VIDEO_ID: ikanpGm2R7I
URL: https://www.youtube.com/watch?v=ikanpGm2R7I
FETCHED: 2026-02-23
CHARS: 81330
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I brought back Maria went to talk about how anyone can start an online business for just $5 a day. I've also got my co-host Brian Dilla joining me on this. Maria, it's good to see you again. >> Thanks so much for having me. It's so good to be back here and with you too, Brian. I'm excited. >> I know. He was grilling you in the hall about >> Oh, he's got all my numbers now. [laughter] >> You guys just had your first ever million-dollar month, all these crazy things. And we're going to get into that. But I think so many people loved the idea from our last podcast about low ticket and only needing a 100 followers to get into an online business. Then we were just talking like we didn't really go into ads too much, but like you could just run ads for five bucks a day and have success. >> Yeah. I think that people don't realize how if you're just getting started, you should still be running ads and you can start with a budget of $5. That's like a coffee, right? The cup of a cup of coffee every single day. And you take those five, that first initial $5. A lot of my students who do it well and do it correctly, you know, will get their sale in the first 24 to 48 hours. So that little $5 that they spent turns into their first sale of their product. And I think that that the morale that comes from that first sale so quickly is something you don't get in the organic marketing space, right? It usually takes a long time to build an audience and you got to get traffic. And so I think the things that I wish people realize is a you can run ads and you should be doing ads a lot sooner than you think and b you can get started running ads really really inexpensively. $5 every single day. It's not like thousands and thousands of dollars and it gets you sales. It gets you traffic so much faster. And then I would say the other thing is Facebook and meta advertising has never been more simple. It's never been more easy. Like you remember how we all used to boost posts back in the day? That's what it's like to run proper ads now. It's not hard. It's literally like boosting a post, but instead of getting arbitrary vanity metrics like more followers or more likes on your post, you actually get sales from these simple ads. And so, yeah, I think people should be advertising a lot faster than they are. >> Yeah, I know. Um, you know, Brian and I when we started working with our on wealthy investor together, we did the opposite. Like I built an organic following and that was all we relied on. you know, you were just managing the sales team trying to like dig through DMs and organic and all this stuff. We didn't start running ads until years down the road. >> And that's what most people do. Most people wait so long. I think there's all these preconceived notions or these limiting beliefs around ads and it feels like this huge barrier to entry like I'm going to start running my first ad and then $30,000 is going to get flushed down the toilet tomorrow. That's what people think. And so they wait because they're worried they're going to lose money. But if I said, "Hey, the average, you know, person who starts running their ads, they get they turn that $5, they get their first like $27 sale, and then you can use that $27 to then go back into your ads, and now you can spend $5 again the next day." And that's how we did it. We started very small. We started very slow, and now we're spending profitably like 30 $300,000 per month in ad spend, about $10,000 every single day, which is $300,000 every single month. So we slowly scale that up. You're spending $330,000 right now. So, yes. So, if there's >> 300 If there's We're spending about $10,000 a day. So, if there's >> 30 days in a month, 300,000. If there's 31 days in a month, 3100. Yeah. >> A lot of money. >> We're spending about $10,000 a day. >> Million dollar on meta ads. Hey, if you're looking to get started in real estate investing, then you need to use our cash flow 2.0 system. We give you all the motivated seller leads. We give you software, one-on-one coaching, and everything you need to start your real estate investing business. And we've seen so much success from our students with this system that we are willing to guarantee it. So, if you want to learn how it all works and how you can get your first real estate deal today, go on over to wealthyinvestor.com and apply. Someone from our team will get with you and you could have your first deal within a week once you get on this system. So, head on over to wealthyinvestor.com and we'll see you there. I think the main question people would have is like they might want to do what you're doing, but they don't know what product to sell. >> Well, that's a great question. I think the first thing people need to lose or release is the limiting belief that it won't work for me and it won't work for the thing I want to sell a product on, right? It won't work for my industry. People think, "Oh, it only works if you're in the business industry or you're in the marketing industry." Uh, but nothing could be further from the truth. I have students who are making lots of money selling like one student comes to mind, she's doing like $50,000 a month selling like teaching parents how to make felt birthday hats for their kids. >> That's such a random niche and like I can come up with 10 more random niches like that. And so I think the first thing is realizing that like no matter what it is you want to make a product on, it can be successful. That's the first and most important thing. And then the second thing is if you're one step behind that and you're like, "Well, I don't even have an idea. I don't even know what to sell. I don't even know what kind of product to sell. The thing I tell people is your friends and family are your first marketplace. >> So, what are your friends and family coming to you for? What are you solving problems for? You know, if your friends are always coming to you for um like relationship advice, how are you and your husband? So, you know, you got the spark and you've been together for for 15, 20 years. Like, how do you guys do that? Like, that's something that might be a problem you can solve for people. Um, if people always coming to you for advice on like how to look super elevated and look wealthy without spending a lot of money on your clothes, like that might be an indication of the value that you could bring to the marketplace. And so, you shouldn't come up with ideas in a vacuum or even really ideas based on things that you personally love. Maybe that should just be a hobby. What you should actually do is look around and say, "What are my friends and my family coming to me for advice on?" That's an indication that that's something that you can actually make money doing. And everyone has that. Your friends and family come to you for something. Everyone has that. You just got to look for that. Well, you know what's interesting is like Brian actually started out as my very first student when I started to get that question over and over again. They're like, "How are you flipping houses? How you doing this?" And I was like, "I don't know. Let me just write this book." And so I wrote a book called Flip Your Future. And then guys like him bought it. And then they're like, "Do you do coaching?" And I'm like, "I guess I'll do co." Like, so my first actual product was a low ticket product. It was a $15 book and it's still on Amazon to this day. And then eventually I went course and then I went, you know, high ticket coaching and other stuff. But like even today, you know, we were talking about before and I think on our last episode I just launched it, my golf mastermind, >> you know, and >> and that's blown up. >> Yeah. Now it's already multiple seven figures in like what four or five months. >> Yeah. If that even, I think. Yeah. >> And it's just blown up. And it and it once again goes back to golf. It's like, bro, you know, we want to golf. We want to go to these cool places. And all of a sudden, I'm like, I guess I'll create a product for it, you know? So, like I do believe that anyone listening to this can absolutely create a product in any niche to solve any problem no matter how crazy it may be. Um, but I think like product aside, right, everyone is an expert in something. >> What's different about you and I I I think it's more attainable to people is the fact that you do low ticket because most people like me would say, "No, look, selling high ticket's way easier. getting one customer to pay $5,000 is easier than getting a hundred to pay $50 >> or 27 in my case. >> Yeah. Like >> that's crazy. >> It's it's in my opinion it is easier and >> you know like only working with one person versus 100 is easier. Um and so most people in the education space or the digital, you know, info space all do a high ticket. And you're like the only one that either of us really have ever seen that like succeeds with low ticket being the primary source. So [clears throat] how >> Yeah. Yeah. That's a great question. Um well I always say like I think either way with whether it's because I used to do high ticket, right? So I used to sell these $72,000 coaching packages. I did that for a really >> Oh, you went ultra high ticket. >> You're like 72 grand,000 or $27. >> Yeah. You know in between. You just switched the numbers. You 72 to 27. That's >> the twos and sevens apparently. Um, and you know, I didn't do this with sales calls, by the way. I did those over the DMs. So, like I >> 72,000 over the DMs. >> Very good. Yeah. Like my I actually People don't know this, but I'm actually very good at selling high ticket, too. Like I I'm I'm just really good at at this stuff. And I just don't ever talk about it. Yeah. But let me tell you, like as someone that did, you know, I had my $10,000, $20,000, $72,000 coaching packages. I've done both. So, I've done the hard of high ticket and I've done the hard of low ticket. Um, and what I can tell you is you pick your heart either way. M >> you pick