I usually charge $10,000 for this, but you can have it for free

So as an entrepreneur, your mind can get very, very busy and very cloudy. And also you can often just forget things. Just forget, like what you're working on, why and how all of that. I wrote an Instagram post, like Instagram, if you read this. But every once in a while I just get a bit like, what am I doing? Where am I at? Why am I doing this? You know, what should I be doing? What shouldn't I be doing?

What are the focus points? What moves the needle? What actually, what's making me money? What activities are making me money? Which ones aren't making me? Whenever I feel like that, I go to a coffee shop or something with my journal and I just write down things like, you know, what do I want? Why am I even doing this? You know, what goal do I want to achieve next? What goal do I want to achieve after that? I always got goals in order of achieving them and usually they slowly feed into each other. Right. So yeah, one exercise that I'll give you. Write down a list. Activities that make you the most money in order. What one thing? I mean, let me literally ask you the question right now. What is the one thing that you do that makes you the most money? What's the number one thing that you personally do? I think right now it's scripting ads. Scripting ads? Yeah, because we get a very good return on ads. Yeah. So for me it's making YouTube videos. Right. Because I don't want ads. So all my sales calls come from YouTube videos only. Right. So I know that. I'm very clear on that. And the better the videos do, the more calls, the more calls, the more sales.

Below that is my book and my book funnel that I'm going to turn on in a few weeks. That is number two and it's going to become number one. It's not quite number one now.

So.

So on and so forth. So make a list of the things that you do, the actions that you take in order. You can all do this. You all should do this. Alright, what are the things in order that make you the most money? Now below that, that is going to help you to focus. If you don't have that, you can't. You've just got to think backwards. What's the opposite of focus? Distraction.

So you just reverse engineer it. So when you know what you should be working on and you have that list, you've now got control over your focus. Now you can focus. Now you can focus, you can move the needle, you can do the things that you weren't Doing when you weren't focused and you didn't know what to do. See how you've actually got control over that. Now, structure is a bit of a different thing to talk about because it's like structure to me means, right, I know what I've got to do, I know where I should focus. So what am I going to do with my time? Structure is within the time constraints of time. So you've only got so many hours in a day and days in a week and all not. So you've got to choose the as the founder, as the CEO, as the operator. What are you now going to do and how and when and so on and so forth. You've only got so much energy as well. That's why the list is. So you do number one first, then you do number two.

So you said writing ads is the number one legal number that makes the most sense for some people, I think it's more sales, some I think it's more marketing. It depends where you have.

To do list. Yeah. Does that help? Any other thoughts or questions? I think the journaling would be good for me. I think it's. For me, it's just kind of making sure what's on my to do list is the right thing. Because to be honest, I don't struggle with being able to do the work. I can just wake up 6am and I can work until 10pm in the evening. But sometimes what frustrates me is that I'm not sure if I'm doing the right work. Does anyone else resonate with that? Absolutely.

I can't tell you what I do. Maybe it will help. So what I do is every time that I have an idea, and as Will said, I think that's really on point. We all have like lots of ideas all the time. I want to take it out of my brain because I know that people. It's too many things on my brain. So as soon as I write it down, it's out of my brain somewhere else that I can control. So what I do iswe use money.com, as I was telling you yesterday, and I organize things by priority and you can establish priority, like things that makes you more money and how difficult or how fast are they able to be achieved? And then you prioritize things in these two ways. First, you organize things in terms of like, how critical they are, in terms of like the importance that they have. And then after that you do the other field, which is our fast or how slow they are. And you start with the fast because it's easy to get out of the way.

That's what I do. Yeah, yeah. And I agree on that. But for me, it's not even. I don't know if it's just me that's kind of fun, but it's not like by orbitalizing correctly. It's basically just being a little bit lost in how the fuck do we. Like, what is the thing that I should sit down and do to get to 500k? I have uncertainty and I don't feel like I have the skill to kind of troubleshoot off.

Can I help you? I know you want to get to 500k and that's fantastic, but have you ever sat with yourself and thought, you know what, I'm 21 now and you're doing three as well. Yes. You're 21, right? Yeah. You're doing free to get one. It's pretty good. I don't think you ever sat there and said yourself, know I'm doing well, like it and being fully presently grateful for that before. And then you can. When you're grateful for where you are, you can get to the next level and you start seeing things.

