How to sell High Ticket Agency Clients...

Alright, hey, welcome everybody. So excited to have you here today with Jimmy Nicholas. We're going to be talking all about how to attract more clients, how to get your sales process right. I've had the opportunity to get to know Jimmy a little bit over the last couple years and have seen he's grown his agency from $0 to $3 million. He's got a booming business with a mostly virtual team and does some really interesting things with his sales process, how he closes the deal, how he positions the sale, and I thought as I've talked to you guys and kinda got a sense where's the sticking point, where are you guys getting stuck, a lot of times there's a sticking point with sales. How do you close a deal, how do you get more clients on a consistent basis? And Jimmy's just got such a unique approach and he does so many really awesome things on this front, it'd be awesome to have him come on and share what he's doing. So, Jimmy, thanks so much for agreeing to put this together for us.

Oh, absolutely. Thanks for putting the 7 Figure Agency together. Amazing people in the group, and I really hope— I mean, I'm here for one reason today, and that's just to make sure everyone knows how to exactly get the most out of their sales process and increase their sales. It's the one thing that certainly has changed my life. Without the sale, there's nothing. So I'm very excited to share what we put together here, and thank you.

Absolutely. No, no, thank you. So I'm excited. I'll let you run with it. So brace yourself, guys. I hope you have notes. I hope you're ready to really hear what Jimmy has to share.

Absolutely. So, uh, first and foremost, you know, if you're not joining us on your actual cell phone, I would suggest you turn off your cell phone, make sure Facebook is, is, is turned off. Um, you know, you're, you're investing the next hour or so of time, and I can assure you, if you implement these strategies that I'm, that I'm talking about, it will change your life. So I want to make sure all your distractions are cleared. And, uh, for your benefit, um, I attend trainings all the time, and if I've got the phone on or something and I— you could miss that one piece of information that could, that could literally be the game changer for you. Uh, if you're like me, you come to these trainings and you have questions, so put your questions in the chat. Um, obviously I could, I could talk for weeks about sales. I'm going to do the best I can to give you as much value as possible in the time that we have today. But at the end, if we, if we have some time, I would love to answer your questions and, uh, you know, help you in any way that I can. So put them in as you have them. And then, you know, Josh, I know you, you're also watching too. We can go through and see which questions we can we can get to. So what we're gonna be covering today is my journey of literally, it was only a few years ago where I was over, I was $190,000 in credit card debt. And then when I got a loan basically to give me some breathing room for another couple months, it ended up going about $220,000. All in of debt. And I was struggling for about 3 years at about a half a million to a $625,000 a year agency. And, you know, I didn't know what to do. I didn't know what I was doing wrong. I felt like nothing was working. And I didn't know at the time, but like my wife was ready to divorce me. It was, it was a real, real dark place. But, you know, everything happens for a reason. And I look back and, you know, to see the journey of where we came from to where we are today of a $3 million agency with hitting 7 figures the last 3, 4 consecutive years and a profit margin of at least 31%. And now this year will be over the $3 million mark. And that means last year I did make over $1 million of profit and compensation. It's a completely different way to live your life compared to when you— I had $6,000 a month minimum credit card payments just a few years ago. So I want to share that story with you and what changed. Throughout the process. So, um, one, I hope it can be an inspiration to you, but, but more importantly than that, I hope you can take some notes from it and see yourself how you can implement some of the things that I did into your agency that— so that you could increase your sales and increase your, ultimately, your net income. It's not just about revenue, it's about, you know, the profit and what you keep. Then I'm going to share with you the 5 biggest myths myths that you've been led to believe that that's just costing you millions of dollars in profit. And you may say to yourself, millions of dollars in profit? I'm not even anywhere near a million dollars. How could it be costing me millions of dollars in profits? But I can assure you, when you get these myths in your head, it's holding you back and it's bottlenecking, you know, your growth. And then I'm going to share with you the 3 biggest mistakes mistake that I see digital marketing agency owners make, which is delaying the sale. So it's, it's, it's putting the sale off, perhaps in the future. Maybe they go with a competitor, maybe they do nothing. And when you get these things fixed, you're able to speed up your sales cycle. And we all know the faster you get money back into your agency, the faster you can then redeploy it, reinvest it into more marketing and grow. Even, even faster. So bottom line, I want to make sure by the end of this presentation you know how to attract more clients and put more money in your bank account, in your, in your personal bank account, not just the business bank account. And obviously today we've got so much competition with the number of different agencies and, and just so many different things that the business owner, the practice owner, depending on who your niche is, is distracted with. I mean, they're confused. They don't know what to do. They don't know who to believe. They don't know who to trust. And, you know, they have this problem of needing more new clients, new customers, new patients, but they don't know, you know, really, really really what they should do and what's right. So you got to help facilitate that and get them to yes and be their guide in that process. And I'm assuming the fact that you are on this training, that you are providing a great service and a great, um, you know, value to the, to the marketplace. And if you're just starting out and, you know, you're learning— and I mean, when I, when I started I charged the value that I thought I deserved, and we typically always undercharge, but you're still, no matter where you are, you're gonna be able to do a better job than that business owner or that doctor that hires you. So you are the expert. I mean, everyone on this training, you're right there. So I'm sure, I've done this myself, But we all don't want to just rely on the HOPE method for attracting more clients. You got to have a system in place to not only attract the leads, but get the client to get that prospect to yes so that they become a client and give you their credit card, give you their check, their money, um, whatever it is so that you can provide a great value, a great service to them. So let's start with my story. I mean, I've always been very, very entrepreneurial at a young age, whether it was cutting grass, selling baseball cards at baseball card shows, shoveling snow. Always very entrepreneurial at a young age. And, you know, it was 1997, I was 15 years old Sophomore in high school, was sitting downstairs and my book sitting on my desk, and I thought to myself, boy, you know, every business is probably going to need a website. Like, the internet was just starting to take off, so I had this intuition that the internet would be a great place to help businesses and help them get their message out to their their audiences. And I, I literally started cold calling businesses at, at the age of 15. People, um, hung up on me, wouldn't give me the time of day. And this one guy said, yeah, I need a website, can you come over right now? And I was so excited that I didn't get hung up. Absolutely, I'll be right over. But I was only 15, so I couldn't drive there. I had to then go ask my mom if she would drive me over there and wait for a couple hours while I sold this website. Thankfully, she did. And I walked out of there with a check that day of like $1,900 and paid in full. Had no clue how to build the website, but I thought, boy, if I could sell it first, I could figure that part out. And as a result of figuring that part out, I learned about web hosting. And being I was in high school and had plans to go to college, I didn't have that much time to build websites. And I said, wow, this web hosting thing is amazing. You don't even have to build the website, you just have space on the internet. I looked at it as like real estate but online. I thought it was just so amazing. Then they pay you. Monthly or yearly. I know this is great. So what I did is, uh, to attract clients, and I made people pay in advance for 6 months, 12 months, or 24 months. And I took all the money that came in, you know, they would be prepaying, and I reinvested it back into AdWords. So if, if we collected $5,000 in cash, I spent $5,000 in AdWords. And then basically I would make my money on the, on the renewal. So when they renewed at the 6 or 12 or 24 month mark. And, um, before I graduated high school, I had a 6-figure business, uh, there. And through college, I attended Bryant College, I used this web hosting business to really gave me the freedom to, to do what I wanted to do, uh, while, while I was in school. And then I graduated and had all this time and started diversifying, adding more marketing services, um, you know, bringing in more team members. And, and that's when, you know, things got really bad for a few years, um, I'd say between like '09 and like 2012, 2013, in that timeframe, I was making money, but from a profit standpoint on the business, we were losing money. But, you know, I was still making money, but it was very, very challenging. I just felt like, you know, I'd work all day doing, sales and then do all the work at night. And it was like this hamster wheel that, you know, I couldn't, I couldn't get off of. And I just seemed to be doing so many different things wrong. Um, so I, I look to others who have had success, and one of my favorite quotes is by Warren Buffett, you know, invest in as much of yourself as you can. You're 'Your own biggest asset by far.' And, you know, that quote really hit home with me. I reached out to Dan Kennedy, who's probably one of the world's greatest marketers. He did the infomercial for Proactiv, Gunther Ranker, has helped thousands of small business owners and doctors and published probably 20, 30 books on marketing. He had an organization that recently sold, but the organization at the time was called GKIC, and it was the world's largest direct response marketing organization. I went to that organization to learn basically how to market, and not only for myself but also for our clients. I wanted to get our clients great results, so I figured it would be a win-win. And that's when I did a lot of travel. Today I do a lot of travel, but I'm speaking and generating revenue from most of the travel. But at that point, I was going to events, I was learning. I was— matter of fact, I think I probably crossed your path, Josh, with, I think, Mike Keenings and some of the, you know, some of the other ones there.

