Kai Stone Podcast - The A-Lister Show transcript

I got with me a [ __ ] beast right here, y'all. $500,000 a [ __ ] month. >> Intelligent people fail in business, by the way. I think it's better to be dumb. >> Sales calls are [ __ ] losers that have nothing better to do with their lives. What kind of a loser would get on a sales call for an hour to talk about $300 decision? >> We give them a system that is a copype thing and we sell that [ __ ] for $297 a month. Dude, the cool thing about a low ticket recurring offer is that it opens it up to a market that didn't exist before. >> For a beginner watching this, if you don't have that feeling, you're not that locked in, you're [ __ ] >> I'm just going to be honest with you.

There's zero chance you make it. Literally less than zero. >> I've been trying so hard for so long to get a stranger to give me money on the internet. I shed tears my first the first time someone gave me $97. I was like, it's possible. It's possible. >> Product is now commoditized. Everyone has access to the same [ __ ] It's now about how good can you market and how good can you sell. My first question for you. How does it feel to be [ __ ] rich? >> Welcome back to another episode of the A-listers show.

We bring you movers and shakers, people doing interesting things. Today's guest is no different. I got with me a [ __ ] beast right here, y'all. Okay. $500,000 a [ __ ] month selling websites to contractors and small businesses all across the country. I call him the godfather of the 297 per month website offer. Introducing Mr. Kai Stone. >> Hey man, I appreciate you having me, dude. This of course seems to be a fun one.

I uh I've been watching I've seen your content actually for a while now. So, it's super exciting to actually get together and uh and do a pod. >> Thank you so much, man. I appreciate that. My first question for you, how does it feel to be [ __ ] rich? >> I don't know, man. Um it's it's cool. Uh there's really nothing I I just like the fact that I have freedom. Yeah. And that that's always been the goal, dude. And I know like obviously for you as well and anyone who's a beginner like trying to make money online, I I do think that that's like the main thing that people think of when they think of I mean >> the the whole point is to is is to have time for you, right?

And not and not have a 9 to5, not have a boss. So, um yeah, dude. That it's a really it's the best feeling in the world. And it's cool to know that I worked my [ __ ] ass off for something and I figured it out and and now we're here, dude. I'm I'm sure you know what that feels like as well. >> I do. But I want to know um what did you figure out exactly? >> I mean, do you What does that mean? What do you do? Who Who are you? >> Yeah.

High stone from Hawaii. No, I'm just kidding. But yeah, man. I mean, like like you said, we >> stone from Netflix. >> High from Netflix. Nimetime Netflix parttime part-time uh SAS guy. Yeah. >> But yeah, I mean we sell websites to contractors. We charge $297 a month. Um and yeah, I've said this before, but I had this idea. I was helping my mom like three years ago. uh she runs an Airbnb business and I just you know I made her a website and I hooked it in with a calendar integrate uh integration system unified inbox and I just watched how like she just picked up this software.

I taught her how to use it and she's still paying them like 200 bucks a month and I saw her do that and she had no idea how any of this stuff worked and it was a super simple software that was a onetime setup and I just kind of had that had the idea of like oh I could just do the same [ __ ] but for contractors, right? I don't know why I chose contractors. Uh, I mean, I had a buddy who was a contractor, but it was it was just the idea of how can I get somebody to pay me like a phone bill, like I'm electricity bill, low ticket recurring revenue that would allow me to have time freedom and then also not have this insane deliverable where I have to like build them all this [ __ ] and run their ads and and, you know, walk their dog and be their, you know, be their therapist.

It's just, hey, let's build out a system one time, as you know, websites, and let's just sell the same exact thing to everyone over and over and over again. And it's a system that genuinely helps them grow their business because like you know this but contractors can barely operate a computer. So you know how nice it is for a contractor to have like an AI automation that responds to leads. Lead follow-up as you know is like the most important thing when it comes to making more money.

How fast do you follow up with your lead their leads, right? So we give them a system for that. We help them rank on Google. We help them get more Google reviews. Um and overall we just help them. We give them a system that is a copy paste thing and we sell that [ __ ] for $297 a month, dude. And uh that's kind of how it all started. And now we're here, you know, two or three years later with god like almost 1500 active customers at uh at 500k a month.

It's crazy crazy just to to think about that, you know. >> Wow. When you got started, do you think that you were going to take it this far? Was that always your plan? >> No. No, I had no plan. The and we talked about this before we started recording. The plan was simply like how do I have enough money to not have to answer someone, not have to like ask someone when to take a vacation and literally just have like time time freedom.

Like that that was the plan, right? And then it kind of spiraled into this whole thing where I'm like, "Wo, like I really discovered something here." Because when I first started, everyone told me like, "Oh, you're an idiot. Like, this is this is not going to work. You have to charge more money xyz." Like, everyone told me that. Um, and a lot of people now are like, "Oh, dude, you're so smart that you saw this." I'm like, "Dude, at the time, I wasn't sure." Like, I kind of had an idea that this would work, but quite frankly, this worked way better than I ever expected, which which is super cool because like now I feel like the genius who had it all figured out, even though the whole time I really felt like a [ __ ] idiot.

Um, and and any beginner, you know, any beginner watching this, like they have to understand like don't set, yeah, we differ on this. I don't think you should be like, "Oh, I'm going to become a millionaire." It should be, "How can I replace my full-time income?" And then just just have that goal cuz again, like how can how can I just have my time and location freedom? That is the most important thing to me and it still is now generally.

Yeah. >> I want to know about your journey. So, take me back through because I'm sure it was always really easy for you, right? >> Yeah. Super easy, dude. Yeah. Never any struggles at all. [ __ ] from from 0 to 500K in 30 days. >> Easy. Easy. >> Um, but let's go back to those early dark days when everything was was a struggle and you just got into it. Someone probably maybe uh said this was going to be easy and then now you're in it.

Now you're trying to sell stuff. Now you're experiencing the doubt, the the um the fear wondering if what you're doing is is right for you, if you made a mistake. Take us back to those days. >> Yeah. Yeah, I I definitely do. I I love that. Um, I I I love I love hearing about people's up like up like up and cominging stories, I guess, cuz there's there's just so many commonal commonalities, right? It's like everyone goes through the same [ __ ] number one.

So, like if you are a beginner watching, I know a lot of your audience like is trying to make money online. You just feel super stupid. You feel like everyone knows stuff that you don't. Um, you just honestly question everything, every single decision, and you have this like a lot of people have this fear of making mistakes. I never had that. Um, you have to be very willing to look dumb just repeatedly for a long time.

But I mean, dude, like it was literally me in my mom's house, working 12 hours a day, all day, every day, watching videos. And again, people are like, "Oh, you should grind for 16 hours a day." Bro, nobody's [ __ ] grinding for 16 hours a day of deep work. It would be, "Okay, cool." Like maybe four to six hours max of really deep focused effort. And the rest of the time I'm learning. I'm on YouTube. I'm watching uh, you know, I'm watching guys like you.

I'm watching guys like Alex Ramoszi, Chris Williamson, Mike Cooch, Pavl, all these guys who like are doing the same thing as me or are just in business in general because it's like you can only put in so many hours. So, I would do that and then I would maybe do a little workout or something and then I would just go watch podcasts for another 6 to 8 hours because I just wanted to like think like these guys and and um and yeah, man.

I mean, and also like doing the boring work, dude. Like everyone sees me and Mike now at 500K a month and like I'm over here chilling. I don't really have that much to do. Mike, you know, we have a whole team. But like the amount of things that we did to win in the weeds was crazy. I've done thousands of sales calls. I've done thousands of client onboarding calls. I've done thousands of cold calls. Uh I've I've scripted and filmed thousands of ads, right, before we ever found [ __ ] that worked.

So there's a there's a huge gap in what people see now, like a finished product versus what it was actually like back in the day, do because that [ __ ] sucked. But like I just told you, it's also one of the best things ever because you had to look back and be like, "Oh my god, like I really made this [ __ ] work." And um I would say the coolest thing you asked me earlier, how does it feel to be rich? Like money is money.