Great advice, man. It's good advice, but it's not going to solve the logistical problem. So, look, I disagree. There's a lot to be said. I really disagree. There's a lot to be said for it. I mean, I think that will fuel. It takes away the anxiety. It takes away the anxiety of being overwhelmed. That's what it does. It's not a practical. You're right, it's not a practical step by step. But it takes away that feeling of anxiety. I'm so rushed to get to the next step. Here's more headspace. Yes. Here's the problem. At the minute he's 21, he's at 300k a month in his head. He thinks he's done fuck all. Yeah, right. I understand. I know you need to have it to a certain degree, but you also need to the other side of this world, you need both. I'm not saying one or the other is right or wrong, but I'm just saying you don't let being grateful for it stop you from taking it to the next level. I think, I think I kind of. I think that's probably similar to what you do. I just kind of keep myself in the space of I'm doing shit. It's not good.

Just kind of keeping myself in a headspace where it's like, you know, I don't know how I would want, what I would do. When I wake up in the morning, if I felt like I was the king of the world or if I felt like I had gone there, you know, so sometimes I think for me personally, it's just kind of keeping myself down in a way where I know I stick working. So I have an opinion on this. A lot of people who go through this feeling of needing to get to the next level, like asap. And my personal feeling on it is it's kind of a misunderstanding of how long it takes to fix some of the bottlenecks and the expectations are incorrect. And so when you want it to come, like now or next month or even in a quarter, sometimes certain things that appear like a small lead, which could be 300 to 500, sometimes can take much longer than you think because of the team, because of the reliance on certain ad channels or whatever it might be. And so really feeling. And this ties into what Frank said, in a way, it's being patient with that process relieves you of the pressure and the expectations will allow you to get there quicker because you know that it's because I know what the bottoms are right now. But I agree. But I think my issue is not not being impatient. I don't. Because my life, anything like nothing will change from 300 to 500. Right. Right. But my main issue, the reason I'm frustrated is because I don't know if I'm doing the right thing. I just knew I was doing the right thing then I could wait for fucking years to get there. Right. But the issue for me is that I don't know if I'm just like. I don't know if I'm doing the right thing and that's okay. Well, that makes a difference. So we can touch on that. Yes. I'm going to share just one more suitable thing on this. Then I'm going to let Charlie pick this up later. But just one more thing I would personally, you know, it's deeper than this sometimes. But these are the two things. What moves the needle. Number one, what's the bottleneck? Number two, if you think about those two things, you get almost all the way. But the issue is, if I think about that right now, I don't know. Well, you don't want to bot. Then it's always.

I've got like a whole list of metrics and then like KPIs against that to scale and then all the pipes that track it. I think it's so easy to solve. What do you love about that? Yeah, but the issue for me is that I feel like I have a really long list of problems. Okay. So I think that's the hard thing is that I feel like I know that there's a lot of things that needs fixing or that could be better and it's kind of determining which one of those are like, like what's the priority ranking I should do on those things. I like to just start through.

From the first. So for me in my brain when you say that, I think, all right, well what's the first thing? Well, the first thing is like troubles and the next thing is offer traffic, sales process, conversion, right? And back end, blah, blah. So I think in terms of, that's my priority because the product is number one, then the offer is number two. That's the next thing. Then the traffic is number three and the sales process, closing, making and managing. So if you said to me, well, I've got loads about that, okay, well place them in those buckets and tackle them in that order. I think the reason why I say we have lows is because everything is functioning and we're not where we want to be. I think that's the main thing is because we have, David knows this, we have a decent closing rate, we have a decent cost per call, we have very good product results, student results. So that's why I think it's difficult because on a lot of things we kind of.

We'Re doing pretty good. So that's, that's why it's so hard, I feel like, because if I knew the customer was 15% then it's very obvious what I need to do. Now it's at 25% so it's not very obvious. And we, the opt in rate on our landing page is 21%. We're booking calls for 80 to $100. So there's a lot of things that looks correct. This is literally what I had, remember the end of last year and I was like, what the fuck do I do? All right, well let's not say any more of that because I wanted to ask you about that anyway. So yeah, show that for a second. Next thing, you asked me about this stuff, didn't you? SMS and stuff.

Re. Ask me the questions one by one and answer them.

I wonder what you do with text in your business because I've heard you previously say me quite a lot. Whether it's current customers, people, book calls, whatever. Do you sell on text? No.

So we use what we used to use. I don't. But we used to use SMS to book sales calls. Right. Because we would have People's numbers anyway. And one of our bottlenecks was just workholes essentially 2D and to get more calls. SMS was an amazing lever to pull because the open rate is like 98%.

