Live Webinar with Brian Anderson
(Raw transcription; not proofed for grammar or spelling.)
Click here for Google Doc of the transcript.
0:10
Hey everybody, let me try this again. Can you hear me now?
0:13
Just press one or something in the Q&A box if you can hear me. I'm the only one here. Vanessa is out of town.
0:20
She's on—thank you, Connie—she's on a vacation with her family.
0:24
She's down in Disney World or Universal, I believe. So hey Connie, hey Brent. Yeah.
0:30
So she's like, do you want me to postpone this? I'm like, no, let's do the call.
0:34
I'm like, why would we postpone the call just because you're on? But anyway, I was razzing her last week. Welcome, everybody.
0:42
So I thought we'd change it up. Hey, Mitzi. Welcome.
0:47
Yeah, a bunch of people are dialing in or connecting right now, and I am guilty—I become an Uber Eats lazy when I don't leave the office.
1:04
So I literally was wolfing that down.
1:06
That's what took me a second to get on.
1:08
No, I'm glad to be here, you guys.
1:10
I'm super excited to be on the call.
1:12
I don't get to do enough webinars, and I kind of miss this.
1:16
This is literally my favorite part of internet marketing—by far the webinars, especially calls like this where we can kind of get creative and just talk through things.
1:27
Let me give—I see people logging in.
1:29
Hey, Rose, I know you're there in the background.
1:31
Thank you for being here.
1:32
And let's see, I see a few more people.
1:38
I see people connecting right now.
1:39
So let's just give it a second and then we'll get started.
1:44
But how's everybody's week?
1:45
It's Monday, it's noon for me on the East Coast.
1:48
Some of you guys are West Coast, so I know it's still early morning.
1:52
What's on tap?
1:54
What's the plan this week?
1:56
Kind of where are you?
1:57
And go ahead and let's kind of just free-form, right?
2:00
Free flow.
2:01
Where are you at right now in your head on what you're working on?
2:07
Because a lot of people find they get overwhelmed because there's so much stuff coming at us all the time, and AI only compounds it, right?
2:15
As cool as AI is, at the end of the day, it compounds the overwhelm for a lot of people.
2:21
And there's this—you know, you got the internet marketers trying to sell you a couple hundred dollar courses and thousand-dollar products about AI.
2:29
And then you can spend between zero and 20 bucks and get some pretty darn good AI tools.
2:35
So you gotta really want something to spend more than 20 bucks, in my opinion.
2:40
Hey James, welcome.
2:41
We got James in Canada.
2:42
I know—who else is in Canada?
2:44
Mitzi, you're in Canada.
2:48
Let's see, US, US, US, US.
2:51
Most of you guys are US.
2:53
And to England, welcome.
2:55
Welcome Brent, let's see.
2:58
All right, let's get going and I'm not going to really pick up where Vanessa left off or any of that.
3:04
I thought we would just do some different stuff.
3:09
So you could help me with this just because Vanessa's been in charge.
3:18
Tell me the one most important thing you're working on right now.
3:21
And if you're like me and you've got like three or four things, tell me the number one thing on your to-do list.
3:25
What's the most important thing you're doing right now?
3:28
There's no wrong answer, right?
3:29
Because it's what you're working on.
3:32
So if you are trying to land a client, like land a local client, just say something like that.
3:38
If you're trying to deliver some offering, or if you're not sure or you're kind of stuck, just say stuck, not sure.
3:46
No wrong answers, right?
3:52
Okay, James is overwhelmed, fair.
3:57
Rose, are you able to help James in the background on that?
4:02
Rose, I don't know if you hear me.
4:03
I know you're there, but I don't know if you're really here.
4:05
She may not really be here, but I think she's here.
4:08
Let's see.
4:10
James, I'm gonna see if I can get somebody to help in the background, and if not, we'll reach out to you after the call.
4:16
Let's see, okay, so James is overwhelmed.
4:19
Who else, what else, where are you right now?
4:21
If you had to pick, you had to pick a state—what you're doing, where you're at.
4:30
Okay, Rebecca is getting her insurance website set up and marketing affiliate products that all have funnels ready to go.
4:37
Perfect, that's an easy one.
4:41
Let's see, hang on.
4:46
And you're at a good point because you're at the kind of taking-action point for sure in that case.
4:55
All right, let me see if I can get my screen to show and let's just do this sort of freelance.
5:00
Let's see, screen.
5:03
Let's try this again, show screen, there we go.
5:08
Let's see if I can stop this and this and this.
5:13
There we go.
5:15
All right.
5:16
All right, so where are we?
5:21
We got overwhelm.
5:24
We have launched websites and affiliate products.
5:33
We have figured out how to make money.
5:45
I'm separating yours, Mitzi, to two:
5:47
Get my VA up and running.
5:51
All right, hey Carl, we got land local clients.
6:03
We got—Connie said, here, let me just put that on another slide. That's a great comment from Connie here.
6:08
I'm gonna throw this up there, I'll just give you my two cents.
6:14
All right, so I can give you my two cents. It's worth all of two cents, it's just my opinion, right?
6:26
So from a marketing perspective, let me see if I can make this bigger. What I'm seeing is there's a massive push with AI.
6:35
I mean, obviously, you don't need me to tell you that.
6:38
You have the internet marketing crew building tooling around AI, right?
6:44
You have real vendors.
6:46
There's a bit of a convergence between what I would consider real vendors, real software companies building real products,
6:54
and let's call them internet marketing entrepreneurs building just-in-time solutions.
6:59
So usually there's like two different worlds there, right?
7:03
And so we have always been able to get cool stuff that isn't really mainstream yet—the internet marketing crew. Right now there's overlap. You're seeing a lot of internet marketers trying to go more mainstream, and you're seeing the mainstream operations even trying to kind of get our subscription business. Everybody's trying to build out a SaaS and get recurring revenue, is what they're doing. And I question the price points of some of the marketers that have things that are north of even $100.
