The Kollege Podcast
Building a Business - The Journey | Kollege Value Call 15
What you're about to listen to is an experiment. After selling his e-learning company, college founder Blake Lorange decided to host a $50,000 per year mastermind. But instead of charging, he did it for free. Anybody could show up. I mean literally anybody could show up and ask any question they wanted, and Blake would show up and help them for free. What happened after that was insane. Some of the best entrepreneurs showed up asked questions tons of value was created, and what you're about to hear is a recording of that. He's being doing it for a year for free, and he's still doing it, and you can check out the link in the description if you want to join the conversation. How's everybody doing? Doing well? Cool. Nice. Let's kick things off. Yeah, maybe I can ask. So I'm now starting with the VSL, and what's the structure that you suggest, like you start with the pain points of the ideal client, right? Maybe if you can give like the free main points that should be included in the VSL. The question is, what are the three main points included like in the VSL, is that right? Yeah. I see. Well, that assumes that there are three main points in a VSL. So what are you referring to? Um, like the structure of it, like what you should start with, I guess, like the usual model is like you start with the pain points of the ideal client, and then where they want to be, and then how you're different, or how you can, how your mechanism is different or unique. Is that kind of how it is, would you suggest? Hmm. I wouldn't suggest that there's like one way to do it, to be honest with you. Okay. Yeah. Honestly, that's the honest answer. Like to say like, here's the way to do a VSL probably wouldn't help or serve you. I think that the better way to go about it is to describe like the main problem in what you're facing right now and your pain point and your thing that you're struggling with. And then asking a question around that and then solving it with some sort of solution that could be much more creative or more helpful for you. You know what I mean? Yeah. Yeah. That's kind of like a jujitsu answer. I get that. But it's probably the most helpful to be honest. Sure. So my important point is, so I've just started actually just like having an article. And yeah, I just want to kind of have a structure so I know what I'm doing. So like a kind of guideline. Uh, what, what problem is it? Is this VSL solving? Um, what problem is it solving? It's, um, it's telling people about a group coaching offer that I'm creating. And it's making them see if they are right fit for it and making them see the value of it. Okay. Who's them, like, who are you sending this to or what traffic are you running through this? Um, and so it's mostly people from my meetups who came to my meditation meetups in person. Okay. Okay, guys, so they go to a meditation meetup in person and they're more, they're interested in, like, what are they interested in? What are you, um, what are you saying to them currently? So I mean, currently I only have to one to one coaching, um, that they can buy. And now I'm switching to want to switch to group coaching. So I can have more people and they're looking for a piece of mind, like emotional healing. And they want to be guided by someone who have experienced in the process because they usually feel they're stuck in it. And they don't know why they're stuck on. And are they, they're all in person people? These are in person meetups that you're taking that, these people and pushing them to something else. Um, yeah, so usually I meet them in person. But then we actually continue often the coaching online. And so what I'm, what I'm actually planning to do now is, um, that we're going to have a group that meets here in person, but people can also join in via zoom. So it's both online and in person and then we together participate in a zoom call and they can see the clients from all over the world and so it's both at once. Okay. How are you going to get those clients from all over the world and not the people in person? Um, it's because, you know, here in Lisbon, there are many digital nomads. So they don't actually live here their own year part time or something. And so I want that they can still participate even when they're when they're not here physically. So there are people that you do know in person, but they just travel. Yeah. It's okay. I see. So there's still people that you find in person. Yeah. Okay. Got it. So the goal is trying to get the people that you are meeting in person to switch to a group model as opposed to one on one, right? Exactly. Yeah. Okay. Got it. So if that's the case, then you don't need a VSL, right? Um, yeah, I mean, I haven't done used it so far for my one to one sessions. Yeah, because think about what a VSL is solving, like what problem is that solving? Have you thought about that? Not really, um, not, I mean, it provides like a loss of person to get to know me better and what I'm doing and, and they can receive some value, some clarity. Yeah. Yeah, but who is that person that's watching it? I mean, ideally my idea declined. And where are they coming from, um, from the meetup? So I should, yeah, I should do it maybe at the meetup instead, like at the end of the meetup. It's okay to not know the solution here, but, but like let's think about what a VSL is trying to solve, right? So I guess I can kind of skip to it. You think about your ideal client and why a VSL would solve a particular problem. The particular problem that the VSL is solving is you're taking somebody who isn't in person and who you've never met before and they're cold, right? They're on, they're on the interweb somewhere. They don't know you in person, they'll never know you in person because they live in Spain or they live in Portugal or they live in New York City or whatever. So it's getting those people who are cold to be converted into your sort of method and, and way of doing things. So it's bringing people that are very far away from you close to you. That's what a VSL does. Yeah. So if you're solving a problem like my main problem is I don't have enough calls booked for my, you know, leverage group consulting model offer, then it's like, okay, we'll time to spend some more money on ads. If the main problem is I have so many people that I'm advertising to that I don't know that are really bad calls and they don't understand the process, then it's like, okay, let's implement a VSL. You see, like you have to get really clear on what problem it is you're solving as opposed to like, I need to know like what the best framework for a VSL is, you know, it's like, well, why, you know, let's get to the bottom of that. Yeah. Yeah. So I have in my meetup group, there are 1,100 members. And so I have a lot of people who maybe they just came to, to one meetup or something, but then I haven't seen them for some time or maybe they're now in a, not a country. So I feel like I need something to kind of warm them up or make them excited about it. No doubt, it's not that you shouldn't do a VSL, it's just, let's get clear on the problem that we're solving and then make something that, a solution that solves your problem. You know, so got it, so you have 1,100 meet people in a meetup, like they all meet up at one place together and it's 1,000 people in this group. So there's like 15 people or something who come each week in person, but that's it. So what did you mean by 1,000 people? It's like they're subscribed, so they always see when there's a new meetup happening and I have their contact details, so I can contact them on the platform. And now they're actually also coming on my email list. Got it. So it's an email list. Yeah, not everyone. I think I only have around 300 people on the email list because you need to upgrade in order to get to their email, but I can still contact them on their platform. I can send them a direct message. Which platform is this? Meetup.com. Oh, okay. And you have 1,000 people on this meetup app. Yeah, and I could send them a direct message if I want to, and I could see that. Okay, got it. And 100% of the people on that meetup list have come to your in person thing. Probably not 100%, but 80% I would say. Okay, cool. So you want to re-engage that meetup list and have them join your new group thing, hybrid in person, hybrid online. Exactly. Yeah. Got it. How much is it? Um, 200 per month. Okay. So then making like a VSL with like these frameworks would be so tone deaf for this situation, right? What would be better is to, yeah, make a video for sure. But gear it towards this asset list. So this whole like idea of like what's a good VSL or whatever, it, it just depends. So if you're creating one and you plan to use it for cracking cold, then that's one story, right? If you're planning on using it for some sort of like partnership with some other audience, that's another thing. If it's your own list, that's another thing. So you don't want to like make a VSL that'll work for cold, right out the gate, and then just like put that into your meetup list because it'll, it'll just be totally missing what it is that they're feeling. You know what I mean? You kind of want to build it from the ground up. So I was talking about this the other day with somebody, it's, there's like, there's like cold, warm and hot marketing, and then there's cold, warm, and hot audiences. And there's this combination of all these things. So if you do warm or hot marketing to a warmer hot audience, then it'll feel like you're speaking directly to them, right? You see what I mean. So, and if you do cold, if you do warm or hot, you know, marketing to a cold market, it'll feel like totally tone deaf or vice versa. If you do cold marketing to a hot market, it's, it just feels weird. So a good example of this is if I were to basically make cold marketing something like, I'm making this to scale Facebook ads to anybody on the street who's interested in participating in online education or something. That type of marketing is cold, but say I made that VSL and that marketing, and then I sent it to like you guys, you would, you would be observing me, not connecting with me. You're like, Oh, interesting. I'm seeing what he's doing. And then trying to reverse engineer it and say, Oh, maybe I should do that. You know, it would be, I wouldn't be connecting with you. Yeah. So it, the same works the other way. If I just made like, if I just start like, make a loom video, super simple being like, Hey guys, really cool seeing you guys on the call on Wednesday. You know, a couple of you guys had really good questions. I just thought I'd make a little training for you guys. If you have any more questions, like just DM me. And then I put Facebook ads on that, that would be tone deaf. Yeah. You see? Yeah, that makes sense. So you want to eventually strike a balance where every asset you make, asset being the, let me reword that it's not necessarily asset. It's more the demonstration mechanism. So that would be like a VSL every VSL or demonstration mechanism. You eventually want to get to the place where you make one and it, it, it basically targets everybody and then you just change the top of funnel, you know, messaging. But the mechanism works for everybody. That's eventually where you want to get to, but coming out the gate and saying, this is my VSL and it's going to work for everybody is you're missing out on a lot of opportunity. So for you, it's most likely, man, it's going to be a video that's super low production. If you want to call it that low quality, not quality because that's just, it's a bad connotation. Not hyped up high produced type thing. It'll be a very simple video explaining what it is that you're doing and inviting your meet up people to join you on this thing you're doing. It's actually going to be a lot easier for you. Now, how much time I saved you is now you don't have to go like, you know, are you struggling with crippling anxiety and have, you know, thought about this and it's, it's like, yes, they are because they're on your list. So we don't need to talk, we don't need to tell them that they're warm. I don't know, you can just go like, you can use your intuition now and just go, hey, so I do these meet ups in person and if you're receiving this video, it's because you've been to one of these or maybe you've heard about it. So I've been doing these things in person, you just kind of show what it is, maybe show pictures and then you go, so many people needed my help and I want to make sure I service all you guys, we're doing this very new, exciting thing where we go and we do it hybrid. So it's in person and virtual and I want to see if it's going to work. I've never done this before, you're just honest, right? You know, I want to see if it's going to work and we already have like paying clients who do this and hear some amazing sort of transformation that they get, but I just figured why only settle for in person, why not be able to help everybody? So if the next one is happening, you know, April 15th, in order to go to that one in every other one virtually and in person, you know, I want to invite you to it. Click this link and then like, that is your VSL, you know, and then that takes care of your problem. And then when you're ready for a new problem, you can make a new solution, but don't try to make like a future solution to solve a current problem. Yeah, that makes a lot of sense, yeah, it makes it so much easier. I mean, I'm thinking of like launching like a beta group of like people that I already know like personally and first inviting them so I can make it even more personal and warm and yeah, that's great. Yeah, that's a good idea, man. Think about what I did with college, right? It's I could have made and I did a very silly expensive VSL. But that served its purpose for the first iteration, right? I could have just done that again and made like a cold marketing thing to a very hot audience. Imagine how psycho that would have felt to you guys. You know what I mean? Yeah. I just made a post months ago and was like, I'm just looking for 10 folks to like help stress test this thing with me. You know, it's not built. You want to you want to help me, you want to join, it'll be a lot more later. Just hit me up on DM here. I didn't send out an email. I didn't do ads. I didn't make a VSL. So that was a perfect example. I don't want to make myself out to be a hero. That was a good example of of warm or hot, you know, marketing with a warmer hot audience. It's just being in tune with those two things for that place and time. Yeah. That's so helpful, thank you. I just would hate for you to make some crazy VSL that's going to waste your time, bro. Yeah, yeah. Do you feel like you have all the tools or you feel empowered to make something now or do you want to kind of think through it some more? Yeah, it sounds really good. I think I'm going to create something super simple and just have it like limited to a few people at first, you know, maybe just let in like 20 people and say, you know, and give them special price and make it happen and then later create a new version for the larger meetup group. Yeah. Yeah. I think I'm good now. I can work on it and then maybe I can post it in the, yeah, that'd be cool. Yeah, it's like show versus tell limit versus full, low production versus high production. This is cool because now you can make something that you can lean into with your intuition as opposed to try to like put yourself to a framework that isn't going to feel right to you, you know, mm hmm. That's hard to do. Yeah. Awesome. Thank