How Jordan Turned His Passion Into a Scalable Business By Letting Go Of Doubt

How Jordan Turned His Passion Into a Scalable Business By Letting Go Of Doubt


How Jordan Turned His Passion Into a Scalable Business By Letting Go Of Doubt  

Niche: Helping part-time wedding photographers working a 9-5 transition into full-time photographers. 

Here's what we cover:

1. Where Jordan was before joining Consulting Accelerator.

2. How Jordan made the decision to follow his passion in wedding photography after juggling two niches. 

3. The common pain points Jordan discovered and solved within himself and his niche.

4. How Jordan packaged and priced his offer to his clients. 

5. Jordan’s monumental change from being doubtful to becoming more confident and hungry for success. 

6. How Jordan’s detailed direct-response posts on Instagram helped him land his first client. 

7. Jordan’s ten year plan to automate and scale his business. 

8. The one transformative part of Consulting Accelerator for Jordan.

Jordan’s #1 piece of advice for members:

Find your motivation and don’t wait too long to grind to get where you want to be.  


Transcript / MP3

Sam Ovens: 00:00 Hi, everyone. Sam Ovens here. And today I have Jordan Correces on with us. And Jordan's got an awesome story. And he basically joined Consulting Accelerator around five months ago now, in 2018. And at that time, he had a wedding photography business and was making around three grand a month and also studying wedding photography, or was it just photography? Jordan Correces: 00:25 I was studying just photography. Sam Ovens: 00:27 So just photography. And he joined Consulting Accelerator and over those five months he learned some things that enabled him to really grow his wedding photography business. But more than that, he saw a need in the market to help semi-wedding photographers. And what I mean by that is wedding photographers that are doing it on the side and still working a 9:00 to 5:00 job as well. He helped semi-wedding photographer or semi-full-time wedding photographers become full-time wedding photographers, which is quite a cool niche. And it interests me because this is one of those things that you only see when you've been in the inside, you know what I mean? It's not the traditional one which a lot of people would assume which is I help wedding photographers get more clients. It's deeper than that. It kind of includes that, you know what I mean? But the real need that a lot of these people have, as you've discovered, is to become full-time. So this will be an interesting one, and I'm looking forward to digging into the story and seeing how it all happened. Jordan Correces: 01:33 Awesome. Sam Ovens: 01:35 Let's go back five months ago and tell me what was going on then. Jordan Correces: 01:40 So, five months ago, I was already in the wedding photography industry, and I didn't see myself doing wedding photography maybe 30 years from now. And I think wedding photography brought more of a passion and interest just in entrepreneurship and the possibilities I could have with that. And so I was kind of on a journey ... actually before I joined I was in a journey figuring out different entrepreneurial ventures. I joined different programs before this that didn't quire work out, tried different businesses that didn't quite work out. And even before I got into this, I was trying to do an online fitness coaching business. And then I ran into your Consulting Accelerator, and when I joined that I was still doing the fitness niche. And I kind of realized that I could do it, this kind of consulting and coaching thing, outside of the fitness and maybe even just in my field that I was already working in. Sam Ovens: 02:41 Why'd you choose fitness? Because you're studying photography at college, which shows you're interested in it, and then you're also a wedding photographer, which shows you're quite interested in it. Why then when you go to start a business did you have the thought, "Oh, I'll do it in fitness"? Jordan Correces: 02:57 I think I might have been partly running away. I might have been running away from wedding photography and just kind of just pushed everything aside outside of that. And I know my wife, she was actually saying, "Why don't you use the knowledge you already have in wedding photography?" And I think I was just really stubborn, honestly, in that sense. Sam Ovens: 03:20 Did you have a thought like wedding photographers don't have money or you can't start a business in this niche? Jordan Correces: 03:27 I think I felt like I maybe just lack of confidence in that area, honestly, like do I have the knowledge to be able to teach people this kind of thing? And it was a lot of through the course, even the mindset part of the course that kind of let me know that I can do that. Sam Ovens: 03:48 Which one do you love more? Fitness or wedding photography? Jordan Correces: 03:56 That's a tough one. I love fitness. But I think when I did try to make it into something that I wanted to turn into a business, I think I love working out, but I didn't want to necessarily start a business in it when I did get into the field. Sam Ovens: 04:12 Got it. Because it's interesting, a lot of people do what you did, which is the Andrew [inaudible 00:04:19] who did accounting, he wasn't doing accounting when he first started. A lot like Hunter doing the porn addiction stuff, he wasn't doing that. A lot of people just miss what's right under their nose, you know what I mean? Jordan Correces: 04:35 Exactly. Sam Ovens: 04:40 You were trying some things in the fitness business, and then you ended up deciding to choose wedding photographers. Jordan Correces: 04:50 Yes. Sam Ovens: 04:51 And how did you arrive at that decision? Jordan Correces: 