Transcription
And I sell basically scaling coaches and course creators in the Spanish speaking market. We are doing uh around 3 million a year and we want to get to 10 million a year.
Um and what's stopping me is basically filling my closer calendar with qualified calls that actually show up.
So want me to give you some context on what we are doing right now?
Sure. So basically we we were running like ads to a lead magnet which was like a 12-hour long free course on how to scale with the coaching or course you know um model. Uh we were doing also DM ads and we shut those down because they weren't being profitable. Uh I mean neither the link mannet or the DM ads and right now we are running ads to have a direct BSL with basically like our offer like direct any direct ads um and we have like a lot of book calls but most of them like they like they fill out the form and say they like made money or have a coach uh coaching or course business but they actually don't. So they end up being like not qualified. Um we are basically doing like a lots of creatives like I mean
Are you going pure closers?
What? Sorry.
Is it you're going VSSL to closer calendar?
So, we go BSL uh to an iClO calendar and the eye closed calendar basically routes if they're if they have a business like a coaching or course business they go to a closer if not they go to a 15minut call with a setter and then they just qualified or try to sell down.
And in the creatives we are calling out the avatar like you know with a banner like in the hook of the ads but even still we are like getting like low quality leads.
What percentage are?
Like 10% are qualified are qualified on the people who self-qualify.
So you have the split, right? So let's give you 100 leads.
So basically from the split we have like basically 30% are qualified in calendar are qualified but like out of those like oneird are actually qualified. So like
So 10% so of 100 leads 70 say they're not qualified and they go to discount.
Yeah.
30 say they're qualified and of the 30 only 10 are qualified.
Yeah. Basically.
Right. So for me, I would just NYX the whole thing and just say like no one's qualified and then just go SDRs all the way through and then pull forward the appointments.
So let me let me put this way. So what you would do is you have them book.
Yeah.
And then this the SDRs immediately reach out way faster in order to qualify the lead for the booking they already have booked.
Yeah. Yeah, we do that.
Well, but right now are they booking for the because you said it's routing to SDRs, right? So, it's part of
You're good. The mic was just tired.
Okay.
There's like no more high ticket coaching.
Yeah, I get that. I'm tired, too.
Uh, so they basically go like,
"This is like marketing affiliates." This is like hilarious, by the way. Like, I didn't really think about it going into it, and I probably should have like, "Oh, this is just marketing."
No, like today.
Yeah.
Yeah.
Yeah. Yeah. It's all marketers. It's all good. Yeah.
Yeah. I mean, we are all marketers.
Yeah, I know.
So, um part of it goes to closers and part of it go to setters and we call all of those leads like we try to call them five minutes, you know, in that time frame as they booked. So, we have someone calling and like re-qualifying the calls and after that if if they're good like they go to a closer and if they're not good like then we cancel or downell. So, that's basically what we are doing right now.
Now, is this profitable? And the issue is just that you have a bunch of leads that aren't qualified or it's not profitable.
It's not profitable. That's the issue.
Like, it was profitable this VSL. So, I don't know if like I should like I'm I'm like creative wise, I'm kind of like calling the avatar a lot. So, I think I'm doing a good work there. I don't know if I need to like getting a bit technical here, but like create like a new mechanism or kind of like a new way of scaling. And maybe the scaling with high ticket is kind of like
Uh like not the market saturated but the vehicle is kind of like saturated like everybody's talking about scaling with high ticket.
Yeah.
So kind of like create a new mechanism if it makes sense.
Yeah. I mean, I do think that there's a ton of saturation in that especially if you don't have a brand. It's very it's like in some ways a commoditized market like I will help you sell expensive stuff.
Etc. Um, so I can give you like like short-term long-term. So shortterm I'll give you guys some interesting data. Um, so we did this uh so we fed 11,000 phone sales through the AI. Um, and we created a document called why people buy and it's uh one and a half pages and we were able to see like what are the reasons people buy and there were six reasons that people bought and it broke down by percentages in their own words of why people bought and so then I took those things and then re-recorded the VSSL that we have proportionally to the pain points and the reasons that people buy. And by doing that and weaving it into the sales messaging in terms of the ads, we doubled rorowaz and cost per call was the same. So basically, same number of calls, we just close twice as many of them, which is pretty big for a company of my size. Um, so there's probably messaging improvements that could happen throughout the funnel, and that would be something that I would encourage you to do. But from a longer term perspective, I agree that you sell a commoditized offer. And so you're going to have like I don't think the real real I don't think you need to repackage it because everyone comes up with like BS unique mechanisms. I think you actually have to have a unique mechanism.
Okay. Um,
Instead of calling the same thing something different, like how can you actually do something that's different than everyone else is doing?
I mean, uh, yeah, I should probably do some research. Any ideas on where to start?
Well, I would look at what are the most successful students you have doing. Are there elements of that that are different than the core competency of of of what it is? I mean there's something working which is like kind of like posting organic content and then putting ads to that content which is kind of like you get the credibility and trust from content plus the reach from ads.
Mhm.
So kind of like that.
Building.
Um actually regarding that we are posting like uh five reals a day and we are posting like every other day in YouTube and we are
Pause real quick. So for everybody I'm a big advocate of more. There's an asterisk. More only works if you have a feedback loop to get better.
