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How to Build an Audience of Buyers (Not just empty views)

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Today we're talking about how to build

an audience, but not just the viewers of

buyers. If you're an entrepreneur or a

business owner making content, there's

really only one question that matters.

How do you build an audience that

actually buys the products and services

that you sell? It sounds obvious, but

this is the million-doll content

question. And all those companies that

you admire that are growing super fast,

they've cracked the code on how to do

this. Now, it turns out if you want to

build an audience of buyers, there's a

super specific approach you should

follow. So, in this video, I'm going to

break the whole thing down. This is the

six-step playbook for building an

audience of buyers that will turn

attention into dollars for your

business. By the way, I'm Callaway. I

have a million followers. I've done

billions of views, and I know this stuff

works because content is all I do all

day long. All right. Now, before I go

through the six-step playbook, it is

critical to understand the psychology

differences between how a viewer and a

buyer think about content while they're

watching it. Viewers watch because

they're interested in the premise of the

idea you're talking about. Now, here's

the difference. Buyers watch because

they have specific pain points they need

to solve. Viewers are interested. Buyers

are interested in solving. So, to build

an audience of buyers, you need to

create content that consistently

communicates these three things. First,

the topic is a painoint they actually

have. Second, your solve for that

painoint is better, faster, or cheaper

than whatever they're doing to solve it

today. And third, that you are the best

person for them to learn or discover

this new solve from. So, it's painoint,

solution, trust. That is the triangle.

If you want to build an audience of

buyers and not just viewers, you need

these three things to come across in

your videos, either by saying them

directly or implying them indirectly.

The difference between a viewer and a

buyer is that viewers do not have the

pain points that you're talking about.

Both can be interested in the topic, but

buyers have the pain that needs solving.

And this is really important. If you

make videos on topics that you think

will get a lot of views, but those

viewers don't actually have that pain,

then all those views will just be empty

sets of eyes that are watching to be

entertained. And I call those views

empty calories. Now, in order to make

content that successfully hits on those

three things, painoint, solution, trust,

you need to define a few different

things before you start making videos.

And I'm going to explain how to do each

one of these in detail in a minute. But

just so you know where we're going, the

first thing you have to do is define the

buyer. Who is the buyer? Second, what is

the task or workflow that they're trying

to accomplish? Third, what are the most

painful or highest friction pain points

in that workflow? Okay, now most people

get this far, but then they miss out on

this back half of the process. And this

is where all the gold is. Fourth, what

is the baseline or common approach that

that buyer is using today to try to

solve those pain points? And fifth, what

do you know that is less common or

nonobvious about solving those pain

points that would help them do it

better, faster, or cheaper? And it's

those last two pieces where all the gold

is for building an audience of buyers.

The distance between their current

solution and your new, easier solution

is ultimately why buyers stick and buy.

Now remember to convert a viewer into a

buyer, it's painoint, solution, trust.

And I'm going to say that triangle over

and over and over again because that is

the underlying framework that drives

this whole thing. Now what all this

really means at a high level is that the

formula for building an audience of

buyers is to understand what the buyer's

pain points are. Offer novel solutions

they don't know to solve them easier,

faster, or better. And then do that

consistently for a long period of time.

If you can train a viewer that seeing

your face or your name equals value for

them in solving a pain point they have,

it will create a Pavlovian trigger in

their subconscious where they will

associate trust with you and want to buy

your stuff. All right. Now, as promised,

let's get into the tactics. How do you

actually go about figuring out what

content to make so that you end up with

an audience of buyers that will buy your

stuff? And there is a six-step process

for doing this that makes it super easy.

