Consulting Accelerator livestream Q&A call recording from January 5th, 2019.
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Alright can see a couple of people jumping on. Can See Janice, Korean, Brian Tall, Gina Philly. If you guys can just let me know if audio and video is working. You can hear me, you can see me, just let me know and then we'll be able to get started here. Thanks Jennifer. Can See in here. Perfect. Well first of all, welcome our welcome to the consulting accelerator live stream q and a. and so if it's your first time on one of these, how they work is I do one of these every Saturday, almost every Saturday and they go from 3:00 PM to 5:00 PM eastern time. That's the time in New York and if you want to know when they're happening it's pretty much every single Saturday and if it's not going to be happening on a Saturday I'll typically tell you and also you can put it in your calendar just recurring on Saturday three to 5:00 PM and how they work as people to show up and ask questions in the comment box to the right hand side there. And then I just go through the questions one by one and we just do a q and a and we go for about two hours. It's pretty simple. That is how it works. And so let's jump in and get started here. So Janice Cran is first and genesis. What do you think of my niche? Offer result hypothesis. I help personal brands, coaches and consultants generate consistent high ticket leads using automated marketing systems. I would help them clearly defining their niche, offer result, built their fragmentation funnel with them and teach them how to get organic traffic. So the question is, what do you think of my niche? Offer result hypothesis. I help personal brands to generate consistent high ticket leads using something I would help them clearly defining an introvert. So Buddha, the fragmentation funnel within the teacher. Yeah. Well one thing I can see by looking at this is it, you know, you don't talk specifically about a problem and it all starts with the problem. So you find the niche, which in your instance would be a personal brands, coaches and consultants, and then you help them. So you know what the niches. But what's the problem, you know, we haven't really defined this problem, so I would do that. It looks like you haven't talked to them. It looks like you haven't really defined what their problem is and then from that problem comes the solution which is your offer and because what it looks like right now is there, you're pretty much just doing what I do in accelerator and in my programs, which is fine, but you want to go and do your own research. You want to actually find the problem for yourself and then solve it. Do you have the leases when we're ready to hire someone to do strategy sessions for us? What advice can you share about how to hire someone for this position as an independent contractor and how would you structure their compensation? That's a good question. And first of all, I would say that if your in, if you're at the position where you need to hire, we, you want to hire sales reps to do strategy sessions, then you should join up level consulting because they're not playful. We show you how to do it. We've even got training on it. Everything, how to hire them, how to manage them, what the job postings look like, how to conduct the interviews, how to know if someone's good or not, how to structure their compensation, how to do everything, and if you want to learn more about our playful, you can just go to week seven in consulting accelerator and then you can learn more about it there. I'd highly recommend you do that a because it's too hard for me to give you every piece of detail on how to do this in just a couple of minutes on this q and a, but in essence what you're trying to do. What advice can you share about how to hire someone for this position? What we've typically found is that you wanted to find. What we've found with us is we like to find people who a domain who know a lot about what we do and then teach them how to sell. Right? And so we're not looking for sales people. We're just looking for people who quite often are our customers. Like a lot of our top sales reps have come from our customers and I'll use rit is a perfect example. So writ started out as a consulting accelerator customer and then we hired them to do like customer support and then he ended up helping me with personal training and then he listens to me, do a lot of sales calls and then he started doing sales calls himself and now he's pretty good at them. And how that happened is because he knew the product through and through, he knew what we did, he understood the product perfectly and he knew the problems and everything and he didn't. We taught them how to sell. And so I'd prefer to find someone who understands what you do and then teach them how to sell rather than find someone who knows how to sell and then teach them what you do. And so ideally, a lot of the time you can look within your customers for people who might want to become sales reps. that's one place to look. Um, and another good thing to do is just to post, like if you've got a facebook group, you can post a near, you can also try a posting on your personal facebook and you try, you really want to try like your own customer group and your own personal networks more than you want to post this online indeed or some job board or Craig's list or something like that. This is something that's more personal and so that's how you would hire them. And then what you're really looking for with a sales rep is someone who cares about what you do like day care about the niche. They care about solving the problem and they care about the solution. You've gotten the products that you've got to solve that problem for that niche. And that's important. Then you also want somebody who's like committed. So if somebody is doing like their own business on the side or if somebody is, seems like they kind of all over the place, like doing a whole bunch of stuff like speaking or you know, blogging and all of these different things, right? Didn't they probably gonna make a horrible sales rep because you need people who not only care but also, uh, just committed and reliable because sales is basically you're going to get people eight strategy sessions a day every Monday to Friday and that person has to be, has to show up and make those calls consistently without missing a beat and they can't even be one minute late. Alright? So there's a lot of reliability and consistency and so you need to make sure that they're reliable and consistent. They also care. And then you really want to find people who can handle rejection and have high empathy. So a good way to taste for this is to ask them personal questions like, tell me about your relationship with your parents. Right? That's a good question because then you'll see if they're cagey or if they open up and kind of like bond with you over that. And then that shows you that they've, they've got good empathy. Another thing you can do is you can challenge them on the call when you're interviewing them. You can say, Hey, I've been talking to you for 30 minutes. And it just doesn't sound like you really a perfect candidate for this role. Kind of reject them on the call and see how they handle it. If they fight back and ask why that's good. It means they've been good at handling rejection, looking for someone with high empathy ability, thick skin, and the ability to handle rejection. They care about the problem, the niche and the solution. And they reliable and consistent. All right, that is what you're looking for. Now, compensation, we pay people, I think it's a 10 percent a team [inaudible] on cash collected. So if someone sells something for like, let's say it's $6,000, right? Then if that person paid $6,000 in cash, then the sales rep would get 10 percent of that, which would be $600 and then. But it's calculated on cash. So if someone paid for something and it was $6,000, but they broke it out into three monthly payments of 2000, then on that first month they're only going to be being, they're only going to get paid 10 percent of the 2000 collected, which would be um, what was that like $200, right? So it's important to pay them on cash collected, not on revenue because if you pay someone on revenue then they will just do payment plans all the time. But if you pay them on cash, they're going to be incentivized to try and get full pays as much as possible. And that's how you do the compensation. Uh, we don't pay off sales reps at base, but sometimes it can be a good idea to pay them a drawer. And a drawer is basically like, let's say you give them a $3,000 per month. That's like the recurring pay, but the first $3,000 commissions they earned from sales mate. That is basically, that has basically taken against the drawer. So I would have to make so many sales before I started getting paid above the $3,000 drawer that just gives people who are starting and who are brand new, some breathing room to learn and pick it up and practice because if someone starts full time with you and they're not doing anything else and you don't pay them a drawer and they don't make money, they've got to live somehow. And so, you know, there's some people who in my mastermind and things who, I mean the Andrew Argue tried paying people just commission only and then he found that a lot of the sales reps were doing a, we're bright, we're doing drives for Uber and stuff and he wondered why they doing that. And it's because they need to make money. Right? And so if you want them to be practicing and really committed a lot of the time, you need to give them a drawer as well as commissions. That can be a good idea. Jason Coconino says, I believe I have some mindset issues. What's the best advice to keep a positive mindset already? I already stopped. So talks less discussed with negative people. Um, I don't really understand that question. What I would recommend doing is just going through the mindset week, wait to go through every single video, one video at a time, watch every video in full, complete the action items, and they, one of the best things to improve your mindset is just to, to take action honestly, because action drives out thought. Like when you're fully doing something, you're not thinking about it. You're in the zone, you're not having any thoughts at all really, it was just flowing and you want to get into that state. And so you should go through the mindset work, set some goals in a daily routine, stick to the routine and just get things done each day. And that will build up momentum and that will build your confidence in yourself because you'll see what you're doing. And then it'll just kind of correct itself mindsets. A tricky thing. You can't just think about it and fix it and you also can't fix it today and it's a very hard thing and it's a complex. Then you have to think about it and then you have to take action consistently every day and continue to think about it and then it takes time as well, so you have to make sure you're thinking about it and you're doing it and you're doing it consistently over a period of time and you can't stop, so that's what you have to do with mindset. Pretty much cheaper things