Why do you want to stop selling and start closing and Paid Traffic ?
You see, most people, they don’t know how to communicate.
Fewer people know how to sell and almost no one knows how to close.
There’s a very big difference between selling and closing.
You see in any sales conversation, in any sales environment, in any sales meeting, you do not get paid by selling.
How many of you know people who just sell sell sell sell and they don’t get paid? Or they turn off their prospects.
You only get paid when you close a sale.
I want you to think about the difference between a salesperson versus a closer.
You see a sales person, they would push.
They would use aggressive tactics.
When you think of a traditional sales person, what comes to mind? Comment below.
It’s snake oil, it’s scammy, it’s slimy, it’s pushy.
Versus a closer.
How do you know when you are a good closer? After you’ve done a sale, after you’ve closed a prospect, when your prospect says, “Thank you.
” “Thank you for helping me make this decision.
” “Thank you for helping me move forward.
” That’s when you know you are a good closer.
There’s a big difference, sales person and a closer.
You see today I want to teach you something very very critical.
Why you should stop selling and start closing client deals, and what is the most powerful way that I know of to close, and it’s not what you think.
Today I’m going to teach you what I call “Value in advance” Write it down.
The formula is called “Value in advance.
” Now, you can see on my social media I have millions and millions of followers, and every single time when I make an offer, when I sell, when I try to close a sale, instead of waiting for the phone call or waiting for the meeting, face to face to do all your closing clients, that is very difficult, because you only have a very short period of time to persuade, convince a prospect to say yes.
Instead I believe what you need to do, you need to do a lot of work, before you even open up your mouth.
A lot of work needs to be done before you even say a single word.
In one of my previous videos, I talk about this.
The best way to sell a box of chocolate is what? Is to give people a taste.
One piece of chocolate, if they like that they’ll want to buy the whole box.
It’s exactly the same in closing.
I don’t want to count on closing, that closing part, that conversion part, that face to face, on the phone part, to do all the heavy lifting.
I want to start closing way in advance, and the best way to do that is “Value in advance.
” How can I provide value to someone in advance?
For someone who is consuming my materials, watching my video, consuming my content.
When I release something, when I make an offer, the trust is already there.
That it’s easy for them to say “Yes.
” Let me give you a perfect example.
Let’s say you are a martial artist, and you are teaching someone how to be a black belt, and of course you’re not going to be a black belt over night.
There are a series of steps you need to go through in order to attain your black belt.
Lets say the very first step is you need to learn how to do a proper stance.
Okay, that the first step, and then you need to have some basic flexibility with Paid Traffic.
How to do stretching, stretching exercise, and then basic punching technique, and then basic kicking technique.
Lets say and then you learn some jumping kicking technique.
Then later on you also have power and speed, endurance.
Lets say it takes you seven steps to get from point A to point B, you with me? The best way I could convince someone to say, hey I’m the guy that can teach you how to be a powerful human weapon, how to be that confident black belt.
How To Close High-End Clients With My High Ticket Sales Funnel
Instead of telling you how good I am, I know it takes you seven steps to get to your goal.
All I need to do is provide value in advance.
Let me teach you through my content how to do a proper stance.
Let me get you to that first step.
I’m not going to get you to the end goal, but I’m going to get you to the first step.
I might even teach you some basic stretching exercise that you can do from the comfort of your own home.
To help you become more flexible, to get you to almost step two.
Now what happens is this.
That if I am the person that gets you from point A and then point B.
Not to the end goal yet, but you’re already getting value from the free information, the free value I’m providing, and what the prospect is thinking is this, “Wow, If I’m getting so much value from the free stuff, if the free stuff is this good, I wonder what the pay-stuff is going to be like” and that’s exactly how the “Value in advance” formula works.
You don’t wait till when the money takes place, the transaction takes place to start closing.
You started closing from the beginning.
When you’re delivering value to the marketplace.
You provide so much value in advance when you make an offer your prospect is like this is a no brainer.
The One Secret To Close More Sales On The Phone
Of course I want to buy.
I’m already getting so much value.
You’ve helped me solve the first two step problem.
I know I have five more steps to go.
Of course you are the man, you’re the woman, you’re the company I want to go with.
Instead of trying to convince them, you don’t know me, you don’t like me, you don’t trust me, give me some money.
No! Give them some value upfront.
Help them solve some problems upfront.
When you do that through social media, through video, through education, through content, that’s a smart way to do it.
You can do this on a massive scale.
You’re impacting so many peoples lives, and you’re adding so much value to people’s lives.
When you make an offer, it’s easy.
When you do make an offer, then it is just a moment when you realize all the hard work you’ve done in he beginning.
You’re not selling selling selling, trying to use some gimmicks or techniques or whatever tricks trying to close people, and there’s a time and place for that, but you don’t need that.
I bet I have so many students, if you’re watching this comment below.
You’ve gotten so much value from my free content, and then by the time I make an offer you’re like Dan is the guy, of courseI want to learn from him.
I want him to be my mentor.
Why? Because, I’ve done so much.
I combine and I strive to combine my branding, my education, my marketing and closing all as one thing.
Instead of isolated components,I treat them as one.
I strive to get to a point where it’s automatic closing.
Where the closing is natural.
Where it’s not forceful.
That people are happy to be closed.
That’s exactly why you need to stop selling and start closing Paid Traffic.
I’ll teach you one more thing before we go, and that is this, every single time you offer something, every single time you make an offer, you want to strive to deliver 10x more value.
Meaning this, this is what I truly believe, it is my mode in business.
If you sell something for $100, what can you do to strive to deliver 10x more value? That’s $1000 worth of value, when you charge $100.
When you can do that it’s easy.
It’s easy to close.
because people can see the value.
It’s a no brainer that they want to buy.
They are happy to buy from you, because they can see how much value you are delivering.
I want you to think about this.
How can you implement “Value in advance” in your business? How can you deliver 10x more value?
What can you do?
I want to leave you with one thought, and that is this, closing is not something that you do for somebody.
Closing is something that you do for somebody.