What feels cool is the confident and like how do I even explain this? H the confidence that I figured the [ __ ] out myself. Nobody helped me, right? And I say nobody helped me. Of course I had help along the way, but I'm the one who bashed my head into that goddamn wall until I until I broke till I broke, right? So uh yeah, dude. I mean that's that's the coolest feeling. It's just the I have this new sense of confidence now that I finally figured this out.

And I'm sure you you you do as well, right? anyone that's gone from that place of having no idea what they're doing to being, you know, somewhat successful like we are now, uh there there's a new level of confidence that you build and you kind of take with you everywhere you go. So, I'd say that's the coolest thing about being rich. >> Yeah. Yeah. >> Uh the Rocky cut scene is 30 seconds, but anyone that's ever trained boxing or martial arts or [ __ ] hit the gym at all, they know that it is it is not glamorous.

It's could be years in >> years of waking up every day of dealing with injuries, of dealing and and the business side of things has their equivalent of that. >> And um I think anyone that's ever actually done anything successful or done anything worth talking about has gone through that similar story. >> Everyone every I don't think I've ever met a successful person ever who has not gone through a very very similar story than that.

Honestly. Yeah. And you know the couple things that stand out is first of all you hear um people that give up after like 50 or 60 or 100 sales calls. You've done thousands. >> I mean I don't even I think they give up way before 50. I think they give up before one. >> Most people do. Yeah. >> And um I personally have made thousands of sales calls. I've done probably I've done in the thousand two to three thousand onboarding calls because I used to do a a worse offer.

I was doing a $97 per month offer. I've done thousands of sales calls, thousands of onboarding calls, and entrepreneurship is literally waking up every day, banging your head against the wall, and hoping that the wall breaks before your head does. >> Literally, >> and chewing glass, and then and asking for more. And I think there's so much on there online, I'm probably guilty of this, honestly, of making things seem easier than they actually are. >> 100%.

And um for me, I loved digging into the pain, digging into like what it took to actually get here, especially in the age of AI where you have people that it's so easy to get like part of the way done, so easy to clone somebody's ad. It's so easy to clone somebody's funnel, but what you can't clone with AI is the work the work ethic, you know? You can't it's so easy to just start a project. And um that's why uh it's never been easier to win, honestly. >> 100%.

And and dude, I think the most important thing, especially for someone that's under 10K a month or or just struggling online, and I just remember this was the biggest thing for me is how do you get your first couple clients like that, dude? Again, I know you have a school community. I have a school community as well, but I just see this giant difference in the in the kids that come in and they don't over complicate [ __ ] They just think to them themselves, how do I have the bare minimum uh capability of building like a product?

So, a website, a voice AI bot, you run meta ads, whatever you're selling, it really doesn't matter. It's just like I generally have an idea of how I can give this to someone and sell this to someone and then they go get one, two, three, four, five clients and and then if they just can do that, dude, the success rate must I mean again I don't have the exact numbers but I have a school community and I see it every day the the rate of success that someone has when they can get their first, second, third client, even if just getting to five clients skyrockets.

So when we're talking here talking about, you know, business strategy blah blah blah blah, it's how do we get someone their first five clients? I genuinely believe if I can do that, like most the majority of people will succeed, right? They might get stuck at 5 6 7 8 9 10K a month, but dude, if you're making $5,000 a month um and working for yourself, that's I would argue way better than having any, you know, normal job.

So, uh so yeah, I mean, how how did you get your first couple clients? And then I'll I can tell you how I got mine cuz that's I I think you would agree for a complete beginner that's the scariest part is how do I get a stranger on the internet to give me the credit card and pay me money. >> Yeah, >> honestly. Yeah, I remember pretty clearly because when I first discovered High Level, it was my own business. I had a pressure washing business.

And so my journey is I started as a pressure washer and I grew my business using meta ads and this tool called High Level that was like for anyone that's ever had to do marketing before, it was like a saving grace. And I was doing marketing for my pressure washing business. And so I grew that company in our first calendar year. We did about half a million dollars. I sold that company last year. I'm out. But I took what I learned from that growing that company and I wanted to help other businesses.

And so, um, I I literally was I remember thinking to myself that this was so hard and I was literally cutting my teeth. I'm like, I'm going to sit here. I don't care. I'm going to make these people listen to my sales pitch. I'm going I don't care if I lose a few thousand dollars this month. Like, I want this experience. I want to figure this out. And so, what I would do, because I I didn't know what I was doing, is I would get on sales calls.

Um, I would at first I tried to, hey, uh, you would you can start a carpet cleaning business. This is my first offer. Carpet cleaning business in a box. Okay. And I want to sell for like $3,000. >> This is all using Go High Level, right? >> Yeah. >> Oh, yeah. We use that too for everything. Yeah. >> Yeah. Exactly. Go High Level. Um, and so I wanted to have a carpet carpet cleaning business in a box and it was like uh you get a website and like these automations and uh some training on how to like what equipment you need and it's like $2,000, $3,000.

So, I'm running ads and not a single person would buy. Uh, but I would go on these sales calls and like I couldn't make it work. And so, I'm like, well, let me try a $97 per month offer. And so, I'm sitting on calls with absolute brokies trying to sell them on $100. And I remember I got my first and it was crazy. I would have eight to 10 sales calls a day. Like two or three of them would show up. One of them would show up.

The ones that did show up didn't know who I was or what they did, what I did. And so I eventually um got my first 10 clients in one month and that was so cool. I made a video about that actually and I was like that was kind of cool. People congratulated me, tapped me in the back, but the thing is like the next month they were all gone, all of them. And um so I gave that a rest for a little bit. But then um one day I decided to try a webinar and like those same instead of having eight calls back to back.

I just told those same people to go to a webinar and uh and I would do that same webinar every single night and that is a method that I called the nightly webinars and that's how I scaled from zero to 190 days. Um but it it's it was never easy. >> Those first couple clients are the hardest though by far. By far by far >> because it's it's such a mentality shift when because like again like you talk about you did all this stuff after that but you knew it was possible because you did it once before and then you also did it with your pressure washing company right you got a stranger to pay you money for pressure washing just that just that switch of like oh my god I got somebody to pay me money for a service that I am solely responsible for providing >> my first client man I I I think I I think honestly I'm admitting this in front of in front of on the internet right now I shed tears my first the first time someone gave $97. >> Yeah, >> that's not even exact.

Like I I I've been trying so hard for so long to get a stranger to give me money on the internet. And that first client I was like, it's possible. It's possible. What's that analogy when like the rat, you know, the rat, you put a rat in a in a glass of water, right? >> Yes. Yeah. >> Do you know what you want? >> I know. I don't know. No, go ahead. I don't know what. >> So, you put you put you put they put a m a mouse in a I don't know if it's true or not.

Hopefully, it's not because we shouldn't be killing animals, right? But they put a mouse in a bucket of water and then they tread water until he died and they timed how long it took them to to to actually give up and die. >> Tragic. And then uh another group of mice, they took these these mice, they put them in the water, and right before they're about to drown, they picked them up and they saved their life and they put them back in the water.

And what they found is that the ones that they took them out and put them back in, they held out not like twice or three times as long, but like 15, 20, 30 times as long because they had hope because they realized that that that that you know there's it's possible for me to do this. And so the power of hope is so strong. And once you realize something is possible, you think about the the four-minute mile that gets broken, right?

Just the floodgates open at that point. Everything becomes possible and new realities open for us. It's so true. And the funniest thing, bro, is from everything I've gone through, me me and Mike, my business partner, of all the cool [ __ ] that we've ever done or all the success we've had XYZ, the coolest moment of everything times 10 is getting that first client. Yeah. >> And I didn't I didn't even pay me. I got a twoe free trial. >> So, it's just like it's the craziest thing.

And that's why I love like doing podcasts like this and and having a community where, you know, I help beginners make money. Same with you. Um, just copying the same [ __ ] I'm I'm obsessed with the first uh 6 months to a year of business. I'm obsessed psychologically by it by the people who fail and the people who uh make it. I think it's all so interesting cuz there's no excuse. All the information is there, dude. Um and that's why I think it's so cool cuz I don't even know why I think it's so interesting.

