VIDEO_ID: TCaH8l0HXm0
URL: https://www.youtube.com/watch?v=TCaH8l0HXm0
FETCHED: 2026-02-23
CHARS: 72610
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The more things that you offer, the more specific your type of client has to be. Most small businesses, so if you're looking at this as a agency, marketer, or as a small business owner, most of the businesses who are trying to grow, they immediately go, "Oh, we have to spend more money." They're probably not going to like hearing this, but there's several ways to niche down. What's the easiest way to eat an elephant? It's one bite at a time. >> All right, welcome back, everybody. Today we have a very special guest and he's special to me because he posted a video on Facebook or Instagram or YouTube somewhere and I recognized the place he was at and I was like I know where he is. Come to find out Rob Bailey had a vacation home in the neighborhood that I used to bike from my house. Um I used to bike there to go to my summer job when I was in eighth grade or you know 14 years old or whatever. And I would bike past his house every single day. And so when I s found your content online, I saw the video, I was like, I know this guy lives or he lives sometimes. And so that is why Rob Bailey is special to me. How you doing today, Rob? >> I'm I'm doing great, man. Thanks for having me. Appreciate it. >> Yeah. No, super excited to have you on. For anybody who doesn't know who you are, give them your like 60-cond origin story. Oh, >> sure. So, I grew up in San Diego, California. Military family on both sides. ended up not joining the military for a few reasons, but that you know I I kind of fumbled around in my career and found digital marketing. And after kind of cutting my teeth, I ended up starting two agencies within a six-year period. First agency, we were like a one-stop shop creative agency. We sold basically sold our billable hours for time. That was terrible. We we got burned out in three years and I think under three years with me, my previous business partner. >> Yeah. >> And we were basically the typical creative agency. It was like, hey, we need to go after bigger and bigger clients. Um you know, but but the problem with that was although we were we had a seven figure run rate, if we lost one client, we were immediately in the red. And usually it actually ate up like several months of profit. It wasn't just that one month. >> Yeah. >> And so we ended up shutting that thing down. And and then I I learned from a mentor. I I hired my first mentor, gentleman by the name of Billy Jean. He's awesome. He's a friend now. And he taught me how to productize my services and basically helped me create a more scalable model. So I about 3 months later after I shut the other agency down, the first one, I ended up starting an agency where we were focused on the fitness niche. So a lot of gym studios and and some big franchises in that space. and we ended up helping 535 locations, fitness locations in just under 22 months. And then I was able to sell that agency for a small profit at the end of that. What what people mostly know me for is that like right when I was selling that second agency, the co-founders of High Level, who were one of them was a friend of mine, he approached me and said, "Hey, can we're creating this really cool new tool. Can you help us sell it?" And they were still in the beta stage and it was kind of like rough around the edges. They hadn't really had any sales yet. I said, "Cool. What's it do?" And they said, "Well, it does two-way SMS and there's some agency features." And I'm like, "All right, time out. I'm spending 44 grand a month on my text stack for my 535 clients to send text messages." >> Yeah. >> How much is it? He goes, "It's $300 a month plus usage fees and that's unlimited for as many clients as you platform." And I was like, >> "Right." So, I'm like, "This is the best thing." Yeah. So, this is high level if you guys haven't figured out. But so I I literally was became like, you know, like within a two or three month period became from I went from selling my agency essentially to helping those guys launch out of beta and I was pretty much their only salesperson or reseller for the whole first year. Um and so I I basically helped them launch that company from the from you know out of beta from ground zero. >> Yeah. >> Which was a really really cool experience. And at the beginning it was just me and the three co-founders like fixing things, providing all the customer support. I was doing nearly all the sales. They were flying around the country, you know, programming features themselves, like all this stuff. Providing support in the Facebook group, which they still do today, which is amazing. So now 7 years later, I think they're like a billion dollar plus company and they've got thousands of employees and you know, they they're all grown up, right? You know this. >> Yeah. So it's really really been cool like a very cool and humbling experience to be there in the very beginning from very humble beginnings or all four of us I should say. >> Yeah. >> And there were certainly others involved but that's like my piece in it was I just you know helped them sell this stuff because my belief was so high they helped me solve this like massive problem in my own business. >> Yeah. >> So that's kind of like what most people would probably know me for. And then since then, I've trained like 40,000 people on a couple of specific tactical strategies that I think work really well. >> Yeah. >> Yeah, for sure. >> Quick interruption here. If you're considering High Level, feel free to sign up with my link down below in the description. You'll get an extended 30-day trial and you'll get access to all my bonuses, right? So, you get access to my community, my snapshots, hours and hours of training, um, and you'll get access to 750 other people who are using High Level. We have three coaching calls a week, two of them with me, and we're happy to help you out wherever you are. I really appreciate you. It's just the first link in the description. It really helps out support the channel. Back to the video. >> Well, and I think weren't you spending like $40,000 a month on Scipio before before High Level become a thing? >> Yes. And interestingly enough, Scipio has been revived. At the last High Level Summit, I met some of the guys who are on the leadership team that are now reviving Scipio. But at at the time, you have to understand, I was pasting like seven tools together with Zapier. >> Yeah. Yeah. >> And things would break and it was a very manual process. This is before AI, this is like a 2018. So this is before the AI explosion happened. So I was paying like in my agency I was paying like nine eight or nine people on my team to just sit there and log in to Scipio manually reply to people via text and they'd have like 50 accounts per person, right? and they would log into one location in Scipio, then answer stuff or send a message and then log out then go to the next client location that we had and then just because they had no agency, right? >> That's crazy. >> So, I was going from, you know, location to location, executing this strategy we got really good at that was getting them insane results, but it was very very labor intensive and the tech stack would break all the time and it was just a it was a mess, man. That's >> that's part of the reason why I was so passionate about high level right away because the the leverage that I was observing if they just helped solve that one problem that I was having was somewhere in the 100x range on the conservative side. >> Yeah. >> Meaning I could help a 100 times more clients and do it better and faster and cheaper. So the clip rate was more like a thousand because I could do like you know almost an unlimited amount of accounts with like one or two people instead of eight or nine. >> Yeah. Yeah. >> Minus the 44 grand a month that I was spending on the tech stack. So yeah, real fast. >> For sure. For sure. And and did I mish hear this or weren't you also part of kind of the decision of like, hey, we're not going to go direct to small business. We're going to go to marketing companies. Did you help them kind of navigate that because didn't they start trying to sell direct to small business owners? >> So Sean, the CEO definitely did that for a little bit. Yeah. >> And he quickly dis you know Sean's a very very sharp individual. He's brilliant. I would say he is. So he's a software engineer by trade, not an admitted non-salesperson, non-advertiser, non-marketer, which is like unlike almost everyone in this business, right? >> Yeah. >> In our in our little corner of the internet or the world. >> Yeah. >> But he he he very quickly figured out how much because his whole target was like, okay, Salesforce is enterprise, HubSpot is mid-market, and then there's this giant slice of the pyramid, which is the bottom, which is SMBs, right? Small and medium businesses as a category. and specifically in the US they are the most underserved category