How to scale from $17K/month to $100K/month in 86 mins

So, dude, tell me about, tell me about the business. Give me like a high level.

The business is a sales training community predominantly for remote high ticket sales. And then there's the, like, recruiting arm of it as well.

Oh, you're doing recruiting as well?

Not really, but I tell teach them how to get a role and then I have a few smaller partners that are hiring for salespeople so I can help funnel them into a job afterwards.

So you don't like. So you wouldn't sell me a rep as a business owner?

No, that's like on the back end. I haven't done that yet because of the front. The sales training, I believe, has more. More holes to plug first before the placement arm gets like dialed in. Yeah, I wanted to spin less plates to start.

You defo. Defo. So sales training in the high ticket only remote.

But there are people in, you know, for example, timeshare that come in for training as well because a lot of it is the same, just remote. High ticket is obviously the sexy place we're at now.

Yeah. What's your background in sales, by the way?

I learned to sell, I guess initially I was selling private lessons, like private tuition in Greece for like windsurfing and sailing. And then I moved. A few years later I moved to Mexico and sold timeshare in a resort. And then I did that for about a year. Then I did like cold calling, door knocking, SaaS, social media, like, cool. Most types of sales I've done. So that's why, like when I say it's remote high ticket, it's like it encompasses every element of sales that I've ever done, which is fairly broad.

Nice. It's very holistic.

I would say. That's a good word to describe it. Yeah.

Nice. That's one of my favorite words. I just love using that way.

I only really learned what it was about like six months ago.

It's a satisfying word anyway. All right, so I know the niche. Who is like your dream ideal avatar, would you say?

Great question. And this is something that I haven't even really dialed into. Yeah, I did a little bit yesterday because what I'm seeing now is the people that come through and that do the best. I would imagine they're kind of the avatar because they've progressed the most. I don't know if that's a different way of looking at it, but in my mind it's ideally someone who's followed my path. I imagine a lot of these sorts of avatar unpacking exercises are usually Conor, six years ago, or five years ago. So either in construction or hospitality or a traditional sales role, trading a lot of their time for money. And they don't really know how to make the first leap. They don't know how to get a role. They don't know how to do an introductory video.

So your dream customer is your old self and it's someone who's brand new.

I did this exercise briefly yesterday because I don't think I am personally.

Oh, so sorry. So it's people who have that scattered sales experience.

Scattered sales experience, but also like scattered. Like, I've also worked in construction a long time. I did hospitality. So it's kind of like, you know, when people job hop.

Yeah.

They can't. They never really lock anything down because that's what I did. I did six months here, six months there. And they kind of feel never. I don't know what the word is at home, let's say. Yeah, scrappy job hopper. That's nice. Yeah. But in the best way. I've always seen it as like a benefit. It's almost like people who probably believe that they want to be an entrepreneur, but they're not like set in a role. They can't go to a job and think, I can stay here for the long term.

Kind of got.

But is that the dream customer or is that just who I think it would be? Because me, a few years ago, like, I didn't invest in anything.

Would you agree that their entrepreneur mindset and freedom mindset, but they don't want a business?

I think nowadays one of the. I think everyone thinks that they want a business, but no one has the skills to build. Whereas sales is one of the core fundamentals. So I think that comes into like my marketing more so as you're 19, you don't need to build an AI agency, you need to learn how to sell. That makes sense.

Definitely. Do you know who Cole Gordon is?

Yes.

Yeah, I was watching a podcast with Cole the other day and he said he tried to start doing cold email and build like an agency or a consulting business. And he found that he loved sales, hated everything else. Everyone was like, oh, you're the best at sales. And he was like, oh, right, I'll go and do sales. And then he became a rep and did the high ticket thing and then obviously went and started the consulting business.

Yeah.

So it sounds like it's those kind of people where they think they want a business because they want to be an entrepreneur and a business owner, but really they try it. These are scrappy. They try Selling this thing. Try starting this thing. Try doing this thing.

Yeah.

They're like, shit, this is hard. And they realize actually just selling high ticket is the best and fastest and easiest and highest freedom.

I would say so.

Yeah. Yeah. Kind of like. Like old coal.

Yeah. Just some people who have like, I love it if they've done door to door or if they've done cold calling in a boiler room. For me, that's like prime because I know that they have the dog in them. I know that they already know what the game is like. Because sales has become sexy all of a sudden. When in my mind, sales has been people knocking on doors and selling Anglian windows and timeshare and it's now become like romanticized. And I find the people that have already done some of the hard yards, I know that they're. Maybe they've got some bad habits that you've got to unpack.

This is good because this is all stuff that we can use in our sales of marketing and content. Now you said earlier. Yeah, but is that really the dream customer? Honestly, the best way to learn who your dream customer is is. Is to just have a lot of customers.

Yeah.

And then you are like, I hate those ones.

Yeah.

And those ones are good and I really love those ones. Then you start to kind of go more over there over time. How many customers have you had now in total?

In total, I'm not sure an exact figure, but there's about 60 people in the community now.

How much did you make in cash last month?

I believe it was just over 1770.

17.

170.

GBP. 1. 7 GBP.

Yeah.

And what's been your biggest month so far?

33. The previous.

Previous month, yeah. GBP, yeah. Is that cash collected or revenue?

Cash collected.

Nice. Nice. 1733. What's been so. And you've been doing this since March?

Yeah, we did low ticket for. I'd have to check the dates, but we did low ticket for a good few months and then changed a high ticket a few months ago. Maybe four months ago.

Okay, what are your offers and prices and deliverables right now?

So the offer initially, first one is called get hired. It's £3,500. And that is full access to the content, the community, the coaching. There's about four coaching calls a week. Whoa, whoa, whoa, whoa, whoa, whoa, whoa.

Slow down.

Sorry.

So. So get hired.

Yeah. 3.5 K. And that is for the.

Content of the course, is it six months? Lifetime.

I'm a sucker. So in. In my mind we had it as Six months to begin with, and then a monthly. But then recent. Like, not recently. A few months ago, I was like a lemon for life.

So it is Lifetime now.

It is lifetime now. Yeah.

Big mistake.

I was thinking about potentially changing it after the first year of business. So everyone who was in for the first year, they can have a grandfather. Potentially.

Yeah.

And then everyone else can not. Yeah. Nice.

I want to tell you a story. I used to know this. I think he was from the Netherlands. I was in a mastermind with him. And he had like a youtuber course or something. Like 2k or 3k for life. Just group A course and group coaching. Sold it for Lifetime. And after about two years, he'd done 6 million, 7 million, something like that. Then he hated his life. Loads of people calling him a scammer and all the usual shit that happens. And he wanted to turn it off. So he emailed his list and he was like, hey, guys, listen, it's been fun. I'm turning it off now. I'm gonna go and do Sass or something like that, dude. Like seven figures in chargebacks, disputes getting fucking sued. People going crazy making videos and threads about him and stuff. Because they were like, you said Lifetime. So I want Lifetime.

Nice.

I want it in 10 years, you know? And then he had to, like, just undo all the mess and re. Give it back to Lifetime. But it was like a big horror story.

Yeah.

You know, so you really don't want to do Lifetime.

That makes sense.

You know, Definitely don't do Lifetime. We can talk more about that.

