Key Insights from the Traffic & Conversion Summit for Agencies & Agency Growth

Alright, well hey guys, thank you so much for joining me on today's session. We're going to be talking all about the Traffic Conversion Summit as it relates to your digital marketing agency. For those of you that don't know, Traffic Conversion Summit is probably the largest digital marketing event, definitely the best digital marketing event in the country. It's put on by a company called Digital Marketer, Brian Dice, Roland Frasier, Perry Belcher, Just brilliant guys, and it's been going for about the last 8 or 9 years, and it's grown from a couple hundred people to this year they had well over 6,500 people in attendance. Just took over the entire conference center, and it was 3 amazing days of some of the brightest minds in digital marketing sharing what's working now, what's working to generate traffic and conversion, you know, leads at the end of the day, which is what it's all about. And I've been going for about the last 6 years. I get something valuable out of it every year. But like I said in the videos leading up to this, they've really shifted over the last 2 years to having a track specifically for agencies. And somebody asked, you know, how do you define an agency? So for me, that's anybody providing these services for business, right? So whether it's local businesses like us, we work with plumbing and HVAC companies, major corporations. If you provide these services to other companies, then that's the agency model. And so what I experienced in my years going to the Traffic Conversion Summit, I would walk away with so much information in my head that it was like, oh man, this is great stuff. A lot of it was e-commerce-centric, so I was learning about tripwires and upsells and profit maximizers and a lot of automation that could be done. And I'd wind up kind of spinning my wheels at some level because I think, you know, how can I do some of that stuff and maybe start a side entity when I already had an agency that was doing really well and that was growing? So what I decided to do was spend a couple days just really focusing on, you know, how does this apply to the agency model? How does this apply to me? Other agencies in order to do one of two things: get more clients, which we all want, and/or serve our clients better and get them better results. That's really probably the main reason people go to the Traffic Conversion Summit. If you can get clarity on what's working and what tools are hot and, you know, where the industry is going, and you can be on the cutting edge of that and provide it to your clients at, at best-in-class levels, then you're gonna be able to serve those clients better. They're gonna be happier. They're gonna refer you more, they're gonna stay with you longer. So for me, that's really what this is all about. How do we get more clients? How do we serve our clients better? And so I do have a small 7-figure agency mastermind that got together throughout the, throughout the event. We went to dinner a couple times, we hung out in between sessions, just kinda talking about what did we learn, what were the key insights, how's this gonna apply to our agencies. And then we spent the full day on Thursday, the day after the Traffic Conversion Summit, just decompressing, right? There was 3 full days. What were the key things that applied? And most importantly, what were our actionable items? What are we going to go back and do as a result of the Traffic Conversion Summit? And so that's what I'm excited to share with you on today's session. Just here's what I learned, here's what I'm going to change in my agency, and here's what I think you should do as a result of what, what was presented at this year's Traffic Conversion Summit. Traffic and Conversion Summit. For those of you that don't know, I'm gonna just kinda give you a high level who I am and why you should be listening to me on this particular topic. I'm a self-taught internet marketing agency owner. I did go to school at Florida International University, but for the most part, just reading courses, going through seminars, sitting in events like the Traffic and Conversion Summit, being involved in masterminds like the War Room and others, I was able to spend the last 16 years really figuring out how the internet marketing agency world works and was able to grow my agency from zero to $3.3 million over the last 6 years. So I currently have a team of 30 employees at our office here in Miami. We made the Inc. 5000 list for the last 2 years in a row, 2016, 2017. I'm the author of 2, 2 books on internet marketing for plumbing and HVAC companies. That's the niche we serve, that's the market that we're in, and it wasn't always a smash success. I spent several years running a web design and hosting company that wasted a lot of money and really didn't get me anywhere. But today, the world is good, life is grand. I put up a quick picture of our team. We've got, again, 30 employees here in South Florida. A picture of our PPC development floor where we manage pay-per-click campaigns for our clients. And just a quick picture of me and my business partner Dean at the, at the Inc. 5000 Gala in San Antonio last year. But I'd say probably more important than any of that stuff and why you should listen is that in addition to having success in my agency, I've had the opportunity to work with others like Allan Hillsbrook, who you see on the left, Jeff Fisher, who you see on the right. That have been able to build very successful niche-focused agencies similar to ours. So, you know, that's, that's who I am, that's what I'm about. You know, I have a passion for this stuff, I have a passion for helping other digital marketing agencies grow and scale their businesses as well. And then in the center there's just a picture of, of a group of agencies coming to our office, spending the day, kind of learning our model and kind of seeing what our operation is all about. So that's enough about me. Here's what we're gonna cover today. We're gonna talk about the key insights from the Traffic Conversion Summit, and there were, there were a lot, and really how this stuff can be applied specifically to agencies. And most importantly, like I said before, how to land more clients and how to serve your clients better. So the first day of the Traffic Conversion Summit, Ryan Deiss, who runs Digital Marketer, had a great breakout that he labeled "crap." And the reason he called it crap is because things are changing, things are consolidating, especially in the e-commerce space where you could sell, you know, any variety of ways. Almost everything has been consolidated down to Amazon. And some of the key insights were almost all paid traffic is now on Google and Facebook. 70%, um, of current spend in paid advertising online is going to Google and— Google and Facebook, and that's gonna increase over 29% over the next year. So what that means is it's gonna get more expensive, and you have to really get good at those two places, right? So if you're an agency and your business is to drive more leads and more sales for your customers, and everything has shifted to paid advertising being on those two channels again Facebook and Google, those are the channels you have to be studying. Those are the channels that you have to be really good at. You have to understand search engine optimization and getting your clients ranked on Google. You have to understand Google AdWords. Like it or not, there's a big play for Google AdWords and Display Network. You need to be learning this stuff and you really have to roll up your sleeves and understand how Facebook advertising works. You gotta understand the pixels, you gotta understand retargeting, you gotta understand targeting specifically, um, because these are the engines or the services that are gonna control our destiny as digital marketers going into the next 3 to 5 years. The other critical element though of this was, as it gets more expensive, 'cause based on supply and demand, If everything's going to one place, and I know for a fact Facebook is trying to limit their advertising and make it as relevant as possible based on supply and demand, less supply, more demand, higher cost per click, higher cost per lead. The other critical thing is to make sure you're thinking about your company, your client's brand in addition to just driving paid ads. How can you make them the known entity in their market? How can you make them the community builder in their local market or whatever market it is that they happen to serve? Because by having a stronger brand, you can also have a lower cost per click and a lower cost per lead despite these channels becoming more and more expensive. So the other big thing is— really talked about ad nauseam at the Traffic Conversion Summit, it was just in about every single one of the sessions mentioned at some level. and that's the rise of bots and artificial intelligence. More and more things are going to get automated, a vast majority of marketing initiatives. Google AdWords has really started to automate their bidding, their negative keywords, and they've got a whole artificial intelligence engine. Mike Rhodes talked a lot about this in his session. When it comes to bots, there are lots of bot tools out there, but the one that seemed to get the most talk at the Traffic Conversion Summit was this tool called ManyChat, and that's a Facebook bot that would basically start a conversation with somebody via Facebook Messenger. And so they've been talking about this for quite some time. Last year and the year before, it was like, okay, bots were coming, Facebook Messenger bots is going to be the thing of the future, but they're now saying 85% of customer interaction will be driven by bots. By 2020. So as an agency owner, you need to understand what, what is a bot? Like, what does this mean? What is this artificial intelligence? And make sure that you understand what the technology is so that you can be the one to bring it to your client base and say, hey, this is hot technology. It might be 2 to 3 years out before it's really widely accepted in your particular market, but as the, as the agency and the expert in your space, you need to know what it is so you can bring it to your clients and look like the true expert. They showed some examples of this, this year, the way they're doing it, and really the idea is to start a conversation. So, somebody gets to the Digital Marketer website, and the bot starts to interact, and it will ask a couple questions to segment. "Hey, thanks for visiting us today. Do you run a digital marketing agency, or are you looking to build your company's online marketing?" right? So they can segment, start a conversation. So they would say, I'm a digital marketing agency. Boom. And then it's like the bot then is programmed to ask another question. Oh, okay, great. What are you specifically looking for today? And it had 3 questions. Like the first one was driving more leads, you know, maximizing profits, or, you know, scaling my individual agency, right? And then depending upon what they answer, it takes them to another question. So, okay, great. We can definitely help you with that. "Would you like to schedule a time to talk with one of our experts?" And if they write back, "Yes," "Oh great, click here to schedule, for a link to schedule a time with us." So if you