And I just want to remind you, if you're

an entrepreneur and you are serious

about solving this stuff, building an

audience of buyers, learning how to make

better content, I actually built a free

community for entrepreneurs called Wavy

World, there's over 17,000 people in it,

and they're all helping each other

improve their content. So, if you want

to get better at this stuff and learn,

make sure to join Wavy World. There's a

free invite link below in the

description. All right, here's the

tactical step-by-step road map for how

to build an audience of buyers. Step one

is defining the buyer. You need to

deeply understand who that buyer is

before you do anything else. Their

demographics, their psychoraphics, their

background, their interest, where they

hang out, and most importantly, what

mission or objective or workflow are

they trying to solve where they have

pain points today. Now, if you don't

have a product or service already and

you want to get started by first

building the audience of buyers, which

is what I recommend, you're going to

want to pick a buyer profile that is

either something you know a ton about,

something you already were yourself, or

something you want to get to know a lot

over the next few years. You're going to

be talking to and about these problems

and these pain points for a long period

of time. So, it's really important you

pick a buyer profile that you want to

study and immerse yourself into. For

example, in my case on this channel, my

buyer profile is business owners that

are trying to grow their business using

video content, either short form or long

form, and they want to turn that

attention into dollars for their

business. That is a specific profile and

set of pain points that I'm focused on.

Nothing else besides that. So, step one

is that you need to pick and clearly

define who this buyer is. And of course,

that will become who your audience is

made up of. All right. Now, the next

step, step two, is called buyer journey

mapping. And in this step, you need to

figure out what is the end-to-end

process or workflow that they're going

through today to try to accomplish the

task or objective or mission they have.

And you want to define this as

granularly as possible. So, you're going

to lay it out end to end, step by step.

And in each step, try to figure out what

are the friction areas or pain points

that they're facing. And when I say pain

points, I mean blockers. What are they

trying to do that's frustrating today

that takes a ton of time that's slow and

hard and complex? Maybe they're trying

to learn to code, maybe get a six-pack,

maybe learn to meditate, maybe grow

their business. All over the world,

people are trying to solve problems. So,

what is the workflow they're trying to

solve? And where are the pain points in

that workflow? You need to define that

full workflow to figure out where the

blockers are. What is hard, slow, and

expensive that you can make fast, easy,

better? And you're doing this in step

two because those blockers, those pain

points that you identify, those are the

source of video topics that you're going

to make. Now, let's continue with me as

the example for what I would do in this

step. So, I already figured out in step

one that my ideal buyer is business

owners that are trying to grow their

business with content. Presumably,

that's you if you're watching. And what

I need to define in step two is the

workflow or process that you're using to

make content today. And so, in that

case, the workflow for a business owner

to make content is something like this.

You need to define who your ideal viewer

avatar is. Pick a format, pick a

platform, come up with ideas, research

those ideas, script those ideas, record

those ideas, edit, post, grow, analyze,

and so on. That is the full end-to-end

workflow that a business owner making

content has to go through today. Now,

that was my buyer. For your buyer, when

you map any workflow, there's going to

be dozens of steps and tons of different

friction points and pain points within

that workflow. Maybe your buyer is

trying to learn how to use AI tools to

speed up their marketing or maybe file

their taxes faster or maybe get fitter.

What you need to do here is break down

that workflow into the atomic units so

you can more easily identify where the

pain points are. And I hate to say this,

but if you are personally not in the

buyer avatar, either in your former life

or current life, the only way to really

understand this workflow and the pain

points granularly enough to be able to

identify them is to interview a ton of

buyers in that profile. It is so much

easier to identify these pain points if

you've lived that journey yourself

before. And this is why so many people

end up developing expertise teaching

their former craft, the meta of

YouTubers on YouTube, teaching YouTubers

how to YouTube. The reason this exists

is not the sleazy core stuff that

everyone blames. It's because a former

YouTuber most intimately knows the pain

points of the journey to grow on

YouTube. And so, it's easiest for them

to relate and go deepest to then teach

that back to a newbie. This is the

easiest buyer profile for them to talk

to because they lived it. And again, if

you don't live it or haven't lived it,

you're going to have to figure out how

to immerse yourself in that community so

that you can be just as deep and

granular as someone who is living it

currently. Now, in my case, the reason I

chose to serve business owners

struggling to grow with content is

because I was a business owner

struggling to grow. I learned content

and that grew my business faster. That

is the expert profile that I've lived

and breathed for the last 3 years.