He's pitched as six months.

Yeah.

So I wouldn't say it's pitched as lifetime. I just haven't done any of the work to.

Is there a contract that they sign when they join?

There is a promissory agreement for people.

On payment plans, but no, like, contracting docusign. You need to do a contracting docusign. Just cover your ass.

Yeah.

I'll give you a template later.

There is one, but it's. Is it just for payment plans? I need to have a look. I can have a look, but yeah, I'll make sure.

Yeah, no worries. So we'll talk about that later. And what do they get in that program?

They get access to the course.

Group calls.

Yeah.

Yep.

Group calls. The course content, the community.

Yep.

And then also access to roles that I add in there. Some of them are inbound roles I get through my social media. And some of them are more like strategic recruiting partners.

Cool. Anything else in that program? Not by.

No.

No. What's the name of your business, by the way.

Cowboy closers.

Cowboy closers, yes. Because I'm already thinking of so many ideas. Well, we'll talk more about back end later, so. Right, so that's your front end. Do you sell anything else or is it just that.

Yeah, I have a like a one to one option as well.

Nice.

Just for transparency, these prices have gone up recently. I don't know if that makes any difference.

What are they now?

That's what it is now, but it was 2.5k.

Oh, got it, got it, got it. This is new. And what's the one to one?

The Runto one is exactly the same. However they get 12 one to ones of 30 minutes for the year. So one per month.

Nice. What's, what's the price?

7.5.

Cool. So basically group for 3.5 for six months.

I think it was like the traditional pitch.

Yeah. That six months is a really good amount of time. Not too long, not too short. Yeah, six months. Right. This is 12 months.

Yeah.

12 months. So 3.5 for group. No other offers.

They're in the works, but not really. I do not. Realistically right now. No, no, none worth mentioning.

Okie dokie.

I would say that like the one to ones typically seem to be business owners as opposed to people in sales.

Business owners. Yeah. That want to learn how to sell.

They think they want to learn how to sell and then I do a one to one with them and then I do. I consult on their sales, their marketing, a lot of shit because they, they like the brand and then they come in. So one girl, she has a sales cigarette business in the us CBD cigarettes. And she bought in and then now I just consult with her.

Like so that's good.

Which to be honest, is my most enjoyable part of the business.

Yeah. Plus.

A lot of it comes down to like. Creative ideas. A lot of the business consulting.

Definitely, definitely.

Yeah.

You've. There's something else there that's really good. So. And what is that? Anything else that you sell?

The dream.

The dream. What's that price?

That Priceless. What a legend. No, that's pretty much it for now. I was in the process of building a personal brand course, but I was like, I don't need to do this right now.

Okay.

Like a salesperson. Personal brand course.

Yeah. What is your. What should we talk? Let's talk about what? Tell me all the problems that you have or that you think that you.

Have just as a whole.

Yeah.

Everything cool from the top then. My social media marketing is more focused at the moment. And I had this call today to change it. But it's worth knowing from viral entertainment and like slapstick red flag sort of energy to be more. I want to be more. Not necessarily the sales expert. I don't need to be a Cole Gordon or a Bill Walsh, but more human, more education, more storytelling. Because currently it's like I get a lot of eyeballs. But they're like. Even if they are in the demographic, I would say they're problem unaware. They don't know what I do. They just know I get views and smoke cigarettes and live in Bali. So that would be the first one. Yeah. Pivoting content consciousness. Nice. Next one is the team dynamic. Something again that I'm like conscious of is instead of having a lot of like independent contractors and managing independent little teams, it's bringing everyone together to have a more rowing in the same boat flow.

Yep. Cool. Anything else?

Yeah, the GHL sucks for me. I'm not a big fan of ghl, the CRM. I like simplicity and I currently have a lack of that in terms of. For example, I have a mini course, two lead magnet mini courses about building a brand on LinkedIn to get roles and also how to get the best roles on LinkedIn. And you sell those free mini course lead magnet, but they're built into GHL and there's just a lot of ball ache in GHL for me. So I'm in the process of taking these lead magnets and just putting them on YouTube for ease.

Okay.

Then it will be conversion rate from views to conversion.

Yeah.

I would say another problem is I don't have a defined icp.

Yeah, I'll put that on there. Yeah.

Like I haven't actively. Until yesterday, it's been very much winging it, for want of a better phrase.

Yeah.

Problemos.

Let me just pull you off that just for one sec. What is your goal?

So originally it was a million pound in revenue in a year, which is what, 80, 83 ish K a month.

Yeah.

Now with the industry, I'm in the account that I have and if the numbers of what other people in my industry are doing are correct, we could do a mil a month.

US dollars or pounds.

I like pounds. I'm British.

I like pounds. This guy.

I like pounds until that ship sinks. Like I'm running pounds.

Good man.

Give me sterling any day of the week.

Good man. That's what I like to hear.

However, my actual goal is to have a business that runs autonomously and gives me more, more time freedom.

Well, you definitely ain't Scaling to a mill a month, then that's fucking damn sure perfect. Just say that one more time. Business that's like more freedom, I would.

Say what I have now is like you get out of your 9 to 5, you build a business and it's very easy to then rebuild a 9 to 5 as essentially like, yeah, you know, I still have a lot of time, but to answer it honestly, the goal is I'm working that out because there's a lot of. I'm not money motivated, I don't believe. But I like making money and I like building. I like being creative. So a million a month is literally just the vanity metric that I thought would be a good place to work towards. But the actual goal is to use it as a cash cow to fund product, physical product and content.

Do you like making content?

Yeah, I go through transitional periods where like for example, short form pause me more than long form now. Yeah, you know, it was fun to begin with. And Now I do 20 million views a month on Instagram and now I'm like, I don't. I have Fuck all on YouTube. So I don't know if I can swear on this.

Yeah.

So safe. So in my mind, YouTube is just the next place for me to like be a beginner again.

Do you have a YouTube now?

Yeah, it's like 1.3K subs. It's early days.

Okay. YouTube.

But it's the next mountain for me to climb. So do I like making content? Yeah, type of content, like making is usually lifestyle vlogs with a lot of mindset stuff baked in.

Yeah. Okay. What is the. Like, how do you acquire clients right now?

Instagram, YouTube or LinkedIn mostly. What, what's the funnel from the social media platform?

Yep.

And then typically it will be. There's a few. So they either go into the mini course pipeline. So the mini course is just tagged in the YouTube description. Here's a free mini course. Have a little look. Here's how you get a role on LinkedIn. They go through that. I see what stage they're at in the mini course. And then usually 80% of the way through, they'll book a call and buy. Or it's just an Instagram DM funnel goes to a setter. The setup makes a WhatsApp group. The set qualifies them on a call on WhatsApp and then they add the closer into the WhatsApp group for the closer to then hop on a Google Meet call and close.

Cool. So it either goes to a DM or a mini course.

I was thinking about. Yes.

And then the mini course goes to a call.

Yeah.

To a close. And the DM goes to a call. And a close.

Yes. Two calls. 15 minute setting call and then a closing call.

Is that the same for that as well?

Yes.

Yes. So they have to go through a set of call.

Yes.

Right. Let's just correct this. So they go to a set call, then they go to a final call, then they buy. So that's the funnel right now.

