Day In The Life Of An AI Agency Owner In Arizona

Foreign. What's up, y'? All? It's currently 5:53am in the morning. Decided to sleep in a little bit today. We're gonna get started on the work day. Gotta take my dogs out to piss because I'm in an apartment. Otherwise they'll pee in my office, which it's not pleasant. We got a little. Usually I try to wake up early, get a nice little work block in. Not sure exactly what I'm gonna work on, but we'll do some digging and figure out what to what to focus on. I'll probably just think about it on this little dog walk and then we're come back, attack the day. Get some coffees, get some caffeine and just have a solid work sesh. And then marketing meeting at 8am with my marketing director. We launched some new VO3AI ads yesterday. AI tools are popping up everywhere. Most of them are BS, but this one, it just made an agent. $230,000 in four months. Let me show you. So, yeah, those ads like that were some of our best performers. A few months ago, we had our best month in August. We're trying to recreate that, so I will update you guys with the results. I think they're going to crush, to be honest. Yeah. Let me go check my dogs out. The best and the worst way to start your day. Water's biting, but you just focus on your breath. Try to relax. After about a minute, you warm up. Can barely feel it. Feel great. We're going a quick little walk around this track, then we're gonna hit the sauna. Got the rooftop sauna with the mountain view, the apartment complex. So it's always a vibe. So when you get out, you just feel like a newborn baby. And then the best part is right after you do the cold plunge jump on the sauna. So, like your body's still cold. Like I have goosebumps on my skin. But then inside of the sauna, it's like super warm. And so as you're warming up, you feel the warmth of the sauna. It's just like. It's an indescribable feeling unless you've done it. But that's what we're about to do. So see you guys in there. I usually do like sonic hole punch, either really early in the morning or like late at night. You know, doing a little bit for the health before we get into the day. I try to spend most of my time on the highest leverage action. So I basically made like a little graphic for myself. Here are the highest leverage Actions. How can I fill my day with as many of these things as possible? And then I'll audit and I'll look at my day. My day is not filled with those things that I did something wrong and I need to change it and tweak it. So that's how I try to fill my day. And that's what I usually spend my time. Let me give you guys a brief little tour of our apartment. This is the kitchen. This is the living room. This is my fiance. This is her travertine table. That was $300,000. Just kidding. I think it's like 400 bucks. This is the view. Got a nice little balcony here, some fresh air. It's kind of crazy. You can, like, see everyone in their apartment. There's two other rooms I'm not going to show you today. One because my bed's not made because I just got up. I guess I can show you my fiance's office. Hopefully it's clean. Rachel, this is her office. Got some plants, little bed for the dog, carpet for them to pee on, and a bookshelf. And then this is my office, is where we're gonna be hanging out today. It's also where I film all my YouTube videos. This light's pretty cool. I think it looks good in the videos. And it kind of adds a nice little vibe. This thing. I don't really know what to call it. It's not quite a couch. It's not quite a chair. It's better than a bean bag, but yeah. And then I got this cool little blanket. It's like the great wave from Japan. I think it looks cool. Pretty. Pretty sick on there. Gives us a nice little, like, Asian feng shui kind of vibe in here. Little moon light lamp thing looks cool. And a bunch of plants so I can keep my oxygen levels high to improve brain. Brain function. That's the key to making money online, is have lots of plants and salt lamps. So, yeah, that's basically the tour, at least of what I'm going to show you today. We're going to dive in, get some work done today. Today what I'm going to do is review some sales calls. So this is something that, as you get bigger and you grow a team. My business partner is our sales manager, so he does a lot of it for us. But as a marketer, it's really important to listen to your sales calls so you can see, like, what's actually coming through from the ads that you're putting out. We're going to listen through, get some insights together. I'll probably show you guys select few clips of the sales call so you guys can see like what it's like my thoughts on it. Hey, I don't think they should have said this. Hey. Okay, we're gonna tweak this in the marketing moving forward to attract more qualified people. Because when you're on marketing you kind of just get removed from like the people aspect of it and you just see the numbers. But I think the people are gonna tell the story behind the numbers. So I'm excited to take a look and dive in. It's been a few weeks since I've done this self admittedly which is not a good thing. But that's what we're gonna do today and then probably have a little break and get it ripping. All right, so one of our action items from our meeting we had yesterday, we have like a company wide meeting every single Monday. That's like major key to running a business. We want to add a highlight reel into our zoom waiting room to basically just increase the conviction of everyone before they jump into the call. So I'm going to add like clips of like me speaking on stage, mag clips of client testimonials just like crushing it. There's a book called Pre Suasion. We talked about controlling the conditions to get somebody prepared to buy. Right. Like if you can control the conditions, you can force somebody's actions. And so we're just doing all like the little things that we can do to influence that. One of those things is going to be this little highlighter about the Philhar loom. Send it to my video editors. Kind of have a weird inception moment because my video editors really editing this video, watching me film them alone on an editing task is what it is. We're going to rip it. All right, So I just left him