That's why I serve that audience. So, to

go back to step one after hearing step

two, do you know the buyer profile deep

enough to be able to mine for these pain

points in their workflow? If not, you

need to go back to step one and figure

out how to build that depth. Okay. So,

at this point, we are now intimately

familiar with the buyer profile and have

fully mapped the workflow that they go

through to accomplish whatever they're

working on. Now begins the process where

we're going to laser in on one specific

element of that workflow at a time to be

able to make content that acrus trust to

us as the expert. So, step three is

called painpoint baseline

identification. You want to pick just

one painoint in the workflow to start

with. Ideally, one that has max pain and

max friction. And that's what we're

going to go dive deep on. The key here

in step three is that you want to figure

out what is the baseline solve. What is

the buyer doing today to try to solve

this pain but still having a lot of

friction and pain. What are they doing

today? What is that baseline solution?

So to continue with me as the example

cuz it's the easiest one to explain.

Let's say I looked at that whole content

workflow that I went through and I

picked script writing as the first piece

that I want to talk about and help solve

the buyer pain for. So, the first thing

I need to do is figure out what is the

process today for business owners to

write scripts. And why is it so painful?

And the answer is today, if you don't

know what you're doing with content, it

might take several hours for you to

write a script. You open the doc, you

don't know how to write a hook, you

don't know where to start. Maybe you're

copying someone else's template, but you

don't know why it worked. You're writing

words and you're not sure if the

persuasiveness or psychology is dialed

in. It's really a guessing game, right?

That's what today looks like as a

beginner content business owner trying

to script write. And of course, that's

confusing. It's slow. It's painful.

That's the blank page problem, right?

That's where the baseline solution

really is. And again, in my case, I know

what that baseline solution is for the

beginner because I was a beginner. I was

a business owner spending hundreds and

hundreds of reps trying to figure out

what works with script writing and

videos. I've lived it and so I know

that. So, step three is taking that full

workflow, picking one pain point, and

then understanding what is the baseline

solve today that's still causing a lot

of friction. All right. Now, step four

is the sister to step three. Now that

you know the baseline solution that the

buyer avatar is trying to do to solve

the thing, what do you know about

different solutions, alternative tips,

tactics, frameworks, or formulas that

you can provide as an easier, better, or

faster way compared to what they're

doing today. This is literally the

opposite of the current state today. And

your goal in this step is to find a

better way to help them do the thing

they're struggling with. So to continue

my example, I spent so long as a

beginner trying to figure out what were

the patterns and formulas for script

writing and storytelling that actually

worked every single time. I was in those

shoes. And over the years, I had to

develop all these templates and little

tricks and tips so that I could make my

stuff do better so that I could grow my

business. And so what I did is I wrote

down a bulleted list of all those

frameworks, all those tips, those little

tricks and enhancements that help my

stuff do better than everyone else's.

And then I tried to make those

recommendations as tactical and stupid

simple to implement for anyone. So for

example, in my case, if I was trying to

help someone figure out how to improve

their hooks, I would say you want to

create more contrast using the words but

and therefore instead of and then. Or if

I was trying to help improve the rhythm

of your story, I would say write your

script and look at the end line of the

sentences and you want it to be jagged.

You want a jagged line when you look

down, not a straight line. That means

you have variability in the sentence

length and you can improve the rhythm.

Those are just two little examples of

novel yet tactically implementable

recommendations that make it way easier

for a beginner that's struggling to

improve their script writing. Current

state, my state in the future. And so

when I make the video about script

writing and my buyer who is struggling

hears my new solution and it's different

than what they've heard before yet

tactically implementable, immediately

they associate trust with me because

I've helped solve their painoint

quicker. And this step four, this really

is where all the sauce is. If you want

to build an audience of buyers, you have

to crush step four. You have to actually

have interesting, novel solutions that

solve the problem faster than everything

else. If you're actually dope at your

craft, this part will come really easy

to you because you will have actually

lived the transformation of the before

to after and have solutions that you can

recommend. If you haven't gone deep

enough to actually have the answers, to

have the solve, well, then you should

start back at the beginning and build

those solutions before you try to make

content about them. The highlevel

curators that are regurgitating the same

base level common stuff over and over,

they might get views because they've

hacked the algorithm, but they will not

have an audience of buyers because the

trust is not transferred when the

solution is not different. That gap

between old solve and new solve relates

directly to the buyer's desire to buy.