by far and they make up by volume by far the most amount of you know business >> for sure. >> So so what he recognized very quickly is that in that certain segment the agencies that help and the marketers that help small businesses are the ones who basically have the key to that market. Um and there's a bunch of reasons for that which we could get into if you cared but it's super nerdy. It's just I mean if if you worked with local businesses at all you would understand. >> Yeah. like they just kind of help at a scale of affordability that you know mid-market and enterprise just don't care about like >> for sure. So >> for sure. Yeah. No, I mean if you if you try to onboard a thousand small businesses which we've onboarded over a thousand small local mom and pop businesses at Review Harvest if you try to do that you quickly realize why people go to the agencies or people go to people because it is it is it is a mess to have to deal with the login, the the people not knowing how to use a computer, the messy software, you know, whatever it is. It's just it's a process and you have to gain trust individually from each individual person instead of going to like you like like you said person that holds the key to 50 or 100 other businesses. U it's so much quicker. But I want to talk a little bit about your you know your claim to fame the DBR database reactivation for anybody that doesn't know what that is. We I talk about all the time a review reactivation. You probably people can probably put two and two together. I mean, Rob was talking about doing the database for activation, and you you you mentioned it multiple times when back in the day about doing it for reviews as well, and I was like, I'm just going to do the review thing. And so, I owe a lot of credit to you because that review reactivation, it's the magic piece. It's like the magic. It's the wow factor. It's the It's what gets people to click like, oh my gosh, this is really valuable and stay with you forever. And so, first off, first face to face. Thanks for that. Um, but tell people how the the database reactivation campaign, you know, kind of came to fruition. >> Sure. Like, okay, so bit of origin story on that. The business partner that I ended up working with on the agency, the one that had the 535 locations, the way that I met him was I was I had had knee surgery and I needed to rehab my knee. >> So, when I was done with physical therapy, they said, "Hey, you need to get in the gym and do these exercises." Well, as a busy dad, new husband, new homeowner, I was really trying to hustle with the work stuff. And so, I kind of got really lazy with the and I don't like the gym as a natural thing. Like, I go, but I don't like I'd prefer [clears throat] to be outdoors if I can, but you know, when you're rehabbing a knee, it's especially for what I had, man, you really got to like target in and get some like, you know, special equipment and etc. So, there was a gym down the street from my office and I walked in there one day and I sat with Ryan, this gentleman Ryan Moore. He's he's brilliant, but he was a guy who sold me my membership. And I left there saying, "Oh man, he number one, he's really good at what he did." Like he was a professional and he was like the anti used car salesman, the anti- yellow pages salesman guy. Like whatever salesman [clears throat] you picture who's a slime ball, he was the exact opposite of that, right? Like he had a process. It was a like questionbased consultative process and he just helped me arrive at where I needed to be. I'm like, "This guy knows what he's doing right. He's doing it the right way." >> Yeah. >> But, you know, he was just asking me what I do for a living and I'm like, "Oh, I do Facebook ads for local businesses and some other stuff." And he goes, "Well, what am I doing wrong?" This is during the sales conversation. And he shows me a screen. I'm like, "That, that that that and that." And he goes, "Well, all I care about is getting people in the door so I can sell them. I know what to do once they come in the door. but my GM, the owner of the the gym is asking me to run these Facebook ads and I don't know what to do from a lead qualification standpoint. So, at that time, this is when I was after my first agency, the jack of all trades agency, and and sort of before we established this fitness agency. So, this is right in the middle of that. >> Yeah. >> Like, well, I'm doing Facebook ads for all these different types of local businesses and it's going pretty well. I'm productizing my service, whatever. Um, anyway, he hires me and and I I'm getting him the results that I promised, which is to get them like good leads from Facebook given the budget, right? Which is a really common story. But what I noticed that he was doing differently than all my other clients was he had a worker there who was Haplan who works for Iowa now and [laughter] who worked for me for like three or four I think years. Um, and he was just in charge of database reactivations. Like the whole thing was just his department, right? What they would do was when I would get them a new lead from Facebook ads, Hap would be sitting there manually nurturing them through text messages, but his software would not allow him to do anything in bulk. There was nothing automated. He had to manually sit there and message each person, which is almost just like using your phone, right? >> Yeah. >> Yeah. >> But they were getting people to show up. Therefore, they were getting incredible sales for my ads. Does that make sense? >> Yeah. >> So then I go and I say, "Well, what does he do before I come into the picture?" like you guys weren't really running ads before. What? And he goes, "Oh, he just reactivates old leads." And I'm like, "Okay, this is great. That doesn't cost you any ad spend. What is he sending them?" And he's like, "The same offer that we use in the ads." >> Yeah. >> Right. So, I'm like, "Seriously?" And he goes, "Yeah." And he's like, "You know, it's it's not like a red-hot lead every time we message somebody, but it's like 10 to 20% of the people we message who were not interested before are now interested." So, they had a list of several thousand leads. I don't remember the exact number now, but I became a little bit infatuated with that because there like my ads were doing about 5 to 10 times better sales-wise with them than any other client. And I figured out through them, let's call it that the lead nurturing thing was the thing that was a big difference maker. And the reactivation when they didn't have enough sales appointments was the thing that filled in the gaps. So now, fast forward, I convinced this guy to leave the gym, Ryan, the the sales manager guy, to leave the gym and partner with me on this crazy idea. I'm like, "Look, we're just going to help gyms. I'm going to run the ads. You're going to do the the lead nurturing and the reactivation and and so we're going to we're going to get as many gym clients as we can, and it's going to be a prescription that we know everybody who we walk into needs, right?" Yeah. So if basically the conversation turned from ads and or lead nurturing to like selling a service to, hey, if you need more sales appointments, we're going to show up and fill your calendar for you. That was really the shift, right? >> Yeah. Yeah. >> So when once that started and we and this took like probably six months for us to really nail. I just I want people to temper their expert. >> Yeah. Yeah. >> While we were figuring all this out, like we would just go into gyms and be like, "Can we fill your your calendar?" And sometimes it would turn into a three-hour therapy session with them. Yeah. You know, [laughter] and sometimes they would say that they could close 80%, I don't know why, but every gym owner says they close at 80% and they would only close at like 20, right? So, there was all these variables that we were figuring out. But that was the start. Like we really, when I say we helped 535 locations in 20 or 22 months, that's a true statement. >> Yeah. >> But we probably helped over 400 of them in the last nine or 10 months. >> Wow. Yeah. So, like once we figured out what really worked, >> yeah, >> we could go in and and just say, "Hey, we know that we can book your basically your sales calendar or your walk-in calendar pretty full." And what we figured out was most most small businesses, they actually don't even want ads. It's just what they think that they need. Yeah. >> What they wanted was a full sales calendar for as little cost as possible. And that just meant we would start with the leads they already had in their database, right? So sometimes that would be an Excel spreadsheet. Sometimes that would be a QuickBooks export. Sometimes they already had a CRM. But we'd be like, where are all these old leads that said yes at some point raised their hand, but they just never bought or they quit and now you want them to reby. And we would just start messaging those people to start because it was ad ad spend free, right? >> Yeah. Yeah. >> So