Alex Hormozi Answers Your Questions (Ask Me Anything)

1:59 Mhm.

2:09 Live.

2:10 We're live?

2:11 All right.

2:13 Rock and roll, baby.

2:14 Happy uh[ __] what day is it?

2:19 Thursday.

2:20 Happy Thursday.

2:21 I honestly had no idea what day it was.

2:23 Happy Thursday, everyone.

2:25 Um I think they say Thursday is the day of Thanos,

2:29 uh who attempted to cut the universe in half.

2:33 Which one of the things I love about Thanos

2:35 is I love the heart behind his original goal, which is to save the universe.

2:39 That was his misguided uh objective,

2:41 and he thought that it was getting overpopulated.

2:43 But, I always criticize his his strategy.

2:46 It's like in one population cycle,

2:48 it's like people would have more kids to overcompensate,

2:50 and they'd be like we'd be so back.

2:52 Uh so, it was like a 20-year solution.

2:54 I just like I'm like, "Really?

2:55 After like amassing all the stones, that's what you thought?" I don't know.

2:58 I feel like he could have had a better plan.

3:00 Anyways, just saying.

3:01 Um and uh everybody, love you all.

3:04 Hope you guys are having an amazing start.

3:06 So, uh we're doing a little Hormozi Hotline today.

3:09 So, uh I'm taking calls from uh Vantage,

3:13 which is uh our community of million-dollar-plus business owners,

3:16 uh where I answer questions.

3:19 And so, uh that's not the only thing we do, but I'm doing I'm doing that now.

3:22 So, who we got first?

3:25 All right.

3:26 Drum roll, please.

3:27 Mindy, I also see you in the chat.

3:28 What's up?

3:29 Ramos, I also see you.

3:30 What's going on?

3:31 Mark.

3:34 Hello.

3:34 I don't hear anything.

3:39 In the meantime, I'll answer Kligedee, "Why people don't do the stuff they said

3:45 they should do?" Um because they have a reinforcing

3:49 contingency that is short-term that is more reinforcing

3:52 than doing the thing they think they should do.

3:55 Long-term, you solve that by taking actions,

3:59 and then once you take those actions,

4:01 creating a label for that pattern of behavior

4:03 that you would then call an identity.

4:06 So, we basically create an identity that says,

4:08 "I am organized." And so, you do some sort of organizational activity,

4:13 and then you say, "I am organized." And as a result of being organized,

4:16 I now behave in this way on a consistent basis

4:18 because it is more reinforcing to be consistent with that identity,

4:22 that label that I've given myself, which I've deemed as good,

4:24 than it is to not do it.

4:25 And so, then that is how those those cycles or those patterns get created.

4:29 And so, almost all of these things always

4:30 have to start with some sort of behavior.

4:32 I would say that oftentimes when we're younger,

4:34 we do something, then someone says,

4:36 "You must be organized." We associate with something good,

4:38 and then we repeat that behavior in the future.

4:40 And so, I think when we're adults, we basically have to do that for ourselves.

4:45 Otherwise, we stay stuck in basically

4:47 short-term thinking and short-term behaviors,

4:49 which ultimately yield short-term results,

4:51 which is no bueno, which is Spanish for not good.

4:56 Mark, we on?

4:59 I don't hear anything.

5:02 In the meantime, if you guys are in the chat, drop drop preguntas.

5:05 Let's do it while we wait for Mark.

5:10 Hey, Alex.

5:10 Hey.

5:11 Mark, what's going on, dude?

5:13 We did it.

5:13 When my When my wife was in labor,

5:15 I worked from the hospital room on my laptop during the hours she slept.

5:19 I promised her for years that all all of this would pay off,

5:22 but right now we're cramped in a tiny house in LA with two kids under 18 months,

5:25 and yes, the second one was not planned.

5:28 I run a poker coaching business, and I was at your workshop 9 months ago.

5:30 We were at 2 million a year then,

5:32 and we've doubled to about a 4 million a year pace this year,

5:34 but my goal is a million a month.

5:37 Okay.

5:37 What's stopping me is I can't figure out how

5:39 to scale demand past what our warm audience generates.

5:42 We've got nearly 200k YouTube subscribers,

5:44 and we close over 40% of the people we pitch into our 5-day 5K program,

5:47 but we only sell 30-something seats a month

5:49 and we have capacity for triple that.

5:51 And every cold audience funnel I've tried has come back break even or worse.

5:55 I was hoping you could tell me exactly where I'm[ __]

5:57 up so I can buy my family the house they deserve.

6:00 Well, first off, thank you for that context.

6:03 Um that's it sounds like you have a crazy story right now.

6:06 Um right now your cold like cold traffic

6:10 is the natural funnel that should be added

6:12 on to your existing like basically warm is only going

6:14 to get you whatever warm is going to get you.

6:15 And you probably have a a warm sales motion rather than a cold sales motion.

6:21 And so when cold traffic is going through a warm motion, it's not converting.

6:25 And so we basically do need to change your sales

6:27 motion from a warm motion to a cold motion.

6:29 And so there's two downstream benefits of that.

6:31 The warm when warm traffic goes through a cold motion,

6:34 they will be more sold and more likely to take a higher price offer.

6:37 And when cold traffic goes through a cold motion,

6:40 they'll just be more likely to buy.

6:41 And so basically we need to microwave your cold traffic to make it warm.

6:47 And so that's the basically the the step in the process that's probably missing.

6:51 So walk me through the cold traffic funnels that you had um leading up to this.

6:55 And what is the actually let's start with the warm and then we'll do the cold.

6:58 So what's the warm traffic funnel right now?

7:01 Warm traffic funnel is just VSL into book a call.

7:04 Okay.

7:04 Yeah, so just a basic call funnel on warm traffic.

7:08 And we also have a warm direct response that is printing as well.

7:11 It just that one fatigues really quickly so we have to keep spend down.

7:15 So it's just bottom of funnel.

7:16 That's the issue.

7:17 So basically it's functioning like that that direct response kind of like hey,

7:20 come to the thing is taking the the bottom slice of the pyramid,

7:25 the people who are like 6-in pots, and they're just putting them in.

7:28 So in a lot of ways they're just retargeting.

7:29 But you're looking at like how do I get

7:30 more people in top of funnel into my world, correct?

7:34 Correct, yes.

7:35 So there's a there's a couple ways to do this.

7:39 Um I'll just call it the short-term and long-term

7:42 way and we could have a combination of both, which is probably what I recommend.

7:45 So, the the call call it the blended way is to run a paid workshop.

7:52 So, when I say paid workshop,

7:53 I'm saying like call it a $49 to $99 offer, probably $99.

7:58 Um and have it be a legit workshop.

8:01 And then that workshop will allow you to take like it's much easier to get

8:03 someone to buy a $99 thing than how much is the uh poker coaching?

8:08 5K.

8:08 Okay, yeah.

8:09 So, it's much easier to get those guys to spend

8:11 $99 and deliver one thing uh that's you know super valuable.

8:15 You prove the value, right?

8:17 That that way they don't have to guess is this guy good or not.

8:19 You can take the time to tell them who

8:20 you are and then the vast majority of this can

8:22 be the value and then you make them very

8:24 a nice irresistible offer of taking the next step.

8:26 And so basically you book your calls from that live

8:28 thing rather than from like a short VSL.

8:32 Cool.

8:32 We tried a cold webinar and it's it's flopped a couple of times.

8:35 Yeah, I'm guessing it was it free?

8:38 Yes.

8:38 Yeah, so I would I would make it paid and just expect that you'll

8:43 um like expect to lose money on the you know the $99 purchases,

8:48 but what will happen is I'm going to bet that the people who did

8:51 like did no one show up or were the people showed up not qualified?

8:54 We had about a 25% show rate, but That's fine.

8:57 For free that's fine.

8:58 Yeah, only 5% of those booked calls.

9:01 The retention was incredible, but only 5% ended up booking calls.

9:04 So, what's what's likely is that the vast majority of people

9:07 who showed up to the call through the webinar were unqualified.

9:10 Did you have any metrics on the customers like

9:12 from the opt-in of like who who was qualified for the thing?

9:15 It seems like even the ones that booked calls,

9:18 it's just most of them could not afford anything.

9:20 So, that's where that's where like having that little bit

9:23 of friction will typically take the the unqualifies from like 90%,

9:27 which is probably what it was uh to closer

9:29 to like 40% uh on a paid a paid workshop.

9:34 And once someone makes a tiny purchasing decision,

9:36 likely they make the next purchasing decision significantly higher.

9:39 Like buyers buy more.

9:43 That track?

9:44 Yes, 100%.

9:45 So basically just run this to a sales page,

9:47 stack the living[ __] out of the bonuses.

9:49 Um so that it just be like

9:51 the the $99 version should feel like absolutely absurd.

9:54 And then make that call it like a 3-hour

9:57 uh workshop and then just sell at the end.

10:00 Cool.

10:01 Okay.

10:01 Does that make sense?

10:02 It was just you're just you just had to tweak it.

10:03 That's all it was.

10:03 You were like um free sometimes can be

10:07 harder and especially since you have an audience,

10:09 it's like these people have some level of trust with you.

10:12 And so it's like let's just get let's let's deliver more value prior to the ask.

10:17 100%.

10:18 That makes sense.

10:19 Yeah, I would also only opt-in form.

10:21 Are you um getting qualification data?

10:25 Right now we're only asking for name, email, number.

10:28 What do you know what is what what behaviors or characteristics um

10:34 does someone have to have um to be a good buyer for you?

10:39 The average amount that they buy in for is our highest quality signal.

10:43 Um Oh, okay.

10:45 Cool.

10:46 So then I would just add that as one of the fields.

10:48 So you have name, phone number, email, average buy-in for the games you play.

10:55 Cool.

10:56 And do we DQ people who don't No.

10:58 What it'll what it'll do is you're going to get that data um and you

11:02 can get a little bit cute with uh Facebook and have different thank you pages

11:05 for the people who buy and are qualified or don't buy and are not or buy

11:09 and are not qualified and then you can

11:10 train the pixel data on the more qualified audience.

11:15 Mm, okay.

11:16 Cool.

11:16 Yeah, we're doing that for uh for our organic right now anyway.

11:20 All right, cool.

11:21 I'm just writing this down for myself.

11:22 Okay, so number one, we switch from free webinar to paid webinar,

11:27 which is not even a webinar, but we're going to change to a workshop.

11:31 And then number two,

11:32 that maybe 90-minute thing that you're doing before, expand to 3 hours.

11:36 Deliver true value for 99 bucks.

11:39 And then, um on the front end,

11:41 we want to make sure that we add the character the highest signal,

11:44 which is the buy-in,

11:45 to the intake so that we can start optimizing all of our ads around it.

11:48 And you can quickly see what your true conversion percentage is.

11:53 Because I actually care very little about the webinar conversion percentage.

11:56 I care a lot more about what the qualified conversion percentage is.

11:59 Because maybe you had 5% that closed last time, or whatever it was.

12:03 No, you had 5% qualified, whatever it was.

12:04 But like, if if you closed 50% of the people who were qualified,

12:08 it's a banger webinar, it's a traffic issue.

12:11 And that will give you a much better uh read,

12:13 uh cuz if you're going to do these week to week, which I'm sure you will,

12:16 you will be way better at predicting what the revenue size of the, you know,

12:20 workshop is going to be,

12:21 based on how many qualified are there, not how many leads.

12:24 Cool.

12:25 Okay.

12:26 Rock and roll.

12:26 this tracks.

12:27 Yeah, I appreciate this.

12:28 Yeah, and juice the hell out of that $99 That's the third thing.

12:32 Just give away a ton.

12:33 Yeah.

12:33 Make it Make it absurd.

12:34 There's no reason someone should not do it.

12:36 Okay, great.

12:37 Thanks, Alex.

12:38 I I appreciate it once again.

12:39 Congrats on getting from two to four million.

12:42 Thank you.

12:42 Next time Next time we talk, hopefully it'll be over 10.

12:44 Million a month, baby.

12:45 All right, rock and roll, man.

12:46 Thanks, Alex.

12:48 Yeah.

12:50 All right.

12:50 Was that interesting for for everybody?

12:52 Sometimes it's like six it's 6-in putts.

12:54 It's super super tight.

12:58 Yo, what's going on, Alex?

13:00 Good see you again, Justin King here.

13:02 What's up, stud?

13:03 What's going on?

13:03 Hey, your arms are looking a little bigger, by the way.

13:06 Thanks, man.

13:06 I'm actually dieting, that's I was I was a little a little chunkier,

13:09 and I just cut 200 g a day out of my carbs, so I'm a little cranky.

13:14 go.

13:13 Well, well, best of luck on that.

13:16 Thanks.

13:16 So, okay, so my co-founder, Chris Bumstead,

13:19 and I built Standard for men to attack comfort and low standards head-on.

