He Closes 7 Website Clients Per DAY Using ONE 5 Minute Video (No Pitching)

This completely changed the entire game for me, and it's the only reason my company's at almost half a million dollars a month was this one thing. I mean, we did that all the way to 100K a month. There was, it was so simple. Here's the video. What questions do you have? Bam, bam, bam. Give me your credit card, please, baby girl. I love you.

I was like, "Holy [ __ ] I can't believe this is actually helping them." I had no idea. I literally was like, "Am I just scamming these people?"

>> So, what I hear you saying is, if I do all my own sales and kind of pick this simple offer that all businesses need, I could probably get 40k a month and go to Bali and live my days out there.

Literally, >> I'm like, "Dude, this works 85% of the time. Does it work a 100%?" Absolutely not. I would be lying if I said it did. And that's why people continue to pay two or three hundred bucks a month. If you're a business owner charging small businesses over 800 bucks a month, you're a [ __ ] idiot. Especially if you're a beginner. It makes no sense, bro.

>> How's it going everybody and welcome back to the latest segment on this channel called What's Working, where we talk with people running real-life HighLevel agencies and talk about what's working right now to sell HighLevel in 2026. Today's episode is with Kai Stone. And at the beginning of the video, which was filmed about a month ago, you'll see that I reference his monthly recurring revenue at $470,000. He has now surpassed $500,000 a month. He's at $59,000 a month selling a $300 SaaS type service to contractors. It's a real business called Stone Systems. You can look it up. And 100% of what they sell started on HighLevel and 90% of it is still on HighLevel today. And the biggest takeaway I got from this one, and I hope you get from it as well, is how to make your sales predictable. So that if you have a bad day or a good day, it doesn't matter. You can still sell 10+ clients a day like Kai is doing. Let's get into the video.

Kai Stone, welcome to the show, man.

>> Thank you so much for having me, man. It's been a long time coming. I appreciate it.

>> So, you recently hit 470K MRR in your HighLevel SaaS/agency. And how old are you?

>> I'm 29.

>> What's that feel like? What do you guys sell? And um, be honest. Be honest with me.

>> 100% man.

>> Both, both those.

>> Dude, it's just, it's crazy. It's one of those things where, number one, we sell websites. That's our main offer. We sell them to contractors and home service businesses. So, uh, yeah, dude. It, it's, it's crazy because I just never thought it would really get this far. Um, and it, it's just been fast, too. It's all been within like two or three years.

>> And it just took us. I mean, for reference, it took me nine months to get to like three or $4,000 a month. And then nine months later, we were at like 300K, right? Right. So, it's just like, it's just one of those things that it just moves so fast once you figure it out. And again, like, it's such a simple ass offer. Like, dude, we're selling websites and people think like, "Oh, doesn't everyone have a website or AI can make websites?" Like, no, dude. Like, we still sell, you know, 10 to 15 clients every single day on, "Hey, dude, you need a new website." So, yeah, dude. I don't really have a word for it. Shit's crazy. Um, it's just, I don't know, man. It's cool.

>> So, why don't we talk about the offer itself? Because, you know, a website's a website, but really you're selling the result that that website brings to the client. Which I've noticed in beginners in the HighLevel space, they can say the features that everybody talks about in the Facebook group and all the gurus are saying, "Sell missed call text back or sell websites or whatever."

>> But the minute they say that to a client, the client's like, brick wall. They don't understand. So, how do you articulate that to clients? First of all? And then second of all, what do you feel like the real value is that this offer brings to the run-of-the-mill, everyday business?

>> Yeah, when I was a beginner, I struggled with that for so long. That's why I chose websites because I, I genuinely didn't know why a website was good for a business. I just knew that small businesses had websites and therefore maybe I would just get lucky and they would just think that they needed one, right? Because they do.

>> So, that's that's funny enough why you say that. I felt like I was like scamming because I was like, "I don't even know if this is like valuable for small businesses, right?" And then I would, I would get these businesses. I would change out their website and just add some of the features of GoHighLevel. So, chat widget, auto call, text back, uh, quote form, and I would have all the leads go to text message. And then I would see these guys get more leads. I would see more of their leads convert because they're actually texting them. And then also with home service businesses, the bar is so low. Home service businesses are so bad at getting back to their customers that just by having instant lead follow-up, we were making them close more deals, right? But again, like I can't sit over here and be like, "Hey, Katon, because we text your lead, you know, four hours earlier than you would have gotten to them, you got the job, right?" I can only tell you that texting leads quickly is going to bring you more business. Hey, Katon, you know, I can't promise you that, you know, because we get you 50 extra Google reviews and keep bad reviews off your profile, that that brings you an extra $25,000 of revenue. But I know the outcome of 50 more Google reviews is you're going to rank higher in Google and more people are going to see you and more people are going to want to work with you. So, it's a really hard thing. And as a beginner, it's the hardest thing to explain the value of that because if you just say to a business owner, "I'm going to get you more Google reviews," they're like, "Okay." But you have to explain the outcome. More Google reviews equals more visibility on Google equals more customers equals more more money in your pocket. And you're paying us $300 a month, dude. If you're a roofer and we get you one job a year, you're still 10xing, you know, what what you're paying us. So, so yeah, dude, being able to explain the outcome of what you're selling is very important. And, uh, I would say if you're a beginner, dude, start with websites because you know, the small businesses need them. You know,

>> I want to go back to what you said where you started to see the lead flow of these businesses, like you saw people fill out the form on the website or the chat widget or whatever. Obviously, your automations were firing and helping with that. But what was it like to see, like, I don't know, your first few clients actually get a lead, actually get texted back? Because I think again, a lot of beginners, they just, they don't understand how a normal business operates from day to day and how much this type of thing is going to help. Was there a moment where you had like an epiphany about how much this was actually helping or a client that came to you and said, "Wow, that was super helpful."

>> Honestly, bro, I was like, "Holy [ __ ] I can't believe this is actually helping them." I had no idea. I had no clue this is going to work. I was like, "Dude, am I just, I literally was like, "Am I just scamming these people?" Like, that was my, I was like, I was like, "Okay, I just, I know that small businesses need websites. I don't know why, but I know that they, they have them, right?"

>> Um, so there was no like specific moment. I would just start to see the lead flow and be like, "Holy [ __ ] like they're paying us $200 a month for things that they never would have figured out by themselves." Never in a million years would David the dog groomer sit down, you know, he's too busy on his truck. He's literally like on his phone all day. He's calling people back. He's going to, you know, 12 different dog grooming appointments every day. There's no chance David is going to sit down and spend like the 20 to 30 hours it took me to figure out all these automations, how to like connect all the pieces, and he's basically paying us $200 a month for a pre-built system that's bringing him, you know, I don't know how many thousands of dollars of revenue, but it's just, it's super valuable. And it's, you could argue like, okay, if David was paying me $5,000 a month, could I bring him way more business? Of course. But understand what he's paying you, right? If he's paying you $200, you don't have to provide a $50,000 a month service, right? Just be more valuable than $200 a month. And those automations, the GoHighLevel websites, the chat widgets, the, the automations, everything that GoHighLevel has to offer is unbelievably valuable, especially if you just pre-built it for someone who's never going to figure it out by themselves. It's like, and I only know that looking back. At the beginning, I just [ __ ] yoloed it. I was like, "I hope this [ __ ] works." But now after seeing thousands and thousands of accounts, I'm like, "Dude, this works 85% of the time. Does it work a 100%?" Absolutely not. I would be lying if I said it did. 85% B+, man. That's how I passed high school. My bad.

>> Okay. So, when you say it doesn't work all the time, what does that mean? Like, you build a website but people aren't getting lead flow through it? Or, yeah, what is the, the failure rate like? What's, what's not working about this for you right now? And what was hard at the beginning?

>> Yeah, so if you're a beginner watching this and you've tried this at all, I don't know if this will be relatable. A brand new business with no online presence, no Google profile, no leads starting up that day, they're, they're not going to do well. They have to have some kind of a Google presence. They have to have that Google page at least established. They might have to have some past customers. Or if it's a brand new business, they have to be willing to let us optimize the Google page and then help us go get them Google reviews. So, they have, they have to actively. I can't text their C. I mean, I can, but they have to actively give me a list of people to text. So, if you look at the perfect client, it's going to be, uh, let's say like a landscaper with, you know, 150 Google reviews and no website. That is like the gold standard perfect client. I know I can absolutely crush it for that guy. But even a landscaper who's had a Google page for four or five years, never optimized it, has a shitty website, and has like five Google reviews, I can hit them up and be like, "I know you have hundreds of past clients. Do you have a list?" And all the time, they'll have a list because they usually have their information in their phone or in their CRM or something. I text that whole list. All of a sudden, this landscaper has, you know, 50, 60 Google reviews. They're going to start getting traction through Google month two, month three, right? And once they start seeing traction, it's very sticky because they get texted from our automations, from our system, being like, "Hey dude, Stone System just got you a lead. Here's another lead. Here's another lead. Here's a new review. Uh, here's a calendar. Here's a booked appointment." So, you're creating, you're creating a buzzing phone effect where your, you can't see my phone, where your system is continuously lighting up their phone and they know all this business and reviews and all this traffic and activity is coming from your app and your business. And that's why people continue to pay two or three hundred bucks a month, right? Honestly,

>> If you're a business owner charging small businesses over 800 bucks a month, you're a [ __ ] idiot. Especially if you're a beginner. It makes no sense, bro.