your hard with high ticket or you pick your hard with low ticket. The hard with high ticket is if you're a person of integrity and someone paid you $72,000, you care about the outcome, so you want to do a good job. And it's not that you put pressure on yourself necessarily, but you know, you feel a good sense of responsibility to your to someone who paid you $72,000. And so I certainly felt a sense of obligation like, hey, I want to really >> invest in you and really make sure that you get your result. And so um for me the delivery part of high ticket was so draining and that was the hard um it's also hard I think to sell um high ticket in a different way where you have as a salesperson have to overcome the mindset issues that would keep you from asking for a $72,000 sale. So I had to work work through all of that and I think it's hard for the average person to work through the mental hang-ups that come with asking someone to give them $10,000. For the average person who makes $60,000 in a year, asking someone to give them $10,000 is asking someone to give them a six of their annual salary. Now, we are experienced entrepreneurs, we can work through that. But for the average person just getting started, that's a really big jump to go from $0 for my first sale to $10,000. >> Yeah. And it's like >> it's a chasm. >> Yeah. You're you're like, "Hey, get momentum. Feel good that you sold a $27 thing." >> And it's a much easier thing for them to wrap their head around asking for 27. Now the hard with low ticket is the traffic and the volume needed to be >> the cost. Customer acquisition cost is the hardest. >> I don't think it's a customer acquisition cost. I think it's the the customer acquisition volume needed like our CAC is low but the volume required is very high. So I think that that's the hard is the traffic the level of traffic required. You know I people like 100 people to your checkout page every day. That's like a first tangible metric and that's a lot. That's a hard thing. Um but the the thing I like about it is I don't have to talk to people. M >> I get to work on that hard on my pajamas with my kid. Like that's an the heart of low ticket is something I can do on my own time in a way that I can't with high ticket. >> Yeah. There's no real fulfillment. You make the product and like you said it's e-commerce. You're just you sell it, it's done. >> What are the products? >> So in my business there I have quite a few products and so um they could be video courses. They and those are very specific by the way. So they're not broad. It's like almost think of them like video tutorials or like video recipes. So, we would never do broad courses that teach a broad topic. They're very, very, very specific things like I'm going to show you how to make money from your Instagram stories. Very specific, like make more sales, right? Um, very, very specific things. So, I have video courses, big PDF bundles, like fat, juicy bundles, big things. We have templates, so like things that can help them create their content faster or create their checkout pages faster. Um we have um a lot of like spreadsheet tools to help them stay organized. We have these worksheets to help them plan their business. So it's any form of digital product, right? So videos, PDFs, um those kinds of things. Um >> what percentage would you say are videos versus like >> uh I think it's 50/50. >> It's 5050. >> Yeah, 50. So 50% are video courses. Those have a greater perceived value initially. So those are always a little bit easier to sell. But I think the templates and the worksheets and the tools actually really help with the implementation of the video courses. So they work really nicely symbiotically. >> So you don't sell coaching. >> It's all just like no fulfillment products >> pretty much. No, not at all. My average order value is $100 about $100 up from 80. [laughter] >> And then my LTV is like $150. So very very low ticket. >> And what and you know so if you if you do a million in a month and you you spend 300k to get the million plus organic, right? >> Plus organic. Um, I would say right now our profit has never been lower because we're scaling. I don't know if you remember on the episode you kind of talked to me about that. You actually gave me really good advice which is expect your profit margins to dip when you're in a scaling period. And then a lot of people will like freak out and backpedal and never scale. But Maria just keep pushing through it and that's exactly what I do. It was really good advice and a really good time for me. Um, and so I actually think our profits are going to go back in the nice 50% that we're used to. They were down to like 30%. Um, which was like terrifying. I was like, "Oh my god, 30%." But like it's actually pretty decent, you know, 30% is not bad. Um, but I'm used to like 50% profit margins and so it was lower for me. >> Yeah. So right now, you know, you you go spend 300k, >> get close to a million, whatever the number is, then you know, you still have fulfillment cost and team. >> Yeah, team is a big one for us. Yeah. Um, I mean, I guess really for me, the thing that's interesting is like I've basically sold one product and we just crank it, you know, over and over again. And I think about the idea of like, dude, I got to create like how many new products every month? Like I just filmed my first course in over I don't know, three years. >> Yeah. >> How'd it go? >> I'm about to release it. Okay. Actually, by the time this comes out, you guys can get it. um is going to be our brand new Forge Academy. It's like 3 hours long. >> I'm just giving it for free. I'm not even selling it. Um >> that's even nicer than me. I sell mine. [laughter] >> Yeah. So guys, go get it for free. I'm going to link to it down below. It's going to be out. But um yeah, even like making that and filming it, I'm like that was a lot of work. I That was I'm glad that my three I'll do it again in three years. >> But you do this every month creating new products. Yeah, we're so in 2023 we launched three products. In 20 No, I'm sorry. In 2024, we launched three products. 2025 we launched 12 products. That was a big push for us. >> So, once a month you created a new thing >> basically last year. Exactly. And then now we're doing 50 products in 2026. >> Every week. >> Yeah, pretty much. We do four four product launches a month. So, we've done we're halfway through January. We did two at the beginning like we're we're right on track. We got two more. We're launching one on Wednesday, which is 2 days from now. Um, and then that one's going to be um, it's actually that one's very cool. It's a little to answer your question, this one actually might be helpful. It's a tool that helps them launch a viral digital product. So, we literally help them outline and like it's a drop-own menu. So, like if you are going in this industry, here's like the broad topics that sell well and then we help them drill down a little bit further and here's the deliverables. Oh, if you're in this industry, you should have a worksheet. So, we really do a lot of the work for them to come up with a product that will sell. So, that one's launching on Wednesday. And then we're launching um Rose has the strategy where she pays and gets these like really cool um really targeted followers that make us a lot like they're like customers basically. Um so, she's launching like a little course on the ad strategy as well. >> So, are you doing this because you can't keep spending on the same product like you'll just get diminishing returns? >> No, I think that Yeah, that's a good question. So the reason we decided to to launch 50 products was we looked at what was working and we really believe that if something's working just do more of it and we >> the launches are your most profitable. >> Yeah. Well and they're just like it's it's people like to spend money on us and we don't really give them an opportunity to spend a lot of money, right? And so they always need new they need new drops. They need new releases. It's like a clothing brand. Like you like the brand and you want to >> spend more on the brand. And so >> every time they have an exclusive >> Yeah. like like we ran a Black Friday sale and a lot of our customers were so upset because they had every product that we put on sale so they couldn't buy they wanted to give us money and they couldn't and so um we really believe that like if something's working just do more of it and so product launches work so well for us how do we do more of them now I can't personally you know hand create 50 products so we're bringing in some incredible product developers to help us develop products that our customers will love and um we brought him on in December and he's already I mean like paid for himself a 100 times or at least 10 times over so that's kind of the direction we're moving in is I'll make the core products. I'll continue to oversee every product development. Um, but some things like worksheets, I don't need to be personally sitting there in Canva designing the worksheets like I did last year. >> Wow. >> Yeah. >> Yeah. You guys really are operating like an ecom company. >> Yeah. >> So along with that then I mean not just the products, but if you're going to launch every week, you need a whole new marketing strategy every week. New ads. Gosh, this sounds like a nightmare. >> Yeah. No, it's not a nightmare. It's not a night. I mean I mean like maybe for some people it is. That's the thing. I really do believe that like you pick the business model that works for you. Um to me this is the most fun I've ever had and I think you scale up to it like >> but but tell me like every week. Okay. So you you come up with a new product, right? So you're in development. >> Yeah. But we se by the way we market to segments. So like the two products that we launched this month 99.99% of people don't even know we launched it. >> Right. Because you can't spray and pray like to the whole >> it's super niche. But like I guess what I'm getting at is your own time because every launch needs you to promote it organically. You're not going to