it at any time, whenever they, whenever they have time? Yeah. Is there more value in doing a live webinar? I mean, in regards to answering people's questions? Of course. I think it's a lot more valuable to do a live webinar. But what are your thoughts on recording the webinar and keeping it live and rolling so that people can watch it anytime? And I, yeah man, I know. Like, yeah, like Bob Proctor was doing a pre recorded webinar and he was crushing with it. He was doing multiple million dollars a month from pre recorded. But he did a lot of live ones to figure that out for first. I think that at first you have to do them live to figure out what your pitch is. And what we do is we'll run the live webinar and then we'll run the replay so anybody that missed it will say, hey, we're doing a replay. And then we'll send them the link for the replay they'll get on the next day for anybody that didn't show. And then if it's A high converting webinar. Then you can take that, upload it as a recording, and run it as what you're saying. A prerecorded one, which is called Evergreen. We just haven't had as much luck in the last year or so doing evergreen ones because everybody kind of figured out that those mechanisms aren't real. Like, oh, starting in five minutes. Oh, what do you know? Starting in five minutes. And Grant Cardone did them. A lot of people did them. So it can work. It's just one of those things where you use, like, an artificial, you know, like you simulate it as if they're finding it and it's live a lot of times in those funnels. And it's harder to do that these days because we're in a trust recession. So I like to just keep it g with people. And I'm just like, hey, it's going to be live. Or, hey, you. You can get this recording. And then the recording is not a webinar anymore, though. It's a free training at that point. The something about the live them showing up. So I really like the live room. There's something about all the people in the chat together. There's something about you showing up and presenting on that day. There's the pressure. So it makes it fun. But for scalability, if you have a proven offer and you just need to get the message out night and day, then, yeah, run an Evergreen webinar. All right, thanks, bro. Thanks, my guys. Mike, you coming down here at the end of the month? Oh, he muted. I hope to see you, man. At the end of the month. Yeah, I'll be there for sure. All right, cool, man. We'll chat then. Thanks. All right, Tara, you're up next. Oh, let me let you unmute. All right, let's roll there.

You can hear me?

Yes, ma'. Am. How are you?

I'm great. How are you? So I have, like, several questions because this was really what I needed.

Yes, ma'. Am.

Running. I was doing ads to the dm, setting up sales calls, but that was a lot of work. I was taking all the sales calls. I didn't want to be on sales calls 18 hours a week. So then I started doing a webinar in April, and I've committed to a live webinar every week for a year. So I can, like, nail it.

Wow.

They are like, I'm getting good conversion, like 7 to 15 times ROAS on our ad spend 30 to 40% show up rates. I'm optimizing the thank you page and Started funneling them into a school group. But I suck at the school group. Like I don't know what to offer in the school group, like where you're not giving away everything. So like I'm, I'm really unclear on the strategy of the school group but it has worked. I mean we're getting about 30% of the people opting into this free school group. But I guess like have you ever done, have you ever done a self liquidating offer on a free webinar? So at the thank you page, would you offer a post registration low ticket upsell for like a workbook for the up for the webinar to offset the ad costs for the webinar? Have you ever had any success with that?

Yeah, yeah we do that. We do like a VIP option 297. So we've done that before and a lot of people, a surprising amount of people will take it. But we've gotten really good at converting high roas on the webinar itself where we'll do the event, we'll do the webinar, we'll self liquidate on the webinar and then we'll have the sales team hit the list on the back end with calls. And that's where we usually do an extra 10 to 15amount of percent of sales. So you can do that. But that's more common if you're doing a paid like two day event or three day event, like a 27 two day event or 49 which those have gotten really, really expensive. So the biggest bang for your buck is still the free webinar. But yeah, it wouldn't hurt you at all to try to add that there. And it's an easy test to say wait if you want to get a special workbook shipped to your house. It's just still kind of a hard offer. Like people don't come with the buyer's intent so you have to fully sell them on that page. So you want to have like a video on there selling them. You'd really want to have like the. It'd have to be a really good offer and clear value. But you could really try it.