like that. By the way, Shane Hynes is what is a reasonable amount of strategy session calls to expect to conduct per close? Should I be closing on every call or is it close? Every 20 calls, more realistic target. My message is resonating really well. They all really wanted to work with me, but the biggest objection is that most can't afford it and I've even hesitantly tried offering three month payment plan but only implemented that. Yeah, so you obviously haven't done the training. Go and do the training because I tell you when you should expect to close with some practice, one in five strategy sessions, 20 percent. When you start, you might be closer to 10 percent. Right? Once you've done for your first hundred calls, you're probably going to be in between 10 and 14 percent. After your first 100, you might be up at 20 and then you'll start to get better. No one gets really good until they've done a thousand. Right? So practice shoes is how to, how to start my procrastination. Every time I break out of my habit, I do it good for a week, but I go back. Yeah, so you just need to be more disciplined like no one else did it. You did it, you did it for a week, and then you stop. So you need to be more disciplined or maybe see, trace back your steps and see what it is that where's the turn, like, where's that point? When you've been going good for a while, where does it start to turn and regress back? Wherever that turn point is, try and understand what's going on there and then be aware of it. So next time you get to that turn, you're going to be like, oh, I know I know this thing. I've seen this before. I'm not going to let it turn, Sebastien Gambler sees when it comes to creating Nvo and try to sell it. Is it better to take all the time necessary on research to be sure or is it better to take hypothesis and start iterating as soon as possible? I think that research is important. I think that you should probably spend at least about one week researching the thing and then you should go and take action because action without some sort of research can be can be just going in circles and. But just a lot of research without action is kind of going in circles. Rob says currently reading psycho-cybernetics at the moment. It's a great book and is teaching me a lot. What were the biggest takeaways from the book that impacted you? It's been a long time since I read it. Probably like six years, but from what I recall it was. I mean basically the, the essence of the book is that, you know, Maxwell malts. The author was a plastic surgeon in New York and he would operate on people. He'd have people come in like clients, like a woman with who thought that she was ugly because of her nose and she would, she wanted her nose to be changed and she thought that if she had this new knows that then should be heavy. So then he would do the nose job or whatever, and then he would notice that they still weren't happy. They still thought they had a problem with their nose even though it was physically changed and he noticed this pet and require a lot. And then he, he realized that it wasn't the actual physical thing. It was people had an image in their mind of what they looked like, not that wasn't reflect a reflection of the actual physical state. And so he, he realized that people have a self image in the mind and that is what drove people more than the actual reality. And sometimes people sell them or most of the time people self images weren't in alignment with reality. And then he decided to quit being a plastic surgeon and study this. And then he wrote that book. So what it really tells you is that you know, if you're, if you don't think that you're good at something, it's a self image, or if you think that if you think anything about yourself and it limits your behavior or your actions or your thoughts, then it's a self image thing and you can change that and it's not actually reality. Most people don't look at reality and then factually understand that they look at their self image and use that as like a as a thing of understanding reality and this isn't that and you need to start learning to use that instead of this. Michael Hanes is you say, we should aim for 30 strategy sessions if no sales are made in 30 calls, change the niche, offer result hypothesis. Do you have a similar number? Oh Shit. That question does jumped past. Sorry. If that happens, just ask you a question again to meet tree says happy new year. Sam, have been you. Do you have specific systems in place for solving everyday problems? If a arguments, I don't know if he means unexpected bear news and bill's pet peeves. If so, do you have one go to a system or do they differ for every situation? Yeah, so if he arguments what is an iffy argument? I don't know what that is, but um, and unexpected bad news or bills pit VBS. Yeah. Well, you know, I've just learned to expect the unexpected basically and also expect things to be hard and also expect most of my to be optimistic. And in saying that, I mean that it's probably gonna take longer than I think and it's probably going to cost more than what I think and it's probably going to be harder than what I think. Right. So I understand that and I understand that there's a lot of things that are going to pop up that I've missed because I can't accurately foresee the future. And so because I understand that, I always make sure that like my while my goals are like aggressive and optimistic, I'm expecting things to be hard and for things to pop up and so when they do pop up, I'm not shocked. I, I just like kind of knew that was gonna happen anyway. And then, so I never, everything I do kind of revolves around that. Like I like to keep a lot of cash. A lot of business owners don't keep much cash and you know, they run, they run their business with razor thin operating capital. That's very dangerous because random things pop up and things are more expensive than you think. Like anything can happen and like if you run your business like that, you're gonna get screwed. Same if you run your personal life like that. Like I can't tell you how many times random stuff pops up. Like for example, you're just trying to get a flight home and then the flight gets canceled last minute and now you need to book a hotel for an additional like three or four nights in this foreign country where you are like these people I see at the airport when this happens that this group, because they don't have any money, their vacation, they're on. They spent themselves down to zero and then they were expecting to get on that plane and for that plane to take off. And then when they got home then they were going to be all right, but when there's a slight glitch they screwed because now they have to eat food, they have to travel around, like maybe get a taxi or uber and they have to find some accommodation or something for like three or four days and they've got no money and I see adults do this and it always makes me like, just be like, Shit, how these people just asking for trouble because stuff like that happens all the time and you've got to have like a, you've got to be able to handle that. And that's with your personal life and with your business too. In the beginning everything's razor thin because you're just getting started. Right? But once you start getting into business, you want to make sure that you're starting to put, starting to hold some cash all the time. Chris, good to see you. Sam, what are your two biggest fears? Um, I don't know. I know if you mean business fees, like what sort of fears it's you need to ask me. Like with more specific like age mean business fees or just fees in general because I don't really think about what is my biggest fear. Just in general. I mean thinking about it now, I'd probably be just a flight. The Earth ended right? That would be pretty bad and so it would be something like that. I don't know how relevant that answer is, but in business it would probably be what would it be in business? Yeah. I guess it would be casing to the point where I'm old and I can no longer keep like tape my focus and energy at the level that I can now pay for the point that I've hired a team of people that can handle everything. So you know, by the time I get to that point where my focus and a ability starts to regress, I want to have a team in place that is better than me and smarter than me and more energetic than me. So there's okay. So I have to have that in place before that happens and that I would say is my biggest fear in business. Roleplay stays at the level you're at of being hyper focused. How do you ever have days where you just can't concentrate or get distracted? Easy. If so, when you have already eliminated so much. Can you walk us through how you pull yourself back on track? So they own. Honestly, the only times that I can't focus will be is if I've just exhausted myself. So like if I find myself getting really distracted in and getting frustrated, pretty much the only times that's happening these days is if I'm just burned out and I've been working too long each and not being, getting enough sleep, that's typically the only time that happens. I know I just need to rest there typically assigned to me that I'm just like no point in doing any more work I need to sleep and I need to rest and just do nothing for a little bit like a day or two and then come back to it. But it never happens because I'm very disciplined with routine and diet and exercise and sleep and, and also, uh, eliminating distractions. It never happens to me otherwise. It's only ever like a biological. It's a biological limitation that induces the distraction, not a actual distraction. It's just like my biology can't handle anything more. Cane stonefield says, how do you manage to look yourself from third person whole day long? How did you create this? Uh, I'm definitely not doing that all day long. While you've got to understand is that if I'm doing some work, like fully focusing on something and building something or creating something, I am not thinking about anything. Absolutely nothing. Especially not myself. And so when I'm talking about like looking from third person or thinking about like your character or all of these things, this is like a good, it's a good thinking exercise to analyze yourself, take an audit of yourself, spot your issues and your limitations and your strengths and things and then figure out what you want to be like in the future so that you can create a really good plan to go and execute to get to where you want to go. That's when I would look in the third person and in all of these different perspectives, but once that plan, once that exercise is done and that plan is put in place, it's doing and most of the time I'm. I'm on. I'm just doing. When I stopped to reflect and plan and that's when I go into like the conceptual side of things and the theory side and the and making plans and thinking into the future and looking back at the past and all of that, but once that exercise is done, Bam, it's just back into doing it and most of the day for the whole day it's just doing it. Jared is if selling a flat rate financial service plan, do you recommend. We seem to the contract to sign on the call via e-signature and in building. That was