13:25 Through our transformational online coaching,

13:27 we allow men whose bottleneck to their success is their body the opportunity

13:31 to earn self-mastery and transform their bodies

13:33 within our four-step success guaranteed system.

13:37 We're at 150k MRR.

13:39 We want to scale to 15 mil MRR in the next 3 years.

13:44 We've produced thousands of transformations

13:46 and worked with 100 plus pro athletes, but we are demand constrained.

13:51 You want to get to 15 million a month?

13:54 That's what it was.

13:55 Okay.

13:55 Yeah.

13:56 So you get to 15 million a month.

13:58 All right.

14:00 Okay.

14:00 So what's that?

14:01 So it's a a 10x is 1.5, 100x is 15 million.

14:05 Okay.

14:05 So we need a 100x.

14:06 So what how many sales per month are is it right now?

14:09 What's the price point?

14:10 Yeah, so right now main thing we push towards is a 15k PIF.

14:15 All-inclusive Telemed with one-on-one coaching.

14:20 Got it.

14:21 The whole shebang.

14:22 Obviously, we can scale the price, but this is just initially where we're at.

14:25 Yeah, so you're selling 10 per month at that price.

14:27 Is that correct?

14:28 Yeah, just about.

14:30 Okay.

14:30 10 per month at 15.

14:31 Okay, what's the funnel right now?

14:33 Meta ad into VSL page with an application sales kick utilized

14:41 to financially qualify setter doing manual touch points into a one sale close.

14:48 So ads, VSL, application, qualify, SDR.

14:53 Oh no, they're So the the touch point.

14:55 Tell me about that.

14:56 Like is that a phone call or is that

14:58 So so we actually first off shout out to your ACQAI.

15:02 That thing is disgusting.

15:04 Thanks, man.

15:04 So completely re-redid everything and will

15:07 be implementing the whole double dial,

15:10 the the whole funnel system that that you talk about in all the sales processes.

15:14 So these metrics are off of what we used to do.

15:18 We will be implementing what you kind of consider like best practice.

15:21 Okay.

15:21 So what were the metrics that like what was CAC before this?

15:25 Yeah, so okay, so daily ad spend 1,300.

15:29 We were a 3,500 CAC, AOV about 12k.

15:34 Okay.

15:35 Uh upfront cash collected ROAS 5.4 and rev ROAS 7.8 over the last quarter,

15:41 but but caveat, it was extremely inconsistent.

15:45 3 weeks of like just not there and then

15:47 a single week of like randomly hitting good.

15:50 Um the the last piece that I'll add is

15:52 that was in utilizing payment processors such as[ __] Mhm.

15:57 to where they take it it which I mean it's nice for scaling.

15:59 It's nice to get cash, but I don't know if it's a long-term move.

16:02 Mhm.

16:03 Oh, you mean you just had a BNPL option?

16:04 Buy now, pay later type thing?

16:06 Financing?

16:06 Yeah, yeah.

16:07 Um okay, so a couple things.

16:10 So, the the ads themselves who are who are in the ads?

16:13 Uh Chris predominantly from a cultural standpoint and then

16:17 myself mid funnel is what we're going for.

16:19 I'm Like you're the VSL not going to be the salesy person.

16:22 I'm Yeah, and then VSL is shared between the two

16:25 of us to show the the correlation and co-ownership.

16:29 Got it.

16:29 Okay, so I'll say this, I think the spend might be too low,

16:34 which is what basically insufficient volume feels like volatility.

16:39 Mhm.

16:39 Because like if you think about it like if

16:41 you have $3,500 CAC and you're spending $1,300 a day,

16:44 you're going to get one sale every 3 days.

16:46 It feels very lumpy.

16:47 And if for some reason you don't have a sale every 3 days and it

16:50 just means you have nothing for six and then you have two in a day, right?

16:53 It's still the same percentage, but it feels like nothing's happening.

16:56 And so when you have higher price point stuff uh and CAC is higher,

17:00 you need daily spend to be significantly higher,

17:03 which is then going to create the second problem,

17:04 which is you're going to not have enough creative uh to fill the funnel.

17:08 Normally I would say we would want more top of funnel stuff,

17:10 but given the size of Cbum's audience and brand,

17:13 I don't think I think I don't think he needs more recognition.

17:15 Um but you will need more creative.

17:18 Mhm.

17:19 So, how many pieces with I'm sorry, go ahead.

17:22 Go ahead.

17:22 How many How many pieces of creative, um,

17:25 are are you are you like basically making, um, per day that you're launching?

17:29 Last quarter, not as consistent as we'd like.

17:32 Running into five new creatives for myself and five new creatives for Chris.

17:38 Per day?

17:39 Oh, per week?

17:39 Per week.

17:40 Yeah, so with your spend volume, like I would like to see like, I don't know.

17:46 I mean, kind of like It a lot, man.

17:51 Um, like to put this in context, We're talking 100x for Yeah, it's a lot more.

17:56 Um, so put it in context, like we put out 250 new ads per day.

18:03 Mhm.

18:03 Um, now our spend's higher, right?

18:07 But if we're at, you know, even 100 times spend at 100,000 a day,

18:11 we'd still have signi- like you're you're putting out five per week.

18:14 We're putting out 250 per day times seven.

18:17 We're at you're at five.

18:21 And so, the volume difference is is dramatic, right?

18:25 And so, I would say like the first thing is, number one, uh,

18:28 ads have to go from five per week to probably closer to like

18:31 100 as like kind of a baseline in terms of volume, number one.

18:35 Um, number two, I think we need to increase spend.

18:42 From your spending was it 1,300 a day?

18:45 Yep.

18:46 I would like to spend 5,000 a day.

18:49 Now, you're at 150, uh, a month.

18:50 So, I'd probably I probably wouldn't increase spend.

18:53 At le- I want to get to at least CAC, right?

18:56 That just so you know where I'm thinking with this.

18:58 It's like, can we spend 3,600 a day?

19:00 Um, because at 3,600 a day,

19:02 that means we can get one customer a day with our existing, right?

19:07 Yep.

19:07 That's that's just from a from a from a uh a change.

19:11 Um, number three, uh what's the conversion on the funnel?

19:17 So, we've got um Yeah.

19:19 Yeah, like walk me through like some of the stats here.

19:22 Like where's the big drop-off?

19:23 Yeah, so we're CTR uh 0.8% 350 per qualified CTR's 0.8?

19:31 Mhm.

19:31 That's low.

19:33 Mhm.

19:33 Especially with Chris's brand.

19:35 Yep.

19:36 What's the offer?

19:38 Uh so so that's that again shout out to your your AI.

19:42 We have that solidified now.

19:43 Prior did not have it solidified.

19:45 Okay.

19:46 But but where we're at right now, it is a uh six it's so basically it's like get

19:51 abs in a year and completely change your life with our system.

19:55 Otherwise, like we'll coach you for an additional 3 months free.

19:58 Okay.

19:59 What's the new offer?

20:01 That that's the new That's the new one.

20:02 Okay, got it.

20:02 Okay.

20:03 And the old offer was what?

20:05 Just coming in work with us.

20:06 Okay, yeah.

20:07 Yeah, so that's I was like six-pack in a year is actually pretty believable.

20:10 I actually really like that.

20:11 So, I was Well, so our norm is 2 and 1/2% every 4 weeks.

20:14 So, it's like someone could be 45% body fat and get down to 10 in a year.

20:18 And we have an incredible coaching system

20:21 and an incredible accountability and like tracking data system.

20:24 So, like we we can do a conditional guarantee very easily.

20:27 Yeah.

20:29 So, But yeah, that's that's the new system.

20:31 Okay.

20:31 And the the 15 kg includes everything all the telemed already built in?

20:36 Correct.

20:36 Okay, got it.

20:37 So, number one, go from five ads a week to 100 ads

20:40 a week and you can do a blend of statics and video there.

20:43 And the way that I would get more video is again,

20:46 like it's just you walk in with an iPhone, take the best winners,

20:50 put it on a teleprompter app so you can just see all your hooks,

20:53 and just just walk and talk, right?

20:55 Click click click click click like in an hour

20:57 you should be able to get 20 30 ads.

20:59 All right, if you and Cbum do this, it's like they're 60.

21:02 And then you can take the best performing those, take those, put

21:03 those in static words with images of Cbum obviously cuz it takes him no time.

21:08 Um so, that's how you can get to 100.

21:10 And once you find winning hooks,

21:11 you basically just keep reusing the hooks and just

21:13 tweaking the meat a little bit and changing the background.

21:15 That's one.

21:16 Two, increase the spend ideally to CAC,

21:18 which would be 3,600 or 3,500 right now uh per day.

21:21 I know that feels a little bit gutsy, but you already have a proven model uh

21:24 and that's with all the steps not optimized, right?

21:27 We're going to optimize the steps.

21:28 Um the front-end offer you're going to change, I like the six-pack in a year,

21:31 especially with his brand, it feels very believable.

21:33 And then on the um where are you

21:36 optimizing the pixel from a from a advertising perspective?

21:40 Uh so, so other than the media buyers just looking

21:43 at like the outcome of did someone buy or not,

21:46 they are feeding information back into it based on one,

21:49 closes, if that's what you're asking.

21:51 So, closes because you don't you're not going to have enough volume.

21:54 I mean, it's good to have it,

21:55 but it's not going to be enough of a signal to the pixel.

21:57 Like, you want something that you can get like a thousand on.

22:00 Um and so, I would look at probably the application step

22:04 would be the step that I would try to optimize around.

22:06 And on the application,

22:07 have a different thank you page for unqualified versus qualified,

22:09 which is probably be a huge percentage of the traffic anyways.

22:12 Yep.

22:13 And then just make sure the pixel is on the qualified only thank you page.

22:16 Yeah.

22:17 Okay.

22:17 May May I May I ask this last question?

22:20 If you were to try to do this in half the time, Uh-huh.

22:23 what would be the single thing that you would focus on the most?

22:27 Uh it's going to be volume and creative.

22:28 I mean, volume and creative and spend are the are the two Basically,

22:31 that's what's going to explode the front end.

22:35 Yep.

22:36 Like, you need to spend more to get more get more at-bats.

22:39 Sure.

22:39 And to spend more efficiently, we need a better offer and better creative,

22:42 and that's what we just did.

22:44 And then to make sure that we're actually getting served the right audience,

22:46 the pixel on the correct qualified lead thank you page.

22:51 Yeah.

22:51 The rest of it seems fine.

22:53 Like, at least for like what can you fix right now, do that first.

22:56 Yeah.

22:57 Okay.

22:57 Perfect.

22:58 Well, thank you, Alex.

22:58 I appreciate you.

22:59 You bet you.

23:00 Appreciate you, man.

23:00 Congrats.

23:01 I'm glad the AI served well.

23:02 Yeah, very appreciate it.

23:04 All right.

23:04 Talk to you, man.

23:07 So, that was Justin King from from Standard.

23:10 He's part of Vantage,

23:11 which is community for million dollar plus business owners.

23:15 It's if you're like, I see in the chat, how how are these calls being sourced?

23:19 I think they they put a link in there.

23:20 If you are interresante, you can opt in.

23:25 We priced it as cheap as that audience was willing to.

23:28 I just said, how cheap could I make this where you'd still believe me?

23:31 And they said a thousand bucks a month.

23:32 And I was like, great.

23:33 So, fun fun stuff.

23:35 We we You still have to verify your income, FYI.

23:37 That's how we keep the quality high.

23:38 All right.

23:39 With that, let's slay the day, baby.

23:43 Hey, Alex.

23:44 Hello.

23:46 Hello.

23:47 So, my name is Matija.

23:49 Just to give you some context, my fiance and I are planning a baby soon.

23:54 And if I can't make my business work now,

23:58 I definitely won't be able to with less time and less sleep.

24:01 So, for two years I've basically worked

24:04 12 hour 12 hour days doing everything myself,

24:07 telling my family I'm going to I'm building the future,

24:10 but in truth I I've been pretty much stuck in place.

24:15 So, I run a marketing agency

24:16 for realtors and home improvement companies in Slovenia.

24:20 Okay.

24:20 So, Facebook ads, content, and appointment booking.

24:24 Mhm.

24:24 I have four clients at total of 3K MRR.

24:28 Okay.

24:29 Last year I made 30K, and my goal is So,

24:32 in the last 12 months I made 30K, and my goal is 30,000 net profit per month.

24:37 Yeah.

24:38 So, let me ask you a couple questions here.

24:40 Um Yeah.

24:43 Can you do the exact same thing in the US as you do in Slovenia?

24:48 Yeah, I guess I could,

24:49 but the market there is at least for the realtors is probably a a different.

24:56 At least as far as I know,

24:58 so there would definitely be some changes I would have to make.