We were hanging out together or not together, but in the same room at the Main Street Marketing Machines, you know, back in the early 2000s, I think.

Yeah, yeah. So, um, you know, I wanted to learn and get that knowledge. And as I started to test and implement some of these direct response marketing, um, principles and strategies through Dan Kennedy, uh, we really started to turn our business around and then also took some of those concepts and applied them for our own clients, and they started to have great success. So, uh, what happened is GKIC reached out to me. They heard about some of the things that I was doing, and they said, hey, would you compete for Marketer of the Year of our, you know, the entire direct response marketing organization we have? We'd love for you to compete. And, uh, yeah, sure, absolutely. What does that entail? It's like, well, you got to show your, um, your marketing pieces, and the audience is going to vote, and then they're— and then, you know, GKIC is going to vote. And, um, okay. And so I, I took it like a political campaign, and I, I did t-shirts, voteforjimmy.com, and threw out, uh, hats and lanyards. And it was, it was, uh It was, it was a lot of fun, and it was narrowed down to 4, and then really 2— myself and the person on the right is Dr. Dustin Burleson, who's an orthodontist. And, you know, at the time of that photo, I was looking at him as if he was my enemy. And I won, I won the competition, and then that next week week I got a thank you note or a congratulatory note handwritten from Dustin Burleson congratulating me on winning the competition, best of success to you and you know, you're number one fan, Dustin. And I was just blown away, here's a guy that he competed for Infusionsoft's Ultimate Marketer of the Year program and it was like probably over 1,000 people in that audience. Ours had probably about 500, 600 people. And he came in second in that too. And then he still congratulated me, reached out personally, congratulated me. I was just so blown away by that. And it was a big teaching point for me, the use of handwritten notes and appreciation and gratitude. It's one of our core values. Gretchen, you know, of being grateful at Jimmy Marketing. And I did learn a lot just from that lesson. And as our paths continued to cross, we were at a dinner, a little bit bigger than the picture here. This is a dinner with me, Dustin, DeAnn Kennedy, and a few other business owners. And we were at a dinner just like this, and Dustin said to me, this was after a full day of masterminding. He says, hey, what's working for you? What are you doing for your clients? And I said, well, we're doing some stuff online and we're tripling the amount of leads that our podiatrist clients are seeing. You know, before they hire us, we tend to 3x the leads. He's like, well, what you're doing for them, can you do that for Orthodontist? And I said, I don't know, we'd have to Test it. I mean, marketing is all about testing. So he was like so blown away by my response of the actual honest answer versus most marketing agencies would have told him, yeah, we can do it. Let's, let's, we're definitely going to get your results. I mean, it's going to be great. You're going to make all this money, blah, blah, blah. I gave him the truth and he ended up not hiring me right away, referred me to one of his toughest clients, his toughest private clients, and we knocked it out of the park for him. And then he hired me, and he also coaches about 2,500 members of Orthodontics in about 30 countries now. Phenomenal referral source for us. I just spent 3 days with him in Chicago. And actually hired him for a full one-on-one day on Sunday to revamp our, our business in terms of our marketing and, and get a perspective from a client as well as a great referral source. So, um, you know, putting yourself in environments where you have players like this at the table really opens up a lot of opportunities for you that You know, obviously, if I wasn't in masterminds, if I wasn't networking and learning, I wouldn't have had that, you know, that opportunity. So throughout this journey of, you know, call it struggle, kind of breaking even, losing a little bit, but, you know, we were still, I was still making money in 2014 at that $625,000 number, but I did accumulate about $200,000 in credit card debt at that point. We were about a $625,000 revenue company with 31% in, in compensation and profit. 2015, $1.1 million revenue, 41% of compensation and profit. And then we almost doubled in 2016 when we went to $2 million, and it backed down to 31% again. And then last year we did $2.6 million with 39%. And then 2018, so far through May 31st, we did $1.3 million. And that's not just sales, that's cash collected. So our sales numbers are even bigger than that, but these are the real, you know, cash, cash collected at a 39% compensation and profit. Which puts us on pace for 3.2 million. And this year I've been planning out each month and they did a 12-month plan with, with budgets. And I always am very, very conservative in the budgeting side of things. So, you know, to hit that 39% number so far this year, I was really at like 34% from a budgeting standpoint, 33%. And then we were able to become more efficient and cut some expenses, which pushed it up to 39%. And so my 35% number for the rest of the year is very, very conservative based on what we're seeing and what we're doing. It probably will be closer to 39% than 35%, but it's, it's, it may be even higher the way things are going. Additionally, one of the, One of the things that we do on an annual basis is we ask our clients, how likely is it that you would recommend Jimmy Marketing to a friend or colleague? And this question comes from the Net Promoter Score. So Harvard Business Review says the one number in your business that you must grow always is the Net Promoter Score. Basically, the likelihood of someone referring you to a friend friend or colleague. And it's a scale that goes from -100 to 100. And we, in most organizations, the global benchmark you can see is a 32, a positive 32. We scored 88, which puts us in the likes of Ritz-Carlton, Disney, you know, some very, very high-end brands where, you know, customer service is expected and critical. You know, I can tell you, to provide that amazing experience, that wow experience for your clients, it's very, very difficult to do when you are not charging enough for your services. You gotta, you gotta make sure that you are charging enough so that you can go that extra mile, and it's, it's built into, into your pricing. So, um, this number here, 88, we scored the same that number last year and this year when we did it. And what's interesting is I removed myself even further from the business as we've grown in terms of the day-to-day, and our Net Promoter Score didn't change at all, which is— that gets me really excited because we've got a great team and a great culture. But it doesn't happen on accident. It happens intentionally with a lot of a lot of work. So, um, we've sold, uh, for the past couple years now websites at $19,000 to start, and then we usually do a 3-month testing period of $3,000 per month. That's all revenue to us. We get a $1,000 deposit for them to get on our calendar, uh, and for those of you who aren't charging a deposit to work with you to get onto your, your actual calendar. You know, you're leaving money on the table because it's, it's, it's free money. It's like, you know, even if it's a $500 deposit, $1,000, whatever it is, they don't even think about it. It, and it allows you to take that money, reinvest into more marketing, creating a better customer experience. It's It's really a no-brainer for you to just implement. That's the one thing that you implement, you know, and let's say you do 2 sales a month, that's, if you have a $1,000 deposit, it's an extra $24,000 just by asking for that $1,000. They don't even think about it. So then what we do is after the website goes live, we'll do 3 months at $3,000 a month month of our retainer services. And, and then they'll probably be an ad spend of about $3,000 a month. And so when I was meeting with Dr. Burleson this weekend, you know, he was like, I can't believe you're not charging $25,000 or $50,000 for what you do for this initial setup. And, you know, we kind of bundle it all into one package. And I said, well, maybe if we break out the website and the setup and we do it at