just an idea of what are your thoughts then, so I don't know how financial services works because it's a different industry and it's regulated and it's very different. You would have to comply with that. Like most of the time when you're selling an online course or coaching or something, you can charge the card on the phone, right? And then after the call you can see into them they were state and also you can see in them a link to the agreement and then they can look at the agreement, read it and sign it, send it back, and then you can give them access to the course and start the work. But what, what can happen in that instance is if they say, hey, I don't want to sign this agreement, then you know, you've got to give them the money back. But we put the agreement after the card processing that we don't do it in a way that's being sneaky to them or anything because if they don't like the agreement, it doesn't matter. We don't, they don't have to sign it. Um, but in your instance if you're doing financial services, it, it might not be the same. Like, because it's like imagine if someone gave you a mortgage and then signed it all up. And then there's like the sent you the agreement, like it's different. Right? So you would have to look at what the law and the standard of doing things as an industry because it is regulated and it is different. Thanks Robbie for the compliment. I'm Muslim says I remember seeing a post about sharpening your seances and up level. Either the only thing that matters is your perception so that you can pick up subtle hints when are generating and doing strategy sessions starts making progress faster. What are the subtle hence that someone can pick up when doing direct outreach Australia stations if they really have sharp centers. Yeah. Well this is something that's like just, it's like awareness, like hyper awareness and these, a lot of people miss detail, you know like someone will be saying something and they just won't catch these little things that happen. And I watched it happen all the time. And so one thing that always fascinates me is listening to someone like they might be speaking or whatever and they're going along a particular path and then they just change topic and then they started going along and other part. And what fascinates me is that everyone in the audience did not catch that change. I'm just like, did you, did anyone even noticed that they didn't catch it. And that's when I learned that you didn't actually have to logically tie things together. So then I started trying some ads where I talked about one thing and then change the topic and talk about another. No one caught it. And I was like, man, people don't catch these things. And so it's the ability to spot those things. Like if someone starts talking about one thing and then changes and talks about another and then changes and talks about another, you can catch all of these things. And then you're like, wow, I wonder what's going through this person's mind. And then you start to piece it altogether. It's catching the detail. Or if someone is voice changes or if there's a sigh or a pause or if someone's language, like if their language uh, is different or if they make some kind of like Freud and slip type thing. Like they say something kind of as a joke. But really that that must have been on their mind even if they said it or if they mistake one word with another word, we know what they're really thinking about. There's all sorts of things that you can catch if you end to do that. You have to first of all be you have to sharpen your senses and the best way to sharpen your senses is to not blunt in your senses and the things that blunt in your senses is like a eating really flavorsome or fast food or w or like going into massive like crowds or the time or always having all of these distractions around you. Basically any form of noise or any form of overstimulation. Like for example, watching youtube videos dead. So overstimulating the ones that cut all the time, you know, like those real neurotic add videos or anything which is always switching and changing and cutting and flashing lights. All of those things, did they really? They really blunt in your senses and you need to. You need to really get good at just focusing on one thing. For example, if you read a book in one sitting from start to end, your sentences will be shocked, like people who can do that a very, they've got very sharp seances and you've got to block out all the noise, focus on, learn to focus on one thing and then do it a lot and really pay attention to it. Like if you're. If someone's giving you a response on a strategy session, you can't be thinking about something else and you can't have a tab open on your browser and be looking at cars or something. If you're doing something else or thinking about something else. When someone's telling you something you're not going to hear and so you have to have your full attention on them and what they're saying and not even be thinking about anything else and then you have to practice it a lot and then you learn to spot things and catch little things. It's all in the details and people who are really good at the stuff, they spot the detail camera rolling seas. I've had students go through my coaching program but not a high success rate. Five to 10 percent, what percentage of your accelerator students actually implement your program and get a client? It's a good question. So like if we talk about something like success rate, it depends how we define that, right? Like a traditional college or university would define success rate as the percentage of students who pass the examinations. Right? But that's not necessarily success. So because it's not actually implementation and plus they, they screw around with those numbers a lot because they don't count the number of people that enrolled at the start. They've got all of these different ways. It's just like how in America they unemployment right number is a load of shit because how they calculate it is they. Someone is unemployed by definition. If in the last two months they've applied for at least like 12 jobs and haven't got a job. That is how they define someone as unemployed and so they're not counting people who are actually like the real definition of unemployed would be does not have a job that's very high way higher than what the numbers is. But the unemployment statistic that they tell you is just people who have been applying for at least 12 jobs in the last two months and actually registered themselves as unemployed. So you know, you've got to look at how these metrics are calculated because they often corrupt and same with success rate. So how we define success rate with our program is very different when you consider someone like succeeding if they have got at least one paying client worth at least $2,000. All right? So we don't consider succeeding as consumed the content taken action. We actually think of success as got one paying client with two grant and we on that metric, we're at like 22 percent. Right? But what's interesting is that's including the people who didn't take action or watch the course. So you know, there's a lot of people that buy the course and then they don't do anything with it until later, which is fine. Sometimes people put it off for six months and nene star and Nene succeed with it. Right? And people do funny things with stuff or they might have some trouble when they live personal life problems, they are all over the place for six months and then they get their shit together and then they started getting results. So it was very hard to measure. But if we were to calculate the people who actually watched the videos and then did the work and then got at least one paying client with two grand, that would be like 90, 95 percent. It's pretty much impossible to not succeed. If you watch all the videos, do the work and consistently do the work. It's pretty much like you're going to win. But as a grow, as a, as a number calculated on every single person who enrolled 22 percent carpenter competencies, what are the biggest learnings from, for you from these q and a's? Um, probably the biggest one is that people don't watch the videos because people ask questions that are blatantly in the training. And sometimes what I do is when someone asks a question or search their name and look at what videos they've watched. And often the people who are asking questions, I haven't watched any videos, so that's probably my biggest finding. Lose CSS. I'm interested in your thoughts. One, if you don't have a lot of facebook context, is it takes time. What would you try to sell small programs instead of a big longer one, which corresponds more to my knowledge. These two things are not related. The size of your facebook contact list and the length of your course. Totally unrelated. Just pick a niche. Find out what problem they have got solved their problem, their solution is your offer. Sell it to them. Number two, what do you think about having a two to three programs is offers at the same time? Bad idea. We have three programs now, only really two courses, but through, I guess you could say three programs. We've got consulting, accelerator, uplevel consulting and quantum mastermind, right? We still, I've been doing this for like six or seven years or something and I worked very hard and I ever attain. We still don't have it under control, so it's very hard to do multiple things. It's hard enough to do one. So if I was your start with one and master one first and absolutely get that one thing completely mastered and then when you look now board and you're one another challenge, try adding another but do not with multiple things, almost as if you were to go back to square one and had absolutely zero genius knowledge with your excipient work ethic. How much time would you spend on getting clients if you had no client work yet? What your answers is? I swear I'm going to stick to the beast. Um, so to answer that question, I would like. The first thing I would do if I was to start from scratch is I would you have to learn the fundamentals. So I'd probably try to buy a course like this seriously. And if I didn't have enough money for it, I just go work at like uber or something. It doesn't take long to say two grand working at Uber and then I would buy this and then I'd learn just the fundamentals, the basics. And then I would spend my time trying. I would still work for Uber and then I'd be trying to find a niche that I'm interested in. I'd be trying to find a problem that they have and then I'd be trying to come up with a solution to that problem and then if it all aligned then I'd try to get clients in advance, sell it to them and then I'd make as much money as I could and then I'd quit the job with Uber and then go full in with the business and then just take it from there and keep scaling is what I do. Patrick bdcs, there's a bit of do 80 percent work during the daytime and 20 percent free play during the daytime in order to prevent possible burn out? Yeah. The main thing that that makes burnout occurred is lack of sleep and it's like a biological thing that's happening. So if you, you know, you need. What I've found is that I need to sleep eight hours