25:01 I Yeah, I currently make um content and educational content for them,

25:07 which I which is the only like fixed revenue source

25:10 I have since they pay me a retainer on that.

25:13 And so you have to make content.

25:15 Yeah, I I make them content, which performs really well.

25:19 But then I also do lead gen for them, so So you run ads.

25:23 Yes, Facebook.

25:24 What do you And you charge 3K Uh no,

25:27 3K a month is like all together for from all the clients.

25:31 So yeah, making I'm making 15 to to 25% on revenue share and some on Yeah.

25:39 So I want to give you the the best piece of advice that I can give you.

25:44 So right now is all of your content in Slovenian right now?

25:49 Uh yeah.

25:50 Okay, so I I actually I don't make any content if that's what you mean.

25:54 Okay.

25:55 How do you attract customers right now?

25:58 Uh cold calling.

25:59 I've basically had the same clients for the past like 6 months.

26:03 Uh Yeah.

26:04 Because I like I mentally I can't do anymore.

26:07 Yeah, yeah, yeah.

26:08 So there's a couple things right now.

26:10 So number one, the customers what you're

26:14 charging versus what you're delivering is mismatched.

26:16 You're not charging enough for the amount you're doing.

26:18 That's thing one.

26:20 Thing two is in order to get basically appropriately priced,

26:26 you most likely want to go after a bigger market.

26:29 Now normally I don't say like switch markets

26:30 and things like that, but you're at the very beginning.

26:33 And so it's like what's a 100X force multiplier on the skill set you have?

26:37 You already speak English, right?

26:39 So I'd rather you just like can we can

26:41 we cuz like if you sell into the US market,

26:44 like you can sell $1,500, $3,000 per client.

26:51 It's just the dollar is stronger and especially for what you're doing,

26:54 you're doing content and ads, which is crazy.

26:56 Most people literally only pick one or the other.

26:58 You're doing both.

27:03 That's why you suggest I switch to the US.

27:06 I think that's what we need to do long-term.

27:08 Short-term, I'd like you to increase revenue.

27:10 So, how do we do that?

27:12 So, you're just doing cold calls, you're not making content for yourself,

27:16 but you are making it for your customers, right?

27:18 Yep.

27:20 How much additional effort would it be

27:21 for you like if you're making them content,

27:22 how can you not make your own content?

27:25 So, that was actually one of my additional questions.

27:28 I wanted to ask if I should A thousand percent.

27:31 Yes, not even a question.

27:32 A hundred percent you should be doing that.

27:33 So, what I would do is uh do it in Slovenia

27:36 and then have it translate and then put the captions in English.

27:38 That way there's no accent.

27:41 If that's where you're more comfortable.

27:43 Okay.

27:43 And I would make the content about you making their content.

27:47 So, basically think of it like this.

27:48 If you were to teach someone how to do everything

27:50 that you do in your business without them paying you, what would you teach them?

27:54 That's what you make your content about.

27:57 Okay, make it in Slovenian and then I just add captions in English.

28:01 Not just get No, no.

28:02 Get the Get Get AI voice translation for for for the content.

28:06 Yeah, exactly.

28:07 Um that way would be a an issue.

28:09 Yeah, cuz I want it to be for now and later.

28:11 So, it might not even be cuz it's Are you on Instagram?

28:14 I'm guessing that's where you're making the content for them.

28:16 Um mostly Facebook.

28:17 Instagram is not doing that well.

28:19 Okay.

28:20 So, I mean, the thing is the additional

28:22 effort to do on both platforms is almost nothing.

28:24 You can probably charge them for that, too, as a side note.

28:25 But, for you, you can take the same thing,

28:28 go on TikTok, go on Facebook, go on Instagram, post it.

28:31 Um make sure that you have the translations in place.

28:33 I would um if you want it to be cuz like sometimes the algorithm can be weird,

28:37 you can have a US page and a Slovenian page.

28:39 Again, it's not a lot of additional extra work to just duplicate the effort.

28:42 And so, what this does is number one,

28:44 this builds your content strategy while building theirs.

28:47 So, we can solve for both today in terms of lead gen and then tomorrow in terms

28:50 of the fact that you're going to have

28:51 US customers which you can charge US rates.

28:54 And so, I honestly just want you to take whatever you're charging,

28:56 add a zero to it, and that's your US price.

29:00 Okay.

29:00 Seriously.

29:01 Now, in terms of tactical, well, that was tactical,

29:04 but the next piece that I want you to do is are you familiar with ManyChat?

29:08 Is that how you have them working leads or getting leads?

29:10 Uh no, I I watched the the educational like content you put like 2 weeks ago.

29:17 I watched that.

29:18 So, I actually I'm just basically implementing it for the organic side.

29:22 So, that's that would be just a additional source of leads besides the the ads.

29:28 Um so, I'm I'm in the process of implementing that, yeah.

29:31 Okay.

29:35 And Okay.

29:37 So, number one, you make content about helping them make content.

29:43 And so, you try to replace yourself by teaching the public,

29:47 the world, every single thing you do to build content.

29:51 Hold nothing back.

29:52 All right, I'm telling you.

29:53 You want to hold nothing back cuz

29:56 specific just for for the for these niches, I guess?

29:58 For for real estate and home improvement.

30:00 Yes.

30:01 You want to show them everything.

30:01 So, the automations, the AI that you use,

30:03 everything that you do to run run the business better,

30:05 I want you to show all of it cuz when people see how much work you're doing,

30:09 they're going to be like, "This guy knows what he's doing and I don't

30:11 want to do that work." And then they inquire.

30:13 All right?

30:14 Thing one.

30:14 Thing two, turn on the ManyChat automation so that when you are posting,

30:18 put a CTA in the first line and the video,

30:21 and then new followers automatically get a DM

30:23 where you can sort them and say, "Hey,

30:25 are you here for free stuff?" Um or do you like to grow your, you know,

30:29 real estate, whatever.

30:30 Um and then you can start working those DMs as leads.

30:33 Number three is that from the leads that come in from that US Instagram,

30:38 uh change the prices to US by adding a zero and offering the same thing.

30:42 That's what I would do.

30:46 Okay.

30:47 Um And come up with a sexy lead magnet.

30:48 Do you have a lead magnet?

30:50 For myself, no.

30:52 Yeah.

30:52 Yeah.

30:53 Make one for yourself that's 100 days of content for uh real estate.

30:56 100 days of content in 100 minutes.

30:58 Ooh.

30:59 Ooh.

31:00 That sounds great.

31:01 I like that.

31:02 100 days of content in 100 minutes.

31:03 That's your CTA.

31:04 Yeah.

31:05 I I basically have to completely rethink how to actually do content

31:09 because it's probably very different from for the US market at least.

31:13 I actually don't think so.

31:16 It's They're solving They're solving the same issues.

31:18 The algorithm is still humans.

31:20 It's what humans find interesting.

31:22 Okay.

31:23 Cuz I'll tell you this Yeah, go ahead.

31:25 Yeah.

31:26 Right now, the best content that's working is

31:28 actually about like Texas and like the the laws.

31:32 Yeah.

31:33 Uh so, what's actually allowed and how to do

31:35 some particular part of let's say selling a house.

31:38 Yeah.

31:38 So, those things are different.

31:40 Those will be different by country.

31:41 I agree there.

31:42 But, it's not like it's not hard to find out.

31:45 If you have a concept that works, just make the US version of the concept.

31:49 Okay.

31:50 And yes, this is a major departure,

31:52 but the benefit of what you're doing right now

31:54 is that if you were super super super far along, it's much heavier to change.

31:58 But, since you're earlier on in the in the course,

32:00 you might as well shoot for the moon and get it right the first time.

32:04 Yeah.

32:05 But, this still allows you to build for today and tomorrow.

32:09 You're still going to make your stuff video content.

32:10 We're going to duplicate into the US.

32:12 We're going to add the CTAs in terms of the 100 to 1 100 content in 100 minutes.

32:16 100 days of content in 100 minutes.

32:18 We'll have our new followers that we get

32:20 and the people who respond to lead magnet.

32:21 And when you get a US person, add a zero.

32:25 Okay.

32:26 Uh so, with the current clients, I just keep them as cash flow.

32:31 For now.

32:31 Yeah.

32:31 Yeah.

32:31 I You got to You got to pay bills and and feed the fam.

32:35 Okay.

32:36 Um so, there's Okay.

32:39 Uh, what about for So, this is more just specific for realtors.

32:42 What about home improvement?

32:44 So, uh, there I've actually been struggling to do content for them because this

32:48 two different avatars.

32:49 Which one do you rather serve?

32:51 Yeah.

32:51 Um, well, I've been serving realtors Yeah.

32:56 more.

32:56 So, then just focus on realtors.

32:57 There's more than enough.

32:59 Okay.

33:00 two avatars.

33:01 It's two different offerings, two different customers, two different businesses.

33:04 And just go after the US market.

33:06 Yep.

33:09 Okay.

33:09 So, change, but yeah.

33:11 Last point, focus on realtors.

33:13 Just pick.

33:15 Okay.

33:16 Cool?

33:17 Cool.

33:18 Appreciate you.

33:19 Thank you so much.

33:19 No, you bet, man.

33:20 I know it's going to be it's it's a you're in a hard time,

33:22 but that's a very clear plan.

33:25 Okay.

33:25 Yeah.

33:26 Thank you so much.

33:27 I've been watching you for a long time, so I appreciate you, man.

33:31 Rock and roll, and I'm excited to hear how how things go in 6 months, right?

33:37 All right.

33:38 Alex.

33:39 Oh, hello.

33:41 Hello, hello.

33:42 My name is Yash, man.

33:43 How you doing?

33:44 Yash, with a Y?

33:45 Yeah.

33:46 Yes, Y A S H.

33:47 I say Yash.

33:49 Not much, man.

33:49 Love the hotline.

33:50 Excited.

33:50 So, um, here, I'll give some context.

33:53 I started my business around 2 years ago.

33:55 Mhm.

33:55 I quit my job to go all in, and I even

33:58 convinced my brother to quit his safe 9-5 job and join me.

34:01 Okay.

34:02 Thing is now that he and his wife want to start a family,

34:05 but since we're working all day on our own little business,

34:07 our little baby, he just doesn't have enough time,

34:09 so I feel kind of bad and kind of responsible for that, so I

34:12 want to figure this out and grow this thing so he can do that.

34:15 Um, so I have an AI SaaS that helps real estate agents and photographers.

34:20 We make We make 3.3 million a year, All right.

34:24 and we'd like to get to 10 million a year.

34:26 Okay.

34:27 But, I think what's stopping me is my churn.

34:30 Like, every week I get 150 subscribers, but I lose like 100 or so,

34:34 so I think my business is going to stop

34:36 growing and even decline in the off season.

34:39 That's what I'm afraid about.

34:41 All right.

34:41 So, walk me through onboarding right now.

34:45 Onboarding.

34:46 Yeah, so the funnel right now is you can sign up with no credit card.

34:51 Um onboarding is we just implemented this last week,

34:53 but we have an onboarding checklist.

34:55 Okay, great.

34:56 Videos and steps on how to, you know, activate and stuff.

35:00 Um and then we have product tours

35:02 and stuff that lets you go through the platform,

35:04 make your first video, edit some photos, Yeah.

35:06 and get value as soon as possible.

35:09 Okay.

35:09 And so, you're getting 150 a week, so that's 20-ish a day, right?

35:14 Roughly, yeah.

35:15 Okay.

35:16 And do you have any human that is involved in the onboarding?

35:20 Right now, no.

35:21 What's the price point?

35:23 We sell our most basic package is 60 bucks a month,

35:27 and we also sell it for like 360 for the year.

35:30 So, we try to do annuals as much as possible to reduce churn.

35:33 Got it.

35:33 So, what we need to So,

35:35 what are the activation signals that you have determined so far?

35:39 Right now, the main product is photo to video, so the main thing is going to be

35:42 creating your first video within your first 7 days.

35:45 And then another one is editing photos,

35:48 like AI virtual staging and stuff like that.

35:50 Um We just pulled the data.

35:52 Around 50% make their first video in the first week,

35:55 but only 10% edit their first photo.

35:58 Okay.

35:58 So, we're trying to increase those activation rates.

36:00 Okay, but does making your first video correlate to them sticking?

36:05 Um I believe so, yeah.

36:08 I'll double check, but Make sure you know that, all right?

36:11 Yeah, yeah.

36:11 Do you have the the metrics on um people who edit?

36:15 You said it was 10%.

36:16 Um that's a separate action.

36:18 And so, we might discover I I'm going to bet there's three things here.

36:21 Number one is who is the actual customer?

36:25 So, like of of the people who are signing

36:27 up for this, number one is who is buying, number two is what are they doing.

36:32 So, we have make your first video, use the editing,

36:35 and what like what source are they coming from, who are they.