7:38
I gotta be honest, if you're paying more than $100 a month for a tool, it better be amazing.
7:43
And I don't know that you are, but I see some that come in my inbox like they do yours.
7:49
So we have that going on.
7:52
I would say that affiliate marketing is morphing and transforming a little bit.
7:57
Let me see, I recently promoted a friend of mine, Anik, who is doing a $99 tooling.
8:09
He's building out a, I don't know what you call it. Here, let me put a leaderboard up.
8:17
This is his little contest, and I didn't really go super heavy on this, but we were able to get third in this pre-launch, and now there's a sales contest.
8:27
I think if you want to have some fun selling AI tooling, it's like the drug everybody wants to buy, right?
8:40
If you will—not that we're promoting drugs—but it's the hot offer.
8:45
And if you look at this, you're not going to notice a lot of familiar names.
8:53
You've got, obviously, Molly Mahoney you may know, and Jonathan Montoya I know pretty well, but a lot of the other ones you may not know, right?
9:02
And so there's a morph in the world going on.
9:07
And yeah, and Onik's on his Zoom right now, Carl said, and he's in the middle of this launch.
9:11
Like, look, he's giving away a Cybertruck and a bunch of stock, a Camaro—an American sports car, right?
9:22
A gaming chair, you know, big prizes.
9:25
And you'll notice that his model—I mean, let me grab some of this so we can dissect it a little bit.
9:32
There's no reason that every one of you can't participate in this.
9:38
And then let's kind of finish out with Connie's thing.
9:40
So I'm seeing—okay, this is the ONIK launch, we'll call it.
9:48
So I think there's a morph, right?
9:51
The services we've been offering local clients for 25 years.
9:55
I started doing local in the late 90s—websites, then local SEO, and then all the various iterations over time.
10:05
But there's a massive change with AI, right?
10:08
There's a change with the way reviews and search still matter, but it's different now.
10:15
And the ability for us to generate a website with AI is pretty easy.
10:19
Even those of you that are like me, who aren’t really super talented at design, could build out a website with a series of queries very quickly. So the game for locals is changing. It doesn't mean that you don't need a website—you do. You don't need a call to action—you do. You don't need an email list—they do. So all these things are the same, but you have this massive disruptor bigger than anything, I would say, since the graphical web, since the very beginning of the internet. This is bigger than mobile, bigger than social, as big as those things were, right?
10:58
Bigger than SMS marketing, bigger than reviews, bigger than everything.
11:03
This is literally the biggest paradigm shift since we went from offline to “online” with the web.
11:11
So in the internet marketing space, you're going to see a lot of vendors go away, realistically.
11:17
They don't have value to offer.
11:20
The fact they don't have value and you can get information now out of AI models pretty easily—you don't need to spend $17, $3.47 upsells, and then a recurring to get content you can now get for free from some AI tool, right?
11:38
Now, it's not always true, but a lot of the low-hanging ones are going to go away.
11:45
So what does that really mean?
11:46
You need to find things that people want, right?
11:49
So what do people really want right now?
11:54
Well, let's talk through it.
11:58
Let's see.
12:00
Let's make a list.
12:06
What do people want to buy?
12:08
What do you want to buy as an internet marketer, right?
12:11
Go ahead and name what you would want to buy as an internet marketer.
12:15
And let's think about it for a second.
12:16
Be harsh, be honest.
12:18
Scott Hall, you're here.
12:19
Be super direct.
12:21
What do you want to buy as a marketer right now, Scott?
12:24
I know you're going to tell it like it is, man.
12:26
You're definitely a straight shooter.
12:28
Let's see what Scott has to say.
12:35
Okay, I'm going to do Mitzi's first because she's fast.
12:39
Hang on, I'm going to put my other screen up so I can move.
12:42
I'm using just my laptop. Let's do this.
12:46
All right, let me move this to the other screen.
12:49
Yes, all right.
12:51
One hundred percent—let me know if you guys hear me.
12:58
Did I lose you?
12:58
I'm gonna say no.
13:00
Okay, I like this one.
13:02
This is true.
13:04
I believe this to be very true.
13:10
We have—okay, they want leads.
13:14
I'm gonna put “businesses want leads,” right?
13:18
That's Scott.
13:20
Very direct. That's what they really want.
13:24
I like this one from Rebecca: done-for-you time savers. And I'm gonna add your little add-on—”that does not sound annoying.”
13:34
So true.
13:36
Done-for-you is big, and it's only gotten bigger the last few years.
13:41
I got big into done-for-you in like 2014 or 2015 and never really went away because I know people need help.
13:49
Okay, here's a good one from Scott Hall:
13:53
Automated content creation for LinkedIn, Insta—that does not look like AI wrote it.
14:08
That's a good one. Mailing list. This is a good one, right? Mailing list.
14:15
We've all heard it: the money's in the list, right? You've heard it.
14:19
So, email, address, whatever—the list is key.
14:26
None of these have changed.
14:27
James wants sales and conversions.
14:30
All right, sales conversions.
14:35
All right, let's put your name right, James.
14:38
We have—I just saw your other one—new subscribers.
14:55
All right, let's see what Carl—
14:56
Carl, you just said unique blue ocean.
15:01
I like this, because I'm a big believer in this, Carl.
15:04
I think you're probably the most right.
15:07
Everybody's right.
15:08
Every one of these is right.
15:13
Make sure I spell it right.
15:22
So think about this.
15:24
When we did ERTC back in ’21, and it just ended from a sales side in April of ’25, it was a unique blue ocean opportunity.
15:34
It's exactly what Carl just said.
15:36
And it went really well.
15:38
Let me give you an example.