a night every night. I can get by on seven, but if I don't get sick, if I even have seven, it will start to wear on me and I'll need to take some like a day off. Pretty much the Max I can. I can work 12 hours a day, six days a week. That's about the limit that I can do and in order to do that I need to have eight hours of sleep every night. I also need to eat really good food, stay hydrated. I can't touch alcohol, I can't touch fast food or processed food or any of their crap. I have to go to bed at the exact same time every night. I have to exercise four to five times a week and I have to take Sunday off. So all of those things I have to do if I want to be able to get that output. So a lot of what I do is supporting mechanisms to be able to do that because to work six days a week, 12 hours a day is like 72 hours and sometimes I'll do a bit more than that. I'd probably work on average, like 80 hours a week probably. That's my limit. If I work more than that, I'll get burnt out and I'll crash. That's when I was eating bad food, not exercising, not sleeping properly, and drinking alcohol. I don't think I would be able to get even like 30, 40 hours of work done and so it's not so much about taking risks during the day every day. It's more about the key things like sleep, exercise, nutrition, hydration. That's really important. Consistency. If you're going to be at the same time, waking up at the same time, you're getting your body clock sinked in your biological clock sync like all of these things are important. More than just taking some time off during the day. Good. Is it a good habit to trust and act on your instincts instead of always looking for answers from somebody else to avoid screwing up being wrong before failing, et cetera? I think that it like you want to do your research all the time, like if you can, you want to do your research and then you know, make a decision. You only really learn to act on instinct when you've had past experiences, so if you've seen this pattern occur lots of times and you know what's going to happen, like if a and b exists, then you know what see is because you've seen it happen so many damn times when you can do that sort of pack pattern recognition from past experience, Daniel instincts become pretty reliable and you trust them a lot, but when you're starting out you don't have that. And so you need to do a lot of research all the damn time and a lot of experimentation all the damn time. But then the instincts start to get good. Robert James or he's replying to somebody else die. Uh, sorry, full name wrong. I'm sorry about that. Uh, why did you move on USA and why not another country? Sure, that's a good question. Um, pretty much because like America is pretty much the best country in the world for entrepreneurship. I would say like, first of all just look at everything that was invented and where it came from. Electricity, the car, the airplane, spaceships like, you know, the now electric cars. Tesla, um, the internet, Google, facebook, Amazon, Netflix, I mean if you look at it, all of that stuff, like it all came out of here and so there's a really, there's a reason for that and it's because it's quite an entrepreneurial kind of country. It's got, it's also a hungry country. There's a lot of people here too, which helps a lot and a lot of the businesses you deal with the here. So when I lived in New Zealand, you know, if we would use different software and all the software that we were using, even when I was in New Zealand, came from America. So if I wanted to contact customer support, I had to wait for American time and then if I wanted to pay for anything it was always in US dollars. And then very quickly I realized that most of my customers were coming from America, not New Zealand. And I was like, well why am I still here? So then I moved over there. You know, America's got a big population. It's also got, which means there's a big market there. There's also, most of the vendors you'll use will be here, US dollars is like a global standard, even people overseas are happy to pay USD, but like because it's a, it's a standard and then the time zones are pretty good, you know, like your, you're on the same time zone as the vendors in the market and also other people are willing to lend to us time standards because it's more of a standard. Now, if I lived in New Zealand I couldn't force everyone to go on to New Zealand time and figure out what New Zealand time is that when you're in America you can kind of do that sort of stuff. And then another reason is talent, like if you want to hire smart engineers and people like that, like it's very hot and so, you know, because America has got pretty good education systems and it's quite competitive. It creates quite smart driven people and they can get quite good experience because there's a lot of advanced companies here. So it's multiple reasons. Large market talent, good time zone, good time, good currency. Um, and also, yeah, good available talent all have that. That's one Donald Dang says my niche longterm as ecommerce. I'm doing it myself as I'm Beta. Then consulting. I'm also were. Ah, Shit. I missed that question. Sorry about that. You'll have to ask them again. Frank is when providing DM facebook ads for my clients. Do you think I should sit up value video for them? No. Get. Give them like a template. Explain to them what to do, but get them to do it. No one understands the business better than NATO. They need some guidance and they need a framework to apply that knowledge into, but they should do it, not you. I'm also is how do you prevent an overcome feeling discouraged if things don't work out the way you wanted it to, so things pretty much never go the way I want them to that because there's this kind of what happens, but if you keep going, eventually things start going the way you want them to. So the only way to make things go the way you want them to is to put up with them not going the way that you want them to long enough for them to go the way you want them to. Seriously. So that's what you do. The only way to win is to keep going. Nobody just has things go the way they want them to. So you got to do that. Adam Harris is. I'm finding it extremely difficult to generate organic leads for my niche. It's in personal development. What parameters would you assign for deciding to either change niche or deciding to monetize their niche in a different way? Egg throw beans. Finding it hard to generate organic leads from it's in personal development. What parameters would you assigned for deciding to either change it? Yeah. Okay. So I would. I would look at how other people are generating leads for that niche. Right? Because you obviously liked the snitch. That's why you chose it. That meet that you're currently using to get them leads, isn't working. Doesn't mean we should change niche. Now. First thing we would look at is changing our method of getting that niche late so we find the best people in personal development. How were they getting leads for themselves and in finds the best agencies or contractors or consultants or whatever who are helping personal development people get leads, find out what they're doing, look at what other people are doing. Some people will be, will have found good methods that work, find what they are and do them. Jason Weinberger sees what's your why that drives you to this level? Um, well it depends like it's changed over time but when, but I think the one thing that's consistently been there is that I actually enjoy it. I like building things. So you know, when I was a kid I would build Lego or then I would build like a tree heart or a go cart or in a rice cooker and day. And I also built like computers and then I liked, I just liked building things. And then so business is a pretty fun things to build and products are fun to build. So I actually an in growing your company is kind of like building the growth that well I just liked building things. It's actually very fun and enjoyable for me to do. So I enjoy it. That's probably what keeps what keeps me just turning up all the time because it's fun. But beyond that, now the new wide it's kind of emerged has just been to solve a big problem. So the big problem owner sold his education, but right now education system's pretty bad. Like it's a big problem worldwide problem and no one's really solved it and I want to fix that and educate earth. So it's pretty fun problem. It's a building things, solving problems. Anthony, I'm using the 15 minute to prep a strategy session but getting asked how much might offer costs as the end of the 15 minute. So he a bit. Any tips on how to be a snob? Answered it until the actual strategy session when they asked him. Yes. So you pretty much would have to just tell them what it costs if they ask you, but you might be pretty much doing a mini strategy session on the 15 minute chat and that's how it's getting to dad the 15 minutes. It doesn't need to be 15 minutes, it can just be a quick just check, check, check, check, check. Is this good for a strategy session booked? If you do kind of a mini strategy session on the 15 minute chat, obviously they're going to come to that price question right? Von Dell for things for that compliment delahunt. I'm feeling a bit stuck. I help nurses to build the best mindset through online coaching. I have put five clients through my 30 day program and the feedback has honestly been exceptional. Problem is my cost per program is way too low and not sustainable. Longterm I'm feeling stuck is people are only with me for 30 days and can't seem to convert to clients. A result had challenged a lot less. Three hundred to 500 have tried to change name of program and eliminate 30 day, but not getting any bite. Then. I know I'm start steering the obvious right in the face, but I'm feeling blind to it at the moment. Would love some sound advice. So what I would say is that you just need to keep doing it. Keep practicing so you know you have, you found a niche, you've found a problem, you've created a solution and you came up with a price three to 500 and you've been getting them. You've been getting nurses to pay that and going through your program and getting good, getting good feedback and results. So keep doing that, but keep trying to keep doing that. But try to improve everything so you know in order to charge more, quite often what you need to do is make your thing better. So start noticing the little things in the program that you're doing that could be improved. What other problems do these nurses have? Make it solve more problems for them and make the results for them bigger and keep doing that until it gets to the point that people think. It's ridiculous that it's only costs three to 500 bucks and then you'll be able to move up the price. Just keep edit and you'll figure it out. J Dot Jenkinson says, just wanted to say thanks. Recently received 270 k USD commission for my business. Amazing the program. What some dude, congrats. Devaa now is I help business owners in the cannabis industry to reduce their income tax liabilities by 31 percent. How do I even begin to product ties? A offer that includes going to the government for tax concession? Yeah, so depends what you can productize