Okay, so now we're moving to step five.

At this point, you've gotten intimately

familiar with the buyer. You've mapped

their full workflow of whatever they're

trying to do at the granular atomic

level. You've picked one pain point

where there's high friction. You've

identified the current base state

solution that they're using to solve

that pain. And then you've come up with

your novel, easier, better, faster

solution that you can now recommend. And

this is essentially the meat or the body

that you're going to cover in the video.

Now, you're not done here because if you

just come flat out start, press play and

just talk about these things, it's not

going to do that well out of the box on

the social platforms. And this is

because content packaging actually

matters a lot in getting your video to

be permeated across these social

platforms. And that's really step five,

content packaging. Now, when I say

packaging on YouTube, that's the

thumbnail, title, and video intro. And

on short form, Instagram, Tik Tok,

LinkedIn, YouTube shorts, it's really

just the hook and the video intro. A

crude analogy for this is that all that

work we did before is really the gift,

but the gift is kind of hidden in this

brown box. You now need to wrap that

gift in wrapping paper and bows and

tinsel to actually get people to want to

open it and hear what you have to say.

It's a crude analogy, but that's really

what the video packaging does. It's a

wrapper around the sauce. No matter how

good your solve is or how painful the

actual pain point is, if you don't fix

the video packaging, your videos will

never really break out. And I'm not

going to cover video packaging in this

video. It's just going to be way too

long. But I promise you, I will be

covering that in a future video. For

now, below, I'm going to link a couple

other videos I've made where I've talked

about video packaging, both for YouTube

and short form. It'll be linked below.

So, the takeaway here is that building

an audience of buyers really requires

two steps. A, you need the meat or body

of the video to actually be

differentiated. That was steps one

through four that we went through. And

B, you need to package that body,

package that new solution in a way that

is optimized for the social algorithms.

And that's step five. I find that most

people when they're trying to build an

audience, they focus only on step five,

the thumbnail, title, intro. but they

skip over step 1 through 4, which is

actually getting to the novelty that

would build buyer trust. And now, the

good news is after you nail step 1

through 4 and you figure out the

packaging, all you have to do is record,

edit, and you're good. And I don't mean

to overlook the editing. Editing is

definitely a beast, but if you're a

business owner and you're actually

converting audience buyers to cash flow,

the first thing you should do is

outsource and hire editors that can

handle that piece for you. This is

exactly what I did. I built a great team

of editors. Everything you see on this

channel is done by them without any

review from me. So if you want to get in

touch with that team to increase your

quality of edits, I have a link below in

the description. All right. Now, step

six is the final part. Once you start

posting these videos, you're going to

have a bunch of audience members start

to engage. And if you've done your job

on all those previous five steps,

they're going to turn into buyers

automatically. And so, as they consume

the information in your videos, they're

going to take one of three actions.

They're either going to follow or

subscribe to your channel, leave a

comment, or want to go down the rabbit

hole to extend their knowledge with more

stuff that you've made. On the follow

part, this is great. Your audience size

will go up. Awesome. On the comment

part, this is where you want to engage.