>> It's really interesting because this is in the ether and I, I put out a video on this and I've never gotten so many comments on this vid, a video that's like, "I feel like you called me out. You're really speaking straight to me. Like, what's going on? How did you know I was thinking this?" And there's this like pie-in-the-sky idea of like, you're going to sell this SaaS that people are going to onboard themselves to. Like, they're going to figure out the automations. You're going to have a white label, like you're going to own your own software company.

>> Yeah.

>> And um,

>> You know, that that was the dream that was sold to most of us that kind of got into this area. But

>> what I said in that video was there's a reason that HighLevel doesn't sell to small businesses directly. They sell to the agencies because we're willing to sit down for 20 to 30 hours and actually figure out how to use the thing and then we give it to the small business. And that's, that's how it was intended to be. And that's better, by the way, than like a Podium or a Weave or another software company that does similar things to HighLevel. Yeah. Because the small business to small business relationship is going to work better than Podium being like, "Yeah, here's all your stuff."

>> Yeah.

>> And, and, uh, she might be able to host you. She might not. So what you're saying is essentially sell it at this SaaS price, but give them all of the stuff that they need and do it for them because they're not going to log in and do that [ __ ] themselves.

>> Precisely, right. I mean, if you, if you, if you know anything about small businesses and how they run, you should know they're an absolute [ __ ] show. There's no organization. There's no automations. Um, you know, contact forms on websites get filled out, lost in the inbox, speed delete is bad. There's all these things, right? And if you took a small business and you could hypothetically give them the know-how of how to set up GoHighLevel for their business and just give them and like have them do it themselves, great. They could just go ahead and pay GoHighLevel directly. They'd have to spend hours of their time learning how to set it up, learning the automations, doing ATP, learning the calendars. But you, there's no argument there that GoHighLevel is an insanely good tool for any small business to have, right? So, why don't we just remove the barrier of them having to sit down and learn it and just charge them the exact same thing that they would have to pay GoHighLevel anyway, but they're getting a fully done-for-you, pre-built system with 24/7 management of it, right? It's, that's, that's how it becomes a no-brainer offer because this is a product that they would have to have anyway. You're charging the same exact thing. It's just an easy thing for them to say yes to because as long as they understand why it's so valuable and why they need it, they're not going to be like, "Oh, why don't I just pay GoHighLevel directly when I could pay you the same exact thing, you set it all up for me and you manage it." It's the most brain-dead, no [ __ ] offer ever. As long as, as a beginner, you can explain the value. And that's honestly where most beginners get, get stuck, to be honest with you.

>> Yeah. Yeah. The, the farther you can take the football down the football field

>> for them. If you can get it to the 99th yard line, then usually they can get it to, you know, into the end zone. Or like, they call creating a five-in-putt for your client. Like, just get it all the way down the fairway. Just let them have an easy putt and finish the thing. But the more you do for them, the stickier your service is going to be and the easier it is going to to be to sell because people, they just don't have the time to figure it out. Especially

>> the, they're a specialist in something else. They shouldn't be doing that. They should be building homes if that's what they're good at.

>> Exactly. And once you get them hooked on your system, which by the way, they need anyway, uh, like they're going to be relying on you to run their business, right? They're, you're like, they have a mobile app on their phone. They're getting all their leads through there. They're getting leads to their website. They're seeing new Google reviews pop up. You're responding to Google reviews for them. They're seeing new appointments booked on their phone, on their calendar, and you're the reason for all that, right? And they could sit there and be like, "I don't want to pay you guys anymore, but I still love the systems because they're so valuable." Okay, dude. No worries. Go switch all of your stuff to somebody else and have the same exact systems built out and then, or go pay GoHighLevel directly and have to build it all yourself. Like, that's how you become ingrained in their business and you keep them paying you every single month. And I say hooked like it's a bad thing. Like, we're not getting them hooked on drugs here. We're getting them hooked on something that's extremely valuable for their business and all they have to do is pay a couple hundred bucks a month to continue using an amazing system, right?

>> Yeah. Yeah. Imagine the amount of people that would buy something that's, "I will go to the gym for you and you will get the results of me doing the gym work." Like a lot of money for that.

>> Like the amount of people that would have a subscription of somebody going to the gym for that, it would be this weird dystopian world where there's like all these really skinny guys that spend all day at the gym.

>> 100%.

>> But, um, but here's, here's the trick though, because you did say one thing that's interesting is you said,

>> uh, you said somewhat to something about like, if you can show them all the features, they're going to get hooked on it. Yes and no. The issue is beginners will come in, come in and be like, "Dude, I have all these crazy features. I have a payment processor. I can get you Google reviews. I can get you a website, all this stuff."

>> And, and clarity creates a sale. So, small businesses pitch all this [ __ ] at once and a business owner is just overwhelmed, which is why you have one offer. So for us, foot in the door. Hey, dude, we'll build you a website. And they can wrap their head around a website. They can wrap their head around a voice bot. They can wrap their head around like Google SEO. And then once you start talking to them, you build trust. They know, like, and trust you. Then you can simply say, "Oh, you know, we can also just book appointments on your calendar directly. Oh, by the way, like see this little app here? Yeah, just download that and you'll just get leads directly to your phone." So, you start with something small and then once they pay you, that's going to completely open up their mind to actually listen to what you're saying. So, then you slowly indoctrinate more and more and more and more systems into their business, which you control and they get value from. That's the key right there is not just, you know, [ __ ] out a bunch of like features and expecting them to be like, "Oh, I can't wait. I love it. Like, here's my money today." Which is the dream we're all sold. Right? So, you start with a foot in the door and then slowly ease them into the other features and that's how you create sticky, long-term, uh, recurring revenue, which is what we've done.

>> All right, so this has been awesome. We know the result. We know where you got to, but I think you likely had a story of kind of eating [ __ ] for, I don't know, how many months or years before you got to this point. And the name of the show is What's Working, but I want to invent like a new segment of the show, which is like, What's Not Working and what did you do that just didn't work until you unlocked this website low-ticket offer.

>> I mean, the first thing is what I just mentioned. I would just sit on a call. I, I watched back some of my old sales calls the other day. I like, I wanted to just jump off a cliff, bro. I'm like, "Oh my god, these are so bad." So, I would spend 45 minutes to an hour pitching these guys and just sharing my screen, showing them GoHighLevel. Dude, look, we have calendars and automation and booking bots. And they're just like, "Yeah, for sure. Looks really cool. We, we'll think about it. We'll call you later." So, yeah, don't do that [ __ ] right? Obviously, uh, you know, talk about outcomes, not features. They don't give a [ __ ] about features. They care about what's in it for them, how it's going to grow their business.

>> Um, I also spent a long time building out a whole cold calling team, which is a complete waste of my time. Um, cold calling is something all beginners should do to get good, and then as soon as they're good, get good with paid ads. It's going to be the most valuable skill you can ever have. Um, God, what else did I do? Oh, uh, trying to create onboarding systems before you ever onboarded a client. So dumb. Like, or, or even even trying to create systems to something that like you haven't done yet, right? Because everything's just going to break and then you're just going to have to build stuff along the way. So, it's always action first, dude. Like, it's pick up the phone. You don't need to know [ __ ]. Pick up the phone, promise somebody something, and then once you get their credit card, A, go, there's two ways it can go. A, you go figure it out and they're very happy, you have a client forever. B, you [ __ ] everything up and you waste a little bit of their time and you just refund them. Either way, bro, like you, you don't have a choice. Nobody's gonna come to save you. You have to pick yourself up by the bootstraps and and change your life. And, uh,

>> and yeah, dude, it's a grind and it's 100% worth it. But you have to block out at minimum at least a year of your life to lock yourself in a room and get to work.