like a 24/9 number and finance it for up to 12 months for someone. We're even thinking maybe doing 24 months as an invisible offer, not lead with that, but you know, if that could get someone moving, you know, because my philosophy is you need the website, you need that foundation, you need the right messaging for your clients to get the best results instead of just landing pages and in ads. Now, I'm in a niche where that's required. You may be in a niche where that's not required. So, you know, it is, it is obviously going to be different. But, um, my team doesn't even know this, that we're going to be going to a $25,000 website package. So, uh, you guys are getting it first before they even get it. Um, but that's what we will be moving toward, and we're going to be adding in a guarantee that's gonna back that up, and it's basically your best results guaranteed. And we will do a before analysis before they hire Jimmy Marketing. If they have analytics, if they have AdWords, if they have call tracking and they're actually listening to the calls and identifying new patients and not just every call that comes in through the web, we'll look at that data, we'll establish some sort of benchmark, and if the client does not get better results with us after a 6-month testing period. So we're going to go from 3 months to 6 months because we've then just doubled our retainer for an extra 3 months, an extra $9,000 for us. And we will work for them if we don't get them better results, which is impossible. But if they feel that we don't get them better results, we'll work for them for a year, up to a year for free. And I'm gonna be putting up to $10,000 in advertising spend to get the results that it needs to get to so that they do have better results than when they started with us. So it's basically putting the money where the mouth is and making an unbelievable guarantee that is gonna allow us to price elasticity, you know, expand that price to a higher number. And, and what I plan on doing is breaking it out. So instead of lumping it into one package, breaking it out where you've got your website and setup, that's that. And then, uh, and then from there we've got different plans. And I'm going to look at the advertising spend because it looks like some of our clients are doing a couple hundred bucks a month in advertising, others doing like $15,000 a month in advertising, and create different packages with an all-inclusive type price, still set it up for them so that their, their ads are directly, um, you know, tied into their credit card. But, um, you know, it, it will, it will enable us, I believe, to sell more. So I'm happy to share with you those results as we, as we tweak what we've been doing. I mean, obviously what we've been doing has been working, but we want to help, uh, even more people and take more risk off the table. We've had a 93% retention rate on retainers of at least $2,000 a month to $4,850 a month. Certainly have created a wow experience for our clients. We send them champagne when the website launches in the mail. We send them Omaha Steaks when we need to get content out of them. We send them chocolates when they first sign up with us. It's so sweet to be working with you. But these are like these little things that they— the biggest one, the best one was the bonsai tree. Sending a bonsai tree. We have clients come up to me at events and say, look, I can't grow anything in terms of plants and I got your bonsai tree on my windowsill. So when I have my cup of coffee every morning, I look at this bonsai and it's grown just like you've grown our practice. That one has been a phenomenal gift. And I do all of this with no Facebook ads. It's all basically speaking and trust building and webinars. And we're in the process of implementing EOS. Josh in the past has talked about the system that they use to basically run the business from a system standpoint. It stands for Entrepreneurial Operating System. So we're in the process of, you know, living that. We've established our core values, delegation system, accountability, and our hiring system of attracting top talent is basically, you know, where we are today. So, I mean, obviously the money is great, but, you know, the ability to move into our dream house, less than probably about a year ago. We did December of a little over a year ago. We moved into a 6,000 square foot house with pool and then we put a couple hundred grand into it and made it even better. And it makes it all the work and that struggle, you appreciate the things that you get with it even more. Um, but my wife's dream car, R8, we were able to, um, to get that. I typically, uh, fly more often private than commercial today. Um, I can tell you there's, there's nothing like, you know, landing and having your, your car right there plane side. Um, it saves you so much time not going through TSA security. Uh, you just, you know, basically you You show up, get on the plane, and it's amazing. And then not only, you know, when I fly, I get to bring my family with me too. We do on average probably one trip a month throughout the year. Typically in the summer we don't fly too much because we— I'm a member of a couple golf courses. My wife plays golf. And we've got a few boats that we have access to. So we're doing a lot of stuff locally, but certainly during the winter, we're getting out of the cold in Connecticut and going places warm. So it's a lot easier with a 2-year-old going private. Been able to provide some amazing experiences, not just for my family, but for friends and clients. It's really, when you have the business set up set up right and you've got a sales system in place and a salesperson, you know, focused on the sales, it really allows you some freedom and the ability to live the life how you want to live it. So it's been an amazing journey and I— depending on wherever you are in your journey, maybe you're even further along than me. You know, I hope the story is inspirational to you and, you know, you can take some of those learning points that I shared throughout and, you know, implement some of them into your agency so that, you know, you can live the way you want to live. And I believe we're all put on this earth to have the best of the best of everything and the best experiences and And, you know, that's why I continue to do what we do. So now let me give you the 5 biggest myths that we see, that I see people, you know, being led to believe. And the first myth is that, you know, you should advertise on Facebook or other online sources to attract leads. And, you know, we look at Google when we, when we see here the giant online advertising Google, they have a direct mail budget that is bigger than, you know, most offline businesses. And here they are, an online business. Amazon, for their recruiting of talent, you would think they'd be able to do this online. They're, they're actually going to 400 colleges each year to do their recruiting in person. So, um, I have found speaking and developing strategic partnerships, uh, whether it's a room of 5 doctors, 1 doctor, uh, or a room of 100 doctors, 1,000 doctors, the speaking has really allowed me to build trust. And then when you're not live on stage, taking a similar presentation and utilizing it on the web. So we've been at capacity, so I'm not saying that we wouldn't do Facebook ads, we've just gotten enough business out of speaking, and at some point we'll probably run our webinars on Facebook ads, but I don't want you to think that that's like the only way to get clients. Also, a myth of websites are a commodity, and should be given away free. And, you know, and I know these myths, Josh, like, I'm not saying you've created these myths. I'm members of multiple groups, but there's a lot of this going on out there. And the website is not a commodity. It needs to be established as the foundation of all marketing. Everyone is going online, whether it's a referral referral, they're gonna get to the website at some point. So you wanna make sure you give that best website because that's where everything, you know, is going to. Now we're charging $19 grand, and as I shared with you earlier, gonna be moving to $25,000. The owner will always be best at sales. This is something that for when I was working with salespeople on a commission-only basis, I believe this myself, that, you know, I'm the only one that ever is going to be able to sell our packages or our services at