Small Batch System Training Session | September 28, 2026 

Building a Five-Touch Email Campaign for Financial Advisors 
Live Webinar with Vanessa Roberts
(Raw transcription; not proofed for grammar or spelling.)
Click here for Google Doc of the transcript.

Opening and Introduction

[0:01] Vanessa: Hi, everyone. Let me know if you can see and hear me.

[0:09] I am getting all set up. Yep, we skipped last week. I was working with the FinTitan crew.

[0:17] We’ve got a lot of new stuff coming. I’m very excited, and I’m getting to work directly with the team over at FinTitan on the development of these programs, and they’re great.

[0:33] They’re really, really great.

[0:34] It’s going to be a lot of work on the front end for what we’re doing.

[0:39] But these are lucrative tax pools and programs that are going to be an easy sell for you guys.

[0:50] So it’s definitely a win-win-win.

[0:51] Hope everybody here, you’re over there on our agent team also.

[0:57] If not, if you want information about that, the only way to be a FinTitan agent is to be in our small batch group.

[1:05] So I know we’ve been talking. You’ve probably seen a bunch of emails. I’ve got a special guest today.

[1:12] You know him, you love him. Jeff Hershey is coming to talk to us. It’s not a pitch. This isn’t a cross promo.

[1:22] It’s pure. Yep, here he comes. I see him now. Hey, Jeff, I was just singing your praises.

[1:29] Jeff: Hey, I thought we had an 11 Eastern—not, or sorry, 11 my time. Now, 11 Eastern.

[1:35] Oh, no. I just dropped my kid off.

[1:38] Give me one second. Jeff’s on the West Coast. Yeah, so, um, I would have dropped him off a few minutes earlier. I was like, I walked in, I was like, well, what—why isn’t that a text? I was like, yeah, I’m good.

[1:48] I was like, ooh, so, so my apologies.

[1:49] All good. I was just telling everybody that, um, yeah, I had pure info from today.

[1:57] It’s not a cross promo. It’s not a pitch. We’re just here.

[2:01] You have great information, and I love sharing great information from great smart people.

[2:08] So I was excited that you agreed that you’d come and hang out with me this morning, or your afternoon. Everybody, I thought it was—I had us for like, it’s a little bit down the road from now.

[2:20] So, oh, cool.

[2:23] Oh, yeah. I have about a 45-minute training for everybody, which is gonna be really cool. We’re going to hop right into it.

[2:29] So apologies that I’ve got a hat on and everything, but it’s—I had to drop off a little guy at school.

The Client Acquisition System

[2:34] But I want to show you guys a simple client acquisition system that we use from, “Hey, I’m a new agency. I need clients,” finding the right business, starting the conversation, making the sale, and then like how to actually onboard, fulfill the account from us as we go through.

[2:59] So here’s a cool part about today.

[3:00] Um, but that’s what I talked about last week, and one of the biggest things that we’re talking about is like, there’s a lot of folks just starting out that are questioning, you know, first of all, the trust in our industry. Like, does this stuff actually work?

[3:19] That’s kind of one of the biggest things. And then my big thing is like, I have a program of a handful, like half a dozen agency owners that were in the same spot that a lot of people are going to watch this video from, that a lot of the folks that are potentially on this call is like, well, I want to get started, and I just don’t know where to start or how to start.

[3:47] Or there’s just like all this stuff out there.

[3:50] And it’s not necessarily like a client acquisition problem, right?

[3:55] But I think for a lot of folks, it’s like, where do I start, right?

[4:00] We go through like, what’s the niche that I pick?

[4:03] Or, you know, there’s a new software of the week that is on everything that’s out there.

[4:10] You know, whether there’s an offer or maybe like I should be doing this type of outreach, or maybe I need to be on social media, or I got to be running or selling ads, or I got to do SEO. I really, as you and I know, boil it down into something that’s very simple.

[4:28] So I want to talk about how you go from a cold idea, to a cold prospect, to actually starting the conversation and then eventually turning them into clients from there.

[4:44] So over the next 45, 50 minutes or so, I want to walk through things like, how to pick a market, the prospect, different ways to do outreach, and cold email being the best.

[4:55] Because not a lot of folks are going to be willing to call. We do about 500, 600 calls a day right now to small businesses in my own business.

[5:04] How to make the sale, how to then install, get them results, and then the big key is to send them up the ladder.

[5:14] I’ve got monthly recurring customers from $79 that have been with me for like three years now that we only talked to like once a quarter, maybe three times a year, but basically when they run out of like their outbound text messaging and need more, to a client that pays me five figures a month.

[5:33] So like, there’s definitely ways of different stages from there, and we’ll walk through the whole thing, but we’re not going to get deep in everything because I just want to give you, you know, just the idea of how to get started and how to get everything going from there. I know I jumped right into it, Vanessa. I was like, oh, panic mode.

[5:54] What—uh, yeah, what are you thinking here? Like, where should we start?

[5:58] Should we start with the market and the offer? Like, you and I have known each other for a long time.

[6:02] You go back and forth. By the way, you look great.

[6:03] You look amazing.

[6:05] Vanessa: Thank you.

[6:05] I’ve been working on my business.

[6:06] You ain’t got it with me.

Start With the Problem, Not the Software

[6:10] So what I love about this is I think a lot of people in our position, we are teachers.

[6:15] We bring courses, we help people, but we do charge for those, that education, for that service, right?

[6:22] And I think a lot of people out there think they have to make it super complicated to set themselves apart, to make people feel like they need them, and then by over-complicating things, you know, it’s this false sense of, “Oh, he’s so smart. He knows all the secrets,” and it’s so hard, I couldn’t possibly.

[6:45] Jeff is the realest, real guy. A lot like Brian, like, yeah, we’ve done all the hard stuff when it was impossible to know.

[6:53] And Jeff’s here to talk to you person to person.

[6:56] It doesn’t have to be that hard, right?

[6:59] Jeff: It doesn’t.

[7:00] And here’s the deal. What I’m gonna teach you today, people have paid me $2,500 to coach them on.

[7:08] I’m gonna give you the highlights of it as we go through.

[7:11] And if you watch this or stay to the end, we actually recorded all of the sessions.

[7:17] And actually, my newest group, the last one, is this afternoon.

[7:21] That one is at 6 Eastern, that I know because it’s on my calendar. I won’t miss that one.

[7:28] But like, I’m gonna give you that training.

[7:31] So we’ll walk through everything in like 45 minutes today.

[7:34] And if you guys want that for free, put in “free” in the chat and I’ll give you, or Vanessa will give you, a link after this call or at the end of the call. You can go watch it.

[7:44] It’s going to be the in-depth version of what we’re going to talk about for the next 45 minutes or so.

[7:52] Like literally me talking with business owners and training them.

[7:57] It’s not a go-watch-a-slide-deck course or go through and get everything.

[8:01] It’s literally about how to get started and then really taking five agencies that weren’t sure what they were gonna do.

[8:12] They’re a little bit lost or they’re just restarting their agency.

[8:15] They’re jumping back in it and they have questions.

[8:17] So you’re gonna see it from a real perspective.

[8:19] From there, we got some free time in the chat, which is great.

[8:23] First of all, we all have access to tools, services, software, okay?

[8:29] You don’t start with the software.

[8:31] You want to start with the problem.

[8:34] You don’t need a hyper-specific niche, okay?