I've just always been interested in the psychology of business, people failing, people making it, why some people are successful and why some people aren't. And uh and yeah, man, I I' I've really boiled it down to the number one thing is how fast can I help them get their first one, two, three, four, five clients? Because just like the mice, they're like, "Holy [ __ ] I see $97 in my bank account. It's possible." And that flipping that switch for people is is so crazy.

So, if we were going to get super technical with it, like if like what do you think the best way for beginners to get their first client is? They never they've never made money online. They know they want to sell websites or let's say they want to sell a voice a bot. Doesn't matter what they sell. You know that sell one thing. Do you think cold calls is the best? cold email, walking into businesses, cold SMS, ads. What do you think the best way for a total beginner who's never made money to get the first client is because I'm very curious to hear your take on it. >> I probably have a very different take than you.

Okay. Um, for me, I I only do what I've known. I've uh I have done cold calling. I've tried cold calling for one week. I called five or six hundred people. I got like two clients. I'll never do it again. >> I've only ever gotten clients from meta ads. Yeah. >> And so the highest leverage thing. >> But what if you didn't know how to do meta ads, though? I learn. >> Oh, you learn. Okay. >> I would I would invest my time and energy in learning how to do meta ads.

That's how I would do it. >> I don't totally differ from that. I think meta ads are fantastic. I just think that if you have no money cuz I think I mean I'm correct if I'm wrong, but I'm assuming you had some kind of capital to work with. >> Yes. Yeah. I mean, at the very least a credit card. >> Yeah. I mean, but then that's >> Yeah, it is. And if if it goes wrong, like it's not not good for you. >> Yeah. I agree with you though.

I think I think meta ads is the best way to scale. I just think that if you're super if you stutter, you're not confident, you don't really know what you're selling, I think people will lose a lot of really good leads running that ads. Yeah. So, that's why my take is do some kind of cold outreach, whether that's cold calling, uh cold email, I don't care what it is, >> but I think cold calling is the best because you actually have to talk to people on the actual phone and get good at speaking and talking about your product. >> Um, I think if you have money, I think bar none that uh meta ads is the best way to get your first couple clients. >> Yeah. >> Um, but yeah, let's let's get kind of technical with it.

I want to know um I want to know like when somebody joins your your school community cuz you got a ridiculous school community and um and if if you haven't seen it already like there's probably a link in here or just find Kai's school community and like there's a little intro video on there. It's like two three minutes four minutes and it walks you through step by step exactly what's in his course. And the cool thing I like about his program is the amount of value that he gives you.

Um, just for like the signing for your free affiliate, like signing up for the the software that you need anyways to do this thing, which makes the amount of value that he gives you like ridiculous. It's free. Um, the way you break it down step by step structure-wise. I mean, there's there's no higher value than than stuff that you offer. what I think I think the step by step is important just because that's the way my brain always worked is I I look at all this content online and all this all these I hate to call them gurus because I'm doing the same [ __ ] now but all these guys on YouTube and I'm like that's really cool that's really cool that's really cool and I really struggled to put everything together in like a sequential order so I thought you know when I when I made my course and stuff number one I just literally was like hey this is exactly what I did you can just copy my [ __ ] we'll talk about that later there's a big difference between cop yeah copying my [ __ ] right copy copying something word for word and like you know using my inspired and learning, you know, >> inspired and learning.

Yeah. Yeah. But like the way that I Yeah. The way I always function was like, yo, I need a stepby-step program. >> Um, and I know you have something similar, but but that's that's just the way I thought about it was I'm like, okay, let's really go back to everything it took for me to hit my first $10,000 a month in order. What were the exact steps I took? And then I just filmed it. You know, it took me like, I don't know, 40 or 50 hours to film everything.

But, uh, but yeah, I just I enjoy helping the previous version of myself, right? And and especially in that 0 to $10,000 a month mark where everything's so clustered and is so so hard and that's where most people quit. That's that's where I get the most joy from. Dude, I I [ __ ] hate my agency now. Like genuinely. Um thank god I have a great business partner, but but really doing the YouTube and the content stuff is what I enjoy the most.

Um one thing I found one thing I found interesting about your YouTube channel and if you're seeing me and for some reason you live under a rock and don't know Kai, um go subscribe. But one of the reasons why I was uh you know I subscribe to you and I like your content is because the amount of transparency that you provide and I try to do the same thing. So I think people that have seen my stuff they think like holy [ __ ] I can't believe he's showing this stuff um on his YouTube channel and people are kind of surprised by that and same thing with you.

So um yeah what is that what is your thought behind thought process behind giving away so much value for free on your YouTube channel? >> Yeah that's a really good question. Um we spoke about this earlier. I don't think it really matters. The thing is is like I could give everyone everything. 95% of them will still just not do [ __ ] And then the 5% that truly make it and really are successful, like they were going to win anyway.

Whether they found me, whether they found you, whether they had no information at all, there's just a certain type of person that I've realized is just going to be successful. And I' and I can pretty much pick them like like with 95% accuracy when I talk to them cuz they just have this mindset. It's >> I want to know about that. Like when somebody comes into your world, uh how can you tell that somebody's going to be successful?

It's it's really they they come in with one or two questions and it it's the next steps, the actual next step. So, for example, someone comes in and says, "I don't have a client." All of their questions are based around how do I just get a client? Right? Because they know that's the that's their biggest bottleneck, right? A theory of constraints, the only scientific thing I've ever paid attention to. The way that you scale a business is you wake up every day, look at the biggest constraint, and you simply attack that one singular [ __ ] constraint.

Nothing else. So, when I see people come in, they know their constraint, and then they only ask questions about that constraint. They don't ask me anything past that. So, for example, uh let's say you're selling websites and you come on one of my calls. They literally ask, "Hey, Kai, um what's the best way to get my first client? Would you recommend co- calling meta ads?" And then do I show them the website? Like, what's the exact process of how I get that first client?

They don't ask me, um, you know, how to do the onboarding call. They don't ask me how to build the website. They don't ask me how often they should check in with the client. They don't ask me what payment processor use. They don't ask me like, they don't ask me any of that [ __ ] It's this simple. Here's the biggest problem that I know I have right now. And they ask me, "How do I solve that?" And then that's it. They leave the call.

They literally get their question answered. They leave the call. They come back to the next call with the implementing all the advice. And then they ask the next question. Cool. I got a client. How do I build the website that I promised this client? Cool. They go build the website. Okay. How do I do the onboarding? They just they can they clearly look at the theory of constraints and they only attack the biggest constraint.

And that's to me that that's what I've seen with the most successful people is they don't like I got one question the other day. Somebody was asking me about like uh I don't know like how to like write off their business for t like some crazy complex question that had I was like you're not going to pay taxes. You're broke. Like you're going to make no money anyway. Don't worry about that. Right? I didn't pay tax in my first two or three years cuz we made no money. >> But like they ask these questions that are so far down the line where I already know this guy is overthinking everything.

And they're overthinking. They're never going to just wake up and there's some thing on YouTube [ __ ] maxing or something. I saw a video about that. I'm like that is really what you have to do. And that's how I know when someone's going to be successful. They don't they don't ask me questions 20 steps down the line. They ask me one or two questions, they get them answered, they leave, they come back with the like implemented the advice, then they have more questions about that same thing.

Um or it's the next step in the process. That's what I see every single time. And to get really technical, most of the time it's people do a bunch of cold calls, they figure out how to get good, and then they do exactly what you said, which is that then they run that ads. And product is now commoditized. Everyone has access to the same [ __ ] Um, so you know what we sell, websites, go high level, all that stuff. Um, like everyone has access to the same the same exact actual product.

It's now about how good can you market and how good can you sell. And especially the AI, dude, everyone can build the same [ __ ] It used to be about your product. Now it's really about how how well you can sell. I don't know if you agree, but that's what >> Yeah, I do. But I think it goes a step further and some people people something that people um don't talk about, which is churn. >> I didn't even understand it when I first got started.