Jimmy Marketing. And we've been programmed, you know, with if you want something done right, you have to do it yourself. And that's just completely, completely wrong. So our— as he says, the number one salesperson at Jimmy Marketing is our only salesperson. Of the Junior Marketing, but our number one salesperson in Junior Marketing is Darren Mason. And I met him at GKIC, and, you know, he is our main salesperson that drives business development. He also drives, you know, JV and strategic partnerships, and it's truly freed me up. And I was sharing with Josh earlier for those of you who hopped on, um, basically on time. The first time I wrote him a real check over— it was like $12 grand, I think. You know, he worked for me for over a year before we got to that point, and probably about 14, 15 months. But the first time I wrote him a real check, um, it was painful for me to write that check from a mindset standpoint. It's like, God, I could be doing that and I could be taking that to a But after it stung for the first month, I really changed my mindset towards it of like, look, I don't have to worry about the sales anymore. It allows me to really work on the business. It gives me more freedom to do things that I want with my family and loved ones. I mean, when you get the right person in place, truly frees you up. And now I look at it, well, if I'm writing him big checks, that means Jimmy Marketing has a big check, and at the end of the day, Jimmy Nicholas has a bigger check. So, um, getting that mindset right is, is very, very powerful. Um, so I want to make sure that you realize that you don't have to do the sales, and I don't want you to think that you're going to hire your first salesperson, they're going to knock it out of the park. It took me about 4, if I remember correctly. And those 4 couldn't sell one package, couldn't sell one offer. But I didn't give up, and, and I'm thankful to have found Darren. So that's, that's a myth that the owner has to do sales, is completely a myth. The bigger your team gets, the less profit you should have. So this is one You know, one of the books that I've read and completely changed my business, you know, the Profit First book, they talk about, and they actually put in there that, you know, as your company grows, your profit should go down. And, you know, I can tell you it doesn't have to be like that. I mean, it may be at points, but if you plan for the profit and make sure that your profit is in there, from what— when you're charging enough, maybe if, maybe if you're in a volume-based business, let's face it, where I'm in a high-ticket, high-offer, um, business, the profit can still be there. So, um, you know, we've been able to go from 11 team members to 45 team members, uh, and, and keep that profit from, uh, you know, 31% to 39%. So So we've actually been able to increase it as we've grown. Now, our goal as a company is to get to a $15 million agency, which would be about 500 clients. So, you know, as I go through that journey, $3 million to $15 million, there's going to be a lot of changes and things that I'm going to have to do differently, and maybe perhaps that percentage will drop, but I'm planning on it not dropping. And from $500,000 to $3 million, I can tell you it doesn't have to. The only person selling the website or retainer is in sales. This myth is very, very important for everyone on your team to understand. If you're a team of one, you still need to understand that even though you got the sale, You know, that, that just starts the sales process. Even when you get the sale, everyone is in sales. Every call that comes in, every email, every request, everything that you do in your agency comes back to sales. If you provide an amazing experience, you're going to get more referrals. If, if you provide great results, you're going to get happier clients that are going to stay longer and that will refer you more. And, you know, everyone that comes in contact with your clients, they're in sales because, you know, you're one step away from that person on the fulfillment team talking to the client, pissing them off, and then leaving. And, you know, oftentimes you may not even know they're out the door because it's not like they're going to come and tell you, hey, I'm about to leave. So you gotta, you gotta have a very sales-minded organization, and that's one of the reasons why we've been able to keep our retention so high, is we put such a strong emphasis on sales. What is left over is what you should pay yourself. Now, this myth is what I thought when I started, and when I was going negative in debt. I can tell you, I get paycheck just like, um, you know, every employee in the company. Happens to be a lot larger than the other team members in the company, but I get paid every single Friday, direct deposit, and then I've got money going into retirement accounts. I've got money going into a tax savings account, um, health savings account, some college education for my son Carter. All that's happening every week, and then automatically, and then obviously our personal checking account. And then, and then I take a monthly dividend as well. So not only do I make sure I get paid each week, but also a monthly bonus. Uh, you should always send a proposal. Uh, and, and you can see we're on, we're on number 7. I had to put a few more in that were just important for your learning, so I went beyond the 5. But yeah, I hear this a lot, like, oh, you know, sending a proposal is part of the, part of the sales process. Well, we never send proposals. I, I find proposals just delay the sale. And, you know, when, when a prospect asks, hey, can you send me a proposal? I ask him, uh, well, and certainly when I did the sales— now this is Darren would ask— we can certainly send the proposal. But you know, what would be in that proposal that would get you to yes? What would you want to put, see in that proposal? Because remember, really the question that you're asking is, you know, are we going to provide you exactly what you want? So rather than waste time and us try to guess, why don't you just tell us what you want in that proposal? And oftentimes they, they tell you everything. All right, well I could go through the whole process of, of writing this up, but why do we delay this? Why don't we just, just start? Why don't you put down a $1,000 deposit and let's get you on the calendar, and then we can, you know, itemize all this stuff, but, um, and summarize it for you. But let's get started today. And if the answer is still no, well, why? What, what other questions are— do you have? What's holding you back? To getting to yes. And, uh, you know, I'm not to say we never get to think about it, but, you know, um, when you get them to make a decision and tell you the truth— and, and a lot of times people are just being nice when they say they want a proposal because it's much easier to ignore you via email than when they have you on the phone, uh, you know, you, you can find out the real objections that they have and the real things that are that are stalling the sale. I mean, that's just, you know, one example of a way to get some information out of people. And this last one is very, very powerful for you to understand because I know a lot of people in groups like this and many of the groups that I'm in, they're very, very good at the technical side of fulfillment and the actual work of fulfillment, and it's like in their mind that, you know, they got to be the best at fulfillment. And we see it a lot with our doctors too. Like, they, they feel like, oh, they went to school to become a doctor and they're the best doctor in their treatment area and everyone should just, you know, come to them. But the reality is you have to be the best at attracting your ideal clients and sales and, and getting people to to say yes, because I'm assuming that you're providing great work and quality work and great results. So beyond that, I mean, that's a given. You need to do those things, but you really have to be the best at attracting who you want to work with and then closing and getting those people to yes is really what sales is all about, because if you truly believe that you are providing a great quality service and that you can help them, you have to do everything in your power to get people to say yes. And, you know, that one little mindset shift could be worth millions of dollars to you if you can truly grasp it and live it.