you. You got it, man. Yeah. Usually those types of VSLs, they're it's only if it's lots and lots of quantity of cold, cold audience or like semi warm audience, you know, that makes sense. Mmm. Cool. Man. Excited for you. That's a fun transition. That's awesome. Yeah. Um, Mark, you said you want to go around to with your VSL? Now we're on the topic of VSL as well. Okay. Cool. Let me get the link here for you. Okay, I sent it. Okay. Cool. So I have kind of changed. So basically what I'm looking at now is I've redone everything. And basically the yellow stuff underneath is kind of all of that is improv that you did when we talked and I typed it all out. And so I thought I would have that there just in case as we go through the new stuff that I've written, you feel like you want to compare to what you said last time to make sure that I didn't lose the essence of what you were trying to go for. But at this point, what I've, I guess, the middle one here, like beliefs mindset, that was my old industry problem thing. And I broke it out into these three different problems that you recommended. The pillars. I only had, we have to talk about that a little bit more, I guess, based on how you were recommending it. And then I've done this journey thing. I've rewritten the journey. I don't, these three things that I've made specifically, they don't necessarily flow into each other. And I think that there's probably a chance where two of them could be like maybe even the pillar, like your pillars and then the journey, like maybe those can be combined into one thing as like, I don't, I was just trying to write the way that you were telling or suggesting to write with this, this sexy language and what is my life going to be like and that stuff. So it's not cohesive, yeah, it's not, it's not flowing into each other yet. I was just trying to do use the right words. So that's my, that's my intro. Cool. So how can I help? Um, well, can we, I guess maybe let's, I guess we could start with the new intro and then just see if you think I'm, I'm hitting it the way that I'm supposed to be. I've removed the eye and the authority and started talking a lot more about them and their problems and, and motivations and stuff like that. So I just want to make sure that I'm, um, I'm doing it correctly. Or if I'm still missing the, the mark. Yep. Why do you want to make sure that you're doing it correctly? Because, uh, after talking with you last week, I realized that this, I've probably never, ever written actual sales copy before, because the way that you explained it, I was like, Oh, I've never written like this before. So, um, I just, you know, I don't know, I, I appreciate the reassurance from a, an expert, I guess, or a master in, in this case. So interesting. So the reason is because you want kind of the reassurance of an expert. Yeah. Yeah. Like, you know, it's, it's kind of like, um, how did I say this? Like, if I'm, uh, if I'm trying to test for my yellow belt and I've been a white belt up until now, it would be good to have someone be like, okay, you're, you've accomplished what I told you to try to accomplish or something like that. That's all. I got, you know, maybe I did it wrong, you know, yeah, I got it. Yeah. Yeah, it's a tension between what to think and how to think, huh? I'm learning. I'm, I'm, it was, yeah, talking last week was really, really insightful about the one line that I picked out most from like, from how long we talked at one point when we were talking about the journey, you said, man, I want to know what my life is going to be like, and that line has stayed with me since, since, and, uh, that's like the sentence that I, okay, now I know what I'm trying to do here. Oh, cool. So let's see if I achieved it. It was, what is my life going to be like that, that changed everything. So. Mm. Yeah. Let's get into it. I remember before we do, I remember when I was doing, you know, this was a hundred years ago, what I was doing, Q and A calls with the music production offer. And you know, there was like, you know, 50 people on the call or something. And it wasn't as awesome as this. It was, you know, everybody wait in line, you know, there's no camera. It's just a phone and I unmute you and you guys, it's the question beforehand, pop up up, you know, and we needed to move things along nicely. But I also really wanted to help and coach and mentor, right? It was always a tension. It came down to the content. I promise the story will land with what is you're saying, but it came down to the content that I provided basically took care of everything. So then why are these folks on the call and it ultimately, sure, there were some moments where it was like, okay, this is a specific problem that we need to deal with. But generally speaking, it was boiled down into two reasons why they were on the call, whether they do or not. It was, I just want some assurance that I'm doing it correctly, or getting down to the bottom of things and realizing that was the wrong question to ask. It's always came down to those two things. So this would be in the category of, you want assurance that it feels good, right? Yes. Yes. So I'm very familiar with this. So what I'm trying to do is I'm trying to teach you how to fish, right? So that's much more important to me as opposed to like, let me get the okay and then I'm going to kind of go, right? So the way that this looked in the music production offer was some, dude, it was always the same. It was, hey, I have a song that I want you to listen to and I just want to get your thoughts, which isn't a question, right? It's just boom. So I would always have to go, okay, why do you want to get my thoughts? And then it always came down to those two things. Well, it's just, and then they explain this problem and it's like, okay, great. So you don't know you need to listen to the song. We need to talk about something else. Or it was, I literally just want to get your okay. And the next question was, well, why do you want to get my okay, right? So I was bottlenecking them from progressing because everything that they did, I needed to sort of be the expert of the hero to get them along the journey so that they felt assured through it, you know? And what was more helpful for them was to ask, why do you want to get my like sign off? And that answer was always the best. It was either, well, I'm just about to release it and I've never done this before and I feel really nervous, you know, release it being like the song. Or I've just never felt confident in what I'm doing or, you know, the client's asking me and they've already paid me and, you know, and I just want to make sure I can send it back with full confidence. You know, all of those reasons was the gold, you know, now I know how to answer. You see? So if I knew those things, those underlining motivations, then we can actually talk to those things and like address them and solve things that it'll feel much more helpful. So okay, that's the longest story ever. But what I'm getting at is like, what we have is here's my intro, you know, here's everything I'm saying. Okay, how can I help? Well, I just want to make sure that like I got your thumbs up. Okay, why do you want my thumbs up? Because I've never actually written sales letters before. And it makes you feel what uncomfortable or you're unsure what to do next. Like tell me more about that. And that way, I know how to tailor my response to help you not be bottlenecked again. Yeah, I'm just, I don't know, like, does that make sense? Yeah, oh, it absolutely makes sense. Yes, I am just, you know, it's like, well, he told me to do all of his work. And so I went and did it. And now I just want to make sure that I like I understood the concepts correctly and that I'm kind of now that now I can go off on my own. And I've I've I've acquired the new skill set or the new tool or, you know, like that I'm using it properly, I guess that's, you know, because maybe I'm not, right? That's my biggest journey in college has been so far has been relearning a lot of stuff that I thought I knew. And so I'm just not, I'm not going to pretend that I know what I'm doing right now. Totally man. Now we're getting somewhere. So this new skill that you're acquiring, that you want to make sure that you've checked off, you graduated from yellow belt to orange belt. Or in my case, it was yellow belt to one black stripe on the yellow belt. And that's writing a VSL, I want to make sure that I can do that and I can move on. That's the skill that we're acquiring, but there's another skill here that's even more powerful, which is knowing what to do next. You want to make sure that you acquire the skill of knowing what to do next when you are done with a task. Are you aware of that? I want to know what to do next after them. Yeah. Yeah. And that's a skill that you should acquire. Okay. Right. Because this is easy. Writing VSL is easy when we think about these other problems. It's easy for me to say, I've done it before, you know, that's, I don't mean to be flipping about that, but, but you're at a really good spot, man, where you've, you've made lots of money doing this before. And so this is just like fine tuning some skill sets. But the thing that the skillset you need to learn to go to, you know, brown belt, black belt isn't like, Hey, move, you know, move your hand back this way, this way. It's intuitively knowing like what to do next when, when something happens. It's much more yin and yang, right? So this is the skill set that we want to start massaging, knowing what to do next. It's like, the expert gave you all of the information. You went ahead and did it. And then you go, okay, did I do it right? The answer is probably yes. I need to look at it. But how do we get out of the mode of like expert execution, expert, execution, expert execution? Because one day there will be no expert. Yes. You see? And it's like, I got to go find another expert. So I want you to look at me not necessarily as just an expert, but as, um, as like somebody who has principles or maybe even wisdom that could help you be more intuitive on your own, instead of relying on expertise, how does that sound? Does it resonate? Not really. Yeah. Yeah. I think that that's absolutely the goal for sure. Yeah. Mm. Yeah. So assuming that this feels good to you, what would you do next? Well, the, the, the one problem that I'm running into is that I think that the green pillars and the journey are probably speaking to the same thing now. And so yeah, it would just be a matter of combining those two or picking whichever one's better or figuring out if there's like duplicates or whatever. Yeah, that's, yeah, these two things, I have a feeling they're, they're, they're probably saying the same thing twice, but I was just right as, as just more like writing isn't sure as an exercise to figure out this, this sexy way of talking. Totally. So what's cool about this is you're learning somebody else's song basically. Yep. The only reason to learn a song is so that you can make it your own, right? You learn the song and then you break the rules. You can't break the rules unless you learn the song. So you've learned the song. Now what rule are you going to break? Well, at that point, I think I, like, if I'm going to figure that out, then I just need to like read this more and spend a little bit more time on it and figure out where it needs like how it feels is overall. Well, we're touching on it. It's you feel deeply that this and this, they're redundant. That's something that your intuition is telling you. Is that fair to say? Yes. It's a very, that's a lot of intuition and not as much concrete. I know for sure, because I've got it. Yes. Now we're getting somewhere. So it's a lot of intuition, not a lot of concrete. So basically what you're saying is it's trusting myself, not trusting somebody who's an expert and I don't know if I trust myself. So I want to make sure that I get an expert to sort of sign off on this. Is that kind of fair to say? Yeah, yeah. I think part of it is just I just didn't have enough time. Like I wanted to synthesize this a little bit more before talking to you, but I ran into some other tech problems I had to deal with before I was able to do this. So yeah, that's, that's, yeah. And I don't mean to be overly obtuse here. It's fine. This is truly trying to help you as much as possible. Like, this is such a fun opportunity for you to have a breakthrough in how you think about this. It's very, very cool. Because what you've done is basically, I just really wanted to get something so I could show you so that I can be a highly leveraged conversation so I can go back and, and kind of execute again, which is smart, very smart. However, I'm here to tell you that, that I don't need to just be an expert in your life. And just to, to help you and give you principles and wisdom so that you can start trusting your intuition more, you see, yeah, that's more important. So let's go down that road. Notice I haven't zoomed in. I haven't read any of this. I know it's killing me. I don't want to listen to the song. I just want to talk about the song because it's funny, man, they would, you know, with this music production offer. They would send me songs and my, my ear was so tuned. I could, within two seconds, I could figure out what was wrong with it. But then that would just be bottlenecking them. Here's what's wrong with it. Go back and fix it. Okay. Sounds good. They'd fix it and they come back and be like, I just want to, and it would just be boom, boom, boom, boom, boom, boom. And it's reached the limitations of what they were able to do. And I enjoy doing it and I can give them the answers. So it felt silly to not do that, but it wasn't until I said, okay, why are you asking this? It makes you feel like you need to check with me. If I wasn't alive, what would you do, you know, and it's like basically just trusting like their own intuition over my expertise. And I just needed to reassure them that like you have all the principles and tools to start going on the edge of feeling your intuition out. You know, I was talking with somebody about this yesterday is there's something really empowering about being a true pioneer. A pioneer does not stand on the shoulders of expertise. They're experimenting along the way, which means that they have to trust themselves. Yeah. And other pioneers don't share tactics. They share principles. And dude, you're a pioneer. So let's not talk about tactics. Like you've got the skill, you've, you've, you've got the sexy language, right? You've dialed it in. You're experimenting with it. You've acquired that skill. So let's move to the next skill, which is knowing what to do next. I need to resist saying like, yes, looks good. This changed this. You know, I need to resist being the expert here and lean much more into like trying to help you lean into your intuition. Okay. So what your intuition is telling you, which in your own words, it's a lot of intuition, almost all intuition, no sort of experience or expertise. Your intuition is telling you is that this and this is redundant. Just for sake of clarity. Is that fair to say? Yeah. Yeah. Okay. Cool. So what would you do knowing that it's redundant, you know, breaking the rules, leaning only into your intuition? Oh, I would, I would look at, um, I would compare both of them, see where there's see if there actually is repetition and then probably take the best from both and put into, into one thing, um, you know, that's your next thing. Yeah. So whether or not I agree with that, that's your next thing because that's what your intuition is telling you, you