How to Build, Grow, and Scale Your Own Paid Traffic:
So it's 2019 and you guys have probablyheard of maybe you haven't heard about how to start a social media marketingagency or a digital marketing agency and guys what you have to understand is itis huge it is an amazing business to be and because of the fact that I get towork from home you can see I'm at home right nowin my basement I have an office set up all this my office setup right in hereand we just run marketing campaigns for businesses from home so I'm going to inthis video explain the step-by-step process everything you're going to wantto know not what everybody else tells you that you think you're going to wantto know about starting a marketing agency in this video so stay tuned herewe go welcome back everybody and thank you for joining me my name is JordanSteen also known as Cereal Entrepreneur and at this channel we talk all abouthow to start a marketing agency how to build a personal brand online with theYouTube or a blog really just how to build an online business so if you'reinterested in any of those topics before we get started into the main contentmake sure to hit that subscribe button and the notification bell on thebottom right hand corner so you get updated with all of our giveaways ourfree training like seriously we do so much for free here at this channel youjust need to subscribe now guys I get asked all the time number one how am Imaking money online number two what are great ways to make money online andnumber three what's a great way to build a profession or build a career rather intoday's day and really the answer is super simple there are tons of ways outthere obviously outside of doing a marketing agency or starting your ownagency but this is the one that I have found is the most lucrative because theprofit margins are so much higher you're able to work from home so the cost ofoperation is so low to start it literally cost you maybe a thousand totwo thousand dollars in total that's including your education maybe gettingyourself a website some business cards your business name all of that set upand it's going to get you going and on the road so that way you're making fiveto ten thousand twenty thousand we have students making fifty thousand seventyfive thousand dollars per month in revenue for their agency alright and sothat's what I want to show you guys is what you really need to know we get intothis topic a lot and you guys probably have seen these types of videos all thetime but really people leave out some of the most important information when itcomes to starting a marketing agency and they leave out really the technical sideor they leave out the practical side where you actually have to know how toimplement the marketing campaigns you can't just like go into this businessonly understanding the theoretical side and just outsourcing everything you doneed to understand the ins and outs and that's what I want to go through todayso that way you at least have a broader picture of what you need to know oh and PSstay tuned to the end of this video and i'll show you guys how you can actuallyget your marketing agency checklist we put together a checklist that shows youall of the things that you're going to want to know pretty much everything wecovered in this video and more because we put in tools resources there's atwo-week training involved so guys it isn't all just hype you actually canmake from one business per month anywhere from a thousand to ten thousandfifty thousand a hundred thousand dollars per month in revenue for theirmarketing campaigns now obviously the businesses that arespending a hundred thousand and fifty thousand dollars per month there arevery few of those right but they do exist and they are kinds of clients thatyou can take advantage of I promise you they're not the the unicorn type ofclient I promise this is possible so what I want to show you guys todayoutside of you know understanding the marketing side of it you have tounderstand the revenue side how the business is actually built how do youactually make money off of this how do you build a team large enough to managea client that's spending ten thousand dollars per month right all right guysso let's go ahead and break this down a little bit so you can see how therevenue is actually generated to build a six-figure income all you guys have tounderstand is you're charging anywhere from one thousand to ten thousanddollars per month at the base rate right ten thousand is more your enterprisestyle packages those are going to be medium to large style businesses the$1,000 package is to like 2,500 3,000 those are going to be your smallbusinesses that are more local they have smaller budgets okay but all you have toknow is it takes roughly eight thousand dollars per month to make it's a littleover eight thousand dollars per month to make a hundred thousand dollars per yearso a hundred thousand dollars is actually8333 dollars per month for 12 months to make a hundred thousand dollars in ayear all right so that's actually not that much when we break it down becausehere's the best part guys most clients that we've taken on are spending anaverage of $2,500 per month or more all right so anywhere between usuallyour clients are between the 2,500 to 5,000 even actually today we've stoppedtaking clients below 5,000 dollars per month and we only work with clients thatare five to ten thousand dollars per monthbut let's say that the average is 2,500 well how many does it take to get to2,500 well divided by 2500 you're looking at roughly three clientswell three clients are making seventy five hundred so three and a half but youcan't really have a half a client so we'll just say four clients at 2500right but we could say that other client is you know it's instead of them being a$2,500 package they're just a thousand dollar package right so you have 2,500times 3 you got this guy times 1 you've got 7,500 you've got $8,500 righthere in revenue and that's just for clients guys there are businesses allover the place that if you know how to get results we'll hire you to do thiskind of work why well let's think about it real estate agents make 3 percent offof the sell of the sale of a home so let's say they sell a home at I don'tknow 500 grand 10 percent of that would be 50 thousand so five percent it'stwenty-five thousand three percent is roughly twelve thousand dollars rightmaybe fourteen thousand dollars so that's what I want you guys to see 14thousand dollars in revenue for that agent for getting them one client do youthink they would have a problem with me basically selling for them and makingthem fourteen thousand dollars off of one new client now obviously there'sexpenses associated with that but that's still way out of the the price thatthey're paying me three thousand four thousand dollars per month to managetheir marketing campaigns and that's just real estate attorneys spend evenmore than that the automotive industry is spending hundreds of millions ofdollars every single month in digital marketing there are so many industriesout there that aren't even being tapped to because people don't know theindustry even exists or they just don't even think to go market for those kindsof people for example dry cleaners nobody thinksto manage a dry cleaner but they actually do need marketing just as muchas anybody else so that's a little bit about the revenue guys now let's look atall of the things you're actually going to have to know to get the businessrunning right you got the math I just wanted to show you guys it's notactually as far-fetched as it seems and people think Oh business isn't gonna payme $1,000 per month why would they not that trust me there are tons and tons ofbusinesses who don't want to manage Facebook Ads they don't want to buildwebsites they don't want to run email campaigns they just want to focus ontheir business and go home at the end of the day and they want someone like youto come in there who actually knows how to do it and that's gonna that's the keythat's gonna be the whole premise behind this videos for you guys to get howimportant it is for you to find quality education and digital marketing let's goahead and jump into what you actually need to know about digital marketing andbuilding that kind of business because building a digital marketing business isdifferent than say building a real estate agency or a an attorney's officefor practice and doctors practice you know all of those things are differentand you build the business a different way and you have you're required to knowdifferent things so let's look at what you actually have to know now guys thefirst and most important thing that I can say that you guys need to do and I'mgonna leave it up here on the board the whole rest of the time because it is themost important your education if you do not get how important this is guys whatI'm saying is even if you don't take one of my courses what I'm trying to tellyou is take somebody else's course and when you go through that course do notrush yourself do not try to blow through the videos so you can get out there andstart getting clients because you are hurting yourself more than you evenrealize you will get up there get the client realize how unprepared you areand then start struggling and then all the sudden you lose that client and theyleave you a bad review the education side of it is the side that nobody takesseriously and that's why there are so many people that fail with theirmarketing agency because they just go out and they just see the money comingin but then they forget that they have to fulfill that marketing service andactually make that customer happy otherwise they're not gonna be there inthree months right so this is the most important part in what do you actuallyhave to learn well you have to learn things like how to run a biz you have tolearn things like how to grow your team so outsourcing right you guys have heardof that the third thing you need to know is alsoprobably how to sell right you have to actually know how to sell this servicefor selling any other service because you if you don't understand how to selldigital marketing simply to business owners that don't get itthen you're not going to land clients and that's a lot of the reason whypeople fail but also outside of that you just need to know general rules andtechniques to selling and that's the thing a lot of people don't go through aprocess to learn about overcoming objections and qualifying leads and thatthere's somebody steps in the follow up process and we go through all of thatyou know in all on our youtube channel and through our courses but either waysubscribe get it and of course something but that's what I'm trying to tell youguys anyways number four is you have to learnan acronym that I created called SWEPS alright and you guys will see what thisis so let me get down here S.
