Why do you want to stop selling and start closing and Coaching Course ?
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 Coaching Course.
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.
Stop Selling Start Closing
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 Coaching Course.
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 Coaching Course:
CHRIS: Oh, we're on! Hey guys! Welcome back to the process.
I'm Chris and.
JOSE: I'm Jose Caballer.
CHRIS: We took a little break.
Usually, we're talking to guests but by popular demand we're back and we're in front of you.
CHRIS: No guest today, and we have a really juicy topic.
Jose, tell the kids what the topic's about.
JOSE: We're talking about the proposal.
CHRIS: A proposal.
JOSE: Yea CHRIS: And the reason we're bringing this topic up is there's been some questions from some of our members.
And it's a good topic because in order for you to get any kind of real job, not as a freelancer but as a person who's coming up in the world.
You gotta put a proposal together and there are different styles from motion to digital, and.
JOSE: This is something you're gonna have to do a lot, basically.
CHRIS: Yes, and there are different styles so today we're gonna share that with you so stick around! CHRIS: Wooo! Yeeaa! (Clapping) JOSE: You're watching the process.
Those titles look very nice.
JOSE: We look professional CHRIS: We're working on it.
JOSE: We're still doing them, so that's good.
CHRIS: It's a work in progress and you guys will see it change.
Maybe even this backdrop will change.
CHRIS: Exciting things for us in the future.
JOSE: That's all coming.
That's all coming.
Let's get into our topic.
So, can you the title card here, Tai.
On my laptop.
So, we're gonna be talking about proposals, A.
A Bids, A.
A estimates, A.
CHRIS: They're all a little bit different and we're gonna do it in 3 segments.
CHRIS: We're gonna talk about: What is it? We're gonna break it down and give you some examples of that.
CHRIS: And a new thing that we're introducing to the show called the Dorktionar.
JOSE: Yeah! CHRIS: That's a very creative title by Mr Caballer standing to my right.
JOSE: A lot of dorky terms in the 'bidness.
' CHRIS: 'Bidness.
' JOSE: In the 'bidness!' The 'bidness' of design! JOSE: Desiiign (Laughter) JOSE: Desiiigners.
We're gonna do some business.
CHRIS: You gotta hold your pinky up when you say that.
JOSE: Designers CHRIS: Alright.
So let's talk about what it is.
JOSE: So, I like that you put it into this order: Bid, proposal, pitch because sometimes that is what it comes in.
JOSE: And you know, bid means something in motion graphics.
CHRIS: What does it mean in digital? JOSE: But really, ultimately in means that your putting a price; an amount.
JOSE: You're bidding.
You know, like an auction.
You're bidding, right? CHRIS: Yea JOSE: It's really an estimate, or a price.
CHRIS: It's time and materials.
JOSE: Time and materials.
CHRIS: Time and materials.
And when I first got started in the motion world, it was kind of a roll the dice.
CHRIS: I kind of made things up.
I didn't know what my expenses were; What we considered out cost of goods sold.
CHRIS: And so I would just put a number together.
CHRIS: And I would make a lot of assumptions.
JOSE: Pull it out of your arse, like the British would say.
It's like BOOM here's a bid.
CHRIS: A bid.
It's basically time and materials and it's a best shot guess.
JOSE: So, we still do that and it's called--In poker I think it's called betting in the dark.
CHRIS: Betting in the dark.
JOSE: Like you don't really know what the cards are.
CHRIS: Well, let's explain that.
JOSE: Let's explain that.
CHRIS: If you're playing Texas hold em', you have 5 cards, but before any cards are dealt, you're making a bet.
CHRIS: And that's kind of akin to putting together a bid without knowing what the scope of the project is and all the variables that come in to play.
CHRIS: It's a risky maneuver.
JOSE: It's a risk, for sure.
Because you might draw a 2 7 offsuit, which is the worst possible hand in Texas hold em'.
JOSE: I have no idea what you just said.
I have never played poker.
CHRIS: That's okay.
All of my Asian gamblers out there in the universe, they'll know exactly what I'm talking about.
CHRIS: 2 7 offsuit is the worst hand you can get and if you put in your entire amount, you're now what they would consider now potted in.
CHRIS: You're putting enough into the pot that you're going to fall over.
