that was a BAD sales call... (SMMA Vlog)

[Music] then we beat the pyramidal prey vs newbee moving [Music] just about to get to work went through my morning routine meditated now because p and i are doing more of the crossfit s workout my workouts are a lot shorter as that leaves me an extra 20 minutes 15 minutes 20 minutes to read so reading sipping on some lemon water very refreshing I thought this one liter bottle cuz PETA's carrier carrier under one leader ball and lead the dude drinks like six liters of water a day it's nuts so yeah it was right this definitely doesn't scent of Ozzy to drink more water [Music] so on today's agenda is just normal deep work until one after that there's some my new shot have to deal with with the education company I've got my team call at 12:45 then I have a client check-in call at 5:00 at 7:00 I've got a call with a new hire pretty aggressively scaling up the team this year at 8:00 I've got a call with web development team basically I want to remake the IG media website like Bob who runs a web development company we did add maybe like 30 minutes or something I've always found great pleasure in on purpose having a really [ __ ] website just to prove how superfluous it is to focus on your logo and your website and this thing and that thing but over the past 18 months we've started to work with a lot higher ticket clients I think it's actually probably about time plus I want something that'll match the landing page and then the booking page for the new case study funnel that I'm about to launch and then at nine o'clock I've got a sales call so the time between recording these videos and them going live is like two to three weeks to three weeks but we're having a bit of an issue at the moment my personal account is shut down Danny's personal advertising axis is shut down and then yesterday so obviously we have to manage all of our clients so Kieran is on a holiday right now so I'm picking up some of the slack for him up also that I do customer support so there's this tool basically you can kind of operate someone's computer remotely so Karen's on holiday so he left his computer on the entire day Danny was controlling his computer went through did all the work for the clients and then came to one specific client and I'm 99. 9% sure that this client is causing us to lose our personal ad account because there was one specific date any time we do anything in that account my personal account got shut down then Danny's and then Kieran's got shut down yesterday so I have a sales call at 9:00 and obviously I'm gonna try and close them there in e-commerce company doing seven figures a year really cool products but in the back of my mind I know it will be something where I'll be thinking about it the fact that will sign them and Technik none of us have advertising access right now but obviously within the seven days that takes us to all boredom get their ads written and that whole shebang we'll find a way to advertise but for any guys who are looking to build agencies in the ecoman info prog space II call me are going to worry about as much but especially in football space and we were on Facebook and Google ads for our clients by the way but Facebook these days is just a tumultuous platform it's just like just to be quite frank like Facebook just sucks before my ad account got shut down my business manager got shut down and I think that's to do once again with a specific client then we're gonna have to draw up because like it it's not worth this whole hassle just for a sharp retainer but anyways yeah business manager got shut down they reinstated the business manager as a thank God finally Facebook has some common sense I had a count shut down personal account shut down so it's been this whole nightmare in the past two weeks plus I have this juicy new agency case study that I've been talking to you guys about and I was so excited to get a new slew of cold ads up and running for that yeah kind of comes with it so is it if you're looking to do in four prong businesses understand this is something that comes with it even if your copy is super soft like we write those softest copy we make no income claims ever and this specific client that I know is the reason we're getting shut down doesn't even have a business program or in health it's really the cleanest softest thing but I also know why it's causing issues but Emma's in football just be wary make sure that your copy is all soft your landing pages are super soft that's the reason it's been almost like a year and a half since I've ever had like any attic town business manager shut down for myself for the agency and even if you're doing e-commerce honestly like Facebook is kind of raising an iron fist to that as well in some senses so don't let that deter you just understand that you need to know the rules abide by them and also have ways to mitigate which Wireless help people in my program create the maximum amount of business managers possible create the maximum amount of add accounts possible but it's not only enough to do that facebook wants active accounts so even in all those accounts even if you're just spending $3 a month it was social Facebook that it's an active account and once again you have 10 ad accounts to business managers you've all off to work with there it is [Music] baby let me teach you so much [Music] [Music] Tim Kaufman update a weird message from one of our old clients yeah he apparently wants to work out with us which is which is okay that's good it's good news yeah he wants he wants her waving their really yes yes this is this is