When you're starting out, you want to

respond to every single comment. Take

them to the DMs. Ask them if there's

specific things they need help with. You

build that last mile of fandom in the

comments and DMs after you've engaged

them with your content. And lastly, when

they want to go down the rabbit hole and

consume more knowledge, give them a way

to do that. Have a newsletter or an

email lead magnet linked in your bio as

an extension ramp so that you can get

them from a rented platform like YouTube

or social media to an owned platform

like email or a private community. Make

sure to have those rails and nets in

place so that when a highvalue buyer

starts to trust you, you have a way to

extend their interest. Now, all you have

to do is run this playbook every week

for 6 to 12 months. And if you can do

that and stay laser focused on steps one

through six, you will have an audience

of buyers big enough to support a sevenf

figureure business in almost every

industry vertical. And I know it sounds

simple when I frame it that way, and

that's because the strategy part is

actually extremely simple. It's the

consistent execution and coming up with

those novel solutions every single week

that's really hard to do. But I'm

telling you, if you stay disciplined and

you figure out how to do this every

single week, you will have the audience

buyer intent to drive a sevenfigure

business. Now, of course, buyer interest

watching the content does not equal

dollars in the bank. Now, after you

generate that attention, interest,

goodwill, and trust, you need an offer,

a product or service that they can

actually buy. So, the next step after

you get all that attention is to craft

the paid offer. And when you think about

the landscape, this offer can really sit

in one of three areas. It could be a

product or service that solves one of

the workflow pain points you didn't

address. So let's say the buyer has a

workflow 1 to 10 and you make content on

1 to 8, but then you sell a solution for

9 or 10. That's option one. The second

option is you could sell a product or

service that goes deeper on one of the

items that you did address, but in a

much deeper way. So in this case, you

mapped the workflow 1 to 10 and you

covered all of those items 1 to 10 in

your content, but then you sell a

product for number two that goes way

deeper than the stuff you were able to

cover. And option three for the offer is

that you just sell a product or service

that speeds up or implements the full

workflow. So again, in this case, you

made content from 1 to 10, but you just

sell a service done for you or a product

that allows somebody to go through your

recommendations much faster. Those are

typically the three ways you can develop

an offer relative to the things you

cover in your content. And typically,

the price you can charge for that offer

maps to the magnitude of the pain solved

times the speed in which your solution

can solve it. Now, if you guys want, I

can make another video in the future

going through all of the offer creation

stuff, but to be honest, Hormoszi is the

best at this $100 million offers his

book. If you just read that, you'll be

set all around the offer and the product

service creation side. I personally

mostly focus on the front half and the

attention piece, getting people to trust

you and want to buy. Read his stuff on

the what do they buy. So, that's really

it. If you make consistent content

focused on a specific buyer workflow

with pain points that you come up with

novel solutions for and you do this in a

packaged way where the algorithm pushes

you, you will build an audience of

buyers. This is all you have to do. Then

it's your job to create an offer so good

that they're willing to buy it. And what

I found is the more value you give away

for free, the more willing they are to

buy the thing once you have an offer to

sell. For example, in this whole video,

I've been using myself to describe how I

would solve the specific pain point of

script writing. And so I went through

this whole workflow. I identified the

pain points. I came up with novel

solutions. I've made several videos for

free about how to solve script writing.

Everything I can do, I've put out. But

even after making all those videos, I've

realized that applying my learnings is

still not super easy for every single

person to do automatically. Even with

the answers, it just takes a ton of

manual work for a business owner to try

to learn. So what I then did is went and

built an AI software product that just

takes all of those learnings and more

and just does it for you. automatically.

And this is an example of the second and

third offer buckets that I've talked

about. It's not that I never covered

script writing in my content. I've made

several videos about it. I'll link them

below. What I did is went super deep on

that and then packaged up a speedrun way

for you to do it. So, I take the stuff

that I've shared and allow you to

implement it for yourself in 1/100th of

the time. And the reason Sandcastles is

growing so fast is because it's solving

a huge painoint. It takes hours to write

a script and Sandcastles will do it for

you using all the best methodology in

less than one minute. We have people

writing 30 scripts per day using

Sandcastles.ai. That's how easy it is to

use. And so again, that's a great

example of how you can build a product

or service, an offer that extends beyond

the free content you make for your

audience of buyers. All right. Now,

before I end the video, I just want to

cover one last thing. And this is also

really important to understand. It turns

out that most people who fail to build

this audience of buyers, they make one

of six critical mistakes. So, now that I

just tactically explained how to do it,

I just want to walk through the six

mistakes to avoid so that when you're

doing it, you don't fall into a trap.