start to think about this, right, that was a conversation that was very natural and very organic for the person that got to the site, but it led them through a conversation that of course ended with a real live interaction with the customer. And these types of things are becoming more and more prevalent I'm gonna talk about it in the next couple slides because it was a big focus of today's session, of the TNC this particular year. But, you know, understanding what the bots are is really important. And so they did announce— ManyChat announced a training that they're rolling out completely free of charge on Messenger bots. What Messenger bots are, how to set them up, how to maximize the profitability through Messenger bots. I recommend you check this out. It's free for now at course.manychat.com/4. If somebody could type that into chat, that way I don't mess anything up here, that'd be awesome. In the past, this would have been a training that could have sold for $1,500, understanding Messenger bots. ManyChat, being strategic, said, "Why don't we be the ones to roll out a training on this, make it available completely free of charge?" Thanks, Jeff, really appreciate that. He posted it in the chat for us, you guys can click that after the fact. From what I understand, it's like 15 hours of intensive training on Manychat and chatbots. If this is something of interest to you and you want to be on the cutting edge, I definitely recommend you do it. They announced this only at the TNC a couple days ago, so you can be on the severe cutting edge with what's going on with with bots and things like that. So definitely check that out. The other thing they really honed in on was the notion that conversation is the new lead. So in the past, it was all about the opt-in, right? And so sitting at— I'm just kind of processing the last 5 years of TNCs. Couple years back, it was all about pop-ups, it was about getting the opt-in, it was about this follow-up sequence, right? You need all that stuff. But really, until a conversation begins, you haven't really generated opportunity for yourself as a business or even as an agency. And the other critical insight was that people now prefer to engage via Messenger, text, and email as opposed to phone. So I thought Ryan just explained this wonderfully because just think about it, when your phone rings, do you wanna take that call Or are you kind of like, "Oh really, I gotta take a phone call? I'd much rather just— couldn't we do a text message on this? Couldn't we have just sent an email?" I know personally that's how I feel about it. We've got hundreds of clients, I love my clients, but we've got hundreds of clients, so I can't personally take a lot of calls. I have my account managers to do a lot of that stuff. But even when it's a personal friend or personal acquaintance, if there was an opportunity for it to be done via text message, I would have preferred that, and if it could have been done via Messenger, all the better. So that's where I'm at. You know, I'm not, I'm not a millennial, and so you can only imagine the millennials as they're coming up are going to be even more centric around this whole concept of, I'd rather engage very worst-case scenario via phone, but in some other mechanism. So your marketing needs to lead people into a conversation using the methods that are most comfortable for them. So as an agency owner and you're starting to think about this, this trend in this direction and the possibility of using messenger bots to automate some of this stuff, don't feel like you're only driving to the phone call. Try to figure out ways to make the conversion in that conversation as comfortable for your customers as possible. You know, we, again, we serve plumbing and HVAC clients and I still believe that when a customer needs a plumber, they wanna pick up the phone and they wanna call their office, right? And they just wanna schedule the guy and get him out. But I do believe that trend's going to change. And as consumers start to feel confident, I can chat with somebody, schedule an appointment, and have a plumber show up at my house, that's gonna make my life a lot easier, that's gonna be a lot more convenient for me. So I'm gonna be studying this, I'm gonna have my team looking into this at a very close level. Because we want to be on the cutting edge. We don't want to be the schlep that is a year, two years behind. We want to be on the cutting edge of this. So I really encourage you guys, start thinking along these lines. And this critical insight is really valuable. The customers want to engage in the communication device that's most comfortable for them. And that's more and more going to be text message, Messenger, email, possibly other chat applications that get rolled out in the years to come. The other big thing for me and another kind of theme of the Traffic Conversion Summit is that your customers want community and the community is your brand. And so a community or a brand really is driven by what your customers would say about you when you're not in the room and you need to be cognizant of that conversation that happens and you really need to try and control it at some level. And so the way you do that is by making sure you, you aggregate your client base and you aggregate your customers. So for us, what we're going to be doing is setting up a Facebook group specifically for our client base. So again, you know, we work with probably about 175 or so plumbing and HVAC companies throughout the United States, and they pay us a couple thousand dollars per month to manage their internet marketing, right? Setting up their website, their SEO, their pay-per-click advertising. And of course they pay us because they want to get results. They want to rank better, they want to get calls, they want a great return on investment. And it's our responsibility as a company to fulfill those services, get them results, and communicate those results with them, right? Via reports, via monthly review calls. And that's what we do really well. That's what we've been doing for, for, you know, for several years now. We've got great reports that get straight to the point. Here's how much you spent, here's how many leads you generated, here's the expected return on investment. And make sure they have a sounding board to go through those reports on a monthly basis. But where we feel we can +1 this is instead of just that one-to-one relationship, our client to our account manager and us, we want to kind of give them cross communication with our other clients. Right, so there's a lot of value in our customer in Miami that does $3 million interacting with our customer in, in Austin, Texas that does $2 million and our client in Denver, Colorado that does $20 million, right? They like to know who else is working with us, what they're up to, what's working for them in online marketing both in terms of our services but in general. And so, by, by kind of opening up this community, doing monthly calls where they're all collaborating, and having a Facebook group where they can bounce questions and ideas off of each other, we really believe it will develop that community, improve our retention rate, give us better insights in terms of what our clients actually want, what their values are, what their questions are, and really move things to the next level because the community is the brand. It's not your logo, it's not the cool color scheme, it's, it's the group of people that do business with you, like you, and trust you. And we're really gonna be working on fostering and developing that over the next couple years. I think that's a critical insight for you, whether you're just getting started or you have a handful of clients. The quicker you can develop that community and those, those relationships, not just with you but with the other clients and other members the better and the more sticky you're gonna be. The other thing to consider about— the other thing to consider is to think about potentially setting up a Facebook group for your niche. And so, you know, I mean, ideally you have a niche. 7 Figure Agency, our business model obviously is choose a niche, position yourself as the expert, and then put marketing strategies in place to get customers coming to you. So if you're already on that path and you've got a niche, it's a really good idea to set up a group even if you're just seeding it at the beginning with a couple of companies. So we've got the Plumbing and HVAC Marketing Mastermind. It's a Facebook group not just for clients but for people that we qualify as solid legitimate plumbing and HVAC business owners that are looking to grow and looking to expand and interested in marketing. And we started about a year and a half ago, couple of people in there. Now we've got about 800 plumbing and HVAC, you know, business owners and marketers in that group. And what started out as just a seedling now is something with great conversation happening on a consistent basis. Lots of our top prospects and clients in that group, and it's like a secret list, right? We can email blast, we can phone call blast, we can also— any of our content we want to consume, we put out webinars, we put out cheat sheets, we put out case studies. In addition to email, now we can push that out on a Facebook group, get instant consumption, get lots of inbound leads and opportunities, and a good conversation going in a group. So that's something for you to consider, even if you don't have a big client base yet. Set up a group specifically for your ideal target audience. And that could be done on— it could be done on Facebook, it could also be done on LinkedIn or something like that. I prefer, for our business type, I prefer Facebook. I believe there's more people on Facebook, they already have it installed on their phones, they're going in there a couple times a day, and there's a lot more people hanging out on Facebook on a consistent basis, business owner or not, than on LinkedIn. So my personal preference is a Facebook group, and so there's two good ideas, two good insights, Put together a Facebook group specifically for your clients to develop that community and set up a Facebook group specifically for the niche that you serve. The other thing Traffic and Conversion Summit has been pushing, and really more Digital Marketer, is to make sure you have a big, bold vision that can excite your team and can also excite your client base. And about 2 years ago, they rolled out their their mission, which is to double the size of 10,000 companies by 2000 and— I don't know, there's a date there. And they encouraged us to think about our mission and our mission as attendees of the Traffic and Convergence Summit and to ideally kind of get on board with their mission, right? And because their mission is to double the size of 10,000 and they can get us as agencies to go and say, "Yeah, you know, we're gonna double the size of a certain number of agencies as our clients as well," then we're helping to accomplish the mission. And so our mission as a company has always been to, to help our clients increase their sales and grow their revenues as a direct result of our services. Right? We figured if we get our clients results and they can see tangible return on investment, they're gonna be happy, they're gonna stay with us, they're gonna refer us to others. And that's worked for us, but it's not