0:02 Uh, we actually don't do sales calls and
0:03 I haven't for 5 years. We actually close
0:10 >> I'm here with Frankie. Hey Frankie.
0:12 >> What's up, brother?
0:14 >> Show the big guns. [laughter]
0:16 >> So, you've literally had over a thousand
0:18 agency clients in dozens of different
0:19 niches, right? >> Correct.
0:20 >> Correct.
0:22 >> What are you finding that's working
0:24 right now to get clients? I'll tell you
0:26 my my favorite beginner thing is is
0:28 everybody teaches doing onetoone
0:30 outreach, but there's a it's the most
0:32 crowded way to reach people. It's the
0:34 most competitive. I like just doing
0:35 either on Facebook or LinkedIn,
0:37 depending on where your audience is.
0:38 I'll friend a bunch of those people and
0:40 then I'll put what I call little hand
0:41 raiser posts of like, hey, if we could
0:43 do this for you, who would be
0:45 interested? Drop a comment. And the
0:47 magic of it is they think they found you
0:48 rather than you strategically. It's like
0:50 if I'm trying to sell roofers and I
0:52 don't know any roofers, I'll go add a
0:54 100 roofers on LinkedIn, make a post and
0:56 they'll go, "Hey, I saw your post about
0:57 blah blah blah." And in their mind, they
0:59 discovered you, which changes the power
1:01 dynamic. It's super easy. It's free. It
1:03 takes 10 minutes to do. And you know,
1:05 you can add a hundred of them, you know,
1:06 in 3 days or whatever. You can actually
1:08 do it in a day most times.
1:11 >> And what is the actual post say, the
1:12 hand raiser post?
1:13 >> Usually I call it an offer summary. So,
1:15 I had a mentor who said years ago, if
1:16 you can't sell your offer in one to
1:18 three sentences, there's no amount of
1:20 VSSLs or copy or pages. So, I usually
1:22 just summarize like, hey, if we could do
1:23 this thing for you, would you be
1:25 interested? And it's usually it's
1:27 related to a promise, not the service.
1:29 So, like the difference is like if I'm
1:31 doing, I don't know, pay-per-click.
1:32 Paperclick is a service. I don't say,
1:34 "Hey, if we did pay click for you, would
1:35 you want to buy it?" I say, "Hey, if we
1:37 could get you 50 to 100 people this
1:39 month on a $3,000 budget who are
1:41 interested in getting emergency toilet
1:43 repair, drop a comment below if you'd
1:45 like to hear more about it." And I get
1:47 instant real time feedback from like
1:49 actual roofers. Would you buy this? It
1:50 also saves me a lot of time of like
1:53 building websites and, you know, like
1:55 trying to optimize 80,000 things if
1:56 nobody's going to buy it because if
1:58 nobody says me and raises their hand,
2:00 you know, I just try the next promise
2:01 and try something else. And people have
2:03 short attention spans on social media.
2:04 They won't remember that you're the same
2:06 guy who posted something else 10 minutes ago.
2:07 ago.
2:09 >> Yeah, 100%. And they'll they'll think
2:11 you're some sort of wizard for showing
2:12 up on their feed
2:13 >> even though they accepted the friend requ.
2:15 requ.
2:17 >> So once you do the handraiser post,
2:19 somebody reaches out, what do you do on
2:21 the sales call to actually get them to close?
2:21 close?
2:23 >> Uh we actually don't do sales calls and
2:25 I haven't for 5 years. We actually close
2:27 all our stuff in 5minute videos and
2:29 includes like all the details everybody
2:30 hides behind like the price and all
2:31 that. And I actually taught it to one of
2:34 my students and he told me uh like just
2:36 a couple weeks ago they closed 800
2:37 clients this year without talking to a
2:39 single one of them and there's still two
2:40 months to go. So he probably hit a thousand.
2:41 thousand.
2:43 >> Okay. So I have to hear this like what
2:44 what's in the video?
2:46 >> Uh just nude pics. You know my uh only
2:49 fans know. No. So a big part of it is I
2:51 learned that if you demonstrate an
2:53 outcome that you create for a client and
2:55 the simplest thing to demonstrate is
2:57 what happens after you do your service.
2:58 So, I mentioned like, you know, we did
2:59 stuff for personal injury attorneys.
3:00 Rather than saying, "Hey, we'll run
3:02 Facebook ads or, you know, it's $2,000 a
3:04 month for the service." I just play an
3:06 example phone call for like 10 seconds.