alright SWEPS and what doesthat stand for these are what I refer to as the core concepts to digitalmarketing to social media marketing agency SMMA that you guys are familiarwith it's not actually SMMA it's a digital marketing agency or a marketingagency but SMMA just means social media marketing agency we're talking aboutdigital marketing okay everything building an entire marketing agency notjust somebody who only does Facebook Ads but anyways guys SWEPS and what thisstands for is social media marketing web marketing and design email marketing andautomation pay-per-click which is Google ads Bing Yahoo YouTube ads and then SEOwhich also stands for search engine optimization these are the core conceptsthat people don't take the time to learn and how to actually apply them forexample we also have another concept I want to go through here really quicklywe'll go back into this oh and then I also like to say plus C because C andits really CM and that stands for content marketing and that is buildingquality content for your business for your clients whether that be throughblog content video content for Facebook for YouTube whatever the you know thecontent channel might may be you need to understand how to actually createquality content and so let's talk about you know some of the other conceptswe'll talk about SWEPS a little bit more here in a second and what you'reactually going to want to know and then talk about pricing and all of that butbefore we do I want to go into the next step which is why people don't actuallyunderstand how to apply SWEPS to their it to their agency and to their clientsmarketing campaigns and it really comes down because they don't know another oneof my concepts called 3-step marketing I'm going to simplify this even more foryou guys you guys are gonna be like oh my god that's it because a lot of youyou've probably heard of digital marketing before or starting a marketingagency some of you might be new to this which welcome but a lot of you areprobably familiar you just haven't seen the success you're looking for yet andit usually comes down to this simple factor you don't understand 3-stepmarketing first step is finding or building awareness sorry awareness youhave step two which is consideration and then finally you have conversion letme ask you guys something you guys mostly deal with local clientsright local businesses well when you're looking for a service most localbusinesses they're providing services most local businesses aren't sellingproducts right a restaurant kind of sells old they sell a product and thegrocery store sell product but pretty much every other business is a servicebased business all right and so what do you do let me ask you a question what doyou do when you go to find a service in your area first thing you do is you goon your phone you go to Google and you type in blah blah blah near me right orwhere is this in this city right and that's what you start searching for sothe awareness stage the first step marketing aka cold traffic is all aboutusing SEO and PPC to drive traffic to the site and then what people areactually doing is they're going out straight to Facebook and they're tryingto sell Facebook and Instagram campaigns as cold traffic right they're trying tosay hey mr.
business owner you pay me $5,000 per month we'll just manage yourFacebook page we'll do all your cold traffic for me and that I'm not sayingthat you can't get results that way but 90% of the time you're doing it wrongbecause you're not driving traffic from the main traffic source which is Googlesearch engines and then you remarked it with Facebook Instagram YouTube emailthose are the remarketing platforms YouTube and email and finally numberthree is conversion where do people go once they actually you know they've seenyour product now you've remarketed to them now they finally want to buy wellthat happens on the website right that's where they go and they sign up to comein for an appointment or they send that email to set up a phone call or whateverit is that your try that metric that you'retrying to convert them through that's where it happens at at the website so ifyou don't have that third final piece of the puzzle done you're not gonna sellthem to begin with right so you have to understand this three-step marketingprocess and that is what understanding SWEPS allows you to do and so that'swhy it's important to really go through each one of those things individuallyand try to at least get to an intermediate level of knowledge andeducation and training before you ever start to take on a client in this white90 percent of businesses and marketers go out there and fail in their firstyear because they don't take the education seriously if you don't if youdidn't already know this was a saw a strong solid method for building amarketing campaign for a local business which again 90 percent of you are gonnawork with that you shouldn't consider yourself ready to be marketing for otherbusinesses yet after you do that the next step is to get your business plantogether because before you even need to start worrying about a business you needto understand the industry need to be able to technically work yourselfthrough how to run ads how to create content how to build email can all ofthat stuff right once you get through that then you need to start making yourbusiness plans so we'll just write that up here this plan and what does thatconsist of things like your LLC or your business license your EIN so that's yourtax identification number you need your name right you need a website the nexttwo for the business plan are also going to be super important and that ispicking your service offering so your services and the next thing is going tobe picking your niche so we're just gonna write niche up here okay so youneed to know what services you're gonna provide you don't have to provide everysingle digital marketing service I personally recommend it because it makesyou that one-stop-shop for businesses which they really like but you don'thave to you can just do you know if you wanted to start with just webdevelopment because you already have some experience there then just start therebut you know and actually you can even do really well at that niching yourselfinto just being a web development company and that's all you do and thenyou scale in other products and services later right and then the next thing isyour niche I recommend picking at least 2 to 3 now I used to say 1 but Iactually kind of like the 2 to 3 range and the reason why is because not everyniche is always going to have a ton of availability I guess for potentialcustomers in your immediate area right so you might have to do some travelingto go get those other kinds of clients so it's nice to have that backup nicheto say okay I've kind of done six months of hitting these people really reallyhard so I'm gonna switch over to this niche and try and take some more clientson in this niche and then we'll come back to that my you know primary nichein another six months