[8:39] Here’s a couple of big things that I want you guys to take away from this.

[8:44] You do need to know a few things before you get started, because that’s going to get you on your—it’s like the map, right? You know, back when we used to have to print out MapQuest back in the day.

[8:54] And then before there’s GPS on your phone and all the other stuff, like you do need to know a few things.

[9:01] You need to have the map because once you have the map, you know where you’re going, right?

[9:04] And then you can get to the destination, which is making your first sale.

[9:07] That entire training program I’m going to give you is about making your first sale in less than 30 days. And we went through everything.

The Who, What, Where, and Why

[9:14] Okay, it’s like six, seven hours of the—by the time it’s done from there. Okay, big things. Here’s what you need to know.

[9:21] You need to know who, what, where, why’s, right?

[9:24] Not necessarily the how’s, because you’re gonna know how you’re gonna sell it. You’ll pick it ahead of time. Who are you helping, right?

[9:32] What problem are you going to solve for them?

[9:37] And then I think more importantly, why should they care, right?

[9:42] I’m serious. I’m telling you, we’re dialing like 500, 600, some day, 700 businesses a day. Why would they care that we’re calling them?

[9:50] Like, why should they pay attention to your cold email, the conversation that you just walked in and interrupted their day in their business at the chamber or at a networking event?

[10:01] Or if you pick up the phone and call, right? Why would I continue to give you the next 20 seconds of my time?

[10:07] And then what is almost blended in with like, how are you gonna do it?

[10:13] What simple, fast-win result can you promise?

The Reviewly.ai Example

[10:18] Okay, so for me, my main company is Reviewly.ai.

[10:23] So that’s what we taught in the program from there.

[10:25] I’ve been—the company’s four years.

[10:27] I’ve been in the reputation space for well over a decade.

[10:30] I’ve actually exited a reputation company before.

[10:33] So we don’t sell AI-powered reputation management software.

[10:36] Okay. What we do is we talk about helping local businesses get more Google reviews.

[10:44] That’s it. That’s what our outcome is.

[10:48] And there’s different things I’ll walk you through on, like, you know, why that’s so important to a local business.

[10:53] But I have to be clear on who I’m helping and what my offer is.

[10:57] So I want one market.

[11:01] When we started our outreach for all of our cold stuff, we went to med spas.

[11:05] Okay, we found one visible problem with thousands of businesses.

[11:10] You don’t need to find thousands of businesses, but one market with one problem.

[11:14] So we’re helping them generate more Google reviews.

[11:17] We’re finding the review gap is what we talk about from there, and there’s different gaps that we can identify.

[11:22] There’s actually eight that we identify.

[11:25] And then what’s the one simple result that I can provide, right?

[11:30] So if one new customer is worth $500 to the business, and that could be somebody that’s new walking in the door, or it could be the lifetime value of a customer.

[11:43] The math doesn’t need to be complicated, but let’s say that your service costs 200 bucks a month.

[11:50] Okay?

[11:52] So one new customer, if I can get you one new customer a month, it pays for itself.

[11:56] It’s the same way like Brian sells. So I said, hey, look, this software, if I can get you one person to pay you, why would you ever leave me, right?

[12:04] It’s part of that process from there.

[12:07] That’s gonna be something that’s really big.

[12:09] And you need to identify who you’re gonna be talking to from there.

Choosing a Market

[12:15] So what are some of the niches that folks that are on this call or Vanessa, like if you were starting out, right?

[12:21] I told you we would get to chat and go back and forth today.

[12:25] Like, what are a couple of markets that pop off the top of your head like, man, I can get them an ROI?

[12:30] Vanessa: We have worked a lot with restaurants.

[12:33] Okay.

[12:34] And how many stories is that?

[12:36] You just tee me up.

[12:39] Pop in the chat, guys, in the Q&A.

[12:41] Who are you working with?

[12:42] We’ve talked a lot about, with FICA, we focus on restaurants for a really, really long time, helping them get the taxes back, the refunds.

[12:52] So a lot of folks I know, they’ve conversations with restaurants. Those doors are already, you know, swinging open.

[13:02] Of course, we’ve done a lot with contractors, roofers, plumbers, electricians, and HVAC.

[13:06] HVAC’s are always huge with us.

[13:13] And then we’ve got some profession, more folks going with more like accounting firms and stuff, again, kind of forking off from the ERTC just on those connections that they’ve already had. But I would say trades in restaurants right now are hot.

[13:26] Cool.

[13:27] Yeah, I’ve actually, I’ve got a call with one restaurant agency that has 1,400 locations that got introduced to me by another agency that has—they’re actually onboarding in the next week or two, if thousands of locations, and they only help restaurants, right?

[13:46] Yeah, I’m gonna see your mic is just a little bit hot. So identify who you want to work with.

[13:53] Okay, from there.

[13:55] So like I’m very heavy right now in the restaurant industry, which is cool that you mentioned, which it’s interesting to figure out like, oh, there’s so many different verticals.

[14:03] You know, you don’t need to pick a taco restaurant versus an Italian restaurant, that’s restaurants.

[14:08] Attorneys.

[14:09] So we also work with personal injury attorneys, accounting firms.

[14:15] I’ve got a mobile fingerprinting company, locksmiths.

[14:19] Some guys in my course you’ll see one’s doing cleaning companies, like commercial and residential, fencing, somebody’s going after fencing, concrete, and it really all boiled down to like what’s the ROI that you can give them, right?

[14:33] So if you like your annual or monthly plan, they get one new deal for the year, it’s just paid for itself.

[14:40] Like that’s an ROI that they get, right?

[14:44] Like, well, this thing’s basically free to me after I get my first lead from there.

From Lead Lists to Opportunity Lists

[14:49] So we all have lead lists, right?

[14:51] Like everybody can get access to that stuff.

[14:54] What we need to do is to stop building lead lists and go find the opportunity.

[14:59] That was like one of the biggest lessons from our group.

[15:03] A business necessarily being in your niche doesn’t necessarily or automatically make them a good prospect, right?

[15:16] What you’re looking for when you’re trying to identify who you actually want to start the conversation with.

[15:24] We don’t just accept everybody and anybody.

[15:28] I like to look at what I like to call the 440 100 rule.

[15:34] And I’ll get it really, really quickly from there.

[15:36] Number four in the 440 100 rule is the rating, right?

[15:41] ‘Cause we’re selling Google business profile reviews.

[15:45] The reason why we’re selling Google business profile reviews is right now it’s—it used to become a commodity for a little bit, but it’s becoming more and more important every day for a couple of reasons. One, Google made some updates.

[15:58] The Google Business Profile is still the number one asset a business can have.

[16:01] And then when you start talking about all the advanced things like AI SEO, I’m not going to get all the semantics of geo and neo and all other stuff.

[16:10] The reference point, the main point of reference is that Google Business Profile.

[16:15] Google’s telling you what they want as well. So we start there.

The 440-100 Rule

[16:18] So I went with the 440 100 rule. Number four in the 440 100 rule is, is their rating creating a problem for them?

[16:27] Or 4.2 to 4.5 is the most trusted window when it comes to a small business.

[16:31] And then you’re at a 4.5, you’re doing excellent.

[16:33] Okay, unless you’re talking about competitor gaps.

[16:36] Below 4.2, and especially below four, that’s where the problem is for the business.