36:39 Okay, so that's kind of four different variables that are going

36:41 to affect which one has the highest conversion rate and LTV.

36:45 And so, I think the vast majority of what is missing

36:47 right now is I think you should be doing more hands-on onboarding.

36:52 Cuz the onboarding checklist they have right now is that all automated?

36:54 Like what is it?

36:55 It's like a workflow?

36:56 Yeah, yeah.

36:57 I mean, it's just a a UI dashboard thing.

36:59 So, we have we're trying to do maybe some

37:01 weekly trainings or something like that to help with onboarding,

37:04 but Let me Let me try and like we need to we need to atomic

37:08 bomb this and get out of the like

37:09 this isn't scalable mindset for the short term,

37:12 and then we'll make it scalable long term.

37:13 So, I would like you to do I mean,

37:16 real world, like, to start two onboardings a day,

37:20 one in the morning, one at night,

37:22 and when they sign up, you book them for the onboarding automatically.

37:25 So, that you can talk to these customers and then manually walk them through.

37:28 I guarantee your onboarding checklist is going to change as soon

37:30 as you actually go over their shoulder and watch them do it,

37:33 cuz you'll also see the friction in your process, right?

37:36 Um, but you'll also have such you'll have way more buy-in,

37:39 and you can usually handle the entire onboarding in 20 minutes,

37:42 uh whereas they're trying to like, you know, suffer their way through it.

37:45 Does that make sense?

37:46 Yeah, yeah.

37:47 So, just to clarify, would this be like um a group onboarding every day,

37:51 like twice a day, or like Yeah.

37:53 What Okay.

37:54 So, a group Yeah, a group same onboarding.

37:57 Your brother can do one, you can do the other, whatever.

37:59 Um, that's number one.

38:01 Number two is you need to segment the data by channel.

38:05 Number one.

38:06 Number two, by avatar, which I'm going to guess there's some

38:09 discriminating criteria that you can figure out,

38:11 which is probably like how many houses did you sell last year,

38:14 or how many houses did you sell this year.

38:16 That's going to be That'd probably be my biggest signal guess.

38:19 Um, and then we we what are they from an action perspective,

38:22 which is we have these two actions that we know so far,

38:24 which is video and editing.

38:26 And so our what we're going to try and find because we

38:29 might find out that people from a specific channel suck and we

38:33 might find out that one specific data avatar is the only avatar

38:36 and they stay and the LTV of that customer might be a thousand.

38:39 Right?

38:40 Right.

38:40 And so then what we'll do cuz we just need

38:43 this data to basically there's only two things that we can

38:46 do right now and then as soon as we have

38:47 that data there's a a hundred other things we can do.

38:49 But this is like the constraint right now.

38:51 So Yeah.

38:52 we're doing the Zoom onboarding so that you can short-term get more data

38:56 and probably decrease churn just because

38:57 of in-person onboarding's going to do better.

38:59 Number two, when you're doing those in-person onboarding's you're going

39:02 to be able to witness the process flows and I guarantee you'll

39:04 be able to remove friction from that process to get it

39:06 to happen faster and make sure they're doing both those steps.

39:09 Number three is that once we have uh the inbound data,

39:13 you'll be able to see which avatars are the highest converting and the channels

39:17 and then all of that data then routes back into the front end,

39:20 which is our messaging is to target this specific

39:23 avatar on this specific channel and then when they come

39:25 in, we we do the Zoom onboarding and make sure

39:28 that every single person passes go and checks the boxes.

39:32 Okay.

39:32 Okay.

39:33 That makes sense.

39:34 I think one thing that I'm thinking about right now is the main reason

39:37 a lot of people churn is because they only have like four houses a year, right?

39:41 So they just don't need this every month.

39:42 So I guess you're saying like the ads would map exactly to like,

39:46 hey, not screw those guys, but let's go for like the teams

39:49 or 200 houses a year or photographers or something.

39:52 teams is a great idea.

39:54 Um also, if you know that it let's say it's four houses a year minimum.

39:56 Let's say that's the number.

39:58 Um two options for you.

40:00 Option one is you can just make everyone do annual and I would say here's why.

40:03 Or if you know if let's say four houses a year is the minimum,

40:06 which is one house a quarter, then you can just bill quarterly.

40:09 So I'd say like you have quarterly billing and you have annual billing.

40:12 Mhm.

40:12 Does that make sense?

40:14 Sure.

40:14 Cuz it cuz we want the value cycle to be aligned with the billing cycle.

40:19 Mhm.

40:20 Yeah, I think after we added the annual option

40:22 around 40 to 50% of people take that now, which is a huge bump, but

40:27 Yeah, I mean it's it's buy six get six, right?

40:29 Yeah, roughly.

40:30 Yeah.

40:31 Um, I'd be curious to see what happens

40:33 if you remove the monthly and only have annual.

40:37 Me, too.

40:37 Me, too.

40:38 It's scary.

40:38 I mean it's an easy test, man.

40:40 You can run in, you know, a week and find out.

40:42 It's not like you're you're I mean that's actually the easiest test

40:45 in the world cuz it's not like you're even changing your price.

40:46 You're just removing an option.

40:48 True.

40:49 Okay.

40:50 So, let me recap this.

40:54 Number one, Zoom group onboarding.

40:57 Number two, activation points on that onboarding,

41:01 which is going to be video and editing.

41:03 Get that done in 20 minutes and remove friction from the process.

41:06 Three, get the data of channel and avatar

41:09 to see which ones of these have the highest conversion.

41:11 And And since you won't be able to wait to see

41:13 churn cuz so many people are going to be annual,

41:15 you have to just check are they checking both these boxes?

41:19 And then uh number four, I would test the annual only.

41:22 But once you see it, even if annual only is the winner,

41:26 I like keeping monthly there because it keeps you honest.

41:29 And then basically once you truly solve churn on monthly

41:32 cuz it gives you a much faster feedback loop,

41:34 then you you basically can push everyone

41:36 to annual because then the economics are better.

41:38 Does that make sense?

41:40 Right, right.

41:41 Okay.

41:41 So, we keep the monthly because we need the signal.

41:44 Yeah, for the short term.

41:46 Yes, to fix the product.

41:48 Yeah, and I wouldn't even try this like I wouldn't try

41:50 and scale past where you're at right now until you fix this.

41:53 And then scaling will simply occur cuz even if you don't change your front end,

41:56 if you cut your churn by, you know, 2/3, the business will triple.

41:59 That gets you to 10.

42:01 Sure.

42:01 Yeah, definitely.

42:03 Rock and roll?

42:05 Rock and roll, man.

42:06 I'll try that out.

42:07 And then just the one more thing on booking the onboarding call.

42:09 Like, what does that flow actually look like?

42:11 Is it like a button in the UI?

42:13 Is it like an an email that says book your onboarding

42:15 Oh, dude, it's an atomic bomb.

42:17 I mean we're going to text, we're going to call, we're going to email.

42:21 In the actual flow itself is your next step is book your onboarding call.

42:24 We've got two a day, they're with a real person.

42:27 Uh so we actually get you the most out of this thing.

42:30 Okay, 100% I'm going to try that out.

42:33 Appreciate you and good luck to your brother.

42:36 Thanks so much, man.

42:37 Have a good one.

42:38 You bet.

42:38 Okay, bye.

42:39 Bye.

42:41 So for those of you who are just joining us,

42:43 this is Hormozi Hotline where I'm taking calls from Vantage,

42:46 which is our million-dollar-plus business owner community.

42:49 Um it's a thousand bucks a month.

42:51 I don't like hiding that.

42:52 The reason for that is because when I

42:53 surveyed the group of million-dollar-plus business owners, I said,

42:56 "What is the absolute cheapest price that I can price this at where

42:59 you think you'd still think that it it could actually deliver?" By the way,

43:03 if you're curious, the the price point that was maximum

43:05 revenue when I did the survey was 5,000 a month,

43:08 which I very strongly looked at because who doesn't want to revenue max?

43:12 But the goal is to build the largest

43:13 and best community of million-dollar-plus business owners.

43:15 And so HQ AI, which I which Justin before this was

43:20 talking about is one of the biggest things that we include.

43:23 And if you don't know what HQ AI is, I have spent two and a half years

43:28 doing consults every single week with business owners.

43:32 Um deep dives into businesses, so like 20-page packets on on the businesses

43:36 to figure out exactly what they need to do.

43:37 These are for bigger businesses.

43:39 Um and we've trained the AI on every single one of my private consultations,

43:44 which is now like 500,

43:46 plus the three or four thousand that my whole team has done as well.

43:50 And we're trying to build the most advanced um small business

43:55 AI out there with the stuff that's working today across industries.

43:57 And that's why we have this whole

43:58 advisory practice cuz that's my long-term play.

44:00 And so more amazing businesses coming in is the how the flywheel spins.

44:05 So you're a million-dollar business owner,

44:06 that's what it is, and that's what these calls are.

44:07 All right, let's do it.

44:09 Next one.

44:10 The link somewhere.

44:11 You can probably find Alex.

44:12 Good to be Good to be talking with you.

44:13 What's up?

44:15 Hey, my name's Alex.

44:15 I'm out of Green- South Carolina.

44:18 I I founded a turnkey construction safety company.

44:22 And so, right right now, what I'm looking at is I'm working 60-70 hour weeks.

44:28 Uh the phone's non-stop.

44:30 And when I'm at the house, my mind's still trying to figure out work problems.

44:34 So, I'm not always present with the people that I care about.

44:36 And uh I've got a third baby on the way.

44:38 And I'm missing some of those moments that that you don't get back, right?

44:41 So, business-wise, we're we're making about 2.1 million.

44:45 Uh I've got a goal of of getting to 5 million by the end of this year.

44:49 And we've experienced some rapid growth.

44:51 So, I'm starting to get I get I'm not

44:53 starting to I've been getting pulled back into the type

44:56 of tasks where I feel really competent and I was really good at as a safety guy.

45:00 And instead of hiring the people that are better than me

45:02 and and building those systems that really the business needs to scale.

45:06 So, I guess my question is is how would

45:08 you attack that problem if you were in my shoes?

45:10 What's profit?

45:13 Profit, we're at about 22% right now.

45:16 Okay, so 400 uh 400 a year ish on net,

45:20 but you're but you're but you're growing right now, correct?

45:24 Correct.

45:25 Okay, so call it pacing 600, something like that.

45:28 Does that sound about right?

45:29 That's right.

45:30 All right.

45:30 Sounds right.

45:31 So, I'm just trying to see what we got to work with.

45:32 Okay.

45:33 How much does it cost to get the person that you need?

45:37 So, I'm thinking we we've I just hired a director

45:39 of operations and uh he's he's in his second month,

45:43 so he's still learning our systems and our culture and all of that.

45:47 Uh and then I'm looking at bringing in a a person underneath him

45:51 to start helping uh we have a we we fields field safety professionals.

45:56 So, we've got about 13 people across four states.

45:59 And so, really that's that secondary person's going

46:01 to handle managing that talent and that workforce because

46:06 that's where a lot of the phone calls

46:07 and the text messages and the emails come from.

46:09 So, I think really if for another person that we need,

46:12 they'd probably be a I'd say about a $150,000 guy or gal.

46:16 Okay.

46:17 Uh is your director going to watch this because

46:20 I can um blur I'll I'll remove your name, too um if that helps.

46:25 I He will not watch this.

46:27 Okay.

46:27 So, I'll tell you like let me ask one

46:29 question before I say what I'm going to say.

46:31 Um did you feel relief from that director coming in?

46:35 Huge relief.

46:37 Okay.

46:37 Okay, fine.

46:38 Then he he can live to fight another day.

46:40 Um Okay.

46:43 So, the director came in, you're going

46:44 to hire some guy underneath him that's 150K.

46:46 So, what's stopping you from doing that right now?

46:50 So, I think what what I'm running into is we

46:52 as we grow and and the the demand continues to to increase,

46:57 I'm also trying to acquire the talent and and get

47:00 the talent in while executing all of the tasks.

47:02 So, Yeah.

47:03 um I think that's where I'm I'm stuck.

47:05 Got it.

47:05 What's the what's your what's your hiring funnel right now?

47:09 Um it's been referral, uh just proximity,

47:12 people that we see on job sites and we've worked with and now

47:15 we're starting to get on the LinkedIns and the Indeeds and things like that.

47:19 Yeah.

47:20 So, I mean referrals obviously always the best way to grow.

47:22 Do you have um you have 13 guys in the field, do they know people?

47:28 They do.

47:28 Okay.

47:29 What incentive do you have for your referrals right now?

47:33 So, currently our referral program's all based around finding other

47:36 safety professionals that we can ship out to job sites.