we ended up leading with that instead of the Facebook ads. Um, and that's when everything changed for us and our clients because we got so good at reactivating the old leads, you know, like what to say and when and you know, what's the proper cadence, how many reminders do we need, what if the no-show, what if they need to reschedu? Like we were systematically knocking all these things down and and getting really good at them, right? Like optimizing them. >> Yeah. Yeah. So, it got to the point there at the end where we would say, "All right, you have like 5,000 old leads or dead leads in your database, and based on our previous numbers, we can get you like 100 to 500 appointments. So, let's start with that. You pay our fee. We're going to start with that." Sounds crazy, but it's true. >> Yeah. >> And and then once we you But once we get to the end of the list, you have two choices. You can either turn on ads, which you're gonna have to pay, you know, Facebook for, or we can go back to the beginning of the list and hit that first group. Yeah. And and just keep working the list until, you know, everybody who's probably gonna buy is gonna buy. Yeah. So that became our business model, dude. I mean, honestly, we we were a quality over quantity type of play, right? Like there were certainly people who like we came out of nowhere and we're like if Jim Launch from Alex or Mosi is here, we came up to somewhere like right here. >> Yeah. >> Out of nowhere, like in under a year. >> Yeah. And it's only because we got so good at lead nurturing and reactivation because there were certainly people who were better at like making an offer and running ads or teaching folks how to sell and upsell once the person was in, but our sweet spot was right there in the middle. That make sense? >> No. Yeah, for sure. That's awesome. And I think like the beginner brain listening to this is like, "Oh, wow. That's really cool." But the beginner brain is like, "Yeah, but that was years ago. Does that work now?" And so, do you want to attest to like how database reactivations still work today? >> Oh, it's crazy. I mean, I So, we'll get to this more at the end, but I have a free course, step-by-step course that I offer to folks, and that's the one that over 40,000 people have taken, right? And we get results every day in our little school group where we host this little course. >> Yeah. >> And people are constantly posting their wins in there. And and so, this is an important concept to understand most small businesses. So if you're looking at this as a agency marketer or as a small business owner, most most of the businesses who are trying to grow, they immediately go, "Oh, we have to spend more money, right?" Well, this is more like found money. And found money is like the money that's already laying around. That's the lowest hanging fruit, right? So that's an important distinction. >> Yeah. >> For both categories, like whether you're trying to help someone with this or you're about to do it yourself. >> Yeah. >> You have to understand that the found money is what you should always start with first, right? So, we figure that out by trial and error by handling, you know, by working with all these clients. Most agencies will go years or decades before they figure this out. And it's it's usually because the client is telling them what they think that they want or need, right? But really, if you get down to the nitty-gritty, most SMBs need small mediumsiz businesses need they need their sales pipeline filled. They don't need more fresh leads that, you know, they're not going to follow up with anyways, right? >> Yeah. Yeah. So, so when we we began like getting really good at this, we identified that and so we started coaching the small business owners to go look what are the assets that you already have. It's like with your review reactivation, right? >> Yeah. >> Hey, if you already have sales that that are happening every day, the easiest thing is to plug in our system and you'll get one, two, five, whatever the number is per day. But you helped 20,000 customers last year. Why don't we send a message to them and we'll get a bunch, you know, to get the momentum kicked off and etc., right? Like wouldn't that be the thing that we should start with because those people have already been in your business, paid you money, signed a waiver, did a trial, like what whatever their business model, that person already had enough trust to come into your ecosystem somehow, right? >> They've already given you permission to market to them. Yeah. >> So, this is to answer your question directly, does this strategy still work? Well, all the OGs like way before me, way before High Level, certainly before you or I were born, used to write about this stuff. So, I learned this strategy from Frank Kern. He just did it through email, email reactivations for people with really big lists, right? Because he's he's great at email and copy. The person that taught it to him was Dan Kennedy. Dan Kennedy is like a legend in the direct response community. He's got like a bunch of books and courses and stuff and he calls it a customer reactivation campaign. >> Yeah. The the thing that we did that was different was that we just took that same strategy, this age-old proven strategy, and we applied it to SMS marketing versus because that's the channel that everybody's using. It's it's the the gold standard of channels in which to offer this type of thing through today. Yeah. Right. >> For sure. >> So, that's the only thing that we adjusted and we just got really good at it. We got super nerdy with it and optimized the heck out of it. >> Yeah. >> We realized all the common denominators. So is it proven? Yeah. But it was proven before we even touched it that the strategy itself is age-old strategy. It's like >> for sure >> every business owner knows that the repeat customers are their honeypot, right? >> Yeah. Yeah. >> Or the things that people that spend the most or have been in the business the most are are the most profitable, right? That's probably the best way to say it. Yeah. You just go one step out from that. It's like, hey, let's just get the person who's already been in here to come back, or let's get the person who was in here a month ago to possibly leave a review, right? >> Yeah. >> Something like that. >> 100%. Yeah. It's like it's like finding the $20 in your back pocket that you you get you you got the $20 before you like earned it or you got it from change or whatever, you just forgot it was there. And so, as the agency, we get to go help them find all the $20 bills in their pockets. And that's a great feeling, you know. So, I I love it. And yeah, I think even if you take back if you go back, you know, nowadays, if you take out the A2P component of it, which there's some good things to that because it's going to keep it's going to keep that SMS inbox personal, but if you take out the A2P stuff, I mean, with all the AI stuff, I know you're doing a lot of stuff, you've done stuff with high level and AI and closebot, but now you you have to do a lot less follow-up. And so, what would you say to people or manual follow-up? So, what would you say to somebody who's like is a little bit overwhelmed on the whole like AI component of lead nurture? was like, "Oh, you know, I'll do the database graduation, but I don't want to sit there and manually follow up with people." Like, how how do you kind of get over that hump? >> Yeah, sure. That's a good question. Well, I always recommend that people spend one hour and number one, click the buttons to set up your first reactivation campaign yourself. >> Yeah. >> And then at the end of that hour, sit there and manually use our script to message back to book an appointment for someone. >> Yeah. Once you do one of those, like you will understand how powerful this strategy is because you will have helped one person get booked into like in their most intimate channel. Like so text messages are like besides cats and babies and exes, you know, parents, you know, all all the things. [laughter] >> So it's kind of this sacred channel, right? But once you book someone in for an appointment that way, like a light bulb turns on. And again, I've just observed this after helping so many people do this for the first time. So if you can spare an hour to do it manually, then you'll go, "Oh, this is great. Oh, this works. Now I understand why it works. Now my belief has skyrocketed right now. I can transfer that confidence to my clients or other business owners or whatever the case may be." Yeah. >> So I recommend doing it manually first. That's the first step. It only takes an hour. It's a lot less intimidating because we've got it like five or six minute videos. We're like, "Click this, don't do this, do that." Right. >> Yeah. >> So easy. Anybody can do it. Right. >> Yeah. After that, the good thing about AI is AI loves predictable situations, right? So, I was kind of describing earlier like we've got all the timing, the messaging, what you should