[16:45] 40 in the 440-100 rule is the review count.

[16:50] On average, on a Google Business Profile, your average business has 39 reviews.

[16:57] So if they’re below 40, they’re actually below what the average is, plus or minus 1.

[17:03] And then the 100 is authority.

[17:08] 112, an easier number to remember is 100.

[17:12] Right?

[17:12] So we did 440, 100 is the expectation of a consumer when they look at your business, that you need to have at least 100 reviews. What’s your brand new, right?

[17:22] But nowadays, new businesses put marketing plans into place. The older ones tend not to.

[17:28] I’ve actually got a roofing company we brought on board. It makes us four figures a month.

[17:33] They have like 16, 17 locations, 100 plus years in business, and they have in most of their locations, less than 40 reviews.

[17:44] Like, it’s—and they came to us going, we know we have a problem.

[17:47] Every other roofing company out there is like generating all these reviews. And we don’t have the authority in the market.

[17:54] And I’m not saying go and just, you know, hang your hat in these numbers. You got to do a little bit of thought process, because what you’re looking for is what I like to call the review gaps, okay? Don’t just blindly use the numbers. Compare the prospect that you’re going to be looking at.

The Six Review Gaps

[18:10] Right.

[18:11] I don’t really say start slowly, start manually, and learn the process before you start trying to really, really scale us up, okay? So you want to introduce the gaps.

[18:20] I’m going to give you the big six here. Okay. Number one is the rating gap, right?

[18:26] The review gap. How are their reviews compared to the 440-100?

[18:32] Well, if they have less than 40, they have less than 100.

[18:35] And if they have more than 100, or even if they’re in that window, go look at their top three, top five competitors, okay?

[18:42] How do they look compared to the competitors in the market? Maybe they have 4.9 stars, but they have 17 reviews.

[18:49] Their editor has 350, and they’re 4.7.

[18:53] Who do you think they’re gonna go look at first if the prospect is looking at those two businesses?

[18:58] They’re gonna go look at the lower rating because they’ve got more reviews and there’s more information that I can learn about that business.

[19:05] The other gap, recency.

[19:08] When was their last review?

[19:09] Was it three years ago or was it three days ago?

[19:12] And then are they responding, the response gap?

[19:16] Responding to every single review gives the Google Business Profile more activity.

[19:22] It also allows the business owner to provide context.

[19:30] Now, this gets into the deeper part, which we won’t get too far into today at all because this is advanced, but it gets into the AISCO of things.

[19:37] You say who you are, the services you provide, who you service, and where your operating area is in those responses.

[19:47] Because you can provide, as a business owner or for your clients, those business owners, the full context of who you are, where you operate, and what special services you have.

[19:58] From there, by looking at the first five, you can quickly identify if they have a process gap, which is the last one here. Do they have a process in place? Can you tell?

[20:07] Well, if they haven’t had a review in the last three months or three years, if they don’t have a lot of reviews, if there’s a gap in the marketplace, they probably don’t have something in place.

[20:15] And that’s the second box. Easily, in most cases, you can check.

[20:20] And then the question becomes, what can I see as a potential person viewing a Google Near Me search, right?

[20:29] That gives me a legitimate reason to contact the business.

[20:35] And that takes the, I’ve got a lead list, and helps you narrow that down to the opportunity list sitting right in front of you.

Turning Opportunities Into Conversations

[20:48] So Vanessa, I know most folks on this call, they have leads.

[20:53] They’ve got access.

[20:56] Inside, whether it be a static or active list of leads, are opportunities.

[21:06] Use the 440 and that’s the difference. To look for the gaps. Now you can upgrade those businesses on your lead list to your opportunity list from there.

[21:18] That’s something that I teach my SDRs. Like, you’re going to look for the opportunities. Go ahead.

[21:23] Vanessa: Oh yeah, so everybody here knows that we have the Engagement Amplifier system in the small batch, right? And what do we always say? You talk differently to your friends than you do strangers.

[21:32] This is the exact same concept applied.

[21:37] Raw leads, like, do you need reviews?

[21:39] Yeah, maybe, possibly.

[21:40] But when you narrow your focus down to these opportunities, the problems are more evident.

[21:48] And what Jeff just said, what you can speak to them using the right language that relates and it ties them back to this problem, that’s the difference.

[22:01] You’re no longer casting that wide net.

[22:03] Now you’re targeted.

[22:05] It’s more personal that you can make that opportunity, right?

[22:09] So if I’m speaking directly to you and I’m saying, hey, I was looking at locksmiths in the Chattanooga, Tennessee area, and we’re identifying businesses that X, Y, and Z, there you go from there.

[22:24] And I’ll give you guys those layouts in that free train that we’re going to give you as well from there.

The Outreach Message

[22:30] Because now that I have my opportunity list, I can move into my outreach, which is really starting the conversation from there. You need a reason to contact them.

[22:43] You guys don’t really need 17 different outreach scripts. You don’t need everything else that you’ve got there.

[22:48] You need to have your observation, the impact of what you can do for them, and then a question from there.

[22:48] So I’ll give you an example, okay?

[22:48] Even as I was looking at your Google profile, and I know, so you’ve got a 4.8 rating, but you’re still sitting at 38 reviews, while a few nearby competitors in Chattanooga have over 200. Have you guys ever put a system in place to consistently generate more reviews?

[23:21] Vanessa: I love how personal that is.

[23:23] It’s specific to you.

[23:25] Like, you, I’ve actually, if you go back to the review gaps from just a couple of seconds ago, a couple of minutes ago, I’m actually talking about those review gaps in that simple outreach message.

[23:36] We use something like that for our cold emails.

[23:38] We use it for our cold scripts.

[23:40] Um, you know, once we started talking to the business owner, or if you’re at an event, you’re at a chamber or whatever, like, “Oh, cool. What’s your business?”

[23:46] I’ll look you up real quick. Like, oh, interesting.

[23:50] Because now, if you’re looking on your phone, the Google Business Profile or Google Maps, you pull up their business, you can even go, well, I’m looking at you, you guys, do you guys have a system in place?

[23:59] I see that most of your competitors have 100 plus, but you guys only have 38.

[24:02] Or you haven’t had a review in 18 months, have you not?

[24:06] Right, there’s your review gaps.

[24:07] If you look at those six review gaps, you could make a huge impact.

Consult, Don’t Convince

[24:10] Now, for me, the way I talk to my sales team and my SDRs is, look, you’re not trying to convince them.

[24:17] They need us.

[24:18] That’s a long, hard, educational process.

[24:21] You want to consult them on what we’ve seen and make them aware where they go, “Well, what can you do for me?” from there.

[24:29] The only thing with that message, whether it be a phone call or an email, in most cases, let’s just call the email because it’s what we do at scale here.

[24:38] The number one thing I’m trying to get, because it ends in a question for my email, is a response. That’s all I want.

[24:47] The same basic message I just gave you: email, phone, LinkedIn, DM, or walk-in, or at a networking event, okay?

[24:57] The channel that you deliver that message changes, but the reason to talk isn’t because you’re looking at the review gaps from there.

[25:11] And then you want to turn that response into an opportunity to have a further conversation from there.

From Response to Discovery

[25:27] Quick wins, little, small, aggressive steps.

[25:31] You don’t walk into a bar, look at the first person at the bar, go, “Hey, you want to go home with me?” right?