I'm like, "Oh, I brought in 100 clients this 90 in 90 days." I'm like, "So, every 90 days to bring on 100 clients. That's going to be in one year I'll have like 400 clients." And then I'm like, I got to the year. I'm like, "Where are my clients?" >> But wait, can I say one thing though? The fact that you didn't even think that far ahead is why you are where you are. Cuz I never thought about churn either. Do you want to know why?

Cuz it didn't [ __ ] matter. Why does churn I hate questions about churn. We can talk about it though. I love it. >> Why are you asking me about churn, bro? You don't have a single client. So, that's what I mean by that. Right. When somebody comes in and asks me about churn and they don't have a single client, right? I'm like, your your mindset's already wrong. And I love that you just said that because I had the same I didn't think about churn till a year in, maybe nine months in, it didn't matter, right?

Cuz it I just that that that problem, I'm not going to be able to solve that problem if I can't get customers in the first place. >> That's that's step two, not step one. >> You think about churn, um, and that's something that every business owner, every subscription based owner, and you have to understand this, and one of the things I want to do is like really bring light to the the the difficulty and the pain that it is to run a business.

And one of those things is keeping your customers and delivering those customers at a high level. And so churn's a part of that. But the cool thing about churn is if you understand acquisition, you have unlimited shots on goal. >> Exactly. >> To get churn, right? Because even if you lost 100 c if you brought on 100 customers in your first month and you lost 100 customers the next month, well, if you can bring on 100 customers the next month and you can keep two customers, then the next month you can keep four.

You know what I'm saying? So like you can always fix that as long as you are well the trick really is is being break even or creator on a on on your CAC on the front end. >> Everyone watching this should should take a second though because what you just said is absolute gold. That that is probably one of the best things we've said in this whole podcast is understanding that and so many people get caught up on churn. It's one of the biggest things I see is like >> you have to focus on acquisition first.

Churn will get better as you get better. Yeah. Right. And um yeah, dude, I love you. Just >> one thing that you you said too, and I think you know um it's one of those nuggets that I think people that are experiencing different problems will catch it at different levels, >> but one thing you said in one of your videos, it was like, let me show you how this works. And you you took like 10 clients on a sticky >> Tetris block.

Tet I think about like Tetris Tetris blocks. Yeah. >> So like if you bring in 10 clients and let's say five of them leaving your first month, >> red blocks, that was a red block. >> There's like red blocks and green blocks. Red blocks represents bad customers. Green blocks represents good customers. And let's just say terrible month. You lose half of your customers in the first month. Okay, those customers are terrible customers.

They are broke. They're never going to stay. You have five now. Five people that love you and they're going to be with you for the rest of your life. And then the next time, okay, you bring in 10, but five uh went away again. Well, now you have 10 customers that are going to be with you for the rest of their life. So, you stack the good customers over a period of time. But if you're always bringing on new customers, you're always going to have a high level of turn because it's like constantly shaking the tree and all the let all the dead leaves fall off. >> That's it.

That is exactly right. Yeah, that's exactly right. And and >> and I think people don't realize that until they experience that themselves. They're like, "Oh, that that's interesting." >> Yeah. And like you said, as long as you can acquire customers and as you get better, there's going to be more and more green blocks. That's why it does like dude, my brain is so simple. Like that's why that's why I'm good at speaking to beginners in general because I I I just I think very simply, and it's just green block good, red block bad.

And you I just know that if I keep stacking, I keep stacking, keep stacking, as long as you can acquire, you're just going to keep stacking green blocks. And that's where the whole idea of low ticket recurring revenue came in. If you have 10,000 $10,000 a month coming in, um let's just say that's roughly a h 100 customers paying you 100 bucks a month, whatever, like the the the level of stability that you have with that business model versus having two or three customers paying you $3 to $5,000 a month, you lose one customer like with a 3 to 5k a month model, 30 to 60% of your business is literally gone overnight, dude.

So, I always love the the stability that low ticket recurring revenue brought. And that's why I love go high level. That's why we use it for everything. That's why like in the school community, that's why I give all that [ __ ] away. It's just there there's no better beginner business model. I would I would argue anything than low ticket recurring revenue because it's it's easy to sell, it's easy to deliver, and you just learn so much about business, dude.

And you you know, you you had the advantage of building the pressure washer business. Now, while that's a whole different business, you still learned a [ __ ] ton about business. >> So, you know, you put you against someone who's never done anything like you're going to crush them even if it's in a completely different industry because you have the business experience, right? So, so yeah. That's something important to understand is like um I recently made a video talking about how I went from 0 to 100 in 30 days with my new sales um with my new product and we didn't even do a single sales call. >> That's very impressive by the way.

I've never I've actually never seen somebody make that >> talk about it. That's crazy talk about it. But um thing is that people see that and they're like uh oh it must be so easy. But the fact is it was a lie. It was a lie because it didn't take 30 days. I've been grinding at this [ __ ] for a long time. like it takes a lifetime to become an overnight success. People people don't understand that. >> Yeah. And and and that's why I think it's very helpful.

Uh this goes back to what it takes to get from 0 to 10K those first beginning months because again that's that's what we're here to talk about, right? Because it's it's so cool. It's just so interesting. But that's why I would always go and watch those podcasts. uh you know, watch people like you, Pavle, uh Alex Rossi, Chris Williamson, all these guys who are in the mindset entrepreneurial space is because I'm like I know that there has to be like the whole mindset [ __ ] is usually [ __ ] but I'm like I know there has to be a mental component of why some people succeed and why some people don't because again all the information is there.

So that's why I would spend so much time doing that. I just wanted to like think like them and and like like and kind of embody that mindset. >> Um so so yeah and and part of that mindset is them repeatedly saying what you just said like Rome was not built in a day, right? this [ __ ] takes time. And I would watch that so much when I would go back to my desk and I was just [ __ ] up everything. I'd be like, "Okay, it's okay.

I just saw Alex Ramoszi tell me on a podcast yesterday that it's okay to fail. Like, you're going to feel like an idiot." And having that mindset and and understanding that at a high level made all the failures, all the time that I messed everything up, it didn't it didn't really set me back cuz I was like, "Oh, this is what hard feels like. This is normal." And I only understood that because of all the podcasts and all the people that the people that I surrounded myself with, right?

Obviously, I couldn't meet them in person or talk to them in person, but watching their content is the second the second best thing. >> So, so yeah, I think that's a huge mental component of of the people that are successful and the people that aren't as well is understanding when you mess up, that's what hard feels like. It's meant to happen and you just have to keep going and you will get better. Like, if you do nothing else, if you don't even learn at all, you will just get better doing the same [ __ ] over and over.

Like, you will just naturally get better. If you don't, I don't know, but you should. >> Yeah. I had a a mantra that if somebody else has done it, I can do it 100%. I agree. It's crazy. Like that's so simple. But like sometimes I'm like I'm like, "Well, uh I don't know if I'm smart enough. I don't know." No. Like that person is she just does the thing. He presses the right buttons on the keyboard. He clicks the right things.

He just does he talks to this this person. He says this words. Like I could do those physical things. I never had that. It's f I always thought that everyone else had something I didn't. I don't I don't know why. I don't know where that came from. Um, uh, Pavle was the first guy that I I mean I always had that with with everyone I ever saw on YouTube. Um, it was meeting Pavle specifically in person and realizing like I always had him on this pedestal like he was some god.

And that being said, the dude's a [ __ ] genius, right? He he is an absolute like legend. But just like like meeting him and realizing like this is a dude who doesn't have anything I don't have. He's just worked really really hard and he's very intelligent and he he's just he's failed way more than me. and just be able to talk to him in person and be like, "Oh, like we're just talking about normal stuff." Like, "This is a normal person." That was the first time I was like, "Oh, I can do this shit." So, really understand that me and you are nothing special.