47:39 So, we we pay a bonus program of essentially locate a guy and if we hire him,

47:44 we'll pay him we'll pay 500 bucks if they stay for 90 days,

47:48 uh then we'll pay them an extra $1,000

47:51 and that was built in your boardroom about 2 weeks ago.

47:53 So, that's Okay.

47:54 Well, we're going to do being issued.

47:56 I I love I love the spirit.

47:58 We need to tweak one important thing.

48:00 How much do you make per $150,000 per year guy?

48:05 Um that per We our our average person right now is

48:10 about 70k and we make probably about 200,000 off of them.

48:15 So I'm not sure with this guy.

48:17 I don't have that number.

48:18 So let's just let's just use those numbers, right?

48:19 70k, right?

48:21 And well, how much do you think this guy will make you?

48:26 It's more than that, correct?

48:28 See it's Yeah, yes.

48:30 Yes.

48:31 Okay.

48:32 He'll he'll make more than that, but I think he's going to he's going

48:33 to take me out of we we that's we have one funnel for for staffing,

48:38 which is what I've been talking about.

48:39 We have other funnels which is consulting and things

48:41 like that that pulls me out in the job space.

48:43 Yeah, and I think that person probably revenue I'd

48:46 say at least a quarter mill from this guy.

48:50 And this guy's 150?

48:54 Yes.

48:55 Imagine.

48:55 So that 250 is extra or in total on 150?

49:01 I think it would be in total.

49:03 Mhm.

49:03 Where we stand right now.

49:05 Yeah.

49:06 I don't love that.

49:07 I like the 70 to 200 better.

49:10 Um Okay.

49:11 those a lot.

49:12 Yeah.

49:13 So let me let me let me I'm going to I'm going to do a couple things.

49:16 So number one is on the the the new referral

49:19 program that you're about to roll out or just rolled out,

49:22 I just think the economics need to be changed.

49:24 So you have your 500 and then a thousand so that's $1,500 total.

49:28 For me, if I know that somebody can make me $130,000 in gross profit,

49:32 I'm willing to pay 10%, 20% of that, like no problem.

49:37 And so I think that if you made this thing like 10 grand or 15 grand,

49:40 I'll bet you your guys would be

49:41 significantly more responsive at working their networks.

49:44 Do you agree?

49:46 100%.

49:47 So I think number one cuz if you're going to pay a recruiting firm that much,

49:50 which you would easily pay 10 or 20% for a kind of repeatable role like this.

49:55 You'd pay 10 grand for that role.

49:56 So, I'd be I'd rather pay my guys that than pay an outside firm.

50:02 Yep, and we've been doing that.

50:03 So, that's a that's a really good point.

50:04 Okay.

50:04 So, I think we go from 500 to 10K at least to start uh on the referral bonus.

50:10 Uh and it's fine cuz you're going to ROI it

50:12 and you can still delay put put a thousand bucks up front,

50:14 9,000 on the on the on the 90-day success.

50:17 And I think they'll be that'll that'll solve number one.

50:19 Um Now, this other this more specialized role,

50:22 are there any specialized recruiters who who do

50:25 who hire for this this this particular person?

50:29 There there are, but we haven't had success with them.

50:32 Okay, are they contingency-based?

50:35 Um some of them.

50:37 Okay.

50:37 So, this is what I do when I have a when I have a one-off role, I go recruiters.

50:42 If I have a repeatable role,

50:43 I build a whole system around it because it's like core to the business.

50:45 So, like the guys on site, that is repeatable role.

50:48 I'm going to need you know, like if you need 13, you're going to need 30.

50:51 You know what I mean when we three or four x, right?

50:53 So, that's where it's like we need to have dollars and dollars out.

50:55 The referral programs are a great start.

50:57 We need to ultimately get into the we run this many ads.

51:00 Our cost of acquiring talent, just like you have CAC, we need CAT, C A T.

51:05 And just like we have LTV, we have lifetime gross profit per employee,

51:08 which is what what revenue gross profit do we make per per head?

51:11 Uh and then that becomes the kind of supply side economics of that funnel.

51:15 So, that has to get made and the same exact sales methods apply.

51:20 So, it's like you'll run an ad,

51:21 you'll have an opt-in page, you'll have a VSL, right?

51:24 That'll sell them on why company's awesome.

51:26 And then you'll push them ideally to a group call

51:28 because it takes a lot of time to take those initials.

51:30 And then you can select the people from that group call who you think are legit.

51:35 So, that'll take That makes a lot of Right.

51:37 It'll remove some of that time constraint

51:39 that you're dealing with having all these interviews, right?

51:43 Yep, that makes a lot of sense.

51:45 That's the repeated role funnel.

51:46 The recruiting funnel, I would like you to spin up like add a zero.

51:51 So at like 10 recruiters all contingency based and then let them work.

52:00 Got it.

52:01 Okay.

52:01 Yeah, no I mean I yeah so I do more.

52:04 Do more is what you're saying.

52:05 and it's just sometimes it's a belief issue on that.

52:07 You know what I mean?

52:07 Like when we scaled a sales team for one of our companies from zero

52:11 to 80 in 90 days we had to hire 80 sales people, right?

52:15 And so it's like we we you know we gassed all the ads

52:17 we had we gassed all the funnels and we spun up 15 sales recruiters.

52:21 And we paid five bucks ahead which we negotiated because we were doing volume.

52:24 So they had a standard fee of 10.

52:26 We said well if you I mean we're going to get 80 so you know do

52:29 it for five and we'll take as many as we can and they were like let's go.

52:32 And so we got 15 and so we got 80 guys hired and then kept 50

52:37 and then within 90 days we're doing 5

52:38 million a month in extra sales from that company.

52:41 And so I think it's just a violence thing

52:43 of like one or two didn't work of course not.

52:45 It's like you know I did I worked one or two leads and I didn't find a customer.

52:48 It's like I mean it's just it's a much bigger number scheme.

52:51 Yeah I I reframe my mind around treating it like a lead

52:55 and and trying to to chase hunt hunt new business, right?

52:57 It's it's just hunting down that new talent.

52:59 So that that's that's a good reframe.

53:01 It's a bow tie.

53:02 So you have demand gen funnels and supply gen funnels.

53:05 It's the same thing but you need both

53:07 in order to scale if you're a service business.

53:09 Everyone misses the backside.

53:13 Makes a lot of sense.

53:14 I I really appreciate you brother.

53:15 Thank you.

53:15 Appreciate you.

53:16 Congratulations on the business.

53:18 Thank you.

53:19 All right.

53:20 Congrats again.

53:21 You can't have a bad day with a name like that.

53:24 Alex the Great.

53:28 All right.

53:29 This is fun, right?

53:30 Is this cool?

53:31 I'm liking this.

53:31 This is great.

53:33 You got good questions.

53:34 Meaty.

53:35 Beefy.

53:37 All right.

53:37 Hopefully for those at home got some got some stuff out of that.

53:41 19 year old becoming How are you?

53:43 Hello sir.

53:44 So my name is Jonathan.

53:46 Huge fan.

53:46 So, a little bit about the situation.

53:48 I have a 10-month-old new baby.

53:51 Uh we just got a house.

53:52 So, I have a I have a mortgage.

53:53 Um I can't quit my job as a 9-5

53:56 emergency room nurse because my business doesn't get enough leads.

53:59 So, getting this issue solved or being put in the right

54:01 direction would literally turn around the fate of my family right now.

54:04 So, we're going to pay for daycare soon, 1,500 a month.

54:07 Babies aren't really cheap when they're born, but you know, scale's up.

54:10 It's like ads.

54:11 Um and then my mortgage is equivalent to my salary every month,

54:14 which is 6 so, we run a mobile IV drips company.

54:17 We make 360K per year.

54:22 We like to be at 3 million a year,

54:23 but what's stopping us is that we don't have enough leads.

54:25 We can't figure out our Google Ads and how to target our best customers.

54:29 And CAC for Google Ads is 278 right now.

54:32 And what's the what's customer value?

54:35 Um average LTV right now is 454.

54:38 Mhm.

54:39 Blended CAC is 83.

54:41 Okay.

54:41 What is your word of mouth?

54:43 SEO.

54:44 Uh-huh.

54:46 But to get more scale, we wanted to get ads.

54:49 And then I wanted to try Meta Ads.

54:51 We got a few leads from there,

54:52 but I took your advice on hammering one channel first

54:54 up to like 100K in spend and then going to re-continue.

54:58 Okay.

55:00 I don't think you have a CAC issue.

55:02 I mean, it could be lower like realistically,

55:05 you could probably at a local level get it down to maybe 150,

55:08 but like I don't think that's where the I

55:10 don't think that's where the the unlock is.

55:12 I think you have an LTV problem.

55:13 So, what's the offer what's the offer?

55:18 So, that's my thing.

55:19 I read the Offers book front and back.

55:21 I can't be commoditized myself from everyone else.

55:25 We have a $50 off.

55:26 Everyone has a $50 off.

55:28 Risk-free if we're not within an hour or within an hour and a half,

55:32 they're going to go to the next person anyway.

55:33 Uh-huh.

55:34 We don't really have like we're there like as fast as we can be.

55:37 Sometimes it's within an hour, but if we can't, it's someone else.

55:40 We can't really like I can't think of a way

55:42 to risk speedy this offer against my competition.

55:45 I'm actually thinking less about the front end

55:47 thing and more about the back end thing.

55:50 So, like yeah, go ahead.

55:52 We do have a package that we upsell, right?

55:54 So, let's say you come in for some type of drip,

55:56 we're able to sell you either a three drip or six drip package, right?

55:59 And then that's either 1,000 or 1,500 or up to 2,000.

56:03 That I would I would be fine with a 278 CAC if

56:06 we're able to target the right avatar cuz some avatars would like that.

56:10 They're fine with that.

56:12 I would if I was able to target the right avatars,

56:13 I could sell them on a six drip package,

56:16 get full cash up front, spend more on ads,

56:18 get more people, but not everyone is is agreeable to the package.

56:22 Uh-huh.

56:24 What percentage of people are taking the upsell today?

56:29 10% maybe.

56:30 Yeah.

56:31 What's the offer when you're actually talking to them?

56:34 Um have you ever considered instead of rescue, right,

56:37 instead of getting a drip when you're hung over or sick,

56:40 how about we get you a drip a six drip package,

56:42 then you can get it every time you need it,

56:43 you prevent getting sick, get a six drip,

56:45 you get a free add-on, VIP like priority booking,

56:49 which everyone already expects,

56:50 and then you get uh I think it's 20% off total price.

56:53 Okay.

56:54 So, two things.

56:55 Number one, the hook to get them to ask you more about the upsell is uh so,

57:02 did you want to have today for free?

57:05 Mhm.

57:06 And then they'll be like, "Wait, what do you mean?" You're like, "Oh,

57:09 I assume that's what you came in on." And then

57:12 they'll be like they'll look a little confused, and you'll say,

57:15 "Oh, what most people do is uh we have

57:17 a if you basically sign up for our recurring thing,

57:21 uh we take today and we just make we just credit it towards it.

57:24 So, it's effectively free.

57:27 Uh and so, what most people find is obviously there's hangovers,

57:30 but the you might not know this, but 90% of drip usage

57:33 is more around uh feeling better rather than getting to feel normal again.

57:37 Mhm.

57:38 And so, you want to stay ahead of it, right?

57:40 So, just like you go to the chiropractor to get your back cracked once a week,

57:43 or you go to the whatever you go to the gym,

57:46 there's you have your internal gym is how I think about it.

57:49 And this is basically kind of at the micro

57:51 micro level microbiome level of fighting,

57:53 you know, working out all the little cells,

57:56 um and that's what you need to do, right?

57:59 And so, if you feel Imagine like you felt shitty and now you feel good.

58:02 When you do these when you feel good, you'll feel amazing.

58:04 Like I've got people who stopped

58:05 drinking caffeine because they're on these things.

58:08 I say that, yeah.

58:08 That's me.

58:09 I stopped drinking caffeine.

58:10 Right, there you go.

58:11 But the But the thing is is that we

58:13 have to get out of pathology cuz that's the emergency

58:15 business and get it You basically you have to get

58:17 out of the thrive and into the survive Sorry,

58:19 get out of the survive business and into the thrive business.

58:22 Mhm.

58:23 So, the people who are calling you are

58:25 calling you because they're in emergency, and that's fine.

58:28 We just need to flip emergency into ongoing.

58:31 So, I will say this about the one channel thing.

58:34 SEO and uh PPC, not a lot of work once you kind of get them working,

58:39 which you have right now.

58:40 Like they're like you just kind of just spend the ad sense, right?

58:43 Like it is what it is.

58:44 Um We need to work on the back end sales process what I just went over,

58:49 but I think that I would actually kind of quote

58:51 break my rule and say I think you need

58:53 to run meta ads because you need to sell people

58:55 who are in thrive mode who want to feel better,

58:58 not who should feel shitty to feel normal.