really all of that compelling. There's not a number tied to it, there's not a timeframe tied to it. So we decided we're going to update that mission to, our mission is to help 1,000 plumbing and HVAC companies triple their sales by getting their internet marketing right. It's a lot more tangible, right? We serve about 175 clients now, so that's about a 10x goal. Our book for plumbing and HVAC space is How to Triple Your Sales by Getting Your Internet Marketing Right. So we've got a lot of case studies over the last several years we can show this company went from here to here. They went from $1 million to $3 million. They went from $500,000 to $1.5 million. And so we're going to do more and more of that, but having a specific number tied to it is a powerful— it's a powerful axiom. It's something that can excite our client base as well as the team, right? Our team of 30 employees, they want to be a part of something bigger than themselves. And so, you know, yeah, you're claiming directories, yeah, you're writing content, yeah, you're setting up websites, yeah, you're managing pay-per-click campaigns, But really what you're doing is you're helping triple the size of 1,000 plumbing and HVAC companies, which then lets them go out and accomplish their life goals and dreams, right? They get to have more personal freedom, they get to go hire more guys, they get to have a big ripple effect in their economy, and you had a part of that as a member of our company. And so I really want you to think about working on a mission like that for, for your company, right? It'll give you something to strive for, to give your team something to be excited about. I thought that was a really cool insight and something that we're going to take action on as a direct result of the Traffic Conversion Summit this year. That moves us to Frank Kern. I'm just going to pop over to chat here. How many of you guys have heard of Frank Kern? How many of you guys are big fans of Frank Kern? I've been following Frank Kern for years. When I was a member of the War Room, I got to spend some time with him one-on-one. He's just— he's an amazing guy. Because he's tremendously successful, but the way he presents is— it's hilarious because he's super irreverent. He almost pretends like he didn't prepare and he has no idea what's going on, and he's throwing out jokes, but the points that he makes are extremely salient, and the impact that he's had— you know, there's tons of people that have gotten tremendous value from Frank Kern. So nobody's gonna put in comments whether they're fans of Frank Kern or not. I see Gloria raised her hand, thank you for doing that. So Frank's message was really just to simplify and focus on recurring revenue. Frank, if you follow him over the years, he rolled a lot of multiple thousand dollar courses. So he would roll out like Mass Conversion and he got some money from that and then he did Mass Conversion 2 and he got some money for that and then he did one on how to do webinars really well and he made some money from that. And what he found was he was constantly chasing his tail as a consultant and a really high-paid multi-multi-million dollar guy. He was not selling a lot of recurring revenue related things and he was constantly having to come up with some new program that he could roll out. And he got frustrated, a little bit burned out. This is straight from his session. And so what he did was he just consolidated down to focusing on the Frank Kern Inner Circle, which is his, his monthly membership program where he rolls out cool stuff and shares things, and then a mastermind where people can come spend a bunch of time with him at his personal residence and kinda learn from the guru himself. But the main thing in all the case studies he showed from the people that he's working with was to help them go from having 19 different products and 17 different things on the time frame of here's what we're gonna work on next just to simplify, one particular product, one particular niche, and recurring monthly revenue. And that's really when you get clear at that level is how you can start to accelerate your growth, get control of your life, and really have, have scalability. And so I thought that was awesome because it's right in line with what we've done and really what we teach here at the Seven Figure Agency in our membership. Just some of the basic business model fundamentals that, that are core to what we believe is that you should be focusing on one very specific niche. So as opposed to being a digital marketing agency that serves everybody, you should have a specific target that you can speak to. So for us, plumbing and HVAC companies. For Alan Hillsburg, who has come through this process and is now running a million-dollar business, he focuses on funeral homes. For Jimmy from Jimmy Marketing, even though his name doesn't say it, focuses on, on orthodontics and healthcare. For Jeff Fisher, he focuses on local childcare, you know, local childcare companies, people that provide babysitting and tutoring and things like that. And we feel like by being niche-specific, you can really, you can really focus your service offering, you can accelerate the growth of your agency. So focus on one very specific niche And then position yourself as the expert in that niche by putting out interesting content, by developing case studies, by joining the association, by speaking at their events, by publishing a book, by putting out webinars. That's how you position yourself as an expert in one particular niche. And then putting marketing strategies in place— direct mail, email marketing, social media advertising, pay-per-click advertising— all targeted to that niche With that expert positioning, you can start to get customers coming into you pre-positioned to buy. And so that's, that's really what we're all about here at the 7 Figure Agency is getting very simplified business model, very clear on who you serve, and then putting strategies in place to get customers coming to you on a consistent basis. And then of course, making sure that the business model fundamentals are strong, right? Only selling recurring revenue. Really, that's the only way as an agency you should be billing. No one-off projects, no check payments, all credit card or debit card payments, no partial deposits, and a monthly recurring revenue of at least $750. And, you know, ideally that number should be greater. But if you have a digital marketing agency and you're doing one-off projects, even if they're like $20,000 or $30,000, what happens is you get a deposit, then you gotta do the work, and then a month later you gotta chase the guy down to get the rest of the payment, and then you gotta go sell somebody else another $20,000 project, or, you know, whatever it is that you happen to be doing. And by just simplifying your thing— look, I'm gonna do all this for you, this is what I'm gonna do on a monthly basis, this is how much you're gonna get charged on a monthly fee— and then retain those clients 'cause you're providing great results and you're servicing them well, that's how you build a scalable, successful business model. So I just kinda detracted because that's what Frank Kern's message was about. It dovetails so nicely with what we believe and what we teach here at the Seven Figure Agency. I thought I should unpack that a little bit for you guys. There was a tremendous session by Robert Cialdini. He wrote two amazing books, Influence and Persuasion. And, you know, somebody pop into the comments box and tell me, if you've read Pre-Suasion or Influence specifically, this is kind of the holy grail of being able to sell, being able to influence people. So Nikki's read both, awesome. Matt's reading it, beautiful. Gloria, Influence, awesome book. So it's about behavioral psychology. You know, this guy Robert Cialdini is not a marketer, he's not a sales guy, He works in education and he was writing a book on the different powers of influence that can take somebody, a consumer, off guard. The purpose of his book wasn't to show you how to market better. It really was how to protect yourself from these powers of influence. It's things like social proof, testimonials. It's things like anchoring. It's things like, um— There's all kinds of really cool influence strategies that he breaks down and it's scientifically based. This is must-read material for you as a digital marketing agency. You should read both of these books or listen to them on Audible. I'm a big Audible learner. I probably have only read a handful of books in my life, but I've listened to probably thousands of books. So both of those books happen to be on Audible. I recommend both. And one of the coolest things he shared from the stage was the power of asking for advice rather than feedback, and how something as simple as that can, can change the dynamic. So if you go to a customer and you want their help with something, maybe to roll out a new service or to kind of get them excited about something you're going to be doing going forward, if you go to them and say, hey, I'd like to get some feedback from you. You know, and I'll just give you an example. So we work with plumbing and HVAC companies, and we're rolling out a new laser-focused, you know, lead generation strategy for water heaters. We find that's a high transaction value service. It's something that they want more of, and so we can do something specifically targeting that via Facebook, via pay-per-click advertising, and microsites. And so If I were to go to one of my clients and say, "Hey, I like your feedback. I'm thinking about rolling out this thing that's called Water Heater Team and we're gonna put together this campaign and there's gonna be an opt-in process. We're gonna generate great water heater leads for you. Can we talk about it?" When you ask for feedback, they turn into a critic. They put on their critic hat, they're ready to say, "You know, Josh, I don't think that's gonna be great because most companies already have water heaters under control or water heaters suck." you know, that the profitability is terrible. Whereas if you ask for advice, then you're actually asking them to join you in a partnership process, right? They're gonna come beside you and think about it with you and provide feedback and be much more likely to think favorable of your idea and help you launch it, right? So in that same example, if I went to my clients and said, "Hey, I need some advice, right? We think that plumbers are doing great with our services. We think we can help you drive more water heater leads, so I'd like your advice. Here's what we're thinking about doing, right? Boom, boom, boom. Then that client would be like, yeah, that's awesome. Here's what I think, here's why I think it's going to be cool. Um, you know, how can I help? How can I beta test this with you? Maybe I can help kind of roll this out to your other clients. So simple things like asking for advice versus feedback, I thought that was a critical insight. And in the, in the kind of the, the post-recap, a lot of people anchored on that particular concept. So something you should use: always ask for advice instead of feedback. The other key Cialdini concept that has had tremendous impact on us and something I wanted to share with you guys on this particular session is the concept of price elasticity and the concept of price anchoring. So if you