so that way you give them some time to you know lookthrough stuff and throughout that process you're following up but that wayyou actually have consistent flow of potential clients coming in okay sothat's the business plan now let's talk about pricing right we got to talk aboutpricing and I can't okay I want you guys to understand something very clearlyhere when it comes to pricing services you have to understand that noteverything is just cookie cutter packaged a lot of people like to do itthat way and you can choose to do it that way if you like where you set youknow we'll do this many facebook posts we'll do this many ads at this level youcan do it like that if you want I personally like to kind of customize mypackages each time so that way I'm making sure I'm getting that businessowner the best result but the package pricing also works very well for peoplewho are new to the industry so if you're new I do recommend going with packagepricing and just kind of setting some base rates so that way you know what tocharge you know about how many hours you're gonna work and it's consistentright that's the biggest thing that people struggle with in the beginning isgetting consistency in their pricing their packages and the service offeringso set something up but basically you're going to start off with a $999 so fromfour thousand to about ten thousand that's considered your enterprise levelso you could actually put ten thousand on here and that's gonna be your entireenterprise level anything between these two packages right here and then that'swhere you basically give them pretty much every single service that you canoffer but not really because they do need to spend a little more to getreally the full shebang really it's about ten thousand to fifteen thousanddollars to get that price or to get those types of services but those arethe good kind of clients anyways let's get into that so this also does notinclude any ad spend a lot of people like to they go well that includes youknow Facebook ads but know that is where you add five hundred dollars on top youknow a thousand dollars on top of that actual budget and then you you caneither work this pricing out to where you assess your ad management fee intothis or you'll need to add it on top as well so you'll say plus 300 for ad spendthat's why I like to just include this in here and work that price intoyour base package but basically these this money over here goes into Facebookads Instagram ads YouTube ads this money right here is what they pay you and youtake home to your agency and then you pay outsourcing or you pay for laborfrom people who are on platforms like upwork freelancer blah blah and youactually have them fulfill the work for you you create the high level strategyto many people and this is one of the things where it's important to takeeducation courses because we teach you you do not need to be sitting therewriting Facebook posts and creating images and shooting the video andediting the video that is not a cash producing activity guys a CPA if you arenot working on your CPAs you're not building your business okay so you haveto understand that outsourcing is super important so let's talk about thatreally quick so now that you kind of understand the business model therevenue model how to price your services you also need to start understanding howto build your team and again as soon as you take on your first client Irecommend outsourcing like then I recommend going out immediately and atleast hire you like someone to schedule your posts for you that alone will saveand free up your time so you can focus more on selling and landingmore clients but you have to build the team you'll need designers you'll needcopywriters you'll need SEO related people people who understand searchengine optimization add managers admins just to do basic admin work you wantsomeone like a creative director right and this person actually comes up withposts for you they come up with ideas for campaigns they help you knowfacilitate the entire campaign creation process there's so many different thingsthat you're actually going to want to hire for I believe we have a team ofalmost twenty two people now with our agency and our personal brand combinedso you know these are a ton of different people running a ton of different jobsright and that's so I can focus on again those CPAs so that allows me to bring inmore revenue for my business which in the end makes me more money now finallyguys you're going to want to do what everybody wants to do which is land someclients right and I'm not saying you actually have to build your team beforeyou go out lame clients but you will want to put a plan together so that waywhen you go out and get clients you have an idea of what you need to do to getthe job done right so to get the clients all you haveto do is go and send things like we have a digital marketing audit that we built and we actually give out the templatefor that so again we're gonna give you that at the end of this video and that'sgonna help you land clients we teach also here's what I'm gonna do guys landclients basically it's all about value right you guys know all about thatalready you know it's about providing value you know it's about showing yourworth right showing them that you're gonna make them extra money testimonialsright all of those things are important those are what you want to showpotential clients to you know get them to listen to you actually here's what Iwant to do guys because I don't want this video to get too long and Iactually have a two-week training put together for you guys already oneverything that we've already covered and some more so what we're gonna do iswe're gonna end the video here but what I want you to do is I want you to lookright below this video in the description you will see a link at thetop that says SMMA checklist alright that is our two-week free training itstarts off with a checklist of all the things you're going to want to knowtools resources everything like that but then it continues with things like howto price how to set up your business how to get your digital marketing auditscreated how to go find clients how to perform the marketing campaigns thingsyou'll want to look out for so you don't fail all of that is included in thattwo-week free training so make sure that you click that checklist link down belowthis video and get in that group so before we get out of here guys I do wantto do something extra special for you again I told you my brand CerealEntrepreneur what we're really about here is teaching people how to buildsuccessful marketing agencies we actually have several help we have over700 students in our courses we have several hundred people make who havemade at least a thousand to five thousand dollars per month with theiragency we have several making ten thousanddollars per month we have a few that are making even over $50,000 $75,000$100,000 per month in revenue for their agencies if you don't believe me just goto my site CerealEntrepreneur.