15:41
If I had a thousand people in an internet marketing product, and let's say it was teaching them how to do blue widgets, out of the thousand, how many do you think are successful selling blue widgets?
15:59
Right?
15:59
Whatever it may be, historically—and I won't make you guess—it's a low number, five to seven percent.
16:10
So what does that really mean?
16:12
That means the vast majority of people were spending money.
16:16
And this is what always bothered me.
16:19
They're spending money, but they're not finding success.
16:23
That hasn't changed.
16:26
However, if you find the right opportunity, to Carl's point—that blue ocean opportunity that everybody needs—and someone else is doing the fulfillment, that gets hot.
16:42
I agree.
16:42
I totally agree with that.
16:43
Yeah, Rebecca said 5%.
16:47
5% is a pretty good number.
16:49
And, you know, I've seen products where 2%.
16:52
I've seen products from the best internet marketers out there where like one and 2% had success.
16:58
Doesn't mean the product didn't work.
17:00
It just meant there was a disconnect—either they needed more done-for-you, or maybe it wasn't blue ocean enough.
17:10
Almost every one of the things I ever look at from other marketers that are selling something, they had some success with it, right?
17:20
Now what happens is, is it replicable for the next person, or the next 10 people, the next 100 people?
17:27
And the answer is not always yes.
17:30
So everything up here supports Carl's comment.
17:35
Leads, done-for-you, some automation, email lists, let's convert leads into sales and get new customers like James said—all this fits.
17:46
And maybe Mitzi's comment about weaving in AI and making money with AI could be some of the glue that holds it together.
17:54
And I think that's true.
17:57
This kind of goes back to what Rebecca said—the state of marketing right now is there is a shift away from selling information to selling real practical solutions, better products, better software, or less fluff, more meat, if you will.
18:13
And a lot of these people are gonna fade away.
18:16
A lot of these quote-unquote internet marketers are gonna fade away in the marketing economy.
18:21
So we just have to decide: how do we monetize, right?
18:25
How do we make money?
18:28
And we've got—okay, so how do we make money?
18:31
Like, let's do that.
18:32
How do we make money?
18:34
We have realistically two main ways.
18:38
Two main ways, as I'm gonna call us online marketers.
18:49
Two. I'm gonna leave e-commerce off.
18:53
E-commerce is definitely a way, but I'm not gonna touch on it.
18:56
Affiliate marketing—or, I'm gonna tell you this—I had 65% of the people that joined our ERTC program put in leads.
19:16
Out of that, I wanna say 40% of people actually made money out of the entire 20-something thousand.
19:22
So think about this: imagine if we had a course—you made a course—and you had 20,000 buyers and 8,000 of them actually found success.
19:32
That is good, right?
19:34
That is very good.
19:35
It's far better than normal.
19:37
Every one of them could have found success.
19:39
Now these two ways—affiliate marketing, which we've all talked about, and I was showing you the launch from Onik, right?
19:48
I know he's live right now.
19:50
And then we have—everybody's zigging, everybody's zigging and selling AI, but let's use AI as part of our solution and not just sell AI, right?
20:01
Because remember, businesses can buy AI solutions pretty inexpensively without paying ridiculous markup.
20:15
Okay, Mitzi just said, ways to create recurring income, Blue Ocean done-for-you, others fulfill.
20:20
Yeah, yeah, this is it.
20:23
Okay, so here, let's think about this.
20:25
The negative on ERTC was a single pay. So better would be recurring.
20:31
Better would be Blue Ocean. And by Blue Ocean, I mean it's untapped.
20:39
Hardly any competition, or it's easy to sell. You can sell it to anybody, right? We're going to use it to mean all those things.
20:51
We're all getting older. I know I am.
20:55
If you guys aren't, please call me on my cell phone immediately so we can solve that together.
21:00
But for those of us getting older, we like the DFY element because it eliminates some of the stress—the stress of figuring everything out yourself.
21:11
It's a lot.
21:13
So funny enough, let's—okay, so we're gonna dive into the Blue Ocean stuff, but let's look at the affiliate.
21:20
Let's look at the affiliate thing.
21:23
So I wanna say it was—who was it?
21:27
It was James.
21:29
So we need mailing lists.
21:31
We need emails.
21:33
We need emails.
21:35
We need opt-ins.
21:38
We need content.
21:42
We need conversions equals sales.
21:48
One-time sales, and they set up recurring sales.
21:56
So, on affiliate marketing, we need a lot of what you guys just said on the previous slide.
22:02
If you look at this, now, AI can be the product, it can be the method, we could use AI as part of the fulfillment—it can be a lot of things.
22:14
But when everybody else is—be 100% brutally honest right now, and just answer with one word.
22:21
Do you have a little bit of fatigue from the word AI in every flipping email you get from every internet marketer?
22:28
Just yes or no.
22:29
And there's no wrong answer, but be honest.
22:31
I want to put it on the screen.
22:33
And I don't have a poll or anything.
22:34
So just be really honest with me.
22:40
I don't expect everybody to say the same thing.
22:47
All right.
22:48
Let me grab the ones I have.
22:49
Looks like about seven of you answered this.
22:55
I just want you to know what the majority is.
22:57
This isn't about any one of us.
22:58
This is about the majority.
22:59
Like, I still—I'm looking for this stuff, right?
23:04
So the majority of you are getting fatigued, right?
23:07
So we have AI fatigue, at least in inboxes.
23:14
I don't think businesses have the AI fatigue that we do from what I've seen.
23:21
All right, let's see.
23:25
Scott's like, “Brian, I'm surprised that they don't say AI.”
23:28
Yeah, 100%.
23:30
And Carl just said, I believe he said, “Brian, I'm a yes,” because he's not included here.
23:35
And I believe there's an anti-AI movement. Probably true, Carl, I don't disagree.
23:40
And I agree with Scott, I get surprised when somebody doesn't mention AI. AI needs to be part of the conversation.