We've literally just worked at this [ __ ] And and I think that's huge for beginners as well is understand like, bro, there was a time when I didn't know [ __ ] I was just as dumb as whoever's watching this. Same with you, right? Like, I felt like an idiot constantly every single day. Just dumb [ __ ] Like, not just not knowing anything. And giving yourself permission to suck, I think, is extremely important. And there, this is why intelligent people fail in business, by the way.

This is why I I I think it's better to be done. Intelligent people hold themselves to this unbelievable standard that they're never going to live up to. And as soon as they make a mistake, they get shaken. They feel like they're too smart to be to to make a mistake. I had a friend like this, highly intelligent, tried to do the same thing as me. Failed because every single time he made a mistake, he felt like he was he felt like he was as dumb as me cuz I would make the same mistake.

And I could see his mind getting upset because he he had this feeling of I'm too smart for this. And it doesn't matter how smart you are, you're going to hit the same roadblocks as me, dude. Especially when it comes to business. So, giving yourself permission to suck and understanding like no matter what, no matter how smart you think you are, you're gonna have to learn the lessons the hard way. Just like me, just like you.

Um, that and then also not understanding that me and you have don't have anything that you don't have. If you're watching this, also another important thing, I had that insecurity for a long time until I finally started meeting people that were hyper successful. I'm like, "Wow." Like, you guys are normal. Like, you guys are hardworking, intelligent, smart. Like, you did the thing. But like I can do that. That so I really had to meet them in person.

And that's a that's a big testament like you should you should try to surround yourself with people who have done bigger [ __ ] than you. >> So another time I experienced that was going to the high level conference when I first got my award. By the way, stupid [ __ ] award. Okay. I I I when I started to get a little bit of traction on this high level thing. Um I realized like I never I was I saw I always saw the Click Funnels award and stuff and I always thought like well that's for like a different kind of a human.

It's not for me. And then one day I started getting some traction. I'm like, I might have a chance at getting one of these stupid awards. And like I didn't even I I call it a stupid [ __ ] award cuz it's so meaningless, but it's so like important to have a goal that you pursue. And so, um, >> you want to show it? You want to show? >> Yeah. This this this stupid [ __ ] award here. >> I I would think it's funny because when I first started out, I I looked at that and I idolized that same award that you have now. >> I knew it was stupid.

Here I am like three years into it and um and like I don't even want I don't even apply for them anymore. Um but um it's important to have it's important to have that. But my first year I felt it was like one of the biggest accomplishments in my life because I felt like I I willed it into existence the amount of hard work that it took to get to get this thing. But when I was in the room the waiting room for the award ceremony thing before we go up and receive the award all of the sudden I didn't feel so special. >> You're like all these other [ __ ] did this too? all these other [ __ ] [ __ ] >> right?

So, you got to the room that you're in is so important because I'm like, well, I don't want to be like average in this room. I want to be like, you know, any any room I want to be like, you know, so that that's a funny thing cuz everyone says like surround yourself with the five people you want to be like or successful, blah blah blah blah. Um I I don't want to say I cut off my friends cuz I still have all like I have a lot of friends from day one, but I didn't hang out with them.

And it was nothing wrong with them. It was just that when you're in that complete mindset of like I need to be successful. Uh they all had jobs and there's nothing about bashing them, nothing against them having jobs. It's just when we would hang out, the conversations wouldn't be about business. And I knew that I had to only surround myself with business, money, and like figuring this the [ __ ] out. And the only people that I could get that with at the time cuz I was living with my mom and Maui were online podcasts or online content.

So that's one thing very important. Everyone's like, "Oh, sometimes you have to cut off your day ones." It's like, you don't have to cut off your day ones, dude. If anything, keep them close because those are the guys that love you before you even ever had money, right? So, like my day ones are still my day ones. I love those guys. It's just when you're going through that period of extensive growth business-wise and financially, and they're not.

And again, nothing wrong. They're just pursuing a different path. You have to like kind of cut yourself off from that because every piece of content, everything you consume has to be about how do I reach my goal? Everything. You're in the shower, you're taking a poop, you're on a walk, like you're watching a movie, you're watching a podcast. It has to completely consume you. And that's how I believe that's how me and Mike were able to do this [ __ ] in like two or three years is like you have to be all consumed by it.

Otherwise, like if you just think this is something you're gonna casually build on the weekend like a weekend warrior and you're going to go drink Friday, Saturday and snort some coke on Sunday. Like dude, like that's not going to work. Trust me, I did it. >> Unless you're K. >> Unless you're me. Unless you're me. But but like you know, we talked about your mindset right now. You're so focused, dude. And that is such a beautiful thing.

And uh yeah, you should hold on to that because that that >> is a gift, you know, that that sometimes it's good to be reminded as as uh as as much as hard as it can be like when you're all day in it like really in that like flow state. Um it can feel kind of uh it can feel tough, right? But it is a gift to to have that drive. >> And I remember that. >> Yeah. And I look back on those those first couple years and it's like the worst but also the best experience of my entire life.

Like >> uh where you're at now, I know we talked about this. I fight constantly every day to have the feeling that you have right now because now now that I've not made it, but like I've made enough money to where I don't I don't I don't really want to pursue more. I don't see the point. Um I I miss more than anything that feeling of waking up in the morning excited to wake up, excited to get to work, excited to build.

Like I don't have that anymore. Like I'm kind of just maintaining and nothing I would love nothing more to have that fire back in me. And I'm that's quite frankly something I'm, you know, struggling with personally and trying to figure that out cuz um yeah, man, that but for a beginner watching this, that's the feeling you have to have. If you don't have that feeling, you're not that locked in, you're [ __ ] >> I'm just going to be honest with you.

There's zero chance you make it. Literally less than zero. If you can't be obsessed with it, >> you're not you're not going to make it, dude. Zero chance. >> Yeah. >> Let's talk about my no sales call method. You want to hear about that? >> Yeah. I Dude, so for anyone listening, uh I've talked a lot of [ __ ] about no sales calls. I because I've never I've seen people try to make it work. Um, and people in my community ask me all about that all the time.

I'm like, "Bro, good luck." I'm like, "I've never seen someone make it work." I didn't even know that's what you did for I don't know. I don't know why I didn't know that. Um, but yeah, dude, tell me about that. It's okay. Actually, >> here a couple epiphies. Okay. Couple epiphanies. Number one is I thought about McDonald's, >> multi-billion dollar company. How many sales calls, how many high ticket closers do they have on their team? >> Zero. >> Zero.

Why? because they have a very clear value proposition and it's a great offer. Decent burgers for a decent price. That's what you get, right? In fact, they don't even have cashiers anymore to ask you if you want fries with that, right? They have a robot. Um, but really, if it came from the frustration of managing of having my high ticket salesperson as the um or my salesperson as the bottleneck of my business, if he had a bad month, if he had a bad month or if he's has some personal stuff going on, my business suffers.

And um so when we moved from high ticket to low ticket, low ticket month to recurring um we tried sales calls for the first week. I'm like, well, let me give them let me give them an option. Check out or if you're not ready, book a call. The first week I did that. When I tell you that the people that booked sales call were [ __ ] losers, it would not be an exagger. Let me let me explain this to you, okay? What kind of a loser?

And I I'm no shade because I know you do this. I know your customers do this. >> I'm like, I love sales calls. >> What kind of a loser would get on a sales call for an hour to talk about a $300 decision? >> A lot. >> Yeah. >> Right. A lot. I get it. But like, okay. >> Okay, bro. It's 300 bucks, right? If if you want you want to get on a sales call for an hour to make a $300 decision, you're probably gonna be a pain in my ass.

Like, and then what do you want to do? You want to talk about my pain your pain points? You want to talk about your goals and ambitions? Like, for you it's like it's a [ __ ] website, bro. Do you want it or not? Like, what you know, like what do you what what do you want to get on the sale? You want to see the website first? Like, here's 10 different samples. Like, what do you want to say? [ __ ] have a conversation, look at each other in the mouth.

Like, that's some like weird stuff, you know? That's some like that's some like weird stuff. Look each other in the face. Like, talk about your feelings for now. No. Sales calls are [ __ ] losers that have nothing better to do with their lives than to sit on an hour. Like, who has an hour in the middle of the day to like sit and talk to a 19-year-old that's going to try to like put some sales techniques on you that he learned from high some high ticket sales course and it's just cheesy and stupid and like if some and okay, but here's the data to back this up.