>> Yeah, I love that. So, what was that first year like for you? Like, you were, you were doing all the, you know, bad sales calls, but then when, when did you, I assume for me it was like, I woke up one day, I was like, "This shit's not working. I have to do something else."

>> Yeah.

>> It's always like, I listen to the gurus, I'm just doing like, monkey see, monkey do. And then you do that for long enough, you're like, "Oh my gosh, I'm just going to do my own thing." And

>> you know, you actually do apply all those lessons that you watched on YouTube, but finally putting your own intuition into it, right?

>> Yeah. So, I had, I had an exact moment. Um, I had just had a hip, a hip repair surgery and I was just high as [ __ ] on painkillers for like five, six days in a row. And I'm just showing up to these Zoom calls, 33 no-shows in a row. Like, 33. I booked 33 appointments and I sat looking at this Zoom screen, no show after no show after no show. I'm like, "Dude, I got to change something." And when I figured this out, this completely changed the entire game for me. And it's the only reason my company's at almost half a million dollars a month was this one thing. And it was simply creating a VSL, video sales letter, which is a two to five minute video covering exactly what we're going to do, how much you're going to charge, and exactly what our service is going to do for them. And simply sending them the video before the sales call and saying, "Hey dude, I just made a quick no [ __ ] video on exactly what we do. Give that a quick watch. If you hate me and you don't like it, let me know and I'll cancel your appointment. Otherwise, you know, I'll see you tomorrow at this this time." I finally, my 34th appointment showed up, right? And I had done that video and I just said, "I'm just going to try it. Whatever, dude. I'm just going to give it a go." This guy shows up. I'm up here ready for an hour-long sales call being like, "All right, here we go. I got one. I'm going to have to sit here for an hour and [ __ ] objection handle and eventually get this guy's credit card." And I go, "Cool, man. So, uh, yeah. So, what questions do you have?" Looks me in the eyes and just goes, "Dude, saw the video. I think we're ready to get started." And I'm just like, I'm like, "Oh my god." I literally, I closed that guy in five or eight minutes or something. Went downstairs. I was like, "Mom, I figured this [ __ ] out." and then boom, a year later with $300,000 a month. So, that one thing completely changed the complete trajectory of this company. Um, so, yeah, man, that was the golden moment where I was like, "Oh, I figured this [ __ ] out." You know?

>> Okay, so I'm so glad you said this because I try to teach this to everyone that comes into my orbit and it, I think they think it's like too simple or something. Also, my first one took me like a month to make. I accidentally did this as well, but it, it genuinely took me a month. I like did all the slides. I was so, my voice was wavering because of how many times it took me to like say it. And I tried to do it all in one take, all this stuff. If you, if you're watching this, you want to see the original video, it's on my old agency channel, Ortho Patients. Just type that into YouTube. Go to the very first video. And I would just, I was talking to these orthodontists and in the Facebook Messenger or wherever. And then whatever question they asked me, I would send them that video. I would say, "I, I made a video on that." And I covered like quite a few things in the video. And again, same thing. Like, they would ask me for the call, they would ask me for the sale after they saw the video. And it's like, the, the simplest thing in the world. You feel like it won't work, but somehow they think you're, I think it's partially they think you're some kind of tech wizard for like making a video and uploading it on the internet and sending it to them.

>> And partially you're able to just explain the offer in a simple way where they don't, they're not like cortisol spiked because they're on a sales call, which nobody wants to be on anyway.

>> What you just said there is the most important thing which so many people don't understand. So, there's, there's two layers to this and I love this. This is very interesting because this is going to explain why this strategy works so well. You're working on multiple levels. What you just said is 100% accurate. You said their cortisol is not spiked because they don't feel like they're being sold to on a sales call. That's one level. So, on one level, you have their guard being down. They're sitting down. They're actually listening. Right? On the other level, you have you, and you have unlimited bats, unlimited swings on goal to make this the best video ever. So, on one level, you have their guard down. On the other level, you have you explaining it the best you can ever possibly explain it. So, you have this perfect combination of you're at your best, they're at their weakest, right? Which sounds bad, but it's completely true, right? You're explaining the best possible way you ever have, and they're the most able to receive it. As opposed to you being on a sales call, maybe you stutter, maybe you talk too much, maybe you talk too little, maybe you say some dumb [ __ ]. You have the perfect opportunity. So, that is why this strategy is just, it's, it's goated. Honestly, it's goated. Yeah. You know,

>> so true. I've been doing some like walking into business videos. Maybe you've seen them on my channel. And, uh, I did one and I, I pitched, you know, a three-hour strikeout. Like I, by strikeout, I mean like literally nothing came of it. There was one guy that had dementia and he was the only one that listened to me. I keep, I keep getting all these comments on the video that are like, "Kean, you really need sales training. Kean, you really need sales training." And I keep, I'm like reflecting. I'm like, "How did I build my agency to 80K a month without like, with, I basically never did cold calling and I never did cold walk-ins or anything." Yeah.

>> And because I had a video,

>> the video did it for me.

>> It's such a good point that it's, I was at my best when I made that video. I never thought about it like that, but it's, it's, uh, it's totally it.

>> I never, I never really realized that until, uh, one of my buddies who's a fighter actually told me that. He's like, "Dude, like you're literally hitting them in the best balls away and they just have no defense. Their hands are down." I'm like, "Wow, that is exactly what it sounds bad when he puts it like that, but I'm like, "Wow, that is exactly how it is, you know?"

>> Yeah.

>> Um, and yeah, it does sound too simple and, um, and yeah, you have to make it short and sweet, but also preface it by saying, "Hey man, I made you this video. If you hate it, dude, I don't want to waste your time with the call." So, because you, again, what if you send the video and they don't watch it, right? By the way, it happens all the time. It sucks. But you, you preface it like, "Hey, this is going to save you time because if you don't like it, I don't have to waste my time, you know, I don't have to waste your time on a 20-minute call. It's about them, right? For the customer. So, I don't want to waste your time, Mr. Customer, even though secretly it's for us, right?"

>> So, how do you implement that when you're just starting out? You're not running ads like what you're mentioning is you run ads. You have them watch the video before the sales call, right? Now, but when you're cold calling or cold messaging, doing outreach and prospecting like that, how do you make sure that they watch the video before the call?

>> Yeah, it's almost the exact same process. Almost the exact same. If you're doing, let's say you're doing a cold call. "Hey man, awesome. I'll see you tomorrow on Zoom. Um, dude, I actually made a quick video just covering exactly what we do. I'm going to send that to you. And by the way, man, it's only five minutes, but if you watch it and you decide like, hey, this is not for me. Dude, I really don't want to waste your time. Just let me know after you've seen it and I'll just go ahead and cancel the call. Otherwise, if everything looks good, we can kind of just talk about it on the call." So, it's the same exact process. The only difference is the mechanism of how that original Zoom call is booked. So, A, you book it from some for some sort of cold outreach. Uh, or B, um, you do it from an ad. I would actually argue that cold outreach, they're more likely to watch the video because you have them on the phone and you can actually say, "Hey, I'm going to send you a video covering exactly what we do." For us, it's just an ad. I don't get to say that in the ad usually, right? They have to go to the page and actually watch it. So, it's, it's really just about, okay, like how do I hype up that video and how do I get them on the sales call and have them come having seen the video? If all that is good, you're locked and loaded. Bases are, bases are set and you can hit a home run. If something's not, if something's off, they haven't seen the video, they have to watch it. Um, XYZ, but it's how can we get as many customers on a call, potential customers, who have seen our little video, and then try to pitch them and get their credit card and then give them the service. That is literally,

>> I mean, we did that all the way to 100K a month. It was, it was so simple. It was just $297 a month. No setup fee. Here's the video. What questions do you have? Bam, bam, bam. Give me your credit card, please, baby girl. I love you.

>> Dude, I think the other reason it works, and this just occurred to me, um, "Give me your credit card, baby girl." I'm laughing at that. Um, it forces the beginner to actually come up with what they're going to sell this person instead of being like, "I, I can do anything. I can be all things, all people." If you actually take the time to make the video, you've decided. And if somebody watches that and they only want one part of it, great. If they want a little bit more, great. Doesn't matter. But you have something to sell someone and you have an offer to put in front of them. They can't say yes to an offer that you never make, right?