Thereabouts and people book calls through them and it's as simple as if you've got numbers and you're not doing that, you're just not booking calls. Which service are you using to protect? FixYourFun.com or fix my funnel? I think it's FixYourFunnel.com and you house the numbers in there and that allows you to just send a text to your whole database and it stages them so you don't get fucked by the provider. But yeah, that's what we would use and it'd be very simple. Sms, two step. Hey, first name, do you still need help with your trading? Hit reply and.

Sorry, my take that back. No, it wasn't, it was hey, first name, do you still need help with your training? Reply yes and I'll send you my calendar so that we can jump on a pole or reply no if you don't want me to text you again, I stole it from you. Good. And if they reply yes, then it also texts them back and says no worries, here's my calendar, go ahead and book in and speak soon. And they click the calendar. It's tagged in Hyrule so we can track open rates, close rates so we know it's working and we're not wasting loop these super cheap endings like 9 6p per text or something. And he was booking those calls for $24.

Very good and cheap basically. So when we figured that out, I was just free money at that stage because we had the numbers, it was so cheap to send them.

What I do know and I saw this kind of from you will like the SMS thing is every time that someone offers in on the DSL, 15 minutes in they receive a text saying this will eventually booking out or whatever. So book the call and then after the BSL is over they receive another one reinforcing the message and then if they don't book the call after another 15 minutes they receive like a third one and after that they are in a specific email sequence. Basically do the same message in moving forward. Yeah. Does that answer the question? Yeah, yeah, nice. No worries. So the next one was about finance, wasn't it? Yeah. What finance do you offer on the phone and who do you finance through? So we used Cando in England and something else in America. I can't remember the name but I can Dig it up for you. It wasn't tremendously effective. Did it get more deals across the line? Yes. Did we make more money? Yes, but most people if they couldn't afford the program, they didn't have the credit score for financing.

Did you use Clarnick? Sorry? Clarnick. No. No. Why not? I don't know what it is. I don't think he was around at the time.

I think Flora. I think I might be wrong. I think it's six. I might be wrong. But does financing help? Yes.

There was something legal like, you know if. If you get a lot of refunds or chargebacks, it's not a good idea because of some. I wish Alex was here to explain his emails. It really well. But you can get fucked legally. If you get a lot of reasons to charge about your finals, you get a lot of concedes that will fuck you up. Yeah. So depending on your refund and chargeback rate, it's different for all industries and offers. If it's high, don't use financing. This is all use financing. Of course, more companies.

Cool. Do you have any options for financing for companies in the US or to Europe? No. You can Google it, you'll find something.

So that's that funnel type and price. What were your kind of thoughts around that one?

So obviously the main thought is a call funnel to sell 5 to $10,000, something like that. What about the thought of selling like a thousand dollars up front then with a funnel with a couple of upsells, maybe $1,000, 497. Then once they're through the door, asking them to book a call and then selling on the phone five to $10,000 mastermind or whatever, would that kind of work instead of the booking a call or. Yeah. So whenever I think about the type of funnel, the first thought that comes to mind is like what's the level of trust in the market? Right. So if you're in a very low trust market, you've got to do more upfront and if you're in a more trustworthy market, you can do less. What I mean by that is.

If you're in a very low trust market, like a just broad scammy, make money online style, you can't really go to a sales call. There's too much heavy lifting to do on the sales call. So a long form webinar into a sales call or a setup works well.

Whereas in a higher trust market, like coaching consultants, that you can just go to a call, get them on a call, have a good conversation, you can Call, you know, that's why for us guys we talk a lot about BSL forms and why if you went into, you know, broadly make money online, it's more common to have a very long form webinar. Alright, how long is your webinar on your website? So for me right now I just have a VSL, it's like 12 minutes, very, very, very basic, straight to a sales call. And you've structured that on the back of the Russell Brunson type method? No, no. My VSL is the worst BSL script I've ever seen in my entire life. So it's not even a BSL script, it's hi guys, my name's Will. Here's a bit of proof, here's who I can help, here's who I can't help, blah blah blah. You're currently. Yeah, it's also not from ads. Right. So you have to think that the people going on that is already very, very sold on him and his knowledge and everything. So it's not like he needs to, it's not like a cease to say an ad and then. But that's it. I'm glad you've said that. So for example, that's my current structure now because it's organic driven and the trust is already built so there's really not much trust at all to build there. They're already there, 90% there. But my hope for them is the utter opposite. We are going to extremely broad, stone cold traffic. So that is like I get a copyright of $30,000 just to write a long form copy for me because I know if it's not expertly written it just ain't gonna work. So that is the polar opposite extreme. Long form sales page with a fucking amazing VSL bonuses as well. Then there's upsells to build the LTV so we can scale it and then it will inevitably when the trust is built then sell the backend. The point of the book and all of that shit is to build the trust necessary to then sell the back end. So that's the two polar opposites. So you engineer it back from trust.