offer a program, whatever it is, in our case let's just say it's an SEO plus pay-per-click advertising for plumbing companies. We're going to set up your website, we're going to do your SEO, we're going to do your pay-per-click, and let's just say it was $1,500. But then we have one without pay-per-click that's $1,000, right? Let's say these are our core programs and we want most people to take the, you know, the core program with the SEO and the pay-per-click. And I— this is an example I'm sharing because this is something you need to think about in your pricing that can make you much more effective in how you present and really improve your close rates. The concept of price elasticity and, and price anchoring, what Cialdini recommends is to have some high-priced program as a decoy, almost as it is like a quasi-decoy, because if you come out You say, "Hey, okay, Mr. Plumber, Mr. Prospect, here's what we're going to do. I really think I can help you. You told me you're looking to increase your sales, you want to add 3 trucks, you want to grow your business. We can help with that. Here's what I think we should do. We're going to set up a website, we're going to do pay-per-click, we're going to do social media, we're going to shoot a bunch of videos with you, and to do all of that, it's $7,500 a month." You might think, "Man, that's going to blow the— maybe for you it's more, maybe for you it's less." But if you're looking to sell that $1,500 program, if you lead with a higher-priced option, that anchors the higher price. And subconsciously what they're thinking is, "Man, I want that. I'd like to be able to work with this guy or this gal, but it's just too expensive." So then they say, "Oh man, I'd really like to, but is there anything else you can do, maybe like a more entry-level type price?" Then you roll into what you actually wanna sell. So, "Yeah, actually this is what we can do." "you know, I think this would be a great starting point for you. It's $1,590 per month." By virtue of stacking your pricing in that way, they are much more likely to take your top price program or the second tier program than they would have otherwise. So even if in their mind they came into this meeting, this consultative sales process, thinking of a price point around $500, right? For whatever reason, they had this preconceived thought it was gonna be $500. And if you had presented $1,500, they would have said, "Mm, too much." You know, even $1,000, "I was thinking $500, forget about it." On the alternative, you led with a $7,500 a month program. Now they think, "Oh my gosh, wow, that's a lot of money. That's like way outside of what I was thinking. But I really like it, I wish I could do it." And they start kind of like in their mind thinking about, "Well, how could I afford this?" Right? Could I take out a loan? You know, could I max out the credit card? And they start thinking about how they could feasibly make this happen in their life. And then when you introduce the $1,500 program, remember they were thinking $500, they would have said no prior to this type of process. But a much higher percentage now are like, wow, $1,500, sign me up. So Scott piped in, yep, it's called the decoy effect. Thank you for giving me the right terminology for it. Have a higher price program, lead with it. And the mistake I see, even with people that have read this concept, they buy into this concept, they're like, "Yeah, this works, I know it will work." They still wanna lead with the low price. They wanna say, "Okay, so our base program's $1,000, and then our next level up is $1,500, and then we got this other thing that's like, I mean, maybe it's not really fit for you, it's like $7,500, right?" That's not the way to do it, the way to do it is to say, look, here's our thing, right? It's $7,500, we're gonna do this, this, this, this, this. It's gonna be a game changer, you're gonna grow your business. And then bring in the lower priced option. So again, Robert Cialdini is a rockstar. Go back, read his books. But this was a key concept and something that all of you running agencies should go out and implement right away. Whatever your price point is, have a much higher tier option. And what you'll find is some percentage of people Despite, you know, not really even thinking it, some percentage of people take that higher level program. It could be a very subtle difference between your $1,500 and let's say your $7,500, but there's some percentage, something like 10 or 15% of the population, that they just take the top tier regardless. And they'll get great value from it and you make sure that it's worth it to them, but you'll get some people that take your top tier pricing. So Chris says, "I totally agree, having a whopper package makes the other ones seem less expensive." It's just a fact. And Scott says, "And you'll need some people who— and you'll have some people that want the best package regardless." It's totally true. And what you're really gonna find is more people will buy the main program you want them to buy because you have the higher-end program. So definitely make sure you go out and implement a higher level package. There was also a session by Daymond John, which is on Shark Tank. He's the former founder of FUBU brand. He's become really famous these days. Shared some great insights on how he built his business, how he scaled it. But the one thing that I found real useful from his talk was Ryan said if you had to start over and you didn't have your hundreds of millions of dollars in the bank, and you, you know, you had to build it back up from the ground up, what would you do? And he said, I talk to 50 people one-on-one as soon as possible. It's all about conversation, it's all about developing that initial entry-level conversation. So, some of you guys maybe are early in your agencies, you're kinda stalled out, and you're like, man, what am I gonna do? I've got my direct mail going, I've got my book, I'm sitting in some, you know, BNI meetings, I don't have much going in, take some advice from Damon John. Talk to people, right? Make some calls, get one-on-one appointments going. That's how you're gonna get some momentum, that's how you're gonna get some business going in your company. So that was all day 1, tremendous stuff, lots of great ideas, lots of great insights. Day 2, the one session that stood out to me the most, I'm gonna talk about in more depth, but it was really all around using Facebook lead ads. Facebook lead ads, especially as it relates to mobile advertising, is an extremely effective, low-friction method to get leads, still get them opted in, still get them into your email list, and be able to get their cell phone number so you can communicate with them on a higher level. Facebook Live and live video is the future, so you have to be paying attention. You have to get comfortable being uncomfortable. So if you don't like video, you don't like talking off the cuff, you're gonna be at a significant disadvantage to somebody that is. And I don't have this on my slides, but one of the things we drew out in the mastermind day after the Traffic Conversion Summit was a circle. And it was a circle with little checks in the center of it. So the things that you do today that you're comfortable with are within your comfort zone, kind of in the center of that circle. Could be sending emails, could be taking one-on-one sales calls, Could be creating funnels, right? Those are all within your comfort zone. But then occasionally you get things that are a little bit outside your comfort zone. So that might be doing a live webinar, it might be speaking on stage, it might be doing live video. And those things outside your comfort zone, you really have a choice. You can step up and say, okay, I need to become proficient in this and expand my comfort zone a little bit or I can just stay where I'm at. And you will find that the things that you do slightly outside your comfort zone, that's how you grow as an individual. And something that goes from being uncomfortable and like, I don't really know how to do this, I don't feel comfortable doing it, you become comfortable with. And so if you've been following me, I do a lot of Facebook Live, I do a lot of live webinars like this. For a while that was uncomfortable, and I would have sweaty palms and I'd be anxious. and I wouldn't be very good at it. But doing it enough times, you get better, you start to get comfortable. So I'm gonna encourage you on this aspect of, of Facebook Live-ing, especially as it relates to targeting your specific niche and your specific audience. If you're the guy or girl that has good ideas and that is getting on Facebook Live and then it's putting out emails and it's putting out webinars and content relevant to their niche and how they can grow and how they can be more successful online, they're going to be attracted to you. You have to go outside your comfort zone. You have to start being comfortable doing that type of stuff. There was a session about podcasting. Podcast obviously is the audio version of blogging. What I found was interesting and the reason I'm bringing this up is that what they said was that it's the lowest friction method for producing content. And consuming content, right? So a lot of times you think it's easy, right? It's easier. I can just talk into my microphone or talk into my cell phone and have the raw materials for a podcast. But maybe it's not the best thing when in reality it kind of is the best, because most people, when they want to consume content, um, it's easy to listen to a podcast. It's easy to listen to audio. They can do it while they're rocking their baby to sleep. They can do it while they're driving to the office and back. They can do it while they're mowing the lawn. Most people don't feel comfortable watching a video doing any of those things, right? You can't multitask and watch a video. So while video is powerful, and really what I recommend is using video and creating the audio of it, the fact is it's super easy to produce audio and it's super easy to consume audio. So if you're not doing any other content creation, Start to record audio, put it up on a podcast, send it out via email, and you'll see that people want that. They want more and more interesting and relevant information that they can consume. Facebook groups build community and brand, we already talked about that. And there was a session by David Asprey from the, the Bulletproof Diet. Not sure if any of you guys are fans of David Asprey. Somebody pop in the comments box just to make sure you're all still with me and you're all still awake. I love Bulletproof. I've transitioned to a ketogenic diet. I have Bulletproof coffee in the morning, sometimes in the middle of the day, which is really just, it's coffee with butter and MCT or coconut oil, and the healthy fats give you energy. They make you feel good. They fill you so you don't wind up eating carbohydrates and other nasty stuff. Chris loves the Bulletproof. Awesome. So outside of just being a major fan of Dave Asprey, he had some really interesting things that he shared. And the one thing that really stuck out to me was the people on your team that got you to a million are often not the same people that get you to $10 million. And so regardless of where you're at in your, in your particular business, just realize, let's say you're getting your first 20 