say, what you shouldn't down to a science. So, plugging those things in, like those templated, proven things into AI is like so dang easy nowadays. >> Yeah. >> And so, what that does is like, let me just give you guys an example. Like our peak month, we had several $250,000 months as an agency helping these these uh gyms. We had our our highest month was like $49 or $46,000 cash collected. That was just from our credit card. So, we had some other income that month. It was a little higher than that, but that was the biggest part of it, right? >> Yeah. >> That's also when my team was at its peak. So now with AI, with one person, okay, with one person, you could effectively serve unlimited clients with one person and do a better job with AI, >> respond quicker. Yeah. Yeah. >> Yeah. So you're talking about like $300 a month plus OpenAI credits, handling all of the activation bookings that that you need for like $300 a month with Highball. Yeah. maybe, you know, an extra three to 600 bucks a month with Clothesbot if you really want to make it like bulletproof. >> Yeah, >> you can do AI through high level or through Closebot. Um, you know, like just full disclosure, I invested in Clothesbot because I I like the founder so much. I like the product so much. >> Yeah. >> So, I'm biased. admittedly biased, but >> yeah, >> it like if you would have told me for that small of a cost instead of my insane 44 grand a month overhead and whatever I was paying my team, which was tens of thousands of dollars at the time. >> Yeah. >> Right. That you could replace that and have it do a better job and help unlimited clients for like under $1,000 a month. I would have thought you were high as a kite. Like you're crazy. Go take like you know. So, but now it's like people are like, "Oh yeah, you can totally do that." And it might take you a day to set it up, you know? So that's how much AI helps because this is us. This is not AI answering every question under the sun. The AI is like making an offer, getting them to book an appointment. If they have changes or questions, it answers them. If they want to reschedule, the AI handles that. If they keep their appointment, it'll handle the appointment reminders and follow up with them. Yeah. >> It can, you know, ask them conversationally for a review. Not like a corporation, but like Yeah. You know, manually texting back and forth like a human would. >> Yeah. And this just pumps the conversion numbers way up. I mean, like hundreds of percent higher. >> Yeah. >> So when you when you look at the level of scale that I offers for something like that, man, conversational AI is probably besides copyrightiting, I would say it's the second most useful application of AI that exists on the internet today that I know of for our space. >> Yeah. >> Right. >> Yeah. >> So I mean that's the kind of thing that you can unlock. Yeah, >> it's I I highly recommend it, but I I encourage people to try it manually first. Be a little bit patient, like intentionally slow down, shift down a gear or two and be like, I want to understand this before I go, you know, leverage it to the hilts because >> yeah, >> if you move too fast, then you skip steps or you don't fully understand why something might work or not. You definitely still have to like learn what to how to manage the AI as it goes, right? That's something people might not talk about who are trying to sell it to you. >> Yeah. But again, is that better than training a bunch of humans and paying the high cost for the software stack and humans time? Absolutely. Yeah, >> you have to do it anyway. >> Train a human or the AI thing. So, >> for sure. >> To me, that's kind of like a like a wash, I guess. >> Yeah. Yeah. Yeah. No uh no sick days, no bathroom breaks. It can respond early in the morning, late at night, however you train it to. Yeah. No, it's it's incredible. One thing I wanted to touch on was when I saw the the list of companies that you had worked with, I mean, in those 21 months, a lot of those were chains, multilocation, stuff like that. And I think that's something selfishly that I would like to learn more about how you kind of sell into those those franchises or those chains and stuff and what your approach was for for getting those locations. >> Yep. Absolutely. So one thing that you'll find when you productize your service, meaning it's not custom or bespoke with every client that you have, is that there's certain things where that are common denominators, right? So you know, common denominators are things like, hey, in general, is the gym sales process the same? Like meaning we just need to get the person to come in for some sort of free trial usually and and then they know what to do. They pick up the baton there and the sales process works without a hitch after that, right? So that's the argument for niching down is that you're saying okay I know that I can come in and identify found money and you know give them something that we know that they need. So again we got we got so proficient at this and and that's an important piece of this was like we were getting results with almost every client that we touched and if we didn't we would just refund them the money and be like you know we don't want to take your money if this isn't working out well for you. >> Yeah. Which is another advantage of doing a reactivation is you can figure out like in the first day or two if it's probably going to work out with this person as a client. I call it a burrito date. It's like if you've ever gone on a date and you know you want to it's kind of like a larger commitment to go with the steak and lobster at the fine dining place with someone you don't know. I'm like why don't we start with a burrito date and if we like each other then we can go on a second date. Okay. Like that was like my approach. Meaning be like hey if reactivating your database doesn't work out we're not going to do the whole thing in one day. We're going to try a small batch and see how it goes, right? And so the first day or two, we're going to figure out how well this strategy is going to work for you. And if by end of day two or three, it's just like missing the mark completely. Hey, you're not a good fit. We'll hit the refund button and everybody moves on. Like no arm at all, right? >> Which is a great sales strategy. It takes all the risk away from the person that you're asking to pay you, right? >> Yeah. >> So, we started with that. That that's the premise like the landscape of it. But once we started getting consistent enough results, we would go in and see that like every kickboxing studio, for example, basically was the same, right? And there's multiple kickboxing studio franchises. Every yoga studio pretty much had the same model, sales process, membership structure, all these things, right? Some of some of the gyms even had the same offer that they would like everybody knows that like a free trial at a gym is like a common thing. It's like, hey, you have like free three-day trial or seven-day trial or something, right? So once we started, the way that this worked was once we started working with individual locations, usually the people who would try us would say something like, "Hey, these results are insanely great. By the way, do you guys have a referral program?" Because I know all the other franchises within our franchise. And so we would incentivize them sometimes. Sometimes they just do it, you know, refer folks to us without asking for anything. But our name would start to spread a little bit within that community. And then at a certain point, we'd say, "All right, we've helped three, five, seven, 10 of these locations. It might be a good idea to approach the franchiseor or the the franchise office, right, the home office, and see if we can help all 800 of their locations or a portion of them or maybe they have some corporate locations that they want to try this on." So, each franchise or works a little bit different on that front, but even franchises have they're all pretty similar. And so what we would do is go to them and and like we were always boots on the ground first, meaning we would always try to help a location or a handful of them that were within their franchise directly before we would talk to the home office. >> Yeah. Okay. >> Or ask them to refer us to the home office or or their peers. >> Yeah. >> So there's a strategy that we used to do that. Like once we figured that that that worked, right, it's like oh well our results are speaking for themselves and more people want to know about it. Yeah. Yeah, we I came up with this strategy called the Trojan horse strategy. And the Trojan horse strategy is you get a result for you know one to seven locations within the same franchise and then you ask them to shoot a quick video with you like three simple questions and a little testimonial video. >> Yeah. Yeah. >> And then you ask that person to share their results in that video or or the written version of the video or whatever they're comfortable with in a group of their peers that we