04:59 I think, honestly, if I kept pushing, I know I could have made the fitness business work. I did get one client from there when I was doing that. And I think when I started seeing more of the stories of what other people were doing from their background, and my wife and I were talking and I decided that I was gonna kind of give that a shot. And I had already built up a following, of course, on my Instagram and everything. And so I wrote a direct response post just kind of on my Instagram. And it was just kind of about my story on how I was ... after I went to college, I couldn't really get a job, my business wasn't really working out. I was working as a janitor, and kind of how I had to figure out how to become a wedding photographer. And just from that post, I got a bunch of responses on my Instagram. And I was like, "Wow, I'm getting a lot more responses than my fitness business just from this." And just from that, I kind of just knew right there, all right, I'm gonna push towards wedding photography, helping people in the 9:00 to 5:00 who've maybe shot weddings before transition to that full-time. Sam Ovens: 06:19 And how did you know that was a problem? Jordan Correces: 06:21 I guess because it was my problem. It was my problem when I was trying to become a wedding photographer and trying to figure out how to make it work, how to get out there. And even though in that time, even though I'm helping even figure out more ways to solve solutions now, I knew the pain that people had in that area. Sam Ovens: 06:48 So describe this situation, this pain to us. Someone is working a 9:00 to 5:00 job, their passion and what they wanna do full-time is do wedding photography. Do they get one client every how long? And how much are they making on the side and why can't it be a full-time thing? Jordan Correces: 07:06 Absolutely. I believe from what I've heard, 70% of photographers make less than 10K a year. And photography, it's such a easy hobby to get into, and working with a lot of the students in photography as well, I know it's a very die-hard passion. And what happens with a lot of artists who go to college thinking that, "Oh yeah, I'm gonna get a job in this art or start a business," especially when it comes to starting a business, they don't realize how difficult it is, especially how saturated the wedding photography industry is. And to be able to get your foot into the industry, get clients, and get people to pay you, especially high ticket prices and everything, is extremely difficult. And so I try to solve that problem and teach them how to get more leads, how to close high ticket clients, and then how to market themselves as well. Sam Ovens: 08:02 Got it. You knew this was a problem because you had it yourself and you probably also knew some other people, right, who were in that situation? Jordan Correces: 08:11 Yes, and I still do, absolutely. Sam Ovens: 08:14 Got it. For people listening, this is typically how it happens, the pattern is the same. It's like you choose a niche which is something you're interested in, which is wedding photography. You find a problem, and either you could've experienced that problem yourself, that's a common one, or you research the market and you find a common problem that exists among people within the niche, which is what's happened here. And now what made you think that you could solve this problem for them? Jordan Correces: 08:52 I knew one thing ... Because I solved it myself, was one. And I knew I was always passionate, even though I might have not been very good at it and I'm still working on my entrepreneurship skills and everything, I've always been very passionate about it. As soon as I'd have a friend talk about business tactics and strategies, I'd go crazy and just talk about all these new things I'm learning, these new books I'm reading and stuff, and talking about sales and different marketing tactics. And I kind of thought that if I'm already passionate about just talking about it with my friends who are artists and doing that for free, maybe that's something I could charge for and learn more about. Jordan Correces: 09:38 And so I knew I knew a lot about sales when it came to the wedding photography industry. And I've been learning more about Facebook ads for the wedding photograph industry. And so a lot of what I'm teaching is both Facebook ads and organic [inaudible 00:09:57] high ticket clients. Sam Ovens: 10:00 Got it. And then how did you come up with your pricing for this? So you know what the niche is, you know what their problem is, you know what the solution is because you've done it for yourself and you've got confidence you can do it for others. Now how did you know how to package that up in an offer and how to price it and things like that? Jordan Correces: 10:23 A little bit what I've been learning from everyone else in the community. And so right now I'm only charging about $1,000. Because I'm kind of still in the learning process with the sales, with getting leads. And I'm finding I'm getting a lot of leads, but I still need to, I feel, improve in the sales and get more qualified leads who maybe have jobs where they can pay for my service and stuff. So I'm eventually wanting to jump into ... after I feel confident charging $1,000, jump into $1500 and eventually get to 1 $2,000 package as I get better at my service. Sam Ovens: 11:00 Got it. So you started with $1,000, and then what's included in that? What were you saying to these people that they'd get for $1,000? Jordan Correces: 11:08 For $1,000, I teach them how to get 100 to 300 leads through Facebook ads and then through organically. So usually that's the first two weeks of the coaching process. And then on the third week is when I teach sales. So I go into