what I said what we were meant to do we were meant to do a two day training in the summer and then that never materialized policy as you know he became a client so yeah I guess he's trying to transition over to a new new system okay yeah we can flush it up but yeah yeah all right I'd say dude we gotta figure out like I don't want to take anything on or commit to anything or anything like that until we sort out this [ __ ] Facebook access this is I wanted to school for stream so are no knob data on your end no one's yours no and once again just mentioned we've been you know we've been operating for three years advertised for dozens and dozens of clients not that anything wrong person you spent on our on account you know multiple multiple multiple six-figure so so ladies and gentlemen I I'll explain the situation so this is gonna be a live sales call because I'm not really gonna be a sales call and it's not cold and I want to give you guys some background so it doesn't come off as one of those really sketch YouTube videos over there like actual live sales call but on anyways so that live sales call blah blah it just like seems like the most staged thing ever this is not really a sales call actually but it's gonna be a potential client I've known this client for or two-and-a-half years yet they were actually a client of mine in June of 2017 this is when I still had a creative agency so I was doing photo video work for them and then right at the end I tried to sell them because they had a software I tried to sell him on Facebook ads and I had literally no clue what the hell I was talking about like Jenny like I did not understand the difference between like a campaign an ad set and an act like I was chatting [ __ ] about like we're gonna get this sort of cost per click and you know that was the KPI I was optimizing for sorry Goss slack message from Estefan who's a coach in agency engineer I'm gonna go ahead and just throw this up just because it's in the moment but yeah cool little testimonial he goes cool little post in the group it's a guy called Brandon he actually goes been a century since I've been involved in this group basically he's paid off 90k and student debt and he has a Rolex now so super dope he was one of the early beta members of six-figure SMA and he's the guy who signed the $16,000 month client the four dental locations for $4,000 each I know Brandon's been pretty quiet because he's been working away for the past two years but he popped into the group and for this message and he actually just invited me to his wedding he's getting married in Tahiti in 2020 super dope but I'll throw this in my name is back to my point so any of you guys think you know you don't know Facebook Ads trust me I didn't know Facebook Ads like I genuinely it was such a foreign concept to me at that time there was way less information than there is now and I think it was after this point it was around early August of 2017 that I started working with a coach and I believe his end of July of 2017 that actually bought a few courses and they did absolutely nothing because the amount of people that are actually good at performance marketing so Google advertising Facebook advertising it's very very small and then even smaller that is the amount of people who can do it and actually accurately describe and break down to its fundamentals how to get results so anyways I'm kind of rambling nuts coming random but I tried to sell him on ads for his software and I mean rightfully so he was business partner and I think they just thought I was cute like no way they were gonna sign on for 2,500 a month for it and I haven't talked to this guy and maybe like two years but he actually called me yesterday out the blue and when hey hey double called he goes that give me a call need your brilliant mind to create a marketing campaign from us so I gave him a call an hour ago and he was in a meeting said he'd call me back in an hour so people always say they're gonna call back and whatnot but coming up to the hour mark now I'll leave in 5-10 minutes CB calls back ethanol I'll give him a ring and yet to be honest this could literally be an absolute done of a phone call there could be zero value there or I could end up coming in and consulting them or they could come on as a retainer client or in this phone call rather than selling the service I'm just gonna sell the meeting and on the meeting that's where I can probably convey how we'd get results in on our end whether it's even viable that we could get results because that's something that we'd need to know as an agency we add just some raw content so I thought I'd at least just record this beginning intro a bit to give you some context prior to the call happening so it's been a while so two and a half years and the video I made still holding up correct yeah in fact to be honest I don't do any haven't done any photo video for two years at this point we do exclusively Facebook and Google advertising for our clients when it comes to advertising like our specialty is with e-commerce and info product businesses but like no matter what niche or what industry you're advertising for Ellis comes down to it's always just having one KPI that you're optimizing for because you can get so murky and you can get so everything again it's so messy so if you don't have some sort of clarity on that number that one number you're you know you're basing your suit the success of your campaigns off of so first of all for you that would be cost per serving so when someone fills in the survey the second thing you need to figure out is how