JOSE: Ok, Ok.
CHRIS: That's enough poker JOSE: I get it.
So the thing we were talking about today earlier with Nicole was this issue of the perrogative of who it is.
JOSE: If you're a freelancer versus if you're an agency principal.
CHRIS: Yep JOSE: So as an agency principal you have.
CHRIS: Did you call me a 'pimpcipal?' (laughter) JOSE: A 'pimpcipal' CHRIS: Let's.
Wait JOSE: That's a pimp-cipal.
CHRIS: I'm gonna add that into the dorktionary.
JOSE: It's kind of like a popsicle but it's a pimp.
JOSE: Is that what I said? CHRIS: Pimpcipal CHRIS: You're the head pimp.
CHRIS: Alright let's go.
JOSE: Alright so the point is: Nicole asked about the point of view from a freelance point of view JOSE: and then we were talking about it from the point of view--I'm talking about it from corporate.
JOSE: and you're talking about it from a motion point of view so she didn't really.
JOSE: get her point of view.
Does that make sense? CHRIS: Let's focus on what we have.
CHRIS AND JOSE: Foooocus CHRIS: Alright so that was the bid.
The bid is time and materials.
CHRIS: The proposal is a more corporate document and it has time and materials in it.
It has a broader definition of the scope.
CHRIS: It has some kind of sales material included.
A corporate bio, who you are, work you've done.
JOSE: It also has an approach a process.
JOSE: You outline your entire process and how you're gonna do it.
CHRIS: Tell me a little bit more about the approach.
That's a term I'm not familiar with.
JOSE: The reason why proposals--in my neck of the woods in the world--are so much more is assuming that you're not presenting it to an individual.
JOSE: You're presenting it to a group of people.
JOSE: To an executive stakeholder group, to a body, to a committee, to somebody that is not just one person.
JOSE: There might be one person who's driving that on their end, but they have to presenting it to their ceo, to their marketing person, to the CFO.
CHRIS: CTO JOSE: A lot of people need to look at it.
They're just gonna look at the thing they care.
So the CFO is just gonna look at the price.
JOSE: The CEO wants to look at the results.
The CMO wants to look at the process.
Like what is it.
JOSE: They don't want to feel not included in the solution because they've been spending all this other time and money and effort and their job is to make sure they guide the approach.
JOSE: So you're basically trying to make sure that everybody's in alignment.
CHRIS: So let me summarize there.
CHRIS: You're proposal, especially in the digital world, is a self contained document that pretty much onboards them through the entire process of how you work, the timeline, deliverables, all that kind of stuff because there are multiple stakeholders; Multiple people that need to look at it for different reasons.
JOSE: Yea CHRIS: What we called is--If you want to build a connection with somebody you're familar with this term.
It's called match and mirror.
CHRIS: So in the corporate world this is what they're used to looking at so when you come in and you look like an odd duck, people get a little nervous.
So you want to adopt their language, their way of presenting, the way the talk about things and you're gonna have a much better shot of getting the work.
That's exactly why.
CHRIS: Alright, beautiful.
CHRIS: And Nicole, as always, if you have a question about what's said and it's not coming through clearly, just interupt us, okay? CHRIS: Let's talk about the pitch now.
So can you cut back to that slide, Tai? CHRIS: The pitch.
And the pitch sounds like another word, and I hate it.
JOSE: It's another definition.
The word pitch.
CHRIS: Son of a pitch.
JOSE: Isn't there a show? Son of a pitch.
CHRIS: There's a show.
It's called The Pitch.
CHRIS: The pitch implies another level of work.
Especially within the motion world.
I'm gonna talk about that a little bit.
CHRIS: I personally don't like pitches because pitches generally are unfunded.
It's competetive, right? So where as the bid may or may not have competititon, the pitch definitely implies there are multiple people going after the same amount of work.
CHRIS: Now if you're doing this for, say, a mom and pop, they would not ask you to do a pitch.
Their products are not big enough.
They do not know enough vendors, and they're going with somebody--A freind referral kind of thing.
JOSE: And in that case you're doing a bid.
CHRIS: You're doing a bid, and so when you're dealing with an agency or a much bigger organization for a brand that's well known they're almost always required to get 3 bids.