are not a part of as marketers or agencies, right? >> And in that so again, we're talking about sacred sacred space, right? This is kind of a like what we got very good at is like respecting and honoring people's natural wills and instincts around these these types of things. So, like for example, if you go into We helped a lot of nine round kickboxing gyms, right? >> Yeah. >> If you go into a nine round kickboxing gym owners group, they are constantly kicking out marketers and agencies. They're like, "We do not want to be pitched in here." Okay. >> Yeah. Yeah. >> So, you might think, "Oh, darn. As a marketer, I'm not welcome." Well, our approach was, "No, this is where the Trojan horse thing comes in. No, we're going to ask them to volunteer this information inside by their peer." The the people that we helped are their peer, right? So, we got this great result. Here's the bullets. Here's the video. Share whatever you feel comfortable sharing in there. Whatever. If those people end up coming back, you know, we've got a referral program if you even come up with that. >> Yeah. >> So, people started doing this and then our name would spread amongst their peers and we would start to get sales kind of out of nowhere. People be like, "Hey, can I book a call? I just have like three questions." >> Yeah. >> You know, my peer has great results. I trust him. I saw it. Everybody's been chatting about you in the group. Da da da. We checked out all your stuff. Three questions, sign up, sale. Three questions, sign up, sale. three question signup sale. So the biggest thing about it might sound like a lot of work to do that. But that's literally how we got hundreds of locations coming to us. And so it was worth it because the the biggest thing if you're selling people one by one is trust, right? They're like, I don't know you. You don't know me. How the heck do you know that you can help me, etc. So what we were getting to getting those those location owners to do was to help us squash that objection stage that's so difficult to get over which is just to get them to have a conversation with us. >> Yeah. >> Through them basically promoting us through the the results they got using our system right. So when when we started doing this there was a lot of interesting things that happened but you know we would run ads and we would do organic content as well but a lot of the people who came to us they were like no it's because our peers had success and you know we got to talk to them about it until we were like all right I think I'm ready to do this so they basically did the sales for us. Yeah. >> You know once we got a certain amount of momentum going and everything else. I've taught people this that strategy so many times and the people that have executed it, it's like it's not sexy. It's not like whisbang. It's not, you know, but but man does it work super well. One of my previous students, his name is Dave Dave Panchcho. He ended up helping a ton of boot gyms. And I won't name the franchise because I don't I didn't ask him for permission, >> but he he he basically used our exact strategy to get into this boot camp franchise. And he he had never helped the gym at all in his entire life. He just started helping them with the same strategies that he learned like that I'm talking to you about now. Right. >> Yeah. >> But he went in there and he used the Trojan horse thing to get in there after he helped a couple locations and he just blew up. And now he's got hundreds of locations in his business. There's another guy, his name's Evan. He was the first guy that paid me money to kind of teach him this stuff. Yeah. >> And Evan's in the med spa space. Copy and paste the same thing, same strategy, same marketing, everything, right? >> Yeah. So, you know, again, like does this work today? Yes. Why? Because when the channels change or, you know, the shiny objects change, the underlying principles don't. And and so when you when you can use something like that to get in with get in good with the home offices or even like just a group of similar type businesses, >> Yeah. >> man, the wind is at your back because then they're coming to you. the trust is already established and all you have to do is basically clarify the offer and the promise and then make good on the fulfillment. Right? >> Quick interruption here. If you're considering High Level, feel free to sign up my link down below in the description. You'll get an extended 30-day trial and you'll get access to all my bonuses. Right? So, you'll get access to my community, my snapshots, hours and hours of training. Um, and you'll get access to 750 other people who are using High Level. We have three coaching calls a week, two of them with me, and we're happy to help you out wherever you are. I really appreciate you. It's just first link in the description. It really helps out support the channel. Back to the video. >> Yeah, for sure. That's so good. I'm gonna I'm gonna use that. We've got a couple of franchises that we are we are kind of courting right now like kind of on the ground floor like you're saying. Like we got we got three, now we got five, now we got 10. One of them is like a one of them is probably the biggest franchise in America in the home service space. They like all their brands underneath it. But we're starting to grow like pretty the tricky thing on that side is like we we're really heavy on integration and so they have like their own proprietary stuff that we really can't but the tool that you're using is so bad compared to the results that we're getting. So that we are like we've gone from zero to like 15 or 16 profile locations in like a month and a half and like we haven't done anything besides I did just ask him for a corporate introduction and we sent cookies to him. But yeah, no I got to use that. That that's that's incredible. I'm excited about that. And I think one thing I want to talk about, you kind of touched on it, like kind of mastering your pond. I think like from the agency space, you were the jack of all trades. You're like, "This sucks. Not doing this." And you're like, "We're going to niche down." You kind of niche down service and you niche down service and industry you're serving. And then nowadays, like for me with the reviews, we we really haven't niched down too much. Our messaging is pretty home service focused. Like we kind of push that all across our messaging, but our service is so similar for every person. and we don't have the nurture and the follow-up and the different sales process because we're just getting reviews, right? But that being said, I still think there's so something to mastering a pond where you can kind of get what you're saying where everybody knows who you are, right? Because there's been one industry, I'll just say it because that most people that watch know it's the poop scooping, dog waste survival industry. For some reason, I got in with all the influencers there, all the people that make YouTube videos about poop scooping, all the all the school communities, all the Facebook groups, whatever. I got in there and I became like Review Harvest became the poop scooping review software. And so now we h like we still to this day have poop scoopers sign up almost every day or every other day without talking to us. And and then if we do get on a sales call, it's a formality. It's like, oh yeah, I know you're the best. Like what? Let's go. And so talk a little bit about even if you are delivering the same service over and over again kind of the value in niching down. >> Sure. So there's several ways to niche down. You can niche down by industry or vertical, which is what we did with gyms. But you can also niche down, which I think is what you're getting at here. Correct me if I'm wrong, is niching down by solution, right? So, what you did was niche down by solution, which is broader, meaning like you can help any service industry. So, it could be dog, you know, dog folks, could be a roofer, it could be, you know, a bathroom remodeler, right? It kind of like like the thing they have all in common is this like generic industry but it's not like like with in health and fitness there's like supplement you know there's products kinds of stuff you know but for you you've got one appointment type which is like hey we're going to come to your house probably bid on your front porch or walking around your house and then the the point of sale happens at the customer's home right versus being in an office versus being over the phone right which would be more like white collar stuff in service right like insurance or mortgage or whatever, right? So those nuances matter, but in home services, man, the pretty much the whole thing operates the same way, right? So when you niche down by solution, it's generally broader, but now you're identifying this this vertical within that broader niche. So you're kind of like you're doing both, I would say, in that example. So, you've got a productized service that can help anyone with reviews who's in the service industry, but