[25:35] You got to sit down.

[25:36] Yeah, Corey, like you got to walk through the whole process, right?

[25:43] You got to turn the response of, okay, maybe this person’s interested in what we have, right into the conversation.

[25:50] The response isn’t a win or isn’t the win.

[25:52] It’s not the final win.

[25:54] Right.

[25:55] Like, the next mistake is most people are getting a reply and then they just vomit their entire offer.

[26:02] Here’s what we can do.

[26:03] So here’s this. Instead, I want you to think of it like this.

[26:10] A response allows you to ask the next question, which will lead you into discovery and showing them the gap.

[26:22] And there’s a few simple questions that you can use to go through here.

[26:27] So if you’re via email, or if you’re talking to somebody on the phone, or you’re talking to somebody in person, DM, LinkedIn, doesn’t matter.

[26:35] You ask a few simple questions, okay?

[26:37] “Hey, how are you currently asking customers for reviews?”

[26:42] “How many customers do you serve?”

[26:46] “How many of your customers, you’ve told me you’ve got a hundred new customers a week. How many actually leave reviews?”

[26:53] We had a Med Spa from a major franchise in Philadelphia, and they do like, I think it was like, I wanna say 1,200, but let’s keep it smart.

[27:02] It was cut in half.

[27:02] It was at least 600 because they were doing a couple hundred a week. New walkthrough customers. Wow.

[27:08] Every—yeah, I was like, whoa, that’s it.

[27:11] You know, it was a—it was a major franchise.

[27:14] They have hundreds and not thousands of locations around the country.

[27:17] And they just didn’t have a process. They didn’t have anything in place.

[27:21] And it’s like, well, we’ve got all these customers, but we’re not getting the review. They’d like 200 reviews.

[27:24] Like you literally could get like a quarter, half of that every single month.

[27:30] Like, we can probably get you 100 reviews—right. Yeah. So how many actually leave the reviews?

[27:40] Because you’ve done a great job. You guys are still in business. And I asked the question of like, what’s one customer worth to you? Who handles this for you right now?

[28:01] Because in this discovery process, I am asking questions, I want to learn a little bit more about the business.

[28:05] One of the key things I taught my team last week or the week before was like, “Hey, well, tell me a little bit more about,” right? Tell me more.

[28:01] It’s such a powerful way to continue the conversation.

[28:05] Oh, that’s interesting.

[28:06] Like, tell me more.

[28:07] How do you guys have them?

[28:08] Do you guys have a process in place?

[28:10] Or who handles this now for you?

[28:12] The longer—this is probably against what a lot of you that are watching this either live or on the replay are gonna see, it’s against probably the grain of what you feel like you need to do to sell, which is shut up.

[28:27] The less talking you do as the marketing agency, the more easily it will be to sell the other individual or the prospect on the other line.

[28:41] So ask a question that’s real, be genuine.

[28:45] Don’t just like to have a list.

[28:45] I’m just gonna ask these five questions to every single person. Be personable.

[28:49] All you do is say, “Hey, well, tell me more.”

[28:51] Who handles this now?

[28:53] And then let them talk.

Qualifying the Prospect

[28:55] And then now on my notepad or a little Post-it note, I’m just kind of writing a couple of notes here so that I can understand how this business operates?

[29:05] How does this business owner see their own business?

[29:09] And as I’ve identified these gaps, how are they reacting to it?

[29:13] Because if they have ego, if they’re like being snotty about it, or they’re being difficult, is this somebody I really want to talk to?

[29:20] There’s a reason why they don’t get it, because they run the business, they don’t do anything.

[29:24] Or if they start having those aha moments, they start having those like, “Yeah, well, yeah, we tried it. It didn’t really work,” or there was something else out there or we had a bad experience once, like, okay, that—those give me future questions to ask.

[29:49] It also lets me understand the business owner a little bit.

[29:49] And then I asked a question. Is this something you’d actually invest in fixing?

[29:55] It’s a qualifying question. They don’t know the price. They don’t even know the full service yet, right?

[30:01] But that’s where I’m doing two specific things, okay?

[30:01] Number one, I’m making the problem real.

[30:05] I’m making them face a problem.

[30:09] And then—would you fix it?

[30:10] Yeah.

[30:11] Would you?

[30:12] Yeah, if this is something that you’d actually invest in fixing it, they go, no.

[30:17] Okay, well, why are you, again, consult, don’t be convinced.

[30:21] Why am I gonna spend 20 minutes arguing at somebody that’s just never going to fix the problem? Yeah. Right.

[30:28] So I’ve made the problem real.

[30:31] And then second, I want to qualify while I’m asking those questions, whether this is actually a client that I want to work with.

Protecting Your Time and Client Quality

[30:42] Because I think that is such a huge point that sometimes people get to and it’s a bit—it’s a word with negative connotations.

[30:51] They get desperate. Just get a client. I’ll take anybody, anybody that’s willing to give me money. Boom, right? Yeah, what happens?

[30:58] Yeah. Like every single person here, you have the power. You are in this business because you want to control your quality of life, right?

[31:10] You want—why do you want to run your own business? It’s not because you love working 80 hours a week, right?

[31:15] It’s for freedom and, you know, time freedom.

[31:18] So, yeah, so my—so here’s an example of time freedom.

[31:22] My daughter lives in Miami, about to move to Tampa for her job, and likes her side job that she’s been in since—it’s like, well, she just got to college.

[31:32] Um, so a couple years now is like this workout of the day, OnePalooza thing that they go to Huntington Beach once a year, and she works in the press department with photos and videos and all that stuff.

[32:14] So she was up and we—I found out like just, you know, a couple days prior that she was in LA and I live in San Diego, so my wife and her little brother or stepbrother and I decided we were gonna go up and on Friday and just go see her.

[32:14] And this time freedom, like, I wasn’t tied down to like, “Oh, I gotta ask somebody,” so that we do do this for freedom.

[32:14] And I think more than financial freedom of your own time is—that is my number one priority in my life.

[32:32] Like, my time, as I get a little bit older here, like I realized that that little, you know, hourglass is up top, but I know that, so like, my time has become so much more important to me.

[32:32] And, but having that ability to run your own business and having that freedom is key, right?

[32:41] Yeah. So I’m not spending time on a crappy client.

[32:44] That’s mean and demanding and never satisfied.

[32:48] And if you get that energy from the very first conversation, save yourself.

[32:49] Not worth it.

A Real-World Example of a Difficult Client

[32:53] I’ve got a landscaping, hardscaping client that we’re probably gonna let go here.

[32:53] Like literally, they failed billing last week, and we’re probably not even gonna try to recover, and we’re just gonna turn off their ads and move on because we actually got them from another marketing company, a big one, Marketing 360, where they were complaining about like, their service is terrible, all this other stuff.

[33:13] They’re like, okay, well, let’s see what they are doing and we’ll come up with a competitive package and do the same thing.

[33:17] I know I can get you results.

[33:19] I’m in your space.

[33:21] And it was impossible to get their logins.

[33:24] They didn’t know their domain.

[33:25] So we spent like months and they’re like, “Well, Jeff, why don’t I have leads?”

[33:29] I’m like, your staff will not reply or jump on the call with my people to do your website because that company turned off your website when you started paying them.

[33:39] I can’t get into your ads account because I can’t just go, “Hey, Google, turn on ads for this business.”