CHRIS: It's competetive bidding, and so you're looking at price points, but the worst part to the pitch is you have to come up with a creative solution that's going to convince your potential client that you're the right one to work with.
CHRIS: So let's assume that there are 3.
So they have option A Creative, option B, and option C, and theoretically it's all based off the same creative brief.
CHRIS: That's what we have to do, and we spend a lot of money making these things and they can include styleframes, full storyboards, motion tests, video tests.
So we're spending sometimes thousands into tens of thousands of dollars building these things for the hope of getting it.
The only reason we can do that is because the projects are big enough in scale.
JOSE: The reward is gonna be large enough, is what you're saying.
That it's worth it because you know you cannot win every single job so if you're losing so much money in the pitch and even when you win it If it can't pay for all the jobs you've lost, then you go out of business really fast.
And a lot of studios in our sector-- JOSE: have gone out of business.
CHRIS: They go out of business because they work like this and we are still mandated to work this way.
JOSE: I mean that happens a lot in agencies in digital and even in traditional.
Traditional design firms do pitch also.
I mean, everybody pitches in one way or the other.
So you described it fairly well that the pitch is we're there is creating involved.
In our case, at the very large end--I used to be brought in a lot as the boutique in a pitch against my larger competitors.
CHRIS: Oh, you're like the David and Goliath battle.
JOSE: They wanted to see how different of a solution would come in because in a pitch CHRIS: You're the wildcard.
JOSE: You're coming with creative.
So I remember pitching something really big against my biggest competitor where I used to work before.
*cough*Razorfish*cough* CHRIS: Don't mention them! JOSE: Don't mention names.
And we lost because the team liked us but the VP who had the hring decision, they didn' know who the hell we were compared to that other "R" firm.
But the point about that is if you guys are out there, if you're a freelancer, you probably won't get included in larger pitches.
If you're a small boutique agency, you will.
If you wanna make that transition, you will want to start knowing and learning how to put proposals together and how to pitch.
That's an important part of--I think we should do pitch competitions.
I think we should train-- CHRIS: No, because I hate pitches! JOSE: I love pitches! CHRIS: Don't talk about your personal life.
(laughter) JOSE: I loooove me some pitches! I Just finished pitching last week CHRIS: I told you distractions are not good for business.
JOSE: Yeah, focus on the business, not pitches.
No but you know what: Pitches actually get a lot of reward.
You get a lot out of pitches.
CHRIS: I hate pitches JOSE: Pitches are awesome.
CHRIS: If you read Blair Enns' book--and we're gonna do this in a different segment in the future called required reading, where Jose an I will talk about the books-- His like Win Without Pitching Manifesto.
I love the book.
He talks about it and eroding away your whole things.
JOSE: Totally agree with him.
What I mean about pitching is that I like the.
CHRIS: You like the excitement! JOSE: The startups and the excitement of the pitching and the competition.
CHRIS: He talks about all that.
JOSE: But fundamentally, you don't want to do too much of it.
CHRIS: You don't want to do it.
JOSE: Keep away from the pitches.
So anyways, here's the breakdown.
And if we can cut to slide--Thanks.
So there's an analogy here that we're gonna make to building a home, ok? When you're talking about building a home as a contractor you're talking about 5 key factors that determine the pricepoint and potentially the schedule, right? We're gonna talk about style, size, features, finishes, and time.
And the way I'm gonna talk about this first is I'll make the quick comparison to building a home and maybe you'll understand it that way and then we're gonna dive into what that means in the digital world and in the motion thing.
So first up is style.
Style I think of as: What kind of home are we building? Is it a post modern home, is it traditional, is it mediterranean, is it california condo? JOSE: Victorian.
Is it the new tiny house, you know? CHRIS: That's not a term.
Is it pre-fab? (Bantering) CHRIS: Because the style will then dictate a lot of the next steps.
Next thing that you're gonna talk about when building a home is the size.
How big of a home are we talking? JOSE: Size doesn't really matter.
CHRIS: Are we talking about a big mansion? Is it you know 5,000, 6,000--or a really well designed, efficient home in Japan or Europe.
Where we're seeing a 1200 sq.
home for a family of 4.
OFFSCREEN: What is the size of the home relative to? The type of customer? JOSE: We haven't talked about that yet.