The first week we did this, okay? And I'm like, "Okay, buy right now or or check out or or uh book a sales call." That week, we booked we we got we sold like I don't know four or five automatically for it to check out. And we had like four or five sales calls booked. Not a single one of the sales calls closed. >> Not a single one of the sales calls closed. And I took a few of the sales calls. And I'm like, "These guys, they'd ask me all these [ __ ] questions.

I'd sit on for like 30, 45 minutes, every single thing, stupid questions, and then at the end they'd be like, "Okay, great. Let me go talk to my business partner." >> It's $300. >> Oh, their wife. I got to talk to my wife. >> Mine's wife. My business. No, the worst is my accountant. >> No, the worst is the wife cuz I always think to myself like, "This is your business, man." >> Well, I I even understand the wife, but like talking to your accountant or over a 300.

How do you How do you live? You got to talk to your wife every time you fill up your gas tank. like every time like what the hell? >> I'm getting flashbacks from all the sales calls I've done, >> bro. It's so frustrating. These people are asking these stupid [ __ ] questions and and at the end they answer everything. In the beginning, I'll try to figure out the offer. So, I'm like being a little flexible and answering every question in the most favorable possible way.

Like I would let people like keep their like, you know, like keep your ads forever. Um like, you know, a limited like visions. I would tell them everything and at the end they'd still like want to go not not be ready to close. And so that's what I'm like, okay, if you need a sales call to make this decision, you probably just want to like, you probably just use me as like product a productivity masturbation >> to like make yourself feel productive about your life.

So you're going to I had a sales call today. I did something. >> I did I feel productive today at my expense, at an hour of my time. um let alone the show up rates, the the the sales operations, managing the sales team, not to mention paying sales commission. >> It's all same thing. Yeah. >> Hiring, recruiting, training, managing a sales team, paying sales commission, all this stuff. So, I'm like, you know what? What if our close rate goes down?

Good. That Yeah, I expect it to go down, right? So, what we're doing instead is we go straight to checkout. A portion of them check out automatically. Okay. But that first week I had my appointment setter who is a girl in Nicaragua. English is a second language. Not a super high highly skilled person. Really sweet person. I love you Na. But u not a very highly skilled salesperson. She was she would call these people and like in the first day or two she's like I got a sale.

I'm like what? And then like the next day she's like I got another one. I'm like what? And like light bulbs started going off because I now had a McDonald's style business where I had what's called order takers. >> I had I could hire an order taker to close this deal. And I'm like, well now and now we have something scalable. We don't have to worry about all this sales operations mess. And I can hire just about anybody to close these sales.

And the better of salesperson they are, yeah, they're going to make higher percentage, but it's almost like the people that are going to buy are going to buy. People that aren't going to buy, they're not going to buy. So, we the second week we got rid of the sales call option. We no longer allowed sales calls. And so, we basically take everyone to the direct checkout. Um, today I got two sales I got two um two two sales and nobody even talked. >> That's so that's that's that's a beautiful thing, right? >> Nobody talked to that yet.

That's beautiful. And then uh if they don't check out, we have our our setter giving him a call. Hey, did you have any last minute questions? I saw you checking it out. If you didn't ask me any questions before checking out or you know, are we ready to go right now? You know, and that's what we do. And so we got rid of the sales call completely. So we went from zero to 100 in 30 days with a $297 per month offer with no sales calls. >> That's insane.

That's a story. That's insane. >> I know. It's I just I haven't seen anyone in this space make that work. >> Yeah. So I think I think about should we do sales calls? Maybe possibly. I think would we sell more? Yeah, probably. >> Yeah. >> Would we sacrifice margin? Yeah. >> Yeah. I still I still think beginners unfortunately have to do sales. >> Oh, 100%. I wouldn't recommend it >> cuz you're very you have a very good individual skilled metadat I I threw together and if you guys know you guys probably already know this because a lot of you guys have like tried to clone my [ __ ] which is totally fine.

But on my on my on my I I spent about 15 minutes making these ads on ChatGpt. I threw them up there three months ago and I haven't changed them since. >> And what's crazy is I put them all in one ad set, one ad, and I just let it rip. And like after about a month, I hired this guy, this like ads nerd, like super technical ads type guy. Paid him like higher higherend ads guy. I started paying him like, "Hey, can you optimize this shit?" I left my ad campaign running the whole time.

Um, not only did my cost per lead end up staying lower, but than his, but um, I actually ended up my cost per acquisition was actually lower on this like [ __ ] magazine campaign. >> That dude, I'm telling you, that's how you run ads. >> So, that's the best way to run. >> So, when you say like I'm really skilled on ads, like it's really I don't know, you know, I think for me, what made the difference was having a really clear value clear clear value proposition. >> Yeah.

A lot of people don't have that. >> Yeah. >> Yeah. And that's and that to be fair, that's that's very hard to do with with low ticket to go high level SAS. That's probably the biggest the biggest objection I get on sales calls and the biggest thing beginners struggle with is like, hey, like why is this important for small businesses? Like, how does it help them grow? How does a website get me leads? When am I going to get leads?

Because every every small business who's buying this [ __ ] wants leads. They want to grow their business. So, that's a very hard question to answer. And if you can do that through marketing and messaging, then then >> here's how we look at it, too. All right. So, like if I have to convince you, then then there's going to be some level of like resistance. >> Yeah. which means I'm convincing you that I'm going to grow your business if you hand me $297. >> Whereas it's like, hey, this is what I can do for you.

Do you think this will help your business? Yes or no? If you think it is, like it's $297. >> It's funny you say that, bro, because that that's so important. And and we do we do do sales calls, but the mindset of our sales people and the mindset I've had since day one is exactly what you just said. We do it in a different mechanism than you, but the mindset is behind it is still the same. I thought of MC I didn't think of McDonald's.

I thought of what some fast food place. I don't think it was McDonald's, but same [ __ ] though. Same exact mindset is how do we copy paste the same thing and then also the same mindset be behind yo it's $300 decision like like we can't be sitting on hourong sales calls. So our mechanis mechanism is different. We do a VSSL video before but it's the same exact mindset. So again if you're a beginner watching this adopt that mindset abs absolute gem. >> Yeah.

So like um >> you should not be sitting on a $300 $300 offer treating it like a $5,000 sale. It just makes no sense, right? >> Yeah. >> Yeah. And um yeah, so the whole thing is like if I have to convince you, then you pro and then if I don't get you leads in 30 days, you're gonna quit anyway. >> Yeah. >> Which is that's you know that's that's that's going to be a problem, you know. >> Um but yeah, it's uh it's it's really just um you know having a clear, concise, simple offer.

And um >> as a complete beginner though, would you recommend selling multiple things? Because for me, I always tell people I'm like yeah, like sell sell maximum two things. when I say that like dude, we got to god knows what $150ish th,000 a month um just selling websites and Google reviews. That's we had other stuff but we didn't they didn't care. >> Well, that's the thing that I noticed about your offer and I think that's really interesting is that um on the front end you look like you only sell websites >> but on the back end you do this other stuff in order to have a high level of delivery to make your clients satisfied and stay with you.

Very important. But uh to a contractor's um you know brain, they can't comprehend all this other [ __ ] So you got to break it down to them in a way that I'm selling this one thing. >> Yeah. And it's also pretty simple, too. I mean like uh the whole SMA social media marketing has kind of been phased out, but traditionally for anyone watching two to three, four years ago, I mean, I was the first one to start this, but traditionally was, hey, it's going to be $1,500 to$4ish,000 a month.

We're going to run your ads right for you and then we're going to deliver you leads. So we we came in and undercut the entire market. So you have the traditional SMMA, right? The Imanaz you kind of made made all hyped up and they would sign you know a good month would be like uh you know three to like eight clients they bring in the door. What we were able to do with the 297 right is we were a we were able to bring in 50 100 200 clients a month and then on the 297 right and then cherry picked the ones we want to upsell later.