I was just thinking, I mean my ICA is women in real estate and they love paper, they love workbooks. And I was thinking if it's like low ticket, I'm only doing about 9 to $15 per lead to get them on the webinar. So I feel like if I did like a $1720 low ticket that could self liquidate a lot of my ad costs on the front end. But so that was my first question. That's really super helpful. So I did everything backwards. I started high ticket with the ads to the dm. Don't want to do one on ones. Like I'm totally on board with what Andy says. Like I'm not selling my time for money anymore. I'm reverse engineering a low ticket. So for your low ticket funnels, when you're running ads and I see your 2x ROAS, which I think that's pretty good, like that's the target. Are you doing, you said you're doing upsells. Are you doing like one order bump and then a post purchase upsell? Or what kind of like format have you seen that works the best? And then what price point? Like 2747. What's our entry level for the low ticket that you, you're seeing the most success on? Or is it just the book funnel that you guys are running?

No, because I, I, I have my own agency and we work with a lot of like other coaching clients. So we do like low ticket funnels. And for some reason, like the numbers that stick are like 7.99, 14.99, $27, $41, 90, $99. And then after that it's, it's different. You know, after that it's all done on the back end. Up to 97 is about the highest that we can run on the front end that we found. And we've tested this with a lot of different numbers. What we'll do is what we'll set it up as is we'll have the first page, the, the offer. So it might be like let's say a $27 funnel. Then we'll have on the order bump and the order bump will be 2x whatever the main principal price is. So if it's $27 for the whatever is being sold on the page, then the on order bump would be at least $54. Oh God. And a surprising amount of people. And sometimes you just test and play with like this is the weirdest thing that I've ever tweaked around because it has a tremendous impact just by changing. We found that just by having the on the order bump on the page, we converted almost 30% more leads as sales than when we just didn't have the on the order bump. So guys, anybody that doesn't know what we're talking about, it's like you go to the order page and you have the main product selected and then it's got like a checkbox and it's like on this order, if you want to add this other thing, check right here. That's called the on the order order bump. Okay. Then you go order bump and then you go to a page that's a one time offer. Okay. So the one time offer we usually is an upsell. And so it'll be like I think our, our upsell that we do is it's like 297 for three months of coaching. And then if they say no to that, then we have a downsell which is the same offer but you can do it in a three pay instead of one payment up front. Then you go to a cross sell after that and then cross sell, upsell, cross sell, down sell. So when you're thinking about and really like this, you actually get this down by just testing. And we've added things to it, we've taken things out of it, we've tweaked it. Our highest converting upsell is the, the one right after the purchase page is always the highest. That's the one we like to make $97 and then the, the highest. But surprisingly we'll do a cross sell that's $900 and we'll convert like 4 or 5% of people to a high ticket, like a 997 or $897 offer there.

Which, when does the cross sell plug in?

After the downsell. So it's like yeah, it's like check out, order bump, purchase, upsell down sell, cross sell, down.

So I was gonna low ticket 47 order bump 62 post purchase, upsell 97. But I hadn't put any down sell or cross sell in there. So that makes a lot of sense to me actually.

Yeah. And it's, it's kind of weird. I've tried it at a lot of different. Like I've, I've had, I've tried it soup like without knowing anything, I just tried things and, and people just buy things for like it's a $500 sell. They'll buy it. Like it's, it's, it's one of those things you want to test a lot, come up with a lot of offers and you have to be good at like piecing out what you do and sounds like you are, sounds like you've got this. So yeah, for your low ticket, you know, the first thing is a PDF or a script, something usable. I like toolkit for the first thing. And then the second thing is like a mindset. But anytime you're thinking about upsells or cross sells, it's either more of the same thing, you want more of the same thing for free or for less price or something an accessory or in addition to so something that would be nice along with versus getting more of this thing. And that's how you can think of upsells and cross sells. Okay. Yes.

Do you guys see cycles in the webinars? Like I noticed a dramatic drop in show up rates over the summer and I don't know if it's just my avatar and people are busy. Like when you're doing the webinars for your clients, are you noticing like increased ad costs or drops in show rates or anything like that? It's like certain cycles of the year.