CHRIS: We're just talking about architecture right now so that people can understand it.
JOSE: How much money they have.
CHRIS: Features: Is there going to be a pool? Is there going to be a two car garage? Is it going to have a sauna, bareque pit, a jacuzzi tub withing the master bedroom? Those are all the kinds of features that a home has to have and needs to be defined.
4th is the finishes.
Now the finishes is a tricky part because theres orders of magnitude here because you can go into Home Depot and buy a light for $10, $100, $1,000, or $10,000, or $100,000.
Maybe not Home Depot, but all of them will illuminate the room, right? JOSE: Totally.
CHRIS: But if you buy something like with crystals in it, it's gonna cost a lot more.
So the finishes, the flooring.
So is it lenoleum, which is very inexpensive, to some kind of hand scraped, wide plank wood.
The finishes affect the cost.
Lastly is the time.
JOSE: How long will it take? CHRIS: How long does it take? Alright, so let's jump in now.
So in the style part, Jose, why don't we talk about the style as it relates to digital.
JOSE: So this is specific to a music based website that asked us, you and I, to kind of put together a proposal.
And what I did is I put together some of the different styles from music related projects.
So here it wasn't necessarily about showing specific styles across--Well it does.
It shows styles across motion.
It shows styles across web, and it show's styles across actual exhibition design.
CHRIS: So you're pulling sample graphic references for what purpose? JOSE: For two purposes: To validate that we have experiences in the music business, but also to get a sense of: Hey, what style do you want this project to be in? CHRIS: Right, so you're reflecting back that you are hip to the music scene and you have good tastes and you've done things that are relevant.
CHRIS: Whats the next slide? JOSE: The next one is really important because it's not just about aesthetics when it comes to a project in the digital realm.
In this case, this is also the product architecture as it relates to a large site for an e-commerce kind of thing.
CHRIS: This is a complicated diagram.
JOSE: It's a complicated diagram CHRIS: What are you trying to show me? JOSE: It's actually a really simple diagram.
Basically it's showing the heirarchy of application.
This is one out of 3.
We showed them 3 options.
By application, it means by use.
So instead of making it by product which is most.
For example, Apple.
Com is by product.
The watch, the Mac, the Iphone.
It's a product centric company.
Application is for the home, for work, for.
CHRIS: Where it'll be used.
JOSE: Where it'll be used.
So we pitched--We showed them--This wasn't a pitch, this was in a discovery phase.
CHRIS: Now that you've defined the terms, be careful how you use them.
JOSE: This wasn't in a pitch this was in a discovery phase.
That brings up another slight nuiance that we're not gonna go into, but basically we said: You have 3 options.
They dictate your budget.
Or they determine--They will affect your budget.
And the two other options were by application, by product was the other one, and there was one more.
by customer! CHRIS: By customer.
JOSE: By customer type.
So we basically--Those were 3 styles of navigating the whole site.
So you can give them options of that case scenario of which way they want it to go.
JOSE: And ofcourse, being good clients, guess what they chose.
CHRIS: Which one? JOSE: All 3 (laughter) CHRIS: So much for that.
Alright, that was awesome.
Okay, we'll review that later, but I learned something today about how to do digital.
You can define it by product, by application, meaning where it will be used.
And then by the users.
Or all 3 as you said.
CHRIS: Alright, great.
So thanks, Nicole.
We're gonna jump into the motion world, okay? So in motion, style matters a lot more because the style, to me, determines really the approach that we're gonna take and the cost associated.
So I'm gonna show you a couple different styles.
So when you think of a motion company, a lot of people think of animation.
But sometimes it's just live action and now this is a very common thing now where we'll go out and shoot live action.
So the entire spot can be live action with pretty straight editorial.
So the next one I'm gonna show you is a project we did for Coldplay.
This is an interactive music video, so there's two components to this.
There's a component of coding and then there's--This is mostly animation, kind of cell driven animation with a couple of things.
And this is a totally different thing where it's completely graphic; Very iconic, flat, with just a little bit of texture.
And then moving on from that is a CG approach; Computer graphics approach.
Borderline kind of photoreal work, where there's 3 dimensional glasses Everything's modeled, painted, texture mapped.