Academy check out the digital marketing coursesand then go there and look at the testimonials from our students go to myfacebook business page and check our testimonials there but I guarantee youwe don't put out bad quality courses and it's because of the fact that I knowthat if I put out something super useful for you and you're able to make moneythat changes your life and your family's life and your friends then all you'regoing to do is thank me for it later and you're gonnacome back to me and ask me for advice whenever I can possibly give it to youwhich again is just gonna help my brand grow so why would I want to hurt youguys I want you guys to see success because I know it's possible and I knowthat you can do it if you try if you truly commit that's the last thing thatI believe you guys with is the fact that if you do not truly commit not only tothe going out and finding clients you're gonna fail a little bit right you'lljust fail forward right but you're you're you have to expect those thingsand when you understand that and the commitment that's required you will besuccessful I have a student her name is Kayla Haley, I always tell thisstory she's gonna laugh when she sees this but she was a biology major 23years old in college never done marketing before stopped doing biologycame into my marketing school and within six months was making about twentythousand dollars per month with her agency but it took her six months toland or it took her about four and a half months to land her first clientthis isn't something that you just should go out there and you expect tomake a hundred grand or ten you know ten thousand dollars even per month in yourfirst three months it that it's not realistic guys why would you think thatyou can go out and either try to learn this for free or spend $300 on aneducation and expect business owners to pay you ten thousand fifteen thousanddollars per month do you think that makes any kind of logical irrationalsince it doesn't so what I'm telling you guys is seriously invest in the time theeducation the commitment as far as learning sales landing client scalingbusiness starting a business running digital marketing campaigns it alltakes time to learn so don't get frustrated or hate yourself if you don'tget it in the first month if you after a first year you're just completely arelost still then that might be time for you to look away but if you're after ayear you know you've had some clients but you've had some failures at the sametime but you've also seen a lot on successes and you've made some decentincome then you're on your way just keep pushing through the struggle and Ipromise you you'll see the other side but that's it for today's video guysthank you so much for joining me I really do hope that it was helpful foryou and kind of you know shed some light on what you're actually gonna need toknow to get your agency rolling and actually start making six figures in2019 I want you to do me a favor though if you guys have any questions aboutstarting a marketing agency if you have any concerns if younot sure that you can do something if you don't think you can afford it I wantyou to leave all of that information below in the comments so that way we canget back with you and try to provide you some resources or tools or whatever itis that you're gonna need to get your agency going successfully in 2019 butagain that's it for me guys make sure that you check out the SMMA checklistin the bottom of this video I'm gonna get out of here for now though so untilnext time Cereal Entrepreneur out bye guys ready to start living thesix-figure work where ever be your own boss lifestyle well at CerealEntrepreneur Academy we'll teach you how to use a laptop and internet to startyour own social media and digital marketing agency get started with ourfree Facebook Ads training links in the description below guys see in the courseCereal Entrepreneur out.
What to Do In The First 90 Days After Starting an Agency?
In this video I'm going to break down how you can start and grow a seven-figure social media marketing agency so if you guys are looking to start one completely from scratch from ground zero or if you already have a Digital marketing agency and you're looking to scale it up to the next level I'm gonna break down three core strategies and tips as far as client acquisition goes and then I'm also gonna break down what the team structure looks like because I think those are the two most important things when you're going through and building out a Social media marketing agency as far as running ads for clients.
It's really not that difficult the tougher thing is really that team structure and how to actually acquire those clients at every stage of your business's lifecycle and if you guys stick with me here to the end of this video I'll break down exactly how I grew my marketing agency from zero to over a hundred and fifty thousand dollars per month and This year.
We actually even hit two hundred and twenty five thousand dollars in just one single month And so I'll break down the exact structure as far as client acquisition at each point in the lifecycle of your business as well as that team growth and also because at the very beginning when you start this It's gonna highly revolve around you you're gonna have to do the sales the fulfillment every single part of the business You're gonna be wearing multiple hats and then I want to show you guys how you can actually transition yourself out of the business Potentially one day now.
I personally I could work literally the 4-hour workweek like Tim Ferriss says But I don't want to because one I enjoy what I'm doing And we're also building something a lot bigger than just a marketing agency We're building a full-on real estate marketing lead generation CRM software.
So let me break down I've got this whiteboard out here where it's just kind of like with a white sheet of paper I guess and So we'll break down every single step.
So first and foremost guys at first you're gonna be starting out is just a solo entrepreneur Okay, so we'll draw a little stick figure here so this is just you and like we talked about guys you're going to be doing literally every piece of the business the client acquisition the sales the fulfillment and The thing is is if you're starting a digital marketing agency You have to learn to get sales nailed down.
I'm one that I absolutely hate sales.
I don't love it I was actually listening to a grant cardone YouTube video the other day As I was kind of doing some other things and he was talking about how he doesn't even like sales and you think of him As kind of the sales guys, but he knows that sales have to happen in order for his business to actually run.
So With this whole model everything we're gonna break down you just have to kind of get that into your head where you're going to become the sales person and Down here is step three We're going to show you guys how you can actually leverage out the sales but at no point, can you start out thinking? Oh, I'm just gonna leverage out the sales You have to become the sales person or else this is all gonna crumble right before your eyes So first you're going to be this solo entrepreneur right here starting your marketing agency And the first thing we need to do before we even acquire clients is we need to pick a niche now I know this sounds like super routine and just everyone says ah, you know pick a niche and then scale from there But it's a hundred percent accurate a few years ago when I was first starting my own digital marketing agency I was basically all things to all people.
I was like, you know, you're a real citizen.
I'll work with you You're an insurance agent of course dead tennis the chiropractor basically because I felt like I just needed money and so I was gonna I was willing to take on any and every single client and because I served everyone I Didn't serve anyone right and that's when my business was really struggling And it wasn't until I saw some really good results in the real estate Agent the residential real estate agent market and I said, you know what? I'm just gonna focus on this and I'm gonna say no to other every other opportunity every other industry And just do residential real estate that I finally saw my business start to really grow and really scale within 90 days I went from basically zero to $25,000 in just 90 days and that's because a big part of this is going through and leveraging past Testimonials and past case studies, which we're gonna get to here in just a second But the first thing and also I know most of YouTube videos you don't really need to do this but I highly recommend getting out a pen and paper and kind of breaking this things these things down because I'm literally going to show you guys step by step everything you need to do what the business looks like from What the team looks like the client acquisition? so get out a pen and a pad of paper if you're serious about this and Take some of these notes so that you can refer back to is your kind of make making your plans or the next several months Of how to grow taking a look at where you're at in each step of this process and then going from there Okay So once you have the snitch nailed down what you want to do is you want to leverage because obviously at this point we haven't really probably made any money and so We don't really have a lot of money to go through and invest in advertising to acquire clients So what we're gonna do is we're gonna leverage Facebook We're gonna leverage LinkedIn and then also we're gonna do like let's say we'll save events And what I mean by events, that's not going to these big events and paying all this money This is more like social events Right or little networking events in your community in your area where you can go through and connect with different people That are going to be your potential clients So what I'm what I'm saying by Facebook and LinkedIn you're gonna make an initial post and you're gonna say something like hey I am helping real estate agents go through and generate more leads or whatever niche market You're going to go through and service, but I highly recommend real estate agents And the reason why is because one every single person knows a real estate agent You're either related to one or you got a friend that's one and if for some reason you're thinking well I don't know any well You definitely have a friend or a family member that know somebody so as far as working your warm market this you're definitely going to be able to find a real estate agent that that you know, and you can actually go through and start running ads for so basically you're gonna go to Facebook and LinkedIn and just make a you know post on your personal profile and say hey Look, I'm starting a digital marketing agency and I'm gonna help real estate agents generate more lead I'm looking for a few clients just to give it a trial run you don't have to pay me whatsoever So you're not going to be receiving money for probably the first 7 to 14 days I don't really want to make a trial to go for a full 30 days because that's a long time and you're gonna be Suffering from now if you're working with let's say five clients for 30 days and you're not making any money It's not going to be any fun so you only want to do it for seven to 14 days and they're gonna pay a hundred percent of the ad spend and a lot of people I've actually made a video very similar to this of How to go through and start from going from zero to ten thousand dollars per month this one I'm gonna show you guys how you can get to one hundred thousand dollars per month and beyond that but a lot of people in That video they said well, you know who pays for the ads spin and all that stuff in a trial You don't want to be paying for the ad spend There's nothing that could be taking your business worse than you paying for that ad spend So you're gonna bring them on it's a hundred percent free client They're gonna pay for the ad spend you're gonna get access to their ads account Which really isn't that hard to go through and get access to their ads account and then they have their credit card on file So you're not footing any bill here and then from these posts right here on Facebook and LinkedIn Usually you can get a few people that are reaching out to you Messaging you or at least now your friends know and so they'd be like, oh they might tag a friend that's a real estate agent or you know, even if you're in the dental market or chiropractic market Whatever market you're in They'll tag people that they know and that's why I highly recommend the real estate niche just because there's so many people That are real estate agents and so many people know real estate agents if you're watching this like well Jason Why would you say this because won't I be competing with you? Yeah You will be competing me with me.