see. So now you can ask me, Hey, I'm thinking about combining these two things because they're redundant. Is there any downside for breaking the rules and doing something like that because that's what my intuition is telling me? No, that's the question to ask me though. Okay. You see? You see how much more helpful and powerful that is? Yeah, I probably wouldn't think to ask that type of a question, but yes, yeah, but this is what's so cool is you're a real guru at this and you're a real master, dude. Like you have to know that you really are. You're smarter than you think and you have more experience than you realize. And the difference between like a real, you know, a player and somebody who's like, you know, really on the cutting edge of pioneer, you know, pioneering something and somebody who may be just starting out or something is the types of questions they ask. Because that means that they're so in tune with, with what needs to happen that they know if they put a dollar in, they're going to get 10 back. You know what I mean? So if you put the right dollar and you're going to get a lot back, right? And you have all these really intuitive questions that you could put in and it wouldn't move the needle so much faster. Yeah, it's the reason why like in most column masterminds or higher priced back end offers, et cetera, why there's little to no content is because these people are bringing businesses with correct questions and they get a massive return. So they fine tune the art of asking the right questions. And that's really how to move the needle forward. Is that making sense? Yes. Okay. Cool. Yeah, I hope I'm not like coming down you. I'm just, you know, you never are like, you never do it. You're fine. You're always fine. It's you're at, you're at the precipice of really discovering something cool here about yourself and about your experience. And I sense that one of your biggest bottlenecks is not execution. It's assurance that the execution is correct. Yeah. Yeah. Yeah. Well, like, you know, you and I have talked more already than I ever have with anybody in my entire career, right, like I was always in the, the lower tier product that didn't get to talk to the, the person that, you know, like, when I just never had that. So now I'm like, I can talk to somebody like, wow, this is, this is great. So that's, but if I need to move beyond that, then fine. No, that's great. So what's cool with like real, I don't even want to call them experts, but people who kind of operated that frequency is they're always listening for like, why did they ask that? Is that the right question to ask what playing field are they on? And so once you can tap into that, then we can move really fast. Yeah. It's like if somebody jumped on here and they had, you know, 50 years of experience being a dentist or something and they're like, you know, I want to pivot into online education. We can move really fast with the questions they're asking or, you know, Hey, Blake, I'm making $500,000 a month with my info product. I had a question about this one thing. We can move really fast because they've identified what that one question is. And you can see I sometimes that happens. Somebody to jump on here, they're making a million dollars a month. And we sort of interact. And it's like, damn, we went fast because there's all these, the right questions are being asked and we can get far with that. And you're right at that breaking point. You really are. So I think what we've done is we've identified that your intuition is very good and that your bottleneck is not execution, but making sure that you have assurance from somebody who's a real expert. So then the question becomes, how do you eliminate experts in your life to lean more into your intuition? That's really like, that's a huge shift. Because once you unpack that, then all of this, like all of these little questions you have about this are completely solved. You see how it's the ultimate form of leverage? Yeah. Yeah. Yeah. So I'm just trying to encourage you as you've, you've identified it. So what you said was these pillars, yeah, it's, this is my song. This is your song. You've learned how to sing my song. Now go sing it in your key and change it. So it feels right for you, right? That principle is going to, is going to pay dividends for you, knowing how to take somebody's expertise and say, you know what, I can take what I want out of this and I'm going to make my own thing out of it, you know, let's take a look. These are my pillars. Okay. I actually saw them as well. I remember this, a real business model. The third one I'm kind of stuck on based on what you came up with, because I don't really, I don't really, I can't even imagine what that would be like, you know, I was thinking about it and just like the idea, like, well, we've, we're getting people to now run these workshops and make money and be successful and all that. But like what happens when they're kind of doing that on autopilot, I, I don't know. Where's the transformation that you had on here before? That would have, yeah, over in the old section with the green, I'll move it so that it's. This wasn't the transformation though. This was, that was my explanation of, of the yoga style, the, the transformation. Didn't you have like another thing that was transformation or something? No? Okay. No, this three phases is kind of like your, your three, the journey or whatever. Yeah. To me, the transformation is like those nine points. Yes. What are those nine points? Well, I can, that's not in here. I can go get that. Let's take a look at those. Because your three phases is just the nine points, right? Okay. Right. Three phases is. Yes. Cool. Okay. Here I've got the, I'll just copy and paste it. Cool. Put that underneath there. That's kind of the, yeah, then. Okay. So we're going to take these phase three, the educator and we're going to say that seven eight and nine is under phase three, right? Yeah. Yes. So these are future problems. Okay. So learning, so basically having all of the, all of the support assets training in order to confidently run these workshops, retreats, and corporate events. And having all of the support resources and assets to promote this every single month is basically the third pillar. That's like the end game. Yeah. Yeah. And that's kind of how I was thinking about it, like it, like what happens after that? Like I don't, I'm drawn blanks. No, that's it though. Okay. Because these people like, they can't imagine now that they are running successful workshops and promoting them. Yes. But what you're saying is you're assuming that those are already in place and that you will have the support and assets to consistently run them without any fear or without any uncertainty. That's a future problem that they don't understand now. That's all you need. I kind of made an extreme example just to make a point. It was, you know, you have so much thing money, don't know what to do with it. I was kind of making a point is, wait, the problem is that I have too much money. You know, that's kind of what you want to get at. So this phase three, or this pillar three is literally so it should be like, so then this, sorry, back to this, oh, you can't actually see when I highlight text. Yeah, I can. But here's the here's your point exactly is it already here? Yes. Exactly. Yeah. Yeah. So. Yeah, you have it. Yeah. Yeah. So just take, take the best out of this. Yeah. Put it in here. Take out the worst out of this and then you just have one thing. Yeah. Okay. I guess I'm learning to like that the initial green one from last week where I was explaining like it's a yoga practice. It's a movement system. It's a body like that I had like built that up in my mind for months and months that like the clarity and like it took me a long time to get to that clear. And so to just like toss it all away, I guess, but that's probably the main thing I'm dealing with. Yeah. So, yeah. Yeah. But okay. Flex, that's what a pioneer is though is like being flexible instead of being fixated on one thing. Yeah. Yeah. It allows you to see other solutions. Yeah. I got to plug my computer in. Yeah. So, I think it's like you're doing a great job. Whatever you do. Don't use my language. Use your language. Just take the principles of what I'm saying, lean into more of your intuition, less of my expertise, take the principles of what I'm saying and apply it to your own version of a task as opposed to listen to like the action items or the tasks that I'm saying. Combine these things and you'll entrust yourself. Okay. I'm trying. When is this launching? Well, as soon as possible is always the goal, right? Well, like you have to define when that is. So like on April 3rd, I'm launching our version of incubator, right? Yeah. I have nothing done for that. Wild. So what you do is you pick a date first and then you work towards that date instead of like, I got to make this perfect and then I'm going to launch. Yeah. Yeah. Okay. Yeah. Well. So when is this launching? I guess we could say how many more we need to work on this. Well, it's not just me, like Denise has got to get comfortable speaking it and then we got to shoot it. Yep. And then I would have to like edit it. Yep. How long does all that take? Well, I'm so bad at that. And I'll say like the third, if I would love to do in the second week of April, I doubt that that would be able to happen. What are you so bad at? So estimating how long things are going to take me to make. I'm always like, oh, yeah, I'll have this done in a week. And it's like, no, it's two weeks. It's like it, I, I, that's one of the reasons why I never ended up getting into like the war map and all of these plans and stuff, because I just couldn't create the, I couldn't hit the quality in the, in the time as I was just developing skills. See, that's the thing. That's the thing. That's the thing. I was talking to Clint about this today, because he's like, we hired him to like help out with the content stuff, you know? And it reminded me of my time in the studio, all of my, again, all of my references are going to be music. For me, my time in the studio, I'll literally read it to you, man. And this is the same thing I'll have say to you is, this is what I said. We got into like storytelling about studio stuff. I said quote, I remember I would set up the entire studio perfectly and spend all the time in the world getting it sounding right. I'm talking full band in one room, 36 live channels, recording EQ and compression on the way and not waiting till later, committing to it, right? We spent the full day setting it up and getting the sound right, then the rest of the week, we just hit record and then go. It was amazing. The time spent setting up was worth it, so we could just focus on production. Then I worked with some real pros, Kanye, cheap trick, POD, Hanson, Beach Boys, and I got my ass kicked. I kept telling them once we get everything dialed. I promise we can get cranking. They were not having it. I realized what separated great engineers from amazing engineers was working at a pace of the artist and saying no to my system and finding an alternative solution. I had this amazing hi-hat snare thing that I did with the mics and I didn't have time to set it up because POD was ready to go. They wanted to use their own microphones on their cabinets. They sounded like garbage, but that's what they wanted, so I used their mics. I wanted to isolate the bass amp. They wanted it right next to the room mics. You know how bad that is because of the bleed. I just rolled with it. Totally broke my system, but we got the record done in the way they wanted and they trusted not that I had a way of doing things, but that I was excellent even though they were throwing wrenches at me. So the same is true for you is that the reason why the planning thing couldn't happen was you would set a date and the quality wouldn't be there to reach that goal is what you said. Yeah. Yeah, I had to put a full stack bass amp next to the room mics on a record that was going to be heard by millions of people. If they just listened to me and isolated it, it would sound better and they had to trust me, but I didn't have an option. So there's something about doing things wrong or doing things that don't make sense or don't fit into your system and you'll be, quote, sacrificing quality. There's something really disabling about that. So it's cool. It's like you introduced a timeline and then you sacrifice quality and it's like, well, that sucks. You never want to sacrifice quality, right, but you start finding the main things to focus on with quality and then you focus on those things and those move the needle far far more. So the fact that the base amp was next to the room mics. That was so important because that was the only way the bass player could stand right there and feel what was going on in front of the kick drum. He really wanted that. The way that he would play would be two times better that way. And I would rather have that than an isolated base amp. I will figure out how I'm going to deal with those room mike bleeding. Like I'll figure that out. This is more important. So you start sacrificing quality, right? And you start realizing that there are other essential things that I could be focusing on and that these other things are actually just distractions. So May 1st, is that a good time to launch this? It better be before May 1st. Like, yeah, that's too long. I don't think it's going to take that. Like I said, yeah, I would definitely before May 1st, like I said, third week of April would make me feel like I actually hit a deadline for last time. Yeah. So third week of April it is, you know? And that means that like you will run into the problem that you've felt in the past, which is the quality won't be as good if you stick to that deadline, which means you have to sacrifice quality and focus on the only things that matter and push more volume into that, it's going to feel bad, it's going to feel uncomfortable. Yeah, yeah, but I also know like I'm, yeah, I can, at some point you got to make that jump, right? Like, so that's fine. Yeah. Yeah. You got this, man. Okay. Thank you. Thank you very much. When's the date? Sorry. Some third week of April? Yeah. Yeah. Yeah. Shoot it first. I can see what happens with Denise. No, no, no, you define the date. Yeah. Yeah. Okay. Yeah. Yeah. I guess. Okay. Well, we'll just do the 19th, I guess on a Wednesday, is that fine for everybody? It doesn't matter what date it is. It just has to be in the calendar. Okay. I'll put it in the calendar for the 19th. Otherwise, it won't ever be done. Or you'll be optimizing for what you think is quality when really you're missing all this gold. If you were to sacrifice quality and only focus on the things that matter. Yeah. It's a scary thing to hear as, well, I don't know, like beginner, intermediate or whatever, because when you're learning these things, it can be like, oh, if I sacrifice quality, then this isn't going to work, you know, because now, like it's not even going to be successful. Nobody's going to buy whatever, right? But I do hear what you're saying where you get it's once you're at a certain level. It's like, no, no, like you don't get, you have to jump out of the kiddie pool and just go. Right. So, right. Yeah. And if that's why I'm at then fine, we'll do it. You're growing, bro. With growth, feelings, painful. Yeah. Yeah. That's why that's called growing pains. Yeah. That's awesome. Okay. Put it in the calendar. 