clients now, and you've got a— you've got somebody on your team that's helping you out and doing random stuff. To get to $50,000 or to get to $100,000, you're going to need different team players. You're going to need people thinking at a higher level. I thought that was really relevant. I thought it was really on point. It's something you should be thinking about in your, in your business. So back to, back to Facebook lead ads. If you're not familiar with Olli Bilson, I think that's how his name is spelled, he did just like a really awesome presentation on Facebook advertising, but leveraging lead ads as opposed to the normal Facebook ads. So for us, a lot of our ads, if you look at Plumbing and HVAC SEO, how we have things set up, we've got our ad, let's say for our cheat sheet, or let's say for a webinar, and the ad, they click and it takes them to a ClickFunnels landing page, and then they got to enter their information, and then, you know, from there they get taken to a thank you page. Hey, thanks for requesting that, you know, let's schedule a one-on-one strategy. That's kind of the funnel we've always used. But what he suggested, because most of us in the digital agency model aren't trying to get somebody's email necessarily, we want them to sit on a webinar, but that's not really the main purpose. The main purpose is we want to get them on the phone and maybe a web-based meeting so we can take them through a consultative sales process, right? We can show them, hey, here's what you're doing today, here's where there's room for improvement, here's what we would do in order to improve things, and here's how much it would cost for us to do business together, right? In order to have that conversation, you need their phone number, ideally you need their cell phone number so that you can get them live on the phone, you can schedule that appointment. The more strategy sessions you do, the more sales you're gonna make, right? That's just a proven axiom. So what he's found, and he does this for Josh Turner, the big guy from LinkedIn, He does it for GKIC, which is Dan Kennedy's group, and he also does it for Anthony Robbins. All these companies need— their sales process leads to a phone call, which leads to a sale. And he found that lead ads can be captured with a lot less friction. So just in comments, does everybody know what lead ads are? I feel like maybe I'm a little behind the game on this. I know a lot of people, I was like, "Oh, this is awesome, lead ads," and they're like, "What are you talking about? Like, I've been doing lead ads for years." So for a lot of you guys, you know, this is, this is core to what you do. There's gonna be some key insights here though that I think you'll find useful. So the key was though that lead ads are web form right on Facebook. So instead of them clicking off to ClickFunnels for instance, they click, okay, yep, I'm interested, and they get a web form right within the Facebook ad. They type in their name, they type in their email address or their cell phone number, and a lot of times that's pre-populated 'cause Facebook already has that information. And what's cool is that it creates less friction. 80%, they found in running massive traffic via lead ads, there's 80% less cost per lead through a lead ad as opposed to a, like a regular opt-in process. And they found they got 10 times more leads for the same spend. And I was running around, I was talking to other agencies and other people that that are already doing this and say, "Yeah, that's what we found as well." These lead ads, they just make it so much easier for the person because they don't want to click off to another site. They click off to a ClickFunnels or to a different website, they're like, "No, man, I'll just press back. I can live without that particular piece of content. I can live without it." But if it's just right there, it's really simple. But really the most powerful reason these lead ads are the way to go is because you can capture the cell phone number, especially if you're targeting people on their mobile phones, which most people are using Facebook from their mobile phone anyways, they get the lead ad and the way you present it is name, email address, would you like to receive whatever it is, the cheat sheet, the video, the case study via text message. And when they click yes, now they've agreed to they've agreed to receive text messages, right? And this, this is a game changer. I do a lot of Facebook advertising, um, and I feel like I'm pretty in the know with what's going on, but this is something new. I've always known about lead ads, but I hadn't connected the dots on why this is the way to go. And now being armed with the fact that it's gonna— it's producing 80% more leads, you know, at 80% less cost, it's just a no-brainer. And so then you can pull this opt-in straight into a tool like Infusionsoft or ActiveCampaign or AgileCRM. That was another disconnect for me. It was like, I know when they do it on ClickFunnels, I'm already connected, it's really easy, it's all gonna flow into Infusionsoft for me, and I can have my campaign with all my follow-ups. Well, it's easy with Zapier and other plugins plus this, Fix Your Funnel. You take the check, the opt-in straight from Facebook, and it's just like as if they did it on any other page. And if you've got their permission to communicate with them via text message, now, I don't know if you guys can see it in the visual, this is a copy of his slide, now you can send an email, "Hey, thanks for requesting the guide," and then a text message as well. And you can communicate with them both ways. And what we find within our client base, plumbing and HVAC business owners, they get tons of calls. Even if they opted in, even if they scheduled a call with us sometimes, "Hey, yeah, I'd like to have you reach out to me," and then my business development team calls, "Hey, just wanted to touch base, see if we could schedule a time to talk," they get screened out because they're calling the office number, right? That's the number that's readily accessible. When they give you their cell phone number, now you've got their, now you've got the ability to connect with them almost instantaneously, right? You can call that cell phone number, "Hey, you just requested our cheat sheet," "Want to make sure you got it, and while I got you on the phone, I just wanted to see if we could schedule a time later this week to like look at your internet marketing strategy and show you how we could help." Right? And you've got that number so you can call them again a week from now, 2 weeks from now, and really remain top of mind. The other big thing with text messaging is openability, right? We get so much email, lots of it goes to spam, deliverability through most of these systems is low, like 10% of the emails we send actually get to the desired recipient. Because it just gets lost in all of the other stuff that's going on. Where with the text message, you get far less text message. A little text box shows up, you're going to at least see it and potentially interact with it. Couple comments. Travis got to jump on another meeting. Will there be a replay? Yep, ideally if the technology works, there'll be a recording and I'll get that to you. Nicky says, just wanted to say love your energy, good stuff. Awesome, thank you. Appreciate that feedback, makes me feel good. So lead ads is where it's at. If you're doing any type of Facebook advertising, start to experiment with lead ads. It's worth the attention, right? Then this was the thing for me. What I'm doing works, but I know there's another way with these lead ads. I just don't wanna spend the time to roll up my sleeves and test it out and see how it works. I will now because it's worth the attention. Just the knowing that I'm gonna get those cell phone numbers, and the ability to contact them via text message is worth the energy. The other one was from Joel Com, which I had listed as Joe Com earlier, and a couple people called me out on that. But Facebook Live's where it's at. 70% of video on Facebook is being uploaded live. So, you know, as opposed to people loading video after the fact, it's happening live. And really the key to Facebook Live is to make sure that you're being authentic, right? And that you're engaging with the people that are watching you live. A lot of times when it comes to video, we feel like we have to have the perfect setup. So I'm guilty of this, right? I got my little logos behind me, and on the other side of my desk I've got my green screen and my stuff. But at the end of the day, what people want is authenticity. Right? And so as agencies, you can leverage this, right? You can, you can be going to meet with a client, have a good conversation, and say, hey, you mind if I do a quick Facebook Live? And then just say, hey, I'm here with XYZ company, and today we talked about this, and one of the cool things they're doing is that. And that is going to get a lot more engagement and be more interesting than a staged, a staged video per se. So think about, you know, that, and then making sure that you engage. It's one thing to do a broadcast, right? What you really want to do is as people are coming on and watching you, that you engage with them. So yeah, just make sure that you're engaging, you're answering questions as people go. Tell stories, keep it real. They say that keep it real plus engagement equals relationship. So they don't know you from Adam, But when you show up telling them something interesting, telling them something relevant, and you acknowledge that they're there, like, "Hey man, that's awesome, thanks for sharing," and you go, "Hey, you're welcome, I'm glad you like it," that— now there's a relationship, right? They spoke, you spoke, now you know each other. So Adrian just wrote, "Please make the slides available to be able to quickly recap." Best webinar ever attended. Awesome, thanks man. And, uh, Sherry says I missed the Joel session, he's awesome. Yeah, he's a really interesting guy. Interesting fact, Joel Kamm was the inventor of the iForth app, which I'm not a big fan of, but a lot of people are like, oh man, that's awesome. He made a lot of money from that. It was one of the most downloaded apps in the, you know, in the, uh, in the Apple iTunes Store. So some good tools to help you with, uh with Facebook Lives. Zoom.com is a great way to do this. So the way I'm doing this webinar right now is on Zoom, and there's a button that I can press to go live. So I do that sometimes, and then I've got the people that registered for the webinar as well as the people that are watching me on Facebook. Of course, Facebook Live videos get more reach, so if you've got a bunch of people that have liked you or that follow you, by pushing it out on Facebook, you get even more eyeballs for your content. And when you do it live, that content already sits stored on Facebook, so you don't have to re-upload it. And you don't have to be doing a webinar. What I found is oftentimes I can, I can just say, hey, I want to do something on Facebook Live. And a very easy way to do it is to schedule a webinar, brought, you know, that's just me, say share to Facebook, and then I can share my screen, I can show my face. Those are cool things. I really like Zoom. In general for webinars and for one-to-one meetings, but for going live it's really cool too. The one that Joel