>> 100%. And you also have secret weapons. The secret, like the biggest secret weapon is three things. This is how every one of our sales calls still goes. "Hey man, you get a chance? Hey Katon, did you get a chance to watch the video?" "Yeah, you did." "Okay, cool. Sit back. What questions do you have?" And they will literally, if you think about this, like imagine you have a Glock. As opposed to you just like emptying your Glock and just praying and praying. Imagine your target is sitting here and you say, "What questions do you have?" They will hold up a target. Left hand, boom. Right hand, boom. Up here, boom. They are literally giving you the objections you have to handle. All you have to continuously say, "What questions do you have? What questions do you have? What?" Because you're only talking about the video. Cool. They're out of questions. Awesome. Here's, here's the slam dunk. How do I say it? Um, awesome. Is there anything else you need to know before we get you started? Boom. Smooth transition to the close. And then bam, go from there. Credit card info. Cool. I'm just going to sign you up real quick. Um, do you have time tomorrow for an onboarding call? Already get them agreeing, agreeing, agreeing. Cool. Just need your credit card info. Uh, or you don't say that. Cool. I'll just get, get you signed up real quick. Share screen. Show them Zoom. Type in credit card. Awesome. I'm going to schedule your onboarding call tomorrow. Boom. That's still how that's how we do it right now. But the "What questions do you have?" is like, it's, it's your shield. It's your magic weapon. You just use the [ __ ] out of that.

>> Yeah.

>> Right.

>> So cool.

>> And that doesn't work unless you've sent them the video. That, that, that wouldn't work unless they, unless you had something to talk about, which is the video, right?

>> Yeah. So, two questions. Number one, what do you do when they haven't watched the video? Let's start there.

>> Oh, let's do it. Oh, I love this one. I love this one. Okay, we're gonna role play. "Hey, uh, Hey, Katon, did you get a chance to watch that short video I sent over to you?" "Um, I'm not sure what you're talking about." "Ah,

>> dude, you're breaking my heart. It's all good. Um, I'm just going to send it to you real quick, dude. Just because like, honestly, man, I get a lot of the same questions. Uh, it's just five minutes. If you watch the whole thing and you just, you know, decide it's not for you, no worries at all. Um, if you watch and you like it, we can kind of just continue. Um, should I, should I text it to you or email it to you?"

>> Uh, text is great.

>> Awesome. Cool. I'll send it. Um, just pull it up real quick. Cool. And then I'll wait. I'll wait to hear it start playing and I'll be like, "Dude, I'll be right back. I'm just going to grab a glass of water." I'll set a timer on my phone for how, how, how long the video is and I'll come back five to 10 seconds before and be like, "Hey man, I, I know it's getting close to that time. Cool." And then boom, they've seen the video. Now they're pre-sold again. Then I start the exact sales process as I did before. Um, because again,

>> is so smart.

>> Otherwise, otherwise you're cooked because now you're back in the situation which I was in for months, which is hour-long sales calls trying to explain everything as opposed to they have their hands down and you're just going, right? How do we get them to watch the video, show up to the call? It is the same exact process. It has, it has to be that way. Has to be that way.

>> The fact that you leave the room,

>> let the guard down.

>> Oh, dude. It's so smart. It's so awkward. So, my wife is like really, she loves to shop like at a mall, right? And she go, a lot of times she goes, like, buys the stuff, returns it, but she, she just loves looking at all the clothes. She loves new clothes. And she will literally come back every single time. She's like, "Oh, the person at Lululemon today was so friendly. I hate that. They always ask me what I want. Like, I'm, I'm just, I have my headphones on for a reason. I want a, I want a shirt that says [ __ ] off. Don't ask me. I'm shopping."

>> You know what I mean?

>> There's like, buy something. Yeah.

>> People want to, especially in 2026, people just want to browse on their own.

>> Y.

>> And you've, you've created that same environment for them where essentially they can just do their own, they can peruse the store and then you come back and you're like, cool.

>> And there's two things you can do. You can leave your camera on and then have literally walk out of frame. You can, I'm, you can be right there, but just walk out of frame and then mute your mic. Or you can turn your mic off and, and whatever. Two different ways to do it. But again, you want to, you want them to feel like they're alone with your video. That's, that's what you want to do. And then you come back and just and just start, start cracking.

>> That's good.

>> Okay. And then the second thing is, every beginner I know right now is, is wondering, what do I put in this video?

>> Yeah. Yeah. And I know that's a, you know, it's like the number one comment on all your videos that I saw and it's only in your community, but give us like a, a framework that somebody can go through to like make their first version of this that they can then improve on.

>> Yeah, I like to start with the pattern interrupt. Um, so I think I just recently made it, but I'm like, "Hey man, I'm sure you see [ __ ] like this all the time. I'll do my best to stand out from all the competition." So instantly I want them either hate me or love me, right? I, I want them to be like, "You know what? I hate this guy. I'm never going to work with him." or like, "Dude, you know what? That was pretty funny. I'm, I'm gonna give him the time of day and lock him to watch." Right?

>> And then I'll simply just be like, "Hey man, so here's a live client account. Here's exactly what we did for him and here's the result." So it's, here's exactly what we did. We set up a chat widget, auto call, text back, Google reviews, website. Cool. Here's the results he's seeing from this. So it's, here's the feature and then here's the outcome of the feature live for you to see with a live client account who works in the same industry as you. That's it. That's it. And then you just throw some of your personality in there. And, uh, I would just say, I was gonna say it's just like with chicks, but like, you have to be like polarizing. You can't just like be the nice guy and be like, "What's your favorite color? Where'd you go to school?" Like, dude, you have to like throw some spice in there and some personality, right? Because that's going to make you stand out from all the other [ __ ] that they see online, which they're going to be inundated with. If they're in the market to buy something from you, 10 other dudes are in their DMs and 10 other people are trying to get their money, right? You have to stand out from the competition.

>> Yeah. I saw a reel the other day and the guy, he was like, "POV, you're a contractor." and he's, he's like trying to get his job done and he keeps getting calls and then one of them he's like, "Marketing agency."

>> He farts into the phone and hangs up.

>> Literally. Literally.

>> That's, that's why they already hate you, bro. They hate you the second you say marketing agency. So, here's the thing. You, they either, they either hate you more or that you can turn them from hating you to liking you. It's really a win-win scenario. It's like, they already, they already hate your guts the second they know you're trying to sell them. You might as well say some funny [ __ ] and like get a chance at, uh, at converting them back to a, you know, something more friendly, you know?

>> Okay, so what if I don't have a client yet?

>> Uh, you do the same exact thing. "Hey man, um, so here's, here's what we do for you. We probably build you a website like this. It's going to look something like, it's the same exact video. The only difference is, hey, I'm going to show you a live client account. Hey, I'm just going to show you what we're going to set up for you." And you go through the exact same process. "Hey, a lead's going to come in from your website widget here. We're going to attach them here. Here's how I build the website to make sure it's good for SEO, whatever, blah, blah, blah." It's, it's 95% the same video. The only difference is you're not showing them a live client account. You're just showing them a dummy dummy account and just showing them the features of how it works. And then as you show the feature, you explain the outcome. "Hey dude, check this out. So this Google review funnel,"

We're going to send this to them. If they click one, two, or three stars, it's not going to post on your profile. If they click four or five stars, it's going to get posted directly to your profile. So now you don't have to worry about bad reviews. So, you're going to get more customers because bad reviews won't be shown. And by the way, the more Google reviews you get and the higher your Google ranking, the more you're going to show up and the more customers are going to see you. So, I've just explained the feature and then I explain the outcome of the feature. Cool. Move on.

Here's the website. Here's the website. Here's the outcome. Here's how the website functions. Here's the outcome of having. Why are websites better than yours? So, you just chunk it up and let's say you're selling four things. Uh, feature, outcome, feature, outcome, feature, outcome. And then go through the whole video. If you're a beginner, don't be selling four things. That was [ __ ] stupid. Probably sell like one or two.

Okay. And that thing specifically to the website, how do beginners know that their websites are making a difference? And like what kind of promises do you typically tie? Because I watched a few of your your sales calls and I noticed there's basically no promises. You just say, "Hey, I'm you know, what questions do you have? What questions do you have? What questions do you have?" And they ask whatever their question is. And then you sort of handle that objection, but you're not saying we're going to rank you on the first page of Google in six months or whatever. We have an ROI guarantee. Whatever it is, right? Like all these these promises that people tell you to have, you guys, as far as I know, don't really have. It's just like we're gonna these things will help. But the question is, I'm a beginner. I know I can build a website on High Level for somebody, but I don't know if it's going to be the best thing for them and I'm insecure about selling them something that's not the best in the world.

>> I got it. Number one, you should never be insecure, dude. You're trying to change your bloodline and make money online. You have to be a little bit of an [ __ ]. You have to have an ego and you have to understand you're going to mess up and potentially the worst thing that's going to happen is you're going to waste a stranger's time. You have to get okay with that. That's that's going to happen.