19th. Cool. Cool. All right. Thank you. Thank you. Yeah. You're the man. Good luck. Yeah. Thanks. Mm. Hey, Aaron and Paul Parsons. How are you going? Hey, I think you get to us today. There was quite a few people on your call. Well, you've, I don't think I've ever met you, right? Nope. You have it. Do you mind introducing yourself and like telling where you're from? Yeah. That'd be awesome. We're from Hawaii. Right. I miss Aaron. My husband is Paul. He's the technician, but he's getting ready for work. But it's early here, it's six, it's just seven now. So it's hard for us to get on the live call. Luckily Z has been known to go for six hours and just pop in late. I know. We watched a couple of recorded ones. So. Oh, fun. Yeah. It's great to have you. Thank you. We have another call in a little bit, so we will have to jump back off, but we wanted to come and say hi. Well, when's your call? It's we're going to have to jump off in like 20, 20 minutes. Okay. Yeah. You can either we can jump in a stuff now or if you want to do in the call and jump back. I'm fine with whatever. Yeah. We can, I can jump back on. Hall is going to be at the office, but I can just tell you, you know, probably super briefly what we're trying to do is actually really helpful to listen to your call with Mark last week. Awesome. And you covered it with him today too. We're in a similar vein. We're in the health and wellness industry. We have an orthopedic massage practice on Maui that we have convinced people they have to come in to see us. And now we want to convince them that they can see us online. Yep. That's so fun. Yeah. So we have a wait list and we basically have never done any marketing at all, but we just realized a few years ago that that's not going to make any sense. And so now we're trying to get into the online world. We did some courses. We made some courses, but we also did those backwards because we focused on what we wanted our people to do not on what they wanted, right? But what they needed. Yep. So we found school through Mitch Wilder, another coaching here. And we jumped off of Kajabi to come into here. We have a small like a thousand person email list. And we want all of them to be in school with us. And we want to charge them a membership fee to be in school with us. And we want to just put all of our courses in here and not and just charge one monthly fee and just keep building courses out into that membership and then just step up that membership as the content continues to grow. Cool. Yeah. Are you, are you totally opposed to any other models or ideas? Not at all. Okay. We're totally open to every, yeah, because we don't know what we're doing and we know how many mistakes we've already made. So, yeah. Yeah. Yeah, you don't know what you don't know, right? Yep. We don't know a lot. We don't, we know that we don't know a lot. That's the first step to understanding, I think, is knowing that. Yeah, well, that's really fun. Yeah. That's really great. I don't know about fun. Yeah. Well, like, it's fun because, okay, sorry, why isn't it fun? Well, I think it would be fun in the end if the results that we were thinking happened would happen, which is that everybody did get help in that group. And we were not strapped for time and energy that we could help way more people and stop working in the office as much. So I think that would be great. That would be fun, but we're not there yet. You can get there though. You're in the right place. The reason why I said that was fun is just I know how to do that. Yeah. Okay. Got it. Just do this. It's got it done. Yeah. Yeah. Yeah. We need those steps. Sure. Well, if it can happen and we do have times where more so Paul than me, we're feeling like no one's going to do it with us, like we're not going to be able to convince everyone to come on board with us. So. What's the current offer or service that you provide now? The in person offer or the. Is there something else? Well, we just launched the membership. So that is out there. People are aware of it. We started a wait list for it. We're going to, you know, put that onto our website today and every call to action in YouTube and in Instagram will be for that membership and our emails will have that as the call to action. But right now we're just, we're either seeing people in person or we're asking them to purchase a course online. Mm hmm. Which one is the one that's working the course or the in person thing? Oh, I mean, the in person is hands down. Everybody wants to come in person. I mean, we have people. Yeah, there's a lot of people in pain that have been referred to us that feel very confident that we can help them and we can, but that's just one person in one hour and that's not feasible. Time. Yep. Got it. So it's probably going to be centered around trying to replicate the in person experience online. Yeah. Mm hmm. Yeah, in a in a sense. But what Paul has told everyone who comes in is that the major part of what he's helping them do is help themselves at home. Yep. So that's what we're trying to put in the forefront instead of you have to come in and get a treatment. How much is the treatment? 145. For like a 90 minute thing, 60 minutes, 30 minutes, one hour, yeah. And is it like your classic sort of, I forgive me of my ignorance. Is it kind of like a chiropractor type thing where it's like, I recommend you come in for the next six weeks, you know, come back every week? We want to see them as little as possible because we have a wait list of people who are in pain. So we're trying to get them out of the system as soon as possible. We have two therapists that do our maintenance treatments. So once they've seen Paul, hopefully one or two times the most, maybe three times, then we want them to not see Paul anymore. Mm hmm. You're like a mechanic. Mm hmm. Exactly. Like a mechanic. Yeah. When I was like, when I walked out of my mechanics office, he was like, see you soon. And I was like, I hope not. Yeah. Yeah. And if you do your oil change and you take care of your car, you won't have to see your mechanic that often. Unless you drive my car. Okay. But yeah, totally. So this is the way I see it. And then I know you got to run, but I just want to make sure, and you can jump back on, but I just want to make sure that just a simple thing that will happen is, how do I do this? There we go. Assuming you could see this purple dot. Mm hmm. Okay. So right now, what is their, if you're boiled down, everybody's problem into one point. What is it? Pain. What is it? And you can reverse out your pain and your, and your muscle and joint imbalances by doing corrective movements. So that's the way to solve the pain. What is the pain? Pretend I don't know anything, which I don't. Mm hmm. What is the pain? So even though everyone has a different pain in their body, what is the pain? Yeah. Like pretend I don't know anything. Yeah. Like, if say you're a chiropractor, the answer would be like, Oh, you know, people have like pain in their body, you know, yeah, that muscle and joint pain. That's the problem. Okay. Great. Cool. And what is it that they get after they interact with you guys? Um, Blake's on right now, I don't know if you'll okay. What do they get after they interact with us, they get the, they get a, in person, they get a treatment that does help the pain, but they get the corrective movements to finish that at home. And that will get them all the way out of pain within. We want that within a couple of weeks for sure. Great. So let's start thinking about the outcome. So forget how the outcome is achieved. Just tell me what the, um, I mean, you touched on it, but I kind of want to hear you say it again, is what is the ultimate not process or way you get the pain reduced or anything like this? What is it that they ultimately will, what's the ultimate outcome for them? The ultimate outcome for them is a, they get their lives back, they get movement back. Got it. You get to do the things they enjoy that people, you know, injury, hey, good morning next to me. It's like, um, the pain or injury has stopped them from doing. So you take a pickleball player, they strain their calf, they can't play pickleball. Oh no, it's the end of the world. We get them back on the court, but we've also given them the tools to remain pain free. If they choose, yeah. Yep. Okay. Got it. So what they receive after they are done working with you guys is no more pain. Okay. Right? Yeah. Yeah. Yeah. And then what you described, Paul is the benefit of no pain, which is what they ultimately want, which is get their lives back. It sounds like, yeah, you know, there's obviously much, much more to it than this, but I'm, I'm intentionally keeping it very simple to make a point of how the fulfillment mechanism that you guys will introduce will be able to solve these things with high, with more leverage. Okay. So this works with anything. I just need something. So they have muscle and joint pain. They interact with you. They get no more pain. They're pain free, which ultimately gives them their lives back to do whatever they want to do. This can keep going, by the way. It's feel young again, you know, you can keep going, which brings them closer to family. I mean, you can just keep going. That's marketing language though. Okay. We're not going to, we're not going to get quite there. Let's just talk about the meat and potatoes. And you can even just go back here and say like, you know, never see family. And then, you know, that, why, why is that horrible because of it? You know, that's, it's all just marketing, but we're not going to touch on this. Okay. So we just want to talk about the fulfillment mechanism. So we have this, the way that you interact with this pain free boom. So this, the way that you fulfill, so these are fulfillment mechanisms now, fulfillment. This is what's amazing about this online education thing is, you have like a problem. It's just plug and play, right? And then problem and then outcome and then benefit, benefit, benefit of outcome, right? So this is what's fun is there's a price for all this. Here's where the magic is. So all we're going to do is I'm going to copy and paste this right now. How much is that you said? So it's one 40 something I think you said for this service that you provide. And then how many on average times do they need to come in for that one 45 thing, three to five and then they should have a good handle on what they need to do specifically. And then most people end up going into like a maintenance program and then they can see someone else. They don't have to see me. So four to five. So let's call it four times at, whoa, sorry. What was the price? 145? Yeah. Okay, so the average price that you can, you know, basically command from these people is $580 per person. Yeah, great. So all we need to do here in your new model, you said there's a line at the door, people just they're in pain. They need help. There's a wait list. So the bottleneck is nothing other than we need to change fulfillment. We need to help more people at, you know, we just need to help more people, yeah, we're bottlenecked by it. So that, so the problem isn't the problem. The problem isn't the outcome. The problem is the problem is fulfillment mechanism. So the fulfillment mechanism needs to change. So instead of going, zooming out, you know, we're going to start this other thing. We want to make more money in this. It's just, let's just focus on the current business model and how we change the fulfillment mechanism to get what you ultimately want. So what this looks like is product, okay. So you package all of this service into a process. I might be repeating things you already know, education and it's fixed. By fixed, I mean, it's fixed in time. There's no start and stop. You can go through it at your own pace. The product is a product. It just sits there on the shelf ready to be purchased. Right. The product is the online education and that what you're doing in person and all that, it needs to be able to be synthesized into a process that you can linearly write out, extract all of that creative genius that you have, Paul, and put into this process that they can do themselves. So instead of servicing them, you're selling them a product, teaching them how to do it themselves, okay, which means you need to lower the expert teacher. You can only come to me. You have the answers, right? So you just need to give them the answers. You need to do that and you need to fix it and any sort of personal interaction needs to also be fixed to your schedule so that multiple people can jump on, right? This is essentially called group coaching. So what you've done is you've just fixed this, okay? You fixed it in time, which means that when people say, yes, I'm in, you say, great, you give them a login and fulfilled. So that one hour call takes care of all of the fulfillment. You see, so that's where the leverage happens is now I can just put everybody into these calls, sell them and now they're getting help, right? So that the leverage is now good, it's gone. So now we change the price. So instead of looking at our, you know, this is how much our services costs, it's we go here. What's the benefit of the outcome? Get their lives back. What's the benefit of the benefit? Yeah. What's the benefit of the benefit of the benefit? You know, benefit of the benefit, et cetera. Let's start doing this, right? So get their lives back, you know, and this is the hard work that we get to do together, which is, you know, get their lives back, which means that they can play with their kids again. You know, I'm just making some things up that might be real though. They can pick up their kid again, which means that they can like have or retain an intimate relationship relationship, my dyslexia showing relationship with your family. We can go on and on. So now we go, okay, what's the price of that? It's like, what if I were to tell you, it's priceless. I know it is. What's the price of that? It's like, oh, I'd pay anything to do that. So now they're purchasing the benefit of the benefit of the benefit of the outcome, not the service. So now it's like, oh, I'd pay to be able to pick up my kid again and have that intimate relationship with my family again and just be able to do that and play pickleball with them, et cetera. So I don't have to miss out before they go to college and I'll never have these years again. Like, I'd give anything for that. I'd pay 12,000 bucks for that. I'd pay 15,000 bucks for that. Great. We do it for 5,000. And then you take that and like, you just, this is it, right? It's just, whoops. So not only have you, I mean, there's just so much magic in this. It's just a different frame of mind, right? So the big shift is, can you, and you can, can you take your fulfillment and move it from service to product? And the answer is yes. Great. Okay. Now that you've done that, you've fixed the fulfillment mechanism entirely, which is fantastic, which means that you need to now price differently. You're not, you're not being paid by the hour, you're not being paid for your services, you're being paid for the outcome. It's a completely different way to rewire your brain and the way that you think through things, right? So, so now it's like, because it's a product, we're focusing on what the product will do. Instead of you, you know, paying me for my services, it's, you're paying for this benefit of benefit of benefit of the outcome. There's a price to that. And then you attach it to this product. As soon as you put service back in there, you're, you're putting your, your expertise and your ego back in saying that only I have the answers and only I am the one that can touch these things to make you feel better, which bottlenecks the whole process and less people