Hey Jimmy, can I chime in with a quick question here from Ray?

Absolutely.

So his question is, if you don't send them a proposal, how do you get the contract signed? I see them as one and the same.

So, uh, we don't have contracts either. Uh, what we do is we say, look, um, now we are going to put some agreements in place with this guarantee, which is going to be a simple— like, I look what you, you do, Josh, like the very simple, um, I don't want to get into this whole legalese type scenario. If people have a bad experience, we'll give you your money back. It's that simple. And we're in such a small community, even though we We service clients all over the world. Um, our reputation is everything. So we have a money-back guarantee on the website currently where if at any point they do not want to go live with the website, we'll give them 100% of what they invested to that point. We've done over about 125 of these packages over the years. I've had to give one refund and it was to an international client in a completely completely different market, just didn't feel comfortable with our philosophies. And yes, it sucked giving him back $15 grand, which is, you know, what he had paid us to that point. But it's a story we can use, and I know that Guaranty has helped us move the needle to get more yeses. So we don't do contracts. What we do do is we do have packages. and I'm going to get into that in a little bit of, on the mistakes side. As a matter of fact, it's the first mistake that I see digital marketing agencies have of not having pre-packaged offerings. I used to try to customize every single proposal, and I used to do proposals, but I just find them to be a waste of time. So when you have pre-packaged packages, you can set things up in columns and explain the different offerings. And then what the salesperson's job is to do is to basically find out how— which package is best going to fit that particular client. And, you know, the things that can be sticky— not sticky, but situational— where, oh, I have a review system already. I see that's a $600 value. Can you take that off my bill because I'm going to keep my review system, right? I want the review system. No, this, this package, what you have to do is build up the value so much. And like those types of things where they may or may not need it, we give them as a free bonus. So we say, look, no, it's, it's, it's a free bonus. If you don't want to use our review system, no problem. We will monitor your reviews, give you some heads up on anything that we see. But, you know, it's something we give away for free. This is not something that we can back off and, you know, if they ask that twice, it's a red flag that they're going to be a pain in the you-know-what. So my salesperson will call them out on that right there and say, you know, we're not a nickel-and-dime company. You know, we're going to work as much as we need to work on a continual basis for you, and we're not going to send you a bill. So I charge enough to not have to send somebody, you know, a 15-minute bill, a 75-minute bill. Whatever the price is, that's the price, and we'll do whatever it takes to get them the results that they want and that they deserve. So not having prepackages, you know, a good, better, best type thing— gold, platinum, titanium— When you have those defined, one, it makes it look like, oh, you're just leading them down a journey with you and you've done this before and this is what's worked well. And you're just— you then got to go to the drawing board and create these proposals. And I used to do these video proposals where it was me on video doing these one-on-one videos and showing the prospect what's wrong and how we're going to fix it. It took hours to do that. Yeah, we got a lot of yeses, but at the end of the day, it wasn't necessary. Like, we've closed more sales without that. And, and I'm not saying that, you know, you shouldn't do that at a certain— but at a certain point, it's not going to make sense. And, and when your pipeline is healthy enough, you can, you can go and find the people who will say yes without those types of things. And not having— the second mistake I see is not having a clearly defined sales process that positions you as the logical choice over your competition. So, you know, when I speak, I'm driving people to a consult page, or I'm also, you know, one of the consultants I work with shared with me, and this is just this couple weeks ago, you know, I paid $10,000 to be with this guy for the day, but this one thing is worth the entire investment for the day. He shared with me that, you know, instead of driving them to the page to do the consult— like, I think ours is yourorthomarketingcall.com— instead of driving them there, have a form that they can fill out right there in person, and, you know, have a checkbox that you're interested in a strategy call, you're interested in joining our mailing list, you're interested in getting a free gift from us, and have them check it off and say, look, I need your permission to send you something in the mail, so just, you know, check it off, give us your permission to do that, we'll take care of that for you. Now, you know, they're hot right there, they just saw me speak. I know for a fact that we're going to see our conversion go up even more in terms of actual consults compared to when I would be on stage and tell people to go to a URL and they write it down and, you know, you get busy and it, it doesn't happen. And, you know, we were at capacity, so those things didn't matter. But as you grow, you need more, more sales to continue to feed the machine. You need to continue to refine your sales process, and those little tweaks make all the difference in the world. So that's one that, you know, obviously I got more out of that day with him than just that, but if that was all I got, that one thing, because one client for us right now is worth $100,000, over $100,000 lifetime client value. We have clients that have paid us well over $100 grand over the last few years. And, you know, if I get one more new client, it's it's, it's worth that day with that, with that person. Third mistake I see is not hiring the right salesperson. So I've made this mistake at least 4 times where I, you know, was trying to fit a round peg in a square hole, or whatever they say, a square peg in a round hole. And I developed a way to the that got our salesperson, the right one, in. And we developed a compensation plan. The first time we did the compensation plan, it didn't really work out too well. It's a rather involved process that I, from a time standpoint, I can't share with you every single step, but I'll give you a quick overview of it. I basically went to everyone that I I purchased something from in my network. So this guy Darren was my marketing advisor for Dan Kennedy at GKIC, and I had 40 of my calls recorded, and I said 20 of them closed, 20 of them didn't. I have no idea what I'm saying on these calls. Which 20, what are the things I'm saying that get them to yes? What are the things I'm saying that get them to no? And I want to hire you as a consultant to do this for me and write the script basically. So he did. He wrote not only that but his whole sales philosophy, helped me with the compensation plan, and then said, "Alright, I want in on this. I want to come work for Jimmy Marketing." And so not only was I able to get him to write the sales script but then hire him, which is like the best hire, the guy who wrote the sales process for for you. And there's a difference, huge difference, when you sell yourself, you know, as the owner of the agency and then having someone else sell. Creating that sales philosophy is imperative for the success of that salesperson, and having stories for them to share on your behalf is imperative for them to build bonding and rapport and ultimately trust, because the only reason why people are not giving you the money that you deserve is because they don't trust you. So what can you do to increase the trust? And if it's not you doing that and you want someone else to do the salesperson, what can they do to increase the trust? And so we created this whole philosophy and it was about an 80-page document that he had all different stories he created. It was awesome. It is awesome. He references it all the time. It's a PDF that you can, you know, you can just search through. So I'm going to ask you a question, you know, if you were to think for a second and say, you know, what is the one thing that will change your practice, your agency, your net income, you know, and your life? What do you think that one thing is? And, you know, for me It was a system that gets you more yeses and sales. And when you have a system like that running automatically in your agency, what would that make you feel like? Would that give you the freedom to, you know, go on the nice vacation that you want to go on and know that your business is still generating income? And, uh, you know, I, I I can tell you, I tried the automated ways of doing sales. There's nothing like a person and that human touch, especially for high ticket. I mean, if you're selling a $7, you know, info product, yeah, you probably don't need a full-time salesperson. But if you want to sell $25,000 websites, if you want to sell $10,000 websites, $5,000, whatever it is, $3,000 retainer, $1,000 monthly retainer, You have a person in place, the right person, they're gonna drive sales, and it's important that you have that sense of freedom. So what I'd like to invite you to is a very, very special opportunity to enroll into my proven client attraction and sales system specifically for digital marketing agency owners. Because when you have a system like this in your agency, you're gonna attract more of your ideal clients automatically. You're not gonna have to stress anymore about money. You're gonna know how to find, train, and retain the salesperson so that you can have more freedom. You're gonna shortcut your sales cycle so you get money into your agency faster. You're no longer gonna have to do proposals if you don't want to. Um, for me, it— the way we do it is, is much, much easier and still gets yeses at the high tickets. You're gonna have the confidence that you'll effortlessly retain your clients for years to come. And I'm gonna teach this basically over 6 modules. The first module, this is the most important module and I've actually recorded this training last week. It, by far, it's about a 45-minute, 35-minute