Yeah.

Have I missed anything there? Is that. Are those the two paths?

Referral. Referral. Is there occasional referral? Yeah. There is also an affiliate, a small affiliate funnel set up for. So what I was doing is reaching out to people who have like sales meme accounts. So they just post funny sales memes. Yeah. And they get tons of views, but they don't get much else. And all of the views are from people in sales. So a few of them have like sent a few people over. But I wouldn't say it's like, I think we had one affiliate conversion.

Okay.

It's not worth.

Yeah. Okay, so 17k last month. How many of those. And how many of those was that?

They would have all been. Get hired.

All those ones.

Yeah. Yeah. I don't think we got any one to ones last month.

Why do you think that was?

Comes down to my training of the closing team and closers not closing. Higher ticket.

Mm.

Everyone's scared to bang the high price.

Why?

Because they're pussies.

Ah, true that. True that.

So for me, it's like you pitch as high as possible, right?

Yeah.

Or you tailor your pitch to elude them to wanting only the highest possible option.

Yeah, yeah.

Essentially.

Yeah. You could do. Yeah. Okay.

Obviously that's one point. Blame the sales team. Easy out. But yeah, marketing is not, you know, necessarily focused on the people that are, you know, as much of an affluent crowd.

Yeah.

What.

What other problems or bottlenecks do you feel like you have?

Lack of strategy.

Okay. Strat. And let's just.

Sorry. I was going to say one last thing is a lot of the decisions I've made have come from where I was before, which was like heavily burnt out. So I feel like the decisions I made with the team were based out of need as opposed to A plus players. Whereas now I feel like it's the time to either strip everyone and rehire with the best people or they get paid less, slash improve. That's something I've been thinking about.

Yeah. Any other problems?

I wouldn't necessarily say there's more problems as in just more things to get done.

Yeah.

To be honest.

And when we say marketing is a problem, could you go a bit deeper?

Sure. So I think it comes down to my style has been very raw and shotgun strategy where it's like I'm just gonna get it out and you know, not necessarily have a strategy. And that's why I come back. I feel like strategy is the overarching theme throughout everything. Is the marketing strategy and conversion strategy actually in place.

That's better. That's a lot better. Yeah.

Because I. I had a conversation with a guy yesterday who knows me very well. He's a copywriter.

Yeah.

He wrote an offer doc a long time ago and another one the other day. And I said this looks like a very good VSL script. So I spoke to him yesterday. I was like, I need someone who is a strategist to basically tell me what to do. This is probably a problem is I'm very bad at doing things unless I'm forced sometimes.

You lazy?

Potentially, yeah.

Yeah.

I wouldn't necessarily lazy, but it's like I'm much better at telling other people what to do as as opposed to doing it myself. So I would tell one of my clients to make sure they have a bulletproof script for a vsl. But am I going to write one myself? No, I would rather have someone else who's better at it do it, me, pay for it, and then I have to do it.

For example. So when it comes to strategy, one thing that we have is an ops director guy and it is his job to manage the paid ads department. So he writes the paid ads scripts, writes the paid ads vsl, runs the ads, listens to the paid ad, sales calls, everything. Paid ads is Gabriel's thing.

Nice, right?

Is that what you're looking for or are you looking for more like a mentor? On this overall strategy side, if there.

Was a person that existed, I would ideally want someone who does. Manages the sales team, manages the tech and manages the actual like strategy of the. Of the marketing. Like a. So then I am essentially the face, the content and one of the coaches, if that makes sense.

So manages the sales team, manages the tech stuff. What else?

If possible, scripting of converting content because I know how to get eyeballs. But when it comes to like middle and bottom of funnel, again, I could chatgpt it and give you a rudimentary script, but is it going to convert? Probably not.

So it sounds like you want to actually build a real business where you remove yourself 100%.

Yeah, I'm pretty removed. As it is now, I would say.

What do you do and what do you don't do right now?

So what I do do is film content, lightly manage the team and a coaching call per week.

Their group coaching.

Yeah. So I do one and there's a couple other coaches that will do one a week. What I've been doing is using the closers on my team. There was two. I think we'll go down to one. Yeah. And they're also a coach.

So you film content, you do coaching calls. What else?

Lightly manage the team.

Lightly manage the team.

I, I found from an energy standpoint, if you're going to get confident, Connor, to manage a sales team, the energy is. It's not loving, you know, it's very dictator. Like I'm like a, like a staff sergeant in the military.

Yeah.

But that's not good for me for filming content. So I know that me being out of that side is much better so I can be a bit more creative.

When it comes to the million a month goal.

I'll tell you what, I quit drinking because my goals weren't big enough. So I'd see, I'd tell myself, save 10k, go back to drinking. I'd sort of do it in a month.

Yeah.

And I'll be say 15k and then I'll go back to drinking. I'd do it again. So I was like, I need a bigger goal. And it was a million in a year.

Yeah.

And then recently I'm like, okay. Like I'm actually like way closer to that than I thought I would be. So I just made it harder by a million and more.

Cool.

Is it a real goal? Not really.

Yeah, it's, it's.

Yeah.

I mean, look, it's, it's a goal that we all have.

Yeah.

You know, my question for you is less about the amount really. Do you have an ideal profit margin in mind? The reason I ask is because there's two ways to go do most stuff yourself and keep the margin very high or build a quote, unquote, real business and really remove yourself. But then you're really going to pay the price on margin. But do you mind though?

I'm not money motivated in that sense. I don't think so. I would prefer to have a autonomous, fairly autonomous business where I'm like, I can then sit back, buy a fucking huge whiteboard like this and plan the next move.

Nice.

While getting paid, I want to do basically as little as possible.

And you're willing to pay the profit price for it?

100%.

Yeah. Yeah, yeah. What's your dream monthly net income?

I'd be guessing if I gave you one.

Well, I mean, kind of. What. Where would be. Do you want to live in Bali? Do you want to keep living in Bali very long term?

I'm pretty committed to being here, especially as a base.

Yeah.

There are in my mind thoughts about the States, but.

Yeah.

Do I need to be there? No.

And do you like cars and watches?

There's one vintage Rolex that's on my mind. That's 36K. Do I need it? No. Am I gonna cry if I don't get it? Probably one day.

Yeah.

They're fun for the short term, but I'm not gonna again. I have a vintage Aston that would be nice to get.

Yeah.

But right now I care about building my next business which would be product based.

Tell me more about that.

My bag is over there. But for example, part of my brand and my life is sunglasses. So it would either be sunglasses. I had a money clip made the other day.

Nice.

So like money clips, sunglasses, lighters, cigar cutters, sick old money accessories essentially that I use on a daily basis because that's like where I like to be. So for example, I've got about six items of linen getting made this week for an event that I've got and a pair of like driving shoes. I like getting ship made.

Nice. Physically, how wealthy do you want to get? Slash, how wealthy would you have to be to be content?

My level of contentness doesn't necessarily come from the finances, but from the peace of having a business of people that know how to get it, know how to run it. So my lack of peace comes from uncertainty with people that don't really know what they're doing. If you said to me you can make, let's say clear 10 grand a month from the business, but you have no problems within the business. I'd take it for a short period. I'd get hungry after a while.