59:00 There's a first step.

59:01 Those are the people who are going to buy this for the long haul.

59:06 So, basically, you have inbound high intent base,

59:08 but their intent is for us a an emergency solution.

59:12 We need people who are interruption based

59:14 who didn't wake up this morning thinking, "Oh,

59:16 I'm going to go buy some uh IV drips."

59:19 You need people who wake up and think, "Man, I feel like[ __] in general,

59:22 and I need to do something." And then

59:24 those are the people that get interrupted with an ad,

59:26 and then those are the ones that you can sell.

59:29 Is there any way for me to increase like I want a banger offer?

59:32 I'm just taking 30% off.

59:34 It kind of reduces the margin a little bit on the It pulls cash up front,

59:37 but it does reduce the margin.

59:39 You know, six strips 30% off.

59:41 Yeah, well, what's the price of a drip?

59:42 And also, if you're selling via So, here's the other side of it.

59:45 When you sell with inbound, like intent base,

59:47 which is what we're talking about, you're getting price shopped.

59:51 If you sell with interruption base,

59:52 they didn't wake up looking at six different IV shops.

59:56 Right.

59:56 So, you can easily have a 30% premium

59:58 that you add add one extra widget in there, and now you're good to go.

1:00:04 So, better offer for them, and then I can increase the price for meta ads.

1:00:09 Mhm.

1:00:09 Just just just just tweak the offer a little bit.

1:00:11 Just add one little thing that's different,

1:00:12 so you have So, ethically, you can have two different prices.

1:00:15 Right.

1:00:16 And then, so I've noticed cuz like I've I've

1:00:19 sold to some people pretty well other better than others.

1:00:21 Some people will just go ahead and buy six-pack right away when I mention them.

1:00:24 But, others is there any way I I would I don't even like selling the packs.

1:00:29 I'd rather sell memberships.

1:00:31 But, the thing is member like for me,

1:00:34 like I know monthly recurring revenue is great, but for me,

1:00:37 the cash up front makes a difference cuz I

1:00:38 can go ahead and increase spends on my ads, no?

1:00:41 No, I I hear you.

1:00:42 You can still sell a membership and then have them prepay the membership.

1:00:47 I get that.

1:00:47 So, instead of buying six-packs, you six months.

1:00:50 Yeah.

1:00:52 That makes sense.

1:00:53 And then it goes month to month afterwards.

1:00:54 Yeah.

1:00:56 I like that.

1:00:57 Is there any way for you think for me to target my ideal

1:00:59 customer with like fractal pricing to to target one group instead of the other?

1:01:03 Well, you're local, right?

1:01:05 Yeah.

1:01:05 So, the way that you're going to target

1:01:06 is with the messaging more than the targeting.

1:01:11 Uh so, play around with the So, I would So,

1:01:13 are you taking a testimonial video from every customer?

1:01:16 We do UGC.

1:01:17 When we when we were running meta ads, we do UGC testimonial.

1:01:21 Yeah, so every single customer makes an ad for you, right?

1:01:24 That's number one.

1:01:25 Number two is the messaging itself in the ad

1:01:28 needs to appeal to the thrive not survive customer.

1:01:31 Right?

1:01:32 Number three is that the front-end offer,

1:01:35 we need to make uh basically they're going to come in for whatever,

1:01:39 but the pitch to flip them into the membership is like want to make today free,

1:01:42 that's what most people do.

1:01:43 Just like that.

1:01:44 Want to have today free, that's what most people do.

1:01:46 And they're like, "How?" And now they're leaning in, right?

1:01:49 Um and then number four, we're going to transition from packs to membership

1:01:53 so that we can get the recurring revenue and we can still front-load the cash

1:01:56 by having them pre-pay for the first quarter.

1:01:59 So, start at six months.

1:02:00 I mean, you can start at 12, step down to six, step down to three.

1:02:04 Right, downselling downselling downselling.

1:02:07 Yeah.

1:02:09 But fundamentally, the only way to like

1:02:11 you're in a you're an emergency business, right?

1:02:14 And so, you have to make it's an LTV problem.

1:02:19 Like that's the issue here.

1:02:20 It's an LTV issue.

1:02:21 And so, all of this stuff is more so one, get better customers on the front end.

1:02:24 Two, have an offer that's paired with that customer on the back end.

1:02:27 Now, once that starts happening,

1:02:29 we may find that you've got way more pricing power

1:02:32 on the back and all of a sudden it's not 2K,

1:02:33 maybe you can sell 6Ks um if we bundle

1:02:36 it in a way that that makes it interesting.

1:02:38 Like you like maybe you put a float tank in your van

1:02:40 and they like get the IVs while they're floating and you know,

1:02:43 and then it's like, "Holy[ __] now this thing is like a double

1:02:45 like no one else can compare against me." Cuz they want to feel better.

1:02:48 So, it's like what other things do they need

1:02:49 to feel better and I can put that stuff in.

1:02:52 Right.

1:02:52 And then hopefully with socials we'll increase

1:02:54 our brand and then increase pricing that way.

1:02:57 But how's that sit?

1:02:59 Amazing.

1:03:00 Amazing.

1:03:01 That I think that I was struggling

1:03:03 with the offer everything for a while in leads.

1:03:04 I think that changes how I look at matter

1:03:06 cuz I was always trying to focus on one channel.

1:03:08 It's opened my eyes.

1:03:09 Yeah, like SEO and PPC is a great like PPC is where I

1:03:13 start a lot of people cuz it's the it's the least work, right?

1:03:16 Like you just keep messing with it until you get the sales motion right.

1:03:19 And they're the hottest leads.

1:03:20 So just be prepared that metal leads are going to be I mean

1:03:22 if you did it before like they're significantly colder than than PVC leads are.

1:03:27 So just as like a preparation.

1:03:30 Mhm.

1:03:31 Mhm.

1:03:31 Okay.

1:03:32 How's Yeah, go ahead.

1:03:34 Do you think I should just increase cuz I've been holding back

1:03:37 on increasing Google spend just because my my cost per acquisition is so high.

1:03:42 Do you think I should just increase spend then?

1:03:44 To get more leads?

1:03:45 I'm fine with the increasing spend.

1:03:46 We just cuz like don't think about the business as a business today.

1:03:50 The business as it currently exists is an experiment until you get it right.

1:03:54 Mhm.

1:03:54 So don't like I know that's hard to like say or you know hard maybe

1:03:57 hard to hear from me but like right now we just have to nail the model.

1:04:02 And the only reason for marketing is just

1:04:04 so you have reps to practice this offer,

1:04:06 the sales motion to get people into the membership.

1:04:10 It's the only point of existence right now.

1:04:12 Once that gets nailed you can scale the[ __] boat.

1:04:14 So the scaling here is just so we get

1:04:16 more reps not cuz we're trying to make more money.

1:04:19 That makes sense.

1:04:19 I like that.

1:04:20 All right.

1:04:20 Just a reframe for you.

1:04:21 So it's like oh we broke even this month.

1:04:22 It's like that's not the objective right now.

1:04:25 We have to nail it and then we'll scale to the[ __] moon.

1:04:28 That makes sense.

1:04:30 Cool.

1:04:30 How's How's Vantage been for you so far?

1:04:33 It's a game changer man.

1:04:34 I mean I've never been put in a room with like so many like-minded people.

1:04:37 I've just been tapped up by like Twitter and Reddit.

1:04:41 It's your subreddit and there's like five guys in there.

1:04:47 Well good to know.

1:04:47 Well I appreciate your bet.

1:04:48 Thanks for saying so and that's the playbook.

1:04:50 All right?

1:04:51 Thank you so much man.

1:04:52 You bet.

1:04:53 Appreciate you.

1:04:57 All right.

1:05:00 We drink soda, we eat pizza.

1:05:02 This feels like modern day Ramsey show but we're building quality business.

1:05:05 Thank you Trading Black.

1:05:11 Let's see here.

1:05:13 When will the straight set of Hermosi Hermosi reopen?

1:05:16 When will the straight set of Hermosi be open?

1:05:18 Uh 19 year old becoming a real estate agent.

1:05:23 How do you grow your business?

1:05:26 Who we got next?

1:05:29 Hey Alex, what's up?

1:05:30 What's up?

1:05:32 Not much.

1:05:33 Hey, first and foremost,

1:05:34 I just want to say Vantage has been an absolute game changer.

1:05:37 The AI The AI is uh to put it in Justin's words, disgusting.

1:05:42 It's given us so much clarity on our business and just like the last guy said,

1:05:46 like the community is just such high caliber people.

1:05:49 It's made such a big difference.

1:05:50 So, thank you.

1:05:51 I appreciate it.

1:05:53 Um Here's my situation.

1:05:54 So, I'm like the seventh guy I got to say to say, but I'm 24.

1:05:58 My wife and I, we just learned we have to pay for IVF treatments.

1:06:01 They're really expensive.

1:06:03 Sorry.

1:06:03 Um and my 23 year old business partner and his wife are pregnant as well.

1:06:07 It's like a baby's in the air.

1:06:10 Yes.

1:06:10 Yes.

1:06:10 We basically have a 9-month time clock going

1:06:14 to solve our biggest constraint so we can

1:06:16 obviously make enough money to support them and be

1:06:18 present with our kids as we're having them.

1:06:21 Um so, for context, we sell done-for-you content

1:06:23 market marketing services to door-to-door and life insurance salesmen.

1:06:27 We do content and ads for them.

1:06:29 We make a million dollars per year and we

1:06:31 want to be at the $10 million per year mark,

1:06:33 but our churn averages at 17% per month.

1:06:38 Um I think it's an issue of being too far down market.

1:06:41 Um and so, I'm I'm wondering how do I create an offer

1:06:43 and marketing that will attract upmarket people and decrease our churn.

1:06:48 Yeah.

1:06:49 So, um okay.

1:06:51 So, you're doing done-for-door done-for-you for door-to-door right now.

1:06:53 Are you helping them attract sales people

1:06:54 or helping them attract uh like home homeowners?

1:06:57 Sales people.

1:06:58 Helping them grow their teams, yeah.

1:06:59 Yeah.

1:06:59 Yeah.

1:06:59 Got it.

1:07:00 Okay.

1:07:01 Um All right.

1:07:02 So, when you're saying so, the Okay.

1:07:04 So, what's Are you just doing just doing

1:07:08 lead gen and then all right, let me reverse.

1:07:10 Which avatars are working out?

1:07:14 Really just the higher earner guys and that that are getting recruits.

1:07:21 What's really hard about the industry is like we

1:07:23 can get people to get recruits in their downline,

1:07:25 but then when they're not like high enough level people to train them,

1:07:29 then on the back end they don't actually make any money Okay.

1:07:32 Yeah.

1:07:32 No, that tracks.

1:07:33 So, what So, then if you were to say,

1:07:35 what are the requirements in terms of revenue uh for somebody to like or or team

1:07:40 size for someone to like to to be a high likely candidate of not churning?

1:07:46 Yeah, our best best clients make over 800k a year in in personal

1:07:51 commissions and plus how much they make on the their downlines.

1:07:54 Team size, it kind of varies by industry how big your team needs to be.

1:07:58 Um but yeah, like around the 30 person mark

1:08:01 on their sales team is is a good indicator.

1:08:03 Okay.

1:08:04 So, to me I hear call it 750 750k plus is qualify number one.

1:08:11 Number two is you have to have a training system.

1:08:15 And number three is you need to have at least call it 10 plus guys.

1:08:19 So, if every person that you signed up had a training system,

1:08:21 had over 10 guys in their downline, and was doing 750 a year,

1:08:24 would you say that that would be a good avatar to work off of?

1:08:27 Yeah.

1:08:28 Okay.

1:08:28 So, that's number one.

1:08:30 Now, um what's the price point right now?

1:08:34 Uh it was We have two packages.

1:08:36 Our top package was 39.95 a month.

1:08:39 Uh lower package is 3,000 a month.

1:08:42 That's weird.

1:08:43 It's the same price.

1:08:44 Um what's That is the by the way the same price.

1:08:48 Um from a buying like a buying bucket perspective, it's same same.

1:08:51 Um so, of these call it three and four K a month uh customers,

1:08:59 do you have any idea what the churn is amongst these more qualified people?

1:09:05 A lot lower.

1:09:06 I can't say like say it's 5%?

1:09:08 Would you say it's 5%?

1:09:09 Would you say it's 10%?

1:09:10 Would you say it's half?

1:09:13 I can say that these people stay for like over a year.

1:09:17 Other people would stay for like 3 months.

1:09:18 Yeah, game over.

1:09:19 Okay, this is great.

1:09:20 So, what's CAC right now?

1:09:22 Including the sales commission, it's like 2,100.

1:09:25 Dude, hold on.

1:09:26 So, is the only reason you haven't scaled this up?