really likes and he's recommending is called BeLive.tv, and the cool thing about BeLive.tv is you have the ability to do the same thing. You can have multiple people come onto the screen, so if you do interviews, and I do a lot of interviews, I can be on, on with my face and then I can have that person's face come in And the cool thing with how BeLive TV does it, it's built for Facebook. So as opposed to Zoom where you're going live, you're blind at some level, you can't really see if somebody's on Facebook asking questions or liking what you write on Facebook specifically. With BeLive, it's in an interface where you can see all the people that are live, you can see their questions. Kind of like if you do a live from your, from your phone, right? You do this and then you you can see people's comments coming up. That's really what you want to do with Facebook Live. And so that's where BeLive.tv is a really cool tool. And my favorite Facebook Live broadcast tool is OBS, Open Broadcast Studio. It's completely free. Um, you know, it does what I was saying with Zoom in an easier way because you can just say go live, put in your stream code, and you can queue up, you know, a, what's the word I'm looking for, like a, an intro video. So like a little 30-second sizzle video with cool clips. And as opposed to just coming on and they see your face and you're talking, you can key it up with that intro. Then you can show your face. Then you can go to your face and your screen. You could do transitions, videos. I mean, it's really cool stuff. Not nearly as hard as it sounds. So if you're doing any type of Facebook Live where you're sitting in front of a desk and you've got a webcam or a third-party camera, OBS is amazing. So Facebook Live, again, push that comfort zone, you know, get yourself to do things outside of what you do day to day, and that's how you expand and grow as an individual. I'm not gonna talk a ton about Ryan's conversation on the marketer of the future. I will say it was a really cool session. He shared a lot of analogies, but really the marketer of the future has to have a diverse technical expertise, right? They have to understand statistics, programming, user interface, analytics, behavioral psychology— Robert Cialdini stuff— and then brand positioning and storytelling. And really, if you're going to be effective marketing for yourself, marketing for your clients, you have to understand that stuff. You have to have a little bit of knowledge in each one of those areas. But really what he talked about was the T-shaped marketer. Because if you think you're gonna be good at every little thing, you're probably fooling yourself. So there's gonna be 2 things that you really need to go deep on, whether that's SEO or email marketing or funnel development. Really make sure that you understand all of it, but that there's 2 things that you can just say, "Look, I'm best in class at this." And so, you know, just think about that T-shaped marketer. That's who's gonna win in the future. But from that session, the main thing that really stood out to me was this concept. The companies that win in the future will be educated. In the future, will educate and build the skills of the team members that they need. So as you look to grow and scale your agency, you're going to need people. You're going to need account managers, you're going to need web developers, you're going to need people that can do things. And coming out of it, you think, "Oh man, I'm going to hire a bunch of people." I'm going to try and hire people that have all of those skills. But because the internet marketing sphere is changing so quickly, things like Facebook Live didn't even exist a couple years ago. Messenger bots are just starting to evolve. It's constantly changing. To be on the cutting edge, you should position yourself to say, "I'm going to find talented people that have a great attitude, that are willing to work hard, but then I'm going to accept the fact that I need to train them." I need to get them up to speed with what me and my clients need and build that perfect marketer to execute for your clients. For me, that was one of the key and critical insights that I got great value from. That really takes us full circle. A lot of tremendous insights from the Traffic Conversion Summit. There was a lot more. Obviously, the most powerful thing is being around other successful marketers and the networking that happens. That can't be replaced in a recap session like this. But we did cover some of the key insights, especially for me, from the Traffic and Conversion Summit, and we talked about what you can apply specifically in your agency with a focus around how we land more clients using this stuff, how we serve our clients better, how do we remain on the cutting edge. So with that said, who wants to take things to the next level? So Scott, while— I mean, who wants to take things to the next level? If you're still with me, I still got a good group here with me, and you're interested in taking things to the next level, just put "I'm ready" in the comments box. And Scott, Chris is with me, Sherry's with me, awesome. Scott wrote, "Hey, how would you compare this to last year's TNC?" Is this Scott Meadows, by the way? Tell me which Scott this is. But I think it's better. I think it's gotten better every year. I thought this year was just, Scott, what's up, man? Thanks for joining us. I thought it was just on point. I thought it was really salient and really, really on point. So for those of you that are putting "I'm ready" and aren't already part of the 7 Figure Agency membership, I'd like to invite you to join me on a journey that we can take together to make 2018 your best year ever and really take things to the next level. What I find is there's just so much information out there and it's easy to get information overload, right? Even just this recap session that I talked about, there's lots of information, there's lots of things coming at you every day. SEO, pay-per-click, social media, getting clients, Instagram. And really what you need is something that can help you filter the shiny red objects versus the things that can be really relevant and can really help you grow and scale your agency. And so that's why we developed the 7 Figure Agency Membership. And really what it is, it's a, it's a combination of training based on how we grew and scaled our agency, live updates, Q&As, accountability, as well as online access to other highly successful agency owners from across the country. And really, the 7 Figure Agency Membership is all about helping you grow a highly successful and profitable agency that provides financial and personal freedom. If you're anything like me, you like to learn from those that have done what you're trying to accomplish. Not somebody that did it years ago or read a book about how to do it, but somebody that's actually doing it, living it day to day. You need a logical training process that's in a sequential and logical fashion. And expect an end-to-end blueprint that walks you through the entire process from how to best get clients, how to serve those clients, how to fulfill for those clients how to retain those clients. And ultimately, you need ongoing support, accountability, and help when you hit roadblocks. 'Cause inevitably, as you grow your agency, as you take things to the next level, you're gonna hit stopping points. And you need, you need a group of people, you need experts that you can go to to help move you through those roadblocks. And again, that's why we developed the 7 Figure Agency membership. And it's really designed specifically to help you get your business model right, implement strategic positioning and marketing so that you can fulfill flawlessly for your clients and retain your clients at the highest level possible. Ultimately, so that you can grow the agency of your dreams. So if you want to grow a highly successful and profitable agency, be the expert in your chosen niche, have customers coming to you prepositioned to buy, and provide amazing service that generates great results for your clients, then this program is specifically for you. And really, here's what the, the 7 Figure Agency membership is. Here's what you get. You get our core 7 Figure Agency Blueprint training that has just been recently updated and is currently being finalized in a brand new updated format. And it's really 8 core modules from how to set up your business model, how to choose your niche, how to position yourself as the expert in that niche, how to put together your service offering, and more importantly, your fulfillment model to get the work done for your clients, how to serve your clients, and ultimately to manage and scale your business. It's really based on our business model, what works for us, and what's working for a lot of other agencies across the country. You get monthly training updates and Q&A calls where we're updating the training on a consistent basis, but also that opportunity to get those critical questions answered and really get, you know, you know, get past those stumbling blocks. Get live access to me, my team, and over 100 agencies that are on this journey with you. Swipe and deploy templates. A lot of people, this is their favorite part of the membership because we give you the proposal that we've used to close millions of dollars in internet marketing services. Our presentations, so the actual sales presentation that we use, the actual webinar presentation that we use, the contracts, the funnels, the various funnels that we have in place from opt-in to, uh, lead magnet to one-on-one strategy session, our entire sales process, the tools that we use, and more. You get our Rolodex of outsourced providers and tools. So there's a lot of things that go into running a successful agency. Um, we've got 30 full-time employees. We do most of this stuff ourself in-house. but there's a lot of things that we subcontract. There's a lot of members that have come in and said, "Hey, you know what? I need someone that can do this." Whatever this is. "I need someone to help me with website development. I need someone to help me with SEO link building. I need someone to help me with social posts." Right? So we've developed a Rolodex of people that you can plug into depending upon what you need in order to get the work done. And of course the operational project management tools, templates, and frameworks. There's a lot of steps that go into fulfilling well for your clients. And, you know, we've got a lot of templates fine-tuned, and we share all of that with you guys in the 7 Figure Agency membership. And if I add all this stuff up— the core training, the proposal templates, the, the speaker training, everything that we put into the 7 Figure Agency— I believe it has a true tangible value of $15,000. And I'd like to ask you, wouldn't it be worth $15,000? If you got a proven model that would help you scale your business to thousands, tens of thousands, potentially millions of dollars in annualized recurring revenue? Really, what you're getting is our proven model, the exact system we used to build our $3 million agency, making the Inc. 5000 list 2 times in a row. And really, even if you just landed 1 client at $1,500 per month, you'd get your money back, right? And this business model isn't set up to land one client ever. It's to land 3 to 5 clients every single month