do organic. >> No. No. A lot of it is going to be on the we're creating products specifically that we know well we'll sell via ads. So a lot of it is going to be creating products that we >> Are you going to have to make video ads or they just going to take graphics? >> They'll take graphics. They'll take Sometimes I will if it's a product that like we feel needs it, but but for the majority like we have such a a bankroll of footage of me and we've got really good ad creative people now. They'll just take it do a like a a little collage of I don't know like like a ad creative is the word I'm looking for. They'll make an ad creative um and then use it or we do we see a lot of success with like very simple like ads that are working really well for us now are um like worried you won't make money in genealogy, right? Because we had a genealogy student because we're collecting case studies now for all of our students. So we interviewed a very successful student who paid off her house with a $27 genealogy PDF and so we got her case study. I know, right? It's so random. This is what I'm saying. like it's a rand your industry can make money. Um and so we got our case study and we're running ads to it and then at the bottom there's just a link to buy a bundle of all the products that um that student used, >> right? >> So that that graphic that's making we're getting like an 8% click-through rate, which you know it's like really decent, especially on cold traffic. Um it's just a little ad word you won't make money in your in genealogy. >> I guess it it'd be easier because you're used to doing ads for one niche where she could go like dentist, genealogology, >> health practitioners. Yeah, I'm you know you see school ads I I pay a lot of attention to school like school. Yeah, because they are super targeted like >> he's like hey plumbers blah blah blah. Hey has to do with the new andro meta update. >> Exactly. Yeah. >> Exactly. >> Yeah. For those for those wondering like the the new Android meta update is basically like hey >> it's going to take your creative and everything else to target that specific person. >> But think about this. I think that even the fact that we're all getting served ads that don't relate to our industry. I think even of that that's in itself is good advertising for school because it's speaking to the diversity of people that can see success on school.com and I think even that is really good. People want to know does Maria's products work for all industries or just her social media industries. I think there's even that if it doesn't quite fit to you is >> I need to change my algorithm to get my entrepreneur ads cuz I literally don't see any real estate or entrepreneur ads >> start clicking. That's what I I have a backup account, a secret account for Instagram and I just sc I that's my like my content. >> I do that on YouTube too. >> No, I have premium. I don't see any ads. >> Oh, like on YouTube I have a separate account that's from the Christian niche and I click on their stuff >> for your Christian stuff. You see? >> Yeah. >> It's good. It's a cure. It's a different way to cure your own feed. >> My whole Instagram feed is just golf. [laughter] >> That's all Christian stuff and that's like Oh, and sports. >> Yeah. Yeah. I that's all I get. >> I guess like how do you get people to want to spend money with you? >> I make it's going to sound so cliche, but 99% of people don't buy from me. They they they watch my free stuff, they implement it, and they get really good results, and they leave comments, "Yeah, I watched this YouTube video and made $40,000 from this YouTube video." Um, and so I make a ton of really good content that that actually makes it so most people don't even need to buy from me. Um, but the 1% that do are insanely loyal and they buy from me over and over and over again. I have a 60% repeat customer rate. Um, which is very high. In an industry, the average is like 15 to 30%. So, we have a very high repeat customer rate. Um, and so I tell people I literally want to like pay for the first thing you buy with my free content, please. Here's a tutorial on YouTube. Like, follow it. It's like step by step by step. Um, and then I think I honestly think as basic as it sounds, when you when someone implements a free little hack that you got and they actually made money from it, they actually got results from it, which I think is really rare, but I think I do that very well. They can't buy fast enough. People have 14 pages of my product, not 14 products, 14 pages of my products in the back end of their courses and they still want to buy from me. They're like, "When are you launching the next thing? When are you launching the next thing?" And so, um, I really do have this like crack cocaine effect. Um, I also think it's the way I structure the low ticket products is very intentional. It's very on purpose. >> Well, it's so cheap, too. It's like, I'll just buy it. Whatever. Like, I might get some kind of value out of it. It's not It's not a big decision. >> No. But, you know, one of the things we did this year, this was the second product that I launched this month. We did for 15 people and it's like sold out for the year, so you can't buy it now. But, we did what we called an annual pass. Kind of like Disneyland's annual pass where they know I'm launching 50 products this year, and so they got to buy kind of a pass to get all the products that are going to get launched. >> Did you charge them 50 bucks or what? >> 7,500. I'm just kidding. 7500 high ticket. I know. >> Yeah, I know. That one probably boosted my AOV by like 30 cents. [laughter] >> 15 $7,500 orders. Probably boost it a little. >> You know what's it? It just makes me think about too like uh you know, we just got back from our golf trip at Kiwa Island and you know, we're talking about the business of M19 and it's already now we're already our third trip. So, we we went to uh Stream Song, then we went to Cabo, then Kiwa Island, now we're going to Pinehurst next month. And a couple of them are like, "Bro, I don't know how you run this business. Like, there's so much logistics that go into it. You got to like book the rooms and the the courses and all stuff." I'm like, >> "Bro, it's really not hard." >> Like, it's so easy. >> Just tell Tiffany to do it. >> Yeah. Just tell Tiffany to do it. It's not that hard. Those guys are dumb. >> But then like for Tiffany. >> Yeah. We'll put Tiffany's uh number in the description. >> Yeah. People would always tell us that at Wealth Con, too. They're like, "I cannot believe you guys do these large events every quarter and this and that." >> Don't you find you get into a rhythm? Like that's the thing with product launches. Like you, for you, there was your first course in three years. Of course, it's going to be rusty. Of course, it's going to be like getting this slow machine up and running. For us, we have it dialed down. So, I don't even have to think. I know exactly what I have to do. I show up, I do it, it's done in less than a day, and then I'm out. Like, >> yeah. Well, that's kind of what I'm getting at is like everyone's perception of something they don't do is always like, "Dude, that must be so hard." Yeah. >> And for the expert, it's like it's really not. >> And why do we think it shouldn't be hard? That's the other thing I always buck up against is like you want something that most people don't have. So like expect a little bit of friction. Expect a little bit of being outside your comfort zone. It's okay. Like I think if we start to dis like dismantle the idea that you know entrepreneurship is so easy, we won't we won't have people quit. People quit because their expectations aren't where they should be. So I tell people it's not unnormal to feel like you're going to quit at some point or to feel like it's going to be a little tricky at first. Of course it is. You're learning a new skill and that's fine and that's normal and we've all been through that. You're going to survive and if you push past that, you're going to get what most people never get to have. >> Yeah. So, you know, with uh a product launch, obviously you're going to do this every week and they're all very niche. You know, most people wouldn't even see that you launched it. It's going to be super random. >> Um, >> and you know, that's great. But you had mentioned something. You're like, "Hey, uh, we we hit these different plateau points um at the different spend." So, at 100K in spend, there was a plateau. At 200k, there was a plateau. Now, you're at three and you're you're saying, "Hey, I actually don't think we're going to have a plateau." My guess is probably because of the products. But tell me about the different plateaus you hit and how you solved them. >> I Yeah, I mean, that's a great question. I think the ad our journey to scale our ads from like $0 to our first $100 a day, that's a big milestone when you're spending $100 a day consistently, up to like$10,000. I think um it's a journey of emotional regulation. Like people really feel so much fear around scaling ads and just doing ads in general that I think they quit before it gets good and they quit before they get excited. And so um for us a big plateau I distinctly remember is when we had finally tapped out of our warm market. So that's kind of going to be your first big plateau is we did that. >> Yeah. Yeah. And so, um, I don't remember what the dollar amount was, but I remember like the return on ad spend just to it goes straight to the toilet after a while >> and it's just and it's confusing >> like they don't just buy it like that. So weird. >> All your low hanging fruit has been picked and you're confused. >> When we when that happened to us, we were we started running out cuz it was ours was all organic. We got to like How much do you think we did? >> Thousands of dollars a month. >> Yeah. >> Organic. >> Yeah. But like >> like three to four million dollars, I think. >> Yeah. We got >> That's pretty good. >> Yeah. And we didn't know any better. >> That's zero ads. >> Yeah. Zero ads. >> And that's in the calendar year. >> Yeah. >> Yeah. >> Well, no, but