But like the reality is there's over two million real estate agents in the United States alone So I've got the mentality guys that there's definitely enough to go around like each one of us can have a thousand real estate agents and there's still be well over a million people to go through and service so That that's a big thing right there and also a lot of times real estate agents or business owners just in general they want to work with somebody that is Local to their market somebody that they can talk to maybe they know they can meet with in person And so like obviously I can't meet with every one of my clients in person, but that's obviously not my model But that's where you know like as far as like competition and you know Oh, well, like would I be competing? And would that be bad for your business? It really doesn't matter there Okay, so we're gonna go through we're gonna post on Facebook LinkedIn and then if we're going to any like parties or networking events Or anything like that So when we're at these parties we were wanting to keep it simple a lot of times when people talk about their business They go through and they talk about it for two minutes long Sometimes I can say hey, what do you do? They talk about it for two minutes at the end of it.
The person's for sure zoned out They don't they're not listen to you at all and to their ask themselves What does that person really do? And so what we want to do is just say something like hey My name is Jason Wardrop and I help real estate agents generate leads and then if they said oh I know usually what happens when I say that is it like oh I've got a buddy That is a real stage and I should connect you to that happens almost every single time I tell people that so it's very simple.
Hey, my name is Jason Wardrop Okay, so state your name they say I help so I helped blank.
So if it's real estate agents dentists chiropractors Whatever business it is I help real estate agents.
And then what do you help them do? Generate leads grow their business, you know set more appointments.
So I say generate and qualify leads Because a lot of times especially when I'm talking to a real estate agent like, okay Well anyone can generate leads, but I want qualified leads.
So I kind of like throw that in there so very Simply put you talk to people at events.
Maybe they're not a real estate agent But usually they know a real estate agent and guys I'm just using real estate agents as an example of starting your marketing agency You don't have to go through and start in this specific industry, but that's where that's the industry.
I'm in I love it, and it's very profitable But obviously there's other markets you can go through and maybe if you've already started your marketing agency You can continue in that niche as well.
Okay? So once we go through and we're all by yourself, we're posting on these different networks, and we're attending events We're getting some of our first clients at this point.
We want to get to about five to ten paying customers Okay.
So after the 7 to 14 day trial you should be getting some decent results and from those results These people are turning into actual paying customers Now, what do we charge these people at first? Okay Well after the first 7 to 14 days, you can charge what you feel comfortable with But I want to charge anything less than $500 per month I would shoot for more than 1000 to 1500 dollars per month, but sometimes if your skills not fully there and you don't feel confident charging your friends or family or anything like that a thousand of $1500 per month then maybe you're in the 500 to $750 range for these first couple of clients But then as we move on and when you gain more skills we're gonna increase the amount that we're actually charging people to a thousand of 1,500 because if you think about it, if You're working.
Let's say with real estate agents or with dentists or whatever it is You got to think about how much they're gonna make once a closed deal goes through Okay So a dentist when they acquire a new patient, how much can they potentially make over the lifespan of that patient? And so based off of that how much are they willing to go through? And invest into marketing advertising to acquire that new client the same thing with real stages The average real estate agent makes five to fifteen thousand dollars per closed transaction And so if they're making five to fifteen thousand dollars and they're paying you 1,000 to 1,500 a month plus ad spend You know If you're getting one new closed deal for them every single month and you're if they're paying you let's say fifteen hundred bucks And you're bringing in $5,000 or $10,000 or even more? It's totally worth it for them and they're gonna be totally wanted to stick with you and continue doing business.
Okay? So for these first couple maybe it's a little bit lower in that five hundred seven hundred fifty dollar range but once we go through and get our first couple of clients you want to obviously continue posting on Facebook and LinkedIn and Talking to people at events So we don't want to stop this because that's a great organic way to grow our business And once we actually start seeing results Those are some of the posts I loved making on Facebook and LinkedIn about a case study or success story and that can easily bring in a lot more business and if we're doing these like let's say Once a month you're able to just organically naturally have that growth there Okay, so step number two.
Once you have these first couple of clients, we're gonna go to What is called a case study so we'll just put CS video All right So what this is is we're gonna start running a little bit of advertising Dollars because the idea is we've we've got some clients who are making some money But we're gonna invest that money back into the business in to advertise to acquire new clients now We don't have to spend a lot of money could be five to ten dollars per day But the way this looks right here is we're gonna have a lead magnet That we're gonna say hey get this case study of how this real estate agent Did whatever right so it could be a real stage It could be a dentist could be whatever but they're gonna opt in to go through and see this case study this value video if you want to call it and Then on this next page you are going to have let me just draw this out really quick You're gonna have this video talking about what you've done for these real estate agents But we're just going to continue with the real estate example just to make it simpler So now I have to talk about all the different industries here But what you've done for them and then down here, you're gonna have a button That is going to pop up after probably about five minutes into the video So they actually have to watch a certain amount of the video.