can be helped. But what's fun is that if you extract your expertise and put into a product, you can start charging for the outcome as opposed to the service. So that's all that needs to be done. It's not like start a mastermind, start a community. It's, it's none of this stuff. Take a look at your system and re jig it to where you're moving from service to product and fix it. And then come up with a price that is fixated on the benefit of the benefit of the outcome. So that would be the process that you guys would probably go through. Well, that's, that's great. It, it is clear and helpful, but of course it leads to like 5,000 more questions. Yeah. Yeah. Well, I mean, I mean, I'm happy to answer all of them, but like, I know you guys got to go, but, but I just want to paint like an imagination of like, what it is that the journey that you guys need to go on, to be honest with you. Mm hmm. Yeah. Well, I mean, I see it and I've taught people how to get out of pain before I get that I can go from service to product and build something like that. Um, yeah, I, I do see it, but you see when people, what people have, what people do is they fall in love with the fulfillment mechanism and they forget what they do. So they come up these wacko offers, like how to start a wellness practice. Yeah. You know, it's just like, whoa, because they lack imagination for, for the thing that they're doing all day and every day can be productized. Yeah. But really that's the best offer. Yeah. I just like focus and I want to do other things. Mm hmm. This allows you to do other things. It totally does. It's just hard because we're working in the business and working on the business at the same time. And it's just very limiting energy and time wise, but we are getting there. We want to get there. Yeah. Yeah. We need like step more, like step by step by step, because this goes a little bit, um, airy theoretical theoretical. Yeah. It is, it is theoretical, right? It's it all starts with theory and like the models and how it all works. And then it's like, okay, this feels right. What are the kind of the step by step processes to get there that it always kind of goes in that order. Well, like in my head, I, I backed what you were saying out, um, with a client a couple of weeks ago, he's, you know, through his back out, excruciating pain, three weeks, going to chiropractor twice a week, acupuncture, this, this, that, whatever. And I was like, how much did that cost you? And he said $3,000. So I said, what if I could get you better today than you've gotten in those three weeks when you'd be willing to pay me $3,000. And he's like, I'd pay anything, but I'm stuck on my feet, you know, my hour. And so I was just like, ah, and I don't have that product yet that I could have just sent them and said, here's $3,000, get you back better. Hmm. Yeah. The way to do it is to sell it before it exists. So I'm just, we did what the, um, Stan writes it, right? Yeah. I'm just, we do have, yeah, we have done a program like that, not for $3,000, but we did do an online program like that. That was, but that's still involved him coming on each time. Like this membership program, we think is, is helpful because we can get a community, you know, like we really want the community. So the community is just a community, right? It can only be X amount of dollars that you can charge. With this, you're, you're replacing your job and getting paid for it. Yeah. So what is that, um, what is that package though? How do you package that? Is it a, is it a live webinar? Is it a bootcamp? Is it a masterclass? Is it a series of sales call, is it, um, you know, do I do the system recorder? And then that's what I'm selling, that module based system. And do we put that in the, in the school class or do we make a new school for that? Yeah. These are all right questions, these are all good questions. And with, and with that, we have to go. Oh, bummer. Okay. Well, jump back on. If we're still going, jump back on. Okay. It'll just be me. If I can. Cool. Thank you. You got it. Yeah. Great to see you. Take care. Take care. Hello. Loha. Um, let's see here. Any more questions about it? I just start posting them. But before we do, does anybody want to like jump in and like comment or have questions or side remarks or, you know, I'm, I'm open to making this more of a conversation to cool. All right. Um, Dean, thoughts on low ticket versus high ticket offers. What's the question? Yeah. Uh, can you hear me? Mm hmm. Cool. So I have a dog training online program and my dog trainer is great. So this year I helped him bring it online. Um, the, the main thing that he's really good at is, uh, we're trying to do for within 10 days have your dog fully trained off leash, just perfect dog. Um, we have the community aspect and he has thousands of people that already email lists. He's built a, he already has his local business here. My question, um, I want to do the best value possible for this brand online. Um, and I want it to be profitable as well. Um, I, I'm, I'm trying to figure out the best route is to do a lower ticket with a, with just, that's just, uh, extremely effective, uh, so we can get a lot of people to buy the dog training programs and then they can answer the questions and do all that within the community. Or should I make it a very expensive course that, um, we charge us three to $5,000 here in person. So there's, he has proof of expense to being able to charge that. So I guess the main question is when, if you were thinking about this opportunity, how to set the pricing structure out, building this online. Um, I want people to stay in this community and I want them to always come to there for the dog training needs, so to say, and there's definitely opportunity for, uh, other courses. Um, like all the card courses, like, uh, so I guess the question is, um, what's your opinion after hearing, like this industry, um, would it, would it be smart to go with a low ticket and then increase upon value? I guess I, I guess I'm kind of lost because I believe we do a high ticket will be successful and if we do a low ticket, it'll be successful, which is kind of interesting and my, I could be wrong, but is there a success route to this that you have with wisdom based upon experience seeing, um, online communities and online courses within this realm to where you could add to that where it's like, Oh, you're definitely one would be more beneficial than the other. The question, which, yeah, which one's better? Yeah, I mean, you're opinion if you were to structure it. So words, what's your role in this? I'm building the whole thing out. Okay, so you're like the operator, integrator person? Yeah, and so I'm not doing any of the, like, video recording or editing or stuff like that. Um, but he has a structure that he wants to put online and I'm the one doing it for him. Okay. I helped taking a step back. We have two objectives. You charge 3,500 and now he charges 5000 for his local business achieved first two weeks. Great. Second task, start this online community with online courses and then the idea is they buy the course and then if they want to buy additional dog training one on one small groups, there's this resource pool of a community that they can go to to do that. But our first one is to have a course. That's where I'm saying, do you think it would be better to do a high ticket or a low ticket? Oh, would it be better to do a high ticket course or a low ticket course or would it be better to do a high ticket community or a low ticket community? Of course, of course only. Oh, I only have experience in high ticket courses. Okay. So, I can't speak to any low ticket things. Well, it's the lowest high ticket that you've sold that. Three thousand bucks? Okay. Was that, was that what you needed? I was just generally, you said, write down questions. I was generally trying to get your input on, you know, so, okay, so expanding up on this. Do you have any experience in low ticket community? And is there, sorry, there's really something in my office. Is there, is there benefit to structuring this in a hybrid way, if that makes sense? Hybrid pricing or hybrid? Pricing structure. Well, I guess a little bit above, but I'm not trying to overcomplicate things. So, he sells like a, like a service done for you dog training thing right now? Right now, he, wow, this is really obnoxious. I'm sorry, very good. So right now, he sells local dog training, five thousand dollars, wait list, very good. He then has a Facebook group of like three thousand people that he's just a nice guy. He posts, so I'm like, hey, we need to not do that. We need to bring that over to your own community on your website, we need. So the opportunities of scaling for what he wants to sell, online classrooms, he wants to do courses, one on one coaching, small group classes, low ticket courses, high ticket, you know, it's like, you know, I think that's, I think that's, I understand. So, so, but that's the issue is he wants to do everything. It's hard enough to do one day, let alone everything. Yeah. Yeah. So, I think whatever he wants to start with one, he wants to start with one online product to where it's conceptualizing, hey, your dog's going to get trained in 10 days. Okay, so all these other things he wants to do later or he thinks that's what he needs to do or something? Yeah. All thoughts of, hey, this would be great, but the only thing that is concrete is he's saying, he's saying, I have these, these thousands of people on a Facebook group and he has the affirmation that he has a good dog trainer and he wants to bring it online. So it's really elementary, but that's the whole thing of all the things he wants to do. But I said we need to bring it down to a high ticket or a low ticket. So that's kind of where we're at right now. Hmm. What's the benefit of low ticket as opposed to high ticket? I think it would be really beneficial in the dog community to, to have something that could, if you have an untrained dog and you don't spend thousands of dollars and then your dog is perfectly trained, I think that'll do some great impact in the brand and success of it. Hmm. So the benefit of doing low ticket is it's greater impact on people. Yes, I believe the masses as well. Hmm. The one that you just do for free. Because, well, I want to make money. So you want to have a greater impact and make money? Yes, to be profitable. Hmm. Okay. Yeah, there's really like, I've always looked at it as like, it's free or it's expensive. You know, yeah, it tends to this call, you know, like, it's free, but it's, but it's worth more than 50,000 bucks a year, in my opinion, you know? Yes. And the expensive thing is like, is, it's focusing on impact and value and removing the price, right? And then the price just becomes a commitment for people. So when they pay, they're committed to themselves. And if you say, hey, you want to commit to yourself for $200, they don't commit to themselves. If it's not painless, then they're not going to do anything. No matter how committed they are, they say they are. Hmm. So either you, well, let me ask you this, how many people are in this community, or does he have a community online, you said? Yes, on Facebook. Okay. Like a Facebook group? Yes. Hmm. How many people are on the Facebook group? I'll leave $3,600. Oh, okay. Is, do you know, do you know if it's active or not, or how active it is, have you poked in there? He just read, he just reposted videos. So it's like, well, I don't give it away for free. He knows plenty of free things on. No, I'm not asking why not give it away for free. I'm asking, is it active or not? Yes, it's active. Okay. Can you send a link to it? Like active as it's a close group, though. I can't see it. No. Can you see it? No, I've recently started with him. I'm literally meeting with him tomorrow to do all this. That's why I was like, let me get the surface level stuff out first. Let me. Yeah, I think, you know, I think you have to know all of that first before you make a decision, because if you just, if you see that it's, you poke around and go, this is an active, then, and there's no point of migrating any of those people to some other free community, because they're not going to go over. You see? Like, I just have to know that it's, you can't theorize it, like you just got to do action. So if we want to talk about theory, we can talk about theory, like theoretically, you could bring all of his contacts, whether it's social media or like a, like a free Facebook group or his Instagram, right, all of these things and just funneled it into a brand new free community where he just places all of his content in there. And then like, you flip on this subscription thing, so now it's just like for nine bucks a month, you can have all of these resources and it's this ecosystem. And you know, you can make 100 grand a year doing that with basically no, with nothing, when like all you need to do is just create content and if they like enjoying, they're making content, they enjoy doing it, then it really optimizes up them for that. And then once that's active, you can sell them sort of higher end stuff. You know, then theoretically, the other option is to go straight to package this transformational process that happens in real life and just do it online and then charge, be charged as five thousand bucks for it in person, he should just charge five thousand bucks for it online. You know, like, why skip that? And the question becomes, well, because there's not going to be as much impact. Okay, then, then if price is the only thing keeping impact from happening, then just do a free community or a very low ticket community. But to try to like make a lot of money with a low ticket, anything, it's like near impossible. Yeah, the one thing that changes. So it's like the prior call to hearing this like chiropractic services. So when I paid my, when I paid it was like three thousand. So when I paid my three thousand, he took my dog for a month, I didn't see my dog at all. And then the dog came back perfectly trained and that has been great ever since. So now we're not doing that, what we're doing is training them at a decent level so that they're at least not peeing and doing all that within 10 days. So that was the model of what we're trying to, he was trying to deliver. But it seems like that should just be something we give away for free within a community. And then I talked to him about something that's really expensive and what does that look like? Yes. And then I dive into the community and I say, okay, let me see the quality of all this. Yes. And then do the expensive one. Yeah. Much better. Yeah. You don't want to like, well, I paid him three thousand dollars and he fixed my dog. So let's do like a three thousand dollar course on like basic fundamental things. Like you do not want a diluted version of what you can do in person. You want the products to do better than you in person. That's the goal. Mmm. But there's a lack of belief. It's like, well, you know, that can't really happen. Like, I call BS that can happen. If you know how to extract your information in a process, you don't have to spend 10 years knowing how to do that, you know, I'm sure you can put it down to a process. Yeah. The main big winner of why I'm so I guess passionate about why and what I jump in is because he was telling me to study where he did 10 people that he trained online and he put them on a zoom call and he just didn't say anything and then they led with all the things that they were doing. And then they went from each other better. And I told him, I was like, yeah, now imagine that on your