I think cuz we didn't start running ads until 22. >> Yeah. So, it was higher, but we got to like hundreds of thousands of dollars a month with no ads. >> Yeah. We probably like not even retargeting, not boosting. Like >> we would tell people, they're like, "You're nuts." >> Yeah. I remember we had we hired a consultant and uh this is like in the very beginning and we're like dude we we're trying to figure out how to make more money and he's like well how many times are you guys like posting a reel to like promote the business? We're like once a week. He's like what? And we were like like should we do two a week? He's like you should be doing like two a day. >> And we're like what are they gonna get burned out? >> Nope. They just they have real >> because I wish people saw my reals enough to got you know I wish the same people saw my real enough to get burned out but like the tiniest fraction of your audience is seeing your content. So >> but what happened was so we started running ads and what you manage the sales team. >> Yeah. >> What was it like? >> Uh at first they're like these leads suck [laughter] and I was like okay we just got to like get better at it. We got to call them more. uh when you're working with like cold traffic, it's completely different for high ticket cuz we were selling like 10 or $20,000 packages. >> So, it was completely different than selling to like his Instagram followers. >> Well, three things in life are sure. Taxes, death, and sales people complaining about the quality of leads. So, that's to be expected. >> That's true. >> I used to sales team, too, so I know. Yeah. Yeah. >> You know, Tiffany used to be one of my sales people, actually. She >> She was a great setter back in the day. >> I believe it. I believe it. >> That one is true. That's funny. Okay. So, uh you you went and started figuring out cold. >> Yeah. So, that was the thing is like you you get confused about why you're plateauing because the things you've been doing in the past don't work anymore. So, you have to really start from zero and and that's when you start to really like, oh my gosh, I have to pay attention to my metrics. Like, you have to have your click-through rate dialed in. You have to have your conversion rate on the land. like every at every stage of the ad, it has to be dialed in and improved. Um, and then you know what we just had to do is like you have to get better at all of those, including the big tip I would give people to get over that hump is pay attention to your AOV. Better order bumps, better upsells because if your AOV is bigger, your CAC can be higher, right? Like, and so really like getting our average order value up allowed our CAC our customer acquisition costs to be able to like handle going up a little bit. Um, not by a lot. I mean, we're playing with like a few dollars here. Now, when you do your low ticket funnel, are you starting at the lowest cheapest thing and then ascending throughout order bumps and everything? >> There's no uh I guess I guess in that sense, you could say yes, but really we don't see an ascension process cuz there's nothing like it's more like flat. Like if everything's around like $300 or less, there's no like here and then here and then here and then here. Think of it more like a spiderweb. Like once you come in, you think you're coming in to buy one product, but you're going to like buy five products, you're going to buy six products. And so in that sense, um there we we saw that we pitched them all at the same point. So, we don't have an upsell funnel where it's like >> there's only one landing page. You just buy >> and but then here's the key. Here's a thing that we figured out that works super well. You offer five order bumps >> all on the all on the checkout page. >> Are they pre-checked? I assume. >> No, I don't do that cuz that pisses people off and then they purposely uncheck everything. They get mad. No, you give them the offer. But then here's the key. You offer the to bundle all five order bumps and give it to them for like 50 to 70% off. They take it like like 90% of the time. >> I would guess most of your purchases are just one or five. >> They're very few twos. >> Yeah. I mean, sometimes people do, but it doesn't we never start. It would never sometimes people don't sit there and do the math and then they would, but we it would never make sense to individually buy one of the products >> because you the deal is so good to get the bundle, right? >> Yeah. Yeah. That's what I'm getting at. So, it's like >> you're coming in. It is 27 if you want it, >> but you could buy it all for 150. >> Exactly. >> Yeah. >> Yeah. Exactly. And that was a big unlock for us. Um we just started doing that I think back in like maybe September. And that was like, oh, we're getting like a really high take rate on these order bumps on this bundle. >> Are you putting everything on like go high level? >> No, we would never use Go High Level or Clickfunnels. We use Sam Cart. We're very loyal to Sam Cart. Brian, you know him? Yeah. Um from Sam Cart. >> M19 member. Shout out to Brian. >> Shout out to Brian. We love you, Brian. Um, and the reason for it is not I'd love Brian, but I love money more. And so I just [laughter] >> And so we get a really good conversion rate. Like Sam Cart's pages are are optimized for conversion. Um, average conversion rate for a regular Joe Schmo using go high level or some other one might be like 1 or 2%. My average with click or with Sam Cart is 6%. Including whole traffic. That's one sale versus 100 visitors versus six sales for 100 visitors. Some of them convert as high as 25%. >> Why Why are they converting so much higher? Because >> load times, >> well, that's like basic. Yeah, like there's a lot of basic stuff, but Sam Cart, I think the comp the people at Sam Cart understand the tiny little things that all add up to a better, more smooth, more seamless, more persuasive checkout experience. Um, and it's and and importantly, they make it very easy for basic people to do that. So, there's almost no like tech hang, which I'm not really a tech person, believe it or not. And so you just go in, you basically just like they they pre-build it so that it's it's decently easy to just get it set up and there's a thousand little things that influence um checkout conversion rate and all of that adds up and when you're playing the low ticket game like it's a game it's not even a game of inches, it's a game of centimeters and so you need those you need those >> really millimeters. >> Yeah. really honestly honest to God >> there's so many different things you could >> and they all add up but the beauty of that is it once you fix one little thing you forever see that improvement like it's it's think of it like building a brick wall I had this brick and that brick's always there then I add this brick and that brick's always there and I've just been adding bricks to my wall >> I want to see your checkout page I want to see what it looks like compared to >> it's sex go high level checkout page >> I don't I think go high level I mean again I'm not here to like [ __ ] talk other companies but um I I would never >> but I'm go high level sucks I've tried I've tried that I really want to click Click funnels to work for me because I was obsessed with getting the awards. Like think about how many ClickFunnel awards I could have gotten at this point, >> right? >> Now you could buy them. >> I could just I'll just I'll just give myself to I mean those awards. [laughter] I've been I've been texting Brian. I'm like, "Brian, I need my 20 million award." I'm like, "What am I?" So, he's going to make me one a custom he's making. >> You know why? Because I texted him. I said, "Look, I'll put it in the background of all my videos." >> Yeah. So, it's free advertising. >> Make you want award for me, I'll give you one. >> Whatever you want. >> I was just watching Tony Robbins thing. He's talking about like what our needs are those six human needs and then he mentioned because I'd never heard of them before and he mentioned significance and I'm like oh yeah that's me. Okay, got it. >> Yeah. >> What about you did a million dollars in a month. How big was your team? >> My team is that was last month. So last Yeah, it was our first million dollar month. Um cash collected. Like I want to like it's not people say that. >> This guy is the biggest cash collector. >> I love cash collected, bro. I hate my child. I hate when people say that. On track like a 20% success rate. >> I'm on track. I'm like collecting in the bank, baby. >> Oh, he says this every time. He's like, "No, but I want to be clear. This is a million." We had collect We had a guru come in here and then we'll let you finish your story that said he did this and did that. And I was like, >> "Can I see your stripe?" >> And he's like, "Yeah, yeah, yeah. The stripe didn't match, but it's all good." This is why I share screenshots. I share screenshots. >> Yeah. I share screenshots. I'm like, "Look," because we should be transparent in an industry like this. >> Numbers. Yeah. >> Yeah. So, our team is very small right now, as you can imagine. If you're selling courses, they don't really there's not a ton of delivery. Um, and so we have a few people that help me with content. Um, the biggest department at this point is the product development department and the um ad honestly the ad department is like the monster, right? Because >> So, how many people is that? >> Yeah, >> I think like eight >> in ads. Damn. >> No, total. >> Oh, total. >> Yeah. The ad [laughter] department is like three people. >> 50 people here. >> No, very lethal. And I I I had a bigger team at one point um for a much less sized company. It's hard to manage people. Well, >> okay, let's talk about this. So, what changed? How did you make more money with less people? Why did it shift? >> Because I stopped doing 90% of the things entrepreneurs think they need to do. We don't do meetings. We don't do networking. We don't do client delivery. So much of what business owners think need to be done >> are just ego-based things. You want to feel