3:07 Hey, my name's Keat and I hurt my back
3:09 in an accident and I was wondering if
3:10 you guys could help me out. And I go,
3:12 "Hey, you'll get, you know, 50 to 100 of
3:14 these every month." And if you if you do
3:16 a good demonstration, which is more
3:20 about picture or audio than actual
3:21 words, but you show them the thing
3:23 that's going to happen for them, they
3:25 usually get your service like a thousand
3:27 times faster. plumbers don't understand
3:29 Facebook ads or Google or SEO but if you
3:30 show them like hey this is what's going
3:32 to happen these kind of people are going
3:33 to call you then they want it and then
3:35 towards the end of it everybody asks
3:37 like do you show the price and and I
3:38 realized something years ago that price
3:41 is actually irrelevant so if I say hey
3:42 Katon I got a car for sale it's five
3:44 grand do you want it like it's not a
3:45 deal it's not a ripoff until you know
3:47 what kind of car you're going to get so
3:48 what I learned to do is when we tell
3:50 them the price you have to contextualize
3:52 it with whatever they're going to get so
3:54 like you know the example I use it's
3:55 $2,000 a month and you're going to get
3:57 50 to 100 kind of phone calls of this
3:59 type, they're not buying the $2,000 a
4:00 month. They're buying the fact that the
4:02 50 to 100 phone calls a month is more
4:04 valuable than the price. And I realized
4:06 if you know how to contextualize price,
4:08 everybody else says like never mention
4:10 your price until they, you know, talk to
4:11 you for an hour. And I used to do all
4:12 that. And now I'm just like, "No, here's
4:14 the price. Here's what you get. If you
4:15 want to get started, here's what to do."
4:17 And then we literally just tell them how
4:18 to buy it. Click the orange button
4:20 below. Fill out the form and blah blah
4:22 blah. And like uh but don't assume they
4:23 know how to buy it. like, you know, one
4:25 person uses Stripe, another person uses
4:28 QuickBooks, another person uses PayPal,
4:29 another person sends an invoice. So, I
4:30 just like literally just walk them
4:32 through how to buy it and go and then I
4:34 I'll usually have a, hey, if you got a
4:35 question, here's how you can ask a
4:37 question. And almost always the only
4:39 questions I get are, hey, here's my
4:41 unique situation. Would it still work
4:42 for me? Like, I know you showed that
4:44 example in Orlando, but I'm in Frog
4:46 Balls, Arkansas. Does it still work in
4:47 Frog Balls, Arkansas? Yeah, it still
4:49 works in Frog Balls, Arkansas. You just
4:51 won't get as many calls as you would in
4:52 Orlando kind of thing. Yeah.
4:54 >> Is it a custom Loom video for every
4:56 person or it's the same video on a page
4:57 every single time?
4:59 >> Um, the answer that's both. So, when
5:00 it's a brand new offer and I haven't had
5:02 somebody say yes to it, I send a custom
5:04 video. When I get used to people hearing
5:07 uh yes, which usually there's there's
5:10 often an objection in there, like almost
5:11 always the objection is like, "That
5:12 sounds similar to something I tried
5:14 before." And then you have to kind of
5:16 articulate how it's different. Once I
5:17 get used to people saying yes, which
5:18 usually just takes a a couple of
5:22 attempts, then I just one video to rule
5:23 them all. It's the same video for
5:25 everybody. I don't The only little
5:28 personalization I'll do is in the
5:29 message where I send the video, you
5:32 know, hey Katon, uh I know you're trying
5:33 to make this thing work in Frog Balls,
5:35 Arkansas. Check out this video. I put
5:36 all the details just so you can check it
5:38 out on your own time. And what I wish I
5:40 knew, clients actually prefer to be sold
5:42 that way because they don't have to
5:43 schedule. They don't have to waste time.
5:45 and they can they can consume your offer
5:47 on the if they want. And
5:49 so it's it's just so much easier for
5:50 them to like, you know, kind of make
5:52 sense of it in their own way, on their
5:53 own terms. And you don't have to worry
5:55 about syncing up calendars and schedules
5:57 and this implied pressure of a sales
5:58 call. It's like the opposite of
6:00 pressure. It's like you watch it, you
6:01 tell me. And you also save yourself an
6:03 hour of talking to people who are broke.
6:04 There's nothing.
6:05 >> There's nothing worse than you spend an
6:06 hour and they go, "Well, I don't have
6:08 two nickels to rub together. It's been
6:10 nice talking to you." Right? Those
6:11 people just watch a video and I never
6:14 hear from them again. It's like the Tim
6:15 Ferrris thing he says in the 4-hour work
6:17 week. He went to his boss. He was
6:18 calling, cold calling all day. Everybody
6:20 was at lunch, work, whatever. He was
6:22 getting more done in the 30 minutes
6:23 before work and the 30 minutes after
6:25 work. And he went to his boss and he
6:26 politely said, "Why are we doing this
6:27 like idiots?"
6:28 >> And uh
6:29 >> that's being an entrepreneur right
6:31 there. Why are we doing this like idiots?
6:31 idiots?
6:32 >> Cool. Thanks so much, man. That was
6:33 great, brother.
6:34 >> If you want to find out more about
6:36 Frankie, his YouTube's below. Is are
6:38 there nude pics there or just pics?
6:40 >> Okay, just we're going to be Only Fans
6:41 models from now on. We're selling out
6:44 for fee pickics. [laughter] Thanks, bro.
6:45 >> You got it.