Webinars are extremely ebb and flow. It's. It's always like that. You can have the best pitch, the best day, the best ad spend ever and the best amount of leads ever signed up and get the lowest show rate because you know, just time of week it was like people, people, you can have the highest show rate and then people don't buy. It's like the lowest conversion rate because everybody just had to pay their rent. You know, like there's a lot of things that happen in webinars and so the thing like that you're doing is the right thing of doing them in high volume. So you can get used to it. But eventually you would go from once a week to doing it like once every two weeks or every three weeks. And then you would spend some real money to get everybody there. And the dates that we found that work best. Hollywood will release movies on Tuesdays a lot of times and like Netflix and stuff. Tuesdays, Wednesdays and Thursdays. Those are the best days to do webinars. We never do them any other day. We've tried other days and they have all been a fluke. Except one time we did a good Friday webinar, but it's pretty hard. And we like to go afternoons between the hours of 2 to about 6 PST. That way you can hit the entire country, relatively speaking. The east coast guys. It gets really late for them. So you have to know your audience, where they're from. But no, it sounds like you're doing everything right. I do want to circle back and answer your first question here. You asked about how the school community, what to give away in your free school community. This is an example of one that I created for a client that was really successful. So they get in the free school community here. Okay. Once they're in the free school community, they go to the classroom the start here and the start here is just going to tell them to go and introduce themselves. And when they introduce themselves, it's going to tell them to book their one on one call. Now you know, like he's got people that do these calls for him that take all the sales calls. So we try to drive as many people to the calendar as we can for these people. And then he's got his closers and his setters that are in here. So this, this strategy works really, really well for him. And then as you go through the classroom, what we do is we have the onboarding call and then free five step course. All the free five step courses is a video sales letter which is basically like a webinar that's chopped up into bite sized pieces. So instead of doing a one hour webinar, you would do like five three to seven minute videos.

Oh, that's smart.

Yeah. And then each one has a call to action at the end that say book your one on one call, you know, and, and you give them some value. But we'd just like to do a free five step course. And just remember guys, teach them the what and the why but not the how. So it's like what do we do? We have to master lead flow so we can make enough to pay our team. And why we have to do that because we want to make generational wealth for our families. If you guys want to learn how we do this, click the link below. You're like sitting there like, I love everything that guy said and he didn't teach me anything and, and I need to find out more versus the guy. That's like how you're going to master leaf flows. You're going to create a door to door team. Like you know, like all this stuff, even when I'm telling you guys here it starts to become boring because you're like, oh, he's actually showing us how it works and it's not as sexy as when I didn't know what it was. So like you have to, in your free community, you have to leave them hanging a lot of open loops. And you can also link like it's really good to link your, all of your testimonials here and your YouTube channel as well. So you can just link your YouTube and a lot of you guys are running YouTube content so you can put all your YouTube in here and then you can do other free courses. So when I'm running ads for Justin, I say, hey guys, you can get access if you're a contractor to this community where you'll get a free five step course, you'll get a whole library of seven figure contractor secrets, you'll get our door to door masterclass, and you'll get Andy Elliott's scaling event, plus a customary onboarding call with my team, all for free. So now they're feeling like they're getting something for nothing.

So I could put in like a free, like an affiliate, like, little mini course from one of my friends that teaches something in there too. Like. Well, that's what, that's what you're doing here with the Elliot army thing. Okay, I like that.

Yeah, for sure, for sure. And then on the calendar too. Like, Justin doesn't have any, but you can, you can schedule your webinars in here too. And so then you drive ads to your school community, your free school community. And then you drive ads to the webinar, and the webinar puts people in your school, and then your school brings people to the webinar.

So when I'm doing the same webinar every week, though, that's what I was unclear about because I knew about that. Like, I'm, I'm not running to my school, I'm just running to the webinar. And then they're funneling into school for free. It's kind of like I'm double dipping on that ad spend.

Exactly.

Would I still put the same webinar link in the calendar? In the calendar, even though it's the same webinar every week? Would you tell me to do that? Like that's a good strategy.

Yeah, yeah, because. Because 60 of people aren't going to make it anyways. Okay.

All right.

And you can theme it differently, but we do see an abundance of webinars. It needs to be positioned in a smart way. Like, this is part of my eight step series. It doesn't matter when you're jumping in. You know, it's gonna. Because if not, people are just like, oh, it's the same sales pitch he does every week. And that's why I like to do them like every three weeks. And they need different themes, so. But yeah, Tara, it sounds like you're crushing it. I'm super excited. Are you going to make it out here to Scottsdale at the end of the month?

I am, yep.