you're also finding traction with this this vertical, the sliver of people where the messaging is hitting so well that you don't even have to do sales calls with them. And that's kind of a golden like >> sliver I would say. So, for those who are kind of looking at this like, well, cool Rob like what's the difference? The difference is like the more things that you offer, the more specific your type of client has to be, right? So you offer one thing, we offered one to three things. >> Yeah. >> The fewer things that you offer, the easier it is to sell without a sales call. The easier it is to pass through word of mouth, right? That's just the way it goes. >> Yeah. >> I could do a whole class on that, but >> Yeah. Yeah. Well, it's like they just remember the one word about your business, right? They just for review harvest, they just remember reviews, right? And so it's really easy to transfer it. >> And and the cool thing I like about reviews better than reactivation is they understand the inherent benefits. >> Yeah. >> Naturally now. Like you don't have to explain the benefits of getting more reviews. They already understand that, right? >> Yeah. For sure. >> So they understand that it increases your Google presence, your Google profile, your makes your sales process easier, like all that stuff. Right. So with reactivation, there's a little bit more explaining because they're going to be, okay, cool. Like you're going to get me all these appointments, but how? Right. >> Right. Right. So, but the thing that I would say is about that is that I recommend most people now, especially if they're using high level, and I hope they're using it through you. But, you know, if if I were to do this all over again, I would still just do one to three things. And the closer you can get to one, the better, right? Like, if I was to start everything over today, I would basically do your business, I would think. Right? Because here's why. You know, if if you're getting people signing up like that and they're benefiting and and you become like the utility bill bill, meaning it's so hard to go back to making a fire instead of flicking the light on for electricity. Oh man, like they're just going to stay forever. Like proverbly forever, right? So I I think that that's smart to do. Reviews certainly isn't the only thing that you can do that for, but fun story, Sean Clark, that's the first thing he did with his first direct customer. I'm sure you heard this story. His HVAC guys at his house. He goes, "Hey, you provide a great service, but basically nobody knows you online." And he had like one picture. I think it was Google profile. Wasn't even filled all the way out. All Sean did was say, "Hey, if I send somebody a text message while you're standing here while I'm paying the invoice on your iPad to fix my air conditioning unit, and it triggers a review request, how many more like how many jobs you do today?" He's like, "I don't know, three or four." Anyway, this guy went from a one truck, zero internet presence guy. Sean set up one automation. That's all he did. Right. And this guy's been paying him $300 a month for eight years now. >> Yeah. >> Right. And now the dude has like seven or eight trucks. He's raised his prices. His branding's on point. His Google profiles banging. You know, it's top of everything for that area. >> Yeah. >> And that's all he did was for $300 a month, he get gets more reviews and his SEO's increased, the trust has increased, like all this stuff because he's a good provider, right? >> Yeah. I vividly I vividly remember hearing that. >> Yeah. It's like it's the simplest story ever, right? And that it's it's really cool that you are basically doing the same thing he did but adding a couple couple modern twists to it. >> Yeah. >> But that goes just goes to show you like high level can do almost anything, right? But you don't need everything that it does to be competitive out there. In fact, it's the opposite. It's like >> counterintuitive, but the fewer things that you do, you just do them really well, the easier it is for the client or customer to understand. >> Yeah. Right. >> For sure. No, I love it. And just to to touch on the the database reactivation thing again, wrap people around like what was y'all's offer or what how would you offer it today in terms of were y'all doing a little bit of money down and then later money later all money upfront but all refundable? Like how did y'all package it and offer it pricing wise? >> So So this changed over time. Like when we started our service it was 500 bucks a month for Facebook ads and we were like oh we're going to crush it. That was a red ocean. That was bloody bloody waters. You know it was it was an uphill battle. once we figured out. So, so this is the way that I would prefer to think about it and I think it's helpful for folks to understand like there's a quote that I love I've been using in the high level community forever which is sell the hole not the drill. Okay? And what that really means is people don't buy a drill for to have another tool in their toolbox. They buy it to get the result which in the case of a drill is a hole. Right. And so I'm not in the business of selling drills, but you know, like I don't think anybody would go to the mats over like whether their drill is DeWalt or Ryobi or whatever. They just want to get as many fences built as possible, for example, right? If you're a fencer or as many roofs done as possible if you're a roofer. So whatever the tool is for the job, it's got to >> provide a better outcome than doing it in a different way, right? >> Yeah. So when you think about it that way, you know, we began once we figured out that our what our clients really wanted, which was we need x amount more of sales appointments in order to get x amount of new memberships, which was their sales mechanism. >> Yeah. >> Then we said, okay, cool. Now we can reverse engineer that back and provide a package that gets you that and only that. No fluff, no other garbage. Like we're not doing newsletters, websites. >> Yeah. >> Like you know, none of that stuff, right? So there's only like you might only need one thing which is reactivation to fill your whole calendar which happened quite often, right? Like we wouldn't even do ads or lead nurturing for them because they're like dude our sales pipeline's full. We're super happy. Here's our money. Right. >> Yeah. >> Yeah. So about six to eight months in I would say we started to figure out hey you know if we're some of our clients were getting like 400 free appointments from just from their database in like a month or two and they were making like you know like 75 to 100 grand like you know in a lif you know from this thing. So we started charging like 6,000 bucks right for three months worth of service. >> Yeah. >> So we kind of gradual gradually increased and packaged that as we went. But again, what we said was, hey, like, yeah, it's six grand, but based on your database size, for example, we're going to be able to expect that your sales pipeline will go up by X. >> Yeah. >> Right. >> Yeah. >> And so, so that's kind of how we did that. We sort of capped capped out at the top there. I would say like six grand for 3 months worth of service was like a few hundred appointments, a few hundred contacts a day, generating like about a dozen appointments. Yeah. >> For our average, you know, gym studio. >> They were thrilled with that. like Monday through Friday basically. >> Yeah. >> You know, 10020 contacts, 12 to 24 appointments. They were stoked, right? >> Yeah. >> So, so that that's why the six grand was worth it for three months of service. So, we didn't start there. That's that's where we ended when I sold the agency, but there was people charging a lot more than that, kind of doing similar stuff in the market at the time. And we were doing it for like a really reasonable price point and mostly without ads ad spend, >> right? >> Yeah. So, I think the way that you can walk this back pricing-wise is like once you have your delivery down and you really understand what your clients want, then you can back out the price point and justify it by results, meaning like what what hole am I promising, >> right? >> Yeah. >> That that's what's going to determine your drill's worth. >> Yeah. So >> for us, we walked it back and we're like, if we're getting somebody 60 grand in pipeline, like real value, like sales or lifetime value of sales or a blend of both, if we're putting 60 grand in our client's pocket, we feel and this is found money, right? Like a dollar for them, you know, they it's a no-brainer for them to give us around 10%. So that's kind of what I recommend is if they have the margin for that kind of thing, they're happy to pay that all day, right? >> So that's kind of like the way that we arrived at that, if that makes sense. >> Yeah. No, definitely. And then one thing, you know, I kind of wanted to close out on was there's a lot of people in the high level community and the marketing community in general