[33:44] Like, so they’re not a quality client.

[33:48] And I give them to one of my newer reps in the agency.

[33:53] And he’s learning through this, like, this is not a quality prospect.

[33:57] And we’ve had to have those conversations from there.

[33:58] Like, do we really want to keep $1,500 a month?

[34:01] Is it—is it worth it to me or not?

Make the Problem Real, Then Make the Promise

[34:03] So when you’re having that qualification process and going and identifying and making the problem real for them and then qualifying them, my goal in that entire process is to help them see a couple of things.

[34:20] Number one, there’s a problem here.

[34:20] Okay, somebody’s reached out to me and now I’m aware of the problem, or I knew I was aware, I just know what I was gonna do, right?

[34:38] It matters to their business and understand why it matters to their business.

[34:38] And then you have a path to fix it. That’s the big part, okay?

[34:45] And then here’s what I like to do. And this is why I’m not going to pitch you guys reviewing here.

[34:50] I’m just going to—we do it to a business owner. If I make a big simple promise, okay? I call it the five-star setup.

[35:01] I want to make a big simple promise that gets me a quick win for them.

[35:07] So think about it this way. You want to look like a hero when they come on board, right?

[35:11] You don’t want to have a 90-day ramp-up process.

[35:13] I actually had this with a huge client about 18 months ago, paid me a ton of—and I told him it’s gonna take us 90 days to get this thing turned around and fixed.

[35:39] By day 45, he’s been harassing me like, “Where’s my lead?” And I’m like, I like robots. I get that. Like, you guys got a bad track, but I can’t just turn this freaking massive ship around. I can’t just do a 90-degree pivot here, right? You guys are a big, big ship.

[35:39] I gotta, I gotta make that big turn. We’re at the halfway point.

[35:43] We’re getting there. And then he started to see some results quickly thereafter, which is great for me. I’m maybe a little bit lucky as well, and they paid me a significant amount of money for the last 18 months, and I’m now tied into their whole lead generation process.

[35:59] If I go away, everything gets turned off.

[36:03] My hooks are in.

[36:04] They can’t go anywhere.

[36:05] I don’t say that in a bad way like, ha-ha, they’re going to pay me or they die.

[36:09] I’m an integral part of a piece of their business that makes the heart beat.

[36:15] Okay, so I think of it as a tipping point where you go from being a liability and expense to being an asset to someone, and it’s no longer, “Oh, I have to pay for this.” It’s, “Oh, I have to—I’m gonna make sure I pay this.”

[36:32] Yeah, it’s not—yeah, exactly.

The Five-Star Setup

[36:37] So, and then believe me, even with that client, we had some rough seas like a week or two ago. Um, and it was external that caused it, but it’s like, you’re—nothing’s ever going to be—I was telling my team, they’re like, “Man, we’re doing great.”

[36:48] I was like, “We’re gonna have a day.”

[36:50] We’re gonna have a time. Like, I didn’t talk to the business owner. I talked to the staff. He called me three times in two days.

[36:56] I’m like, I haven’t talked to him three times in two or three months unless he was in my area and wanted to catch up, right? Like, he never called.

[37:03] I was like, oh man, something’s going on in the business that should make me aware.

[37:15] So for you, if you’re just starting out, a couple of the big things here is I make a big, simple promise.

[37:15] Not so big I can’t fulfill it, but it’s big to the impact of their business. I call it the five-star setup.

[37:21] So I say, “Hey, look, if you give me five minutes, I’ll show you my five-star setup.” It feels tangible.

[37:28] Not, “Hey, we provide this AI-powered thing for reputation management.”

[37:33] What I like to say is, “Hey, we’ll install a simple system that helps you consistently generate more five-star reviews in the next five minutes. Do you have five minutes right now?”

[37:44] I made it very clear what I’m going to do and that it’s only gonna take five minutes.

[37:50] And then we can do it right now.

[37:52] Like, I literally have folks cold calling and setting up businesses within the first—well, not five minutes from the call, but like, “Hey, if you just take five minutes with me, I can get you up.”

[38:03] Because here’s what I want them to think.

[38:07] I understand what this promise is.

[38:11] If I give them five minutes right now, I could have five-star reviews coming in tomorrow.

[38:18] I’ve helped them understand why they need it, okay?

[38:22] And then this is a big one for a lot of the agencies around this call.

[38:27] They need to believe that you are the person that can do it.

[38:31] So by understanding your niche, understanding your offer, and by the way, that free long training walks you through all of this in depth, so that they believe who you are, what you can do.

[38:41] And when you make that big promise, it doesn’t sound difficult to them.

[38:47] That’s a big key, right?

[38:49] You don’t want it to sound difficult, complicated, like my big client, we had to rebuild their website.

[38:55] We had 150-plus pages to go to.

[38:57] I’m like, “Hey, this is difficult,” right?

[38:59] I don’t want you as a newer agency considering something like that.

[39:04] Because if you haven’t sold anybody before, if you don’t have at least a dozen clients or are on your way in the next 60 days to a dozen clients, you need easy, fast wins to consistently prove it to yourself and quantify and qualify the market that it makes sense to you.

[39:22] And then those things: understand what this is, understand why I as a business owner need it.

[39:30] I believe this person could actually do it, and it doesn’t sound too difficult for me.

[39:37] Okay.

[39:37] That’s when somebody gives you a chance from there.

Closing the Sale

[39:42] So that’s a couple of big things from there.

[39:45] And then you want to move to it.

[39:47] But what do you need from me to make this happen?

[39:50] When you can say, “Not very much. I need five minutes of your time.”

[39:57] And the thing right there, when you’re having that conversation and they’re interested, you don’t want to let that buyer turn back into a lead. We’re out of the decision.

[40:05] I want to keep it simple.

[40:08] I want to confirm the problem, recommend what you do, give them the price, and then ask, “Do you want to get this set up?” Sit. And then you just shut up.

[40:24] That’s the biggest part of sales. “Hey, do you want to get this set up?” And then let them think about it.

[40:31] And they start coming back with questions or objections, maybe it’s a trust problem.

[40:35] Maybe it’s a, you know, I’ve talked to some agencies who are like, “Yeah, I’ve got a client and they, you know, they can’t afford the 99/199 a month.”

[40:43] I’m like, that is not a quality client.

[40:44] That’s your problem.

[40:45] You didn’t qualify them properly on the front end, right?

[40:48] When you say you want to get it set up, then shut up.

[40:50] If they say yes or sure, yeah, monthly or annual, and then take the payment from there, okay?

[40:57] We don’t end with, “I’m gonna get you some information.”

[40:59] I don’t send that proposal that they didn’t ask for. I don’t send a payment link, right?

[41:05] They said yes. I’m ready to help them finish the decision, and actually in our school community I’ve actually posted a couple of recordings of me closing a five-hundred- and a thousand-dollar deal and collecting the money on the Zoom call.

[41:24] So you take the number, you just know I did it into the link wall in Zoom ago, okay.

[41:24] “Hey, there’s a private link. I’m gonna send you the link right now.”

[41:27] There’s—got it. The page load. Okay, cool.

[41:27] I’ll wait for you. I had a guy like pick up his iPad, go walk away from the computer.

[41:31] I had a guy that’s like, “Yep, let me just put my card in right there.”

[41:31] And those are on the recording to show you that you can close those deals.