training on your mindset. So you can have a millionaire mindset so you don't bottleneck your marketing agency growth. If I can get you to go through that 35-minute video, it will completely change your outlook and how you think about sales and how you think about your success. Um, and when you get that right, when you get the mindset right, when you think the right way, all this other stuff is important, but it— the mindset allows you to make the changes that you need to make in your behavior to get the results that you want to get. Um, so the second module, after we go through the mindset, how to design and price your packages for the highest profit. I'm going to show you my 4 formula of how to go through and price your packages based on what your costs are, based on what you want to make, based on, you know, you may not have a salesperson today, but you have to buffer that in today because at some point you are going to want a salesperson. You're going to need a salesperson if you want to continue to grow. You know, you maybe, maybe you do want a single-person agency and you don't have to go through the level of hiring a salesperson, but you're still going to want to know sales. And you're still gonna wanna know how to get the best yeses. The third module, how to attract, hire, train, and develop and compensate the right salesperson so that you'll never have to deal with another prospect again. I can tell you, it's very empowering to be on stage and to be able to basically refer people to Darren and know that he's gonna be the one following up with them. He's gonna be the one getting them to yes. I generate the interest he closes the deal. Very, very freeing feeling. The fourth module, how to properly position your sales presentation with the right sales system so that you won't have to chase your prospects anymore. If you're chasing people, if you're following up with, with people too often, there's something wrong with your positioning. There's something from a trust standpoint that needs to be fixed and looked at. And when you're positioned as the true authority and when you're positioned in a way where you have the solution to their problem, there's, there's no need to chase. How to attract top paying clients without Facebook ads. So we're going to go into, um, you know, how I speak, how I get these speaking engagements, um, how I get webinars with very influential people, and how you can too into your own niche, uh, with your agency. and then how to have your clients refer you even more of your ideal clients. Now, I'm going to be 100% transparent. I have never taught this course before. This is a brand new course, um, and I ask myself, you know, what do you charge for, for something like this? Now, I've paid tens of thousands of dollars for, for courses like this, um, certainly when I do one-on-ones with people, have paid thousands and thousands of dollars. So I thought, well, an average client in the digital marketing agency should be at least $5,000 for even a short period of time. I mean, I hope everyone in the first few months is at least getting in $5,000 to at least $25,000. Ours is over $100,000. $5,000. But if we were to put a minimum value of $5,000 on one new client, I thought, well, if I price this at $5,000, you know, and I can help them get one more new client, that would be a huge win because they're going to be able to use this forever, but they're also going to get referrals. And then I thought, well, how can I give even more value? Because I truly care about your success, and I lived in the world of struggle and the world of debt. And when you don't have that over your head, you have this amazing sense of freedom, and you're able to help your family, help your team, help your clients, and serve them in a much, much better way. So I'm going to include 5 bonuses that will help you even more. My one-on-one sales script that I worked on with Darren and then also 3 other consultants. I've invested over $60,000 in developing this script. My 3 webinars that I use for, for onstage and online that will help you attract more qualified leads. And with this one, I've invested over $116,000 with 4 copywriting experts including Dan Kennedy, Dave D, Sam Ovens, and James Malinchik on a one-on-one environment of tweaking these one-to-many presentations. You'll get a 30-minute consult one-on-one with Darren, and then I just invested $24,000 in bringing in an EOS implementer to implement this, this how do you run the business and I just gave the State of the Union speech about a month ago to our agency. I'm going to give you the actual speech that I gave. We are a virtual company, so it was on a call just like this. I'm going to give you that speech and an overview of how we're utilizing that in our agency, and you'll be able to submit your questions to me via email or video for the entire rest of 2018, and I will get you back either a video response or a written response response, you know, when it, when it makes sense. Or if a team member can answer the question for you, they will answer the question for you. But if you need my personal input, you will have it. So when you add up, you know, just the bonuses, it's $202,000. So I figured, you know, a one-time investment of $5,000 still would be a no-brainer. But if you enroll right now You're not gonna pay 5— you're not gonna pay anywhere near $5,000 if you're willing to provide a testimonial. So we've got some testimonials, amazing testimonials at Jimmy Marketing for our clients. And at some point I would love to teach more marketing agency owners about sales. This opportunity is only for members of the 7 Figure Agency. But I need some testimonials if I'm going to go outside of this group. So if you're willing to go through the course with me and implement and have a success and share that with me so that I can, I can utilize that in when I go to expand this, it would be a way for you to get a steep, steep discount that I'm about to share with you. So just to share with you some of the results for our clients, these are the types of testimonials that I get for our clients. I want these for the marketing agency owners, for you. We collected over 300,000 new patient starts from Google alone last month through our web efforts with Jimmy Marketing. Thanks to you guys, I'm currently on my first vacation in years. We saw 7 new patients today from Google alone with 4 same-day starts. That's the equivalent of $20,000 in a day for him. Our production from the internet tripled Um, this guy's comparing his results year over year, and we doubled the amount of referrals for him. So if you were to provide a testimonial and enroll today, you can get started for $297, one payment, and then there'll be 3 additional monthly payments of $297 each. I'm gonna back the entire course with a 100% money-back guarantee. For a full year. So if you are interested in joining, I would head over to www.moresalesmachine.com right now because— and enroll. The first 25 who enroll, we're doing a hard deadline of June 12th because I'm going to do a jumpstart session on June 13th, but the first 25 who enroll are going to get 5 additional bonuses. And we We have a limited space for these who enroll, so with that, head over to moresalesmachine.com if you want to enroll in this, and by the end of these bonuses that I'm going to be sharing with you, you're definitely going to want to, so I would head over and enroll right away. First, you're going to get a one-on-one consultation with me, 30 minutes, you can use it anytime between now and the end of the year. The year. We're doing a live event with Josh, and I'm flying in my sales guy from Chicago the day after the Power Day. So the Power Day is the 28th in Miami. That morning we're gonna do a 4-hour live sales intensive event, and there will be recordings if you can't attend that live. But we're gonna go even deeper beyond the content that you Larry will have received at that point. I mean, an event like that to put me in the room, Josh in the room, two 7-figure agency owners, and the sales guy is— I mean, that in and of itself is by far worth the entire investment, that one bonus. One of the things that I didn't get to talk about is we use exclusivity to help close clients and inject scarcity as well. that's real. I built the software to help us manage that. So, uh, if you want to be a beta tester, we've never used it for— had anyone else use it besides us, but I will give you 3 months as a beta tester of our Exclusivity software if you think, um, exclusivity would help you in managing your niche and your growth. Um, recently Josh did, about a couple months ago, a sales presentation. Your sales guy was out and you did a sales presentation, and I'm going to go through that and, and basically give some tips and tweaks that could speed up that sale, uh, not only for you, Josh, but for basically as a learning tool so that we can see together, you know, how we can refine and, and do even better. And then on the, um, June 13th 18th at 7:45 PM, uh, I'm gonna do a special live jumpstart bonus session. That's why you definitely got to be in by the 12th. But you know, the first 25 coming to that live, uh, sales intensive event and having a 30-minute consult with me, you can ask me any questions you want. Nothing is off the table. So when you add up the value of the course, the bonuses, the additional bonuses You know, I personally have invested a quarter million dollars in what I'm going to share with you and give you the best of the best for only $297 today, and then 3 more payments of $297. When you get this installed and running in your agency, your value of your agency also increases. If you ever want to go and sell your agency, it's one of the line items that they will either give you more money for your agency, sales and marketing, or they will take money away if you don't have a system like this in your agency. So I'm backing again the entire course, 100% money-back guarantee, risk-free for a year. Obviously, I don't need the money, uh, we make our money at Jimmy Marketing, but, um, I, I need to charge something for you so that you take this seriously. I will I'll tell you that this is easily a $5,000 course after I get a few testimonials, and I'm going to earn your testimonials. I want you to have great success, and if you don't for whatever reason, you want your money back for a full year, completely risk-free. So, um, Joshua Nelson, do we have any other questions that have come in? Do you have any questions?