website. Like, you won't even be training on me, teach them and then they have to do it, so that's helped out a lot, okay. Never done a low ticket because it hasn't been worth it. I don't. Every single person that does low ticket, they don't come on here being like, my life's awesome. It's always like, I hate my life. Got it. Yeah. Does anybody here who's ever done low ticket love their life? Has anybody here done low ticket? Mark, you have, do you mind talking about doing low ticket? Yeah, we sold, it started off at $250 and then we bumped it up to $297 and yeah, what do you do? What do you do? You run ads, try to crack cold with a $297 product, like, you know, sometimes, and your ads run for what, seven to 10 days, better hope it worked. Go create a new one because it's done already and maybe it did work, maybe it didn't, you know, maybe, you know, for us, $297, we were, this was a couple of years ago, we, it was about a hundred to a hundred and thirty dollars per sale. Where do you go? What do you do? You know, keep making the program better. They don't care. Keep adding more content is usually an answer because your selling feature is not an outcome. Right. Gary, do you mind talking about this Gary? I know you said that you sold low ticket. Do you mind sharing your experience? Yeah, I had a photography tutorial, I still sell it, but it's like, I started out at like a hundred bucks and then I raised it a little bit here and there and then I put it on sale a little bit here and there and just seemed like the people that would buy it were expecting more for that money even and then they would complain about shit and I would just get like, I ended up just raising it so I doubled or tripled the price and I haven't really sold a lot since, but I'd rather have less people that, I don't know, I just feel like the people that spend less money expect more than the people that spend more money, maybe like value the information more or something, I don't know what the formula is, but it just never worked out that great and over the course of time, I've sold a lot of those tutorials but it's never really, I'm not rich or anything from it, you know? By the way, Gary is, he, my like properties that I have, like on Airbnb and stuff, he's his company, they took all the pictures of them, so he's like a luxury real estate photographer. Yeah. Right? That's you, right? Yeah. Yeah. I'm like, I know that name. Yeah. Yeah. So he's really good at what he does. Yeah. I've been doing that for like 10 years, but, and like, I would shoot these crazy houses and come up, you know, I'd have all this great work that I'd share online and then a lot of other real estate photographers would ask me how I did it and kind of like what you were talking about earlier with the pioneering thing like and going with your own instincts. Like, I had, when I first started a lot of people that were in the industry, older than me or whatever, tried to tell me that what I'm doing is wrong and I should be more conforming to how the standard is, but I kind of, I mean, I went to college for this. I know photography. That's what I do and I just trusted myself and I was like, they're all wrong and I just kept doing and kind of honing my style and now they all ask me for tips. So it's kind of, I think trusting yourself if you know, like what you're talking about or what you're doing is important because all the other stuff's just noise and, yeah, but, you know, you're trying to share it with people. I never had anybody that could like kind of guide me, like I'm a photographer. I'm not a teacher, I'm not a video tutorial maker or any of that stuff and I kind of went, you know, a lot of the guys that were doing that stuff were so like Mike Kelly is a really known photographer that started the whole tutorial thing with real estate and he was selling his tutorials for like 500 bucks and I bought every one of them and he had like a whole team, a production team to help him produce all that stuff. And I did mine, I just did it like this, like I screen recorded what I was doing, I recorded my workflow and stuff and I kind of was just answering the question, not getting them to think or getting any kind of, I wasn't giving any support or anything like that but I was more interested in working than teaching though. So I was just trying to like lessen my own workload of people hitting me up constantly, asking me the same question over and over. Sounds all too familiar? Yeah. Totally. Does that help? Thanks Gary. Does that, does that help Dean? Yeah. 100%. Sometimes it may not even come across with everyone like how much this does help. So I saw my brother like two or three weeks ago. We were doing like a pricing conversation and it was like just fire all the lower tier ones or something like that. Yeah. But we increased the pricing and I ran it through and we now have three new clients out of that pricing structure. So I take what everyone says here really meaningfully. So I appreciate it. Thank you everyone. Cool. You shouldn't trust all of us. We're kind of weird. Me, you, I don't trust. Cool. Awesome. Nicole, did you want to get into what you were asking or you have the floor? Yeah, sure. So I created an offer. It's just a rough draft and so I'm learning that I'm learning this song. So I can share it and I screen share and then we can go over it. I don't know. Yeah. Sure. Go for it. All right. If I can screen share. Oh, I can. I have to quit and then come back. All right. So maybe I won't screen share the offer. Yeah, so the outcome, I guess, is to offer tech workers the shortest path to gaining the serious skills necessary to start an advance in a cybersecurity career. Nice. Yeah. And so the program would be to learn cybersecurity skills rapidly and excel a career rather than sludging through a lot of low level jobs and never making more than 70,000. So there'd be some like rapid skills acquisition, just in this kind of program. But what you were saying was it's kind of hard because I don't want them to be reliant on me to figure out all of the information, but it's a technical type of program. So it's kind of like my main issue. So the phases in the transformation that I did have were like phase zero, understanding how an attack works and in cybersecurity, there are two main ones. There's the blue team and the right team. Most programs are focused kind of on the hacking, the ethical hacking side, but most of the jobs are blue team and they pay as much, if not more, but it's not as sexy. So that would be phase zero, but the rest of the program, it's super technical. So I would have them build out a security operations center and then learn blue team fundamentals and then also governance risk and compliance that would be phase two. And then phase three would be landing the job. So online branding, negotiation, resume, interview and the way I would implement this, it would be through a coaching call, community and curriculum. So I would have a coaching call maybe for technical issues, a coaching call for interviews, resume, all of a community to where they can help each other out. In a sense, people who are also going through this curriculum. My traffic would be mostly organic. Maybe I would do ads retargeting my viewers of my YouTube channel. Maybe a much, maybe pricing would be like 2,800 to 3,000. Because a lot of low level tech workers, they want to increase their income, but they haven't issued doing it because they don't really know how to gain the skills and then sell themselves to a different type of offer. And I've done this, so I felt more comfortable with that than a complete beginner. So my focus would be tech workers, lower level tech workers, gain these skills. Yeah, so, and then I've done a lot of recon on different offers and I don't, they're not. They're good, but I think it also kind of gives them too much information. They just need to go from, say, tech support to a cybersecurity analyst. Yeah, they need to go from zero to one. Yeah, yeah, yeah. Do you like my coding language I just used there? I did. Yeah. How many subscribers on YouTube do you have again? I have around 40,000 and then my unique viewers are around 60,000 a month. No big deal? Okay. But a lot of them are beginners, so some of the pain points people ask me is like, they don't know where to start and they have no experience, but I don't feel comfortable taking someone with no technical skills to say, "Get a chocolate cybersecurity in six plus." Totally. That's just too hard for me. I'm with you. I'm with you. I'm with you. I'm all over this. Okay. So you've got 40,000 subscribers on YouTube and what's your channel again? It's a cool an S. Nicole, what is it? E-N-E-S-S-E. And so my YouTube channel is mostly about career, it's kind of like awareness that these jobs exist. Yeah. Yeah. So I don't teach technical information on that. E-N-N. What is it? E-N-E-S-S-E. Okay. Okay. Give me a second. Give me a second. Do you like making these videos? I do like the videos. Yeah. I enjoy making the videos. Okay. Um, yeah, but what I've noticed from my YouTube channel is a lot of people still have no idea. And so I know I could like create a transformational offer and I never felt comfortable doing low ticket. Because I always, I kind of say them as cash grabs almost, and I'm like, I don't. I don't really want to do a cash grab, but I don't think it would help them that much. Like, they could go to chat GPT. Yep. Save information. Yep. So- So got it on? No, I have all the information. I get it. I'm- Got it. And steps into this, I think I know what's going to happen. So- You do. Yeah. Yeah. So you have, let me just do some math. Hold on. How do I look at your analytics? Um- I don't think you- Oh. Are you on? Did I queue? I'm like a freaking new one. It comes with that stuff. What is that? Oh. Um, did I queue? It's kind of like where you can see how many views someone gets and how many videos. I don't know if you can look at my specific analytics. Well, you can just tell me like what your audience retention is on your, not your last video that you posted an hour ago, but the one seven days ago? Um- What's like your average retention? Uh, you mean my average viewer watch time? Yeah. Uh, four minutes for all of my videos. Yeah. But- What percentage is that? About 30 to 40%. Yeah. All my videos get about- I'm looking at my top content. So my lowest one is 29% and my highest one is 46% for my top content in the last 28 days. Do you have an email list? I do have an email list. How many people are on it? About 1500. But I had stopped collecting emails for a while and then I deleted like 2000 because of like, I'm not selling anything. Yeah, Nicole, you're like maybe three months away from making like 50 to 100 grand a month, basically. Yeah. Those numbers are, it's a large number. If I mind, I was thinking like 10,000, 10,000 a month. If that's what you want to cap it out, then go for it. No, I'm good. And I think that number, so I wasn't until I joined this group that that kind of broadened my thinking. So I was like, if I could just get to 10k, I would be fine. And so all of my actions were up to that 10k. So I make around five to 6000 from my YouTube channel. And then you have your job as well. Yeah. So I'm like, ah, this is all right. I'm making more than 10k right now. What would you do if you were making like 50k or something? Is that something that you're interested in doing or not really? I mean, what, because it gives me the freedom to kind of focus on what I want to focus on. What do you want to focus on? Focus on different things. Well, I'd like this so that I would focus on getting my customers results. Great. I could also focus on like my hobbies, like I'm learning how to oil paint right now. Cool. I don't know. Maybe I could go to Peru and then learn the ways of the shopping. It just gives me freedom to focus on different things. What would you do with all the money? Um, I mean, I live in Ohio. Um, I would, I don't know. Yeah, I don't know. Maybe I don't really have any debt. Uh, I'm fine with my car. I would probably just invest it, to be honest. Maybe I'd buy real estate at that house. Yeah. I don't know if it's not, I'm not really motivated by buying like a Louis Vuitton bag. What are you motivated to do with money? Like, what is it that you're going to do with it? You said invest it? What would you invest it in? Real estate. Yeah. Probably to real estate. Or maybe the S&P 500. So those two things. So like a boring thing and then like a boring thing and then no, and then a fun thing. So do you know how to invest in real estate? Uh, I have studied it. Mm. Um, so I understand the principles of real estate investing. I've never done it. So I would say no, but I understand like the concepts of it and that stuff and how. Maybe you would like purchase maybe more education on how to invest in real estate or something. I would do that. Yeah. It would go to someone who does it. And I would have them teach me. Okay. And then they would teach you and then you would start investing in real estate. Okay. Cool. Okay. So then what happens is, uh, just whenever I meet somebody like you, it's just like, okay, what does that mean? What does somebody like be? Somebody who's really good at something who has a big audience, every single video is geared towards an offer that doesn't exist. And oh, yeah. And I just, yeah, as soon as you like place this all in, it just whoop, you know, and so the thing that I always need to do with folks like you is, it is, is really tap into the imagination of once you're there, what would you do with this? Because you've never thought about it, which is probably keeping you from doing it. Yeah. You see what I mean? Also, I think I'm afraid that I won't get people results. I think that might be so a fear of mine. Have you gone results for yourself? Yeah. Yeah. And I'm a hundred percent. I could train people that work in tech for this and they could get a job fairly quickly to be like, I know it's possible. I just, it's like, I'm like a one person show here. So it's like everything is on me. During the club, man. Oh, yeah. I've, I've done 33 person thing. I've done one person thing. One person is better. Oh, oh, oh, I can see that. Yeah. I think the more people you have, oftentimes it gets worse. Yes. It's a solid point. Yeah. It's hard. So, yeah, like you make a video inviting people to a really intimate. Training. Mastermind, probably, you say that, that you're, you're saying, if you've watched my channel for a long time, you actually want to get serious about, you know, actually doing like an actual career in this, then like you show it is what you, what it is that you do and how you make money and tell people how much you make and how you got there and that you only needed to do these skill sets. And it's not for everybody. And if you don't know tech, it probably can't help you, probably can't help you. But if you do know tech, then all you need are these kind of these hard skill sets. And you know, I'm so passionate about this that like I'll work with you until you get a job, you know, and like all you need to do is click this link and then you get a bunch of calls and then you sell it for, I think you sell it for 1997. 