Cool. Awesome. Well, we're going to have more exciting things in the wide world of webinars, but yeah, that's exciting. I feel like you've got a really a good offer going, by the way, guys, as I'll answer some other questions. Tara, I appreciate it. Look forward to connecting with you more in the future. I'm going to share. Tara just reminded me of something that I have. I'll share at the tail end of this and I'll get to all your guys questions today too. So just raise your hands if you guys have a question and we'll start blasting through these. But I am going to share something with you. I went ahead and you know, my business roas has grown all through word of mouth and referrals. Even before I worked with Andy, we work with big names like, you know, Chris Voss, he runs a big sales coaching company as well. This girl, Krista Mashore, Neil Dhingra, these really cool people that I've had the opportunity to work with. And one thing that we figured out was like we have some people that have success with marketing and other people don't. And it didn't feel like we were doing anything different on our end. All the tech was the same, the funnels even the same. You know, they're trying to do the same thing but it wasn't working. And so we sat down and we actually figured out exactly what all of our top clients had in common. And I can share this, but I won't share this right away because I have to go in and edit some information off of here. This is like an internal document. But I just want to share this with you guys because I want to help and provide as much value as I can. So all of our successful clients, we put them all down and we had like 60. Okay. And we had some of them that were like very successful, some of them that were, you know, like just successful by all means necessary. And what we found is all the ones that breached the levels of success, they had a clearly defined niche and audience. Like Krista, who helps real estate agents to do better marketing or Nick Sacca who helps insurance agents to launch their social media. So they solve a very specific problem very clearly. They've got proven proof of concept, testimonial screenshots, their offer is positioned as the new way or a unique methodology. This is important. If you guys just start saying, hey, this is the new way to generate listings in real estate or this is the new way to people like that works. The new way, the one thing, the three step secrets. Some for some reason those always work. Clear value stack with urgency and limited time pricing. Professional headshots and high quality photos. Some of you guys need to go get a photo shoot. You don't have any marketing materials. People can't see your face. Clear Branding, consistent visual identity, professional images integrated across funnels, ads and pages, simple landing pages, confirmation pages, checkout pages, webinar, vsl, you know, good video and. But the main thing, like, yeah, this stuff, this stuff isn't as essential, but the main thing is, like, right here. Like, all of them had these two things super clear. And anybody who didn't have as much success, they didn't have as much of a defined niche, a defined off audience, and they couldn't solve a very specific problem, clearly. So when it came down to, like, what do you do? It's like, well, what don't I do? Like, I do it all. Like, I can help anybody. It's like, oh, you. You're not going to be successful with that mindset in this and specifically in ads. Like, that's the right mindset and I love where your heart's at. But the reality is you have to be very, very tactical in order to be successful. And what I like to say is it's multiplication by subtraction. You subtract all these people away completely that aren't a good fit for you and repulse them away. Like, that's what Andy does. Andy repulses people that aren't a good fit for him. And then the only people that are left are buyers because they're the only ones that, like, resonate with that messaging. If you play the fence too hard and you try to be too, like, you don't try to be controversial enough, you don't put your. Your personality out, you don't take off the mask, it's gonna be hard for you to get tried and true customers that actually love you. Okay, let me see what I got. Oh, Lucas, last slide back up. Yeah, boss, I got you. And go ahead. Zach Radishack. What a sweet name, man. Thanks. Hey, mine's real quick. I've been working with Carlos, trying to get my Instagram connected to my Facebook, and I just wanted a simple question. Is it's supposed to connect to, like, the fan page is what I keep getting told, but every time I connect it, it reconnects to my main profile. So, I mean, I don't want to take up everybody else's time, but if maybe we can connect after another time. But I'm just trying to get that set up. So, like, that's done and I can move on, you know, but it's not linking to my fan page for some reason. It just goes to my profile. I do stories, everything pumps to my main profile, and I just want it to go to the fan page. Hey, Zach. I know you're here in Arizona, right? Yes, sir. Why don't you come by by the office one of these days, and we do it live? All right, cool. Sounds good. Yeah, it's one of those things, man. Like, yeah, yeah, it's Facebook. Yeah. I do have this. Racking my brain on it all day. I'm, like, going through. Watching 10 million videos, trying to figure out all the things I'm in. Like, I know, but either way, I don't want to take up everybody's time. So, yeah, no, all of you guys will have to deal with that same annoying thing. Like, Facebook will literally stump people where they'll stop running ads, and they're like, oh, yeah, I got like, like, like, I, I. I lost access to a profile or, like, I lost, like, the ad account. Gosh. Like, that stuff will happen, and it will literally stop your entire business. You just have to find a way around. We've sat on Zoom for four hours with my team and with other people trying to just get an Instagram linked up to a Facebook. It's nothing that you're doing wrong. It's nothing that the person you're working with is doing wrong. It's just that Facebook changes a. A bunch of stuff. Like, I. I met Tai Lopez last year, and Ty is like, I think whoever works at Facebook is on a lot of drugs. And I was like, why Ty? And he's like, because it's a crackhead. It can only understand it. And I was like, oh, yeah, I guess that's. That's relatively true. What does that say about me? No, and. And so you. You understood it very well. Yeah. Sense to me, man. No, but that's. The reality is, like, you guys will all deal with getting sucked, and it's. It's annoying, but it happens. Ali obeyed. If you're there, go ahead and unmute yourself. Ask your question, Ali, we'll come back to you. Well, can you hear me? Yep, we got you. All right.