But if you made 10k per month net income and only that for the next three years, would you feel like you needed more at any stage or is 10k enough?

I would make more in a different fashion, either through content or from product.

Yeah.

Exclusive product.

Yeah.

And just negotiate good moqs. Moqs minimum. All quantities. Yeah, yeah.

You don't seem, you don't seem motivated by like high levels of net income.

I believe that I make the most money when I'm in a like, flow, creative stuff state. And that basically means everything is paid for and I can eat steak every day. And fly to Lombok or fly to, you know, Sri Lanka if I want to. Not that deep to be honest. I'm not, I'm not yearning for a Lamborghini payment plan. Do you know what I mean? I'm. I'm a bit old for that, I think.

Yeah, yeah, yeah.

I want to enjoy my life basically.

Yeah. Well that's a really good lens to be able to look at this stuff from because I find usually people are really cash flow net profit driven or they're really remove myself peace team. And the more just want to have fun and build shit.

Yeah.

You know and it seems like you're more that way.

100%.

Yeah.

I feel like that's the only reason I ever got into business anyway.

So it sounds like you don't actually care about, you know like you, you wouldn't care about getting to 10, 20, 30 million net worth such it wouldn't.

Make me happy in the morning.

Yeah.

Like happier.

Yeah.

Like I know personally I'm happiest when I have a trip. I'm like, you know when you go on a school trip and you're at school and you're like you cannot sleep. That's me. I want those more often than not.

This is good, this is really good right now to come turn it back to business and scaling growth. So pivoting content consciousness team dynamic and billion hours tech stack and simplicity conversion ICP marketing strategy. Any other problems or bottlenecks to put on the list?

Well, I guess part of it is hiring or training. That's probably.

Yeah.

You know they go go hand in hand more or less.

Let me just think about this. So where you're at now. Right. So you need, you need, you need this now to hire a good team, you're going to need enough liquid cash.

Yeah.

To afford it and to make it worthwhile. So the next thing you need to think about is consistent. Traffic flow because you need consistent traffic flow in to then book the calls and close the calls to generate the net cash flow to then feed into the team. Right. So then we can solve that. That's going to get you the calls, that gets you the closes to generate the cash to afford the team that can then essentially.

Spin pay for itself.

That flywheel and then the team. So basically this is kind of like your only job.

Yeah. Really? Yeah.

But also you could also go one layer deeper because you could do what I do and like make be the face, make the content, make the ads, be the face of it. And are you happy to be the face of it.

I was born to be the face.

Right. Right. Really good. So consistent traffic flow. So this is. This is you. Okay. You're going to do that now. The next thing to think about then is the team. So I think I like this pricing. It's on the low side, but it's pretty damn solid. So I don't think there's anything to change there right now. I really like that you've got a group and a one to one. That's a nice balance. So how consistent would you say you are? Traffic flow is right now?

I would say since January I've done 20 million views a month, every month. Sometimes a little more, sometimes a little less. It's probably the most consistent part of the operation. But the eyeballs are, let's say shit. Unaware.

That's a better word.

Thanks.

Because if you're getting 20 million views a month and only doing 17k something.

There'S a huge disconnect.

There's a huge problem there.

Yeah.

And let me just think about this DM mini course into a set, into a final call. And just to be sure. So how many followers you only have? 1 Instagram account.

I have a second page I started recently for the business.

Yeah. Yeah.

Basically.

Yeah.

Testimonials.

You beat me too.

Bit more philosophical stuff.

And what's the main account for? What's the purpose of it?

My main account initially. My main account started as.

I was.

Living in Bali and I was a sales guy. So I just made content. I've made content for a while and then a few videos blew up and I just really rode the wave. So the main account really is for documenting my life. It's turned into more of a meme page now of like I'm the guy that smokes cigarettes in the gym. You know, it's entertaining.

Okay.

But it's valueless.

Yeah.

So I've slowly been just transitioning it. But I. In my mind the biggest decision I have is do I cut completely and think everyone, I'm gonna just be very authentic or do I slowly transition that.

That's the problem. Yeah. We're getting loads of views, but they're not ideal avatar views. They're not problem. Let's solve your problem views. So that. Because. Because basically when I think about these businesses, I think of them like a little pipe.

Yep.

Where you've got stuff that you pour in the top.

Yeah.

And then it flows through the elements. And if the elements are right, so sales come out the other end. And your pipe right now is, let's take the 20 million views on Instagram. But then that's the very problem, is that they're the wrong people to flow through in the first place.

If I had an OnlyFans, it would be perfect. I'm not gonna do it.

There you go. You never know. All right, well, I mean, there we go. Let's start actually building this out then. So one of the next things that you need to do.

Is.

This. You need a problem focused Instagram and YouTube that is only where you only make content for your ideal customer about their problems and pains and desires from the perspective of you having already done it and solved it. Yeah, basically. And if, if I can give you a lesson that I learned the hard way, you've got to have a content style that you stick to. Give you an example. Do you know who Nero Knowledge is? No. Like a mindset guy. And if you went on his YouTube channel, all the videos look identical. The titles are all pretty much the same. It's all him at a whiteboard, in the same lighting, same room, same audio, saying roughly the same things for all about the same length.

Right.

And it's more or less just the exact same thing again and again, again, again.

Repackaged slightly.

And the thing, the reason that works so well is because people know exactly what they're getting. And it's like someone wants a can of Coke and they only love drinking Coke.

Yeah.

You just keep giving them cans of Coke that they want to drink.

Right.

One problem I made in the past was I'd give someone a can of Coke and they would love it. And then I'd be like, have a Sprite. No, I don't want that. Have a beer. I don't drink beer. And they would not come back, you know, and they would stall and drop off.

Sure.

So you really want to have a new Instagram and a new YouTube solely built for and around this offer for this problem for one avatar. Okay. Ideally all of the same type and style so that they can get into it and binge it.

Yeah.

Almost like when you watch Friends, it's always Friends.

Okay. So it's literally just, for example, talking head, dark room, yellow captions. Bom, bom, bom, bom, bom.

Yeah. There's only one caveat. In the beginning, you don't yet know what works.

Sure.

So you've kind of got to do a batch of, like, if I was going to start a new YouTube, I would do 10 whiteboard videos. Then I do 10 talking head. Then I would maybe do 10 in a dark room. Kind of moody now just wait to see what the market actually liked. The minute that I got an outlier, I would just stick on that exact style.

I have a question.

Yeah, go for it.

Like at school. So I currently my YouTube has almost three different elements and I know that's when I say out loud, it's semi retarded. There's vlogs. There's a remote closer blueprint that I just finished which is like 20 videos from zero to hero between 10 to 30 minutes each. And then there's also Connor mindset rants. Sales related.

Ish.

But as a whole, there's three. Three directions. I look at some people who are in. Let's say there's a guy, tjr, you know tjr? No, American guy. He has a trading offer and he's a trader. His page. A million subs. And he has his trading, his bootcamp and his vlogs all in. But he's already there. So I don't know if I'm. That's not my question. My question is Instagram is already. It's working. It needs some changing. I know I can very easily change my style and energy and I'll drop off on views a little bit, but it doesn't bother me. Would you focus on YouTube as a primary?