a five minute loom. I have like a tendency, I think personally to kind of just like silo myself and just work on like my own tasks. But like as you start to get bigger, you know, you have to be able to delegate to other people. And so something I'm working on for sure. But I mean I could go a whole day not talk anymore and just like focus on one project. I would say that's probably my default. Playing out a YouTube video or writing a VSL or script or something like that. Like that's, that's what I'm really strong at. And I almost like sometimes I get like irritated that I have to like explain something to another person, but something I'm working on for sure. All Right now I'm going to review a little innate in automation. I had have like an AI integrator on my team and basically he built me this automation. Like whenever a call comes through on Zoom, it automatically takes it into an animated automation and then it basically runs them through like a grading process. So I can see what was the prospect's name, who was the rep, what was the date it took took place, over the pain points, the dream outcome that the person had their objections, booking triggers. So I can see from a marketing perspective, like why are people booking calls, what they like, what they didn't like, any competitors that they mentioned. And it even helps me brainstorm like advertising hooks, which I could probably change the prompt because these look pretty mid. And then it summarizes a call and sends me a link so I can go and listen to it. So just going to give him like a quick loom video review feedback of this task. About to send this over to him right now so you guys can see that. All right, so we're about to dive in and listen to some sales calls. Got my iPad here. Gonna go through and take some notes. And let me just explain like really briefly why I'm doing this. So what happens whenever you run an agency, any type of agency, in this instance, obviously we're talking about AI marketing agency. But in any agency, at a certain point, your cost to acquire a customer is going to start to go up, especially if you have a smaller tam, right? So you have like two sides of the business. You have your client base, which should be the majority of your revenue, like your existing clients just continuing to pay and retain. And you also have the front end, which is where you acquire and bring in new clients. Now what happens is over time, your offer will start to potentially and the market will shift, right? Like when you see success and you post videos on YouTube like I do, you get people to come in and try to copy your business, right? And so the market is always changing. Like that's the only constant is change. And so if you start to realize that your close rate's going down, your CAC is going, your CAC is going up, right? Possible by our customer. You want to figure out like, okay, like what are people saying on these calls that is related to resulting in them not closing and buying, right? And this kid, I mean this can literally shift within like a couple months. Like things can change and shift. So you have to keep a constant pulse on the market, right? So what I'm about to do is I'm going to listen to either the last five or less ten. It depends on, you know, the timing. I'll probably shoot for at the very least the last five. And then we'll just listen to as many as we can until I feel like I get like a good insight closest people who actually bought. Because what we're dealing with in our particular market, we sell to insurance agents and insurance agencies. And what we found is like, when you sell to insurance agents, it's such a high trend mystery that even if we over deliver on the service and get them results, a lot of people end up just leaving the industry. So it's kind of just like a. Just kind of like a fact of the market that there's churn, right? I want to see like, who's actually coming through our marketing for 1, 2. I want to see how they're reacting to the offer, to the price point, everything, like, what's kind of changed over the last few months because we've had like kind of downloads for the last two months. It's been pretty dark to be. To be fully transparent with you. Talk more about that in another video. But like, this is, like, this is what you have to do to get it back on track. Like, you got to listen, see what's going on in the calls, get in, get into the weeds, get into front lines and see, like, who are we selling, right? Who's actually coming through for the marketing? Where are they at mentally? And are they even a match for the offer that we have? So that's what I'm going to do. I'll share with you guys my insights. I'll take a shitload of notes. I'll probably just do a little time lapse as I'm kind of going through this and then stop and I'll give you guys my insights as I'm. As I'm going through. So what it's now showing to is like, most of our people that are coming in on the front end are 20 term and final expense agents that want to sell IUL, and those people are not converting and they're not good customers. And so I'm seeing that and I'm like, okay, well what if we just frame it in a slightly different way where like the annuity guys make more money and the people that sell cash value life insurance make more money than like someone that calls themselves an IUL agent. It's just not really a term that they use. That's kind of the problem that, that I'm seeing. All right, y', all, so check it out. We just had another sale come in for 7, 800 sale just come in. We're sitting at 36, 869 for the week. And it's only Tuesday, baby. So yeah, we, we're pacing 100k week which would be good. We need it. We've, it's been, honestly, it's been a few weeks since we've had a 100k a week and it would be nice to get back there. So I'm about to go grab some lunch, so I'll see you guys there. All right, so we'll see if this place is any good. 48 grams of protein, organic chicken enchiladas, 612 calories. I usually eat way more than that. Here's another one. Enchiladas. And then I got, what is this? Wagyu beef lasagna, 55 grams of protein, 650 calories. And then hibachi steak, 526 calories, 46 grams of protein. So I don't know bro. That's a little, that's a little