Hi.

First of all, it was a great session, and I just have one question. Yes, please. You know, I run ads for, like, social media marketing agency, and at first we generated a lot of leads, but most of them weren't qualified. Like, many went straight to voicemail. Some people didn't even know how their form got filled out, and others who did fill it themselves couldn't actually afford the service. This led me to believe that the issue was either with our creative or the service itself. Later, when I switched to a higher intent forum, leads completely stopped coming in. I suspect this might have been more of a budget issue than the forum itself. So what's your take on that? And just one, another follow up question, like in your opinion, what should be the daily budget for social media marketing lead ads and what should be our monthly budget? Yeah, so it's all relevant, it's all relative to your offer. So starting with your last question, what should a social media ad budget be? I like to set my budget at a monthly level and I'll think hey, I'm going to put 5k in this month and if I know my price point, like I charge 5k a month for example, then I'm like, okay, if I'm going to spend 5k on ads, my goal is to get one customer at 5k a month. And if I do that, then I'll break even on the first month and then month two I'll start making money. So I make it really easy for myself to make the money back with that kind of math. And 5,000 a day ends up being like 150 to $200 a day. So that's like I have a lot of ad budget to play with and then I just, then I start getting down to KPIs. So you know, for agency ads specifically, I mean. Well, it sounds like first of all you're using lead magnets. Yes. Lead forms on Facebook, which a lot of people complain about the lead quality on them. I mean the only way you can make that work, like just so everybody knows you can do Facebook and Instagram lead forms where Facebook and Instagram basically make you a mini funnel, you can just submit the information. The problem is it's so easy to fill out and it's pre filled information that people just submit it and they don't think twice about it. But that doesn't mean that it doesn't work. I've used lead forms for years successfully. You just have to be way sharper with your, your funnel's gotta be better, your messaging has to be on point and most importantly your follow up. Like if you called them and they all went to voicemail, well, how long after they submitted the inquiry did you call them? A lot of out, a lot of leads come in after hours and then we text them and call them during working hours. So they're off work looking at ads, they fill out your ad and then the next day you get to the office and you call them and they're at work and then you get off work and then you don't call them and then it's this whole cycle. And then you're like, oh, the leads are bad when they never were bad in the first place. So as you run more ads, you'll get the same leads that reached out to you before coming through. And now they're serious. Well, they were serious before. You just missed them. And the spider web has to play out. So it's hard to say. I will tell you that one of the hardest niches to crack is going to be B2B agency ads. So especially social media agencies, you're definitely not the only one out there running. And I had to. Dude, the way that I had to make it up in that space was I had to grind my butt off. I was. I was making new ads every single day. I was spending as much money as I could. I was putting all my money. If it wasn't payroll, it was all into ad spend. I would go zero. I would go zero in my bank account in 2021, 2022 on just ad spend. And then I'd have leads and I'd be like, I gotta close these or else I'm not gonna be able to make payroll. So the way that I did that was a lot of video ads making better messaging and just going all in. Like, your. Your funnel is probably just not deep enough, bro. Like, you, like, legit. You probably need to spend more time making the messaging better so it's more attractive. It probably is, you know, like, more generic. It's probably not super unique. And if it speaks, if other people, if you copied anybody or funnel hacked anybody, and it's not unique. I'm not saying this happens to you, but I'm saying I see this in agency ads a lot. It's not going to work. Like, the reason my ads started working, they. My ads started printing after three years, and I was like, dang, the ads haven't changed much. It was because they'd been seeing my same ads for three years, different. Different versions of the same messaging. So you just gotta go in deep with that. And if you want to run a really good agency ad, you have to come up with crazy offers. Like, I had an offer once. You'll sell 30 cars in 30 days guaranteed, or your money back plus $3,000 for your waste of time. And I got everybody reaching out to me, but it was a 25k offer. And so, you know, everybody reached out, and then I would downsell them. And. And only a couple people qualified for the 25k. And I found that over time, I didn't like the type of people who's