It's a lot of stuff to build.
As you can see, it's very dense frame.
It's expensive to build.
Here's another one.
These are characters that we built, the motorcycles, rigged, hand animated.
Very heavy duty work.
CHRIS: So, these things tend to be very expensive to build.
CHRIS: And then there are hybrid approaches where you may have a product, in this case this is CG, and then you have motion design; Some 2D/3D component on top of it.
JOSE: On top of it CHRIS: Yea so this one, you know.
JOSE: I like this, it's nice.
CHRIS: It's a different approach.
It's a nice and clean look for MoFi.
And lastly here I have a music video, where it's a hybrid approach where there's 2D animation, but then there's also footage that we shot.
You see the hand in the background, placing the gazebo? That's just part of this shadow puppet world that we created.
So that's great.
Alright, so now let's talk about size.
So what does size mean to you in the digital world? JOSE: So size is not necessarily relevant to length and other things that you might have in your world CHRIS: Focus on yours JOSE: So, how many user stories, or how many use cases exist? Meaning if you're doing one simple use case that one person comes to the site and does xyz, that's a simpler site to build.
If you have many use cases; 5-7 use cases, then that really makes it a lot more complex.
CHRIS: Because it's denser? JOSE: Because here's the thing: It's not about feature amount, because you can have the same amount of features.
It's about feature depth.
And the depth.
DepTHHHHH CHRIS: Go JOSE: Is really about the user story.
How far, how much does the user get to do in experience? That's why they call it "user experience.
" CHRIS: Mmmm JOSE: And the mistake that you're gonna make, and that all people that start doing web and then come from another world, is that they confuse features with the depth of the functionality as it pertains to the use cases.
So they fail to do user stories because they don't understand user experience.
They pitch on features.
And then when they get into the doing, the client starts asking for all of these things and nuances within the feature of e-commerce.
CHRIS: You totally lost me, by the way.
But it's cool JOSE: I'll make it really simple.
CHRIS: Hold on, hold on.
You were talking about the mistake that people made.
You had me there.
That was the hook in my mouth.
Features versus depth.
CHRIS: And, Nicole, does that mean something to you? NICOLE: Yeah, actually, it does.
I understand the crux of what he's trying to say is that when you're presenting for these types of projects there's the feature itself and then how the feature is going to function from end to end for different types of people on the custom profiles that might be using this application.
Let's take Lyft.
You have a young entrepreneur.
What does the cycle look like from the time the individual calls for a driver to the time that they complete their ride.
That's an example of user story.
And he's saying that those get left out in a lot of instances when thinking about features for an application.
CHRIS: Is that right? JOSE: Here'es how you explain it--Yes, she got it right--Here's how you should explain it.
CHRIS: Don't give me crazy eyes.
Time out! Caaaaalm.
There wolf will be here.
JOSE: Hold on.
I'm giving you the "Oh my god these motion people don't understand this.
" So I need to make it metaphoric.
So the metaphoric is, and for the motion folks, imagine if you were to price out only on keyframes.
And you didn't actually think about how many frames were in between.
A deep user experience will have a lot of keyframes.
That's like a 60 frame per second animation.
Super high fidelity.
CHRIS: Oh, okay like versus a Sunday morning cartoon where they're animating on twos.
CHRIS: Every other frame is a.
NICOLE: So thinking it through more? JOSE: Yeah.
People sell 60 frame animation like super 4k.
CHRIS: I get it.
JOSE: for what should've been a.
(laughter) CHRIS: We're all good.
So cutting back to our graphic here.
So we're looking at one use case is cheaper to do.
Multiple use cases, 5-7, is going to be a lot more for you to factor.
It's gonna be a deeper site.
A sweet spot for you is something like the 3 uses cases.
That's something that's reasonable to me.
Alright, let's talk about it from a motion point of view: Length.
And we're talking about seconds of content, right? So if you're doing an animated end tag, that's going to be a few seconds long, 3 or 4 seconds long.
On the opposite side of that is like a documentary feature film, and we've done those too.
Those could be 90 minutes in length.
And our sweet spot, the thing that people come to us for is the 30-second TV commercial.
JOSE: Hold on, hold on.
I'm gonna correct you.
This is you're sweet spot in motion.