the whole sales process of everything. And then the fourth week I help them make a workflow and kind of a 90-day attack. And so right now I'm in the process of making the course longer, probably around six weeks as I'm doing these one-on-one sessions with people, learning what their needs are and everything. Because what I'm realizing, I'd write out a course that I'd teach the students, and then I'd realize some of their problems are in a different area, I'm like, "Oh, yeah, I didn't write a course for this yet to kind of teach them," and then having more conversations. So I'm realizing for some students I may even need to do more than four weeks, increase that to about a six-week course. Sam Ovens: 12:08 Got it. And did you start teaching these people through a course or through one-on-one first? Jordan Correces: 12:14 It's all one-on-one. It's still one-on-one. And I kind of have an outline of what I follow and what I teach them and everything. Sam Ovens: 12:21 And so one-on-one, you get on Skype with them for one hour a week for ... What's the structure there? Jordan Correces: 12:28 It's about an hour, hour and a half every week. And then especially for the first two weeks, there's a lot of things, especially when it comes to the Facebook ads and creating that funnel, a lot of things that they need to put together. And so I kind of walk them through how to put together, why that's important. And they put that together, and then I can move onto the next week on teaching the next part of maybe that Facebook ad funnel before we get into all of that kind of stuff. Sam Ovens: 12:55 Good. And for people listening, this is the way to do it. You start by doing the one-on-one. You can record the calls. Are you recording the calls? Jordan Correces: 13:04 Yes, I am. Sam Ovens: 13:04 Good. Because that's useful for the student too, because then they listen to it, it's less stress to take notes and things. Jordan Correces: 13:12 Exactly. Sam Ovens: 13:14 And you do it one-on-one first because that's how you learn everything. And then once you've worked with multiple clients, you can spot the patterns that exist there. And then you know what to put in a course later on. Jordan Correces: 13:25 Exactly. I could've made a course ... If I did make a course, I would have had to remake it after doing a lot of these one-on-one sessions, after learning about all these different people's problems. Because I'm realizing these five different students that I have so far, they all have different problems in the business. And you'd have to make the course according to all of that information. Sam Ovens: 13:47 So this is interesting, tell me how these five people differ with their different problems. Jordan Correces: 13:57 Some of them, it may be I guess maybe their work situation, maybe they're more of a technical person and the funnel is kind of an easy setup for them. Maybe they're not a very technical person, and they need more of a kind of step by step way of setting that up. And it's kind of seeing where they're at in these different things. So when you do make a course, you can have it hit all of those possible problems so you don't miss any gaps in your program if you were to make a program. Sam Ovens: 14:32 So really you're teaching the same thing, but you're realizing that it has to be ... if you worked with just one client who was quite technical, you could just assume they already know a lot of things, and then it would just be light instructions on how to set it up. Jordan Correces: 14:48 Exactly. Sam Ovens: 14:49 But then if an amateur who has never set up a funnel before jumped in and read those light instructions with the assumptions in there that they knew what these things were, they would fail with it. Jordan Correces: 15:00 Exactly. Sam Ovens: 15:01 So that's what I've realized too after having thousands of students. That's why you just have to painfully make it step by step and assume nothing, you know what I mean? Jordan Correces: 15:14 It's very true. And one thing that I'm finding is, and what I'm trying to add more in my course, is more mindset stuff as well. Because for me, when I join a course and I wanna learn more, I'm extremely hungry. I love the mindset stuff, but I can still learn that stuff and just focus and get that stuff done. And what I'm finding with a lot of my students is they're not as hungry. I'm like, "Why aren't you getting this thing done after I teach you?" And I'm kind of finding I need more mindset stuff in my coaching program so I can make them that hungry to get that work done so they can get results faster. And that's kind of where I'm in the spot right now. I have these clients and right now I want to be able to get them results, but I want them to be hungry enough so they can get the work done so they will get results. Sam Ovens: 16:07 Why do you think they're not hungry? Jordan Correces: 16:15 Sometimes I feel a lack of urgency for some of them. Some of them it may be doubts that they can do it. And so one of my students, I feel that she has a lot of doubts whenever I'm teaching her these things, and so I have to kind of walk her through more mindset and motivational stuff to be able to say, "It's possible if you're willing to put in the work to do it." Sam Ovens: 16:42 Got it. And were you at any stage doubtful and not hungry? Jordan Correces: 16:53 Yeah. Absolutely. I do remember times in my ... in the beginning of my wedding photography business where I kind of just felt like I was putting in work, it wasn't really making me make progress, and I wasn't very focused. And I guess I'm trying to teach them how to put in the right kind of work that actually moves their business forward. Because I remember times in my wedding photography business, where I'd