attracting so then I started being very system focused and focusing on my unique system and process. And remember, the coaching story arc is you were in a lot of pain, you solved it for yourself. I was working as a car detailer and I wanted to sell cars for myself. I figured out I could use Facebook ads and by accident, I spent a hundred dollars. I made three, 3,000, almost $4,000. I printed a million dollars in that day. And then somebody introduced me to somebody else. I started running it for their dealership. Well, they made $30,000 in the first three weeks. And then they, they basically told me like, I have to start running ads. They want to partner with me. They introduced me to like 10 other dealerships. And then before I knew it, I was making 100k a month. And I just started my LLC months before. This is like my, this would be my coaching story arc. And this is all true, by the way. And this is how I came up. And that's why, like, nobody, none of the 20 year olds in their mom's basements running ads could compete with me because I'm like, I actually been where you've been. I've actually been on the dealership. After I started selling cars, I worked in that dealership for a year and just use ads just to attract car sales for myself, you know, So I know how your dealership feels. I know what all these guys are selling. So you got to go deep. You got to go super deep. You got to know your niche like the back of your hand. You guys have to be able to use Facebook ads library like assassins. And it's not going to be like, sometimes you have to use the ads library to come up with inspiration and sometimes you have to delete all social media off your phone and not let anybody tamper your ideas at all. And you just have to go out and create. So there's like a fine balance. But if I'm running agency ads, I'm in here, I'm in here in the ads library. By the way, Andy was talking to you guys about this. Like you could just go and look up, type in their ads. Like type in, you know, Zach and ads after you're find them. You actually have to go to the ads library right here. This is Facebook ads library. Just type in ads library on Google and then you can look up any of your competitors. So if I type in agency Facebook ad, you can do keywords or you can do titles. So you can do actual competitor names or you can do keywords. I'm going to get 4000 results. Of active ads that say Facebook ad agency. So like, you know, you, you gotta be like, people are. Even if you're a dental practice owner, like, there's just a lot of good stuff out. So that's why, like my agency, we're all word of mouth and referral based now. This is one of my competitors right here that I was running against. And so these kind of ads work really well. It's like, you know, this is a case study ad and then they have a video testimonial with the guy, but they're still probably spending 200 to 300 per booked appointments. So they'll spend a thousand dollars cost per acquisition. The normal ali, this is. I'll leave you with this. Okay. I'm really close. Like, so what I do, guys, is I find in the Facebook ads library, I find my competitor agency and then I reach out to them as if I was a dealership. And then I tell them who I actually am after I ask them all the questions I need to know. And then I'm like, yeah, maybe we should like connect. Like, you have an agency, I have an agency. And then I connect with the CEO and then I find out like, roughly what they're spending on ads, what their cost per acquisition is, and I tell them mine. And I give them some secrets and they give me some secrets. And then I have like these alliances. And I've done this with all the main auto agencies in the entire space. And I know what they're all spending to get a customer. I know what ads are working for them. I know what funnels are working for them. And then I just reverse engineer the entire process. So for the agency space, on average, agency owners pay 21 to $3,000, 2100 to $3,000 cost to acquire a new Facebook ads MRR monthly return, monthly recurring revenue client. So it's expensive. It's an expensive game, bro. And if you're not going to play that expensive game, I would. Or you can't due to budget restrictions or whatever, maybe you can ball out. But you have to outspend in that game or you have to out create. And you have to come up with the sickest lead magnet that everyone wants. The free training everybody wants to see the secret guide that nobody knew existed that they all want. You have to come up with that and you have to pioneer that and you have to be the face of that. And you have to do it bold and you have to do it aggressively. And when everybody's doing one thing, you have to go back and do the complete other thing. So hopefully that helps. Man. Just don't give up. No matter what. It'll work for you. Just don't give up. That's really great. Like it's really helpful. Just, just one short question I need to ask. Like, you know I am running ads. I'm not going much into detailed targeting because I tried that. But since you mentioned that I should go for some specific needs, like some