So basically we got the best of both worlds. We brought in way more people in the front door with a low ticket thing that completely undercut all of the [ __ ] noobs doing SMMA. >> Love you if you're watching. here at OG. But uh but we completely came in with this 297 offer and just undercut the entire market, but we still the exact same backend eventually, right, as everyone who was selling $1,500 or $3,000. The only difference is we got their trust because they gave us their credit card.

We delivered something. Do you know how much easier it is to sell somebody something else once they've already paid you money? It's 100 times easier when somebody's already paid you. So, we basically just did the same thing. We just we just had a foot in the door offer that was super easy to say yes to and then we just upsold from there. Now, that being said, we didn't have upselles till like 200k a month. But if I could go back, I would I would I would upsell way earlier.

And it's just such an easy thing to do. It's like go back to the McDonald's example. You go get a burger and fries. The next thing you want, you're thirsty. The next thing you want is a Coke. >> For the longest time, we only sold a burger and fries. We didn't even have the Coke available. So, um, again, if you think about that analogy, it's very important to have the next thing. And again, this is more of an advanced strategy.

You don't do this as a beginner. As a beginner, just sell the goddamn burger. Don't even worry about the fries. eventually at the burger then you know they're going to want fries and they're going to be thirsty then you sell them the Coke. So you can have this whole system but it's very important that you you can bring a bunch of people in with just a burger, right? If you're selling a burger, fries or Coke and maybe some McNuggets, people are going to get confused, right?

Especially as a beginner. You might not know how to make all that [ __ ] Just sell a burger and then as you get better, add some fries, add some McNuggets, um you know, add some Coke, add some add some Diet Coke, you know? So there's all these other things you can add at the beginning to just sell the goddamn burgers. >> Yeah. Yeah. >> So a couple things I'm going to hit on. One is um uh the cool thing about a low ticket recurring offer is that it opens it up to a market that didn't exist before.

So for my meta ads offer, right, most people have been selling meta ads for $2,000 per month, $1,000 per month. But we know that as marketers, our jobs are becoming easier. And so the price of this stuff will go down. I'm just six months ahead of the curve. And so the thing is a 297 mark uh per month marketing offer opens it up to the 90% of the businesses that cannot ac $2,000 a month. >> Most businesses can't especially >> mostes 60% of businesses break even or lose money every single year. >> Yeah. >> Right.

And so uh the ones that have enough money to to pay for these services, it's like a very small percentage of the pie. What about the 90% of businesses that can't afford $2,000 per month? >> Yes. 100% >> 100%. The the issue though is you do deal with a lot of broke people with no money, but at the same time like you also find really good gems in there as well with great businesses. >> Absolutely. >> And the other thing I like to know a little more about your uh your upsell process.

Um that's okay to talk about that. What does that look like and what do you kind of uh what are you selling them and um how do you identify and something on the upsell? >> I mean dude it's it's super simple but you we basically make sure the sales guys get the 297. That's always been the base 297 or 3 months up front and then we'll we'll process the payment or we'll get the credit card. We'll get all the information and then we literally have a McDonald's menu.

Like that's literally pretty much what we have. Hey, do you want six blog posts instead of 12? Or do you want 12 blog posts instead of six? Oh, do you want a Google My Business optimization? Oh, do you want us to run your Google ads? And we just have all these things on the checkout page after they've pretty much already paid that are just simple add-ons. And of course, you know, the sales guys the will will establish what's appropriate to sell them and what's not.

But just super simple. And all that stuff increases the average uh order value, which is huge for meta ads, right? So, it's like every even if it's just 50 extra 100, 200 bucks per order, that's huge on a low ticket offer, right? If we could have our average cash go from 300 to 500, that's like almost 50% increase. It's [ __ ] insane. And that money can then go straight back into ads. So, uh, so yeah, I mean, I wouldn't call it a mistake.

We just didn't know. But if I could go back, I definitely would start selling some upsells earlier. The thing is is we weren't good enough. I mean, we waited too long, but it was also important that we did that, right? We didn't have anything for a long time cuz we got really good at that 297. But looking back, we could have added and made way more money way earlier, maybe 20, 30K a month adding some super simple upsells.

The thing is, you don't want to add upsells that take a bunch of your time and effort. So, you want to make sure it's very, very easy to deliver. Uh cuz it's honestly not worth it for an extra 300 bucks a month to have this whole crazy process. It's just not worth it. >> Yeah. >> So, that's how >> Do you have any like high ticket 5K, 10K, 3K? >> Uh we we had someone we got someone like a 15K that was like everything for like a year or something.

Um but yeah, we don't have anything. I don't think we have anything over 850 if I remember correctly on the sales guys. >> Yeah. Per month. I think everything everything if you stack everything together SEO, Google ads, Google optimization, the website system, I believe it's 850. >> Okay. >> Yeah. >> So, if somebody's made it this far into the podcast, they're probably uh they're probably serious. Thank you guys so much.

But, uh so let's give a little bit more value here. What are some things that we can do to keep our customers longer and increase the lifetime value and reduce churn? What are some tips there? Yeah. So the the biggest thing is going to be client communication. I can speak because I've openly spoke about this on our YouTube videos but or my YouTube videos but churn has been our biggest issue right as you can probably imagine.

Um churn doesn't really matter that much but once it does obviously but once you start scaling and you start signing 300 clients a month churn becomes a real problem. Um so communication making sure you get back to people quickly and then how fast and how efficiently can you get them through that onboarding process. Uh so how fast can you build their website? How fast can you get their onboarding form? How fast can you get access to their Google My Business page?

How fast can you get access to their Facebook ad manager? How fast can you get their Google ads up? How fast and efficient and how good can you be in that first 10 days of working with them. Um, those are the two most important things by far. Uh, obviously have a good product, have good delivery. That's pretty basic. And then I guess the third thing would probably be check-in calls. Um, so check in, update them on how they're doing.

Never do any work privately. So what does that mean? So when we go through and we're like, "Hey, we found an error here. this this automation wasn't working or we noticed uh some error whatever. Hey man, just want to let you know we found an error here just so you know we went and fixed it and then we did this this and this. So don't be proud about the extra work that you're doing. And then again like I don't want to say make it seem like you're doing more work than you are, but tell them what kind of work you're doing for them.

Tell them everything you're doing on the back end that they're not even seeing. So you want to make them feel like you know you're doing a good job. Um but really those first two things I said are by far the the most by far. >> Cool. >> Yeah. >> Uh >> and by the way, Churn's still an absolute [ __ ] dude. Yeah. And like you said earlier, dude, there's just going to be some clients that you just should say no to. And when you have a sales team, they're incentivized to get everyone. >> By the way, one of my favorite things about a low ticket recurring offer is telling you no. >> It's a beautiful thing, >> dude.

I tell this [ __ ] I got on the call with somebody and they're like, "Oh, so it's just like sometimes uh it's just, >> you know, >> it's you just know and it's it's so gratifying. Hey man, you know what? I really appreciate you. I just not going to be a good fit." >> And then they freak out. Then they really want to buy it. That's the craziest thing. >> Don't do that though. I do that all the time when when I tell them, "Hey, listen man, I told you we don't do sales calls." And so when I say we don't do sales call, we don't do Zoom calls.

We call them on the phone sometimes. A lot of them don't buy right away, right? So um so hey man, if you need if this is too risky for you, like if you need to like get on a zoom and like talk about it or whatever, like if this is too risky for you, totally totally no worries. This might not be a good fit. Like if if spend 300 bucks without getting on a Zoom call and like have like we have a money back guarantee, like if that's you know not enough for you, totally get it, man. just you know maybe it's not not the right thing or like uh they start asking like sometimes I get people that um they send me like they send me these emails with 30 40 questions >> right and like I had one guy that he okay and like my my appointment setter/saleser person was in training still like the first like couple of weeks so this guy he sent us like 10 questions okay we responded to all 10 questions and then he shot back like another like 24 questions and I was like you know what nie answer these questions because I think it's important for you to understand how to answer these questions. >> She answered all of them and he shot back with like 15 more questions.