it in a way like you can create a package so you could, you know, if you're. A lot of people like lawyers and accountants and things, they charge, they charge like a. what's it called? They charge hourly. Right? And so if you, if you're a cannabis company and you wanted like attacks, attacks, condition, then you would have to hire a lawyer and then they'll charge you per hour. And it's unpredictable how much it's going to cost, how long it's gonna take. And people don't like that stuff. What you could do is productize it by saying that, you know, here's this pack package, it's specifically for cannabis companies in the United States. Here's the outcome that you'll get a 30 percent tax reduction, here's the timeframe it will take and here's how much it costs, right? So you're productizing it like that, but in order of it to actually deliver that service, you're still going to have to actually manually deliver that service. So that's what I mean by product ties. We product ties as much as we can. Um, but there's always gonna be some things that aren't fully productized. Slate is using an appointment is a good idea to dow 300 leads a day from facebook ads and then sending the people who are interested in video breakdown or the USB card in a box like lumpy mail. I end, I'm an up level. Should I charge $5,800 a month for digital marketing login? Um, my first response to that is that you might meet making that just too complicated, right? Like if you're running facebook ads and then you're getting leads and then you're getting a sitter to call all of those leads and see if they're interested and if they are interested sending them a USB card. There's so many steps. The more steps there are like the more um, friction there is and the less throughput you're going to get. And so we only really want to add more steps when we have too much through put coming through and we wanted to choke it down a bit. And so I don't think this is a good idea. I think you should just keep it simple like the vsl or the fragmentation funnel it, it's very simple. It's like a facebook ad to a landing page to a value video to us to a schedule once to a survey, to a thank you page and you get on the call bio not that's all you need to do. It doesn't need to be made really complex like that. Liz Is, let me know if you need a haircut. All right. I will. I live in La. I could come to you. Not sure if you found anyone since you moved. I remember you said when you were in New York that someone would come across, come to your house, not saying anything is wrong with the long here. It just offering if you need. All right, thanks Louis. Oh definitely. Keep that in mind. A lot of people have been saying that I have a mullet and I've just what? I've never had long here and so at this point right now where I'm like, I could get it capped or I could not and then I get to see what it looks like when it's long and then I can get a cut, but if I get it cotton now then it's a lot of work to get back here and so it's kind of like a, an awkward, awkward phase where I'm deciding do I want to cut it or not? I think I'm just going to keep going, but I'll definitely keep you in mind if I decided to get it. Cut Ons sees. I do done for you qualified appointments generating for financial advisors. I'm transporting my own work process on my clients, but sometimes there are small and tricky differences. Is there any content we can refer to when doing fragmentation funnel and facebook ads for others? A cheat sheet on the specific differences at each state would be of great value. Yeah. So here's the thing about this. A lot of people I see people ask every now and then like, hey, Sam teaches us how to get clients for ourselves, how to set up a funnel for ourself and how to run ads for ourself and basically get clients for ourselves, but how do we get clients for somebody else? And I'm like, really? It's the same thing. We're just doing it for somebody else instead of you. And so it's the same, you know, these things are modular and universal, so you know, what you learned that works for yourself will also work for somebody else, your clients or whatever. It's just changing the, the, uh, variables of, of the equation. And so what you need to do is just get them to create like seeing them like a template in some instructions on how to create the value video, didn't get the value video for them, throw them together a quick fragmentation funnel and landing page and whatnot, and then run some ads for them and then get them to do the calls and get them to report on the metrics and see how it's going. It's pretty much the same. You can simplify it a bit because I teach you how to do it in in great detail, but you can strip it back a bit when you were teaching it to them and you can do some of the work for them instead of giving them the full burden themselves. But it's the same thing Greg Gory says, or Greg or says, I had no idea about the unemployment statistic. I knew something was off that here in the US entered. It's not just in the US, it's in every country in the world. Right. That is why it cracks me up when people talk about statistics, they like, no, this is, this is this, this is a statistic. The government said it. I'm like, Yeah Dude, how did they do? How did they figure out that number? But you know how hard it is to even find the conversion rate of a funnel. Right? How the. How do you figure out like a statistic for entire population and it's very difficult. Pretty much every study I look at a lot of the time people share like scientific papers with me and they're like, no, you're wrong. Look at this paper and like I shit you not. I look at the paper and I read about the experiment that they did and I've seen some experiments scientists had done with sleep and the. They're trying to figure out whether this thing here, let's just call it x has an effect on sleep. Right? So we've got sleep and ICS and so they've got a way of measuring and quantifying x and then their way of measuring sleep was to ask the participants a survey the morning after this leap and get their feedback on how good they thought this leak was. And then so they were comparing the responses of some participants via survey with something miserable. And I was like, you got to be kidding me. You know, if someone's opinion of what, how, how they sleep was, is not how their sleep was that you trying to. If you, as soon as you're measuring somebody's opinion and in a scientific experiment it's no longer scientific. And so what I've learned to do is just look in the detail, see what, how they see how they came to that conclusion. Because quite often, even if it's scientific, even if it's created by some scientist from Yale, it's a load of shit and you just need to look. And you know, a lot of the statistics. People read a lot about unemployment. All of this crap. They pretty much all wrong and you pretty much just learned not to trust anything. And just go and do your own research in Griffith. Says I'm in week four, planning an attack and looking at the reverse engineering worksheet, it's clear you need a product that at least 3000 to make facebook ads work. My niche is helping want to be guitarists players to get good enough to play in a band. I don't see how I can make 3000 euro product. Any ideas would be appreciated even if it's coming up with a new niche. Well first of all, this is a cool niche, so that's good. And then it's, is it your ms dot looking at your profile to see if I am. So it's a cool niche. And I would honestly say that you just to start with, you're probably going to have to decrease the price a little bit, right? You don't have to charge three grand, I recommend it, but if you can't then you know, charge a lower price because you might be able to start lower and then work your way up. And so if you're really passionate about the niche, you'll find a way to make it work. So just stick to it. Anthony Collins, he has given you outstanding focus. How is it that you didn't destroy your school exams or finish your degree is a good question and the answer to that is that I wasn't interested in it and I am terrible at focusing on things that I'm not interested in. Right. So focus is not something that you can just like put onto anything. It's a generally is driven from like a limbic system attachment to something. It's quite, it's like an emotional attachment. That's what creates motivation and focus. Like people pay attention to things they're interested in. And so at school I had absolutely no interest in the crap that I was being taught and at school what I was doing is I always had my other projects. So for example, if I was at school then at home I might be when I got home from school I would be building like a go cart racing, go kart or building a computer. Like I was buying all of the different parts, like the motherboard and the hard drives and all of this stuff and I was plugging it all together or like trying to over clock it. I even had, I even put water cooling and one of them and so I was always working on a project and then I later went into race cars and I was building net and so the whole time I was at school I was just thinking about the project data at home and I'd be drawing in the back of my book, like what I was going to do when I got home, figuring out calculations and things and so I was focusing at school just not on school work. Right. Which is why I didn't succeed at school. And then at college I also wasn't focusing. I had other projects on and that's ultimately why I dropped out of college because I was so obsessed and focused on starting my first business that I could no longer concentrated all on college work. I couldn't even do four seconds of it. I'd sit down and start reading a book it with. I remember the moment I quit, I was at the university library because I was like account focused, I need to go to this library and just try to focus and the paper I was trying to study for was this bullshit paper I took because everyone said it was really easy and I just wanted to. I was like an elective paper where you can choose anything and I was just doing it because everyone said it was easy. You didn't have to go to the classes and you could get these points that you needed to graduate and it was on like birds or something. It was actually about birds and so I had this bird textbook that was like this, that I went to the library and I sat down and I started reading about birds and I was just like, what the fuck am I doing here? I was like, I've got an actual business going on that helps actual people that actually solves a real problem that actually make some money and that I thoroughly enjoy. Why the fuck am I reading this book about these birds? And then I was like, that's it. I quit, I was through that book in the Bin and then went home. I was like done, and then that was. That was the end of that and so I have always been able to focus, but only on things that I'm interested in. That's the key thing and so that is why I tell people to choose a niche that they're interested in. It's very important because if you're not interested in the thing, then you're not going to be able to focus on it. That's the new ones, but where I guess it makes people confused is they'd say