[41:40] Yeah, just dropping the link, going from there, but not emailing it, not sending a proposal, not going to my website. This is your link. That’s the goal, right?

Get the Client Live Quickly

[41:48] Yeah, now there’s times where I gotta go or they’re not quite sure, like, you gotta follow up.

[41:57] So if they’re ready to go and they say yes, well, why wouldn’t they start?

[41:57] Yeah.

[41:57] Now, there’s some things I’ll talk about here in just a second, but the goal is to get them live as fast as possible, right?

[42:07] Because we talked about getting the payment, and that’s where people are like, “Oh, granted, it’s all a service, but you need to get something installed, you need it live,” right?

[42:15] They said yes, they paid. How fast can you get them live?

[42:19] For me, with Reviewly, it’s immediately. I can send them the next link to log in, connect their Google Business Profile, configure, and test, right?

[42:28] And then we send the first real request.

[42:30] They’re not buying software from my SDRs when we’re calling or we’re doing cold outreach.

[42:35] They’ve actually just installed, within five minutes, a working five-star review system, right?

[42:40] We want to get the engine running first, and then we tune it.

[42:45] Yeah, okay.

[42:46] Because they’re like, “Oh, well, I want to configure this.”

[42:49] Okay, well, let’s just get you up and running.

[42:51] Let’s send the first message, make sure it looks like you want. Then we can dive into connecting this or doing that or sending you the physical devices or things like that, okay?

The 14-Day Client Success Strategy

[42:51] But the client’s payment isn’t the result. A lot of people are like, “All I got paid,” right? No. The goal for you is to get them results.

[43:10] The result is the result.

[43:10] So I have a 14-day strategy that we use, and it’s very simple.

[43:15] Okay, it’s one day, one day seven, day 14. Okay, so today’s Monday in this recording.

[43:21] So we activated one on Monday, and I look tomorrow: are they actually using it?

[43:26] Okay, did they sign up with me and just walk away and then never do anything?

[43:31] From there, I wanna see if they’re actually using it.

[43:33] If I need to, I can call and follow up, schedule an onboarding, a training, whatever it is in the first week.

[43:40] Day seven, activity.

[43:43] What’s happening in the business?

[43:45] Okay, I wanna know, are they actually actively using it?

[43:49] I can tell when I sell Reviewly because they’re getting more Google reviews.

[43:54] If they’re not getting reviews, then I know they’re not using it, okay?

[43:57] And then day 14, what results have we gotten?

[44:00] What’s changed?

[44:02] You don’t call and ask like, “Hey, how’s everything going?”

[44:04] “You guys using the software?”

[44:06] Do your homework, okay?

[44:09] I didn’t think of them as a client until their first rebuild.

[44:12] Think of it this way.

[44:13] Just because you got paid to put them in the system, they’re not closed.

[44:17] They’re trying you out, right?

[44:19] You’re going on your date, you’re like, “Yeah, like, I don’t know if I want to, I just, you know, it was kind of there.”

[44:28] So what I do is I look first. I know their numbers, then I can have the conversation. If nothing happened between setup and when you reach out to them, fix the implementation problem.

[44:42] If something did happen to the sports center, the top 10, show them the wins.

[44:48] Highlight.

[44:50] That’s going to actually create your next opportunity because what you want to do is you want to be able to turn that sale into a client relationship.

Build the Relationship Before the Next Sale

[45:01] This is where the whole machine that I’m teaching becomes more valuable.

[45:06] You don’t want to try to sell everything on day one.

[45:10] I know everybody on this call probably has 17 different things that they can offer.

[45:14] I probably have two dozen.

[45:16] Okay? But if you are just starting out, you don’t want to try to sell everything on day one.

[45:22] You want to earn the ability to have the conversation about the next sale. Start with the one problem.

[45:28] We already talked about it. Solve it. 14 days, get them the result. And then what do you do?

[45:35] You go find the next gap.

[45:38] Because in that two-week period, you’re going to learn a lot about the business and the business owner. Are they actively doing this?

[45:46] Do they just say yes to appease you and they’re probably going to cancel, right? So I want to find the gap.

The Essential Service Ladder

[45:53] And I’ll give you guys a couple of different things that we use in my agency that’s very simple and also extremely relevant to what I’m selling.

[46:02] So with my essential ladder, we start at the bottom with the five-star review system, okay? We’re going to get them some results.

[46:09] Once I do that, I start looking into their Google Business Profile because where am I generating reviews?

[46:15] “Hey, who manages your Google Business Profile for you?”

[46:19] There’s some things that I can look at where not only am I managing it, but I’m creating Google Business Profile and social content.

[46:25] We have tools internally that help create that for them.

[46:28] And then how do you market those new reviews or the new services that you have or update?

[46:33] And then we start looking at those higher-end services where you can charge $1,000 a month or four or more, or four, you can charge four too.

[46:45] Those higher-end services now get into your SEO, AI visibility, lead generation for the business, maybe, hey, there’s some automations or processes that are in place, advertising, whatever fits your agency.

[47:05] The key isn’t, you need to have these specific services to ascend them.

[47:05] I’m just talking about my foot in the door. I want to earn the trust of the business owner.

[47:08] So they start looking at me as the actual consultant for their business.

[47:13] And the sequence is you want to get them in, you want to prove it, right?

[47:18] So you want to get them into your five-star system, you prove that it works, you help manage their profile for me, promote them and expand the reach of their business, right?

[47:30] You’re not going to acquire, for a lot of folks, a $2,000-a-month client on day one.

[47:34] If you’re an agency that’s been around for a few years, you can probably do that.

[47:38] But if you’re starting out brand new, and have been struggling for a long time, you want to acquire smaller clients.

[47:46] It’s like putting little seeds in the ground and watering the plants so it grows because you want to grow the relationship. That’s the biggest thing for us.

[47:55] And after you’ve made your big, simple promise and then fulfilled it, and we’re talking, this is a 14-day, two-week plan.

[48:03] If you can make this big promise that they want, you know, you’ve identified the problem and you’ve given them the goal, and then you do it, you’re much more likely you’ve built that solid foundation.

[48:18] They’re going to believe in you and trust in you when you say, “Well, this is the next thing,” or “Have you thought about this?” because you’ve already delivered.

[48:26] Yeah, you already have a—you have the reputation with them.

[48:26] Exactly. You’re somebody that actually has gotten them a result, and you’re not hounding them asking for a ton of money upfront, and you’re not making it difficult.

[48:55] Like my hardscape client, it was difficult. We had to go get and claim their Google Business Profile, go figure out where the domain name was hosted, because the other company actually took their site down.

[48:55] From there, they were never running ads. We actually—they had a Facebook page and Instagram that was dead.

[48:59] Now they’re—I mean, they don’t have 1,000 followers, but they’ve got a handful, a couple dozen followers.

[48:59] And they actually had somebody come in through an Instagram DM to them as well.

[49:08] Yeah, we don’t sell that. Sorry. It just happened.

[49:08] Our marketing—but like, you have to be able to just keep it simple, started, get them a result, and then earn the reputation and the respect that, “Oh, this is somebody that I can trust and then I can give more money to, to get more results” from there.

[49:27] And it all boils back to the ROI, right?

[49:27] What is one client worth?

[49:29] By knowing your prospects inside and out, you can relate to them, you can speak their language, you know their common, typical pain points, and then by looking at identifying the gaps, you know what your benchmarks are, right?