needed. you need to feel needed. You think your clients need you. You think your team needs you to have these meetings. None of it needs to get done. So, when I had my baby 3 years ago, I'm just like, I just can't do all of this. And so, I just I just eliminated 90% of um what we thought what we think what we thought needed to get done and I made more money. >> Can you go over the eight roles? Like what are the eight roles? >> Yeah. Okay. So, um my right hand is my sister. I'll go in order of like who I talk to the most, like who I interact with the most. So really my right hand is my sister Rose. She runs the ad department. She, you know, we really struggle with like official sounding terms, but like she probably Yeah, she'll probably be like a CMO. Um, we don't really have, we're working on getting proper labels for everybody, but she'll probably be the CMO. Like she runs the two other people that work for her in the ad department and they help her with tracking the data of the campaigns, setting up the campaigns, creating the ad creatives. Um, and so um, those three people make up the the well the ads. Yeah. I kind of handle the organic side of things. So, I'm really the one and I'm looking, by the way, I I'm putting this out here, too. I'm looking for like a creative director to do to take that off my plate, like the content strategy, the organizing of the organic marketing, just thinking through all of that. I really need help with that. I want that off my plate desperately. Um, must be Orange County. >> Yep. >> Um, but um, so that's that's what I do. So, I talked to Rose. Then I talked to Wendy. She's my COO. She runs all the like the the back end of the business, basically. all the thousand little balls that just like need to get handled. Um, and then she also oversees two um people who help people get access cuz when we just crossed over 100,000th customer and so when you have 100,000 customers like people need help getting logged into their courses and they need they need help resetting their passwords. And so that's a little heavy but we manage it with two part-time customer support people. They just kind of like I don't know exactly what their hours are but like I know we have two people in that role. >> Excuse. >> Um and then um let's see. So um content wise it's just me right now in terms of the organic. So, we had to let someone go. And so, I'm actually really feeling that gap a lot. I'm looking to replace that. >> You have no editors. >> We have one guy that edits YouTube videos, but he's new as of like the last 30 days. Um, >> you literally have no content team. >> No, it's pretty much just me. >> Yeah. >> Damn. >> But I want to change that. That's what I'm trying to hire. It's a lot for me. Um, it's a lot for me brain power-wise. It's a lot for me. I mean, I post like four times a day on Instagram and I'm doing that myself right now. >> Damn. >> Um, and so yeah, but like that's like the thing I tell people >> you like put post, too. Like you press post. >> Yes. >> Damn. That's crazy. Well, I schedule it, but yeah. >> How do you have a million dollar a month business and nobody posts your content for you? >> Well, I did have someone doing it. I had to let her go. So, like >> she just wasn't posting on schedule. >> No, she was a she was great at a job. It was a bad culture fit. >> Okay. Got it. Got it. >> Yeah. Yeah. It's hard to let it go. >> It's a small team. >> Yeah. It was very It's very small. >> Yeah. Especially if you're not a good culture fit on a small team. >> That's the thing. [laughter] >> Yeah. >> I do. So, I do have a personal assistant who handles everything in my personal life, which I'm That's huge for me. I don't do anything in my personal life. So, I work um on Tuesdays when Ellie's with her dad or like I, you know, I'm here, right? On Tuesdays is my work day. Um and then I'm with Ellie, like my daughter, my three-year-old daughter six, you know, like the majority of the time, mostly not working. When I work, it's content creation, and I'm really only creating content on YouTube and Instagram. >> And I do a lot of podcasts like this because then people do the work for me. Like, think about this is very leveraged for me. I'll create content on the way down, I'll create content on the way up. You guys will do all the editing. >> Very leverage. I've been doing this kind of like press tour stuff for the last few months and it's been really effective for my brand. >> Yeah. >> Yeah. >> I think our episode was the first one. >> Yes. And then everyone started inviting. >> It was It was huge for me. It was really And it was such a great one to do for me first because it really gave me a lot of credibility. You were like first on it and then after that it was like I was telling Tiffany I was like I feel weird if I'm not doing two or three a week now. Like I'm really it's a weird week for me when I don't have se like if I have seven days in a row where I don't have a collaboration. It's too quiet. So I'm like I'm really on it right now. Yeah. Yeah, there's a lot of big ones that are going to be coming out soon, which I'm excited about. >> That'll be sweet. Yeah, >> that'll be sweet. So, okay, cold traffic team. What changed at 200k a month in spend. >> Um, that was needing new products. You just people customers got fatigued. The people who were ever going to buy, we pretty much they had bought, you know, >> and you never thought, hey, maybe I'll just increase the LTV of these people by selling high ticket. >> No, because I had done low ticket or high ticket and I >> You're like, I didn't want to go back. >> No. At that point, my daughter was probably like one and a half. I was never in a less position to be able to do high ticket. Like I was running around keeping a baby alive. >> Okay. >> Yeah. >> So what happened at 300k? >> 300k like that was that's this month. Like 300 is this month. Um I think that's just that's more of the same. More creatives. That's the big one. More creatives. Wait. And I know like Alex and people who spend a lot of they say the same thing like >> more creatives more creatives. More creatives. More creatives. Um and so we got another person. We now basically have two people creating creatives round the clock. >> Yep. That's what I learned too. Yeah, >> I was um I got to last year 300k a month in spend >> um for just one of the companies and >> it just fatigued and >> we couldn't scale past it. I actually scaled back down. >> Okay. >> And I said, "Man, okay, we're going to have to figure out like how to beat >> this diminishing return. It just your CAC got too high and all this stuff." And then um my friend Cole Gordon came here. >> Oh, yeah. >> And Cole goes, "So, how many ads are you making?" I was like, "Oh, I make them like every few months legitimately. >> That's how often I make ads." He's like, "What?" He's like, "How do your ads even still perform?" I'm like, "I don't know. I have ads that work from like a year ago." And he's like, >> I don't know how that's even possible, but he's like, "You have to treat ads just like you treat content. >> You got to just put out >> infinitely more ads than you currently do to to break past >> all those barriers." I was like, "All right." I mean, that's not rocket science. Like, I have so much content. I so I hired a full-time person on staff to just make ads 247 >> 247 which is exactly what we did. Um and that's yeah that's been I think and I think now it's literally going to be more like to get to a million. Here's my again here's my armchair plan but I think it's going to be >> a bunch like more creatives for more products like what we're doing just a wider web. >> Yeah >> that's the plan at least. Well, and that that spreads the creatives out and like, you know, because I'll see guys who have one product and they'll spend a million dollars a month and I'm like, dude, for you to spend a million dollars a month on one product, >> a your warm audience has to be so massive that you're able to do it. >> Um, so think like Hormosi and his workshop because he only markets literally his workshop. That's the main thing. >> Um, >> and it's not that expensive. >> Yeah, it's five grand or whatever it is. Um or B you just have a million products and so hey cool you know what we can throw >> uh few you know 20,000 on this one 20 on this one and so it's like they're all many businesses. >> Yeah and that's and that's kind of how we're thinking about us as a company going you know from you know where we are at like 10 million to 50 million. It's just more of what's working. Like it's long and and Michael Masterson talks about this in his book Ready, Fire, Aim. Like it's just at that stage to go from 10 million to 50 million. That's stage three adolescence. Um it's it's more of what's working and it's um better systems to do that more. So that's what we're focused on. >> And I guess too if you're just doing courses, it's not like you need to ramp up fulfillment. It's just >> Yeah. >> Not really. >> You just need creative people to make products. >> That's a difference between you guys. So she has no fulfillment and then you have a lot of fulfillment. So the time that you spend fulfilling, she spends making product. >> That's a really good way to say to say what I say, which is you pick your heart. Your heart is fulfillment. My heart is marketing. That's a really good way. >> Yeah. I'm not creating new products all the time. I'm just fulfilling the one product. >> Yeah. He's been on the same Zoom call for years. >> Why don't you to me when I hear that I'm like just put it make it in a course like like to me that's the fulfillment. >> Yeah. To me tasks that are repeated are tasks that need to be automated or outsourced. Zoom call is a little bit different. [laughter] My Zoom call literally for the last six years, I have no agenda the moment I walk on and I'm like, "Okay, what am I going to talk about today and I just literally talk about last week." >> But I think that's the best way actually because that's how I make content and I think that's how I make good content. You kind of People love it. >> Yeah. You tune