you're interested in a niche, like let's say it's helping guitar players like the guy was talking about before you were interested in this. You're interested in solving the problem, but you get to a part of piece of your journey. We have to learn how to do accounting well, you have to learn how to do sales calls or you have to learn how to do facebook ads, right, and you don't enjoy doing these things and it's hard to focus on these things. So what do you do then? Do you just not do it? Well, you have to teach yourself how to focus and get these things done because you know you want to choose a niche that you're thoroughly interested in, but it doesn't mean that all the work you do with this niche is going to be work that you're interested in, so you want to make sure that niche is one you're interested in, but there's going to be pieces you're not interested in that you just have to force yourself to learn and get interested in. That's the kind of nuance to it that I think trips a lot of people up. You'll never find anything in life where you always interested in everything to do with this thing is just some things that suck and you got to do them. So Ron Shah sees how does one get over fear in general and to boost confidence and everything. One that does in life, fear of failure in business and in socializing causes many of us to give up and result in low self esteem. Do you have any mental tips? So first of all, nobody in the world has confidence in everything they do in life, right? And if you don't believe me, well, let's just take me, for example, I'm confident in business, but put me in China, put me in mainland China and I'm screwed. I can't speak Chinese at all and so I'm not going to be confident about that because even if I was not going to change the fact that I don't know anything about speaking Chinese Mandarin and so like it's not. Confidence isn't something you can have for everything or another thing is like tight me and just put me on Mount Everest and get me the climate thing. Okay? I'm not going to be confident about that. I haven't trained for it. I have no idea how to do it. And if I was confident I'd kill myself. So confidence isn't something that someone just has for everything in life. It's confidence comes from practice and preparation and training and experience. And so you have to get debt to be confident. What you should be confident in though is your ability to figure things out. So I'm very confident in my ability to figure things out. I know that if I wanted to learn Chinese, I could learn it. It would take a lot of time. It would be difficult, but I would learn it. Same with if I wanted to build a spaceship and for it to fly, I could do that. Just would take a lot of time and you know, all of these things I know I could do. It's just a matter of time and effort and so I've got a huge confidence in that, but I don't have confidence in anything in life like that. That comes from practice and experience. Gabriel says, question, how often do tweak your solution offer and message based on feedback results when you need to. So you know, if you spot something that starts to work really well, then try changing it and if it makes it work better. Cool. I'm not necessarily always looking to change things. If things are broken, I'm looking to change things because they need to work, but when things are working, I'm not in a hurry to change them. I only changed them when I see that there's a definite improvement in this, in this change. Most of the time it's not really going to be a tweak and change that fix this thing is going to be volume and consistency in time. It's just doing it again. Again, again, again, again, every day, all day for time that fixes most things. I'm most serious. There was one part in the book relentless. Whereas essays you wanted the pressure you put on yourself to be higher than everybody else around you so that their opinions, thoughts or expectations of you don't affect you mentally. Is this true and how do we adopt this mindset in our daily action? Well, you're going to care about other people's opinions about you, especially when you start because you're conditioned to do that your whole life. You've grown up really caring about what other people think about you and being affected by it. Right? So when you go to start a business, if other people say things about you or think things about you, it's going to affect you. That's normal and the only way for it not to affect you is to just take a hammering for a awhile and keep going and then all of a sudden like it just kind of doesn't affect you anymore. It's not a thinking exercise. You can't just think about it and then be like, oh, I don't care anymore. It's a. it's like it kind of happens how, you know your skin would develop like callouses on your hand, right? Like if you go to the gym for the first time and you haven't been to the gym even before your hands is going to be real soft, you start, you know, to, to grip the bar and things and your hands are going to be raw. Actually, a perfect example of this is going rock climbing, right? So if you go rock climbing for the first time he ever like indoors, your hands will get ruined. They'll start like bleeding to the point where you can't climb anymore because the skin is raw on your fingers and you're going to be in pain and it's going to affect you. And then you come back and each time you keep coming back and you and you, over time the skin gets thicker. That's the same way that you know, you get thick skin with other people's opinions. At first it will hurt, but each time it keeps happening, it'll hurt less. And then eventually your skin will get thick and you won't care. The trick is though, to never stop because most people hear other people's opinions and then they freak out and panic or change. You can't. You've just got to keep going. So no Dang sears my niches, I read part of this before. My niche is a commerce. I'm doing it myself as I'm bitter. Then consulting others. I'm also working full time and part time. I have barely enough to cover eds and expenses. Uh, while I'm learning this, I can't get another job. Should I do dem or something in the meantime to get some of them into, into income elementary thing to master this. Yeah. You like, you've only really got a couple of options here. One is you could get like a job on the side or the other thing is, is you could get a client on the side. Clients probably bid it. So I'd get one of those. Robbie James and goal sees. What was your biggest challenge in proudest moment in business today? Um, it's hard to answer some of these questions because you need a thought about these one moments. Pits. I don't know if there is one single one but biggest challenge, it's hard to know that there's like two that I can remember. So I'll tell you both. So the first one would be when I just got started in business because my emotions were all over the place, right? So I was scared, anxious, uncertain, like I was in my emotions would like chaos and I had no certainty in what I was doing all confidence because I would be kind of delusional if I did because I hadn't made anything work. I had no evidence and my friends and family thought that I probably wouldn't. It probably wouldn't work too. So, you know, everything's kind of working against you and plus you don't have any money. And you're in your parent's garage and all of that. And so that was real hard there in getting over that and getting like breaking through all of that resistance at the start and getting like first client, first customer making things work. That was hard. I'd say that would probably be. That was, that was pretty hard. The other hard part was like at a certain stage of growth. So like when did this happen? Like 2016 I think was when my business blew up. So we weaned to like we went from like two and a half million a year to like 18 million a year. Pretty much in like one year. And when that happened everything broke. I mean everything, like we're getting like 500 support tickets a day and I had to pretty much do them because like I hadn't trained detain to do them. All of my systems were breaking down, everything was chaos and that was very hard because I had to like do so much work to dig myself out of that hole. And so I'd say those were the two moments. The first getting into it and getting things moving, getting the first client. The second one would be digging myself out of that hole, um, it scale. And then proudest moments was fixing those two things, right. Because the proudest moment is pretty much always going to come from solving the hardest problem. Melvin's is. Did you get my message on Linkedin? No, I certainly did not because I don't go onto linkedin and even if I did, I wouldn't read the messages on it. Is, is using an appointment setter a good idea to dial through? I've already answered that right? It's actually a good idea. I didn't think of it. So Milad Randolph had seen here, uh, does consulting.com have an affiliate program for the consulting accelerator program so we can make some extra income as we study and prepare for our own consulting business. If so, what is the percentage commission? We can edit this out. Yeah, so we actually do. And it's you just, if you're logged in to the content portal where you access accelerator up in the top Nav Bar, there's just a little red heart that sees, refer a friend, click on that, and then you can refer friends and if you refer friends then you'll earn $500 per referral. And it's pretty easy to be honest, like, because the product's good, the support is good. You can give people a free trial. And so it's pretty easy in 500 bucks is like, that adds up quick. We've got, we've got people who have made over $100,000 referring friends. Some of them make like 30 grand a month from it. And so that's actually a good response to Donald Dang to how he was asking. I could get a job, we'll get a client like, dude, it's probably going to be pretty easy to refer a couple of consulting accelerators. Um, you could go into a facebook group and look in there, you could write a review online, you could create a video on youtube, a video review. I mean, if you get like, if you refer like four people a month, which is pretty easy that it's like two grand a month and you don't have to do any service delivery, you don't have to do the work because they just go into the product. Adam Harris is the previous question on changing nets because I'm finding it extremely hard to generate leads through organic methods. The methods that others, uh, using a paid. I still don't have proof of concept. Well, there will be some people who are doing methods that are unpaid. The voices, you know, not. You can't tell me that every single person in the coaching and personal development space is generating leads through paid methods. Not True. There will be people using organic lawyer says, Hi Sam, how are you doing? Good. I dream to help singers and bands to get gigs in a week, thanks to my booking services. How do you get or show credibility when you didn't have a client yet? Thinking from France, really appreciate what you do for us. So you can't really show credibility if you don't have a client yet. The only thing you can show people