Yeah.
So if I just post five times a day and I don't look at the performance or I kind of look at it and then I just do the same. Basically, if your recording process doesn't change, your results won't change.
So we need to have a feedback loop in order to improve it.
It's just tired of high ticket. It's like more high ticket. Jesus. My cont my my question is basically how do I get better at content like you know I'm working on the proof part you know that takes years um I'm kind of like trying to get better at stuff that I teach how how do I get better at explaining things like how do I train that skill so that people listen what I have to say.
It's like I want people to listen to what I have to.
I mean, you have a strategic issue and like I I can like be honest and you won't like the honest answer, so I'm trying to help you not giving that answer. Um,
I can say.
No, I know, man. Um, you're you're a sport. It's it's the big obvious thing which is like how do I like my restaurant people come in I keep bringing more people in my restaurant no one comes back like how do I get more people into my restaurant it's like is that really the right question it's like the food's not that good.
Yeah, we are working on product too.
No, I know. I'm like I'm being like the food's not that good and from the content perspective the content's not that good and in terms of like how do you make it that are like the proof is the big thing and so like when like the the the opportunity that you pursued is kind of like is the fast money way like that is what you've done. That's okay. It's fine. It's just very difficult to make big money when you make fast money first because it's very hard for you to give up that level of revenue to then pursue an opportunity that would allow you to like be unique in a in a specific way. Like I could not like I talk about business. People trust the fact that I can talk about business because I have such a deep foundation in not making money about business. I made my money not doing business per se, selling supplements, selling gym stuff, selling software that had nothing to do with this. And then only after having enough credibility there could I do it. Even if we think about like the webinar that I did, it's like I only talked about how to advertise once I'd built many millions of followers. So I had, you know, big proof around it. And so like the big proof is so wildly underrated. Like you only need one thing but it's just really hard to do. And so like I think you're going after a very sophisticated marketplace and so they're picking between you and many other people and you don't have a good answer to the question why should I believe you number one. And why should I work with you compared to somebody else number two? And so right now you sell a commodity um and you sell it in a way that looks like everyone else sells it. That's like the real real. And so like how do we solve that? Like the solve is kind of like not like here's the next 30 days type thing. I'll tell you a story that might illustrate this. So there was a guy who was on Allen. Actually reminds me you remind me a lot of him. His name was Peter. Um and so he was a he made he he bought some courses or whatever and then he started a social media marketing agent SMA SMMA and he started doing lead genen for realtors, right? And so he started doing lead genen for realtors. she's doing 20, 30, $40,000 a month, whatever. And he kept hitting this plateau where he like really couldn't get past. He tried to partner with a realtor who would help them like coach them on doing because he thought that would help. And at the end of the day, like he couldn't really make it make money. The the margins would compress as he spent more money on ads. And so I said, "Hey man, have you ever considered working the leads that you're getting your customers?" Uh, and he's like, "What do you?" And I was like, "Well, why don't you just like call the leads up and sell them some houses? If you're really good at generating leads for real estate, just like go sell some houses." Um, and he ended up taking that to heart. And so he actually ended up quitting the agency and then becoming a realtor and then became number one in his area and then became number one in his region. He sends me like he sends me like every six months he sends me updates of like hey look I was able to retire my mom and like all this stuff because like and as soon as he actually went through his own process he actually realized that there were so many holes in the thing that he was selling and that it actually wasn't that good and he had to fix all these other issues that he only found out once he was a realtor. And so he was never setting anyone up for success because he had never really done it. And so at this point now that he's a number one realtor, he could go back in and like try to teach what he what he now does, but he's making so much money being a realtor. He's good with it. And so the issue with selling opportunities too soon is that you don't have the depth of experience um that gives you both the proof uh and the credibility to really get the the the authority that you need in order to scale. That's like the real answer. And it's like, well, what do I do with that? It's like honestly it's like you pick a business that doesn't have as nearly as crowded of a marketplace and then you use all these skills because I'll tell you this, I think you're probably very good at marketing and sales and you're applying it to a pretty shitty vehicle. He applied his marketing sales skills back to real estate rather than selling opportunity around it and crushed. And so this kind of goes for a lot of you guys here is a lot of you guys are really good at marketing, really bad at everything else. And if you apply that to a business that's like insurance, apply that to a business like XYZ, I can maybe sell you on the short term because your marketer brain's like, "Oh, I need proof. So, I'm going to go do this thing, crush it in insurance, and then I'll go back to selling courses." But what you realize is that once you actually do crush it in insurance, you're like, "Holy [ __ ] insurance is a great business. It's recurring. It's high margin. There's excellent multiples. And no one knows how to market like me here." And so, you learn these very valuable skills, and you sell the absolute worst thing possible to sell. So basically like find another business opportunity in a way.
But instead of thinking about a business opportunity instead of selling the ladder it's climb one.
Yeah.
So instead of selling the shovel actually go mine gold.
Okay. Makes sense.
And it's the opposite. The fastest way to make money is sell shovels. The way to make the most money is dig for gold.
Okay. Thanks. Appreciate you.