CHRIS: I'm talking about motion JOSE: Yeah, okay, but Blind's sweet spot--Actually we're doing a lot of web projects.
Don't call me the weird cousin.
CHRIS: We'll we're gonna chop it into two parts here so people--We need to segregate this: Motion and digital.
JOSE: Got it, got it.
CHRIS: Because these blended.
JOSE: What I want to make sure is that we are doing both.
CHRIS: These blended things are gonna confuse our audience, I think.
JOSE: They're not that--You guys are smart.
CHRIS: I'm not saying they're not smart.
JOSE: Yeah, whatever.
Keep on going with your length.
No we're done with length.
JOSE: Oh, features.
CHRIS: We're gonna talk about features now.
So let's talk about the requirements as they relate to digital.
When you're talking about features, remember the analogy to the house? JOSE: Why do I have to go first? CHRIS: There's a rhythm here: Digital, motion, digital, motion.
JOSE: I get it, I get it.
We should be first anyway.
CHRIS: "DigiMo" JOSE: What? CHRIS: Go.
You're up! JOSE: So okay, go back to your analogy about the house.
What were you gonna say? CHRIS: Oh the house! About the features.
Remember we talked about the 2-car garage, the 4-car garage, you want the stainless steel--Maybe that's into something else but.
CHRIS: Anyways what are the requirements of project? JOSE: I got it.
Okay, so the first is just whether there is big, broad functionality.
Like, is it an e-commerce site, or is it a marketing site, or is it a community building site? CHRIS: Or a content site.
JOSE: Or is it a content site? There's a lot of uhh.
CHRIS: Give an example of each.
What's an e-commerce site? JOSE: So an e-commerce site is that example taht I showed you earlier for.
CHRIS: Something everybody would know.
JOSE: You mean, like, out there? CHRIS: Yeah, out there.
JOSE: Ebay is an e-commerce site.
CHRIS: Anything where there's a financial transaction.
CHRIS: Okay, where you can buy--Etsy.
Give an example of a marketing site.
JOSE: A marketing site would be something like if you go to a large consultancy.
The site is pure marketing now.
But today, it's all about social media campaigns.
CHRIS: That's fine, let's focus.
JOSE: And it's all about social media ecosystem JOSE: Which by the way, is actually a really big issue in pricing in what we're talking about.
But let's keep on going.
JOSE: Let's bring that slide back.
So look, I'm gonna just go through these real fast.
Community, like is there a community? Can be social in this case scenario, too.
What are all the different things that you're gonna do out in the social ecosphere? Reviews, that's a site that might just be for you to review your products, etc.
Those three things are examples of what I was just saying.
Like specific functions of a site.
And all 3 of them actually might be part of a site.
CHRIS: Right JOSE: Blog! Again, does it have a blog? CHRIS: These are all the features that you need to know.
JOSE: The map--These are all the different things that the site might have.
And all of them on their own aren't necessarily large and complex.
You know, User profiles, or having custom profiles.
Meaning that you can register and you can maintain a picture and a profile of yourself.
Some sites have all of these.
Can-- JOSE: I'm done CHRIS: You done? Thanks.
So requirements for motion.
So we need to know things like: Is there a location that we have to travel to because those things are tied together? That means we're going to be using talent from abroad and we have to think about hotel and travel expenses, and dealing with logistics.
So if we're gonna shoot in another country, we have to hire a local production company to partner up with because they know how things are done there.
Is it a union shoot, meaning does the crew need to be union? Does the cast all have to be union? Because that drives the cost up.
Casting specs: Are we talking about one person that's mostly used as a moving model or they have a speaking role, or is there 20 or 30 principals in the spot, which will drive the price up? We need to know things about usage.
Is this a worldwide usage? Because there are contracts that have to be negotiated on behalf of the client.
Do we need special equipment? Are we gonna be flying in a helicopter? Is there gonna be a car chase? All those kinds of things.
And how complex is visual effects? Those are the requirements that we need to know.
Okay, moving on.
Finishes JOSE: So the finishes are like the last--Kind of like what makes it look really polished or not.
So in this case scenario do you use stock photography versus you go out and you do a custom photo shoot? The number of visual assets.
The content and visual assets is something that sometimes people forget, that makes the site look really rich.