that watch a lot of YouTube videos. They've got lots of great ideas. They know they know what to do, but they don't they don't do it. They never take action. And so, what would you say to somebody listening to this who like knows that they've been interested in doing starting a video, a business, they're they're a entrepreneur, you know, what would you say to help them get out of their head and just get started? >> Yeah. So, I mean, they're probably not going to like hearing this, but it's you have to get it off your ass and do one thing first. Like, you know what's what's the easiest way to eat an elephant? It's one bite at a time, >> right? >> So, it's very easy to get frozen and intimidated by how much you can do, right? And it's very easy to constantly look at shiny objects and say, "Hey, that's a bleeding edge thing. I have to be doing that in order to have success." And that's just not the truth. I mean, the average small business owner is at least 10 years behind technology-wise. At least that's like kind of cutting edge if you're like 10 years behind for a small business owner. Sometimes they're 20, 30 years behind on this stuff, right? >> Yeah. >> So, if you look at the sweet spot of the bell curve, the stuff that high level and the the digital entrepreneur space, it it's like it's still the very beginning of that bell. Like there's we're not even to the sweet spot of this thing yet, right? So, that means you've got like this is just helpful for me to think about it this way. That means you have at least 10 years doing what exactly what I just described and maybe what you you're doing Clay, >> right? >> Before you might have to innovate again. That's a long time. You can make, you know, few million like two to three million bucks a year or like like let's just call it a million. If you can make a million dollars a year using a simple tech stack with maybe a virtual assistant or personal assistant or something to help you with some things and you can do that for 10 years, that's lifechanging for most people, right? >> Oh, for sure. So, I would I would highly encourage people to just like view it that way. It's like, you know, you don't have to be doing something cutting edge or even like super fancy to start with. In fact, it works better if you do something proven and reliable. You just do it better. And, you know, a lot of people will say, "Well, what does better mean?" It better means like for most small businesses, it's hard to explain unless you've been out there and and talked to small businesses, but they're being oversold mostly to by corporate companies like the yellow pages or the sales forces or HubSpots or whatever. These are incredibly expensive solutions with almost no return or guarantee of return. Yeah. >> Right. So, you have to realize that if you can come in and get a simple result for a client, number one, they probably never had someone who they hired from the outside come in get them any result at all. >> Yes. So you will be a unicorn to them. >> Yes. 100%. >> Number two, if you can put the found money in their pocket, then they can do what? They can afford to pay your invoice. >> Yeah. Yeah. >> Right. So you're no longer a nice to have. You're you're in the performance business. The the hole that you have helped them create with your tool. They want every month now, >> right? >> They crave it. >> So you know, to me, I would just that that's the mindset part of it is like it's so easy to get overwhelmed. just get laser focused on one thing and be like, I'm going to get proficient at this one thing until, you know, I'm making some amount of money with this, right? >> Yeah. >> Any like for me, I was like, I need 30 grand a month to put food on the table, so I'm going to get proficient with Facebook ads. So, I just focus on Facebook ads for three months, right? >> Yeah. Yeah. >> So, so give yourself something like that in that range, right? With that type of mindset. The second thing that I would say is that, you know, this is just this not me tooting my own horn. I'm not special like as you guys heard I've done the trial and error thing to arrive at what's now a very refined process and system you know product delivery that you guys can borrow but I would say go do something like take my one hour database reactivation course because in under an hour you can just click the buttons it's like five minute videos you can sit there and go okay now in my high level I can click the buttons d cool got that done what's the next step right step by step it's broken down into a science it's paint by numbers it's like you don't have to sit there and fill variables. It's like, no, we've already figured out how this works for you. >> Get one thing working as fast as possible. I've noticed that like I'm one of High Level's biggest affiliates because I've noticed that if you can if if a new user can get let's say you sign up for Highle right now, use Clay's link. >> Yeah. >> Go sign up. Yeah. Go sign up and and do something like get something executed within an hour or a couple hours if you're slow. Right. >> Yeah. >> But get one thing working in there. And again, laser focused. Just get it done working. I've noticed that something clicks in people's brain where their belief goes up that their confidence goes up. They can see themselves getting a result for a client. They can test it on themselves. So, you know, there's no oh factor basically, right? Where you're like, oh no, what if I screw something up? It's like you can test all this beforehand. So, you don't have to worry about like ruining your reputation or anything like that. Like get one thing working, right? And then now you got some momentum to work with, right? So, then you go, okay, cool. Well, who can I help for free to sort of test this on and see if you know this works out there in the real world? Well, guess guess what? Spoiler alert. The simpler like if if it's reviews or reactivation or both, it's going to work. The only question is how well, right? >> Yeah. Yeah. Exactly. Exactly. >> Yeah. You just go cut your teeth and be like, I'm going to help a couple people for free with this thing. I'm not going to promise the farm. I'm not going to like try to become an all things. I just want to see I'm gonna help one business for free get some more reviews or reactivate a handful of leads, get them 10 appointments. Yeah. Right. So once you do that, that's your that's your foot in the door paying clients, right? So I'm talking about this might take you half a day, guys, to do this, right? Like it's it's a couple hours. Then what you say is, okay, cool. So getting back to your previous question, how am I going to make this risk-free for owners to maybe give me money? It's like, well, let me give you a handful. Let me turn it on for you. Yeah. Okay. this system that I've got. It's not me. I'm not special. Rob, I've got this cool system, Mr. Business Owner, this drill that will get you this type of hole. >> Yeah. >> And what I'm going to do is just turn on for a day or two, right? And we're going to see what kind of results it yields. Yeah. >> Okay. So, if it's a total whiff, you owe me nothing. Y >> and but if it's awesome and you want to keep it on, then we can talk about, you know, what it might cost to keep it on, what it looks like moving forward. It's the easiest sales conversation on the planet. >> Yeah. >> Right. So, when we were back when we were charging six grand for 3 months, 6 to 10 grand, you know, up front, that was our They're like, "Well, what if this doesn't work?" It's like, "Oh, no, no, no. Like, if this doesn't work within the first 3 days, we're both going to know and we'll be super we don't want your money if it doesn't work." In other words, if I do this for the first three days and you get no reviews or I reactivate your list and you get no no appointments, then we're just going to know this is a dud, didn't work out for whatever the reason, right? >> Yeah. Yeah. For you as the provider, the service provider, it's great because you get to go on the burrito date and see if the client can actually sell and you know these are real leads on their list, like all the things. >> Yeah. >> And it might cost you one hour of time. Yeah. >> For the business owner, it removes all the objections. They're like, "Wow, if they really can get me the hole that they're promising with this drill, >> let's do it." >> Then maybe I want to keep it on and keep paying them, right? >> Yeah. >> So, but but that's the process that I would go through. And it's the thing is is if if you're hyperfocused at first, it's in small enough chunks where it's like 1 hour, 2 hour, 3 hours. Oh my gosh, now I can see the path forward, right? And so that's where I recommend everybody start. I don't care if you're an expert agency owner, you got to eat a slice of Hubble pie, that's it's the same recommendation. I would still do that. >> Yeah. No, I love it. I think like my favorite part about the thing you said is that if you're doing reviews or database reactivation, it's not