specific businesses in the start. Like it could be car dealership or anything else like that. So should I target those type of business owners in the a Facebook ad or I should go for the generic approach when it comes to targeting. Have you, who's. Who have you helped the most before? And you're like, have you validated it organically? Actually we just started so we don't have much data of like customers but we have helped people who are into like fisheries corals business. Okay, got it. Yeah man. So you're going to want to like, like I have a, I have a stack of business cards. When I first started my business, I literally uploaded all my business cards to a CRM and started sending them emails and texts. Like you should go out and find somebody you know and do it for them for a reduced fee or even free and ask them if you can do a good job for them. If they'll give you a testimonial and get a case study and stack up like five of those. Hit your whole email contacts, hit your entire phone, hit up every person you know and that's where you're gonna find your first couple of clients. Not through paid ads. Dude, you're gonna get your butt handed to you on paid ads if you haven't started. Because if you actually manage to get on with a business owner, which is super unlikely, I'm just keeping it real. They're gonna roll over you, they're gonna be like, who do you work with? What are the results? Let me see their website. Can I call them? Like it's serious. Like you're working with businesses and their money. So I would either try to partner with an agency and run ads for, for them as a trial and get your own case studies that way. Like I've got graphic designers on my team that are 18 year old kids that now they, they make graphics for Andy Elliott and like they, Andy posts them on, on their story. These guys just, they just came out of high school. They're like brand new young pups and now they're doing ads for a guy that's, you know, Andy Elliott. So I and he wouldn't have got that if he was trying to run ads to work with Andy Elliott. He only got that because he was working within and a network. So, Ali, go to your warm network, try to find some people, get some case studies, and then launch ads after you've had a breakthrough mechanism. Ads are for breakthroughs. Breaking news, a meteor is about to hit the earth. Ali figured out the new Facebook ads secret strategy. That's when people are going to start being interested. Right, buddy? Appreciate you, bro. Thanks for jumping on. Okay, Lucas. All right. Thank you so much. Yes, sir. What's up, man? How are you, man? Thank you so much. So I'm doing well. You pretty much just answered my question with your last statement. So I'm just getting everything started. So I was going to ask if I should just prioritize getting out a bunch of organic content across YouTube, Instagram, Facebook, Tik Tok before I even touch a paid advertisement. Yeah, exactly. Exactly. Unless you have some cash, like, if you got some funny money, and you're just like, yo, let me just try a DM ad, then those are really easy to set up. Or like, let me just put out a little guide, like a little Google Doc. Put it on my story. Some people download it, run a paid ad to it. Don't boost the post. You have to run ads in the actual business manager. And it's best to, like, you know, I mean, when it's time to hire a company, like an agency, and if they have case studies, if they have everything together, then they'll come at you and they'll actually provide you with everything that you need to launch, like, tell you what you need in the ads, build the funnels for you, set up the tech, and then also set up the ads and like, run it. But in the beginning, when you're just playing around, you should learn at least how to go in the ads manager and set up a basic campaign for yourself. Because you give a man a fish, he'll eat for a day. If you teach a man a fish or eat for life. And if. I know if I lost everything, but the Internet was still a thing, I could throw out an ad and I could get some clients. But like, yeah, so definitely, bro. Organic. Organic. Organic. Validation. Validation. Validation. You can. You can crack your first six figures from just organic. I've seen it. I've seen it so many times. And those are the people that then crack huge numbers and consistently do it because they just warm up their warm audience. Like, a lot of you guys have friends, family, networking, and this Isn't. I'm not talking about networking, marketing. Like, we're not selling them some cheap products. We're trying to actually solve a huge problem and offer transformation in people's lives. And if you can do that, even just do it for free to start out with. If you're scared to sell somebody, like. And I would never. And Andy would never say be. You know, he wouldn't even say the word scared to sell. But, like, honestly, like, some of you guys might not have the confidence to charge somebody at work at first for working with them, because coaching at first, like, it feels like a little weird. It's like, you're going to pay me and, you know. But if they