23:48
But when the marketer is just blindly yelling AI, like it's the panacea to everything—like if I yell AI, people are just supposed to open their wallets up and pay—
23:59
I don't think so.
24:01
I don't think so.
24:02
I think AI is resulting in lower price points.
24:06
Back to Connie's original question about the state of the market.
24:09
Would you guys not agree that AI is pushing down the value?
24:14
It's lowering barriers, right?
24:18
So something we might've paid $1,000 for, you know, any one of us, for a fancy e-commerce course in 2013 sold actually was $3,000,
24:28
and it sold eight times in a row and did, I don't know, it did like $100 million in sales.
24:33
There was an e-commerce course from Amazing.
24:38
Think about it. With AI, I could replicate that course pretty fast.
24:44
So I would never pay $3,000 for that course anymore, right?
24:47
Would you guys agree?
24:49
Exactly.
24:51
Scott said, “Brian, businesses want AI but manage for them.”
24:55
Yes, there is an opportunity to have managed AI as a service, right?
25:00
Absolutely is.
25:03
So what else?
25:04
Repeated buying is a real problem when it starts.
25:08
Majority, I like what Edwin just said.
25:09
Majority out there—hang on, let me put this on the screen.
25:13
This is definitely true of businesses.
25:16
And I'm gonna use my wife as an example.
25:18
She's not here, she's not on this call.
25:19
Anybody who can hear me, don't tell her. Scott's like, “I'm out dude, don't do it.”
25:25
All right, so how do I make this fit? This is from Edwin and I think he's pretty much right. I think the majority out there still does not completely understand the possibilities of AI.
25:40
All right, let's just do this little leap. I started buying massive—well, massive for me, and I'm a scale guy—Tesla again because I believe in AI… you don't have to like Elon or not to know that he's got massive… he's got Grok, right? He's got the AI, he's got the auto-driving in Tesla, he's got the robots coming out. It's not hard for us to leap to a world in 10 years where there's a robot in every household infused with AI. Would you guys agree? It's not hard to see, to imagine that that could happen. We all, you know… it's like when we were kids—or some of us were kids—with The Jetsons, right?
26:29
And The Jetsons were cool on TV.
26:30
I've been waiting for my flying car ever since I was like eight. But robots with AI? They're coming, guys. They're coming. Yeah, look at everybody. Greg just said, “Brian, I'd buy one.” I probably would too. I'm an early adopter.
26:49
Look, Scott just mentioned Waymo. It was my wife's birthday yesterday. I was downtown—I live in the suburbs, but I was in Atlanta proper.
26:57
And I was sitting at an intersection in Midtown. I saw 10 or 12 Waymos in like a 30-second period going around me.
27:06
As I was parked, I don't think I got a picture, but there are little robot delivery robots that are going on the sidewalk in downtown Atlanta, delivering food from restaurants to… I don't know, people's apartments or condos, right? Scott, do you see that in New York City?
27:24
Because you're in Manhattan proper. I've seen it. My son—two of my kids—were in Knoxville.
27:30
There are robots on the University of Tennessee campus that deliver food from the fast-food places to the dorms.
27:37
There are robots now downtown delivering food.
27:40
Infuse AI with more traditional robots that Tesla has been working on.
27:46
We're like 10 years away from seeing stuff that was in movies, right? iRobot and all the other kinds of things, guys.
27:55
So while there is AI fatigue amongst us marketers, my wife just learned about ChatGBT.
28:01
I just taught her and exposed her to a bunch of AI platforms, and now she's on there all the time.
28:09
So to that same extent, businesses are too. So we can add a third way.
28:17
And I can make it a separate category, right? How about AI? How about DFY AI for local biz, right?
28:26
And I'm sure there are a bazillion marketers that don't really know what they're talking about, but they're selling this because this makes sense. Of course they do, right? Of course they do, right? This is gonna be big.
28:42
So my brother sold his AC business and I was showing him AI stuff the other day. He had never really seen any of this stuff.
28:49
It is a completely untapped market. You can absolutely do any one of these three things on the screen.
28:55
We can make money with it; we just have to decide. What I saw was a shift, and I'm gonna be honest.
29:02
So I started making—God, this sounds bad—but I started making courses 17 years ago in 2008, summer of '08, and I was doing only local marketing stuff, only focused around search optimization and ranking at the time.
29:22
And I was really good at it, and I had all the little hooks and tricks and all those things. Since that time, I have noticed a few things, right?
29:35
And it kind of goes back to Connie and to… who else talked about it? All right.
29:40
So if we say this… let's see. If I do this and I go here… so we could, in my experience, right? I'm going to be brutally honest: 95% of people who buy courses fail.
30:11
That's mine and everybody else's. Now, why do they fail? They fail because of overwhelm.
30:17
They fail because of a lack of support, lack of knowledge, sometimes lack of drive, motivation, the right product not being hot enough to make it easy to sell, right? So this is real. This is what really happened. You guys think about this. But Scott, let me share your thing. I'm gonna share this so you guys can see Scott's stuff. So when you look at this, this is what happens, right? When somebody buys a course to do this, guess what they still have to do. What do you think is the sticking point for 98% of the people—I'll say 95% again—what is the sticking point, Scott, for 95% of the people and why they don't win? What is it? That's me in a nutshell: tech setup. They get stuck on one thing and can't figure it out. Scott said execution. All right, how about this? Let me just make it easier. You guys are all… but this is the one I see. Most people simply can't sell. That's the truth.
31:37
Scott, you're a professional salesperson, right? You would agree. You've seen the marketers.
31:41
You've been to the conferences time and time again. This is what happens, right?
31:47
So if you're in local, even if it's selling AI for local businesses, if you can't get a client, you won't make money. We can agree.
31:58
This is it. Even Scott—Scott's a professional B2B guy in the tech space.