The first problem people face is the

channel type problem. I mentioned

earlier that viewers can come from

educational or entertainment type

channels. Well, typically buyers only

come from education type channels.

Simply put, if you're trying to build an

audience of buyers, do not make an

entertainment type channel. There's this

famous story of a lifestyle influencer

that had 8 million followers and she

went to sell t-shirts and she couldn't

even sell 25 t-shirts. And everybody

thought that was so crazy. 8 million

people and only 25 bought. How could

that be? And this is because her videos

were made for entertainment purposes

only. They weren't made to solve a buyer

painoint. When you make entertainment

style content, you're basically just a

TV channel. And that means you can

monetize from ads, which are brand

deals, but it's typically very hard to

ramp a majority of your audience into a

product or service that you own. And by

the way, that means those brand deals

aren't really working. Entertainment

channels will get you views, but they

don't acrue the same type of audience

trust that you would need to create an

audience of buyers. Now, you may try to

rebuttal and say, "What about Mr. Beast?

He has an entertainment channel and he

sells tens of millions of chocolate bars

every single year." And I would answer

with this. Having legit tier A raw

fandom will supersede any playbook that

I'm talking about. But chances are you

will never achieve a tier fandom, nor

will I. And you actually don't want

that. So building an entertainment

channel is suboptimal for building

sevenfigure businesses the easy way. If

you're trying to build a seven-figure

business and you want that process to be

a thousand times easier, do not make an

entertainment style channel. All right.

Now, the second problem that people face

when they're struggling to build an

audience of buyers is the precision

problem. In this case, you didn't do the

work to fully understand the buyer

profile, and so your content selection

is all over the place for many different

buyers. You might be able to get narrow

enough on a single painoint for one set

of buyers once in a while, but then you

shift to another set, and so you bounce

around. This ruins that Pavlovian effect

of seeing your brand and it relating to

value for that specific buyer group over

and over and over. And the problem here,

like I said, is that you have not been

precise enough in understanding and

mapping your specific buyer. An example

of this would be, let's say I'm an

accountant and I'm trying to sell

accounting services to small and

medium-sized business owners, but I end

up making content about current business

events from a financial lens. And you'd

think this would actually help you build

credibility because you're talking with

a financial perspective about things

that are happening in current events.

But this attracts a whole set of

different buyers. It could be small and

medium-sized business owners, but it

also could be people interested in

politics, in markets, in economics, in

current events. And this is a classic

precision problem because when you go to

sell your accounting expertise, such a

small percentage of your audience will

relate that those videos will not do

well and not find those buyers. To avoid

this problem, you want to stay super

disciplined on a single buyer avatar and

really deeply research and understand

what their workflow and pain points are.

You want to stay within those rails.

Now, the third problem is the painoint

identification problem. And in this

case, your videos are aimed at a single

buyer, which is good, but the topics you

pick are too high level, too broad, or

not really mapping to a pain point they

have. And the good news is these are at

least kind of mapping to the expertise

you want to build. The bad news is these

are just junk food and low value because

you're not talking about their pains. An

example of this again would be if I'm

the accountant selling my accounting

services to SMBs, I might make videos

talking about all types of business

related things. Filing patents, setting

up operating structures, maybe covering

taxes, but then broadening beyond that.

Now, all those topics seem right because

they're everything an SMB would want to

know, but it's not necessarily things

they should hear from you. And that's

the issue. You're too broad, too high

level, and not focused specifically on

their accounting painpoint problems. To

avoid this problem, you just want to

narrow down your content topic selection

to only pain points the buyer has. And

you can do this easily if you've

effectively mapped their workflow. The

fourth problem is the solution novelty

problem. In this case, your videos are

focused on a specific problem or pain

point. That's good, but the solution

you're giving is not novel or different

enough. In other words, you're giving

the same generalized advice and takes

that everybody else does. When you do

this again, people will watch, but deep

trust is not acred because the thing

you're saying does not actually help

solve the pain point differently. And to

continue this example, you're the

accountant. You're going for small

business owners. You're now talking

about specific tax services and

problems, but the solutions are the same

thing they could use chatbt for or go to

an H&R block specialist. You're not

giving them differentiated tips or

knowledge. Now, if you want your

solution to come across different

compared to the incumbent, you can do it

in three ways. Either being first,

better, or different. First is if you're

the first one to explain a new ruling or

some clarity on a rule change that no

one has covered yet. Different, which is

always better, is coming up with

different things than people say. You're

zigging when everyone else is zagging.