Yeah, there's a couple questions here. I just want to say, I think this is a— it's really a no-brainer the way that you've structured this, right? You guys, if you're seriously running an agency, which I think most of you are, any piece of information you can get that might help you land an additional client, period, is money well spent. It's time well spent. Jimmy has proven he can sell millions and millions of dollars worth of agency services, and he's offering to show you his whole model, give you his script, and in addition, spend a full day with you in Miami with me, his sales guy, my sales guy will be there as well. Um, you know, for a couple hundred bucks, you really— there's no other option out there that could even get close. So, um, you know, you should just definitely sign up for this. It seems like a complete no-brainer to me.

And I'll tell you this too, Josh. I mean, we were stuck last month with sales. Like, we, we, we— I think maybe we had one sale. Um, and what do we— what do I got to do? I reinvented myself. And, you know, this, this last month, um, you know, we, we did, we did, I think, 4 sales, 4 total sales. I went back to what worked years ago for us, which was this info course, completely revamping it and, uh, you know, doing a new one. And we were able to generate almost six figures in, in sales from that webinar that I did. So, um, you, you, you, the people that, that join us in this, in this course will get my webinar for free consults, will get my webinar for the info course, will get my webinar, um You know, when you can teach but you can't sell from stage so that you still get to sell. It's all this subconscious stuff and things that you can say in your presentation that will magnetically attract people in. And it's important you have these things in your back pocket because you never know when you're going to need more sales. And, you know, there was 4 or 5 months we were booked out for 3 months, 2, 3 months. So we weren't really concentrating on it. And then we got stuck, but there's always a way out of it. So it's some amazing one-to-many presentations in addition to the one-on-one sales calls.

Yeah, and if you're thinking right now, you know, I'm already in a 7-figure agency, Josh teaches me how to do some marketing, he teaches me sales, you know, it's true, I cover this stuff ad nauseam, but Jimmy's got a little different perspective. He does things a little bit differently. There may be some things, you know, he can infuse upon you that will help you even convert at a higher level. So, you know, I personally have invested in all of the gurus that teach anything from marketing, sales, business development. If I can find someone that's talking agency language, I'm in their program, I'm buying their course because I know one or two new ideas when implemented have an exponential return. On investment. So if that's a thought in your head, you know, don't let that stop you from jumping in on this. So a couple questions, and you know, Jimmy has been very generous. We're going on an hour and 12 minutes now. He and I are here to answer any other questions that you guys might have about sales, about business development, about this particular program. I really encourage the the first 25 of you, go right now to themoresalesmachine.com and sign up for this. Save your spot, that way you get the bonuses, you get locked in for the bonus day on the 29th. But any other questions you have, put them in the box. Ray did have a question, Jimmy, and it was, what about the removal of legal liabilities? Going back to the question about getting them to sign the contract or not signing a contract.

Yeah, so, um, when we get— some people will ask us like, hey, what about the legal liability? Like, that is— they'll ask it just like that too. And, uh, my sales guy says, look, if we need an attorney to do business, we're not the company for you. Literally, our reputation is everything. We're gonna do everything we can for you. Um, now one of our clients is a 22-practice location in podiatry, and there was no way around— I had to actually have a contract drawn up for that. So there will be situations where, you know, if it's, you know, if it's, if it's not just noise, you know, you really know that they have an internal legal counsel that reviews everything and there's compliance and all that stuff, um, you know, uh, then you definitely need it. Now we do carry E&O insurance, errors and omissions insurance, in the, in the business. We carry a general liability policy, employment practices policy, and we're clear in our sales process that there's no contracts and that we are month to month. So at any point, like even in the 6-month testing period, if they want out, like we're not going to go chase them and say, oh, you're in the contract. Obviously they want out for a reason, whether it's a hardship that they're experiencing themselves or, you know, they're not getting the results that they want. Whatever it is, let them out. Like we have found it not to be necessary to do that now. If I go to sell the agency, which I have no intention of doing, but obviously I'm preparing it for sale at some point, having those contracts will be necessary. So what we do do is after the testing period, we basically do a 12-month discount if they sign up for 12 months. And again, it's all is verbally or email. We will give them a discount $3,000 out of $2,550 a month. So we do get, you know, a little bit longer of a commitment. We're selling an initial package, but, um, you know, I've been sued before. It sucks. Uh, that's why I have E&O insurance now. The lawsuit was a guy was sending spam, um, on our servers, and we told them 3 times you can't do that. It's against, you know, the CAN-SPAM Act, and, um, He sued us for loss of business when we turned him down of a million dollars. And unfortunately, we live in a world where you have to defend the lawsuit. So it was a federal lawsuit, cost me about $15,000 to defend it. That's where I went out and got the E&O insurance to prevent those types of frivolous lawsuits. Um, and if they do happen, they take care of the legal fees on it. Um, that's the only one that, that, that we've had. But I'm not a legal attorney, you know, maybe you do need a contract, but we've been doing millions without them.

Yeah, great, great explanation on that, on that front, Ray. Hopefully that answers the question. So being less concerned about getting everyone to sign the dotted line, covering the T's and C's, he's closing the sale on the, on the spot, getting a deposit and credit card, get the credit card information information over the phone, right?

Yeah, it's funny, we were at an event and I was telling Darren, I was like, oh, I think this client's gonna sign up and I got him closed. And he goes, did you get the credit card? And I said, we're going up in an elevator. And he goes, I go, no, I didn't get the credit card. Meaning like, you didn't get the sale. And he pulled out of his back pocket the deposit form. He's like, I got the credit card though.

Nice.

We position ourselves as Batman and Robin. I'm the good guy. He comes in, does the, you know, the close, and when he introduces himself, he introduces himself as the closer. So he says, you know, if you talk to me, you're going to end up getting— buying a website, so make sure you want a website before you end up talking to me. And what that does is in a big room, it's the people who really want to work with us come to him, and the people who aren't really Sure, don't, and we're able to focus in on the ideal prospects when you got someone with that strong personality, which I don't have. Like, it's authentic for him to do that. For me, I'm more laid back and humble, but that's how I warm them up and then he closes them.

So Chris is asking, do you bill for the full $19,000 website up front, or how do you slice that up?

Great question. So our main program that we use for a testing purpose as of now, but I will tell you we're gonna change all this in the next month, and I'll— everyone who's in this course is gonna see exactly what we're doing from behind the scenes. But I'll tell you how we've been doing it for years, and it's worked well. So we do, we work with a lot of orthodontists. Their typical treatment value is is $6,000, anywhere from $5,000 to $7,500. So let's call it $6,000. So when I was pricing this course out, you saw how I did it where one new client at $5,000, which I hope that you're getting at least $5,000 in, and if you're not, you definitely need this course. Um, but when you can relate something to one more new thing, so if we can get one more new patient, that covers our cost at the $6,000. So we priced our program at $6,000 and what we did, you know, per month, $3,000 of that for ad spend, $3,000 of that for our services to do the retainer. So that's $6,000 and we're doing it currently for 3 months. We're going to be shifting to— we're going to change it all up a little bit, but what's worked well is doing it like this and then the first 3 months we're developing the website, we're writing the copy, we're setting up the ads, we're setting up the tracking system, we're walking the client through everything, we're, we're, we're providing an amazing 6-star level experience. That is $6,000 a month as well, but we get all that money. So that's 6 times 3 is 18. And remember, you got to have a deposit. So that's $1,000. So that gives us the $19,000. So We get the $1,000 in and that gets them on the calendar with our website project manager and you know, you can't get on the calendar without a deposit. It's just how the process works. And when you lead people down a process, a clearly defined process, they're just going to follow exactly what you tell them to do.