32:04
Super expensive, high-end tech.
32:06
He even admits, “Brian, I'm not even that good at transactional sales.” And he's professional—a 30-year career salesperson, corporate sales. Right?
32:17
That ability to engage someone who's cold, take them from cold to interested—you know, warm—move them down to hot and get them to buy, whether it's online or with a call, or you meet them, or the online sets up a call or a Zoom. Right? A lot of people can't do it. Now, what I saw—and I'm curious, Scott, because you were one of the top ten guys in ERTC—why were people able to sell when they couldn't sell for the previous 15 years? They couldn't sell reviews.
32:57
They couldn't sell search.
32:58
They couldn't sell websites.
32:59
They couldn't sell anything, right?
33:02
Why did ERTC work for 40% of the people?
33:07
Why did 40% of the people make money?
33:10
Eight times the average, and some of them made millions.
33:12
Why, Scott?
33:14
Anybody can answer, but I'm picking on Scott because he was one of the top guys.
33:21
All right, I'm going to summarize what Scott said.
33:23
He said, free money, and they explained a simple process.
33:28
And Greg said, “Brian, I agree, why would anyone buy from me, right?”
33:32
Imposter syndrome, right?
33:34
So why did ERC work?
33:35
Because this is the answer.
33:39
This is the answer to what we need to identify.
33:42
Let me see if I can get the cursor to work.
33:43
ERTC worked because—and this is why.
33:47
Ready?
33:49
We let the agents generate leads, not close deals.
33:55
Think about that for a minute. They didn't have to get money from somebody, right?
34:03
Super, super hot product. We were first-mover advantage. We were early. Media talking about it. Right.
34:15
This is why it worked. I, Brian, added a 40-person closing team to get the deals done. That's why it worked.
34:29
So the agents only had to generate leads, not deals. Think about yourselves. Go back as long as you've been an entrepreneur.
34:39
And you're going to probably realize you're either good at sales or you're not, and you're good at tech or you're not. Or you could be bad at both.
34:50
It's okay, but you may be bad at both.
34:53
All right, so if you're bad at both, the only way to win—if you're just not good at some of this stuff, and there's nothing wrong with not being good—how to win then?
35:05
And you guys answered it already. I'm just trying to walk you there. How to win? Ability to generate leads, not deals.
35:18
Super hot product, something that sells for you, right?
35:28
What else?
35:30
Team to come behind and close, someone else fulfilling.
35:37
We all hate this.
35:38
We all hate doing this, right?
35:41
You need this, right?
35:44
If we really want to make money, this is what you need.
35:46
Straight up. This is what you need.
35:54
Edwin, yeah, we'll have a recording, and I will save these notes that we're doing in real time and give them to—I'm going to give them to Rose, who's here in the background. She runs our VA team. She's amazing.
36:06
Worked with her for, I don't know, a decade, I think. And somebody, somewhere will get these posted in the members area.
36:16
James just said, “Brian, I'm good at tech, bad at sales.”
36:18
And James, people are either like you, or more often than not, they're interested in tech, not really good at it, and they're bad at sales.
36:28
That's most people.
36:29
And then every now and then you get people that are horrible at tech—like, honest, horrible at fulfillment—and they're okay at sales.
36:39
They're not scared, but they're not great at it.
36:41
So, straight up, the reason that people aren't making money: it's not the product you're buying.
36:48
It's not the course.
36:50
When that offer requires you to get a customer and your root ability is just not there, right?
36:58
To get someone who's not interested out of the blue to buy something—I mean, that's why people get paid a lot of money, right?
37:06
It's an important skill set.
37:10
It's a very important skill set.
37:12
So, this is, this is, this is where we're at.
37:18
So I shifted. You're going to see it in 2021, right? And I've been a top—I don't know, top 2%, I don't know what the percentage would be—Internet marketer for a long, long time. I pivoted. Let's see, I pivoted.
37:38
So I did unique killer offers to businesses.
37:47
I still like working with businesses. To me, I'm comfortable with businesses.
37:51
I look for a couple things. So let's see, or the right affiliate offers.
38:04
So, I mean, I get hit with like a hundred of them a week, and most of them are garbage, right?
38:08
And I'm sure you guys see them too.
38:10
So I pivoted. Now, I moved away from SaaS software.
38:21
I used to have a platform that did ringless voicemail.
38:29
I had a mobile SMS platform.
38:32
I knew that if you are not a full-time rock star at these SaaS platforms, people are not gonna stick.
38:42
I saw it.
38:43
I was able to sell the mobile platform and the ringless voicemail.
38:48
I did the best I could for about six years, seven years, and then it just sort of petered away.
38:53
And I moved a lot of my clients to HighLevel, a product that's run by developers, right?
39:00
And they pay affiliates 40% of the commission to do all the sales.
39:05
And you get a professional product, and the sales are done by affiliate marketers.
39:10
So for me, I've done these pivots.
39:14
So I did ERTC.
39:16
I have a weight loss offer—you know, cosmetic.
39:21
I'm just gonna call it a GLP-1 offer, right?
39:25
I have a telehealth offer that we're actually gonna release. If anybody's interested, I'm doing a webinar on Thursday for the first time about it.
39:37
It'll be the very first webinar.
39:39
And I'm literally sitting here making the webinar as we speak this morning.
39:44
So these are the things that I'm doing because everybody's zigging. I don't wanna do the same as them, right?
39:53
I don't wanna be the same.
39:55
I wanna do things that I know are gonna make money.
39:58
I know I made more money in ERTC—I made the sum total of the previous 15 years of my Internet marketing career—and I was fairly good as an Internet marketer. There is more money to be made in a broad—hang on, who was it? The blue ocean—that was Carl, I think. There is more money to be made here, you guys, than there is anywhere else. You know why? Because there's no cap on who the clients can be, right?