1997. Okay. And get like that pricing, just get a ton of people in so you can learn. And then I can refine it as it goes. Yeah, instead of theory, so it's like, I don't know what works, so it doesn't. Yeah, that's what works. So the 1997 thing, it's a perfect price point for people who need to learn hard skill sets first. So there's people who already have the hard skill sets and just need to implement some business sort of savviness. And then there's people who don't know the skill sets, who need to learn the skill sets and then get started on implementing some of the business stuff. Those types of offers sit at two to six thousand bucks ish. The offers where it's like, if you're already in like, you're already making a hundred thousand bucks a month as a coder or something like this and you want to sort of become like a freelance consultant in coding and make like three, four, five hundred thousand, you can charge like 12 to 24 K for that offer, you know, but you were very, I listened very carefully. You are teaching people who are already in tech, kind of technical support and 90% of what you're teaching them or at least, you know, 60% of what you're teaching them is are the skills and the rounding out the edge is, okay, now let's get a brand going and like, I'm going to help you try to find a job. I can't guarantee this, but at least you'll have the skill sets to get there. I'm happy to work with you until you do all that stuff. And then that thing sells itself for 1997. It just, it just will. So if you do that, you know, you'll pocket like 80,000 bucks on the first video. I'm thinking 40 people sign up, 1997, that's 79 grand. Yeah, that's wild. It's not. See. Yeah. Well, to anyone in my life, 79 grand is like two buns is a lot. Well, like, you live in Ohio. I do. I used to live in Seattle. So. Yeah. And that work effects are very real. So every everybody is drinking the water of 79,000 bucks is a lot of money. Yeah, I get that I 100% understand that and I've gone through different phases of different groups. Like in when I was in the military, making $18 an hour was a lot of money. They're like $18 an hour. So much money. It's like, yeah, and so I think it's like a progression of. I guess what I think is a lot of money. I used to think when 20 was a lot of money a year, I was like, that is a lot of money. I think it's a lot of money for anybody. It is. But okay, well, you don't see anything wrong with the offer, I guess. Nope. You kind of like, what is the questions I should ask, but it's all like, this is the easiest thing ever. Just make a video. You know how to do that. I do. Sell them on joining you on this very specific thing where they get to hang out with you all the time and you get to work with them until they get a job. Don't tell them the price on the video. Have them click the link. Make a short five to eight minute long, like, okay, deep dive a little bit. This is something you want to do, then join me, you know, click here. People will either sign up or book a call with you or whatever. You sell them 1997. They ask when it starts, say it starts in two weeks for the next two weeks. You create the first week and then everybody gets on board and they release the content and then boom. You have a week's worth of content. Go through it. While they're going through it, you make the second week, you make the third week and you just one step ahead of them. You get these calls going and I think 80,000 bucks in the bank will motivate you to do this. I need to, yeah, you're right. You have to kind of do it first and then get the good of a ship. Okay. Yeah. Don't make anything. Yeah. Got you pre-selling. Yeah. Oh, gosh. You don't make anything like what you have is you have the outline, which is all you need. It's so tempting. It's so tempting. I want to make it all. It's because you're this program person. No. Oh, yeah. You're right. You're right. I go through lots of them. Yeah. Okay. Just sell it. Yeah. Like, let's see. You release a video like once every week. Yeah. Around there. So, Tuesday next week, release this video. Tuesday of next week. How long does it take you to make to prep for a video? A couple of hours. Each video takes me four to five hours. Okay. So, why is Tuesday have the next week a big deal? Because it's, I guess it's not, I already know what video I would make. I actually have video ideas to do this offer. I just, I was waiting, I guess, to have it all figured out, like, program. Don't do that. Don't do that. Yeah. Yeah. It's hard. But I want to. I want to. So badly. Don't do that. I want to make all of the curriculum. Make that video on Tuesday. Drop it. Release it. Get, does it, do you have enough time to set up, like, the little funnel? Yeah. I have time to do that. Let's do that. Post questions in this free group, like, every day this week, until you have your answer, do you have your answers and release it on Tuesday, see how many calls or signups or whatever you get. I, I, my guess is you'll get 40. Yeah. Yeah. Yeah. I started a community just to see, like, what would happen and I have, I had, I like, ended it just in the last two weeks. I was like, I wonder if I had, like, a hundred people in this community and I was like, what am I doing? But, that hundred people, you could have, you could have sold 50% of them into something even more expensive than two grand. Yeah. It's like I'm getting ready for something, but I don't know what. Yeah. Yeah. Yeah. Got it. So make that video. Yeah. All right. So in the club, I mean, like what's stopping you? This is silly. Yeah, I mean, I don't, you're right. If you bring that sort of uncertain energy to these calls, nobody will buy from you. So I think- It's uncertainty. Yes. So you need it- I'm uncertain. You need to have resolve about this before you hit record. Got it. Yeah. That is what it is. You know this too, right? Like, this is something I'm learning is like, no matter what you say, people at a certain wavelength or frequency can feel your energy regardless of what you're saying. I understand that's what you are, shows a lot more than what you say. Totally. I think it's like a quote like that. Yeah. So just being a good place, and it's not like, okay, exhale a few times before you hit record. It's none of that. Yeah. You need to have conviction of like saying that number and not being like, that's a lot of money. Just like, that's what it's going to make. You know, I'm confident on this. They will get results, like just be so certain about it. I got you. Yeah. That's what it is. It's uncertainty. Well, you have brought in clarity to that. Let me help you bring some imagination into your world. All right. I feel like all I need to do is just like show people how much money people are making. Let's see here, uh, okay. You have 40,000 subscribers on YouTube. Everything is pointing towards what I wish I had known when I started my career in tech. You have two million views. Every single video is like the only skill you need, career paths, boot camps, career, career, career, learn cybersecurity, cybersecurity for beginners. It's all assuming you have this offer already. Yeah. You don't. Okay. I, and it's like every single video is talking about it. No experience. Watch this as your top video entry level job. Second video, how I pass the test like third professional certificate, fourth, people are begging for this. They are in all the comments, if you go to my, I did, I did. I went to this and it's like, teach me, teach me teach me how, teach me how, if you look at any of my comments, that is so funny. It's been absolutely amazing to watch you grow your YouTube, how's what is your career? I've been in a watcher since your first video. You gave me the push to return to college and information tech. I'm in second year. So this girl is in second year at uni because of you working on several certifications. So she paid somebody 20 to $30,000 a year who's going to give her a bogus degree. Yeah. Yeah. It's a degree within this field, actually it could be a voice of your time to do that. All of these people think certificates and degrees will get them a job and it's BS and you got to make videos about that. Ah, yeah. Yeah. My free courses will get you nowhere. Yeah. Plus I love seeing. This is true. Plus I love seeing cognitive women in male dominated industries. Yes. My mass, mastering engineers, like, you know, my previous industry, there, there's like two in the world that did it, you know, it was just so silly. Yeah. And so they got most of the records last year is because it was so dominated by males. Like you can thrive in this. And let's see. Let's go to like something where you're talking about how to get started in IT. Oh my god. Oh, there's my free community. Let's see. Oh, yeah. Wish I have known these seriously when I started my career. They're talking about like how they did this other course that you're not selling them. Yeah. Um, let's see what else I love the way you present as a career choice. They ran it to you for the beginning of career talking about career more often to think about a great video. Um, I have requests for you. Could you please make a video about cyber security within governance view? These are active. We're active people. Let's see here. Thank you, Crush. This guy's in love with you. Yeah. You get those. Yeah. Like this guy probably doesn't even need to take your course, but he'll buy it. This makes it really real because there's like real people watching this. Where's the free resume template that you mentioned? It's like my secret life that nobody knows about. Good God. She's so fine. Yeah. Okay. So like there's probably people that'll just buy just because they like you. Huh. So like hello, let's see here, John Murphy community, really good community. Let's see that help desk job, which is basically your avatar for about a year and four months. I've done really good with it. I want to level up my career. Yeah. That's my target. Made a career change at 40, which is scary and very fulfilling though I will say my five year plans, best decision I ever made. Thanks for all your free advice. I'm in a non tech background and recently getting shirts and information cyber security. I'm going to dive in this world a few days and actually learn it starting with Google IT support course. So they're purchasing crappy courses from other people because you're not giving it to them. That's a good course. The Google. All right. I'm sure it is. You inspired me to get into cybersecurity and get my whatever this is. I have my round two interview next week. Can't thank you enough in this video. You literally say like I've gotten people jobs and they haven't even paid me. So I have case studies. This is gold. I believe you may have compiled here exactly what I've been looking for. I'm on a journey into cyber from my help desk. It feels like I'm trapped. Let's see here. Would you recommend getting a degree? Everybody thinks they need a degree. You need to make videos about how college degrees won't get you a job in this. I could do that question about bootcamp class progression. Would you recommend these other courses that you aren't selling? Would you consider making a best tech job at entry level? Could you recommend certain sources to get started? Could you recommend a resume company? Let's see. I'll be taking my whatever exam. What are your thoughts on that? This is. I am taking the Google courses now. I love it. Cyber security is my dream career. How quickly can I get my foot in the door? I have eight hours a day to study for a certificate. What direction are you planning on going for a YouTube channel? I regret getting the Google IT certificate as I have an A+. But the reality is certificates are overall meaningless. And only resume marketing in the A+ is more known. So this person already knows that it's BS. Certificates are just cherry on the cake. The marketing tool. What do you suggest if you want to do an undergraduate degree? They're all wrong. They should not be doing these things. Thoughts on the bootcamp? Yeah. So I could deliver the same results as a bootcamp, but not for 10 to 20. The best time. Not for what? Like, so a lot of bootcamps are 10 to $20,000. And then they're broke and paying for it. Yeah, correct. And that's what I feel bad about. I don't recommend bootcamps, no matter how much they ask me. You need to be saying this. Like, most of you people watching the channel has paid $20,000 to $30,000. Mine is literally 10 times less than that, and it will actually work. Yeah. So I was scared of something I'm interested in pursuing. So thanks. I love learning, like you said. I can do this. I'm going to check out the rest of your stuff. Definitely going to start some free courses this weekend. Thank you. I should be selling this offer. I know. I've probably given a lot of people a great idea that I'm so glad I came across your channel. I'm in education and looking to change careers. I'm currently in a bootcamp that you aren't selling me. I'm having a hard time understanding this thing that I purchased and I'm realizing I'm going to need a lot more work to land a job. A lot of them are bad. I don't need, I don't see the resume template you mentioned. Do you mind sharing it? Do you still provide the template for resume? How do you feel about certain boot camps? And that was my lead. I offered a free resume, and then that would be me collecting leads. I'm about to take a course in this. So this video has been helpful. What certificate or courses should I take to increase my salary? I'm struggling in my first cybersecurity role. I didn't have any experience when I got hired. They hired me straight out of college with security plus and no experience. True. Because there's such a skills gap, it's not difficult. I'm good thing I'm recording this. This is your next video. You just repost this. Repost me talking about why you should create a course. I recently attended a six month non-profit cybersecurity bus, crushed it, and left with the whatever this is. I landed a job. What should my next move be? Starting my degree that I'm paying too much for. Can't wait to get on my new career, it started then. I'm not going to get because I paid too much for my degree. I'm considering to learn cybersecurity. I mean, do I just need to keep going? I thought maybe getting certificates would help, but I really don't know. Since I'm a newbie in this, they hired somebody with no experience with just certification. Hopefully you can help me with this before I decide which route to go on. Not getting younger here. Is there any possibility in landing a remote cybersecurity job? I'm just going to keep going until this makes sense for you. I was like my secret life. Your secret life is going to make you millions of dollars a year. What sucks is the most is I have a degree enough strictly and find a job. Your videos help, though, because I wasn't getting any callbacks. Now, at least I get calls and emails to talk to your computers, so shouldn't be too long now. So, thank you. Wow. Let's see. I think I have validated my support for you to give people jobs. Yep. This is one video. One video. Oh, yeah. I can keep going. So, let's see. Entry-level job. Did I already do this one? No. Nope. Currently in the middle of this certificate and already landed a good job, definitely looking forward to getting more certifications. You're helping people like me form a solid plan of attacking, getting careers off the ground. Keep up the good work. Let's see. Been in the industry for eight months, was planning on getting into more blue team role, but decided to do this thing instead. This video helped me. My current rate is 24 bucks. I noticed some SOC positions getting less, so thank you for stating that. This guy, like, I've retired from the million plan to get my PhD. I don't know why. Before looking for a job, so this person's willing to pay like a hundred to two hundred thousand dollars a, you know, total before they look at an entry-level job. Yeah, that's a good point. Offered. I'm in the Houston area and I'm currently