So pop up five minutes after the video Inviting them to schedule a phone call with you.
Okay, so now they're gonna click on this and this is gonna take them to a page where they go through and they can schedule a Call with you.
Okay, so they could go like there's a lot of software's out there their schedule wants there's calendly I like to use calendly a lot of people like scheduled wants there's a lot of other ones out there where it can go through syncing with your calendar and Syncing with their calendar and they can choose a date and time that you're available they're available and all that So it's all great and then after they choose a date and time what we're gonna do is Take them to an application right here Because the worst thing that you want you can do is go through and have a lot of people opt-in a lot of people sending appointments with you and then them not showing up or You get on a phone call and there are a hundred percent not qualified.
They don't have money.
They're really just getting started They don't they don't know how to go through a new business.
So you're just wasting a ton of your time So that's why I want to take them through a little bit of an application process here about you know How many deals do they do every single month? How long have they been in business? Okay, few these key things to find out if it's actually worth your time to go through and talk with them on the phone Okay.
So this is the second step right here is Facebook ads so we'll just put this right here.
We'll put Facebook Facebook app - a case study value video opt-in so this is gonna be a lead magnet But they're just gonna put in their name and their email.
We don't need their phone number quite yet Okay, and then we're gonna send them to the value video We're gonna explain about what we do for them and guys, we're not selling Facebook ads Even though we might be starting a Facebook marketing agency Nobody cares about Facebook Ads all they care about our leads and close deals Okay, the best thing for any business the the end goal is sales is to make money And so if they don't care about the way that they make money They just want to make money and so kind of taking a step back from the sales part is lead generation.
They need leads They need appointments.
So this is the same thing that you need you need bleeds right here You need appointments and then after the appointment, that's when you make the sales we kind of look at this from your business point of view and we look at their business and You don't care about Facebook ads, but you care about them because you know, it can generate you leads, but you have a deeper understanding Then the average business owner, right? So they're like, okay.
I just need leads.
I need appointments on any sales I need sales and the way that I'm going to get sales Appointments and the way I'm going to get appointments is leads and I don't care how I get those leads I just need them if I'm gonna buy them from like a Trulia Zillow realtor com doesn't matter But obviously we know that we're gonna be starting a Facebook marketing agency to be able to generate those leads.
Okay? so now the thing is the reason we want to start with a case study value video like this is because our lead cost is going to be Significantly less than the next step that we're gonna take.
Okay And as far as what the team looks like here, we're still going to be just a solo entrepreneur here Okay so we can go through and set this up like with the click funnels or anything like that and then once we get to about 15 to 20 clients once we get to a point where We literally are just like overload and we don't have time to do the sales.
We don't have time to do the fulfillment We don't have time to do all these different key pieces That is when you're gonna hire your first person and you're gonna have that person to be outsourced can work virtually Wherever they want to work.
It doesn't matter.
Most people on my team.
I've actually never even met in person But I feel like I know that because we leverage zoom.
We actually talk every single day We're kind of going back and forth.
And so I feel like I know them all though, pretty much everyone I actually haven't even met in person.
Okay, so That's what we want to do that next step.
So we want to hire someone to help us with fulfillment And so at this point what we can do is we can make little short training videos showing them Exactly what we do on the fulfillment side as far as setting up the Facebook ad setting up the landing page set up the email a text marketing follow up and guys this Training is going to be used in two different ways it's going to be used to train new staff members and then second you're gonna get leads coming in here that maybe don't have the Budget to go through and work with you or they don't want somebody else to do it out themselves They want to learn how to do it themselves So now this training we can use it to train new people coming on that we're gonna be hiring Because as we grow this, we're not gonna just hire one person We're gonna keep hiring fulfillment people so that you can focus on sales And then also we can sell this training for fifty to a hundred to five hundred Dollars to these real estate agents that maybe don't want to pay us to do it But they want to still learn it or they might not have the budget.
Okay so now that's another way that we can go through and maximize our revenues from these leads that are being generated and Increase our profit margins there, okay So now we've gone through We've got this case study value video funnel setup to not only have the book appointments with us but to fill out that application So we're kind of sifting and sorting through all of these leads that are coming in all these people booking Appointments and if they're not a quality lead guys cancel the call just don't show up.
Okay, so all right So at this point we've got maybe one person that's working for us and now we can go through and we can even scale up to two to three to four people now the time that we moved to this third client acquisition Model is when we have so many calls that we just can't handle all the calls that are coming in.
Okay, so that that's what So we don't move to this until we get to that point.
All right, so this third one this is call all a Just in time.
So JIT Webinar Okay, so we'll just say Wed right there JIT webinar so what this is is instead of them going through and opting in right here and Going to a value video which this little button that pops up to go through and schedule a call with us Doesn't show up for about five minutes.
This is about a 30 to 45 minute webinar It could be 45 to 60 minutes My mind currently is about 60 minutes long, but it's an automated webinar where these people are gonna have to go through They're going to register for this webinar Okay Then they're gonna have to go through and actually watch the webinar and then instead of after five minutes this showing up This is after about 45 minutes that this call to action is showing up So they've actually gone through this entire process they've seen this whole video and at this point we go through and have them schedule a call and Then fill out the application Okay, so it's literally the same exact process the only thing is different are these first two steps and the reason why we want to go through and move to this model is Because if they have to watch like 45 minutes of our presentation before they actually schedule an appointment This is a lot higher quality lead.
They've already seen the process of what you do how you can help them They've seen some case studies.
They've broken it down.
And at this point this person is a highly qualified Prospect and it's going to decrease the number of phone calls and appointments that you're getting But these are going to be a lot higher quality appointments and the reason why we don't want to move Straight to this part right here is because leads are typically three to four times more expensive When you're having them opt into a webinar as opposed to just a case study or a value video So if we don't have a lot of money to go through and put in advertising We want to go through in our first Advertising dollars be sending people to this case study or this value video because we can get leads there For about two to three dollars per lead versus a webinar.