>> Um, and and if you're too afraid to do that and you're too afraid to maybe make someone upset and cause some controversy and get yelled at, just you don't have what it takes, bro. Just go get a 9 to 5 at Starbucks.

>> Um, number two, if the website's a $20,000 website built by like Dean White or some insane website design agency, yeah, your $97 a month website isn't going to do [ __ ]. Don't sell them a website, right? 95% of websites are so bad. And by the way, like what whoever this person is on the phone, you should have scraped them from Google or they should be coming from an ad or something like that. Chances are they have some issue with their website. I really doubt you're, you know, uh, talking to some business owner who's doing $10 million a month and has just the most pristine website.

So, most of these websites are not going to be SEO optimized. Most of these websites are not going to have, uh, instant lead follow-up. I mean, I would say that's the biggest the biggest one by far is these websites don't even have the ability to instantly text their leads, right? So, if a lead comes through a website, 90% of the time it just gets lost in some contractor's email inbox. So, you know how cool it is just to be able to take a website, it could be the best website in the world. If lead a lead comes through that website, do you know how much more valuable it is to be able to text that lead instantly? Text on the phone. Everyone has their phone on them all the goddamn time. I never check my email because it's filled with spam [ __ ].

So, just the ability to be able to text leads and you make a website text enabled is huge. That's number one. Uh, what's number two? Probably uh, I would say having a hyperlink phone number that's attached to auto call text back or a voice AI bot. You know how many people I like I tried to I wanted to get what do I wanted? I wanted a uh I want to get a facial the other day cuz like my skin was really messed up. I called like seven different places, dude. Seven no answers on the eighth one. Didn't answer either. I literally just got a text message saying, "Hey Kai, it's blah blah blah Medspa. Sorry I missed you. If you want to just book and you know book your appointment real quick, just click this link."

>> Guess who got my money that day, dude? Eight calls later because they just texted me back. That's it, bro.

>> So, that's what I mean. Like I hope that comes across well. But it's like that's the value you're providing, dude. Like is your website going to be the best SEO optimized in the world? I don't know. My [ __ ] was not optimized to like 30, 40, 50, even 60k a month. I didn't even know what SEO was, dude. No idea. But I was trying to change my bloodline and make money online. And if a customer was unhappy and really pissed, I would just refund them. That's it.

>> Yeah. And guys, if if you genuinely look at somebody's website and it looks really good, just offer to do the mis call text back and the instant lead follow-up, like you can swap out the forms on a website without redoing the entire website and still make people money at 197 a month, 297 a month with just those two features, right?

>> Funny enough. So, 100% yes. But the other thing is usually when someone comes to me with a really good website and I'm on the Zoom call with them, I'd be like, "So, yeah, dude. I mean, honestly, website looks pretty good. Uh, what's wrong with it?" So much of it, dude, I [ __ ] hate these people. They don't they don't get back to me. They don't change [ __ ]. And I I'll usually be like, "Dude, we probably make something pretty similar to this. This is a solid website." So much of the time, if they're coming to you, they have some gnarly story about the website company. Sometimes those clients are even better because they know they have something good. They just want to change companies or they're just like, "Yeah, I can't make changes." Or usually they have a huge pain point that's really easy to hit.

So, um, yeah, that can be a good client, too, man. And sometimes, dude, I'm just like, "So, are you happy with your website?" "Yes." "Are you getting enough leads?" "Yes." "Uh, do you like your website, guys?" "Yes." "So, why are we here then, bro?" Like, you don't then you don't need us. And that's it, bro. Don't feel bad because someone generally doesn't need your service. It's going to happen, right?

>> Yeah. You You got to call them out on their [ __ ]. So,

>> literally, why are we here?

>> I can tell you the number. Like, when I I was selling something between like two and $3,000 when I had my agency, and people would get on there, I'd be like, "So, like, tell me like how's business?" They're like, "It's really good. Why are we here?"

>> Why are we here? Like, and the amount of students that I would review their sales calls and the same thing, they're like, I don't know what to say. Like, they said business is really good. Like, call them out on their [ __ ]. Like, they're there for a reason. They didn't take an hour out of their day to get on this call just because everything's hunky dory in their business.

>> Exactly. Exactly. 100%, dude. And and and I think beginners sometimes get uh

>> get stuck with like That's why I did those funny videos on my channel where it's like, "Hey, watch me just fail these sales calls live so like beginners can understand, dude. I faced the same [ __ ]. Sometimes there's nothing you can do, bro. Sometimes you're just going to miss the three. It is what it is, dude. You still have to shoot. And it's okay. Like Kobe misses, dude. LeBron misses. Steph Curry misses. It's okay. Can't sit there and miss a three and be like, "Oh, I'll never be able to hit one." Like, it's like, "Yeah, you will, dude. Keep shooting."

>> Okay, so let's talk about how you start the conversation uh from like zero to 20K a month. What's your cold call script that got you there?

>> Yeah, it's the Julie Becker one. So, uh, I have videos on my channel of it, and people will be like, "You're such a piece of [ __ ]. You're lying to them. How could you? Suck my balls, dude."

>> Um, so anyway, I'll call and be like, "Hey, Katon. Uh, what's up, man? Uh, Julie Becker sent me over you over to you guys. She said you did like super high quality work, but you guys don't have like a website or anything like that." They'll be like, "Uh, they might question you a little bit on Julie Becker. Julie Becker's made up." And if you really want to be a little [ __ ] go into their Google reviews and find a review and just say, "Oh, Katon gave me like Katon told me to call you guys." If you want to be a little [ __ ] about it, do that. Yeah.

>> Um, but uh, but yeah, and then that kind of breaks that first door of like, you know, I'm not just some scam marketer calling you. And then I'll just go into like, yeah, man, I built your website uh basically completely for free. Um, would you want to check it out on Zoom? And again, I'm not going to go into the full script right now. I have a video on it. But getting past that first barrier of just the first win is how do we get them to not just hang up on you right away? So by saying, "Hey, Julie Becker, you know, my mom's friend referred me over to you." Is getting past that first door of them being like, "Yo, [ __ ], you." And hanging up on you. So yeah, if you ever cold call, you know, just getting past that first door and getting in conversation, that's a huge W right there, right? That that's that's the first thing. So, uh, that's the script I used. Um, you can do Julie Becker, it's on my YouTube, or you can just make up, you can go to go to one of the Google reviews and be like, "Hey, yeah, Tom said you did really good work. He left you a five-star review, but said you didn't have a website or anything like that." Like, why is that? Do you need one? Blah, blah, blah. So yeah.

>> I saw a video of your business partner Mike doing it and it was more like, "Hey, um, do you know Julie Becker?" Just kind of like let that hang in the air. Like Julie Becker? No. Oh, like she said you did a job for a while ago. It's my mom's friend. Well, yeah. Don't worry about it. Anyway, she mentioned you don't have a website.

>> Works, too. That's beautiful. Yeah. Yeah. 100%. And that that's and and this is why, bro, if you're a beginner, you're going to cold call, figure out your own style of it. Maybe Mike's works better. Maybe what mine works better. Figure out what resonates with you and how you like I can't teach you that. I can only give you the blueprint. Like I I made up the Julie Becker thing myself and I used a little bit of uh Pavle script. I've seen your stuff. Like I use a little bit of everything, but at the end of the day, you have to develop your own style, right? And you can you can use other people as reference, but again, like what Mike did, that's beautiful, right? Because he's getting past that first 10 seconds of boom, buy, right? And then all of a sudden they're in conversation and they're talking and it breaks that first barrier. It's really just how do you break that first barrier?

>> And dude, I'm so glad you said that cuz everyone listening to this, if you're like struggling and you're ready to throw in the towel and you feel like everyone's contradicting the other marketers and like you just don't know what to do, you've got too many voices in your head, you have enough information. That's a sign you have enough information. You just need to like use a tiny bit of your own intuition and the moment that you do that will be the unlock for you. If you keep just trying to copy other people and it's not like authentic to you, then don't do it. Like I my whole philosophy with outreach is if I wouldn't respond to it, I don't do it. So don't do cold email. I hate mass DM stuff because I I don't respond to that type of thing. However, when I did my first outreach, it was like a research-based thing. So, it was like, "Hey, I'm just doing research on XYZ company in uh this this niche. Would you be open to 15-minute call to like answer some questions about your business for me?" And I was genuinely why do some research? I actually would respond to that. And then I turned it into the one question survey where I would say, "Hey, what I just have one question. What's your biggest marketing headache?" They would tell me their biggest marketing headache. Then I would send them the video. Then they would ask to get on a call. And eventually that became like sort of unaligned and so I stopped doing it. But it's it's all about your own intuition. And I Kai, I'd love to hear like did that come to you in a dream one day, the Julie Becker thing or when did you come up with?