and continue to grow and continue to scale. So if you put it into that context, it would really be worth it even if it was charged at $15,000. I will say we don't sell this program for $15,000. Um, it's available to you today for just $375 per month. Month to month, no long-term contract. You get everything that I've talked about within the course. So to get started, all you have to do is go to 7figureagency.com/get-started. If anybody's listening in, they could copy and paste that for me. That would be awesome. Um, again, you're going to get our entire business model, tools, templates, everything you need to grow and scale a really successful digital marketing agency. And this, you know, this is the feedback we're getting from some of the others that are part of this process and not. So I don't know if any of you guys are familiar with Aaron Fletcher from The Fletcher Method. He is one of my mentors. He's just got tremendous training on marketing, positioning, webinars, and here's what he said. He said, "There's two ways to launch and scale a successful agency. You can spend years trying to figure out the right strategies and tactics, or you can save yourself 99% of the trial and error by working with someone like Joshua Nelson. So I thought that was awesome to hear that from Aaron Fletcher. David, one of our recent members, signed up in the last couple of months, awesome guy, super interactive in the Facebook group, but he wrote, "This is the best decision you can make for your agency. Not only do you get the how, but all of the marketing materials to simply swap logos and have high-quality content out of the gates. If you implement," 'You'll make a positive return in 90 days or less. We've been in it for 2 to 3 weeks and we've already made 10 times the cost.' Dean Magnolia focuses on the dental space. He wrote, 'This is exactly what we needed to scale our digital agency. Real step-by-step how-to templates, checklist, details. Highly recommend it unless you serve the dental niche because they don't want the competition.' And Jimmy Nicholas, who I recently had the opportunity of interviewing runs a really successful digital marketing agency serving the healthcare space with a focus on orthodontics. He goes, "Josh Nelson is the real deal. Great content with tremendous ROI. Whether you're just getting started out or you've already got a 7-figure agency, don't miss out on this. We're a multi-million dollar agency and the value has been more than I ever expected. Thank you, Josh and the 7 Figure Agency team." So I'd love to have you be part of this journey. I'd love to have you be part of the 7 Figure Agency membership. Again, to get started, just go to 7figureagency.com/get-started and hang in with me. I may have some special incentives, so don't leave just yet. I would say change is coming. The internet marketing landscape is constantly changing, it's constantly moving, and that's why we made this a membership site. At a time, we sold this as a course. It was a course that you got some CDs and DVDs, you kind of went through it at your own pace, and there was really no support associated with it. There was no ongoing updates. There was none of the accountability. And even though some people had success and grew, we really realized the content's constantly changing. The accountability is essential. And so that's why we made this a membership, and we're making it available to you for just $375 per month. 7figureagency.com/get-started. So Jorana is saying, do you have the contract templates in your library? Yeah, absolutely. So the exact template that we use to, to get people to sign off with our terms and conditions, all part of the, all part of the program. So a couple bonuses I want to give to you guys that take action right away. When you sign up, we're gonna send a physical copy of of, of our two books, with the How to Triple Your Sales by Getting Your Internet Marketing Right, The Complete Guide to Internet Marketing for Plumbing Contractors, as well as the direct materials we send to our clients in our hot lead follow-up. We find after we have a strategy session, some percentage of the people sign up right away, but there are others, they need to talk with the team, they need to look at the proposal and make a decision. And so we've created a shock and awe box that we send right after the proposal that really just sticks in their head. They're like, "Wow, these guys are serious. They're sending me something of value. They're interested in doing business with me." It's almost doubled our conversion rate from strategy session to close after we rolled that out. So as a bonus, I'm gonna send you our hot lead follow-up process with the two of our books that you can use as part of this process. Bonus number 2, I'm gonna give you my best performing webinar campaigns. So we have a core keynote presentation, and I recommend all of you have this and you get this set up. It's kind of critical that you have a positioning piece that you use. But at a certain point, you have to be doing new content on a consistent basis. You have to be iterating. So as opposed to just, "Hey, this is our how to market your— insert niche— business online," we found if we rolled out new content on a consistent basis to our list, that was fresh, that was relevant, we could remain top of mind. We could generate more leads from the people already on our list. So we do webinars on a monthly basis, one on, you know, email marketing, one on social media, one on how to optimize your website for conversion, one on, you know, how to run pay-per-click campaigns for maximum ROI. And so as a bonus, I'm gonna give you guys those, those presentations, right? I'm gonna give you the the slide deck, I'm gonna give you the emails we use to get people interested, the ads we use via social media to get people registered, the whole process. And we roll out new ones on a consistent basis, so as part of your membership, you're gonna be getting access to those new webinars and that new content as we, as we go. Bonus number 3, and this bonus to me is worth the entire investment for 5 years in the program, you're gonna be invited to come spend the day at our office. Meet our team, and meet a lot of the other agencies that are part of this process. So in the past, we've charged $5,000 for an in-office power day where you could come in, again, tour our facility, meet our team, see what a true 7-figure agency actually looks like. A lot of the people that have come through this program, this has been the game changer for them. Just being able to get outside of their, their box, right, where they're sitting at their desk and they've got this narrow perception of the reality and the possibility within their agency, and then they step into an environment where there's sales coming in on a consistent basis, there's a team, there's an operational structure, just changes, changes the way they see the potential of their agency. So again, that's a bonus at the, at the membership program that you're gonna get. And again, if you landed just one client at $1,500 per month, this more than pays for the, the membership for years and years to come. So I really want to encourage you to get started now. You can go to 7figureagency.com/get-started. Again, it's $375 per month. Um, open another tab, enter your credit card details. We'll get you set up. You'll get immediate access to the training. We'll get you added to the Facebook group. And, you know, start to really give you the tools and resources you need to grow and scale your agency. Now, it does get better yet because the program is guaranteed by 100% satisfaction guarantee. So, if for any reason as you go through this process, you say, "You know what, Josh? I spent the money. It didn't meet my expectations," or, "I didn't get any clients," or, "I'm not happy with the training," just let us know. We'll refund your money. I'm not in the business of taking somebody's money just for the, "Hey, you know, I'm glad I got that money." I want you to get results. I want you to be happy. I want you to grow. I truly have a passion for helping other digital entrepreneurs grow their businesses. So this is 100% satisfaction guaranteed. Just shoot me an email if you're not happy. We'll get you your money back. So for those of you that are still hanging with me, and I do have a big group here, so I appreciate you guys hanging in. Being part of this process. Um, couple, a couple of options. So for the first 20 of you, and again, I'm going to, I'm going to give this to you guys that are live on the webinar, and then I'm going to send out a replay because some people didn't get a chance to watch it. But for the first 20 from this webinar that register, you can get in for just $97 per month. So as opposed to $375, um, it's just $97 for the first 20. 7figureagency.com/get-started. I've got a couple comments. Scott says, "The office visit is so empowering." Awesome. Scott's been to our office a couple times. He focuses on the dental niche. He's killing it. Thank you, Scott. Matt says, "I just joined in January. I can confirm that Josh and his team are the real deal. High energy and integrity. This is one of, this is one of 4 or 5 sessions I've experienced since signing up, and there's much more scheduled." Loads of excellent advice, training, and content. The Facebook group is attractive too. Do it. Awesome, man. Thank you for saying— thanks for sitting through my little pitch here, guys, and for, um, and for kind of chiming in the comments. I really appreciate it. So really what I want you to do next, open another browser, you know, another tab, you know, keep this going. Um, click the Order Now button at 7figureagency.com/getstarted. You're going to get an email. Hey, thanks for joining. Click here, you get access to all the training, all the templates, all of the tools that we have in place. And then we'll get you added to the Facebook group. You'll get an email in a little bit to get added to the Facebook group and with the details for the live in-office day in our office sometime in the next couple months. Sherry's gotta go. Sherry, thanks so much for joining me. Look forward to connecting with you soon. I would love to do an interview with you, by the way. I saw that email and I just haven't, had a chance to, um, I hadn't had a chance to reply yet. So let's, let's connect via email and get that, get that on the schedule. So you guys are still with me. I really want you in this program. You really have nothing to lose. $97 a month for the first 20 people that sign up from this webinar. Go to 7figureagency.com/get-started. I look forward to seeing you as part of the, part of the program. I just want you to hear from some of the others. Scott's here. He's on this video. Just listen in on this. Hi, I'm Chris Yates, and I've gone through the 7-Figure Agency course with Josh and Dean, and I just want to say how an amazing course it is. It's just jam-packed with information. Hi, my name is Montina Portis, and I'm with Creative Internet Authority, and we're a full-service marketing agency specializing in legal marketing for lawyers and law firms. I was able to actually pick a niche or vertical based on the 7-Figure Agency Program by Joshua Nelson and Dean Iadice. And I'll tell you, it has been phenomenal. My name is Alan Hillsberg, and I don't usually buy into programs, but I bought into Josh and Dean's