light on the calories to be honest, man. We'll see, we'll see how I feel afterwards, but I'm usually eating like thousand calorie meals. I'm a hungry boy. Then we got a little sebum energy drink. Tastes like a Dr. Pepper. It's pretty fire. About to head back, get some more work done. Got those sales calls to listen to. I want to run through and do like a, gotta finish up some stuff. I'm launching an affiliate program to encourage our customers as well as some like high level influencers we know in the space to share a product. So that's what we got planned for the rest of the day. I wanna give you guys a little, little business lesson that I'm learning and that is, I'm gonna call it offer positioning. So basically what we're kind of seeing and realizing, whenever you set up a business, there's a few things you wanna consider, right? So you gotta consider what is the TAM of the market and what is the quality of your customer? So TAM basically means what is the total addressable market, right? Like how big, how big are the people that you can, how big is this is the market of people that you can and want to sell to, right? So that's kind of the first thing to realize. The second thing to consider is what is the quality of those customers. So for example, Walmart as a business, if you've been in a Walmart, I don't need to paint the visual for you, but not exactly the, the Highest level individuals in society, I'll just leave it at that. But their TAM is everyone. So they can literally sell anybody that has a credit card. You don't even need a credit card. You can pay in cash at Walmart. Right? So they don't have to have quality customers. But if you look at a marketing agency where your business is based on recurring income and recurring revenue, or an AI agency or any agency, it's all about the quality of your customer. And so if you're gonna niche down and reduce your tam, you need to make sure that the niche that you're picking and the niching down is like, is gonna be a big advantage for you. Right. So one thing that we've kind of just like realized recently is we tried to scale too hard in a niche that is not that big and is also full of a lot of like solopreneurs. Like the INS industry, at least who we sell to is like mostly insurance agents. And so a lot of these guys, they basically get into the industry and then leave. Like the industry itself has a 92% churn rate every five years. So only 8% of the agents actually stay and succeed after five years. And that doesn't even mean thrive. That just means they're still in the industry actively selling like a policy year. So it's a weird market. And we're kind of just realizing like, all right, we need to, we need to exclusively go after the people that are making money in this industry, like only the top percent, and then expand our total, our tam, like expand who we'll sell to outside of just insurance. So we're looking at basically doing like, you know, marketing and AI for people that sell high ticket financial services. So it could be tax advising. We tried the RIA Financial Advisors. The problem with them is there's just so much like compliance that comes into play that they're just like very weary of anything, any marketing company. We got a lot of high quality leads when we tested that, but they just, they have so many objections and questions and they just take forever to make decisions. So I don't know if that's going to be the key, but we're working on building out a case study in the tax advisor tax strategist niche because we met this lady at a mastermind. She does over a million dollars a year in revenue. A lot of it is profit. And she basically helps business owners save money on taxes, which I know I can get leads and book appointments for that. So we're going to roll it out with her, get a Baller ass case study and then expand into that vertical. That's what we have coming down the line, baby. So I'll be documenting and showing that process as well on YouTube so you guys can see what that looks like. Make a little series called I started an AI agency from Zero to prove it's not luck and then show us launching it in that new vertical. That's the business lesson of the day. If you're going to niche down and reduce your tam, understand that, be aware of it. And you know, if you're scaling really aggressively and you're starting to realize you're getting the wrong people coming in, see that you're messaging or your total addressable market is just too small. All right, what's up, y'? All? So I've been listening to some sales calls for the last couple hours. About to jump on a little live training call with our. With our group jumping on about one minute. So we're gonna dive into that and give some value to my clients. Who here is currently recruiting or trying to onboard agents to grow their. Whenever you present or give any kind of opportunity or just really make any sales pitch, if you can present in threes, that's the easiest for people to remember and compartmentalize. The first thing that we talked about for him, consistent quality leads. So if you're going to be recruiting people, bringing them onto your team, you need to be able to demonstrate and show that they're going to have people to talk to you on a consistent basis and show that you have quality leads for people to work and basically explain how it's different from everyone else in the industry. You're going to be able to attract people to your team. Right. The key is you want to frame it not as I'm recruiting you, but as you're applying to be able to join my team. That is like the fundamental shift that most people get wrong that essentially leads you chasing people to try to get them to onboard, get their license, everything, whatever. It needs to be an opportunity that they are applying to be a part of instead of an MLM that you're recruiting them to. Does that make sense? This place bangs. They have like the best cauliflower crust pizza I've ever had. Yes, I eat cauliflower crust pizza. Complain about it in the comments. Look at that nice protein cauliflower crust. What do you got there? You know what I got? Well, tell the people thing. And honey and pizza classic. And cauliflower classic. You just got a 10x man. Just 10x.