40:33
You're doing something creative, something different than everybody else, right?
40:37
So I've been doing—that's what I've been doing since then.
40:43
Yeah, ERTC was good, James.
40:44
It was a good run.
40:45
It had some downsides—one-time payment, having to partner with the IRS.
40:51
But I am still paying out half a million to a million a month in commissions pretty much every month.
40:56
I just—it's gotten to the point where I'm paying out the people that did the work, a couple hundred thousand here and there, and I'm numb to it now.
41:06
Scott, I just sent you money, Scott, the other day.
41:08
I wanna say 10 or 20K, I don't remember what it was.
41:12
I know I sent you something, I saw your name.
41:15
But listen, these killer offers are where more people are gonna be successful.
41:21
I've done this a long time.
41:23
I've been on the course side since ’08.
41:25
I've seen where everybody fails. They always fail. They always fail where they have to get a client or they have to do the fulfillment.
41:35
They do—the vast majority of people.
41:38
Now, AI may change it a little because it's an equalizer, right?
41:42
It's a total game changer.
41:44
But I'm just being real—I believe that the right answer for most people is an offer that's an ocean that's just hot, and where you have the ability to not have to do the entire life cycle of the sale.
42:01
If you generate the lead—let's say you use affiliate marketing, and you use an email, you're using Small Batch, you're using AI—and you generate leads, wouldn't it be nice to have professional inside salespeople calling those leads to get them to buy?
42:17
You gotta admit that's a lot better than you calling them.
42:20
How many of you really want to get on the phone with a local business about either a killer offer or an AI offer?
42:27
Do you really think you're going to want to do that every day? Be honest.
42:32
And I'm going to share what you guys answer, and I won't share your names.
42:36
Do you want to get on the phone after you generate a hot lead and try to close them and do that every day?
42:43
Or have you been doing that successfully the last, say, 24 months? Let's see.
42:47
I'm gonna take a sip of my drink, you guys, while we figure this out.
42:59
All right. Okay, I'm just gonna show you what everybody says, because this matches y'all's answer. It's a map to what I've seen. There's a bunch of these: “No time to talk,” “Not me,” “No,” and “No,” and “No,” “No,” because the business needs to be scalable.
43:26
Yes. No, no, no. And Connie asked about offering Small Batch. Guys, so these kinds of offers will make you more money.
43:44
It doesn't have to be my stuff.
43:46
Look for offers that are outside of marketing services for businesses. Because I am telling you, please believe me, and I mean this with all love and respect, 17 years of seeing it—and I see it running events, I see it with other people's products as an affiliate, I see it at conferences, I see it chit-chatting with people, talking on the phone.
44:09
I see it with my own products. Vast majority of people don't turn the corner. I don't want to be involved.
44:17
I don't want to facilitate people failing. Like, I do not get enjoyment out of that.
44:23
I want to send people money. Right? I want to send money out.
44:28
I want people to make money, because that's why most of the people are here. But I believe that AI plays a role, especially now.
44:38
I believe that—could you do website offers like we talked about on the webinar?
44:45
Absolutely. Could you sell these websites because you don't have the fulfillment pain?
44:48
Yes. Price them wherever you want to price them, right?
44:51
I think there is easy, low-hanging money to be made.
44:55
Transactional money doing that? Yes.
44:58
But I'm telling you, most people aren't able to close from the unknown, lead to warmth and nurture to hot to sale—to get on the phone, talk to somebody, or email back and forth. It happens at such a small percentage. And it doesn't mean it's you. It's the offer. The offer isn't compelling enough for the business or person to want to buy now. So if your offer is so compelling that, man, they just want to sign up—right? Like Scott and I were talking about weight loss a couple years ago, and I started—I lost a bunch of weight in ’23, and I've kept it off. I'm within eight pounds of my low. Like, I'm not at my perfect low, but I'm okay with it. I lost like 70 pounds, and I'm within eight pounds of my bottom. So that's hot. People want to lose weight, right? That's big.
46:03
Free ERTC money from the government—that's big.
46:07
Telehealth—for all of you that are non-Americans, you may not get it as much, and the Canadians understand because they see the calamity that is our healthcare system, right? I pay—like, let me give you an example of what I pay.
46:20
I think I pay $4,400 a month for health insurance.
46:28
And that's mine and Vanessa's.
46:36
I think I eat half of it, and then Vanessa pays her half, and I personally pay my half.
46:41
Let's say the average American's paying about two grand for a family plan—about two grand—so that they then get a $5,000 deductible and a 10 or 20% co-pay.
46:54
When they go to the doctor.
46:58
And, you know, once they've spent five, ten thousand dollars, they might start to get everything for free.
47:04
It's a very expensive proposition considering they're also paying two thousand dollars a month, right?
47:10
I mean, so you're in it for 25k plus the money on all the visits until you hit your limits.
47:17
You may be in it, counting your insurance payments, $30,000 to $35,000 before you're getting health care, maybe even higher.
47:29
So when you think about that, I want you to think, look, Scott's successful.
47:35
He's one of the more successful people I know.
47:37
He lives in Manhattan.
47:38
He crushes it.
47:39
He's an A-player achiever.
47:41
I want you to think so, so my brother has an AC company.
47:46
I want you to go blue-collar.
47:47
Lots of blue-collar people crush it, but guess which ones—if we think about blue-collar—who really crushes it? Blue-collar business owners.
48:01
Think about this.
48:02
I think you guys are gonna agree when I show you this. Right, which blue-collar people crush it? The business owners, right?
48:19
Typically, who is left out? The employees.
48:26
Would you guys agree that's probably true? If you own an AC business, my brother's doing pretty well. A guy owns a septic business—doing pretty well. They own a landscaping company.
48:35
They're probably doing all right. If you're out there doing the work, I'm not saying you're broke, right?