spend my time checking emails or working on my website, editing all day, but not actually doing work that was gonna get me more clients. And that's one thing I really loved about your program and hearing all that kind of stuff. It's work that actually gets you leads and closes clients. And when it comes to actually making a profitable business, that's what's really important. Sam Ovens: 17:56 So what changed with you? If you used to be doubtful and not hungry and didn't ... what changed for you that made you more certain and hungry? Jordan Correces: 18:08 Just realizing the work that in reality you really need to do. One of my favorite things, one of the videos that you did on YouTube I believe, it was talking about think about what you want to achieve five years from now, then think about what you need to do every single year to make that happen. Then think about what you wanna do every single month to make that happen. Then every day, to every minute. That was one of my favorite videos, and it really puts in the perspective on that kind of compound effect, what are you doing every single day, every single minute, to get the results you want long-term. Sam Ovens: 18:47 And then I'm just trying to figure out what changed you. Jordan Correces: 18:53 Okay. I think a lot of just mindset stuff too. Sam Ovens: 18:57 But was there a realization moment when you failed and nothing was happening and then you just kind of just snapped? Jordan Correces: 19:10 It's hard for me to pinpoint a particular point. I'm having trouble saying there's a particular thing. But I know throughout my journey, I had a lot of doubts. I had a lot of failures, in not just my wedding business, but trying to figure out other ventures as well in different businesses. But I was always still reading mindset stuff, a lot of entrepreneurial books on mindset. So that was always something that was kind of keeping me on track. And I guess maybe when there were times when I was having more doubts and I was having failures, I [inaudible 00:20:01] put me back on track with the tactics that I was doing. Sam Ovens: 20:05 Got it. The reason I ask is because if you're having the same people now, you know what I mean? What I've found is a lot of people, they will jump in, and it's hard to do this. When you first start teaching people, coaching people, we've got a course, and people aren't hungry or they're not that committed, a lot of the time the teacher will follow up with them and be like, "Hey, did you do this? How come you didn't do this? Man, you've gotta get motivated." And they'll kind of mother them, you know what I mean? Jordan Correces: 20:38 Yeah. I found myself doing that with some of my students. I'm sending an email like, "Hey, how's it going? Were you able to get this done? Here's some more resources that can kind of help with the process." And so some of them, I'm just trying to figure out how to make them really hungry and urgent so they can get what they want. Sam Ovens: 20:58 You can't make them. Jordan Correces: 20:59 Yeah. Sam Ovens: 20:59 That's the thing. This is what I realized too. It's like you've gotta let them fail because then they realize. So we don't follow up with people and we tell them, "Hey, if you don't do the work, you'll fail, 100%, I'll guarantee you that." And then so you're up front with them, and then they've gotta go through that cycle of not being hungry, being uncertain. And then they go a few months and then they realize, "Oh, shit, I haven't achieved anything. And then all these other people in that course, they joined after me, and they've achieved something. It must work. I'm the variable here that's wrong. It's time to sort my shit out, come back, go again," you know what I mean? Jordan Correces: 21:47 It's very true. And even just thinking about it, a lot of my business failures in the past, it was never because of maybe the tactics that I learned, it was always because I wasn't hungry enough and I wasn't pushing hard enough. And I think that's exactly right, that's the difference between failure. And it is really 50% mindset, 50% tactics, and putting that together so you're really grinding out those tactics and hustling it. Sam Ovens: 22:23 You know like when you fall over when you're a kid and you graze your knee and it hurts and then you realize, " Oh, I've gotta be a bit more careful" and you learn from the pain, you know what I mean? Jordan Correces: 22:35 Exactly. Sam Ovens: 22:36 That's what happens to your students. You've gotta let them graze their knees. And you've gotta not mother them. You've gotta let them self-regulate. Because there's been studies of parents who always go to their child when it's crying as a baby, immediately if they go to it all the time and they constantly mothering it, later on in life, as adults, those people can't self-regulate emotions. So if they get caught in a situation where they're upset or whatever, they can't jut self-regulate and continue to go. They're looking for an exit, they're looking for something immediately. Jordan Correces: 23:20 That's so true. I let my students suffer a bit. Sam Ovens: 23:24 It's in their best interests. Jordan Correces: 23:26 Exactly. Sam Ovens: 23:28 That's a very ... It's a mistake every person who starts with a course makes, but you can only really learn it truly through hindsight after teaching lots of people. But that's one thing I wish I had known at the start. That's why I'm telling you it. Jordan Correces: 23:44 I appreciate it. That's really helpful. Sam Ovens: 23:48 And it's just normal that people trip up and are lazy and are uncertain and aren't hungry. That's normal, right? And so it's natural, because you were like that and I was like that too. That's how I know it's natural. So that's why I