Yeah. So number one one thing that I found is, I mean it's nothing converts like long form converts. And honestly, the longer the videos, the better. Right.

Music to my ear.

Yeah. Because the right people, people have said to me in the past, oh well, my VSL, there's only 20% of people watching at the end after 30 minutes. Like, well, yeah, those are your buyers, you know, the other 80 aren't the buyers yet.

Yeah.

So the longer you can make your YouTube videos without taking the piss and just making them long for long sake. Don't do that. But like these videos will be one to two hours long. Yeah. Because that's just what they are.

Someone will sit and they'll watch the whole thing. Okay, cool.

Yeah. So long form by far. Converts the best. The longer the better. Keep the content focused on. I wish I knew this sooner. Just the goddamn avatar. One avatar.

Yeah.

You've got to know everything about them. Yeah. And you just make content for them.

Sure.

Right. For me, whenever I make a YouTube video, I've got this dream customer that I've worked with and I just think, right, I'm talking to that guy, you know, because he's just the ideal avatar and I just pretend I'm talking to him.

Is this essentially what this Exercise is. But you're doing it in person rather than speaking to the avatar.

Exactly. Ah, exactly. So you are my dream avatar and you have all the dream problems. Yeah. They. So this is exactly what this is for. Because all your problems are the other dream avatars problems.

Right.

So that's that. Now on the Instagram, shorter form is more for attention. Yeah. Rather than conversion. That's why usually the best funnel for Instagram is usually to go to a vsl. Yeah. Because then you're getting attention. Perfect. From the right person.

Yeah.

Sending them to the long form VSL to nurture them and prepare them to convert. Book them on a call and they fill out an application and they close for sure. You know. Now just to touch on your point there, I would have separate channels. Yeah. For the separate things. Kind of like Iman does this really well. He's got his vlog channel, his, you know, broad channel, his business channel. Yeah, yeah.

Would you start again?

Depends how far you've gone and how much you've uploaded.

Oh, there's a ton of uploads.

Yeah. On YouTube.

Yeah. Shorts as well. But there's like. I think the total count is like 700.

And there's videos.

Yeah. But there's some. There's a lot of clips as well. Short form.

Yeah. How many long form videos? Like roughly.

I'd say just under 100.

I would. I would set the basis for that channel, for example. Right. This is the vlogs channel now.

Yeah.

Unlist everything but vlogs.

Yeah.

And start a new channel for your educational raw. Like my style ones. Yeah. Make another channel for your edited ones, whatever. Your mindset ones.

Yeah. Right.

You also need to separate that. So you'd have a mindset only channel, a sales only channel, and a vlogs only channel. Right. Because. Because again, if you do, let's say sales and mindset. Well, some will watch this, but then they won't watch this. And then I'll tell the algorithm that's not a good video when it actually is. Yeah. Vice versa.

Yeah, I get it. I feel like Instagram's a bit more forgiving like that.

Yeah, yeah, yeah, it is. It's still got to be on the one avatar.

Yeah, yeah, that makes sense.

Yeah. So that's that. Now let's talk about the funnel for a sec. So, team dynamic Tech stack. Conversion. When you say conversion, what do you see as the problem?

What we just spoke about. Oh, initially.

Okay. Okay, cool.

The sales team conversion rate could be increased as well. It's always. Could be better. But I see. The biggest conversion problem is before we even get to the pipe.

Excellent, excellent. Happy, happy to hear that. Right. Now, let's come back to this. Now, consistent traffic law. There's two types of traffic. There's organic content and paid ads. Right. We've just talked about organic and you love it. You love content. You're clearly very good at content. So I don't think there's any problem there.

Right.

You just need to separate your accounts and your styles and make sure you're talking to one avatar. And if you want to scale far, you really going to need paid ads for sure. Right. How much do you know about paid ads?

I've run them in the past. I know enough to say media buyer in the right room.

Yeah. Cool.

But as a whole, I wouldn't be. If I was probably planning on doing it, I would imagine either sending them to the VSL or just to my page would be the.

Plan. Yeah. What I would suggest is for you right now. So organic should be the number one focus for the long term. Two should be. Let me just write this down. So it's going to be IG follow ads, number one, and. And Facebook plus IG VSL ads and the IG follow ads. The good thing is they're super easy and profitable, but you can't scale them.

Sure.

The limit tends to be about 200 a day. You can't really get past $200 a day spent, but they're very, very, very profitable and easy.

What's a good return on that?

If you were spending the averages, spending 100 a day, three grand a month, you should be able to do. If you do it right, you should be able to do 25k to 35k back. So there'll be. If it works and it's done properly, you'll spend about three or four and make 25, 30, 35 back.

Okay.

So they'll be nice and profitable.

So it's like 10 cents a follow.

Yeah, yeah.

Ish.

Like you'll be bordering on. I don't know how much the followers will cost, but if you do it right, you should be bordering on about 8x to 10x ROI. You spend one to make eight, but it's at low scale and you can't scale them.

Sure.

That's the upside for the downside.

But a good place to start, if.

Very good place to start. Yeah. You could crush that. You bloody crush that.

On the business page.

On your new business page. Yeah, yeah. And what I'd suggest doing to make it even easier, start making Short form content on the new business Instagram for the ideal avatar. And any reels that do better than normal. My outliers run them as ads, as profile visit ads. That's going to get you followers from a pretty good audience because it's going to be niche content. And do you know the selfie video strategy yet?

Is that what you do? Yeah, yeah.

Have you followed me and been sent that yet?

I got suggested it, yeah.

Cool. So then what you're going to do, people are going to follow you and then you're going to outbound them. So you're going to send them a little selfie video. Hey. Hey dude. Thanks so much for following me. Really appreciate it. If you're following me, you're probably interested in the sales space. Let me know where you're at any problems and I'll do my best to help you speak soon.

And then just many chat automations of the followers.

No, many chat.

No, many chat.

So you let them reply and then have a conversation with them.

I meant for the video.

No, no, just send it manually.

Ah, okay.

Yeah. So we just. My setter just goes in the inbox every day. The most recent 30, 40 followers evergreen video of you. Yep.

It's not. Hey John. Hey Mary.

Okay, no, no Evergreen video.

I was gonna say, I was like, oh that.

That you'd hate that.

I was like, you miss.

Yeah. And then never. Maybe with AI in the future. But yeah, just send that to everyone, start a conversation and you're just going to ask them a qualifying question. Are you in the sales space or wanting to come in or not? No. Go away. Yes. Where are you at? What's the problem? What are you stuck on? Blah blah, blah. And book them for a sales call. Right. To get closed. That's what you're gonna do for the ig. Follow ads for the Facebook and Instagram. And dude, for what I've just told you there, there's kids selling that for like 10 to 15k as courses. It's just ridiculous. It's so fucking simple and easy. But anyway, then the second layer is gonna be Facebook and Instagram ads that are cold, that go straight to a vsl.

Yeah.

And you're just keeping an eye on the cost per call.

Sure. VSL length approximately.

For an offer like this, I'd say test 12 to 15 minutes and test 25 to 35 minutes and see which converts higher.

Cool.

Okay.