>> Oh, dude. That that came after me and my buddy were cold calling for like three hours and and I just was like I was like, "Yo, I'm going to try I I literally looked at him. I was like, "Yo, watch this shit." And then I I just went off top the head and I was like, "Yeah, you know, Julie Becker." And then all of a sudden I was like, "Oh my god." I just in like 10 minutes like basically closed him on the phone, set a Zoom appointment, closed him the next day. I like look at him. I'm like, that's what I thought. I was like, complete complete luck. I was like, yo, I'm [ __ ] over this dumbass script we're using. I'm going to try this [ __ ].

>> Yeah.

>> Boom, it worked. I was like, all right, that worked once. I'm just going to do way more of that. And then boom, it just kept working, right? And I was using someone else. I I don't know what script I was using, but it sucked. Uh, I don't even know where I got it from.

>> Probably the uh probably the Hey, that I'm gonna be honest with you. This is a cold call. I'm gonna give you

>> It could have been It could have been It could have been that. But that one I Dude, that one was not I did I did do that one for a while. Not authentic to me, bro. Did not work for how I am. my voice, my style. Um, then yeah, switch it up. Yeah.

>> Yeah.

>> Yeah.

>> And guys, if you're worried about like again the lying thing there, like the in the grand scheme of things, that little white lie is going to help that business owner a lot more than it's going to hurt that business owner. And sure, you can you can find somebody on their their uh Google Maps profile, but again, it's it's all about authenticity. So, if you can't look at yourself in the mirror or like sleep at night because you're lying about that, don't do it. Do something else. But find something that the principle here is break up that first 10 seconds so that they their sales resistance toward you is lowered. And the minute that you do that, like their again the cortisol is down and they're ready to listen.

>> Exactly right. 100%. Breaking that first barrier. Like you can't you can't do a cold call without getting past that first barrier. So the more times you get past that first barrier, the more times you get in conversation and the more uh more chances you have to set the Zoom appointment, send the video and then close the call. And then once you have enough money with cold outreach, start running paid ads, baby. That's how you do it.

>> So, have you ever sold someone without the sales call or have you considered taking the sales call out of the equation entirely because the VSSL does so well?

>> Yeah. No, I mean, sometimes it won't be a Zoom call. I'll close over the phone sometimes. But, yeah, man. I mean, small businesses usually they're going to still have to talk to someone before they're willing to put their information and give them give the card number. You could probably do it. I know Clay tried for a while. I would imagine if we did it that way, our cost per uh close would just go through the roof and at that point you're still unprofitable that like you're not going to be able to continue with the ad spend. Um, I think sales calls, especially for small businesses who aren't making a bunch of money, they're still going to need to talk to someone to have questions answered. Even if it's just as simple as just seeing that, you know, they can get someone on the phone. But I I do believe that you're still have to do calls, though.

>> Yeah, you should talk to, you know, Frankie Finn.

>> Yes. He's a boy. Cold call legend. Yeah.

>> Yeah. you should uh he his whole he's had people buy $5,000 $10,000 things just off of a Loom video. At the end of the Loom video, he just says, "So, the next step is you're going to see a button below this video."

>> That's wild.

>> Click that button, put your information in.

>> So, uh

>> yeah,

>> maybe maybe we should try that. That would be a beautiful thing to have to to be able to eliminate sales calls would be damn, that would be amazing. Yeah.

>> Yeah, you should split test it for sure. Like you already have something that's really working.

>> Yeah, that's the other thing, by the way. Beginners, if something's working, for the love of God, don't change it. just just keep doing more of that. Don't be like it could be I had a kid the other day ask me he's like yeah man running ads a little bit worried um, you know, it's costing me like $125 bucks to acquire a $300 customer. I'm like if it costed me $125 to acquire I would put every every dollar I had into that into that marketing system, dude. Like if you have a two to like you're killing it. Just do more of what's working, man. Super simple.

>> All right. So 470k a month. How many clients is that at 297 a month?

>> Yeah. So we have about 1,300. Um, it's going to be slightly lower than that obviously because we have some upsells and stuff now, but like 85 to 90% of the revenue is all going to be on that $297 plan, which is it's it's crazy. I had to think about that, man.

>> And what's your churn on that?

>> Uh, it's like between eight and 12%. 12% super high. Uh, best month is usually around six or seven. We're trying to get sub five. That's the goal.

>> Okay.

>> Yeah.

>> And what are the challenges with this like low ticket, high

>> volume business like that? Obviously, the churn is one of them. We talked about one reason for churn, which is um the the person is just like brand new to business and it doesn't matter what you do for them, they're probably not going to have an ROI positive investment on $300.

>> Low quality client, too. Yeah.

>> Yeah. Yeah. Low quality like client selection is literally 90% of of churn.

>> Yeah.

>> Um, but yeah, what else contributes to that churn? What else are the challenges? And like looking back, are you still happy that you did 297 times,300 instead of a a bigger number times less clients?

>> Yeah. Well, I'll say it again. Like, if you're an agency charging I don't know what number I said before, but if you're if you're trying to charge small businesses thousands of dollars a month, you're just you're an idiot. Um, especially as a beginner. It just makes no [ __ ] sense, dude. It makes no sense

>> because the beginner and when you say the beginner thing, like why especially as a beginner? Just because you don't have the skills.

>> You don't have the skills. You're not good enough. You think you're going to get on and make money online because you watch some guru like me or you, whatever, be like, "You can make money. It's a it's it's it's a golden ticket. It's super easy." And you're going to have the balls to sit there and be like, "Yeah, it's going to be $3,000. Can you give me your credit card info?" Dude, I'm pretty confident as a person. I was [ __ ] myself the first time I was on a sales call asking for someone's credit card for a two week free trial. Yeah, dude. My chef's beating out of my chest. My buddies were watching me over there. I'm like, "Is this really going to happen?" And dude, I didn't wasn't even he was wasn't even paying me. I was just getting his credit card for a two week free trial, man. So, the odds that you think your ass is going to come on here and close someone for 3 to 5K a month and actually even be good enough to deliver a $300 to $5,000 service is is crazy to me. So, the most important thing for beginners is how do I get a credit card across the line and have a stranger on the internet to pay me a dollar, $5, $100 and then expect a service? How do I get those reps? How do I do 20, 30 of those reps? And dude, if you think I'm an idiot and you still want to go do high ticket, cool, bro. Go do it. I love you. I hope you do. But either way, you have to start with low ticket first. It's going to be way easier. You're going to get more experience. You're going to get more uh more reps at bat. But to go back to your question about churn, two big things. Shitty shitty customer success, which for beginners should not be a problem because guess what, bro? You're going to be your own customer success manager for a long ass time.

>> So, you should be very very good at it. And the second and the second one is misrepresented uh expectations, right? Meaning, you're promising them way too much that you're not you like you can't promise someone 100 leads and then not get that you're just lying, right?

>> Yeah.

>> Both of those problems are are only problems that we have. You're not I mean, you're probably not going to have similar ones unless you start hiring customer success managers and salespeople. The reason I say this is you guys have an advantage here. Your turn should be lower because you're your own customer success manager. So you're you're responsible for getting back to them, making their changes, which you should be on top of. And B, you're probably your own salesperson. So you are responsible for setting the expectations. The reason these are issues for us is because I'm no longer doing the customer success. I have to outsource that skill to someone else. I'm no longer doing the sales. So, I have to hope that my sales guy is good at setting expectations. These are both things as a beginner you don't struggle with because you're both your CSM and your own sales guy, right? So, again, your churn is going to be lower at the beginning and um, and yeah, man. And that's really good because you want those first 10 to 15 clients. You want to give them a really good experience so you can get a a testimonial and you want to make sure that first 1500 to $2,000 of revenue is very very locked in because you're going to rely on that to uh to uh kind of run your business for a while, right? You want a really solid base of uh recurring revenue. Yeah. Yep. Every client I onboarded myself stayed for like three to four plus years. Same for me. Still at over a thousand like over $1,000. And everybody that I had my team onboard was more likely to turn within 10 months.

>> It's and and I we have the exact same thing. Every customer that me and Mike have onboarded like most of them are still with us. And the problem comes when we start hiring sales people and start hiring customer success. So we say all that to say, guys, if you're a beginner watching this, you don't have to deal with those issues. Don't [ __ ] worry about it at the beginning. I hate when someone asks me, dude, like, how do I prevent churn? How many clients do you have, bro? Oh, zero. Why are you asking me that question? Stupid. Go get a client.

>> Yeah.