1:09:29 Well, okay, let me ask you the other question.

1:09:31 What percentage of customers are the ICP

1:09:33 or this good person versus the bad person?

1:09:35 Oh, so low.

1:09:36 We have like six.

1:09:38 Six out of the 40 that we manage that are the ICP.

1:09:42 Okay, got it.

1:09:43 So, I think what you're going to need to do is

1:09:45 this I'm going to give you a short-term and long-term, okay?

1:09:47 Cuz we got to make money today, but like So,

1:09:49 what I want you to do is I want you to have um basically

1:09:54 5K um as your price to the to the minnows who are coming in.

1:10:01 Okay.

1:10:01 Five or six.

1:10:02 I'm I'm kind of agnostic there.

1:10:04 For minnows.

1:10:05 And just say that it's billed quarterly.

1:10:08 So, that's actually a price drop for you, but I think if it's billed quarterly,

1:10:12 it'll give them more runway to actually like get going and whatnot and it'll

1:10:14 have a little bit bigger commitment for you

1:10:15 and you can still generate some cash.

1:10:17 This is short-term.

1:10:19 Long-term, what we need to do is we

1:10:20 need to change all the messaging to the avatar.

1:10:25 So, the correct avatar.

1:10:27 And so, if you only talk to the correct avatar

1:10:29 like whenever you talk to a slice of the audience,

1:10:31 everything underneath always applies and it

1:10:33 basically cuts out around what you're talking.

1:10:35 So, if you're if I say, you know, million-dollar-plus business owners,

1:10:40 like obviously we qualify everyone for, you know,

1:10:41 a million plus minus the people we grandfathered from the launch.

1:10:46 But there's we get tons of people who are below that who apply, right?

1:10:51 And so, we just have to qualify the people that we sell.

1:10:53 And so, if the messaging doesn't say

1:10:55 this, then you're not going to attract them.

1:10:58 Yeah.

1:10:59 Right?

1:11:02 Okay.

1:11:00 Now, how much does cuz you might be a little mispriced because I kind

1:11:06 of like I kind of like like 5K a month and 5K a quarter.

1:11:11 So, 5K a quarter for the memos.

1:11:13 tiers.

1:11:14 Yeah, cuz they're they're too close.

1:11:15 3K and 4K is the same number.

1:11:18 Yeah.

1:11:18 So, I want to take the lower one, make it lower.

1:11:21 I want to do closer like $1,500 a month is what I'm thinking.

1:11:24 And then for the higher tier, it's like those guys,

1:11:26 the 5K a month is nothing for them.

1:11:29 Right?

1:11:31 Yeah, but they think it's a lot often times, but

1:11:34 Yeah, but I mean No, but like every They're sales people.

1:11:37 Like I mean, everyone's going to negotiate.

1:11:38 Like every vendor I have is charging me too much.

1:11:42 Like like whatever.

1:11:44 What we care about is their behavior.

1:11:46 Are they canceling?

1:11:47 No.

1:11:47 So, it's not too much.

1:11:49 Right?

1:11:49 Yeah.

1:11:50 And are they buying?

1:11:51 Yes, when you get them on the phone, right?

1:11:53 Yeah.

1:11:53 Right.

1:11:54 So, I I mean, I think and this is you're going

1:11:56 to you're going to you know,[ __] your pants when I say this.

1:11:58 I think you're probably going to be in a world um where you

1:12:01 might be at the 5 to 10,000 a month in the not-too-distant future.

1:12:04 Cuz remember, if 750K is the minimum, right?

1:12:07 People above that, you know, 60K, 80K,

1:12:10 it's not going to make a huge deal cuz if they're going

1:12:12 to get all the sales people they need to triple their income,

1:12:15 like what are we talking about?

1:12:16 You know what I'm saying?

1:12:18 Yeah.

1:12:18 Right?

1:12:20 So, two questions with that.

1:12:21 The first one being so, how we get our leads right now,

1:12:26 I do a little bit of paid ads, but mostly like organic content.

1:12:29 And I just feel like the the amount of people

1:12:32 that are in the ICP from a content perspective is so small.

1:12:37 Like I don't know what the total TAM is,

1:12:39 but it's not I don't feel like it's enough to if I'm making organic content,

1:12:42 it'll actually perform well enough Dude, welcome to my world.

1:12:45 Do you know what percentage of businesses are One,

1:12:48 there's 9% of people who own a business.

1:12:49 Of the people that own a business,

1:12:51 percentage of people that are over a million is like 5% of that 9%.

1:12:55 That's just a million.

1:12:56 Forget 10.

1:12:57 Right?

1:12:58 Just a million.

1:12:59 So, I'm already like half a percent of all people.

1:13:02 So, like there's nothing wrong with saying I'm

1:13:04 skimming from the top and I'm serving it.

1:13:06 Because what Here's the thing that that that that if

1:13:08 I could show you a map visually,

1:13:10 did you watch the um the YouTube video I made that was like the 5111 rule?

1:13:14 Did you see that one?

1:13:15 Haven't seen that one, no.

1:13:16 Watch it, okay?

1:13:18 So, that video basically I put this map out

1:13:21 where I put 100 circles represent 100% of people, right?

1:13:25 And if you draw a line in the middle,

1:13:26 if you look at all wealth 50 of those dots have $2.

1:13:33 And then the next like 40% have like $25.

1:13:38 And then the next 9% have like $36.

1:13:42 And then the top 1% has like $32.

1:13:47 It's if you look at that map, the fact that you can only serve this tiny

1:13:50 amount is not a tiny amount of the money.

1:13:54 Mhm.

1:13:56 So, you So, you think putting out content as the main source

1:13:59 of getting the leads like it in terms of Content and ads.

1:14:02 Content and ads.

1:14:03 All the messaging through the funnel

1:14:05 and the offer needs to apply to this avatar.

1:14:08 Cuz you're going to spin your wheels forever at 70% churn.

1:14:10 You're not going to grow.

1:14:11 Yep.

1:14:12 Right?

1:14:13 Yep.

1:14:13 That's how it's been the last year and a half.

1:14:15 So, you're going to still get middos and that's fine.

1:14:18 We're going to put them into a lower price at a less

1:14:19 frequent billing cadence to hopefully give them a little bit

1:14:22 more on-ramp time without them having to make another purchasing decision

1:14:24 to hopefully get kind of upskilled enough to make it work.

1:14:27 Inside of that middos thing,

1:14:28 I would probably include a training on how to build a training or just build

1:14:31 a[ __] training and then give it to them and then have them execute it.

1:14:34 Some of them are going to do it, some of them are not.

1:14:35 This is short-term cash flow,

1:14:37 but the long-term play and I need you to do this in terms of your data tracking,

1:14:40 separate out your ICPs from non-ICPs and then track that churn and Okay.

1:14:47 That's the churn I care about.

1:14:48 If we can get that churn to sub 3% a month, we're[ __] killing it.

1:14:52 All right?

1:14:52 Okay.

1:14:53 That's the game.

1:14:55 Amazing.

1:14:54 My second question is in terms of what that lower so for 1,500

1:14:59 a month we have our our like cost to deliver for delivering everything.

1:15:05 Do less.

1:15:06 Just do less less pieces of content per month or less

1:15:09 I mean realistically you need to use AI

1:15:11 more and automate a huge portion of that.

1:15:13 Yeah, yeah, yeah.

1:15:13 That's real.

1:15:14 Real.

1:15:15 Or not.

1:15:15 Yeah.

1:15:16 Yeah.

1:15:17 Okay.

1:15:17 Like we have a we have a YouTube channel that we just

1:15:19 started that with one guy and we're putting out 20 videos a day.

1:15:24 That's crazy.

1:15:25 Yeah, that's crazy.

1:15:26 Right.

1:15:27 So like it's you you have to lean

1:15:28 into this and if your team's not like the biggest thing out

1:15:31 of all this is you like your your cost basis

1:15:34 and your pricing is based on your old delivery model.

1:15:36 We need to change the delivery model so

1:15:38 that you can have significantly higher gross margins.

1:15:39 That's like big flashing Vegas signs.

1:15:43 Beyond that is change the avatar to 750.

1:15:46 They have to have training and at least 10 sales guys.

1:15:48 We can split the pricing for minnows and whales.

1:15:50 Minnows get 5K per quarter.

1:15:52 Whales get 5K per month.

1:15:54 Messaging has to now match this new avatar.

1:15:56 We need to segment churn.

1:15:57 Number four, segment churn between the ideal customers

1:16:02 and the minnows so that we can actually track.

1:16:04 Once you hit I'll just call it 5%

1:16:05 a month churn with the correct avatar, scale it.

1:16:09 Nice.

1:16:10 That's amazing.

1:16:10 Thank you so much.

1:16:11 Yes, super cool.

1:16:13 Appreciate you.

1:16:15 All right.

1:16:18 Wasn't this fun?

1:16:18 All right, let's do the chat.

1:16:22 The chat.

1:16:23 What do we have here?

1:16:25 Okay.

1:16:26 Uh Should I answer these ones you pull up?

1:16:29 Okay.

1:16:30 How do you stop Okay, how do you stop constantly pivoting before execution when

1:16:35 each new idea seems more rational than the last?

1:16:39 I'm stuck in analysis and can't commit to anything.

1:16:41 Okay, so the reason each new idea feels more compelling than

1:16:46 the last is that you're actually running on this lovely loop here,

1:16:50 um, which is one of my favorites, which is basically the the doom cycle.

1:16:54 So, you start here and then you get really excited.

1:16:58 This is called uninformed optimism.

1:17:02 This is where you see the new idea and you're like,

1:17:04 "Holy[ __] this looks awesome." Then you find out more

1:17:08 about that idea and then you get into informed pessimism.

1:17:13 "Oh, no, this isn't as easy as I thought.

1:17:15 I'm not going to become a millionaire overnight." And so then

1:17:17 what you do is you go into the valley of despair, which is the sad face,

1:17:21 and then at this point what you do is you find another shiny object.

1:17:24 And so you just keep doing the cycle over and over again.

1:17:26 The only way to get out of it is basically make it through the valley

1:17:30 of despair so that you then get

1:17:31 to informed optimism rather than uninformed optimism,

1:17:35 which then leads you to achievement.

1:17:38 All right?

1:17:38 And so you're basically going through the same cycle over and over again of uh,

1:17:42 something that I'm doing sucks because I just found out about it.

1:17:44 I found this new thing.

1:17:45 I don't know much about it, but it sounds exciting.

1:17:47 I found out more.

1:17:48 It's not as exciting as I thought.

1:17:49 Let me look for something else.

1:17:51 I'll tell you a story that my CFO, Suzanne Schiffler, told me a long time ago.

1:17:55 She said, "Alex, in all my years,

1:17:58 all I can tell you is everything's got shit." She's like,

1:18:02 "I've been in this business, this business,

1:18:03 this bu- All businesses have problems.

1:18:05 All All businesses have[ __] and the reason that the grass is so

1:18:09 green on the other side is cuz it's fertilized with manure." All right?

1:18:12 And so every single business that feels like it's easy

1:18:15 is only a signal that you don't know enough yet.

1:18:18 That is a promise that I can make to you.

1:18:19 And I can say that last year, um, maybe it was 2024,

1:18:22 was the first year in my whole career where I actually was like,

1:18:25 "I don't think I have this whole shiny object thing as much as I used to." And I

1:18:30 would say that for the first 13 years

1:18:31 of my career it was like a huge problem for me.

1:18:34 And uh, the story that like when it became real for me was

1:18:38 a friend of mine uh made like 50 million in crypto in a quarter.

1:18:42 And um I was like, "Holy shit." And not once in my mind was I like,

1:18:48 "I should get into this." I was like, "I have no idea how that works.

1:18:50 I'm glad he spends all his time doing it.

1:18:52 I've got my own thing going on." Because there's so much depth that you have

1:18:55 to pay down to get good at anything

1:18:58 that once you start really going down the path,

1:19:00 it's like the thing that we have to think about is let's say this is year one,

1:19:06 this is year two, this is year

1:19:08 three with whatever business opportunity you're on, right?

1:19:12 You want to at year three say,

1:19:14 "I want to jump to this new opportunity because it looks more exciting."

1:19:17 And it looks more exciting because you think the growth rate is more compelling.

1:19:20 But what that really looks like is like, "Okay,

1:19:21 maybe this is year one of the new thing." But the thing is

1:19:25 is year one of new thing is still year four of the old thing.

1:19:31 But then you're like, "Okay, but maybe my growth will be faster.

1:19:33 So maybe I'll be at year three at year two on my new thing." Yeah,

1:19:38 but then I have to compare it to year five of my old thing.

1:19:42 And this is how compounding works over the long haul.

1:19:45 Is that like I talk about Mr.