Video: Are you gonna shoot video? And you might need to price that out.
And is gonna be an industrial shoot, meaning cheap and fast with SLR, or do you wanna do a much more fancy kind of video? And how much editing and post production you're gonna have.
Illustration: Is there gonna be custom illustration or stock? Iconography: Are you gonna buy stock icons or are you gonna design custom icons for this brand? These are things that take time, and that take considerable portion of the budget.
Copywriting: That's actually the number one issue that I think most people have a hard time with.
Not because of how difficult it might be.
NICOLE: I think it get's discounted a lot.
JOSE: It's gets discounted and the designer might say: "The client can put in the copy.
" You have to either contractually remove it, which I use to, but the problem with that is then the client will delay so long in putting in the copy that the ability to QA and do a final release of the site might be such a large gap that you lose money while you're sitting there; While the whole team is sitting there.
So I know it's my turn to talk about motion, but I want to spend a half second here and talk about this a little bit because we're doing more digital projects.
I'm learning about how to manage these things, and to take account of this.
Just remember to pay attention to this content slide that we just showed you.
The stock vs.
custom and you might think: "Okay, I'm gonna build out the site and it's all gonna be stock photos.
Okay, it's gonna be reasonable to buy at Shutterstock or iStock or something like that.
" But what you don't account for is how much time you have to spend to search for the stock and then you didn't account for that.
So I'm gonna just throw out a little warning for you guys.
Versus talking about stock in general to say: "We will bill you the cost of the stock, plus a small mark up, let's say 15%, plus I'm gonna block out an amount of time.
" So I estimate it's going to take me about 6 hours to find stock.
What people don't realize is that we can find really great stock photography for not a lot of money but you have to filter out thousands of images.
And so what they see is the end result of that filter.
Right? And you don't account for that.
So at a different episode I'm gonna do on my own: How to manage a website and a digital project for smaller size practices.
Anyways, let's go on to motion graphics.
To me I consider this part, the finishes, the look and the feel.
Okay, because a lot of things can be done here that affect the cost.
Is it flat? This relates back to the style.
Meaning: Is it graphic, not a lot of shading, flat colors, okay? JOSE: Is that because it's cheaper? Would it be cheaper to animate, yeah? CHRIS: It's cheaper.
Yeah, because I can download these things.
I can draw them.
I don't need a specialist to do all these things.
I can build everything in Illustrator and use after effects to animate everything, and they're beautiful.
JOSE: I always like flat in the web's realm.
CHRIS: Well, it's still very trendy right now.
JOSE: It's very trendy, but I liked it because it was easy to do.
CHRIS: It's easy to do.
And it's really clean.
It's really clean and a lot of people like that aesthetic.
On the opposite end of that is: Is it photoreal? Because you will pay for photoreal.
Okay, there's a level when the human eye can't distinguish whether or not it's CG created, like a computer generated image or if it's real.
That little extra bit of polish, you spend a lot of time and a lot of money.
It's difficult to do that these days.
Anyways, so the other things can be: The story is told, but they want to do stop motion.
And you guys know.
Stop motion is a very labor intensive thing.
I think it took over 3 years for Laika house to do the Box Trolls.
Because they have to literally change every component every frame.
JOSE: But they make Grommet and-- CHRIS: Wallace and Gromit? No, that's a different studio.
But anyways, are there simulations that you have to run.
Like particle simulations.
Are you gonna have to show something--Is there gonna be a destructive thing? Like is the house gonna blow up? Those simulations require a lot of processing power and you need specialists to do that.
Or is it a hybrid approach which is generally more of the case.
it's not one particular approach, it's a couple of these things.
CHRIS: Okay? So, last thing we're gonna talk about is time.
And time we share a slide because it's the same no matter what you're doing.
Whatever field you're in.
Time: It's gonna look something like this.
So there's a line here.
So in the middle is the perfect balance, right? So on the left, it's a rush job.
They need it yesterday, and you have to work weekends, long hours, and you have to ramp up the team and you have to kind of build of for that.
It's gonna cost more.
So if you don't have time it's gonna cost you more money.
JOSE: Yeah, I mean the big thing is: Do you want it fast, good or cheap? Speed, quality or cost.