>> Oh, yeah. So, what I hear you saying is if I do all my own sales and all my own onboarding and I just kind of pick this simple offer that all businesses need, I could probably get to like a really lean 40k a month where it's just me and maybe one other person helping out and like go to Bali and live my days out there, right?

>> Literally,

>> if you weren't at 500K a month, is that what you would be doing? If I if I didn't have Mike, which my my now business partner, I would have scaled this to uh I would have gotten to a point where I'm hands-off. So, you have one customer success manager who's dealing with the clients, dealing with onboarding. You have one engineer who is building out the website, setting up the GoHighLevel account, and then you have one salesperson, right? That's three employees and you can get probably to easily 50 to 80K a month. You might need two customer success managers. Uh, but let's just say 50k a month with those three employees. 70% margin and you're handsoff. That's the dream. That's what I would have done if I didn't have Mike. And that's probably the most attainable thing for most people to look at. Um, unless you're going to partner with someone or you want to build a multi-million dollar company, I would sit at around $50 to $80,000 a month, become fully hands-off like a lot of my guys have become, and slowly grow the company, and you have your time and and money freedom at that point.

>> Nice.

>> That's probably the most realistic goal, right? I think that's the most realistic. And I think it's possible.

>> Yeah. And I think that's possible to hit that in uh probably two to three years of focused effort.

>> Probably two.

>> It's a It's a very rare breed of human that actually wants more than like three employees.

>> Yeah. It's a nightmare. Don't do it. I We have 40 of them. [ __ ] [ __ ] show.

>> Yeah.

>> Yeah. But like I think about the founders of High Level like they are they are actually build different. The amount of people they employ, taking on all the capital, all that type of thing like

>> that.

>> I don't want that. Like the word business can encompass a lemonade stand up to a multinational conglomerate that farms oil or whatever and has literally hundreds of thousands of employees and you want to be closer to the lemonade stand. Trust me and it's okay that that's what you want to be closer to.

>> 100% do. I don't think people talk about that enough. It's like man when I started business I knew as soon as I hit 10k maybe 20k um I was like man I don't want to get to a I don't want to get to 500. I don't want to even get to 100. Um, partnering with Mike obviously changed that,

>> but but yeah, man, it's it's such an easy thing. And, and again, if you want a lifestyle business and you want clients, you know, a 100 clients paying you $100 a month is 10K. Or you could have two clients paying you 5K a month each and you're just their little [ __ ] right? They say jump and you have to say how high. And if you lose one of those clients overnight, boom, 50% of your business gone. But when you build a low ticket recurring revenue business like the one that I built, like how you did it, you were a little higher ticket. um you silly goose should be low ticket but uh but uh you get you get you get stress and freedom, right? And that's the big thing is you're nobody's [ __ ]. It's like why are you building a business if you're just going to be someone's [ __ ] and you have a client message you at 2 am and you have to jump on what they say, right? If I have a 100 clients and one of them is being a pain in the ass, hey man, we can't work with you anymore. That's 1% of my business gone, not 50%. So that's why that low ticket model, it's not just about how do we make the most money, it's what kind of money are we making, which is way more important than how much you're making. Yeah, the stability of tons of people paying you low ticket, like the the peace of mind I feel now that I have that type of business versus when I had, you know, it was it was decent amount of clients, like 40 to 50 at a time, but they were $2,000 a month clients with more headaches and more promises and everything.

>> The the stability and the quality of life is so much better. Low ticket

>> and the expectations, too, dude. Like, someone paying you 300 bucks a month. I mean, again, you're going to have [ __ ] clients. I'm not saying you're not, but it's like, man, like someone's not going to lose their [ __ ] I shouldn't say nobody, but most people won't lose their [ __ ] over 300 bucks. Someone over two, four, 6K, like that's where you start getting into lawsuits and you start getting into people really coming after you. It's like, man,

>> we scam you for 600 bucks, bro. We'll just refund you. It's all good, dude. You didn't like our service. Here's 600 bucks back. You know, it's a lot less of a hit to take than, you know, charging someone 2K a month for three months and having to give them um $6,000 back, right? It's a lot lot different. Yeah. And we were talking about this off air like I I have coached over I mean indirectly thousands of people but directly hundreds of HighLevel beginners.

>> Same.

>> And all of my content now inside of my community like literally if I could summarize it in one word is like get your first sale

>> because if you get your first sale then you can get your next one. And if you can get two you can probably get five and if you five you can get 10. If you can get 10 you don't need me anymore because you're going to figure this out. And I you made a point about this where like getting that sale at 297 and building that belief in yourself and like getting the hype is going to be so much easier and faster than trying to do it at those those higher tickets, right?

>> 100%, dude. I mean, man, if I I can only imagine as a total beginner sitting here trying to sell these people for two, three, four, $5,000 a month, man, it probably would have taken me 10 days to get my first client. It probably would have taken me 10 months or maybe six months doing it the other way

>> and I would have lost steam and then just just to have the same issues that you would have had with the $200 client anyway. You're not good enough. They're unhappy. Then they churn. Except the only difference is if my client turns, it took me 10 days, not 10 months. So, you're going you're you're going to get the same scars and the same lessons anyway. You might as well just get them faster as opposed to just dragging it out. Man, it makes this must be the biggest like I don't even understand how this is controversial in business anymore. I actually just don't get it. Like you have all these [ __ ] nerds being like, "Sell AI buildouts for $15,000 a month." Bro, you don't even know how to do a sales call. You don't know how to run an ad. You don't know even know barely what AI is. You don't know how to build a website. You're bad. You suck. You're an idiot. Like, dude, that's fine. I was too. You were, too. Everyone at the beginning, like, you're going to mess up. Why mess up for a 15K client when you get the same lessons for a $97 client and then work your way up? It just doesn't make any sense. It's the most mind-blowing thing, bro. [ __ ] gurus are stupid.

>> Swear to God.

>> So, you've alluded to upsells a couple times throughout this podcast. What are you guys currently upselling and how does that work? Like what are the economics of it?

>> For sure. Yeah. So, the first thing to understand about upsells and Hermosi said this, but imagine you go to McDonald's, right? And you, you know, you buy, I don't know, let's say you buy a burger. The next thing you're going to want for that burger is it's going to make you thirsty. So, the next thing that you're naturally going to want is a Coke, right? Or maybe it comes with fries. So, it's that foot in the door offer, which is the website. The next thing they're naturally going to want is, okay, well, we want to rank them higher on Google and get them more leads. So once we have, you know, their website set up, which is like the burger, we do all that. We optimize their Google page. The next thing is the Coke, which is going to be lead generation. We want to run Google ads because that's the next kind of thing they're going to want, right? So, directly generation, the way we explain that is like, hey man, we can create the fire and, you know, put some gasoline on it. But if we really want to pour gasoline and get the leads coming in, we have to run Google ads. Here's the foundation and then here's what's next, right? Here's the burger. I know you're going to be thirsty for more [ __ ] later. Here's the Coke. So that's how you think about upsells.

Um, what you do is going to be dependent on your industry. Uh, for instance, like if you had a voice AI bot, right? Cool. So, we're handling all their inbound leads via voice. I wonder if they're also handling their inbound or they would want their inbound leads being handled via text message and email as well, right? That's a natural natural upsell. Hey, it's 497 for handling all your voice leads. Oh, it's just an extra 200 bucks a month to handle all your text and email. And now you're handling all their inbound leads, right? That could be an example of that.

>> Um, so that's how you think about upsells. For us, we just do Google ads. Hey, do you want you do you want, you know, uh, four blog posts or six? Oh, you want six or 12? Okay, cool. It's an extra hundred bucks. If we onboard 300 clients a month, that's an extra If we and if, you know, we upsell everyone into an extra 100 bucks for uh blog posts, that's I'm going to [ __ ] up the math.

>> 300 times 100 be 30k.

>> 30k. There you go. I'm off. See? Uh, so yeah, that that's extra 30k a month.

>> Why public school system?

>> Your boy's not good at math, dude. I just know how to tell. Um, but but that but that being said is anywhere where you can add a little bit of an upsell, especially for low ticket. If you can take your average order value from 300 just and average it out to 400 and you're onboarding a [ __ ] ton of clients every month, that's a lot of upfront cash collected that you can then throw back into ads, pay your team XYZ. And especially if it doesn't cost you anything extra. You know how hard it is for us to make 12 blog posts instead of six? We literally just put the number 12 instead of six now with AI, right? Or we have our VA who is paid to do six. We pay her an extra five bucks. She does 12, right? So there's almost no because with upsells, right, you don't want to like add a bunch of complexity. How hard is it for a McDonald's worker to be like, "Hey, here's your Coke, right? It's it's it's almost nothing at all. It's in the same spot anyway. They just press a button." So you don't want to make upsells that you want to have your upsells be congruent with whatever you're selling originally.