don't freak out when I see it among my students. I'm like, "Oh, I was like that." And it wasn't any one mentor just hammering me with motivation. It was just me failing and having to realize that for myself. Jordan Correces: 24:19 That's really helpful to see, actually, especially from that perspective. Sam Ovens: 24:22 You just always go back and look through what happened with you. That's why I went there. Jordan Correces: 24:29 Exactly. Sam Ovens: 24:32 So now let's talk about how you got your first client. You've got this niche, you know what the problem is, you've got the offer, you've packaged it up, it's a grand, you're confident you can solve it. Now how do you go out and get that first one? Jordan Correces: 24:49 Well, from the past two, two and a half months, I've been doing everything on Instagram because that's where I already had a lot of my audience. I actually just started doing outreach on Facebook. But with Instagram, I would send about 20 direct outreaches a day and friend requests a day. And I would do direct response posts on my Instagram. And three of my clients were actually from boosted direct response posts. I was just experimenting with it. Sam Ovens: 25:23 So what is a boosted direct response post? Jordan Correces: 25:25 It's this long form ads that you taught us in the course. I love that. Probably my favorite courses were the sales and learning about the direct response posts and everything. Sam Ovens: 25:40 Give us an example. What's one of your best ones that you've written? Jordan Correces: 25:44 Okay. Two that worked out really well was one where I was talking about how to leave your 9:00 to 5:00 job and do wedding photography full-time. And I had a similar one that was how I left my janitor job and became a high-end wedding photographer. Sam Ovens: 26:02 So a story kind of. Jordan Correces: 26:04 Yeah. I find I write them best when I make a story. And so I just kind of write out a long story. I may even finish the story in the comments, like to continue, click, continue and then read the rest of the story in the comments. And then at the very bottom, I'll say, "If you want a free case study or a free class, direct message me." And so they'll direct message me, "Hey, can I have the case study?" And I'll send them the case study and I'll start a conversation. I'll be like, "Hey, just curious, what are your specific goals for your business within the next 12 months?" And some of them, they'll talk to me about it, and I'll say, "Oh, that's really cool. I'd love to offer some support if you'd like. Would you like to hop on a call tomorrow or something?" And those have been about half my clients I've gotten through that method. Sam Ovens: 26:56 Got it. So then people, are they clicking on that to go to a landing page or are they commenting below to ... Jordan Correces: 27:07 Yeah,, for when I boost the post? Sam Ovens: 27:09 What's your call to action on this Instagram post? Jordan Correces: 27:12 To direct message me. Sam Ovens: 27:14 Ah, got you. Jordan Correces: 27:15 So they'll follow me. It will say, "Check out his profile," they'll follow me. And then they'll probably read the rest of the direct response post in my comments. And then they'll direct message me. Sam Ovens: 27:27 Got you. So you're not telling them to go to a landing page or anything like that? Jordan Correces: 27:32 I do send the case study to them when they ask for it, so they do have that. Sam Ovens: 27:35 What I mean is there's not a link that says, "Learn more," or something. Jordan Correces: 27:38 On, no. Sam Ovens: 27:38 Got you. Jordan Correces: 27:39 Yeah. Sam Ovens: 27:40 And then what is the image, what's your best image have you found? Jordan Correces: 27:45 The best image, it's usually just a picture of me maybe with a camera taking a picture. I think my best image was actually a behind the scenes picture of me for a wedding I traveled for when I was photographing a wedding, so it's kind of a behind the scenes shot of me photographing a wedding. Sam Ovens: 28:05 Because that would work for them. It's wedding and a photographer, so they're just like, "I'm interested in that." And then that makes sense. And then tell me how you boost this thing? Jordan Correces: 28:16 With Instagram, I don't think it's as targeted as you can do on Facebook ads, but basically you can target ... I would literally just target people interested in wedding photography and interested in The Know, which is like a really huge wedding photography website. And so then I ... Yeah, and it's pretty simple with boosting on Instagram. I just kind of ... then I do the age between say 21 to 40, just kind of experiment with that. And from what I learned from your course, the algorithm with Facebook was pretty intelligent. So I kind of had a lot of trust in the algorithm to kind of find the right people who would be interested in clicking. Sam Ovens: 29:06 Got you. And so how did you set the targeting again? Jordan Correces: 29:10 I kept it pretty simple. I just clicked people interested in wedding photography and people interested in The Knot. Sam Ovens: 29:17 What's The Knot? Jordan Correces: 29:18 The Knot is a place where a lot of brides and ... photographers will join the service of The Knot to hopefully get clients. And it's a horrible way for photographers to often get clients, like The Wedding Wire or The Knot. Sam Ovens: 29:34 That's a good post for you. Jordan Correces: 29:37 Yeah, and that's one thing I definitely hit. And I always talk about- Sam Ovens: 29:40 Tired of being hooked to the ... tired of having you umbilical cord hooked to The Knot? Jordan Correces: 29:47 Exactly, because a few of my students, they invest maybe $1000 or $3000 to have the service with The Knot. And it's more for the bride