Because I was recommended a similar thing with the vsl and it was like they were saying essentially send everyone who follows me on my normal Account, my vsl just to be like, have a little look and then have everything from LinkedIn, Instagram, tick tock, YouTube, every CTA is to the, is to the VSO and then the VSL is either a link back to the Instagram DM or would you suggest you make it a form on the VSL?

Yeah. So this is our business right now. YouTube and Instagram and paid ads. Straight to a VSO, straight to booking a call.

Yeah.

To a thank you page. To a call.

Simple.

Very, very, very, very.

With your level of authority, would you say that affects the process at all?

Not really, no. Because a lot of it's cold so they don't know who I am anyway.

Oh, okay.

Yeah.

As in paid. Yeah, yeah, yeah.

So I mean a lot of the Instagram is really cold. The paid ads are completely cold.

Yeah.

YouTube is warm, you know, warm to hot to cold, depending on where they found us. But actually I found that authority makes a difference later, but it doesn't make a difference up front.

Okay.

Yeah. Which is quite, quite interesting. So that is kind of what I'm trying to get you to. Well, that's exactly what I'm trying to get you to do for that.

Yeah.

Now coming back to the system that we're talking about here, doing those is going to give you consistent traffic flow, especially the ads, because the ads is the most consistent traffic you can get. So you're pouring it into the machine, booking calls, closing calls, making money very consistently when that's working.

May I ask another question?

Yeah, yeah.

Ads. Let's just use the follow ads to begin with. We start, we dip the toe in as a unseasoned advertiser, paid advertiser. Am I more than qualified to do that or would you recommend getting a third party media buyer to do the follow up ads?

You have a few choices. You could either learn it yourself. I don't think it's that hard and I think it's quite fun. One. So option one, you could learn it yourself.

Yeah.

Option two, you could do what I do and hire a Gabby. So I hired Gabby to do our. Just do it all for me. You could do that. And knowing what I know about you, that second option is probably best for you, I think.

I honestly, I kind of like the idea of learning the basics at least first.

Well, really you should. Because then if you don't know the basics, you're flying blind.

Sure. So I've done that long enough, I think.

Yeah. I would just learn it well enough to get it working.

Yeah.

And then get Just hire someone to do it for you. Yeah, that's what I would do. And now all of that is going to solve that problem entirely. Then you are going to have quality, consistent traffic flow. You're going to consistently book and hopefully close the calls. That's team dependent, of course. Then you're going to consistently make cash flow. Yeah. And you can reinvest that cash flow in a great team to keep spinning the flywheel.

So my biggest, not asset, but my biggest focus is the 300 follower business page as opposed to the 120k follower entertainment page.

100%. Now, I just want to add one thing so I don't forget. On your existing big page. Did I put this on the list? No. Let me just write it down so I don't forget. This is just, this is just too easy.

I'm impressed with your whiteboard handwriting. I know I said it before.

I appreciate that.

Whenever I've written on a board like this, it's a mess.

God given gift. God given gift. So right for you.

Sorry.

I think. What would I do first? I think if I was you, one question I always like to ask myself is like, if you sold me your business and went away and left me with this, what would I do? This is what I would do. I would sort the traffic accounts and themes and content first, then I would do my VSL funnel second. Then I would start doing. I would run retargeting ads to your big account. But very, very. Do you know what direct response is?

I know the phrase, but if you ask me to exactly, like unpack it. No.

Yeah. Direct response basically means eliciting an immediate response with no bs. Very direct.

Okay.

Right. So one of your ads for your main account could be. Hey, if you're seeing this ad, you know who I am and you follow me on Instagram. Listen, this is pretty much for almost none of you, apart from people who are interested in the sales space and more particularly high ticket sales. If that's not you, ignore this ad. Keep scrolling. If that is you, I want you to click this ad. And then you could do. You could take them to the vsl. Say, I want you to click this ad. And I've put together a short free training that's really going to help you to blah, blah, blah, click this ad. I'll see you over there in a second. That could be one version, another could be.

And that's retargeting on the main page.

Yep, yep. Because what you're trying to do there, imagine you're a follower of your Main page, you're scrolling through your feed, you see that ad, you're not interested in sales.

Yeah.

You go away. Which is what we want.

Retargeting is people who already follow me or reviewed a piece of my content.

Yeah. So you can retarget your followers.

Yeah.

You can retarget your likers and commenters and viewers and everything. Sure, yeah. You can just target viewers if you want.

Yeah.

Or whatever.

And is that a. I don't know if you know this, but let's just say could you do the retargeting on like an individual video?

What do you mean?

So like the people who like and comment on a specific video or is it just the page as a whole?

Yeah, you can.

Okay. Because I've got some more sales related stuff on there from a while ago that did well.

Yeah.

It just didn't continue. Okay. Rock and roll.

Yeah. So we can, we can test all that, that stuff. Yeah. Right. So you're going to test one or two or three different retargeting ads in terms of copy.

Yeah.

You're going to test, you know, try going to the followers, try going to the commenters and likers, the viewers. And what you're looking for, the KPI is cost per booked call.

Yeah.

How much is it costing you to book a call? Then you're looking at, well, what's the quality of those calls?

Yeah.

And do they close? Yeah, if they do close, close, where do they come from so that we.

Can do more of that basically cool quality, close rate.

I'm just going to get some more.

And the actual content for the ad is basically like a disqualification style. If this isn't you. Yeah.

I call it like splitter content where you're saying to these people to go away and these people to do what I want you to do.

Yeah.

And that is the only way you're going to be able to pluck some of those buyers out of your big audience.

Yeah.

Right.

I'm sure I'll find this out. But is there a way to see the. I guess there is the amount of views that you get in comparison to the amount of clicks because then I can basically tell how much of my audience cares about that.

Yeah, you can.

Very quickly.

Yeah, you can, you can see the views, you can see the clicks.

Yeah. That's simple.

Yeah, yeah. So that is one way that you can start getting more calls from the big account. And in the future you can also retarget your main accounts on YouTube and Instagram. It's a bit less effective because they are A good audience, but there you go. And retargeting is the fastest, easiest, cheapest way to book more calls. I've seen that double and triple businesses just retargeting to a VSL to a call.

And is this a setting call or is this a closing call?

Closing call.

Okay. That's something I've been thinking about.

Yeah, dude. Like literally. It's funny, I saw someone else's business similar to this, but he was in the fitness space and he was doing about 20amonth. And we just turned on retargeting and got him to about 55. And I think something similar will happen here if you build this properly.

Cool. What would you say good budget for retargeting is?

Oh, very low. Like start at 50 a day.

Okay.

Yes. Start about 50 US a day.

Yeah.

And then you're gonna see which ads are working and which aren't.

Yeah.

The ones that aren't, turn off the ones that are. Start scaling the budget a little bit, for sure. Problem with retargeting is eventually it will stop working unless you feed more people into the audience.

Okay.

Because it's only got so many people to retarget.

For sure. I think I've got a decent amount, but yeah, cost per book call. What's a standard metric?

Well, a good cost per call from cold ads, you're talking about 100 to $200, depending on the offer, the niche, the copy. That's a rough ballpark average that I see for retargeting. Dude, you can put calls for $20.

Oh, shit.

Like $15, $25, $30. Especially when you turn them on for the first time.

Yeah, I bet.