48:47
You're critical to the economy. You're critical to our country.
48:50
However, you're financially not doing well in this inflation we're dealing with, right? This is what's happening. So think about it for a second.
49:00
The employees. All right. Businesses struggle to afford health care.
49:11
How about, let me make it—I'm going to give you this lead-in. This is not what the presentation is about here.
49:18
Blue-collar businesses struggle to afford health care for their team. Right? That's true.
49:24
Very true. Most simply do not offer it. Okay.
49:33
So knowing that, right, if you know that's true, that's who crushes it, right? The owners crush it, the employees have no solution.
49:42
So you'll see—design a solution for the employees. So what do we do?
49:49
If you can solve the problem, you will get paid. And that's all we did. All right, and we'll tell you more about the telehealth thing later. But I don't have any experience in telehealth. I'm not an expert telehealth person, but you know what I'm good at? Finding a problem and figuring out a solution. That's the key. And it's true in affiliate marketing. It's true in what you should sell. You gotta find the thing that's a legitimate pain point, that's actually a bigger pain for them, that they actually want to buy, that the customer wants to buy.
50:31
Because the truth is, right?
50:35
The truth is, for most people, it doesn't work.
50:39
So let's go. Hang on, I got one from James.
50:43
All right, so build a list, engage. How about—let's see—nurture, sell via email, always be selling, make sales, make conversions.
51:11
So this works. Like, how many of you are on a list with someone—please leave me out—how many of you are on an email list with someone who emails you, he or she emails you on a quasi-regular basis, keeps you active, keeps sending stuff, he or she's always selling, and you may not buy all the time. Maybe you do, but at some point you buy something from that person every now and then, every blue, you know, whenever.
51:47
Does that happen?
51:48
Would you say that you guys would fit the mold here?
51:52
Because I do. I'm on a list with people. They engage with me, they nurture that relationship, they sell to me, and eventually I buy stuff.
52:03
What about you guys?
52:04
Have you seen it firsthand as a customer?
52:08
All right, here's some of the feedback. So yes, yes, many times. Many times. I'm on too many.
52:17
So the key, the key here for James and others on the affiliate side is—right, what's the missing link? Missing link? What is the offer?
52:31
What vertical space are we in?
52:39
How often are you emailing? Right, open rates, fresh people all the time.
52:51
All right, these are the things. These are kind of the key things, right?
53:00
You gotta figure these out.
53:02
And James said, yeah, Brian, I actually buy other people's stuff and offer.
53:06
So, and they probably do the same thing to you, James, right?
53:10
So, the key, truly, it's found here.
53:18
The missing link is found here.
53:20
What's the offer?
53:21
So let's say, James, you were selling—and let's go back to my telehealth.
53:26
Because now we're combining stuff.
53:28
We're combining affiliate with the hot blue ocean kind of strategy that Carl talked about.
53:34
So let's say you're selling telehealth to landscapers.
53:41
I'm just making this up as we go.
53:44
Maybe this will help me with my presentation that I gotta build for y'all.
53:49
All right, landscaping.
53:57
This needs to be a lot. All right, so if we look at this, what's the offer? All right? Here's our offer.
54:22
We're emailing four to seven times. Okay, you constantly want to be growing the list, right?
54:33
So okay, if we do this and we send the person—alright, if the email drives them to a website, the website doesn't make them pay initially.
55:05
Simple opt-in.
55:07
Right?
55:08
Think about that.
55:12
Simple opt-in, spelled wrong there.
55:16
So if we can get 100 opens, right?
55:24
Email math—right? 100 opens, and 18% of them click, that's 18 visitors to the offer. So think about it for a minute. If we get 100 opens and 18% of them click the link, that's 18 visitors to the offer. Now, what if the page is converting at 8 to 10%?
56:04
Not unrealistic.
56:11
So if I have 18 visitors, that may equal—does this make sense right here?
56:27
Because this is critical to success, this little discussion.
56:32
If we get some amount of opens, and let's say we get about 18% of them that click, as an example, that means 18 people went to the offer, right? 18 people went. Now we gotta know what the page is converting at. Very important.
56:49
It's always going to be lower than we want it to be. It's always low.
56:55
The harsh reality is it's always low. So James is offering software.
57:01
Who are you offering software to, James, on yours? Because this math is the same. I just want to hear who you're selling it to.
57:14
Tell what kind of software and who you're offering it to, if that's cool. But this is critical to success—even if we're blending affiliate to a unique blue ocean kind of thing. Because none of us are going out… most of us might know five to ten business owners and we chit-chat with them. After that small amount, you're not going to get them because you're going door-to-door or cold-calling people. You're going to get them from something like this, right?
57:49
That's just how it is. So we have to be able to dial this in.
57:56
We have to be in front of somebody.
57:58
Do you know that the average person might take 8, 10, even 12 times before they decide to take action?
58:06
Look, I got Scott's newsletter like 10 times before I even read it. Sorry, Scott.
58:10
But then I read it, I'm like, man, it's **** good. I actually like it now. But I'm used to seeing it.
58:16
It's become—you know, I get your email now, Scott, and I open it and I read it.
58:22
So it's the same thing here.
58:23
People take a while.
58:25
They're going to open your stuff a bunch of times before they do anything.
58:29
You're going to have to engage with them.
58:32
You're going to have to vary the conversation, be interesting.
58:36
Well, guess where AI could come in?
58:38
AI can help us vary our content so that we actually can be a little more interesting—a variety of short and long copy—so that we can get the result that we want. And the end result is we want to, one, get them to click. So after they open, we want the subject line to get them to open. We want the open—even if they've opened a bunch of emails eventually—to get them to click. And when they click, we want to make sure that whatever page they're on, we know that they went there and they opted in. Maybe they want to buy whatever you're selling.
59:15
In James's case, it's software.