>> And by the way, huge caveat to all the upsell [ __ ] right? Like we didn't, just to give you perspective, we didn't have a singular upsell, nothing, until over $100,000 a month. We just did $297 a month. No setup fees, no upsells, nothing. because it goes back to what I said earlier that was working for us and when something works just do more of it right so as a total beginner your ass should not be over here doing upsells like I just don't think it makes any sense unless you have past 10 20 30 40 clients

>> you don't even have to think about it dude get the system working first dial in product delivery dial in sales get good and then optimize later

>> obviously you're you're a very polarizing person and you have strong opinions which I super respect and I think people should be more uh vocal about those. But it can be easy to look at somebody like you with a strong personality, strong opinions, and like the ability to go out there and cold call and be like, "This wouldn't work for me because I'm not like Kai." What stories do you have of people who have employed the same low ticket philosophy and like followed your methods and done fairly well in a good amount of time?

>> Yeah. The first one that comes to mind is my first uh one of the first people I ever mentored. Um he was in college. He was 19 years old. little Indian kid, right? So, he has an Indian accent. People know he's Indian, right? And for anyone watching, you should just know this. It's not racist. It's a fact. When you hear an Indian person calling you on the phone, especially as a contractor, the first thing you think is scammer, right? So, this kid had every reason in the world not to believe in himself. Number one, took him like a year and a half to get to $20,000 a month. That's the that's the end result. But something so funny that he that he told me, he would make a joke on the phone with contractors about him being Indian and being like, "I promise you, sir, I'm not trying to scam you. I just have an Indian accent." And I thought that was the funniest [ __ ] ever because he just did that. I'm like, "Wow, this kid took his his uh what's the word for it? When you're down, his weakness and turn into a strength, right? He took his his controversy and turned into something that worked for him, right? Or he turned a disadvantage into an advantage." And I was like, "Damn, bro. If this little Indian kid can do with this accent who looks Indian as [ __ ] by the way, he's not like he doesn't look Indian."

>> Um, which is arguably the hardest position to come from and he could do it. I'm like, dude, like some little white boy commenting under my videos being like, "This is a scam." Bro, you're a [ __ ] dude. I I don't know what else to say. Like, if this kid can do it, anyone can do it. That's the first thing that comes to mind is is him.

>> So, what was his like trajectory? He started cold calling. He sold this and you said it took him 18 months to hit

>> 20k a month. Yeah. Yeah. He he was selling uh Yeah. He was selling websites and then he switched to lead generation for a bit and then he switched back to websites. Um, but again, man, once he got his first five or six clients, he kind of did what you did, right? use a little bit of intuition, try some stuff out, you know, enough to be dangerous. Didn't work out. He went back to websites. But again, like he just took so much action. He would show me his list of clients that he was going to call. I'm like, "Dude, this is great." He has notes next to them. He had a VA scrape them from Google. He had their website. He had how many Google reviews they have. And he's calling at like 2 a.m. his time. And he's in the college dorms, by the way. This kid has people partying around him all the time, and he's trying to build a business and change his whole bloodline. It's the craziest [ __ ].

>> Um, that that's one of the coolest ones. I als Yeah, it's super cool, man. And then there's a lot of guys who come from the marketing background who are charging a,000, $2,000, $3,000 a month and they're over it, man. They're over the high churn. They're over the high expectations. I had a guy like that who came he was stuck at 20K a month for years, dude. Um, his name's Ryan. And then, dude, like did this he added this as like he he kept his high ticket thing as like a backend offer, but switched his front end offer to hey, 200 300 bucks a month for a website. He's at 40K a month and he was stuck at 20 for two years until he just switched that, right? So, we have all these different stories. I mean, Indian kid to a white guy who looks just like me, mid-30s, um, doing this [ __ ]. Like,

>> I don't know, man. If you don't believe in yourself and you think this is [ __ ] like,

>> I don't know, man. Maybe you're just cook, dude. Go to Starbucks. I don't know what to tell you.

>> I don't know. I I also can't imagine like looking at someone online and just sitting here with the with a with the opinion that this pessimistic [ __ ] of like, they're all trying to scam me. They're all out to get me. Like, this worked for them, they got lucky, blah blah blah blah. It's like, dude, what kind of a mindset is that? Like, what kind of a broke boy mindset? Like how are you going to change your life and retire your mom and [ __ ] feed your little sister with a mindset like that? It makes no sense to me. It's wild.

>> So, it's obvious you're coming from a place of like really you've you've used this line change your bloodline like five times on this podcast. What does that mean to you? Like what what's the who hurt Kaiser now?

>> Yeah, it's a great question. Um, I'm gonna get hate for this [ __ ] too, but dude, I was just sitting in my room uh after I had a shoulder surgery as well, just watching porn all day, popping Xanax, popping pills, playing video games, and uh [ __ ] Andrew Tate pops up on my screen. He's like, like, and I don't know, he said something. He's like, you have to understand, dude, nobody [ __ ] cares about you as much as you're going to have to care about yourself to change your life. And it's like, nobody's coming to save you. And I just heard that and I'm like, [ __ ] he's so right. Like I'm like I'm I don't have any money. Like I'm not going to just one day hit the lottery and figure this out. Like I have to get up and and do something. Otherwise, like I'm going to be in my mom's room popping painkills and watching [ __ ] porn forever, you know? And that's that's a one-way ticket in my opinion to a very unhappy existence. Or even worse is you have some nineto-ive job that you don't hate but you don't love. Um, and you never really you feel like you're built for more, but you don't know what to do or how to do it. So you kind of sit in this job that's just okay, but it's not great. And you kind of just whittle your whole life away. And then you look back in 50 years and you look and you're like, I didn't even [ __ ] swing the bat. That's got to be the worst. It's like, I didn't even give my chance. I didn't even try. And one very quick story about this that I that I'll say is I grew up thinking I was going to be a professional video game player. And all my buddies said, "Dude, you should stream on Twitch. You're going to be so good. You're going to make millions. You're going to love it." And for five years, I was like, "H maybe whatever. I should do it." I always thought to myself, "I should do that. I should do that. I should do that." Um, and I always thought like, "If I do that, I'll be a millionaire. I'm good at video games. I'm good on camera. Whatever. Dude, I did it for one day and I just realized, wow, number one, I'm terrible. Number two, I [ __ ] hate this. It completely takes the joy out of video games. And I just never want to do this again. Had I never tried for that one day to stream or that one week to stream. I always would have looked back when I was older and been like, man, I could have been a professional streamer, dude. I know that I had it in me. I knew that I was good. I could have done it right. And thank God, I just tried. And it's the same thing if you try for a real year at business and you really give it your all and you can just tell it's not for you, bro. At least you swung the bat, at least you tried. Otherwise, you're going to look back in 90 years or 50 years, 40 years, whatever it may be, and be like, "Dude, I didn't even swing. Just swing." It's so much better to swing and miss than to not swing at all.

>> That's sweet. Andrew Tate of all people.

>> I know. I was I hate for that. Like, you know, blah blah blah blah. Like,

>> no, he he uh

>> Yeah. You know,

>> he changed a lot of lives.

>> Evidence that he did good.

>> Yeah. I mean, dude, again, there's other people with the similar messages. Some some guys respond differently to really being hit over the head with that [ __ ] you know? But the, you know, be strong, have opinions, take care of the women in your life, work hard.

>> Um, and and yeah, dude. Uh, make money. Like, I don't know. And be strong, be fit, have an opinion. Don't be afraid to uh to voice it. And I think those are all those are all good things. And I think more young men should probably um I don't know, be like that, I guess. I think it'd be better for society as a whole.

>> All right. So, if I want to get help from Kyone, how do I do that?

>> Just go on YouTube and type in Kyone. I'll pop up somewhere.

>> And you you do have a community, right, that you've launched fairly recently.

>> Yeah, we have over a thousand people in there. Um, basically they just get all my [ __ ] for free that's working right now for us uh in our, you know, in our company. And yeah, man, I hop on there once a week and answer questions similar to you. And, uh, yeah, just make sure you use my link and I love you forever.

>> Cool. I'll link that below. Um, I'm sure it's a it's a HighLevel. You can join with HighLevel or if you're already at the top tier of HighLevel, um, you can join directly. So, we'll we'll have that link below. Love it, man. Thanks so much for coming on. This has been great.

>> Of course, man. Thank you for having me, dude. I'm happy we finally got it done. Uh-huh.