Yeah. And what happened is he would just take these and he would keep putting in a chat GPT and spitting out more questions from chat GPT. >> So after like the second time I'm like okay just tell him like no thanks, you know? But like I love being able to tell clients no thank you. >> Yeah. Yeah man. It's it's I just I've always loved the low ticket recurring model. It just always made sense. It's just one of those things where it's like who's that who's that guy Beethoven or whatever when he played the piano he was player.

I don't know what [ __ ] that was. I don't I don't know that just it just always made sense. I don't know why, but as soon as I started learning about business and online [ __ ] and I saw these different business models, the low ticket stuff has just always been the thing that just it's the only thing I've ever just looked at and been like this makes sense. This will work, right? At least hypothetically in my mind and then obviously it's been proven now.

But but yeah, at the beginning I wasn't 100% sure, but I was like if I'm going to make something work, this is going to be it, man. But there was a long there's a there's a good stretch where uh I thought I was going to quit right around3 to $4,000 a month. >> Talk about that. >> Yeah. Yeah, dude. uh 33 no-show shows in a row I think from from I started running med ads I think I believe >> um and that's when I discovered >> in a row not a single cloud >> I was I was like statistically 33 no shows in a row like impossible >> it'd be like rolling it'd be like be like spinning red five rolling red amount of time yeah like I'm like sitting here like statistically dude it has to be >> um but that's when I changed the the process from uh like you said an hourong sales call to hey dude I'm just going to send you a quick video beforehand explain everything we do that was what that was the that video was the sole reason our company succeeded.

Um, but yeah, dude, I really thought for a while, I mean, just to give some basic math, it took me 9 months or so to get to three or $4,000 a month. 3 months later or 2 months later, I'm at like 13K a month. So, think about that. 9 months fighting tooth and nail to get to 3K a month, right? And then within 3 months from there, being at 13K a month. So, it it like progress with this [ __ ] is not always linear. It's like you bash your head into a wall, bash your head, bash your head, bash your head, and then you finally figure something out, right?

And it can be a bunch of unrelated things like you you you learn how to cold call, then you watch the sales video, then you learn how to build a website quickly or whatever. It's just everything comes together and then you're like, "Oh my god, I got it." And then you just you just skyrocket. And I've seen that a bunch of times, too. Some people is a slow grind, but a lot of the time everything comes together and then they just like like oh, like a just an on button on a rocket ship.

They just sore. >> Yeah. >> Um so so yeah, bashing your head to a wall, you have to kind of do that and then everything eventually comes together if you don't quit. >> Yeah. So, so, uh, a couple things I want to, we're going to ask a couple, uh, little kind of quick questions here, but what was like your biggest mistake? What if you had fixed this mistake and it would have just changed the trajectory of how fast your company grew?

Uh, a pre-all video. Okay. Not having the pre-call video first and not having strong like a strong sales and marketing message for sure. But I would say the pre-all video, not not having them show up to the call. Here's the biggest mistake. letting people show up to the call without seeing your reviews, knowing who you are, knowing how much you charge. Those three things, uh, big, big mistake. Trying to sell someone blind on a $300 offer.

Biggest mistake. Yeah. >> What are you most proud of? >> Being the first ones that I've seen to make a 297 offer, hitting half a million dollars a month in under three years. Yeah. With with a with a [ __ ] IQ of like 50. What about I know and lastly like what was the what was the big aha moment across along your path were you like it might be your video but >> there's three of them. >> Okay. >> Yeah. It's uh getting my first client struggling like crazy getting actually four of them.

Uh getting my first virtual assistant and then having Astrid uh having Love you Astred if you're watching. Have her completely build out the Go High Level account so I didn't have to touch the product at all. Uh, third thing was getting a sales guy to actually sell for me. The first time ever having an actual somebody else sell my product for me. Uh, that was like the craziest thing. And then now I'm out of I'm out of product delivery.

I'm out of sales and basically all I have to do is do marketing, right? So those those three and then the fourth one was of course the video. But uh, but yeah, dude, the finding a good VA to do the product for me. So, I would say overall it was just slowly watching myself be removed more and more and more from the actual button pressing. >> Um, which a lot of people never get out of. >> I think I understand that aha factor because at one point you're like, "Oh, I don't have to do this." >> Exactly.

You're like, "Oh my god, so I don't have to hop on sales calls 14 hours a day on a Sunday." Yeah. This is awesome. >> You're like, "Wow, like someone else could build the same product." >> Yeah. >> Yeah. Yeah. >> And that's huge, bro. like removing yourself piece by piece from the business is it's a crazy thing cuz eventually instead of being the chess piece moving around the board, you're the one playing the board. You're the one playing playing with the chess pieces and your whole job is how can I make my chess pieces the most powerful and move them in the right spots to eventually win the game. >> Yeah, I do have one last question uh and it's about your business partner, >> Mike.

Love my life. >> So, when did that start and um what is it has it been like working with a business partner? >> Yeah. Um, we all we met in Pavl's online school community. Um, and then Mike DM'd me randomly and he was like, "There's no chance this [ __ ] idiot can get like 20 clients cold calling. I can't." So Mike DM'd me to ask me what I was doing. And then I thought the same thing. I was like, "This [ __ ] nerd from Europe, there's no way this kid and this had a cold call." Cuz he also got clients cold calling.

Um, so we both got on a call to kind of like size each size each other up. And then we just became friends from there. We're like, "Holy shit." And then we just shared everything together. And then I was at like 30k a month. Uh, he was at like I don't know like 15k. I might have been a little bit more, but he basically asked me to partner. I said no a bunch of times because I just didn't want I just I did, you know, I wanted to be the big dick with all the [ __ ] decision-making power.

And then one random day, like, you know, he asked me a couple times. I said no. And then one random day, I really I just got baked as baked as hell. And I was just sitting there thinking like, I should partner with Mike. I went on a drive and I was thinking about it for 5 10 minutes. Same exact time he called me. He's like, "Dude, I'm going to ask you one more time. Do you want to partner?" And I'm just like, "Bro, yes." And then right there, we 10x within a year. >> Yeah, dude.

Best decision ever. >> Why did that happen? I mean, that's such a weird thing to do, man. >> Weird. Well, imagine >> you're doing you're you're at 30K per month. You're doing well and some guy who he's nice like didn't have any maybe he doesn't have any particular skill set that you don't have. Like why would you make that decision? >> Well, >> why do you think it worked? >> I mean, number one, he did have a skill set.

So, with with a partner have to have a skill set you don't have. So, he's very technical. I'm really good at sales and marketing. So the skill set >> technical meaning like with the go high level ship operations >> operations software engineer you know he just very he can build anything. So right away I'm like okay so it's like we're playing soccer I'm really good at being on offense getting customers and Mike could be really good at defense making sure we keep our customers.

Um and then also the the I've never met anyone with as much confidence drive motivation as that guy. And really I should have never said no I should have partnered with him way earlier. That's a big mistake. I should have partnered with him way earlier. And even when we were at even when I was double his company, even when I was at 30K a month and he was at 15, you can ask anyone. I told anyone that asked me, Mike will do better than me because he just has something that he's he wants it more than me.

That's it. >> Um and there's no better partner than that, honestly. And uh and yeah, we were super up clear with clear with the expectations up front and dude, it's been the best [ __ ] position ever. The dude is just >> he's just he's not even human. He's not even human, bro. Mike, if you're watching, I hate you. >> That's awesome. >> Yeah. >> [ __ ] Well, if you guys made it this far, you guys are the real ones. So, thank you so much for watching.

Um, [ __ ] uh, Kai's got some ridiculous stuff on his stuff. Go like buy all his stuff. It's all free, dude. 30day trial. >> Yeah. Don't open like a new account or whatever. Like, just pay the 700 bucks or 600 bucks. Just it's worth it. Um, so yeah, dude. Thank you so much for ch coming out. Appreciate your [ __ ] Thank you so much. >> Till next time. See you guys in the next one. Byebye. >> Boom. There we out.