actually get the results and you actually help them and you're further along than them and you save them time, make them money, make them look good, give them tools that they didn't have, they can win. So, yeah, perfect. Thank you, man. I appreciate it. Yeah, bro. All right, anybody else got any questions? One thing I wanted to talk to you guys about just before we get off of here is targeting. A lot of people are like, how do I target? Okay, so there's Advantage Plus. Now it's like Facebook's product. They try to optimize your targeting for you with AI, Then there's open targeting, and then there's, like, actually manually retargeting. There's different ways to set up your campaigns. You could set them up at the campaign level, you could set them up at the ad set level. Basically, you can let Facebook choose how it wants to distribute the budget across all your ads, or you can give a specific budget to a specific ad. So what am I supposed to do? Well, what's working the best these days is it's not about how you set it up almost at all. As long as you have a pixel, which is the tracking code installed inside of your ad account and inside your website, that's gathering cookies and stuff and tracking people around, tracing them, following them, chasing them down. As long as you have that thing on, then it's not about the buttons you press in the back end almost at all. You could have the. I've. I've tested it every different setup. It all comes down to one thing, and that's the creative of what the ad actually has on it. Whatever the ad says and whatever the picture shows, that's what is going to make the ad successful or not. So, for example, let me just open this up. Okay. That's Andy's ad. I always get Andy's at first. I always get all my clients ads first. Okay, so whenever you find an ad, I was just seeing if I could find a good one, but okay, so this one's, this one's good enough. Okay, so this one's the Aspire Tour, free training. And it's the real estate masterclass. Free training, $430 billion real estate investing. Most people never get into real estate. So right now I'm hovering over it. This is hovering time. Now I move myself back and forth a little bit. This to the platform. This looks like a real person's engagement. I'm still hovering. Now I'm clicking. Okay, I'm clicking, I'm hovering, I'm reading through, I'm spending time and then I'm clicking. If I have an engagement like that, Facebook and Instagram are going to take those signals and say, wow, that guy must be into real estate. And then it's going to go and show it to somebody else that has the same kind of archetype as me. And not only that, but now that I clicked on this ad that has real estate, I almost guarantee that it's very, very likely that it's going to start showing me two to three more real estate specific ads. Like it's so fast at switching up what it's showing you. And so like I'm an agency owner, so I click on everybody's ads. Look at this real estate investor, multifamily school. This guy copied our graphic. This is one of our clients. Graphics that this guy copied. That happens when you're doing big things. But look, real estate. And the first ad that I saw in real estate, I clicked through like several, like Andy's. I saw another client. I saw another one, a course one. And then I clicked on the real estate one. I hovered over it. I clicked on this one. Now I'm hovering. Now I'm clicking. And now I'm going to school. Now Facebook is more likely to go and refer me another real estate ad. And the same is true for now it's going to find this ad and go and pair it to another guy like me. So it all happens with how somebody clicks on your ad. So how do you optimize that? By getting the right person to click on your ad and the wrong person to keep scrolling. And that is it, guys. That is the game. So all of this boils down to where we started messaging. What you say, how sharp you can make that, that is the indicator that will help somebody on the other side know that you're legitimate, that you're real, that you really mean, this stuff and video scripts reading from a teleprompter. You just have to learn how to say what needs to be said. So, yeah, if any, if anybody else has any questions, you guys feel free. I've done multiple, multiple millions of dollars in advertising spend this year, and we've done eight figures in client results just this year already, probably close to nine. So we do these webinars. We do it for higher ticket coaches. We do it also for people that are just starting out. So if you guys have any other questions related to speed, to lead marketing, advertising, let me know. And then. And then we'll jump off here so you guys can all have a good night. Appreciate you guys sticking on. Chuck, you had a question. You're good. Okay. Sweet, guys. Great job, Mr. Nate. Thank you, guys. Thank you. And see you next week with Andy back on Monday. You guys enjoy. I'll see you guys in Arizona. Those of you guys that come, appreciate it. Guys. I'll drop the slides in the, in the WhatsApp group as well. All right, guys, have a great night. Happy Friday.