to be able to look for wedding photographers [inaudible 00:30:04] is cheap and who's been in The Know for maybe years and has a bunch of testimonials, it can work good for you. But there's hundreds of wedding photographers who you're competing with in The Knot, and so I teach them how to do Facebook ads and get the attention of the bride to yourself, basically. Sam Ovens: 30:18 You should find a graphic designer of someone who can make images and get a wedding photographer with an umbilical cord coming out attached to The Knot logo, whatever that is. Jordan Correces: 30:34 Yeah, that'd be perfect. Sam Ovens: 30:36 And then you should just have you there with the scissors. Jordan Correces: 30:41 That's be awesome. Sam Ovens: 30:42 That'd probably work. Because it's only an insider thing that they'd get. Jordan Correces: 30:46 Exactly. Sam Ovens: 30:47 Your average marketer on the side trying to just make a buck, he is not gonna know that. Jordan Correces: 30:53 Exactly. And there was one called The Wedding Wire that's basically like The Knot as well. And most photographers I talk to, they say, "Yeah, they promised me 10 leads a month. I got 10 leads in six months." So it's something that doesn't work for most photographers for sure. Sam Ovens: 31:10 Yeah. It's always best for the ... I call them like full stack businesses. It's owning every connection from the customer through to the delivery of the product or service. You're not reliant on an Amazon to get ... if you're selling a physical product, you put your thing on there, you're not reliant on an affiliate, you're not reliant on someone else sending you referrals. You know how to market directly to the customer, sell directly to the customer, then you offer your service directly to the customer the whole way through end to end. Jordan Correces: 31:50 It's powerful, it really is. Sam Ovens: 31:53 It's becoming no other way these days. Everyone who doesn't have one of those kind of gets screwed. Jordan Correces: 31:59 It's true. I've gotten screwed before in the early times when I was setting up my wedding photography business, relying on The Knot. And most photographers, they rely on word of mouth. And so I kind of used that as leverage to work with me. Wedding Wire and word of mouth isn't working out for you, and I try to place myself as the solution to be able to teach them my methods. Sam Ovens: 32:22 Got it. And then what's the typical sort of process? So I'm a wedding photographer or a semi-wedding photographer. I see this post on Instagram. And Instagram's a great channel for you. I'm not surprised that it works better because I know people who are wedding photographers and stuff and they just use Instagram purely. So that channel makes total sense. Then boosting the post makes sense, long copy thing makes sense, image makes sense, the targeting makes sense. The call to action's interesting. Instead of sending them over to a landing page, you just get them to DM you. I like that one. That makes sense too because it's more personal. You're gonna get a higher response rate. And then they message you, and what do they typically message you saying? I'm just trying to understand how this flows from here. Jordan Correces: 33:19 Yeah, they'll say, "Hey, I want the case study." And so I send them the case study and then I try to start a conversation with them. And so some people, they'll actually go through the case study, not talk to me. And they may go through the case study and be like, "Hey," and they may start wanting to do a strategy session or start conversation with me. Some people will actually start conversation with me from the bat, and then I can get them on a call the next day. Sam Ovens: 33:43 So they're asking for the strategy session because that's what you tell them they should message them to get. Jordan Correces: 33:51 They ask for the case study. Sam Ovens: 33:52 But in the copy you're telling them to DM me to get the case study, obviously. Jordan Correces: 33:57 Yeah. Sam Ovens: 33:57 Because otherwise they wouldn't know to ask you for the case study. Jordan Correces: 34:00 Yes, exactly. Sam Ovens: 34:00 Okay, got it. Then they ask you for the case study, you send it to them. Do you send them a link and then the case study's on that landing page? Jordan Correces: 34:07 Yes. Sam Ovens: 34:07 Got it. And then on that landing page, there's the case study video and then they can also click through to go and schedule a strategy session from there? Jordan Correces: 34:14 Yes. Sam Ovens: 34:15 So you can rely on that path or a conversation path through the DMs? Jordan Correces: 34:21 Exactly. Sam Ovens: 34:22 And I'm guess most of the ones that become clients continue in the DMs? Jordan Correces: 34:27 Yes, most of them who have become my clients is because the conversation I continued in the DMs. Sam Ovens: 34:33 Got you. And then how does that conversation typically evolve? Jordan Correces: 34:39 It's trying to gain some trust. So I try to get to know their goals. Like, "Hey, so what are you goals in the next 12 months if you don't mind me asking of course?" And so the ones who are open and not skeptical, usually open up, tell me their specific goals. And I'll say, "Well, I'd love to offer some support if you'd like. Easy to set up a strategy session with me. My time's reserved today, but I do have availability tomorrow." And they'll say, "Yeah, sure, I'd be interested." And then I'll send them ... I use Calendly, it's where you can kind of schedule stuff, and I'll send them a Calendly link where they can schedule a time for a strategy session. Sam Ovens: 35:20 Okay. Jordan Correces: 35:21 And I also have an application in the Calendly as well. Sam Ovens: 35:26 Makes sense. And then you get on the strategy session, you