59:17
In the telehealth case, we want them to want to get an amazing deal on a telehealth solution for their employees that they can feel good about offering, right? That's an example. Truly it.
59:35
So James is selling end-user software—it's creative, optimizing tools, etc.—
59:40
to people. Okay, we just need to make sure that the software we're selling maps to the people. Right, in that case, if you're selling to marketers—creative software, excellent; AI software, excellent. But if you're selling business owners creative software, less so. Right, they don't want to do any of that kind of stuff. But you said end-user, so we need to look at the list, how it aligns to the software, and make sure it's a connection. Are the people clicking?
1:00:12
One way to know is, do they click after they open?
1:00:17
Do they click and go to your page?
1:00:19
If they at least go to your page, they're somewhat intrigued, right?
1:00:22
If they don't, they're not intrigued.
1:00:26
But it's this process that's gonna get us to where we wanna go, right?
1:00:31
This is the process that's gonna help.
1:00:35
We need to know our math.
1:00:38
Open rate, conversion—how does the page convert, right?
1:00:44
And we need—how often are we mailing?
1:00:47
We need to track all these kinds of things.
1:00:49
And I think you guys obviously wouldn't be here if you weren't on board, but look, when you're dealing with a cold audience and you try to send out 16,000 emails to HVAC contractors, our friends at Yahoo and Gmail, right, they're gonna block a lot of that if you're not a warmed-up email account and you don't have engagement with them.
1:01:11
So, but when you come in below the radar, right?
1:01:16
You're below their anti-missiles that are gonna shoot you out of the sky.
1:01:21
You ever saw Top Gun 2, right?
1:01:23
They flew in really low so they could go below those guns, right?
1:01:26
So they could make that bombing run at the end of the movie.
1:01:29
That's what we're trying to do.
1:01:30
We're trying to fly in low—below the spam, below the filters—get your email in the inbox and get people opening it. Because once they start to open it, even if they don't click, it's going to allow your open rate to go up. Your deliverability rate will go up, right?
1:01:51
And then eventually, with the right content as you dial it in, you will make opt-ins and sales.
1:01:57
If you don't have the right content and it doesn't align, then you'll never make those sales.
1:02:03
But we gotta get in under the radar.
1:02:05
We gotta get in.
1:02:07
And on a new account, there is no world that works in 2025, in September, where you can just blast out a whole heck of a lot of emails—spray and pray, right?
1:02:19
That's not going to work.
1:02:20
You need to come in with a small amount, and you need to keep warming them up, and you need to kind of build your nurturing. You need to build the warms, you need to build the hots, etc., and even the colds—and we'll get rid of the colds, right?
1:02:34
That's kind of that process we're trying to do. Oh, thank you, Edwin, appreciate you.
1:02:42
Connie just said, yep, I will give you guys—I will find a way, I don't actually know how—I will get somebody to give me a discount for all of you guys.
1:03:00
And I will make sure it gets put in the Small Batch Facebook and emailed to you guys.
1:03:05
So I'm gonna do that webinar for this offer on Thursday.
1:03:09
It'll be, don't actually know when, I think it's 2 p.m.
1:03:14
Pretty sure it's 2 p.m. on Thursday.
1:03:18
So we will get a code, a discount code link put in the Small Batch group and emailed to you.
1:03:29
And if you miss the code, and for some reason you just pay, I will get you whatever the rebate was and stuff like that as well.
1:03:36
So don't stress too much in case you, for some reason, don't have it.
1:03:41
And I know we're kind of over, but I think we were making good progress.
1:03:46
There was good feedback from people.
1:03:49
Edwin, where are you located?
1:03:51
Thanks for being here.
1:03:52
Thanks for being live with us. And guys, this is really the process. Yeah, this will be the best offer, so there'll be a deal better than other deals. So the offer on the webinar, I want to say, is it's 497 to 2500. On the webinar, I'm just gonna tell you guys, but your offer is gonna be less, so it'll be counted down for you absolutely. And what else? All right, well, I think we might be at a logical point, but I think we should revisit this because I think the root feedback from both Connie and Carl, where we got to how we make money—we have the affiliate marketing, we can blend these two together. At the root, if you can't sell, you're going to have a hard time with locals.
1:04:58
You are.
1:05:00
And that's the hang-up for a lot of people, unless you make local about something hot, so hot that presenting it is less about selling.
1:05:13
We have to somehow break that barrier down.
1:05:16
And we'll dive deeper into this.
1:05:19
And I'll hit some of this on that call on Thursday.
1:05:22
But the reality is, by blending together something somebody actually wants to buy with a process that you're actually comfortable doing, like the Small Batch email process, right?
1:05:35
Using a little bit of AI, you're going to find success there, where in many cases when you're by yourself and you're following somebody's system, the system says, “Yeah, just go get a client now.”
1:05:46
Yeah, obviously you would if you could, right? All of us would.
1:05:51
So we need to make that “get the client” part doable for you.
1:05:55
And one of the ways to do it, right? One of the ways to do it is this first point.
1:06:06
When your sale is about generating the lead and letting a closer close it.
1:06:12
You know what I mean? Let ‘s close it.
1:06:15
You may close some, but you're not going to get them all.
1:06:18
You're not going to make calls.
1:06:19
You already told me you're not.
1:06:22
So we will continue with this on the next call.
1:06:24
And for those available, you probably got an email or you will.
1:06:28
We're going to do that offer on Thursday.
1:06:30
I would love to have you there.
1:06:31
Either way, I'll make sure there's a link and stuff in Small Batch, a discount, and we can go from there.
1:06:36
But thank you for being here live.
1:06:38
It's a great group, super interactive.
1:06:41
And honestly, I really enjoyed it.
1:06:43
So thank you guys.
1:06:43
We'll follow up and talk to you very soon. All right, you guys. Talk to you soon. Bye-bye.