[49:42] Here’s my six gaps.

[49:44] You have four of them or three of them.

[49:47] I can close those gaps for you.

[49:51] Just give me five minutes.

[49:53] That’s it, from there.

The Simple Agency Growth Framework

[49:55] And I wanna bring everything back together, and then I’ll answer any questions you have.

[49:59] And I owe you guys extra time if need be, because I will drop it off my son and miss up on the time here.

[50:06] Most people make agency growth way too complicated.

[50:11] So number one, who can you help?

[50:15] Identify your market, identify your niche, learn about them, and then look for common problems.

[50:23] When we’re looking at it in our space, we’re using the 440, 100 rule.

[50:27] Who can you visibly identify?

[50:29] Well, when I have benchmarks and numbers, I know very, very quickly. Data doesn’t lie.

Use Data to Identify the Real Problem

[50:40] Quick sidebar and story here.

[50:42] I actually have one of my larger clients.

[50:44] We do lead generation for them.

[50:46] We generate 100-plus leads a day for this business.

[50:50] So we go out, we do all these other things, and then generate leads.

[50:53] And we started in like August getting like, “Oh, the leads are ****. Like, this isn’t working.”

[50:57] “Like, what are you guys doing over there?”

[51:00] Like, our cost for leads going up, contact rates going down.

[51:03] I’m like, well, the data tells me on our side, we need to dig a little bit deeper into this because your sales guys are telling you that the leads are terrible.

[51:14] But everything that we’re seeing on the data side is telling us something different.

[51:23] And, you know, now it’s like, it comes into the common story of like, it’s the marketing versus sales team, right?

[51:28] And I know some, so it’s a little bit different, but we’re like, the leads aren’t correct.

[51:28] People were checked out.

[51:30] So we’re like, okay, cool.

[51:30] Like, how many deals are they closing in a day?

[51:32] How many deals are they closing in a month?

[51:34] Half the sales team wasn’t even making phone calls.

[51:37] They were on vacation, they were on a company retreat, they were hung over, they were doing all the other stuff.

[51:42] And by us knowing the data, like two weeks later, after like this little hurricane that we had, basically said, yeah, you guys are right, I didn’t know who to trust, right?

[51:52] I’m like, well, I only bring you facts and data.

[51:55] I’m not like, when people say the leads are ****The number one thing is, look at the team that’s talking to them from there.

[52:02] And we were able to identify, “Hey, look, well, you’ll take your number one closer. She’s had a planned vacation.”

[52:08] She went back for two weeks.

[52:09] Anybody that’s below her benchmark.

[52:11] They’re not working right.

[52:12] She was gone for two weeks and she’s still one of your top performers.

[52:16] What is there else?

[52:17] So they dug in, they went, and listened to phone calls.

[52:19] Also, they fired three people immediately.

[52:21] They’re like, “We were losing every deal between three and six PM every day.” Because of—yeah, I was like, well, there’s, yeah. Yeah. Yeah.

[52:32] So I got the—I’m sorry, you know. I was like, all right, there’s a valid problem.

[52:43] What can you visibly identify? The prospect, right?

[52:47] Who actually has that particular problem.

[52:50] Well, if I hang my hat and follow the 440-100 rule in that niche, I can look anywhere and find that problem.

[52:58] And then give them a reason to respond. Quick, simple, easy messaging.

[53:02] And there’s a lot more outreach messages and examples that I cover on the full training from this.

[53:08] This is just a quick little short summary.

[53:10] Give them a reason to reply, and then enter in a conversation.

The Complete Process

[53:16] All my biggest deals I’ve ever had have not been, “Hey, hop on, let me walk you through the deck,” and relating to somebody, having a conversation, finding a common thread, and then showing them what the problem is, them trusting me, and then say, “Look, I’m gonna give you a simple path forward. Give me five minutes.”

[53:33] I can get you more five stars in the next two weeks. And then ask for the sale.

[53:39] That’s it. Yeah. Are you ready to get started?

[53:43] That’s—that’s my number one close.

[53:44] Like, “Hey, Vanessa, we just went through everything, showed you how we’re gonna be able to identify and get you started in the next five minutes, getting you more five-star reviews. Do you want to put this in place? Are you ready to get started?”

[53:54] Yes, and then you shut up.

[53:54] Vanessa: Oh gosh, being quiet, the hard part for me. I know, but I know.

[54:10] But let them sit there and think about it, and then don’t jump in. Like, if you go for five, ten, five seconds, I’ll feel like a minute, right?

[54:10] Yeah, just go there and just—you’ll cover your mouth if you have to from there.

[54:23] And then install it as fast as humanly possible if you can do it, like I can right there on the call.

[54:23] Yeah, cool.

[54:23] All right, so I’m gonna send you a link. Once you pay, it’s gonna take you to a page. It’s gonna create your account and we’re gonna log in. We’ll get you started in the next five minutes.

[54:47] And then I love that so much, the not waiting and like hoping they see the email.

[54:47] Yeah, so their attention goes and you disappear with it.

[54:47] One of the biggest lessons I’ve learned for my outbound calling team, and I actually went and met them in person a week and a half, two weeks ago.

[54:47] We did an onsite for my whole company.

[54:49] I had the executive team come out here, then we went and saw the SDR team.

[54:54] Our biggest gap in our process was, “Oh, let’s put the demo, get you on with the sales guy, and they’re gonna walk you through.”

[55:00] And it wasn’t me. We actually have a dedicated salesperson.

[55:03] And they were like, “Ooh, a Zoom call,” or “I don’t wanna talk to somebody else, why can’t you just do it?”

[55:11] Or like they didn’t wanna get on a Zoom link, or we had no-shows, or no-show rate was through the roof because their goal was, “Hey, I say yes, I get off the call. I don’t worry,” right?

[55:23] So the biggest thing is to get them to live as fast as possible.

[55:25] So when I said, “Well, can I get—if I could give you guys a process where you’re on the call, you understand the product just enough that you can keep the conversation, at least get them to try it and sign up.”

[55:36] And we have a process, ’cause we’re, you know, we’re cold-call businesses.

[55:40] If we offer them a no-credit-card trial in our company for 14 days.

[55:46] And could you do that?

[55:47] They all lit up.

[55:48] Like, you just solved our big—

[55:49] And they were afraid to tell us until we sat down in person, face to face from there.

Prove the Result and Repeat

[55:54] But now you get them in the system, you need to get them as a result.

[55:58] So prove that you can do what you said you can do.

[56:01] And then once you’re getting those results and you’re ready to then come back in and have the conversation of saying, “Here’s where you were. Here’s where you’re at now,” start looking for the next problem.

[56:16] Okay, from there.

[56:16] Yeah, you don’t—magic.

[56:21] Yeah, you don’t need another course. You don’t need more services.

[56:21] You don’t need another 10,000 leads.

[56:21] Here’s all you need to make your first sale: one market, one problem, one simple offer, find the reason to talk, a simple sales process, and then one result that you can deliver to that market to solve the problem with your offer that you can deliver.

[56:51] And then you do it again. Big, simple promise.

[56:51] That’s it from there.

Free Agency Playbook

[56:53] So as part of this, I’ll answer any questions that we have here at the end.

[56:57] I told Vanessa, I’m gonna give you guys a quick summary of everything that I taught to that coaching group.