You choose two of those.
You can't choose all 3.
And so sometimes the clients will say: "Deliver it whenever you want.
Just fit it within your schedule," And sometimes there are cost savings there, but I wanna warn you about this, too.
Those projects with an undefined timeline can drag on and you'll soon realize you're spending a lot of hours working on something.
JOSE: So those are all really big factors.
So to wrap up, let's use the dorktionary as our final thoughts.
So let's just bullet, like run and gun the definitions.
CHRIS: So #Dorktionary guys.
Tell us if you like the title.
Okay, so here are the terms we used today.
JOSE: So bid, which is actually more around the estimation of time and money.
CHRIS: Time and money.
JOSE: Proposal, which is a larger aggregate of having time, money, approach, and examples of your work, and of who you are as a vendor, as an agency.
CHRIS: It's a more corporate document.
It does do a little selling and remember it's for a lot of different stakeholders to look at.
So it needs to tell your story and your approach.
JOSE: It's a narrative, too.
Let me talk about the pitch.
The pitch requires you to do creative work and sometimes you get a little bit of money, sometimes you get a lot.
But more often than not, at least in the motion world, you get zero dollars.
But it's worth it if the price tag and the profit is there.
JOSE: And you can get paid to pitch.
I've gotten paid to pitch.
CHRIS: I have too.
JOSE: So contract is really, ultimately the agreement between you and the client as to-- CHRIS: It's formalizing it.
JOSE: Formalizing what you did in the proposal or in the pitch or in the bid.
SOW is what we use, called a statement of work.
And MSA is a master services agreement.
I'll put a link below to our contracts episode which walks you through an SOW and-- CHRIS: And the 'PIMP-CIPAL' is a principal of an agency that kills it like a pimp.
JOSE: Yes, and that's what you do.
You're basically pimping and hoeing resources.
(laughter) JOSE: You are! If you're an agency principal, you are a pimp.
CHRIS: We get, we get it.
We get it! JOSE: Okay.
If you need any more help, post--Go ahead, Chris.
CHRIS: We need your help actually to post something from this episode on twitter or Instagram.
The hashtag is #TheProcess and you can mention @theSkoolRocks JOSE: Look I'll sweeten it, I'll sweeten it.
CHRIS: Hold on.
We wanna do this because people that find value in what we do always wonder why our audience is bigger because we need your help in getting the word out there.
Share it, post it.
Let's wrap it up, Jose.
JOSE: Well, I'm gonna say this, real quick.
We'll choose one--We got the new Skool stickers--We'll choose one person.
CHRIS: You want an oreo cookie? A giant cookie? JOSE: We'll send you a pack of stickers.
A few stickers.
I'm gonna choose one person out of all the people that post to send them some stickers.
CHRIS: #PIMPCIPAL? How are you gonna find-- NICOLE: #TheProcess JOSE: Oh #TheProcess CHRIS: That makes sense.
JOSE: Using #TheProcess on Instagram or on Twitter or on Facebook, we'll find one person and give this to you.
NICOLE: You can also post any comments or questions down in this episode in the.
CHRIS: Comments section.
JOSE: Comments below, and share the damn thing, and like it, and all those kind of things.
We've learned a bunch of things in the last, I don't know, 2 months of producing the show with Boyce's help.
JOSE: It feels like 5 years.
CHRIS: Getting structure and I think this is the end result of some of that.
Hopefully, you guys like the format the way we're doing things now.
We're trying to be much more succinct, lucid.
But, having a good time.
JOSE: But we're also still trying to keep it light.
CHRIS AND JOSE: Keep it liiiiiiiight.
CHRIS: Alright, whatever.
JOSE: Keep it pimpcipal.
CHRIS: Alright, it's embarrassing.
When we embarrass Nicole I think we're doing a good job.
Her nervousness like you said, like she's her grandma.
If we make her nervous, we're doing the right things.
Guys, Thanks so much! See you next time.
And we'll be back.
(laughter) I don't have an ending.
See you next time you guys! JOSE: Why do you need an ending? There you go that's a good ending.
(clapping) (laughter) CHRIS: You didn't get my David Letterman thing! [inaudible converstaion].
Marketing Agency: The TRUTH About Running An Agency (2019)
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.