in. >> There is no need. It's not a course. It's just literally real life. >> Yeah. I think that's and the the beauty of that is stuff's changing in the marketplace, in our world, in our environment all the time. I think >> that's why that's why I do it that way. If it Yeah, for sure. If it was like the same thing >> Yeah. >> I'm like, "No, dude. I am not repeating the same thing every week. >> That'd be a nightmare >> for you." Yeah. >> Yeah. Um but yeah, I mean on the on the we are starting to make it less and less fulfillment. Like now, you know, at Wealthy Investor, we have only two coaches really that handle fulfillment. It used to be, you know, how many coaches did we have back in the day? >> Like five or six. >> Yeah. I think people just need less. Like that's what we're really I mean because people are you know there's a lot of rumors last week about online courses being dead. I don't know if you caught any of that but like my space well Amy Porterfield retired her course that had been around for a long time and Jenna Kutcher retired her podcast. So like it was like a people in my space like taking a step back and so everyone was like oh my god our online course is dead and I'm like no except like but the kind of online courses that are dead are the broad vague generic ones. You're never going to buy a course called like how to decorate your house. It's too broad. No. So, what what are what are they doing now? >> I don't know what they're doing now. I'm actually going to a little thing with them in April, so I'll I'll find out. But, >> you know what I noticed? It's like mainly girls that do like the online courses stuff. Like a lot of the guys >> do high ticket coaching services. >> Yeah. I think women I mean I can speak for my audience and I can speak definitely for myself. Courses are better for us if you're moms. I think that like you you women I notice moms get pushed into having to have leverage delivery because they can't show up to like it's very difficult to show up to if you want to be the kind of mom like think about me and like Natalie Ellis from boss babe we were just talking about this like it's hard to be an ambitious mother right and and want to intensely have a career that's very fulfilling to you and that helps a lot of people and makes a ton of money and also be the kind of mom you want to be. I do think it's different between moms and dads because someone who's a high achiever in business as a woman is also going to want to be a high achiever as a mom. And so there's this duality. Um and so I think that for a lot of us it's because there's no delivery on courses and so we can make a ton of money and scratch that itch and be as ambitious as we want to be and be home with our babies and feel where we want to be. And so I think that's why I also think that there's like a worthiness issue that a lot of women struggle with where it's like I don't feel worthy to get paid $10,000. I don't get Yes. And I don't think that men have that. Men seem to have a little bit more >> I'm worth everything. I am underpaid. Yeah. more than 10,000. >> I think that they've walked in with a little bit of swagger that women have to acquire over time and work through. And so, >> especially in the marketplace, >> I think in the marketplace. Yeah. I think I think that I'm I'm happy to meet them where they're at. I'm like, look, if you It's okay. Like, let's work through their mindset issues later. Let's just get some like let's get $2 or $3,000. >> Yeah. Let's sell these 30 $30 bangers and like sell a ton of them. >> And you know what? Like, and I I like I have so many students who who didn't even think they could to sell a $27 thing and now they're making 50,000$100,000. Like I just had a student, you know, several students just cross over their first million dollar chunks like selling this one product for $27. It was like an art course. Like and that happens all the time. >> Um and so I think they end up getting their millions with a $27 product and that solves the worthiness cuz what are they? That money's in the bank. What do they say? >> What have you seen causes people to fail >> in the low ticket space? >> Yeah. >> Not understanding how much volume is needed. That's why I think it's so important. >> They sell like 10 people and they're hyped and it's like, yeah, you didn't really make anything. Yeah. Or they'll have gotten 67 people to the checkout page and think, "Oh my god, 67 people looked at my product and didn't buy." And they'll freak out. They're so new to the space, they have no idea what to expect. You and I would be like, "Bro, you didn't even have 100 people go to your checkout page." Basic marketing math is you need if you have a 1% conversion rate, you need 100 people to go to your checkout page. They don't know that. And so they'll be like, 67 people hated my product. They didn't buy. So they freak out. They just don't know. They don't understand the volume that's needed to succeed with low ticket. But volume of traffic is a very solvable problem. So once the expectations are set, they're good. >> Do your ads just go straight to checkout? >> Always. >> Okay. >> For the most part. Yeah. >> There's no VSSL. There's nothing. >> God, no. Those kinds of things are what I call like obstacles to the money. So the things you think that nurture slow the sale down. That's my theory. Send them straight to a checkout. >> I need to see your checkout page. I want to see what it looks like. >> For you guys in the high ticket space, I I would still say the same thing. Like remember I was selling $72,000 coaching packages over the DMs. So I think fundamentally as an as an education industry, the things that we think nurture people actually slow them down. they're hot and bothered at the beginning when they see your content and they're all warm and you're going to make them sit through a webinar or whatever it might be. >> I will. So, I've done pretty much every way you could imagine, but I'll say that um with M19 specifically since I've been testing the most things out. >> My traditional high ticket funnel was always optin to application to book a call. This we did for many, many years. >> And then I started just testing the straight up big app on the first page. Mhm. >> Now, there's still a video because it's like a new thing that nobody understands what the heck it is. It's like, oh yeah, it's a golf mastermind. Like, what does that mean? Um, so we do explain it that way, but >> basically, we realize that anyone that opts in but doesn't fill out an app is basically worthless in that specific offer. >> And so, maybe an app back then was 150 bucks. Putting it on the first page has made our app like $75 for a full app. I believe that because you're again you're removing the obstacles to the thing. That makes a ton of sense to me. >> Yeah. >> Yeah. Did you notice like I think the proof in the in this pudding is that like Hermosi he sells his thing just straight in the checkout page. >> Does he used to have a sales guy? >> I don't know for the workshop I think the workshop still but for his little advisory thing that he's doing. >> What is that? >> It's a mastermind. >> Yeah, he's doing a mastermind. I don't know if you >> How much is it? I haven't seen it. >> Uh I think it's 36,000. I think it's 3K a month. >> Was it just for that big web? No, it's all the time. Yeah. And you can buy it on a checkout page. >> Did you buy it? >> Yeah, that's how I knew. >> Oh, you did? >> Oh, I bought >> You bought $36,000 from Alexi and I was happy to. I literally I learned one thing from the first thing on that and I literally like I think I made $250,000 like in a two weeks from what I learned in that. >> Okay, give us that secret. What was it? >> It was um What was it? I think I literally copied I think I literally >> But you saw an ad and you checked out for >> No, no, no. So this was I for Sorry, you finish your question. No, like you how how did it get to this checkout page where you were able to just check out for um >> and was it 3K a month that that's how you checked out? >> Uh yes, it was 3K a month and that's how I checked out and the total was 36 but then I think on the second page I had the option to just upgrade. I'm like you know what just please do that for what I'm trying to remember. Yeah, I was getting my hair done and so I'm trying to like while I was doing this and so I'm trying to remember like what I was doing and what I was clicking. I actually don't remember but I know that I got then I got that into a school community which is where he like does his things. He does calls. Sean does calls. I'm good friends with Shawn. So like I saw I don't do any I got what I needed and more from that and so I I don't I'm not an participant. I was literally a participant for one week doing mastermind. >> Yeah. Yeah. >> Okay. Give us that $36,000. >> The thing that I did was I I Yeah. I sold it. I I modeled what he taught in a breakdown of I think it was his launch and I sold on live a live stream. I did my first live stream sale that I hadn't done in a long long. I haven't sold on live stream in like six or seven years. I used to do it all the time. Yeah. 72 hours live or whatever. >> Yeah. Yeah. So, I think I just like he did a breakdown of I'm like, I'm going to try that. And I just did it. I did it the same week that I signed up. I'm like, well, I almost got a 10x return on this investment. >> You made how much? >> No, I think it was $250,000 that I made from that. Damn. >> Or 200,000 somewhere in that range between 200 and $250,000 from what I learned from that. And I was like, well, I got what I needed. And I don't think I've even logged back into the school since. >> Was that was that on Instagram live or are you talking about you did like >> Facebook live? And this is the crazy thing. I did a Facebook live to a tiny group of my existing customers. >> So again, this is a good example of the segmentation that I'm talking about where like if you were on my main list or to my main stuff, you wouldn't even know that what I was selling was being sold. This was into an exclusive group of existing