much were you willing to pay per survey okay so for example with our clients when we're advertising in the UK and us CPMs or anywhere between on cold audiences or anywhere between 8 to 10 pounds so that's basically the cost is you know cost for a thousand people to see that or not a thousand people but a thousand impressions so usually with an average click-through rate of one percent you're ending up with around a around a one pound 8880 pencil to one pound click so the thing is I doubt you you're gonna be paying less than 10 50 this is an industry and your Sitz so yeah then then you have no chance so I mean to be very blunt like kind of loss happened in the last two years at this point like our minimum retainer that we charge your client is four thousand pounds a month up to twelve fifteen thousand pounds a month and that's [Music] I mean I mean like I mean to be blunt like I've had a client's charge or I've had clients you know try and throw money like fifteen twenty thousand pounds a month service fee and they'll match that but if it's in a niche that we don't work with like we just we're the best of what we do for our industries that we work with so this is something that we out outside our realm two things I will say first of all don't expect a cost per survey for any less than four or five pounds okay that okay them I think five might be possible if you can get the cost for click down and is that if you if here's what I can do so I said don't think we've spoken in like more than two and a half years yeah this is the time flies time flies but um so agency were very very niche down very specific what we do but I do run a company called greed in c. com which is basically the biggest education company on earth for agency owners so basically agency owners come to me and my agency to learn from you know how to do service delivery sales operations I can put on the group that hey like I can kind of explain your situation and I'm sure there's someone who will do it in return for a testimonial and I can I can go ahead and I can vet them for you okay perfect Jack I can do that what I'll go ahead and do this I'll get them to send a five-minute loom on on whether they think they'll be possible a loom is just like a little quick screen trip thing with a with an instant link and in their past experience and I'll send you probably like ten applications and you can just watch them on two times speed and then reach out so that's that I knew so thing about this person is I came in while I still had a creative agency and this person has multiple other businesses so I was hoping that it was one of their other businesses I had one specifically in mind but it's not unfortunately it's still for their main business which is actually a day care company but like huge like I'm talking this company makes millions and millions I keep mine these children are like two three four or five years old it charges twenty five thousand euros a year for like two three four year olds very extensive stuff so they make a lot of money but I'm not really a live sales call but I think I'll still throw this in here there's a couple things I want to break down here first of all how cool is it that like in two-and-a-half years like I went from doing like creative work with my creative agency where I was still making good money like I was making ten fifteen thousand a month you know I am feel like a respected business owner like I didn't like I didn't have the retention that I have these days if a client came to me you know two and a half years ago I would take them all no matter what niche that are in these days like ever client if it's on fit I'm just not doing it full stall so first of all how cool is that and then you know now you can call me two-and-a-half years later and I can just go ahead and refer someone inquiry to see who my little experience might you know be able to bring more I will say this client has you know a noxious amount of money and there are multiple businesses so it's good potential there and all in all the founder is a super solid dude but the other thing is no matter what niche you're in for me it really comes down to two things when you're advertising and is that this is a niche that I have no prior experience advertising in and there's certain bits that I'm gonna have to cut out and you know not include where he talks about the service or the product because like just purely in terms of client confidentiality because obviously you know this is an Colonel plan that he has and you know he doesn't want to make something like this public because he's trying to shake up his part of the market but the main questions that I ask is number one what KPI are we optimizing for because it doesn't matter what clan you have if you are advertising for a client it's different if you're doing social media marketing for a clan or you're doing email marketing for your clan or you're creating videos for a client in those instances you're optimizing for a different KPI but when you are running ads for a client you are always optimizing for either cost per lead or cost per conversion those are the only two numbers that matter how much do you generate a leave for and a lead can either be someone who opted into an offer who booked in a call with one of their sales representative maybe your client might be offering an audit and they claimed an audit or its cost per conversion which is how much did it cost in order for you to sell one of their products whether that be low ticket or high ticket so you always need to know what KPI are you optimizing for and then second you