if it's going to work, it's how well it'll work. And like you said, you will be the special unicorn to the local business who has hired who has never hired somebody and gotten any sort of result, any sort of positive result. And I think that is like the magic and these two little models with reviews and database. It's like you can get a quick win for somebody and you go from being just another marketing person, marketing software, whatever company that sold them and now they're really hesitant and they're like, "Oh my gosh, did I just make an awful decision?" To now you're like, "Oh my gosh, in the first seven days they got me great results." And now like their guard is down and they love you. Like there there are times where we get people crazy results during the review reactivation. And we tell them we're like, "Hey, you get like 10 15 customers a month. I'm just letting you know like we're going to reactivate your list. We can do it once a year. I mean once a year, once twice a year, whatever you want to do, but like you're not going to get more than probably, you know, four to six reviews a month because you have so little few customers." So I'm like, you might want to pause and turn it off. But like you do the reactiv and they're maybe hesitant. you do the reactivation and then they're just like okay great this works they just forget you exist like you look you look up and 3 years later they're still paying you $279 a month and you're like what does that even work and that happens more often than people would think because you become you know the person that actually got them results and so I love the fact that you said that >> you have to realize 98% of people who approach them are talking over their head about tech and you know all the things it can do and everything and they just go look dude I like I just need something >> yeah So, you know, you'll you will be a unicorn in that way. Meaning, you're like, "Wow, like that guy earned my or that guy earned my trust so quickly because it was no nonsense. He made it risk-free for me." And you know, he got me a result that I would love to just keep on after that. That's when you become the utility bill. And the difference is that you're not corporate. They can call Clay. >> Yeah. >> When they have a problem, they're like, "This guy actually listens to me, right? He understands me. He gets me because he's not one of those people comes and just tries to sell me whatever they have to sell that's over my head. He understands my needs and he's filling that need. Right. So invoice gets paid every month. Clay is my my guy, right? >> Yeah. There we go. I love it. Well, this was a really good Rob. We're going to have Rob's free community linked down below that has the 1 hour hour course. We'll also have his social media and stuff linked down below. Rob, anything else you want us to put down there? Anywhere else you want to direct people? No, I would just say that you know the thing that I would say to like specifically somebody who's new in this industry but even if people are seasoned is that you know this industry has given me a level of flexibility and lifestyle that I never could have imagined. It's not without effort or it's just like starting any business, right? It's not without, you know, inputs, let's call it. Like, it's going to take time and energy and a learning curve and all that good stuff. But what I will say is this, that the day that my life changed was the day that I had no more Z days, right? So, I had some income coming from a client in some form or fashion, whether it was small or large, every day of the month, and it was recurring, right? >> That's the day I woke up and said, "Oh, I think we just had our third child. I can just take three months off if I want. >> Yeah. Yeah. >> You know. >> Yeah. >> Or, you know, like we had a couple like health issues with our kid. Oh, I could drop everything and not lose revenue in my business to go be with my son in the hospital, right? Or I want to go on an extended vac like take a proper vacation like a month, not just like five days, right? >> Yeah. >> And will I come back to a burning ship? The answer is no. It's going to be fine. >> Like, >> that was a massive change for me. Like I I grew up, you know, poor middle class, you know, military vets, mostly combat vets on both sides of my family. So very humble beginnings, right? >> Yeah. >> And I'm old. I'm like 47 in this industry. I'm a dinosaur, right? But like, you know, you you see you see people who, you know, who are having all this success and it's just like, well, you know, for like months, not years, but months, I was just really consistent once I found one thing that worked. And and I'm not going to lie, it's some some days it's boring. you're like, "What about what else am I supposed to be doing? Like, nothing's broken, so let's fix it." Right? And you've gotten your business to this place, too. And I just would advise people to not underestimate how this unsexy concept of just stacking smaller wins, but they just kind of just stay. >> Yeah. >> And and the compounding of that, do not underestimate how powerful that can be for yourself, for your personal self, family if you got one, your business, whatever it is you got going on. You can really build your life around build your business around your lifestyle. >> Yeah. >> Rather than committing your life to your business, which is night and day different to me. It's subtle, right? >> Yeah. >> But my first business I would never sign up for again. I would never sign up for that first agency. I don't care how much you paid me at this stage. I'd be like, "Nope, do it." >> And the answer is the reason why is because now I know how to build this this business. Yeah. >> Right. The business serves my life and lifestyle now. And I know how to go and build it back up if anything were to happen. So, let's say I started again from zero. It would probably take me longer, a little bit longer to get to where I wanted, but then I knew I was going to compound and it would probably never go away if I was just consistent, right? >> So, don't sleep on this model. It's incredibly powerful, especially if you're in it for the long haul. It's worked for me. I I'm an old dog. It's worked for Clay. He's, you know, an upandcomer rockstar. So, you know, but I I would say that the single biggest mistake I see is people bounce around too much and they don't put enough time into this model where it can be so good recurring income every single month, every day of the month if you just give it enough time and space and you allow yourself to be disciplined and not chase shiny objects. So, that's that's my advice to everybody. >> Yeah, for sure. Yeah. Know the small the small recurring revenue, the small, you know, the small wins every day, they definitely they definitely add up. And it took me it took me until 2022 to really like stick and focus on something. And like just for context, everybody I had started doing digital marketing when I was like in high school, but in high school I was like talking to people and doing Facebook ads and doing whatever I could. And I hopped from thing to thing to shiny object to drop shipping or affiliate marketing or whatever. And like it took me it took me from probably I don't know what that was 2018ish to like 2022 to hit my first $10,000 month. But as soon as I like focused in 2022 and was like, "Hey, I'm gonna do this." Like, you know, now we've seven, eight from there. And so it's like it happened. It can happen quick. You just you have to stick to something because you can't get the outsized returns if you're just jumping from thing to thing every three months. And so a lot of that comes down to expectations as well. Like go into it expecting. Just spend a year on it. Like I just had somebody, this is, this is probably like one of the coolest parts about making YouTube videos now. Somebody in my community posted the other day. I'm actually supposed to meet with him right after this. And he said, he posted this community say, "I joined in March. I quit my sales job that I hated. I moved to Latin America. I was sitting in Latin America at a coffee shop and watched Clay's videos. I've never made a dollar on online. I've never done digital marketing or never done any of that. And last this last month, he had just hit his first $10,000 per month in seven or eight months. And he has worked so hard. He has worked so hard. But like go into it expecting it to take six, eight, 12 months of hard work to really stack. And the thing is is like, and this is the way I was. I would work at something for three months and hit three or $4,000 a month and I would think it was a failure. No, it's just you're just getting started. Like that's just that's just part of it. And so yeah, no, I you know, great great advice there. I really really appreciate you hopping on. We'll have all his links down below in the description. And yeah, thanks for hopping on. >> Awesome, man. Thanks for having me, Clay. Okay, guys. Get her done.