customers. So they were also like very warm and very like obsessive. >> What did you sell? >> What did I sell? >> I think it was a bundle. I think it was like a bundle. >> Yeah. How did you do two? Like you would have had to sell a lot of units. >> It was It was 200,000. No, it was $200,000 and I think it was like $5,000 bundle of maybe everything I had. >> Oh, so it was high ticket. I mean it was >> Is 5,000 high ticket? >> I mean for you? >> For me? Oh god. 7 $17 is high ticket for me. Anything over,000? [laughter] Yeah. Anything over like >> I know you sold it for 5,000. That was huge bundle. I think it was a bundle. >> It was literally like everything. >> I think it was I think it was the vault is what we called it. And I think it was a bundle of everything. I don't remember the specifics of it, but I I remember the mechanism and that we sold we were live and that it was >> But how did you get out to his checkout? Cuz he doesn't run ads straight to that. No, he does not. I think it might have been on his actual launch. I think it was >> Oh, you just saw it on his >> probably bought like a bunch of books and then you get a >> Yeah, it was I was at the hair salon, so I'm trying to remember. I really Yeah. Sorry, guys. I'm trying to remember all the details, but I think it was I think it was that >> you bought the books and then it was >> I never I think you donated the So, I got to donate the book still. >> Yeah. >> Yeah. >> Okay. So, that's how big his brand is where people just buy stuff and they're like, I don't even know what anybody is. It was good. Like two girls were on my hair and I'm like frantically trying to check out like, "Wow, this is all like Yeah. That's why I don't remember anything." >> Well, that's how you make $100 million. >> Yeah. 100%. >> Yeah. That was fun to watch. >> So, all right. 50 50 products. You're going to get to a million month in spend, which means you're going to try and get to 3 million plus in revenue a month. >> When When's that expectation? >> I think I've been pretty good at uh projecting my revenue. I've been pretty like I'm always conservative so I pretty much always hit what I'm projecting and I'm projecting like 15 or 20 this year. A million. >> And you did how much last year? >> 10. >> You did 10. And then you did the what? The year before? >> Four. Almost four. >> Yeah. >> And then the year before >> I think one. >> So you went 1 four 4 10. Now we're going 10 15 to 20. >> Yeah. >> You should do a lot more. I would think if you >> That's why I like to be conservative. >> Okay. >> Yeah. That's why I feel like we're probably going to do it. >> Yeah. because you're going to 4x your product launches. >> Yeah. I mean, that's true. I But see, I 4x my This is why I think it's going to be 20 million, 15 to 20 million because I, if you think about it, I did three product launches in 2024 and then I did 12. So, I 4x it last time, but the 4x only doubled my revenue. Got it. >> So, if I next 4x will double if if history repeats itself. >> Yeah. >> That's my logic. >> And you get to colder traffic. Exactly. Those things like a Yeah. I got to spend a whole another year building up trust and nurturing my, you know, just like >> Yeah. >> Stoke in the fire. Yeah. >> Okay. Got it. >> It's fine. I'm excited. >> From there, I mean, how many more staff and things do you think you'll need? >> That is so funny you mentioned that because that is the thing I need to learn how to do this year. That is the skill that I do not have the hiring, recruiting, training. That is the gap. And um I know I've mentioned his book several times, Michael Masterson, but I just it's my Bible. And so he says about at this stage of my business about 20% of my time needs to be spent recruiting and hiring and just like getting that done. I spend like 1% hiring if that probably 5%. And so it's a gap, but I know that if I just did if I just focus on getting better at hiring, we would hit that. >> I actually him and I did a show I'll link to it after this for everyone um about biggest regrets of 2025 >> and yeah, it was really good. I talked about lots of different things. He talked about things in his business, but um one of the things I said was, you know, I really regret that we didn't do a better job of hiring like even more better salespeople. Like we just kind of got complacent, whatever. And like, you know, Jav, my COO, he he's also the the recruiter and the sales guy because I mean, we're we're really in a sales and marketing business at the end of the day. And I'm the marketer. And like uh we just kind of took sales for granted because the marketing is so strong that you know sales can be even just average and still look really good. >> But um I told him in December I go bro you know we left millions on the table if we would have just been more dialed and without spending an extra dollar you know on leads or ads or anything. So, you know, I could this year I want you to just focus heavily on training the sales team, recruiting, hiring better ones, you know, all that stuff because we have the content team, the marketing team, all that stuff is ready for scale. >> This is the missing piece. >> Yeah. >> And um so he hired multiple people and literally in 30 days >> I have seen the night and day difference in every business. It's like insane. Like the conversions have doubled. >> That's really good. And I'm just like, damn it, [laughter] >> how much? >> I could have did this a year ago. What were we doing? >> I think my takeaway, too, is just [laughter] >> it's like a good thing happens and you're like, why didn't I just know this first? >> No, but that's what I was going to say. I think that that's a sign that you're actually really like you're dialed into the needs of your business. That's good. >> Yeah. >> Yeah. He's like, hire salespeople. Good. Okay. [laughter] >> So, you have no salespeople? >> I have one. You have one saleserson. What do they do? [laughter] >> They sell $12. >> They can make commissions. >> Yeah. So, we have a very small We have a very small um like little inner circle, like a little $5,000 offer that we just started selling a couple of months ago. And >> we do have high ticket, you liar. >> High ticket. Well, first of all, I don't really think of that as high ticket compared to what I'm used to. Second of all, you can't you don't have a high you don't have a high ticket business when your average order value is $100 and your LTV is $150 and you have a h 100,000 customers and no stratosphere of the imagination is the small tiny tiny people that come >> those people who are paying 5K. Yeah. >> And even it's 5K. It's not like it's >> Yeah. Yeah. >> I'm used to like what I I guess >> 72K. >> Yeah. That's what I think of with high ticket is like $100,000 packages. >> God. That's >> I think most people think high ticket is 5 to 10k to 10. >> Yeah, that's what I would say like most >> to me that's mid. >> That's good to know. >> Mid ticket. >> That's good to know. >> That's what the kids say. That's mid. That's very mid. >> Yeah. >> Who are some of How much have you spent on coaching for yourself? >> That's a great question. Hundreds of thousands of dollars and it was worth every penny. >> Who how like the most you've spent with one person? >> Talking more. He's the mentor I talk about all the time. Yeah. I call him the man that made me a millionaire. Um >> I need to get him on. I said that last time and I forgot. >> We should win. I I I He is so much. He's just the best. You will fall in love with him. He's >> amazing me up with him. >> Yeah, I I will do that actually. Yeah. Um he I probably So at one point I was spending about $5,000 a month on him. So I was with him from 2019 until uh I think it was like 2023. And he's all high ticket too. And so once I really realize, oh, I'm pivoting over to low ticket. I'm, you know, I'm gonna >> It wasn't a good fit for us to be together business-wise anymore, but we're still very good friends. Um, and so 2019 to 2022 maybe I think is as three years maybe. Um, that he's a guy that helped me get to a million dollars in my business. Um, yeah, I call him the man that made me a millionaire. He's amazing amazing guy. Good friend, great ethics, great integrity. Um, he's got six kids. Like he's just a really good person. >> We got work to do. Yeah. >> You got five. I got four. He's got six. We need to >> Yeah, we need to have one more. >> So wait a minute. So if I have six, >> where will my business be? [laughter] >> Further along. He does. He He's so like his He's not well known, but like Dan Martell and I met in his mastermind. Um like all the names you would recognize. Some of them he doesn't like mentioning, but like the names we all know and recognize. >> Yeah. >> We've all passed through his mastermind. >> Interest got it. >> Yeah. >> I've met them all right here on this couch. >> Yeah. >> Yeah. >> About like have you ever paid like Tony Robbins or any of these other guys? >> But you know, it's interesting. Tony Robbins was on the um do uh Diary of a CEO podcast and I really haven't I I really haven't paid attention to Tony Robbins much at all. Um >> but I I was thinking about how remarkable it is. He's taken a business through the invention of the internet and now he's taking his business through the invention of AI. Like that's a man that's been around for a long time. So I'm actually about ready to start diving into the business side of Tony Robbins. I'm not big on motivation. I think that like we show up and we do the work however we're feeling. Like >> just do it. Self- complaining. Like that's kind of my So like I know >> that's right. People are soft. >> Yeah. I don't know. Just do the work. Just Yeah, a little bit. Yeah. Just stop complaining. You have an easy life. Go read Go read Go read what it was like 200 years ago. Go read what it's like for people right now. Like the fact that we can turn on a faucet and water comes out, clean water comes out. Like, shut the [ __ ] up. You're fine. You're fine. You're fine. Go make content with your iPhone and stop complaining. Seriously. [laughter] >> Seriously, I thought how to edit