They're gonna be about eight to ten dollars per lead So they're gonna be significantly more but at this point as we're going through we're getting so many calls and even if we're going through and filtering out the Applications of like okay this person's good This person's not and we just saw like overloaded and you at this point are a hundred percent focused on sales You're not doing any of the fulfillment you have your people doing all the fulfillment You're just doing sales and then once you just can't take anymore because you're just getting so many calls.
We move to this model We make this video This video right here is about 12 to 15 minutes long versus this one's gonna be about 45 to 60 minutes long It's gonna dive a little bit deeper.
Okay, and Then from this automated webinar, we're gonna have them scheduled an appointment with us and then fill out this application And these people that fill out that application are gonna be a lot more Qualified for you as you're going through and growing your business And so now at this point we can go through and we could just have your day a hundred percent booked with phone calls so you don't have to go through and be like prospecting people the prospecting is being done by the Facebook ad and Then we're filtering people out through this webinar right here.
And then we're filtering people out even more by they just attend the webinar They had to attend the whole thing schedule a call with you and then not only scheduled call with you But they have to fill out this application We have to look at that application.
Make sure they're a good fit And then at that point we decide if we're even going to spend our time because these calls are going to probably be 30 to 45 minutes and You don't have 30 45 minutes to waste on somebody at this point.
That is not a potential prospect up here You have the 30 to 45 minutes because time is not as valuable as money money is way more valuable at this point Whereas down here it gets the point where you have a lot more money than time And so that's where you want to leverage your time And then the fourth step after this and this is kind of where we've got to with our business is you have the Facebook Ads Going to these webinars this just-in-time webinar They're signing up for an appointment a call with you and they're going through an application But then instead of you doing the phone calls you get a first sales guy Okay And you go train them on how to actually handle those sales calls and how to go through and sign people up acquire those clients and so then if you do need to go and take a Vacation or take a break or whatever your business doesn't all go to crap Okay, so your first team members up here? Once we get our first team member, it's all about fulfillment And then you are a hundred percent sales until I would say you are a hundred percent The only sales guy until you're doing at least 100 grand a month And once you're doing 100 grand a month Then you can think About hiring a second sales guy and then potentially a third sales guy and then a fourth and then go through and really scale this thing up But I wouldn't really go through and do that Until you've got that process I 100% refined and you're mapping out that whole process of what you do and so a new sales guy can come on and see exactly what You do and replicate you maybe they won't have as good as a close-ratio but it's still gonna be beneficial is still gonna be profitable to you because you can finally Free up some of your time and one last quick note guys before we finish up this video I know this has been a little bit longer one But I wanted to really provide you with some of this value As far as going through and starting your own Facebook marketing agency digital mark agency, whatever you want to call it That is when you get on a phone call to sell these you want to pre sell three months in advance Because if you're doing all this work just acquire a month-by-month customer.
It's gonna be very difficult you're not we're gonna be very profitable and Typically as you guys probably know it usually takes about 90 days to really see the balls start to roll With the lead generation with the points being said if they're just getting a 30 day trial to you a lot of times the 7 To 14 day trial up here.
It's great because you can usually get some leads But as far as like actually setting appointments and really seeing the needle move it usually takes about 60 to 90 days And so we want to pre-sell 90 days a three month initial contract.
And then after that is just month-to-month Ok, then at that point you can maybe say hey It's a three month contract and it's 1,500 bucks a month or if you pay it all up front Maybe you get a little discount maybe instead of you know $4,500 over the three months because it's $1,500 a month Maybe you say hey, it's $4,000 a month If you pay upfront or 3,500 if you pay upfront because and that'll be more at this point because cash is gonna be super valuable But as cash becomes less and less relevant, which obviously cash is always extremely valuable Right, but as your time becomes more value, well, then you could play around with some of these different aspects here, right? So anyway guys, I hope this video helped you guys as far as going through and starting your own Digital marketing agency you guys found this video helpful.
Give it a thumbs up I would greatly appreciate that also drop a comment down below Let me know what you guys thought and if you guys are brand new here to my channel Make sure you guys subscribe And hit that notification bell because we launch new videos every single week how to generate more leads Make more money and grow your business whether that's a digital marketing agency business a real estate business Whatever business you're in we go through and breakdown a lot of different Facebook Ads concepts and strategies So you guys can go through check out the other videos on my channel and see I've got a lot of content Breaking down a lot of this stuff step-by-step whether it's starting your own marketing agency or just Facebook Ads in general or whatever It might be so also one last thing I have a Digital marketing agency a checklist kind of the cheat sheet of how to go from zero to your first $10,000 per month and I will add a link to that cheat sheet down in the description as well as in the top comment So you guys can have that It just kind of breaks down the core concepts and strategies that you need to focus on a lot of that what we cover today But you guys gonna kind of have that as a cheat sheet as a download So with that said guys, I hope this video was helpful.
Remember first go through organically.
It's all gonna be about you Okay, you're gonna be doing everything post on Facebook LinkedIn events.
Remember this simple, my name is Jason Wardrop I help real estate agents.
What do you helping to generate leads? My name is Jason Wardrop help real stages generate leads very simple Okay then you're starting to get your first clients seven to 14 day trial and then once you get some money in that you can actually start Advertising this is the way you want advertise.
Send people from a Facebook ad to a case study Opt-in have a value video this this button is scheduled call with you pops up after about five minutes Okay This is about a 12 to 15 minute value video talking about what you do case studies showing Telling a story about a real estate agent that you helped or whatever market you're in having them 7:00 appointment Application then once you get to a point where you're getting way too many phone calls that you can't even handle them Now we're gonna move down to the just-in-time webinar We're instead of a 12 to 15 minute video.
We're going to 45 minute webinar having them sign up for a phone call Application that's going to decrease the number of phone calls that we have but increase the quality Dramatically, so it's gonna be a little bit higher cost per appointment cost per lead here But it's gonna be a lot higher quality And then at this point once we've got all you're just focusing 100% on sales You've got a whole team of fulfillment people and then once you hit 100k a month or even more than that Then at that point you can think about hiring another sales rep and going through and train them up So anyway guys hopefully this video was helpful.
Once again, give it a thumbs up comment down below Let me know what you guys thought.
Thanks so much for watching today, and I will see you all in the next video.