[57:05] I have a link. I think I gave you the link. I can go find it real quick. I can go find it real quick.

[57:08] Don’t worry about—so I’ll give you a link to that training. No opt-in required. I’m not trying to like, you know, grab you guys from the list or anything like that.

[57:23] I’m just gonna pause it and get to that link.

[57:23] Um, no opt-in required. The fifth session will go live tomorrow.

[57:36] So like, this is something that we’re doing for real as we get in, and then I’ll put it in our Slack.

[57:36] Vanessa, let me just go find you real quick.

[57:36] Yeah, I think it came to my phone and now I’m on my phone.

[57:38] Yeah, I know, I know. It’s okay.

[57:40] I sent you a message on my phone that failed to deliver from there. I’m just gonna find you in my chat.

[57:45] There you are.

[57:46] That’s the link from there.

[57:48] And it’s my agency.

[57:50] All right, I’m gonna put it in.

[57:50] And it’s my agency playbook, okay?

[57:53] Right now there are two, three, four, five—there’ll be six hours worth of training on there for you.

[58:01] So if you’re a new agency, it goes through basically the long version of everything I just talked about in the last hour.

[58:06] Here’s exactly what I’d sell to get my first client.

[58:10] How to find the businesses that need your service, how to turn cold outreach into sales conversations, and then how to turn those cold prospects into paying agency clients, and then how to fulfill them to get them that quick way.

[58:28] So it’s everything that you need that we talk about today.

[58:31] And we talk about the scripts, the outreach, the niches, the Ys, the ROIs, everything in there.

Final Advice and Wrap-Up

[58:40] I highly recommend that if you’re on the channel, you subscribe.

[58:42] We put out some great videos and content from there.

[58:45] You’ll be invited to my school group and stuff like that.

[58:47] But I, if you just go watch those videos and put this in the place, you’re in a really good spot.

[58:52] It’ll work for any offer, right?

[58:54] But I’ve customized it and personalized it to what I sell because that’s what we do best from there in our company.

[59:00] And it gives a quick win, five minutes to five stars from there, and it’s easy.

[59:06] Jeff: So, Vanessa, what are your questions?

[59:09] Do we have anything else that I missed, or anything else that you want to talk about?

[59:13] Before we wrap up, and again, I’ll apologize for being a few minutes behind.

[59:16] Vanessa: Oh, I had it wrong on my calendar. That’s on me. I think I didn’t send you a—I didn’t send me an invite.

[59:22] So I put it on my calendar. Email—I just didn’t pay attention because I was out of my pockets.

[59:27] Yeah, I was actually at my daughter’s Parents Weekend for her first year in college, so yeah, so no, I wasn’t around a computer to do a—like, so everybody, I think I’ve sent everybody here.

[59:50] Yeah, I saw in the chat, and then I’ll, uh, you know, I’ll put it into—like, I’ll reply back to one person.

Key Takeaways

[59:50] So yes, this is probably—you’re gonna see a lot of parallels between what myself and Brian teach and what Jeff teaches because we’ve come up in this business together.

[1:00:03] What Jeff has been saying that I know sounds familiar is: don’t try to sell on your first email.

[1:00:08] Don’t send somebody to a cold link. Your goal is a conversation.

[1:00:12] We’ve been having a series in our training called the Call to Action Reply. Just try to get a reply.

[1:00:18] Any reply that’s not a cuss-cussie-out kind of situation, every reply is a win.

[1:00:23] Like, it’s better than almost anything you could get.

[1:00:27] Somebody hitting the manual act of hitting reply and typing with their fingers and hitting send, that’s a commitment.

[1:00:34] Jeff: Yep, that’s permission to continue the conversation from there, and I teach all of that in that training.

[1:00:42] You’ll see where I teach one thing and then the students go out and they have verbal diarrhea, like they just vomit all over the email.

[1:00:49] I’m like, did you guys not listen to me last week?

[1:00:52] Like, that was like, just kick him in the ****, like, so—and then we look and we test, we tweak, we change everything, right? And we always try to optimize from there.

[1:00:52] But what I taught you today has rung true for a decade—it, like, for, you know, decades of years, actually.

[1:01:26] Yeah, but for us, for a decade, because we’ve been in this niche for a long time, it’s the step-by-step process I walked through: identifying the market, the problem, the reason to talk, the data that you could hang your hat on to actually show them, ask them if it’s worth it to them to fix it.

[1:01:26] Because if it’s not, then why—why would you do that?

[1:01:28] Like, I’ve had my sales guys say, “Yeah, this guy was rude to me.”

[1:01:31] He’s like, “Oh, I can go build this myself.”

[1:01:33] And like, we—okay, then. Then he tries to poach me as a sales guy, like, “Hey, you’re pretty good at sales.”

[1:01:40] I do. Like, he’s like, “What was it?”

[1:01:40] Like, he’s like, “I would never work for a guy like that.”

[1:01:43] Most people are out there.

[1:01:45] So anyway, yeah, those are the big things.

[1:01:49] You’ve got the agency playbook. This is how to get your first sale. No cost to you. My gift to you.

[1:01:49] And I started talking last week, and, you know, I thought this would be a really good, healthy way to like, you know, give you guys some value up front.

[1:02:12] And then because it’s public, you can just go watch it. And then if you like it, subscribe to the YouTube link, right?

[1:02:12] Yeah, it’s literally just a playlist on my YouTube.

[1:02:12] And that’s what I wanted to share is that, like we talked about at the top of the call, there are folks out there that are spinning the most complicated webs to snare you to take your money.

[1:02:25] And boots on the ground, nobody does it more than Jeff, honestly, more than, you know, Brian did the ERTC.

[1:02:32] Oh, yeah.

[1:02:32] He was at a scale.

[1:02:33] Yeah.

[1:02:34] But that wasn’t marketing, right?

[1:02:36] Marketed to get the business, but actually, like agency work, it’s Jeff, guys. Like, he’s the realest real deal.

[1:02:36] So hearing it from him, and you’re so generous to give it away and share with our friends, yeah, it’s like why we had a conversation. Like, why don’t I just do this?

[1:02:36] So we definitely have a mutual admiration society.

[1:03:12] Thank you. So everybody, yes, please go, go like, subscribe.

[1:03:12] Yeah, I know my son—my son’s nine, and he’s like, you know, they’re all about being YouTubers and Fortnite and all of their stuff.

[1:03:21] And yeah, I know I could web is—he’s like, “Oh, wow.”

[1:03:21] He’s like, “You guys—I was like, yeah, your dad is a YouTuber. Did you not know that? We’re internet famous.”

[1:03:38] Yeah.

[1:03:38] Well, Vanessa, it was a pleasure talking with you. Thanks for coming on, everybody. Watch this. Go watch the training at your pace, but do something today. Go watch the first one, take the notes, go through, and if you have any questions, let Vanessa know and she’ll put you in contact with me.

[1:03:41] But I think everything you need is gonna be on that playlist for you.

[1:03:41] Vanessa: Awesome.

[1:03:42] All right, thanks, Jeff.

[1:03:43] I’ll give you back the rest of your day.

[1:03:44] You now have an open slot on your calendar later.

[1:03:46] I have an open hour in the middle of my morning now that I wasn’t aware of, so.

[1:03:50] All right, well go have fun.

[1:03:52] Thank you, everybody.

[1:03:54] We’ll see you, bye.