program because it offered me something that I've been trying to develop over the last 10 years. I've looked at a lot of things out there. I know there's a lot of shiny objects available and invested in different programs. Some even, one in particular that was a lot more expensive and it was just nowhere near the value that Josh and Dean provide in the 7 Figure Agency Program. They offered a number of concepts such as working on one niche, working at a certain dollar amount. And working on recurring revenue and all the things that I really was lacking in and not doing properly was all now put into a great program. Hi, I'm David Deust. I just wanted to share with you my experiences with the 7 Figure Agency Program. You know, there's a lot of great training in our space and You get a lot of different pieces from these different training programs, but I think this is the first time that I've seen everything together, put together in a quality way. Now I've invested thousands of dollars in training programs, everything from Facebook and marketing with some of the top marketers in the world, and this has been the best program that I've ever taken as far as the investment. Not only shows you things, but they actually teach you how to do things to get your agency to this 7-figure level. It's complete from beginning to end, helping you set up your agency, walking you through all the steps you need from your niche selection to the delivery of your services, how to price everything. It's just really complete. It was all now put into a, a great program that gives you step-by-step strategies in which you can improve upon. You have templates. I wrote a book before, you know, within this program. I built a website. And for me, the best part has been not only going through the training but actually seeing things basically under the hood. You're seeing everything that there is to grow your business to where you want it to go. Motus. And within this program actually grew to almost $10,000 with 3 clients. I think it's nice is once you purchase it, you're not just left out all by yourself. There's a Facebook group that you can get on and answer questions. Uh, Josh and Dean will chime in and give you their input. Other members of the group will. So it's just the real deal. It's nice to know that you've got a group of people that are supporting you. Uh, if you're looking for a legitimate program in our space to get your agency to the next level, I think this is a fantastic program to go through. Even if you are a beginner, just follow the program. It's very concise. I find that both Josh and Dean are genuine. Josh and Dean are there 100% to provide support. They have the step-by-step videos, audios, content, and really it's the first program that I've ever taken where I could say you can't fail. It's not even possible if you follow the structure and the templates. And it's also a really nice thing is that I'm not being bombarded every day by them with something they're trying to sell me in addition to this. So I mean, they've got an agency. They're the real thing. They've got an agency that they're running. I'm actually here in Miami at their agency and have just seen their place and it's just quite an operation. They have newsletters they provided. They have systems that work. And they built a million-dollar model. I will recommend this to anyone that is looking for success in, in, uh, their business. And so I really commend anyone looking at taking your business to the next level, whether you're just starting an agency or really need to refine and maybe even pick a niche to really focus on. So if you are serious about building a 7-figure agency, I would not hesitate to make the investment to join this course. Again, my name is Montina Portis, and I'm happy to be a graduate of the 7 Figure Agency, and I look forward to working and meeting you. Awesome. So I thought, I thought that would be good to hear from some of the others. I'm seeing in comments Stephanie saying that she's getting an error when she tries to open the, the order screen. So let me see if I can help troubleshoot that. I would not hesitate to make the investment to join this course. Again, my name is— So if for some reason you're getting an error on that page and you want to go straight to the order form, you can go right there. It still has the $97 per month price point, again, for those of you that sign up right off the bat. So, you know, kind of in closing on this, and I will open up for questions. A lot of you guys are still hanging out, so I'd love to have some more conversation around this and continue to talk with you. Got to the order screen, but it looks like it did go through. Okay, so you're in. Awesome, Stephanie, so glad to have you as part of the program. Sure, others will be joining as well, and we'll kind of kick you guys off in a really, really cool way. But, um, so if you want to grow a highly successful, profitable agency, be the expert in your chosen niche, have customers coming to you pre-positioned to buy at premium rates and provide amazing service that gets your clients great results, order now. Again, it's 7figureagency.com. You're gonna get the training, you're gonna get monthly Q&A calls, live access to me, my team, and hundreds of other successful agencies, swipe and deploy templates, our Rolodex, operational project management templates, our best converting campaigns, as well as an invitation to come spend the day at our office sometime in the next couple months. So again, I really feel like the value is there. So if you're serious about growing and building a successful agency, get started now. $97 a month, 7figureagency.com/getstarted. So I'm gonna go through, that's the end of my thing. Hopefully you guys got great insights on what I learned from the, what I learned from the training. Traffic and Conversion Summit, kind of what the key things you can go back and implement are. Would love to have you as part of this process, part of this journey. I'm going to go in. If you have questions, post them in the chat now and I'll stay on live as long as it's useful and as long as it's relevant. Let's see. Chris says, "Looking forward to this." Awesome, man. Glad to have you as part of the program. Jareena, I'm sorry if I spelled your name wrong or pronounced it wrong. Thanks for making this available. Having been an Infusionsoft specialist for 10 years, I'm just determining my niche and committed to building my agency. Awesome, man. Yeah, the most powerful thing you can do— it sounds like you've got great technical expertise and you just need to start to put together the front end, which is how you get customers, how you get those customers saying, yeah, I want what it is that you have. And the best way to do that is to choose a niche. That way, all the stuff you know about marketing, you can apply to yourself, right? And then do what you do well, right? You probably already are a rock star in Infusionsoft implementation and other things. So getting clear on who you're gonna serve, how you're gonna market to them, it's gonna be a great fit for you. So Scott says, "From someone who's been part of this system since the beginning and after, and have tried other more expensive and less comprehensive programs out there, I can say there hasn't been a better course. Scott, that's awesome, man. For those of you that are still hanging out, I'm here for your questions. I'll just tell a quick story. Scott was the first person that helped us kick off this 7 Figure Agency concept. We were running our agency. I think we were doing about $1 million per year, maybe a little bit less at the time. He emailed in, asked a question, "Hey, would you mind if I come out and just pop into your office and spend an afternoon? Or maybe it was, he was just thinking to come in and get lunch. And so we were like, yeah man, I actually love talking about agency growth. I love talking about what we do. Really proud of our office, so I'm glad to have people in and see it. So I was like, yeah, come on by. And he jumped on a plane, he showed up at the office in the morning, and we spent the day together. And we talked, we showed him our agency, we showed him our processes, showed him how we were marketing to get clients. And, um, it was, it was something he really enjoyed and he was like, gosh, you know, there's other agencies that need this. They, you know, they need clarity on how to run a successful agency. Why don't you put something together? And so, um, we kind of brainstormed it a little bit and, uh, here we are today with the, the 7 Figure Agency membership. And, uh, he's been back a couple of times and he's got a great agency serving the, the dental space. So you'll see him in the, in the Facebook group. As well as a lot of the others that have joined over the, over the years. Alright, so I'm not seeing any other questions. We'll go ahead and wrap it there. Went a little bit longer than I expected, but most of you stayed throughout, so thank you so much for your undivided attention. You know, my goal for you is to help you grow, accomplish your goals within your agency. Hopefully this has been of service to you. If you join, I'd love to connect with you live. I'll definitely see you on the Facebook group. And if you didn't, thank you for giving me your time. Thanks for being part of this process, and I will see you on a future webinar like this. So Christian says, "It's actually Christian, not Juana." So awesome. So now I know who you are, Christian Wiles. Thanks so much for joining me. And Nikki says, "Good for the 7 Figure Agency." Let's see. Good for just starting. Absolutely. So Nikki's asking, is this good for somebody that's just getting started? And we've got, we've got kind of a diverse mix, right? We've got people that are doing really well, got a couple 7-figure agencies in there. We've got others that are literally just getting started and getting great momentum. It's like Aaron Fletcher said, if you're thinking about building an agency, you can do it on your own, you can figure this stuff out. But there's gonna be lots of trial and error, there's gonna be lots of testing of tools and resources, where you can just jump right into our model. We show you from module 1, it's all about getting your business model fundamentals in place. So that's, you know, what tools are you gonna need and what are the options? Things as basic as what CRM are you gonna use, how are you gonna bill your clients, how do you set up recurring billing in the most simplified fashion possible. How are you going to manage your projects when you do land clients? What are the costs associated running with this type of agency from hosting and call tracking and everything else? So yeah, I mean, it's really built for somebody just getting started to take you from beginning and scaling all the way up. However, if you've already got an agency as well, there's things you can plug right into and get value from from day one. So I hope that answers your question. I think absolutely it's good for somebody just getting started. Thank you. Look forward to having you in the program potentially and helping you grow that early, early stage agency. Alright guys, I don't see any other questions. Thank you again. Have a great day. If you have follow-up questions, shoot me an email, hit me up on Facebook, and I will look forward to talking with you again soon.