take them through the script, and then you make them the offer and they bite or not. Jordan Correces: 35:33 Exactly. Sam Ovens: 35:36 And what have you found when you first started selling this on the strategy session? Jordan Correces: 35:44 It was really helpful ... it really helped me refine my offer. And I'm still only two and a half months in [inaudible 00:35:53] and I'm really trying to refine my offer still. But it's been really helping with that. I think I've done maybe 34 strategy sessions so far. And that's what has been really helpful. I'm recording all my strategy sessions. And it's kind of helped finding out what their needs and pains are. And that's one thing that I really love the script. I used to be incredibly scared of being on the phone and doing sales and stuff. And getting much more confident in that has giving me much more confidence in doing this business and stuff as well. Sam Ovens: 36:31 It's not even really selling is it? It's just learning. You're learning as much as you can about this person. Jordan Correces: 36:37 Exactly. You're learning, you're diagnosing, like you say, and then when you get to the end of that, you ask them if it's okay if you tell them about what you do. And then if they're interested, they'll wanna work with you. And I guess the part that I'm working on the most is the objections. Because I'm not the quick sell on my feet, so I'm learning and I've been practicing the objections to get better at that. So most of my clients, usually if the offer's right, I don't even get to objections and they'll be like, "I wanna do it." I think I had one client where I've hit some objections and I was still able to book them. Sam Ovens: 37:16 Got it. Have you done Myers Briggs Test? Jordan Correces: 37:21 I have. Sam Ovens: 37:23 What did you get? Jordan Correces: 37:26 What was it? ISFP I believe. And so I'm kind of between extroverted and introverted. I'm a little bit more introverted. It's hard for people to see because I can be outgoing. Sam Ovens: 37:40 I can tell the if. Because if I ask a question and it hits an emotion, there's always a ... or like an emotional reaction, you know what I mean? Jordan Correces: 37:52 Yeah. Sam Ovens: 37:53 So that's probably why some of the objections get you. Jordan Correces: 37:56 Yes. Sam Ovens: 37:57 Because it hits an emotion first instead of triggering a rational response back, you know what I'm saying? Jordan Correces: 38:06 Exactly. And that's one thing I'm really working for. Sometimes I'll hit an objection, and ... right now sometimes I lack the confidence and I'll kind of hesitate, my reply back's not very confident. So that's something I'm really working on on the strategy sessions. Sam Ovens: 38:26 Yeah, it's the emotion. I can see it triggering that first. Jordan Correces: 38:30 Yeah. Sam Ovens: 38:31 So meditation will actually help you a lot with that. Jordan Correces: 38:34 Okay. Sam Ovens: 38:35 Because it's just learning to not be reactive to thoughts and emotions, you know what I mean? Jordan Correces: 38:41 Exactly. That's very true. Sam Ovens: 38:43 Because the emotion happens first, which is like a feeling. But it's our choice how we react to that. And when it happens bam, real quick, I can tell that there isn't a logical moment there where the person decides how am I going to react to this, it just auto-reacts. Jordan Correces: 39:03 Exactly. Sam Ovens: 39:04 So you've got to learn to catch it right there, right as it happens, just catch it and then you can decide what to do. Jordan Correces: 39:12 Totally agree. And that's really helpful as well. And I think most of the clients that I have gotten are people who are also very emotional as well. And so as soon as I have the offer and I take them to their emotional journey, they don't really have much objections. They're like, "I wanna buy." And it's the people I have trouble with who are less emotional and they're like, "Okay, so how does this work?" And I have to kind of deal with those situations. Sam Ovens: 39:40 So I think the meditation will help you a lot with the sales calls and everything. Because I can see what it is that makes that happen on the calls. Practice will help you a lot with it. Jordan Correces: 39:52 I'll try that definitely. Sam Ovens: 39:53 Yeah, practice will help a lot. Jordan Correces: 39:55 You broke up a bit. Sam Ovens: 39:57 We good now? Jordan Correces: 39:57 I think we're good now. Sam Ovens: 39:59 Cool. Yeah, practice will help a lot. And then meditation will help you become less reactive. And then also just getting better at the strategy sessions and handling the objections and things like that. Jordan Correces: 40:15 Exactly. Sam Ovens: 40:17 And then you also said that it's helped you improve your offer a lot. Jordan Correces: 40:22 Yes. Absolutely. Sam Ovens: 40:24 What do you mean by that? Jordan Correces: 40:29 I guess what I'm finding, I'm really finding the type of people that I know I can help. And I'm finding ... So kind of really narrow my offer according to those people, and narrowing my niche as well. Because I think probably what a lot of people go through is their offer is kind of broad, and the strategy sessions, as you get to know these problems, and even as you know your own situation in the past, you're able to keep narrowing that offer to the people who you know you can help and know will work with you, if that makes sense, around those pains. Sam Ovens: 41:06 Got you. Yeah, for people listening, too, I always say strategy sessions are one of the best things you can do because it's like the best market research that you can possibly do. It's better than even paying AC Nielsen a million dollars to go and do some research for you. This is talking directly to the people, hearing their