And then better is representing the same

information, but in a much clearer way

or with better metaphors or better

visuals so people can understand more.

You're saying the same, but they're

actually absorbing a lot more. That

would be better. All right. The fifth

problem is the walk away value problem.

In this case, your videos are focused on

a specific buyer. You're focusing on a

specific painoint. Your solutions are

actually novel and different. All good.

But you don't complete the circle to

give the tactical walk away steps for

how someone can take your novel

solutions and implement them themselves.

You only get half the credit if your

novel solve is different. The other half

comes from someone actually being able

to implement what you say without your

help. For example, most of my videos on

this channel, they cover tactics and

strategies for content that you're not

going to hear anywhere else. They are

inherently novel and different. And that

is because I know this playbook works

and I am spending a lot of time coming

up with the novel and different

strategies. I'm doing this on purpose.

But the magic isn't from me telling you

what this is. It's when someone else

watches the video and applies those

learnings and tactics on their own and

then 50xes their views overnight. Once

that happens even a single time, I have

fully earned the trust from that person.

They've taken my novel solution,

implemented it, and it worked. and now

they're willing to buy a solution that I

sell in the future for a different pain

point in the same workflow. All right.

Now, the last problem is the consistency

problem. You find the buyer, map the

workflow, pick a painoint, come up with

a novel solution. It's tactically

implementable. You do all that

correctly, but you just don't do it

often enough. Google has a rule called

the 7114 rule. A buyer needs to see your

stuff for 7 hours across 11 different

touch points in four different ways,

four different formats. So, if you

average 20 minutes in length on your

video and your super fans watch every

single second, it's going to take 21

videos for them to watch and then buy.

So, if this is your problem, you're

doing all the right things. Painpoint,

solution, trust. You're just not doing

it enough. You have to keep doing it

consistently over and over and over. And

I'll say this, you may be watching this

video so far and thinking, "All right,

what are you saying kind of makes sense,

but if I do this and I pick a specific

buyer with a specific workflow and a

narrow set of pain points and my

solution is novel and different? If I do

that, are my views going to be super

small? Because there's only going to be

so many people that relate to what I'm

saying? And that is the exact right

question. And here's the answer. Views

are not the goal. Dollars are the goal.

Customers are the goal. You need to

untrain yourself that more views equals

more dollars. That is not how it works.

The algorithms are extremely good at

finding the right demographic of person.

If you stay consistent and service only

a small set of pain points for a

specific buyer, your view size will be

directly correlated to the size of the

buyer group that has the problems you're

targeting. If you're solving a niche

problem in a niche market, then your

views are going to be smaller. But that

doesn't mean that your dollars have to

be smaller. If you run a marketing

agency and can only take on 15 new

clients at once, well then the

difference between 500 views and 500,000

views doesn't matter if they both net 15

clients. And I'll say this, if you want

lots of views and lots of dollars, then

you need to pick a large enough problem

where the total addressable market of

buyers is big. All right, guys. That is

all I've got for this video. That was a

long one, but hopefully a master class

in how to build an audience of buyers.

As a summary, we went through the six

tactical steps for how you actually

build the audience of buyers and then

the six pitfalls and common traps that

you need to make sure you avoid if

you're struggling with it. You now have

everything you need to get started

building an audience of buyers. And

remember, I built the free community,

Wavy World, that now has 17,000 other

business owners and entrepreneurs

helping each other get better with

content. I built that specifically

because I wanted to become the best

place in the world for you to uplevel

and learn. So, if you want to join that,

it's completely free. I've got an invite

link for you in the description. And

until the next video, thank you guys. We

will see you on the next one. Peace.

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