enrolled in a class that you don't offer. From a garbage university. And learned a lot from your video. And I'm definitely excited to learn more. I want and I want to learn all I can from future internships and other companies to now work here. I'm not even skipping comments. I'm just going to the next one. Looking to move into a more technical role in the private sector earlier, I have my freaking master's degree that I paid sixty thousand dollars for, and I plan on doing this Amazon certified thing before applying for a job. Hopefully this will land me a high paying technical job. That's a solid point. I'm currently going to community college for my gentrification and my certificate for cyber defense. And then I'll do bachelor's and then I'll do my master's, but can't wait to get into the field. If you said you don't need to do all that, you can just go into the field right now. I see people mentioning getting certificates first is out of this viable path. I'm trying to get my BS in cybersecurity. I have a scholarship or I also want some more certifications. Do I need to keep going? No, no, it has been exposed. So like every single literally people in this call, no offense guys much left all you. Some of them don't have VSL's. You have every single video as a VSL. Every single one. Yes, think of it like that. Every single video is a VSL. You have like so many VSL's. It's pretty cool. The first video has almost 60,000 views. Your first video? Yeah. Oh, Gary. Yeah. I went to WGU. A VSL is a video sales letter, dude, Gary. You're also another person that's going to make like 100 grand a month as soon as you figure this out. Yeah. So. Okay, great. These guys, 7,000 subscribers on YouTube, 69 videos. He's documenting like his journey. He's not being, you know, he's got 300,000 views. Okay. And it's just information and he's not even making them anymore. Look, he stopped. Yeah. I'm working with him. Okay. They make $211,000 a month. Really? How much is that profit, though, such as revenue or profit? Profit is around a hundred and seventy. Wow. Yeah, that's a lot. So most of it's coming from YouTube. And look, nine, 900 views, 900, like not is not like a ton. Yeah. I told him to stop making YouTube videos because it's just working. Yeah, so he's in like our partners group. Okay. Yeah. But I don't need to smack him over the head and say, dude, you got to start selling something. He already is. So we're talking about like, what do you want to do once you're making half a million bucks a month? It's like, oh, maybe I should buy more property or maybe we should hire a team or when do we going to sell the business, you know, all of these conversations are happening. Got it. You know, and this is what he's sitting on. And this is what you're sitting on and every single video is geared toward an offer and everybody's begging you to put out something. So if you said I'm doing like an in person mastermind event and I'm creating content, I'm going to work with you. You could charge 20 grand for that and get like 20 people in right now, or you can say you can do the 1997 thing and get like a hundred people in just like get some injection of lots of cash in so that I don't need to tell you this and you can experience it yourself. Got you. I can keep going. Do you want me to keep going? No, no, this person to me to the room. This person is in, is in college too, he's a great dude. He's fantastic human being. His whole thing is like learn JS. So so his is he takes people. He takes people who are already knows a lot of this stuff, but we'll get them to more of a foundation first. So he focuses on like the first bit is just getting some skills and then the rest is like all getting a job. Yeah, that's kind of what mine would be also a lot of people have issues with issues. Well yours is going to be focusing more on the technical aspect of things more than this guy, right? Well, I had, yeah, well, that would be phase three would be all of this totally. So he's got four phases. The first is technical. The rest is all job, world projects, search applications, negotiating, you know, and he goes, you know, you'll double your salary or get a hundred twenty a year and I'll continue to work with you until you're hitting that. This is an eighty seven hundred dollar program. He works at Amazon got it, so like, oh wow, all right, you're you guys probably make the same amount of money, you know, doing whatever it is you guys do. I don't know. So the question is like, what are you going to do with all that money? Not it's I have to think about that, right? Let's see. That's why I was asking because I was already doing all that calculation. Got it. Yeah. And because I don't know, I don't make the effort to do that because you don't know. Because you don't know, you don't believe that it can happen, which means that you don't like the effort to make it happen, but I'm telling you, like, I hate to be that guy, but I like was printing hundreds of thousands of dollars a month selling a course and courses sold like a multi seven figure business in this space. I don't know who else needs to tell you that you're right now you can make seventy grand in a week. That's crazy. Yeah. I'm going to make a video someone who's printed body told me I should make a course. Go for it. Okay. All right. What was printing money? Was printing money. Well, now you can do you're free, right? That's the thing is like is like now it's like either expensive. Let's get rocket enrolling or free because it's like I can sort of do that. Yeah. But I have more of a passion now for like helping people like you see the light. Thank you. I appreciate everything you are doing here. Literally just being in the group has expanded my mind and watching the calls. I'm like that is insanity. Yeah. But yeah, I don't I have no further questions. Sorry, sorry, I feel like I apologize, but you're good. That was fun. It was funny. Cool. So is it going to come out on Tuesday? Not if it's like next month. No, no, no, no, it's Tuesday. Okay. Okay. Why would it be next month? I don't know. I've noticed this is a pattern like I'm like I'm going to quit my job this year and then I just like pushed it back a year like I'll quit it next year when I have this much saved up. What? Yeah, I don't know. It's just kind of. I don't know. I don't know. Like a procrastination for it's like I will do it just maybe not. So what do you have to do? Do you need to like go rent a place that's very expensive? So that fear kicks in or do you need to get excited about like things that you would purchase? Like what is going to be the thing that motivates you? I think it's just the fear of maybe the way I motivate myself to really do anything is just kind of pretending I'm on my deathbed and I'm like, what would my life be like if I did this, but I regret doing this. And that's kind of what my source of motivation to get over procrastination kind of thing. Yeah. Well, that's good for you, but there's all these people that want your help. There is. There's a lot. I feel bad. Almost. Oh, yeah. It would be so easy to see what I knew. That's the thing that I feel, to be honest with you, like myself, Nicole is like because I'm in a place of quote privilege, you know, not quote for sure privilege, but it's like I can define things on my own terms, but there's people who really need my help and it would be doing them a disservice or to not to not like charge them money from my help regardless of whether or not I need it. So that was a big shift for me is like, I can't just flaunt that. I have to like, I have to start helping people because they're asking for it and their lives will fundamentally be changed. And there's your future customers who are spending, it makes me really upset that there are people in this world who are spending tens of thousands of dollars on degrees that won't get them jobs and they need your help and they're wasting money. They're wasting their family's money. They're not getting results and they're begging for your help. So like the best thing you can do is charge them. It's not evil to charge them. Got you. Yeah. No, you're right. Yeah. Also, yeah, the charging of things. All right. How much did you like imagine you didn't get a scholarship? I'm assuming maybe you did. How much did you pay for your degree? Uh, so I went to WGU, so I it's $4,000 a term. I don't know what WGU is. Oh, it's kind of like an accelerated degree program. Okay. So you can finish. You can do as many courses as you can in one term and I finished it in one term and it would have cost me $4,000. But you got like a scholarship? Uh, yeah. I got GI Bill. So I got paid to actually go because you were in the military. Correct. Yeah. Okay. And then did you take any more certifications that you paid for? Um, yeah. So I failed a certification, like $800 for like the advanced cyber security certifications, which sometimes you do need for certain roles if you're in consulting or contracting. Anything. Any other education that you've invested into to get your job? Uh, for my job, um, um, um, what about other jobs? Like, did you do other jobs to get to the job that you're at now? I did do. I did. Actually a lot of, so getting from, say, I used to work in IT support, getting from IT support to kind of higher level opportunities is hard for a lot of people because I don't know how to leverage their current skill set. They also don't know how to negotiate because like if you're making like 60, 70 grand a year, it's hard to think, oh, I can make 120 doing the same thing. So a lot of people. But if you're, but that means that it's hard for you to imagine you can make 60 or 90 grand a month. Yeah. No, it's funny. It's like the same thing. Same thing. Same problem. Different. Like ways. Yeah. It's the same, same problem. Just. So you spent $4,800 on certificate. You spent however many months or years on jobs, yeah, which is time. It was time. I would say their biggest thing is time. Yeah. Yours. Like you, you. Yeah. We spent a lot of time in. Yeah. So like they could save. People are already paying more than what you paid. They didn't have the G.I. Bill. They're paying universities more than what you paid. They're going, this one guy was getting a PhD first. They're thinking they need to do six years of education. Do you realize how much energy and money that is in the world? I do. I do know. I put in all of this energy. So, so what's happening is this all just energy. So the energy exists and because there's no release valve that you're allowing that energy to flow through, they're going elsewhere. Yeah. I'm like, yeah, there's no, I understand what you're saying from a kind of that. So you just have to open up the release valve and let that energy come to you and it would be much better. This whole like ethical hacking thing, you're just ethical hacking. You're just hacking the energy and having it come to you. I get that instead of, so I like sent other people, like I sent them to other places. I'm like, you can go there or there. You could literally charge 1997 just to tell them where to go. That's even worth it. It's just a good point. Yeah. Because it's a long kind of in the trenches type of place to be. So Tuesday? I could do one on Tuesday. I could create a waiting list on Tuesday. Are you going to create a video on Tuesday? Oh, yeah. Yeah. I create a video every Tuesday, that's day. All right. Give me a second here. Okay, is that it? Okay. You still there? I am here. Okay, give me a second. I'm sure you know how to make YouTube videos, obviously. What is it? I think it's this one. Yeah. Yeah. Okay. Hold on. Give me a second, you still there? I'm here. Yes. Okay. Give me a second here. Where is that stupid video? It's a cool video. There's somebody I know who did this, what I'm telling you to do, they brought him like a million dollars or something. I don't, I'm not going to find it, don't even worry about it. I just want to help you with this, I think they made like a million bucks or just less than that. Um, maybe it's this one. I'm not going to find it, don't worry about it. Start a waste of time. What was it? It was a, it was a, like what I'm telling you to do, like the kind of video to make to launch something. Yeah. What I'm telling you to do also this one gal did, and I wanted you to watch that so you can see how it's different from the other, her other videos. It's like, it's, it's a little different, but you can just kind of copy that. Did she take it off? Um. I think this is it. I'm not going to find it, please don't. Um, yeah, they closed it. Okay. I wonder if she's done, she probably took it down because she made so much. Anyways, just, I can't, I, there's a reason I can't find it. It's because you took it down. Um, it's okay. Like you just got to make that video. Can you make that video away that, yeah. Can you make that video? Is that okay? Tuesday? I can, yeah. I can make the video. I can figure out how to make the video. Which means you also need to build the funnel. You need to figure out whether you're going to do book a call or a wait list or an email campaign or purchase, write it, check out all that stuff. Yeah. Mm. I would say book a call that just going to fly off the shelves. Yeah, you'll figure it out. Okay. All right. Good luck. Thanks. If you come back and say, Blake, I have, you know, 100 calls booked and I just made 60, 70 grand. Then like at that point I can say, I told you so fair enough. Okay. Well, no further questions. All right. Cool. Okay. I, I need to get back to doing my thing. I'm preparing my lunch. How is that going? I have nothing. I mean, I have the thing, but I don't have no, like, I've got no video. I've got no nothing. So I need to go do what you're doing. How long do you think it would take you to do it? Because I'm sure you have, for me, for me, it's different than what you are. If you just create content effortlessly, yeah, for me, it's the same thing I do in everything in my life. Like, I get the song right in my bedroom first, kind of, and then I go record it. And then when I record it, I only need to record it once, that kind of thing, as opposed to working out the ideas and the recording. So the same is true with like a business. If I want to go start a business, it's like, I will use my business experience and then I'll start one. Like I'll bring that experience into it. If I wanted to go, like, create a VSL, it's like, think, think, think, think, think, think, think, think, think, think, think, got it, and then I record it. So it's not like I, it's not like I, I reward myself by like just typing something out or just like getting in front of the camera, like, that just doesn't work for me. I just like get it all prepped. And then when I quote, walk into the studio, it's already there. So how long does it take me, like, a very, very long time, but how long does it actually take me to do the deliverable, like an hour? Because all of the heavy lifting is in the front end. Does that make sense? I can't hear you. Yes, that makes sense. Cool. Yeah. Yeah. So I have it all and it's all, but I haven't compiled it into an asset, which is actually it'll take me an hour. Yeah. Cool. All right. Everything else? Guys? No. Okay. Good luck, Nicole. Thanks, Blake. Yeah. And then Julian, good luck with your, your meetups video. Thanks. And then good luck, Mark, with your VSL that you're launching April 19th and then carry good luck learning what a VSL is. And I'll help you learn what it is. And now you can kind of see it in real time, but either way, good luck with everybody. Peace. All right. Thanks so much, Blake. See you so much. Thank you so much. Take care, guys.