Obviously that's going to go up over time. The more you spend on retargeting, the higher it goes. The more you spend on cold, the higher it goes.

Sure.

Right. But it's not. Again, I've seen retargeting book calls for $20. It's amazing. Right. So all of that to say everything we've just covered there, including the re targeting, is going to give you consistent traffic flow. Now, let's talk about just one more thing that I want to share. Because if you want consistent outputs, you need consistent inputs. I would recommend having a content calendar where your content is fully systemized so you're like, you know, one YouTube video per week, same day, same time, per channel or whatever. Two Instagram reels a day, one story a day. Just systemize your content.

Yeah. This is my current plan, and this is why I mentioned this strategy earlier, is because I have A small content team now, and we do three videos a day and trial reels.

Good.

But I think I'm in a place where I just need quality over quantity and a strategy.

Because you.

I know you're saying this. I'm like, I will stick to this.

Yeah.

But there's something inside me that likes to not stick to. Hence bringing someone in to basically slap me around.

I'll do it. I'm in. This is why I like having a content calendar. Because even for me, it's a system. I know what I'm doing, when I'm doing it, how I'm doing it. You can just follow the system. I like to have that. I hate random shit because then you just get lost. Yeah.

It's kind of how I operate. Is I just. Boom. Less structured.

And the reason I say this is, again, the more consistent your input, you'll find that not only is your revenue way more stable.

Yeah.

But it will slowly start to compound as well. 100%, you know, so it's really, really great. So we've talked about retargeting, We've talked about content calendar, We've talked about paid ads. We've kind of talked about YouTube. I just want to share one more thing because this just really helped me was stick to a style. When you find a style that works, keep the title style the same, keep the thumbnail style the same, keep the video style the same. Keep it the bloody same so that you build that. I always think of that TV program, Friends. Same people, same problems, same same setting, same location, same style.

Most popular show.

Most popular show ever.

Yeah.

So just, just, just do that.

When you put it like that.

Yeah. It's such a good example because it's the same again and again and again.

And I love Friends, and I love Friends, and I hate doing shit that's always the same. But I'm like, apparently I do love it.

So there we go.

That's a great example.

Good stuff. I'm glad that's helpful. Now, let's talk about hiring. Hiring is so annoying and hard. I hate hiring, but it's so important. You know, I remember once I hired a sales rep, like my third or fourth one, and he closed so much higher than me, me or any other rep. He had no idea why. We had no idea why. I made him a manager. And I said, please, can you get them to close like you can. Could. Never could. But it taught me the importance of hiring a players. Because, man, immediately your business just goes bank.

Yeah.

So hiring, in my opinion, you've Just got to do volume. Sure. You've just got to hire fast and fight. No, hire slow and fire fast. Yeah, yeah. So it's cliche, but it's true. And to be honest, I mean, you're good at sales anyway, so you shouldn't hire too much, you shouldn't struggle too much.

A lot of what I've done, like I said, was because I was very burnt out and I was like, I just need people to do the job to a level. Whereas now I'm like, I'm looking back at my decisions like, oh, I must have been really fucked up. Setting the example and standards is a big one for me.

I would say priority number one is getting enough cash so that you can reinvest it in team. When you're getting the cash, just make sure everything is systemized and consistent to feed the inputs, to feed the outputs. And then team. Then team. Yeah. And if you do those three things properly, you should pretty quickly get to 100, 200amonth. You'll sacrifice some profit margin because of the team. But I know that that's not that important to you.

I've been doing that for the last few months anyway. Like, it's not.

Yeah.

But also I feel like it's actually helped because now I can come to the team with a bit more, like, I don't know what the word is. I can be harder on them and expect a little bit more, I find.

Yep. And then the vision and the mission and the culture.

Yeah.

Is going to glue that together and keep it going over time. Because I've seen companies do one and do two and do three, but not really care about their customers. Not a very good offer. They fuck off and it dies.

Well, this is what I would like to. That's not what I would like to do. What I would like to do is.

That's exactly what I'd like to do.

I mean, as in I would like to do all of those so then I can go back in and rebuild like V2 product and like make sure I can actually give, you know, I would rather give a one hour role play to two extra students than I would the sales team. Do you know what I mean?

Yeah.

Like, what I don't want is a product. Yeah.

And then that's the point where you can go back and work on the product.

Yeah. That's like where I'm going. A question for you with like vision and mission. I've always like struggled with that because in my mind, it's just in here, in my mind, something that Would be good would be this little bit at the bottom with some sales team, tech stuff, scripting, content. Realistically, sales team and tech stuff is going to be probably doable. Scripting I can get somewhere else as like a back end. Like what AB does his offer, someone like that who just handles it. And then I would almost try and offload the vision mission onto them. I don't know if that's. I just have to bite the bullet and do it.

That's quite hard because people always look to the founder for that because it's always. Because the vision and the mission usually comes from the reason why you started it in the first place. So if you remove the founder, there's no one there that started it in the first place for a reason. Everybody else is hired in or like.

Co founder that's brought in to take over.

Yeah, it can be done because I mean look at Apple for God's sake. Steve Jobs was the guy, now he's passed that over. Now he's the guy driving the vision. So it can be done, but it's just less. It's just you can never. The founder is always the one.

I think for me having like sales team management and the tech CRM that I don't have to do it takes up all the time that I would probably then put into vision, mission, product. That's what I'm like battling with is I know that the soft stuff or the stuff that I write and produce is more important, but it's almost like less. I don't know. I struggled to prioritize it. I think I hear you over sales team management and sorting out the CRM because that's like anyway, I'll find someone to take that.

You will, you will. And when it comes to marketing and having a kind of a content thesis that is just your ideal customers, problems and pains and desires and frustrations that is the bedrock of your content.

So I had another question.

Yeah, go for it, man.

The guy I spoke to yesterday, he was, I was like, you could write me some bulletproof scripts. You know all about my story. Yeah, he's known me since I was 15. He just knows my whole setup. Would you for ease of use and workflow, scripts for long form and then clip for short form for the business page.

So one of my friends, this, this guy Ali Abdoul, and he once said the only thing that somebody else can't do is script your content for you. Because it's just, I mean they can, but it's never okay. You know, it's good Good. You can get someone scripted. Good. But it's never great, you know. So I think if you keep one thing, it would be your content. Yeah, I think you should keep that.

So I meant like clip it. So what he would probably do is script it and then I'll change it into my like, own vernacular. Yeah, it's more for the structure. Like I'm not the best and I'm going to work to get better at but like the framework of agitate the problem, all that, like the marketing psychology side of stuff, I don't. I don't know enough about to make a script. So he would probably do the framework and then I would add my own energy into it.

Let's say you can definitely do that. You can give them a framework and then put it in your own words. 100. And for short form, I mean, what we do is we just cut up recordings like this. We cut up Mastermind recordings.

Yeah, that was scuffle because that's a. That saves a lot of ball ache.

Yeah. And it's a bit more real.

Yes, it's very real.

You know, it's literally real. But obviously you can. I mean you can do like a mock podcast where you get someone to sit down off camera and ask you questions and cut that up into reels. I think you're good at content anyway, so.

Yeah.

Yeah.

I'm just thinking of like, not necessarily doing the least, but. But the smoothest way to do it and repackage it.