need to know and you need to break down with your client and you need to take into consideration their gross margins as well how much can they spend per lead or to acquire a customer and for me those are the two universal truths no matter what niche you're working in if you want to figure out if it's viable to bring on a client those are the two things that you need to know and this actually happens quite a lot once or twice a month I actually get a lead that comes from me whether that a client that I worked with in the past whether that be whether that be someone who comes through one of our ads gets put into the type form I have a call with them and I kind of miscalculated things and they're not a qualified lead in terms of the amount that we're charging with our agency and once or twice a month I actually gives students in agency incubator free clients so that's the benefit if you're an agency incubator sometimes I just put outpost at hey I bought this client whoever can do the best loom or whoever can make the best case that they're a good option to work with this client they're all yours so since the team call it has been four hours by the way that's why I changed her just shot a YouTube video because I'm actually ahead of schedule on today's plan anyways now I got a quick catch-up call with max on top of a photo if you guys don't remember him he's the new hire former agency the new student success manager if you want a book in a call with him to find out a little bit more about agency incubator the program the lay out how we get such amazing results for our students and maybe any final questions you have about the agency business model go ahead book in a call it would be the first or second line in the description my name is apart from having calls with new potential students obviously he's there to make sure that the students are getting the best product and the best community possible very similar to what Kieran does except except he manages a lot of other aspects of the company and because Kieran is so busy with so many other aspects of the business one thing that we slipped up with over the past nine months or so is actually the student of welcome calls so beginning of 2019 for the first four or five months once you purchase the program you actually get a call straight from our team welcoming you into the program just making sure you're set up with a Facebook group although the program is so thorough in making sure that you're set up anyways we like to add that little human touch and just generally celebrate you joining a program and make sure that your gang settled in okay that's fallen off over the last nine months and now that we have maximum we can go ahead and start to do those again not so random literature fully enough this is my best friend Filippo all my friends come over from London he left this and actually sent him a set of a message an hour ago I sent messages an hour ago of me wearing the shirt and I go don't know what's saving me more money that's getting hand-me-downs from you or slashing Karen's wage in half [Music] yeah that was the first week I had like a bunch of friends to come over for the first week yeah we had a lot of fun at the old mega mansion stuff like that so yeah just a quick call so ladies and gentlemen it seems as though our client is a no-show which super annoying cuz I was gonna do like a little zoom screen recording we basically made this client ten thousand pounds around thirteen thousand dollars profit it's an info promise so Danny how much you spend for four thousand six hundred pounds which was nineteen sales a program is a K that equates to fourteen thousand pounds so when we spent four and a half thousand I think it quits around four and a half thousand so you know went ten thousand pounds profit this is one of our baby retainers for us but yeah it's called love for this client and yeah I think ten thousand is more than they've ever made yeah actually it's it's on par with what they make entirely as a business a profit that is so yeah I was super excited to like do a little zoom recording and like have the clan like super happy like have it on camera for the vlog for you guys but um yeah now Danny and I just chilling out hanging on with Danny see how to vlog hi awesome so yeah Danny I'm just talking about some other client campaigns what not talking about the fact that Facebook are quite living the worst [ __ ] platform on earth because they aren't giving us our pedicure or advertising like support is it hasn't gone back to us yet um yeah working on getting that back and then got a call at 9 o'clock so five hours no four hours four hours and then the next sales call alright so literally just as I ended that last clip I actually had the call with a client so anyways set up a interview with the client tomorrow actually doing two interviews in testimonial I am so bad like you guys obviously I take pride and I've just optimized the hell out of everything in my agency to be very blunt I'm the person that the best agency owners around the world go to to learn how to be a better agency owner you know everything I teach a great agency but the one fault I have is an agency owner is I'd never asked for testimonials like I always forget I never get testimonials doing interviews client interviews like literally all of the testimonials that I have from clients are them just being so happy with us that they've sent it to us so I'm actually doing an interview with him tomorrow one 20 minute interview for the new case study funnel as maybe like a follow-up season we actually did around 3.