a video. >> Yeah, that's controversial now what you're saying. >> I don't know. Yeah. So, I I I learned so much from mentors. I think investing in mentors is really important. I think doing what the mentors say is important. Don't invest in it. >> Yeah, that's that's kind of like >> I know it needs to be said. >> I know it needs to be said, but >> don't sign up for a program. >> You're like, nah, >> don't do the work and then blame the mentor for your lack of results. Like, don't someone unless you like the life they have and you're willing to do what they say. My student has a thing that I love saying. She's like, I don't argue with people who make more money than me. I'm like, I love that. >> That's great. >> That's good. >> Yeah. >> That's funny. >> All right. Well, it's always good having you on. And for everyone who wants to get in your world, what should they do? >> Subscribe to my YouTube channel. Come find me on YouTube. Um I make a lot of really helpful tutorials there. I like I said before, like don't buy my products yet. Just come in my free world. Implement what I teach you there and then I'll I'll >> you want to spend 18 bucks. >> Yeah. I mean, if you know want to part with your fortune and pay me 18, [laughter] >> that's fine. But no, like I I really do like start there. The thing I always say is like I want my I want you to feel that I'm someone who's going to take really good care of you. And so the all the content I make is through the lens of how can I show people that I'm actually someone that's going to take really good care of them. And so come into my world, watch my free content, get that sense of, oh, somebody's actually going to take really good care of me. And then if you want to take it further, you can. >> I guess I have a random question for you, wrap up. Like how much money do you make a month now? >> About a million. You mean how much do I take home? >> Yeah. How much you take home? >> Uh >> cash collected to your bank. >> Cash collected to my bank is probably like 300. That's >> 300,000. >> Yeah, but that's before taxes. >> Like, what do you spend your money? >> I'm just investing it all in LA at Ellie's future. >> It's all going into Ellie's future. It's not I always say it's not my money. It's >> What does that mean? >> Right now, it's literally just investing in the stock market. Okay, good. >> Yeah. Right now, eventually it'll be real estate and other That's when I'll come to you, Ryan, and you can hook me up. Um I say like it's not it's not my money. It's God's money and it's Ellie's money. >> But like fundwise, what do you spend money on? If I'm making 300K a month, I feel like >> I really am not materialistic. I don't buy anything. >> Like what's your what's your monthly living? $14,000 and $7,000 of that is my rent. >> Damn. Why do you still rent? >> Because I haven't found a good home yet to buy, but I'm actually doing open houses. I've done two open like two. >> I've been I'm a renter. I've been But I'm a single mom. >> No, a realtor. No, no, she's walking open houses. >> Oh, okay. She's trying to buy one. >> You're a realtor and >> No. God forbid. No, no, no, no, no. >> There's no low ticket realtor. >> No. >> Where are you looking? >> In Huntington. >> I could probably sell you a house, dude. Well, I wish you would connect me because I don't have an agent yet. Actually, >> I wholesale houses, but we'll talk about >> Okay, well, yeah, you'll >> you get an even better deal. >> Yeah, you you'll hook me up. That's even better. I'll show you the I know the exact style I'm looking for. I'm looking for a light blue cottage with a pickle wife. >> It ain't going to be your wholesale. [laughter] >> It might be. Dude, we sold a we sold a 2.1 in Dana Point. >> Okay, so three. >> Okay, >> I really want small. It's my first home. I'm a single mom. I don't want to make >> 3 million. I want small. [laughter] >> Hey, that is small out there. >> California County on the beach where I want it. A $3 million home is small. Yeah. >> Why do you live in California if make if you make so much money? >> Because I like it. There's no living like Orange County living. I love I love you guys, but like Vegas is an armpit. I'm not doing Vegas. Sorry. I prefer to live not in the armpit of the country. >> Whoa. First off, that's called Fresno. >> All right. >> I mean, look, Victorville. Yeah. They have a train. Victorville and Fresno are called. They spent $12 billion having a train go from here to Victorville. Did you know that? Yeah. 12 billion dollar bill. It's not even Rancho Cukamonga. >> No. [laughter] Look, once you live in Orange County, you can't really And I'm on the beach in Orange County. Like, it's hard to It's hard. I've been there. >> But you're not on the beach for 3 million, you're you're going to be like >> walking distance. >> You're a couple blocks away. >> Oh, but I wouldn't in Huntington specifically, you wouldn't want to be on the direct beach. It's cuckoo banana town. I would be like >> a little back. >> A few blocks away. >> Yeah, I'm a few. Yeah, >> you can walk there. No, I know you could walk there. >> Yeah, that's for me it's walking distance. Me and I go to the beach every day. Like >> I love Orange County. >> Yeah, it's worth what you pay for and I'm happy to pay for Orange County. That's my thing. >> Pay the extra 15% math one time on how much extra money per month I paid to the state of California and I'm like, "Oh, did I get my $40,000?" >> Yeah. Yeah. They're true living. It's $54,000. Yeah. Cuz you could live anywhere else. >> Exactly. But god forbid. [laughter] >> All right, guys. Still check her out even though uh you know she's hating on Vegas and we love Vegas. So, >> no, no, no, no. >> Anyway, >> ask her about dating, but we'll cut it off. >> Oh, bring me on again. Third time's a charm. >> Yeah. Yep. >> I have a lot to say about that. >> She's making all this money and she's single. >> Yeah, I know. >> As a I'm not even dating right now. Period. >> I got to get my little >> Could you date a man that makes less money than you? >> If he worked harder than me. >> If he worked hard. So, he could be like a construction worker that makes like 70k a year. I looked about all the men in my life who I respected and I was like why don't cuz I make more than all of them and I'm like why do I respect you if I make more than you and it's like oh you work harder than me. So I realized it's >> but would you date a man that like maybe >> that's a core value thing. >> No but look hold on. So she makes all this money. Would you date a guy that was like super good-looking but just took care of you and didn't work? >> No. >> How would he take care of her if he didn't work? >> Like like oh drive her around like a stay at home a stay at home. That's what my son is. [laughter] a stay at home husband. You know, if we have stay at home wives, like no, >> I think there's she wants him to work. >> There needs to be polarity and I can't I can't if I'm waking up at sometimes I wake up at 3:00 in the morning just so I can work before Ellie does. If I'm waking up at 3:00 in the morning and this mofo is sleeping in until like 10:00, [laughter] not going to happen. >> You wait, when you go on a date, do you tell guys how much money you make? >> I'm not even dating right now at all. I don't think I'm going to. No, >> it's the least interesting thing about me. >> They're going to find out when you're on her Instagram. She says it every two seconds. >> Like, don't you even tell them? Guys still shoot their shot at you. >> Report on her freaking bio. They still shoot shots. >> Marry tomorrow. Really? Oh, 100%. Damn. >> Cute. I have a whole package. Of course. >> Yeah. She could be never I would never. I'm married obviously, but like if my wife made more money than me, I think I'd be disappointed in myself. >> Yeah. But see that and that is how a lot of guys feel and that's why you got to have at least >> you got >> Actually, you know what? I take that back. If Jessica made more than me, I'd be like, "All right, let's be hyped. [laughter] We're doing great." >> I don't think you actually would long term. you'd be hyped for seven seconds. >> No, no, no. I don't think it's a good thing in most relationships. It doesn't like it's just emasculating. It's just it's hard to be, you know, one of your things as a man is to be the provider, is to be >> and I think I think that's a core thing for a guy. And I also think and the flip side, it's a core thing for a woman. And so >> I feel like I can get over that if she bought me a car or something like that. [laughter] >> She bought me a knife golf membership. >> Really healthy. Honestly, >> dope. I honestly I'll cook. Yeah, they call guys like that uh I forgot, but I'm not going to say it. [laughter] >> They call him something. It ain't >> funny though. >> I think that's healthy. But I think I think it's I'm not even dating right now, so it's not an issue. Got to get I'm not dating until I'm divorced. So, it's been going on. >> That's a good plan. That's a good plan until you're divorced. >> Well, but it's been going on for three years as a commitment I made three years ago. I was like, I'm not doing I'm not dating until this is finalized. And I'm like, the kind of man I'm going to attract would never date a woman who was still married, however, technically. >> Yeah. M. >> So, >> it's a core value. >> Value. I'm very clear on what I want. And trust me, when the ink is dry, you'll all know the ink is coming out hot. >> My name is Maria Went. I'm single and finally ready to mingle. [laughter] >> And I make it and I ain't taking care of you. >> Yeah. Yeah. All right. You better go work a job. >> You got to be up. If I'm up at 3, you have to be up at 2. >> Yep. >> Damn. >> You could paint. >> Yeah. [laughter] >> You could just do the house thing at 2 o'clock in the morning. Okay. That's funny. >> Volunteer at 2 in the morning. I don't care. Just do something. >> Yep. All right. That's funny. All right. Anyways, guys, go check it out. Uh we'll link to that video down below that we were talking about and we'll see you on the next episode. Peace.