is that you're organized, you a serious and that you're hungry and that you will do the work that you say you're going to do. And honestly, those are probably more important than even showing that you've had a client before, like show them your character traits like, and you don't need to state these things, but they will know. They will see these things and observe them when you talk to them. Like I remember I'd get clients in the beginning when I didn't have really testimonials and stuff because I was just a good listener. I would turn up and I would have a consultation with them and I would listen really well and ask them good questions and understand them better than other people did. And in the end that meant that they just liked me more and trusted me more. Even if another person had a lot of clients and examples and testimonials. So you've got to use things like that and you should always be using things like that. I'm, um, say is, what role does creativity play when it comes to overcoming difficulty, obstacles or setbacks? And why does pure logic not always work and needs to be a lot says yeah. So one thing I've noticed is a pattern that is occurring with your questions. I'm a still very theoretical and conceptual and so honestly like the. Sometimes the theory can be good and it can help you understand things and generally people that don't understand the theory and the concepts aren't very good, but the people who just live in theory and concepts there also no good. The best people are the ones that are doers and thinkers. They're like, do thinkers so they can understand the theory, the concepts and how everything works. And then they also do it and that's what you want to do. Like quite a lot of the time, the best way to attack a problem or a setback is just keep going at it. Just chip at it day after day after day and just don't let it go. If you'd like. That's my strategy for something is I'll just stay on it until it gets done and do whatever it takes. And so there's not really a theory, but sometimes once you kind of hack your way through something, you learn a shortcut for next time and then that's when you can start to apply some of your like theories and concepts to things because when you approach another problem that looks somewhat similar to other problem you've seen in your past, then you can infer that probably this sequence of actions may likely produce the desired action. And that's just like a pet and recognition thing through experience. So in the beginning you've just got to kind of brute force it. You just got to keep grinding on it. And then you learned some shortcuts. Thanks Allison. Melvin Owens. I've been writing articles on Linkedin and up to 1,600 followers, but I'm not sure how to message them. Mind Niches, Eco Marketing for attorneys. Yeah. These two things don't necessarily like if you want to do seo for attorneys, you need to be good. If you want to do seo for anyone, then you need to be good at Seo. Or if you're not good at Uco, you need to have someone that's on your team. That's very good at Uco and so your best use of time would be getting good at seo or finding someone who's really good at Uco more than just writing articles on Linkedin and getting followers. That would be my recommendation. Yeah, and ECO is a tricky one. We've gotten better at it and learned how it works, but man, it took a lot of time. When I first got into business, I really didn't understand that. It was very puzzling, but now I. I get it. It's a powerful thing and these not many people in it because it's hard. I like. One thing I've learned too is I've is, I've gotten more experienced is that a lot of people go to the things that are easy and not many people go to the things that had. So like Aco is a difficult one. There's not that many people there that had a lot of people that say they do seo, but the amount of people that can actually do it is like no one. So if you're actually good at it and you make a lot of money doing it, the hard part is getting good at it. Same goes for Edwards to honor. Display is one of the hardest. Like you almost never see anyone really good at display on the Google network. Casper's is what do you, what do you do to counter the sedentary tree part of your work? Especially we, you have to work on high focused tasks that require long hours. What is seed? Didn't dreaming on a Google list. Tending to spend much time seated, somewhat inactive of work or a way of life characterized by much sitting in the little physical exercise. Okay. So what do you do to counter the century part of your work? Especially when you have to work on. Okay, I understand your question. Um, well I have to work out right? And I have to eat healthy food because I just sit down for a long time. Every day I, if I didn't exercise and if I didn't watch my diet I would be obese. And I, when I wasn't exercising and when I wasn't eating proper food, I was actually pretty fair. And so you have to, if you're sitting there like you know, if you're a builder or if you're working moving around and doing things or if you're a farmer you don't really need to go to the gym and you don't really need to watch your diet really closely because you're just burning so many calories every day. But when you're just sitting down all day, you really have to counter it and you have to count are quite a lot. It's actually quite alarming how much counter work it takes to balance it. So I have to go to the gym for two, well I was going five times a week, but then we reduced it down to four and four is about right for me at the moment. So I go to the gym like four times a week and I ate really healthy food. So I don't have any dairy, any weight, any gluten, any processed food and sugar. That's a lot of things is most people's diet. Most people just live on dairy, gluten and sugar, right? And so I don't need any of that or anything courses and I don't eat any so I don't have any soda drink or fizzy drinks or um, anything like that. So the diets very strict, the exercise is very consistent and I have good sleep and now I've started to counteract it and I lost a lot of weight and I felt a lot healthier. And then I also got like blood panels done like we're, I got like six, six vials of blood taken and then a full panel of all of these different things and worked on tweaking all of these different things. And Yeah, if you're sitting down all the time, you really need to do a lot of stuff to counteract that. Otherwise you'll get fat and unhealthy and you'll probably get health problems too. Honest if you, if it's left unchecked, you'll get some serious issues. Almost lenses. I realized that I perform at my best when I'm unafraid to fail. All those. Have you experienced this before and why is that so again, too theoretical? No. Sometimes I do my best work when I'm terrified of losing, right? Like think about your survival instincts. Those are like some of the best instincts you've got and that's like when you go into flight or fight and you're in the zone, that's when you're terrified and the, the, the, if you lose, you die, right? So sometimes those are like the best motivators. So I would, I would say that what you just said there is not true at all annual being too theoretical about it, Ellen court is, is how do you build a good program? How many students do you need before you build to a point on? So how do you build a good program or course is you got to do something that you enjoy. First of all, like the niche has to be something that you're interested in and then you have to stick to it and focus on it. Don't do other things. Don't add things to your plate, don't have side businesses, side hustles. Don't do any of that bullshit. Just focus on this one thing. Only had one course. Now you're focused on this and then stick to it. Work on it every single day, over a long period of time. Understand that it's going to take years and then keep consistently putting clients through it. And then I would say once you've put your first hundred students through a course, you'll be well aware of the issues that need to be fixed. So they're kind of like bugs in a software program, right? But let's say you write some code and you, uh, you, you build this application, then you start putting users through it and they find these little glitches, these, these little errors that occurred and they report them to you. They write support tickets to you and tell you about it. You've got to fix those bugs. And so what you might do is once you put like a hundred people through it, you know what these little bugs are, you can go in and patch them. So it's Kinda like you, you go in and you patch a, you might create a different module or you might eat it a module or add something else to the cause to help people solve that problem. And then what you want to do is you want to, once it gets to the point that there's been a lot of these things and it doesn't seem like you can solve the problem with a patch, you need to rewrite the whole thing. So that's like a version two point. Oh, version three point. Oh. And in the software world, the same thing happens. Like someone might launch a product, a scrappy one, and then they fix the bugs and then eventually they realized that to really make it better, they need to rebuild from the start. And that's when you build your two point. Oh, program. And then your three point. Oh. And then have four point. Oh. And keeps going like that. So Millard Randolph sees, does consultant will come in and fill the heaven affiliate program? Yes, it does. Just log into the portal and click on the red hat up the top. And the Nav bar that says refer a friend. Jermaine Griggs is, I'm in piano and my buddy deals with bass players and is up to 2,497. It's a good response. Thanks Jermaine. This is from, this is, I'm guessing that was aimed towards the guy who asked about teaching people how to play guitar and get into a band. Yeah, you can start low and work your way up. If I have been working on a lot of self improvement that you teach and that has boosted my business. However I am stuck on the diet part. What is a diet plan that you would recommend so I would if I was your. It's the best way to solve it I think because it's quite complicated, right? If you look at how many ingredients in any one piece of food, any one meal and how many meals a day and how many meals they're on a week and how many males there in a month. I mean a year and then you multiply that by the number of ingredients and in the fact that ingredients expire and have useful life cycles and in the fact that you have to buy ingredients at different prices thing, transport them and then combine them and cook them and cool them and it's fucking complicated. Like it's an actual serious complexity issue that even you need like a computer to to kind of compute that sort of stuff and so I think the easiest way to fix it is to just get healthy meals delivered and I currently use this and I'll put replying to it right now it's cold, fizzle.co, c h I s t l e.co and this is what I currently eat and it's pretty damn good. Now reply to your thing right now with the link because with this one you don't have to think about it and you don't have to buy ingredients and you don't have to