problems, hearing what they're going through. It's the best market research you can possibly do. And even if you do get a no on the strategy session, it's not really a waste or a fail because you get so much learning which improves everything in the entire business. So from the strategy sessions, you get information you can use in ads. You get information you can use in your course. You get information you can use for future strategy sessions. You get information you can use in your value video or your webinar. That's where all of the information is spawned from, you know what I mean? Jordan Correces: 42:05 Exactly. Sam Ovens: 42:06 And then if you get a yes, you get all that and you get a sale and some money. So, that's why you ... everyone that's gotten to seven figures has done really more than 1,000 strategy sessions. It's a metric that's directly correlated to making more than a million dollars. Jordan Correces: 42:26 Very true. And I think right now I'm in the process. I know once I can really refine that message, and learn from my clients, learn from those strategy sessions, I can start hopefully closing more deals. Because I'm not closing as high as I'd like. And I know I'm getting leads. I'm getting those strategy sessions booked, and I feel like I just need to really create an offer that you can't refuse through the message and talking with the right person. Sam Ovens: 42:55 Yeah. And lot of the offer improvement will just be in your conviction that it is the best thing. Jordan Correces: 43:01 Exactly. Sam Ovens: 43:03 Because you can just tell when someone just believes in something, you know what I mean? And you might question them on a few things, and their responses are so well thought out it's like, "Okay, this person's thought of everything." And when you spot a situation like that, trust exists. Jordan Correces: 43:22 Exactly. Sam Ovens: 43:23 And so you don't really try to manufacture trust. You just make it real. Jordan Correces: 43:29 Very true. Sam Ovens: 43:30 And that's when an offer gets really good. Messaging and all of that's important, but one of the most important things is just that conviction level. Jordan Correces: 43:42 Very true. Sam Ovens: 43:44 Cool. So what's the future look like for you? Where do you wanna be with this business five, 10 years from now? Jordan Correces: 43:54 Well, my first goal, and I really wanna get this much sooner than five, 10 years, but I wanna hit the first six figure mark with this business. And from there, just keep growing it. I'm not trying to have a roof where my goals are and everything, and just wanna keep growing it, keep learning, and pushing this business for sure. Sam Ovens: 44:21 Nice. And do you have a further out vision or mission with this? Jordan Correces: 44:26 Yes. As I get better at the one on one coaching and I feel really confident with that, I plan to transition to group coaching. Once I get really good at that of course, turn it into an actual course. And I want this to be something that is automated just like your course. All the modules are already set. Even get like a Facebook ad that really works, possibly turn that into a webinar that sells itself. And so that's my really long-term goal that I'm really trying to set up. Sam Ovens: 45:01 Got it. And then what would you say has been the one most transformative part of going through Consulting Accelerator? Jordan Correces: 45:15 I would say I've learned so much ... my personal favorite things, it's a combination of things. A combination of the mindset work and my favorite things that I've learned have been the direct response writing and the sales script. I love those. I actually love those. And I really love trying to get really good at writing direct response posts. I bought the Ogleby book that you talked about. And really trying to get good at that. And just kind of a combination of those, because I really feel like learning those tactics and strategies and strengthening my mindset has been what's been making me grow as an entrepreneur. I'm not where I'm at yet, but I see my potential and I kind of see a more clear path on what to take and what I can do. Sam Ovens: 46:10 Got it. And what would your number one piece of advice be for other members in the program? Jordan Correces: 46:17 I would say find out what ... if you're not very hungry, find out what's really motivating you. And if you can, don't wait too long to push and grind to get to where you really wanna be. And those are the mistakes that I feel I made and I'm seeing my students are making when it comes to building their business early on. They're not hungry, it doesn't really seem like they want it. They're waiting to see other people's results. And they're waiting for failure. And I feel like the greatest thing you can do is learn from these tactics, strengthen your mindset, and really push it now. Do everything you can do to grow it now. Don't get upset when you had a strategy call that doesn't work or you run into leads who may be rude back to your or something, but learn from them. Sam Ovens: 47:18 Got it. Cool. That's good advice. And how can people learn more about you? If there's wedding photographers or people who know wedding photographers watching this, how can they learn more about you? Jordan Correces: 47:29 Yeah, you can follow me on my Instagram actually. It's @jcorrphotogrpahy. J C O R R photography. Sam Ovens: 47:38 Cool. All right, well, thanks a lot for jumping on and sharing your story. Jordan Correces: 47:43 No problem. Sam Ovens: 47:43 Looking forward to speaking with you again soon when we get you to that automated seven figure business. Jordan Correces: 47:50 Absolutely. Thank you so much. Sam Ovens: 47:52 Cool. See you. Jordan Correces: 47:53 Take care, Sam.