Yeah, yeah. All the long term. Oh yeah. Oh yeah, without a doubt, yeah. Does that give you a bit more clarity on that? Yeah. So basically it can.

It all works. It all works. Yeah. Then you just, you play with it based on the level of trust and you know if you're really struggling to sell something high ticket straight away then you can do a 995, you can do a seven dollar book and all this Shit. To build the trust to sell them the main thing. Right. But you have to have the main thing now because that's what allows you to scale if you really want to scale far. So.

Any other thoughts or questions on that, mate? No, no. You can go deeper if you like. Not really. Nice. Pretty much covers it. Yeah, thanks. Okay, no worries. And final thing was where to get a media player. Yeah, that's right. Yeah.

Well, for YouTube, Brian's the best, frankly. There's other options. Like Welsh. Yeah, I mean, Brian, you know. Do you do Facebook at all? Not at all. I have a lot of guys for Facebook because I'm from that space. Yeah. Info product agencies only Facebook. I think a good way to find a good media buyer is to ask the good guys who. Yeah, yeah. So that's. That's how I do it again. Like you don't want a media buyer. And the same. You validated yourself to cold. It doesn't make sense because you're paying them to test it for you. You know, it's got to already be validated. I think that's where you're at, isn't it, Pedro, where you went to adlec to validate it and yeah, I had like more questions for you actually.

But yeah, so basically, I'm sorry. Sharp. We stayed within two months. Very low results.

I don't think there was any results. Was it like very. I mean, I think it was just on all the challenges, we recorded like 30 ads. So it was like a big effort on our. How much ad spend? Can't remember. To be honest, it was not a lot because the account was not spending that much. But that's probably the issue. No spend. Too many creators, too short.

We recorded 30, but we're. We were testing just six. Yep. He's angry. After lunch today.

The things you're saying, it sounds like it's you and not the agency. I think now I come from the Fish and Gas agency space and I've had shit ton of clients. And the main thing, the main issue is that clients think agencies is the solution. Right. And you can't really solve a bad business as an agency, Right? So you have to build a very good business. And then any media buyer, any agency will do really, really good. And if you have a shit business, then you can have the best guy in the world to do it and it will not work. That's why my whole presentation, I was like, I thought I was a God until I tried what I was doing as a team. I'm not everybody else. And it didn't work because they weren't prepared to. Actually, I just fit in the right vehicle at the right time. That's how an agency works. You scale agencies, actually. What? You have to understand that they can't do anything. Like, we're literally just like we're doing some shit in the ads manager. But it's only a reflection of your business. You on the camera. Anything has nothing to do with the media line. Nothing. Like, I've had cases where it failed miserably and I've had cases where we scaled to 15 million a year and I have like 100% honest. It has nothing to do with me. No, no. I never blamed on the agency. No, but. So.

But it's good to share the feedback, the experience.

You asked about this funnel traffic volume.

Can't remember.

Well, no one, I guess, made you look. All right, scratch that.

Maybe Spain. Ah, maybe. Oh, yeah, I think it was maybe. Speak. To speak. Josh. Questions. What were your questions? Just about where to build a sales team.

50 calls. Get 50 inbound marketing qualified leads and you close about 20% of that yourself. Do that consistently for about three months. How are your first close?

Yeah, just verify it yourself first, then hand it over and then I guess we need to talk about it. I love like a DSL guide.

GSL guy in script. I can't give you that here.

I think it needs to be a sell anyway. Right now.

That's the coaching. That's the coaching, baby.

On that one thing for your salespeople or just in general, your people don't aim to hire genius. Like, don't aim. Everyone looks for the great salesperson and amazing person, but you want to have a process which someone of average intelligence can run rather than someone who needs to be a genius. So just always bear that in mind because that is fucked. So many people know when they're looking for a superstar, when really we need to start a superstar process and then just anyone can come to work.

And who asked about this one? Mark? It's in a message. That was me.