cook anything. It just gets delivered. It's lunch and dinner and it simplifies the equation a lot. It's like $170 a week to get lunch and dinner. Delivered all prepared, fully healthy and it's pretty, pretty good cause to ate healthy requires a lot of cognitive energy because you have to source the ingredients by them. Transport them, store them, called and prepare them, heat them and cut them and combine them. Wash dishes so much that you don't want to be. You don't want to be doing that every day. It's a waste of cognition and your odd rather deploy the cognitive power onto something else, not onto some con like combination of ingredients in a meal. Chris speed, footsies. I've been using consulting excel, building up to my client base or your question jumped past. Sorry about that. Ask it again. Larry. Luke says, how did you get the ability to stay and live and work in the USA from New Zealand. Have relatives who wants to do the same with a thing called a visa and you can google it. Like how to move to us, how to move from New Zealand to us and this visas available and then you just want to talk to a lawyer who's an expert at getting visas for people, but I found a guy who was an expert at getting people visas in America who came from New Zealand or Australia and he helped me through the process and it's quite a damn process to be honest. It's, it's, it's quite hard. Not, not hard in that you can't do it. Like anyone could do it if they tried hard enough, but it's actually quite a lot of work. It was like this much paperwork when I live to have like a A. I think I've even got it in my drawers here. Yeah, yeah. I literally have it here. That is my actual United States of America. Look at this thing. He's like tabs of things. This is how much work it takes to get in to America. It's a lot of work and so you want a lawyer to help you with that. Lewis is what's your opinion on picking a niche you're passionate about? Picking one where you think you could be. You could make a good amount of money slash could be a good idea. So what's interesting is that the one that you typically make the most money in is the one that you're most interested in because you know, people who get into a business solely to make money often don't end up making much money. But the people who get into a business because they love it, they end up making a lot of money. And so sometimes you can't see from the outset how you're going to make a lot of money with this particular thing. But it just keeps evolving. I would go with the passion I'm going to say is I remember you saying that as long as you don't give up, you have already won. It's just a matter of time. How does this work exactly when it comes to getting clients and becoming better at getting more of them at the time. Just works, man, if you keep trying to get clients. But let me give you an example here. Um, so with me, the first year I was in business, a whole 365 days. I didn't get one customer, not one client. I didn't make any money. Zero Bucks, right? So, but I kept doing it and then the next year I got enough clients to make about 100 grand and if I, my average revenue per client would probably be like 10 grand and then I got about 10 clients, right? An average of one a month basically. And so by sticking to it, zero in the beginning, zeroed in more. But then now like shit, we make like more than $2,000,000 a month and we get so many clients that we have trouble dealing with like systems and software and billing systems and automation to handle them. We had to build our own billing system because we couldn't handle the amount of money that was being processed for like an hour system. Right. So now that became the problem, building a system that could handle all of these different payment processes and that just came from sticking to it and not giving up. So it's always like that. You just got to stay on it. Feature led's is, how did you buy grant cut on facebook data? I have no idea what you mean. What do you mean by his facebook data Vernon ellipses? Thanks so much for taking the time with the help of your program. My consulting business has scout incredibly quickly. Now I'm at. Now. I'm to the point that I have been having to learn at the finance side dealing with Texas payroll, et Cetera. I guess my question is, do you have a good resource on how to sit all of this up? Hm. Payroll sucks. Taxes is a good one to learn, right? Taxes you want to learn and you probably want to learn how payroll works and things too. Honestly. You just need to like find a, an accountant and then ask your accountant lots of questions. So this is what I did. I would constantly ask them lots of questions. I would google things and I would go into the software like Xero or quickbooks, um, or whatever it was. And then I would learn how it all worked and I read a book to accounting and a hundred pages or less. There's a great book I did. I reconciled my own accounts daily and I learned, I looked at like P and ls and balance sheets and I learned the components of it. So for this output of a p and l or balance sheet, what input variables have to go in so that you see this output, right? And then how does that get broken out into reconciling charts and chart of accounts, taxes, and then how to text is differ state by state, country by country. What about relationships with different states and different countries? It's just, it takes time, but you've got to be curious. Like don't just ignore it. Like I think some people, they just hire an accountant and they ignore it. They like, I'm not gonna I don't need to learn about any of this stuff. Yeah, if you do that, you'll get bitten that in pretty high. So you need to understand it. And then payroll, you want to understand the difference between like a 10 99 contract or an nw two, payroll taxes, um, the state laws. And then advantages and disadvantages of 10 99 business will be to all of these things. It's just, you've just got to be curious, ask lots of questions, research, learn. If you, if you do that, you will figure it all out, almost his gun to your head. If you were to be dead right now and only have one trait that you can bring back to the afterlife, what would it be and why? Why don't even know what the afterlife is. So it's very hard for me to sleep traits, right? Because I want to trait that would be most beneficial to me given the environment because you know, like a skill is only useful in a particular environment. So if I don't understand the environment variable, how am I, um, to choose a skill variable. But to be fair with your question, I will swap out the afterlife. Yours for just responding on earth, right? What skill would I want? Mm, it would be, it would be learning actually, just like I'd want to have a skill of learning things because really if you have that then you are good because it's the one skill that means that you can acquire any possible skill. So it's kind of like a cheat cause you're asking me what one trait will by doing that, I can choose one trait that gives me any trait. William Perkins says I wanted to create a done for you software consultancy. How ever it has a upper limit of potential scale but could get a client quickly or is it best to create an online academy to help companies build better software instead? Should I just go the latter and try to survive? It's an interesting question. Do you have any experience with software? It depends if you like. Software is a tricky one because it, you know, it's with software it's very involved, you know what I mean? So if you don't really understand software like how to code and how it all works, if you don't understand like computer science and all of that is probably not a good niche to play around in unless you want to learn it all. But in which case you're probably not going to be a consultant in the beginning. So I would say that if you, if you're really good at it then like stopped, you'll find in that niche. But if you're not and you're just in the air like to try and find an opportunity or make money, it's probably not the best place to do that. I've noticed a lot of people who play in the software space just trying to make money. They get burned. Bryant says, where did you turn for help? I don't really know. In what context do you mean? But I'd say in general, I tend to Google pretty much every problem. You just go to Google, like you saw me encounter a problem on this call where somebody said, asked a question which contain the word sit tree. I didn't know what that means. So what did I do? Just googled it. Now I know what it means now I cannot answer the problem. So honestly that I'm. I'm definitely a professional google searcher. I know how to. I know how to search things on Google and then sometimes google will lead me to a book and I'll buy that book and read that. And then sometimes google will lead me to a course and I'm might by that and understand it and in. Sometimes Google will just lead me to a person and then I want to get in touch with that person and access their information. So Google was pretty helpful. I wouldn't be where I am today without Google ads for sure. Ronnie is, is I help entrepreneurs secure more clients by systemizing and automating and scaling their business in six weeks. That sounds like it sounds like a, it's missing the problem. They're like, what is the problem you're trying to solve? It sounds like a great solution, but what problem is it attached to? And my instant reaction with debt is that to get more clients, there's a lot easier things to do then automating and systemizing your entire business and to do that can't really be done in six weeks, you know, to fully dig myself out of that hole that I faced were we scaled from 2 million to $18 million really fast. And then it took years, took me like two years of the hardest work I've ever done and a lot of other humans to do that. And systems, uh, hard to build had to test and hiring people. And that's another difficult thing, managing them, training him. So I don't know if the solution you're proposing is the best solution to the problem that you've got, which makes me think that you probably don't understand what problem you're trying to solve. So I would do more research there. Really write down their problem, start with the problem and figuring out the easiest way to solve it. Alright. Well we're pretty much at the end. We're at five. Oh one now. And so thanks everyone for attending the school. We go from 3:00 PM to 5:00 PM eastern time is a time in New York pretty much every single Saturday. And if you wanted to attend these, make sure you put them in your calendar repeat calendar thing and your Google calendar three to five eastern time. And if I didn't get to your question then show up on time. Some people get to ask lots of questions because they showed up on time to get here on time. If you liked this, just click that like button. Give me some feedback and I'm going to tell you if we're doing one of these next week just looking at my woman and next week is the twelfth. Yes, so Saturday the twelfth of January. Next weekend is going to be one of these so you can put that in your calendar and thanks everyone for attending. I look forward to seeing you on the next one next week.