2 to 3. 4 X row as obvious it's an info for business you know that's it's printing money basically you know you put it you put a dollar in you get you know three dollars twenty cents or three dollars forty cents back so you know we are and it's of agency but other than today you get what you pay for and can you just tell me like because obviously we had our team call yesterday a little bit about what's you know what this past month and whatnot and the past two months was done for your you as a company your financials and what you said about your bank account yeah definitely I mean this on the second month on the second month it was the first time on the second month it was the first time from running my business or running ads for the past what 13 month or so that I have that much money in my bank account basically that he's not going back into the ad spin because if he and he makes me feel like okay you guys have experience and you guys know how to actually scale this without you know breaking my bank account basically so I mean yeah I'm super glad with that other one just getting a 2 3 minute testimonial from him and then lastly I'm getting a 25 minute interview and that's actually gonna go in copy/paste agency which is the higher level agency incubator course which by the way isn't out yet so don't ask about it but in there I'm actually gonna interview like eight or ten of my previous clients and I'm gonna get really deep into their psyche and and ask them about experiences with their previous agencies why their previous agencies might have no alcohol on them results and we did communication do they like being spoken to every single day or once a week small little touches when it comes to agencies they've worked with and just what made them purchase talk about why they decide to outsource it rather than hiring someone full-time or maybe even trying of themselves really just like give an intimate look into what it's like on the other side as someone being sold to now I actually already have some interviews like this you can go see the one with AJ smart where I'm literally sitting across Jonathan I'm like why do you pay us more than it would cost you to have a full full time media buyer and we have a 30 minute video talking about that I also have one with Mona from motivate design once again I asked her I'm like why did you pay me $20,000 to train you and your team for two days so I have some interviews like that but I want like eight or ten for copy/paste agency even more in-depth so yeah that'll be available in the coffee pace agency program by the way that program is much much much more expensive than an agency incubator so I don't want to muddled up your guys's purchasing decision if you're looking to join a program join agency incubator plus the only way to get into copy/paste agencies you have to have gone to agency incubator first and be approved so this little heads-up on that and last thing what I love so much about doing these client interviews and having them in copy-paste agency is the fact that there isn't a single person on earth who is able to do the same thing because to my knowledge I'm literally the only person who has an education coaching consulting business who has ever revealed not only one client that we've worked with but every single clan that we've worked with as long as in some instances there have been NBA's involved quite frankly people don't want other people knowing that they're not running their own ads alright so wrapped up was that sales called a cool company obviously you can't get into like any confidential information but crunch numbers of Danny after the call and we would need to make that client 3 X return on adspend just to break even considering their ad spend and right now once again not to reveal any confidential information but you're doing substantially less than that so realistically for it to be worth it for us in terms of not only our retainer of our percentage of Bro as we do making like a 4x return on adspend and that is substantially substantially higher than what they're doing right now so Danny I had a talk after call and it just doesn't make sense to bring his client on so you know it just is what it is it's just a logistical thing the only thing I'm annoyed about is that sales call was a shambles like Jade that sales call from my side was a joke like I felt so off on that call the last two sales calls I've actually in this new place have both been around nine o'clock and guys and by the time nine o'clock rolls around I am so dead like I'm so tired right now so yeah with clients in America it that's kind of the only time that works not disappointed the fact that we can't move forward with plan because you know it's just a genuine logistical thing just the margins don't really work and if they've been trying all this time and can't come closer you know that for extra rise then my opinion this client should be hitting for it to even be worth it for them to advertise you know considering also refunds disputes just operational cost etc etc then you know for us to come in and do that from where they are right now will be literally a miracle so that I'm not too bothered I'm just I'm just more annoyed that like literally they would ask me a question this is like 2:00 or 3:00 p. m.