1:19:47 Panda a lot, who's my neighbor or was my neighbor.

1:19:50 Um but he owns Panda Express.

1:19:52 If you were to talk to him 45 years ago and say,

1:19:55 "Hey, what are you doing?" He's like, "Oh,

1:19:56 I'm a China man and I'm going to make a Chinese

1:19:58 chicken store chicken shack." I want to say chicken shack.

1:20:01 Um most people would say, "Hey, that's not a very good opportunity vehicle.

1:20:04 Why are you going to do that?" Well,

1:20:06 you know, 45 years later he's a deca-billionaire.

1:20:08 So how did how did he do that?

1:20:10 He just kept selling chicken and made it the absolute best in the world.

1:20:13 Uh Raising Cane's has seven ingredients on the menu, right?

1:20:16 They keep it so simple on purpose because they've tried

1:20:19 to to eliminate all complexity in the business which allowed them to scale.

1:20:22 And so you can only get that depth of knowledge

1:20:24 with the comp with basically surface area of exposure to the opportunity.

1:20:29 And so you have to see the ridges.

1:20:30 You have to get into the texture.

1:20:32 And so you have to get past the point where you feel

1:20:34 like it no longer makes sense because that's the point where everyone stops.

1:20:38 And so if you see people who are successful,

1:20:40 I'll give you a belief that I have that has served me well,

1:20:42 which is that if someone else can do it,

1:20:44 they're made from the same flesh and blood than I am,

1:20:46 I can use the same hands and the same feet

1:20:47 and the same mouth to do the same things that they're doing.

1:20:49 There's nothing that makes them any better than me, and I can do it.

1:20:52 And so all I have to do is I have to model what they're doing,

1:20:54 and if I model exactly what they do, I should be able to get what they're doing.

1:20:57 But if I'm me, I'm like, "Well, if I do twice as much or three times as much,

1:21:00 then I should be on a long enough

1:21:02 time horizon be able to beat them." And fundamentally,

1:21:04 that has been my viewpoint of the world,

1:21:05 and if you have this struggle, it's because you need to stick with it.

1:21:11 All right.

1:21:12 Uh you said that AI implementation is a business that you'd recommend.

1:21:15 Yes, should I learn to code for it or just

1:21:17 skip the basics and go all in on Claude?

1:21:19 I see these as like um happy to glads.

1:21:22 Uh a lot of like so in Anthropic right now,

1:21:27 and so this is a little bit of hearsay.

1:21:28 Um per my understanding, none of them have hands-on keyboard.

1:21:32 So none of them are actually coding.

1:21:33 Everyone has swarms of agents that are they have 20, 30,

1:21:37 50 agents at a time that are doing their coding,

1:21:40 and they're basically full-time in project management code review.

1:21:43 That's all they're doing, and that's why they're shipping so much stuff so fast.

1:21:46 And so um if you you kind of can skip over that that chunk of time right now.

1:21:52 Um and the nice thing is that AI is the first product

1:21:55 that has ever existed that will teach you how to use it.

1:21:59 You just say, "How do I use you?

1:22:00 What do I do now?" Um and so yes,

1:22:03 I think that is AI implementation is a great business that I'd recommend.

1:22:06 Um and I wouldn't even think about what's my vehicle.

1:22:10 Start with the problem.

1:22:11 What customer do you want to serve?

1:22:12 What problem do you want to solve?

1:22:13 Go solve that problem.

1:22:15 Elon has this great story about this, which is like if you're like,

1:22:18 "I want to learn to code," that's very hard.

1:22:20 It's like saying, uh "This is what a wrench

1:22:22 does," and then explaining what a wrench does.

1:22:24 It's It's more useful to say, "Hey,

1:22:26 let's open up the hood of this engine." And then they're like,

1:22:29 "Well, how do I open the hood of the engine?" You're like,

1:22:30 "You need a wrench." And now the utility of the tool

1:22:33 has a purpose and a reinforce that's attached to it.

1:22:36 And so, if you want to start with the business owner,

1:22:38 start with a problem, and then try and solve the problem,

1:22:41 and then you will learn tools in a contextually relevant way,

1:22:44 which will actually make it useful and you actually learn it.

1:22:46 All right.

1:22:47 Uh Alex, what's the one leadership move Leila

1:22:50 does better than anyone that you've quietly adopted yourself?

1:22:54 Quietly.

1:22:56 Uh that I've quietly That sounds like a GPT question.

1:22:59 Um that you've quietly adopted yourself.

1:23:07 Uh I give I give more kudos now than I used to.

1:23:11 I used to have a little bit more of the like,

1:23:12 "If you didn't hear from me, everything's fine." perspective.

1:23:16 Um and what that basically is is it means that I

1:23:19 build I I train my team to extinct good behavior.

1:23:23 Uh and so, I have dramatically increased the amount of kudos

1:23:27 that I give out to people on a regular basis.

1:23:30 I'd say that's the biggest thing I've taken from Leila.

1:23:34 And for those of you who do know, uh Leila, my dear wife,

1:23:39 uh she uh is working on a book about this particular topic.

1:23:43 So, stay very tuned for that.

1:23:45 It's going to be very good.

1:23:46 I have read the initial draft and it's quite savage.

1:23:49 Uh also, in the chat, if you uh if you spam the chat,

1:23:53 uh we'll just delete your[ __] and definitely won't answer your question.

1:23:55 So, the best way to uh get your question not answered is to spam.

1:23:59 All right.

1:24:00 Uh what is the best way to target enterprise clients?

1:24:02 We make 3D images for off-plan developments targeting developers,

1:24:07 but there are not that many and they're usually huge clients.

1:24:10 What's the best approach?

1:24:11 Really, it's a really good question.

1:24:13 Um so, enterprise clients,

1:24:15 it's like you typically want to go where the fish are.

1:24:17 To be fair, that's what you want to do with everyone.

1:24:18 It's just that they're the ponds are much smaller and more disparate.

1:24:23 And so, this is where I like trade shows,

1:24:26 uh conferences, and COI, so centers of influence.

1:24:30 And so, you may find that let's say these developers uh use specific law firms.

1:24:36 And I would do what I could to get into there and get them to refer me.

1:24:39 So, basically at that at that level,

1:24:41 you're going to probably get in from I'll call it less

1:24:45 scalable methods because there's so many gates between you and a decision-maker.

1:24:49 Uh that you basically need internal champions

1:24:51 or trusted champions to make the recommendation.

1:24:54 The only alternative to that is basically becoming a thought leader,

1:24:57 which is making constant building a long-term brand,

1:24:59 which obviously you should do long-term.

1:25:01 Uh so, the best way is build a big brand.

1:25:04 The fastest way is aggressively increase the amount of outreach, trade shows,

1:25:10 um and affiliates that work with those customers so that you

1:25:15 can bolt on or bolt in your services to theirs.

1:25:19 Architects would be a good one, too.

1:25:21 All right.

1:25:21 Samual, I work in finance.

1:25:23 I have a son with a baby number two on the way,

1:25:26 run a side business, hit the gym, and prioritize family.

1:25:30 Okay.

1:25:31 I passed CFA level one and considering level two in August, but it's mostly ego.

1:25:35 How should I decide if it's worth the trade-off?

1:25:37 I feel like you already answered the question.

1:25:39 But if there's a clear ROI for CFA level

1:25:42 two and there's like earning that you're going to unlock,

1:25:45 that's just a straight ROI question of like how much time

1:25:47 does it take to study and do I unlock permanent income increases?

1:25:51 That might make a lot of sense.

1:25:53 Um it sounds like I mean,

1:25:55 I love short-term investment for long-term forever payoff.

1:25:58 And that's what that sounds like this is, especially if it's your career path.

1:26:01 Um but I just want to make sure that it's tied to some level of higher income.

1:26:04 But I I think it makes sense and I think if you're like,

1:26:07 "Hey, if you give me these 6 months,

1:26:09 uh I'll be able to do all of this for the rest

1:26:11 of our lives." That seems like a pretty fair trade.

1:26:14 Uh if you had a business if you had to build a business today with no audience,

1:26:17 no capital, and only 90 days,

1:26:18 what would you do that almost nobody else would be willing to do?

1:26:23 What I've already done.

1:26:26 Um work, man.

1:26:28 Work.

1:26:29 No one like No one's willing to work.

1:26:32 It's interesting cuz um maybe Julian can speak to this cuz

1:26:36 he he's here a lot with me at 4:00 a.m.

1:26:39 Um but I think what the hardest thing to see that that no one

1:26:43 will ever be able to witness unless

1:26:45 they literally work at acquisition.com is consistency.

1:26:49 Because the only way to witness consistency is to also be consistent.

1:26:53 Like you have to be there to see someone show up every day.

1:26:56 Right?

1:26:57 Like if I showed you an hour and a half long workout, you might be like,

1:27:01 "That's it?" And so like the thing is is like the one workout isn't impressive.

1:27:06 It's just that you do it for 20 straight years.

1:27:08 That's the impressive part.

1:27:09 And so there's so much like where you will beat everyone is in longevity.

1:27:13 Like it's where it's one of the last

1:27:15 remaining office that exists is the patience of consistency.

1:27:18 Is being willing to do the same

1:27:19 thing over and over again without immediate reward,

1:27:21 and that is the thing that almost nobody else is willing to do,

1:27:24 which is why all the fruits are on the other side

1:27:26 of consistency because so few willing people are able to take it.

1:27:28 But the thing is is it is simple.

1:27:30 It's just hard because there's so many every day that you have to do something,

1:27:34 there's a hundred reasons not to do it.

1:27:36 And there's only one reason to do it, it's far in the future,

1:27:38 and you have to convince yourself that that reason is worth it.

1:27:43 Okay, if you had zero money,

1:27:45 no active I swear to god this is like on a desert deserted island,

1:27:49 uh you like you can't speak, you've lost your tongue,

1:27:51 you're blind, uh and need to make money.

1:27:55 What do you do?

1:27:56 All right, my skill is meta learning.

1:27:58 I've got a profile, I don't even know what meta learning is.

1:28:01 Uh learning about learning.

1:28:02 Uh I'm 23 and I'm trying to make content, but it's hard.

1:28:06 Uh I have no team, I have no support, no nothing.

1:28:08 Yeah, that's just what starting is.

1:28:10 Uh I'm going to make it happen somehow, but I'd love some advice.

1:28:12 Um, I'm going to I'm going to say

1:28:16 something I'm trying to read between the lines here.

1:28:18 So, this is this is this might be like um not what you expected.

1:28:22 Which is I think I'm I'm I'm smelling smelling a little bit of victim here.

1:28:30 A little bit of woe is me.

1:28:32 A little bit of like all know this, no this, no this, nothing,

1:28:36 no support, no team.

1:28:38 And I would say congratulations.

1:28:42 You get to start the same way everyone else did.

1:28:44 Who made it.

1:28:46 And for everyone who's like, "Ah, only you know,

1:28:48 rich people uh or we're all rich." Um,

1:28:53 self-made if you look at the millionaires list,

1:28:56 the vast majority of them are self-made.

1:28:58 The vast majority.

1:28:59 It's like 80%.

1:29:01 A lot are self-made.

1:29:02 Um, still in America the minority of people inherit.

1:29:06 And so, and even if you did inherit, you still need the skills to keep it.

1:29:10 So, I'll say this, man.

1:29:13 Um, first off, I have a lot of love for you.

1:29:16 I know that this this spot you're in.

1:29:17 I I quit my job at 22 and started uh my business at 23.

1:29:21 So, I know that the kind of like where you're at from that perspective.

1:29:25 Um, but I just made a commitment to myself

1:29:29 that I would either make it work or die.

1:29:35 Basically, like as long as I have food to fuel me, I'll just keep going.

1:29:43 And I think like if you can divorce yourself from all the make-believe standards

1:29:50 that you are making up and then

1:29:52 holding yourself to and then deeming yourself insufficient,

1:29:56 you will be you'll have significantly more freedom of action.

1:30:00 You'll be able to do whatever the[ __] it takes to get

1:30:03 whatever the[ __] you want for however long it[ __] takes.

1:30:07 And I think that's all you really can ask of yourself.

1:30:11 And then, the rate of you getting there is

1:30:13 going to be directly correlated to your rate of learning.

1:30:16 Some people it takes longer to learn, some people it takes less time to learn,

1:30:19 but I can promise you you'll learn faster if you do more.

1:30:23 So, with that, friends, family, countrymen, lend me your ears.

1:30:29 Um I hope you enjoyed today's sesh of Hermosi Hotline.

1:30:32 Um it was my great honor serving you.

1:30:34 Hope this was enjoyable.

1:30:35 Um chat, you guys rock.

1:30:37 Some of these some of these some of these messages are wild.

1:30:40 Um and uh have an amazing Thursday, and I'll see you guys on the interwebs.

1:30:45 Bye.