Yeah. In terms of hiring, I think sales reps is higher, number one. Management of the reps or the business is higher, number two, then editing, maybe scripting, maybe content production and ideas and shit is number three and vice versa. Yeah, I think you've got that down. I think you've got that down. I just want to ask you once again, are you sure that this is your dream customer?

No, no, no.

Hell. Well, let's talk about icp. Well, dude, just describe to me your dream customer.

Business owner.

Yeah.

Like my actual ideal customer or the ideal customer for this offer?

Well, give me both.

Unibo dream customer would probably be for this offer. Australian tradie because they make money, American because they love finance and basically just someone who's lost job hops and has a fucking wicked work ethic. Or they come from a more traditional sales background and they know sometimes they're harder to convert because they have the ego because they are a salesperson already.

What else.

In an ideal world? Honestly, I just like insane work ethics. I like work ethic.

I could handle that what? What? Rough age.

Whichever age, I'll take it the most serious.

Probably 25ish.

I've noticed some guys who are like 19 and they're like getting after it, so I'm not. I'm not sure, to be honest. Have a few older guys join and some. A lot of women actually have joined as well.

Yeah.

So there's a broad range, but for me it's like whoever's going to take the most action is my ideal customer. Because again, it's not a done for you, is it? You have to.

I don't know why, but I just felt the need to draw a drop shadow.

I was loving it. I smiled a lot.

But seriously, the more specific you can get.

Sure.

The better for everything.

Yeah, yeah.

Sounds like that's who you really go and offer after. And I know the other one is the business owner, isn't it, who you want to do consulting with?

Yeah, yeah, yeah.

That's very fun.

It's the most fun.

Yeah, yeah. And big ticket. I've given you a lot to do and a lot to think about here. I just want to add. So. So just always remember this, Right.

Yeah.

That is all these businesses are.

Yeah. I remember I worked at a software company and they just.

Yeah, yeah. It's like, how can we get this down?

Yeah.

How can we get this up? The wider the gap, you can scale into the profit and you can scale. That's why I wanted to mention back end Mastermind could be a good idea for you, business consulting. Making that a big thing. Could be something good for you. Renewing customers when they come to the end of their six months and ascending them.

Yeah.

And if you could, I would start selling reps to business owners.

Yes. I'm at a point now where I have one offer that has taken like three reps, so I know that more or less they're validated.

That's good.

However, I'm also conscious of like. Selling reps. You're then responsible for their output.

Yeah.

Responsible for all of it.

Yeah.

I would almost prefer to hop on a call with a business owner that wants a closer and then end up consulting on their offer because it's not where it needs to be yet.

Yeah. Which is rich. It's hard, but it will make you a lot of money if you can crack it.

Yeah. I don't know what you think, but in my mind now, that's like not a red dress, but it's a bit further on down the line.

Oh, dude. Definitely. Bloody definitely. Yeah. I mean, in terms of like, Focus. So this is the broad focus. In terms of tactical focus, I would. In terms of tactical focus, I think you.

I wrote them down.

Yeah. I would do content first, paid ads second. And obviously the VSL with paid ads second.

Yeah.

Third I would paid ads. Hiring content. We've talked about retargeting. That's really number two is ads. Then I would think about team. Then I would think about LTV and backend and renewals.

Yeah.

Then I would think about recruitment.

Cool. Because. Yeah, I think I've got it. What you said.

What have you written down?

Sort Pages. Instagram and YouTube. VSL Retargeting Ads Team I've actually done today. So the team should be either in or out essentially.

Really good.

You know when you have things on your mind and you replay the scenario until you have the call with them.

Oh yeah.

It's been one of those days. Been nice. And I'm like, you're in the uk, I want to speak to you now.

Oh yeah. Those are tough times. Team is the hardest.

Yeah. I got a question. I've been hiring sometimes people that I'm friends with. I know. Because I thought that it would make me a better leader.

Yeah.

And I have to operate differently and also express my unhappiness in a more. In a better way. That's what I thought.

Yeah.

I don't know what you think about that, but not everyone's a friend of.

Mine.

Just to say it was guy.

You can hire friends. I wouldn't hire close friends. I would hire friends like for example, me and ab. He's a friend but he's not a deep long term personal friend that I know immensely well. I would hire him. I wouldn't hire a long term personal friend because the lines are too blurred.

Yeah.

It's just not. And I've done it in the past, by the way, so I'm speaking from experience here. It's. It's not good. It's not good.

Yeah. What I try to do is say come in and close and then you can build the sales team if you want.

Yeah.

As like there's enough forks for everyone, but everyone has their own path.

Yeah. Nice. Nice. And if you do all of this, you can get to a million amongst the. By the way, the profit margin will be a bit, bit low, but you can get there for sure. Yeah. And then tactics and really the whole.

Thing is every page should have its own focus and its own avatar. And if you want to appeal to another avatar, you need another page that's like.

Yeah, yeah, yeah.

It's like the shit that. Yeah. So simple.

Took me years to learn this stuff. Always the simple stuff.

I find it never takes me that long to hear it. It takes me a long time to take it on board.

Me too.

Yeah.

Yeah. So it's kind of content first avatar, paid ads, VSL funnel, kind of plus retargeting, then team plus hiring, then what's after that and then back end and ltv. Really?

What CRM do you use?

We use ActiveCampaign for email, close IO.

Yeah.

For delete and stuff.

So you use separate entities that are specialists of what they do.

Yes.

Cool. Yeah, thank you. That makes me feel better.

Yeah, you just need different things. Do you know that whole send blue thing, that imessage thing?

I think I've used it on a previous offer. Was on. Yeah, I don't know why I know it though.

Good for sure rate.

Oh it sends on imessage.

Yeah.

Okay.

Yeah, yeah. So it looks like you text them.

Yeah.

But it's coming from a platform.

Sure. Is it easy to get a US number and Aussie number? Cuz that's the ball ache I'm going for.

Dude, that setup was long.

Okay.

Send blue. It's long cuz we wanted to send them a custom video.

Yeah.

That also told them which closer. Yeah, they were getting in the chat. So it's a bit fiddly but good. Good. When it's done though, these are the things that are annoying and fiddly but very worthy.

Do you use SMS over WhatsApp?

We. We use. Yeah. SMS over WhatsApp. Yeah.

Even with Brits. Interesting.

Yeah, for now.

And your demographic is what? Aussie, Australian. Aussie, American, English or.

Well, our. Our tier one countries? Ideally, yeah. Ideally, yeah. But you are the avatar.

Yeah, exactly. British and Bali.

British in Bali.

British Boulevard and Bali.

Yeah man. How long we've been winning? Oh my God. 90 minutes. That was fast.

Nice.

That was very fast. Well mate, what else is on your mind if anything? Any thoughts or questions?

No, I don't believe so.

We good to go?

It's very clear. It's more execution now, isn't it? Right.

Excellent man. Was that valuable?

Heavily, yeah.

Amazing. Good stuff.

Yeah, thanks.

Big pleasure man. Big pleasure. Really good. We done?

It's nice to see it out on a big board as opposed to just like on a piece of paper and.

Yeah, it's good to get it out on a board, isn't it? 100% excellent man. That was a really good session. Really good session. Really fun. I'll take a picture.