Nice. So it's kind of split up over a couple of months.

Yeah. On the new one, I'm strongly considering going 12 to 24 months. Just on keeping that as a standalone product that you, that you, it's like a setup fee. It's like a $25,000 setup fee. And keep in mind, these guys are spending, you know, 50, 60 grand on a piece of equipment. So 25 grand, you know, they spent millions on their building. This is the first thing people see about their practice, I mean, $25 grand is nothing. You know, you should be charging more. Yeah.

So another question here, uh, D.D. Miranda is asking, so obviously this isn't geared for someone starting out, question mark?

Oh, absolutely not. It's— I mean, it is, you know, definitely for someone starting out or if you're seasoned. The reason why I say it absolutely is for someone starting out is because if I had this when I was starting out, I could set up a script and know what to say. If you're just starting out, it's probably just you, I'm assuming. Imagine if you knew what to say or knew how to set up your packages for more profit and you knew all of that stuff up front. You wouldn't have to go into the $200,000 of debt like I, I did. You could figure it all out on your own, and I'm not saying that wouldn't happen anyway, but you're able to learn from my mistakes, all the mistakes that I've made, and all the investments that I've made into, you know, sales and marketing experts. I'm gonna give you the best of the best that's worked for us. So why wouldn't you want to see that from the beginning and be able to help more clients faster faster than going about it with kind of blindly.

Yeah, makes sense. So go ahead and get started, DeeDee. It's a great place for you to start. It's much better to start with information and a process than to try and just get started without any real guidance or direction. So Alan Hillsburg has a great question. He says, how do you go about targeting your ideal With packages in the $2,000 to $3,000 range, you really have to be speaking to the right customer. How do you go about targeting that ideal client?

So in any niche, there are players, business owners that operate at a different level than the majority of those in that niche. So in your world, Josh, and in your world out of of funeral homes, Josh in plumbing, you know, the prospect that has one truck, works out of their home, compared to the guy who has 10 trucks, maybe 3 locations or 2 locations, they're both plumbers. One's playing a different level of business. Than the other one. So for you, Josh, I mean, um, which prospect would you rather talk to?

Yeah, we would go after the guy doing the higher level business owner for sure.

So with the lists that are available today, and when you, when you define, like, we, we went through and defined, we found out that majority, like more than 90% of our clients are happily married for like years. And a lot of them to their first wives, which is so rare in today's society, but it's something that you can find out on a bio. And, you know, determining which ones you wanna proactively go after, I can tell you the plumber that's the one-man band that has no interest in growing is not at the conferences that Joshua Nelson speaks at. But the one-man band who is interested in growing growing is at those conferences, is open-minded to listening to Josh, and certainly the guy or person or gal who is sending someone in their organization to be at that conference that, you know, is a 10, 20, 30 person or 30 truck plumber is at that conference as well if they're growth-minded. So there's ways get into the rooms of where those people are and also identify them through Google, through like you've done in your 7-figure agency, Sales Genie, and all these different lists and Facebook groups and, you know, going in and looking at who's in the Facebook group and setting up a list and FedExing them and, you know, really standing out. When you charge more and the guy who has the 10 trucks, he's thinking big. He doesn't want a $500 website, he wants the best website. When you get higher up the level of wealth, people are very discerning and they want the best of the best. They don't care about price. Price is not even on their mind. What's going to give me the best results for my business? For my practice. And when you get in front of those people, those are your ideal prospects. Those are the ones who make decisions, they're decisive, and they— the level of the trust— once you do one for someone of those and they get— they refer you to all their friends, their level of trust— I mean, we've had, we've had situations where the sales call is literally like, you don't have to give us any pitch, here's our credit card, we want to sign up. And I'm sure you've got referrals like that too, but it's where you're— when you're in the right place in front of the right people.

Yeah, good answer, good question. David wrote a really nice comment in here, I'll just read it out. David says, I've been working with Jimmy for 4 months now and absolutely love Jimmy and Jimmy Marketing is the real deal. Everyone should sign up. Start implementing this. It's the perfect combo with Joshua's 7 Figure Agency. You have nothing to risk with the 1-year guarantee. If you don't see the value, even if you don't see the value, you will. So, and that was unsolicited. David, thanks for posting that. I think that puts a nice cap on what we've covered today.

Absolutely. David, uh, David does some amazing things and has also allowed us to go from a 54-person agency down to a 45-person agency, which, you know, bigger is not always better. And, you know, really has helped us in a lot of the SEO things that we're doing. So the feeling's mutual, David. Thanks. I'm glad you're a part of this. All right.

So I think we've covered most of the questions. If you had a question that wasn't covered, put it in the comments box or shoot a message. We'll definitely follow up with you. You really have nothing to lose, guys. Go to more-sales-machine.com, get registered, get access to Jimmy's training. This is going to be cutting-edge stuff. You don't often have access to a multi-million-dollar agency owner sharing his entire sales process with you, and you'll be able to come spend the day in Miami at our agency, whether you're here for the Power Day or you want to come in specifically for that. You'll see the agency and we'll spend the full day really just focused on sales process, sales systems, making sure that you've got a world-class sales process in place.

And Darren and I will be there for the Power Day as well. You know, we want to learn from you, Josh, just as much as, you know, you want to learn from us. So we're gonna be there with our notepads and pens, and then we're gonna have a lot of fun. On that next day, then in the morning. Um, so, and anyone that is, uh, in the Northeast area where you're close to like White Plains, if you want to fly private, I could probably get you a ticket for about $1,000, uh, maybe like $1,000 to $1,500 at least down. The plane coming home is, is full, but I'll be going down, scheduling my flight probably in the next couple days. If you want that, I'll be sending an email to those who enroll. You can just reply to that email if you're close to that and you want to go on a private jet. You're more than welcome to come with me.

Very cool offer. So anything else, Jimmy, you want to cover, or do we want to wrap this here?

I think I'm good. I just want to say that I want to thank you you for reaching out to me to see about sharing a little bit more. I go in spurts in your group, and I would love to respond to every comment in the Facebook group that you have. I mean, it's been a great resource for us and always want to give back, but time is always a challenge. And so when you asked me to put this webinar together and basically commit to helping your members go to another level with the sales. I love sales, as you can tell, and I don't even do it day-to-day anymore, but everything is sales. So I'm excited to see some transformations of people in this group together and get, get everyone rocking with sales, because with more sales and means more money, more freedom, more time, and more choices that you have for you and your family, which is what it's all about. So thank you, and, uh, I look forward to, to working with you all in inside the More Sales Machine.

Awesome, great stuff, Jimmy. Thanks everybody, have a great day. Look forward to seeing you guys in Miami in a couple weeks.