Stop Overthinking and Do the Thing That Works. Hormozi Hotline | Ep 925

0:00Welcome, Crystal, to Hermosi Hotline. We are hot. Hey, what's going on? Oh, hi, I'm excited. I'm watching you on YouTube. Well, I appreciate it. Hello from Hawaii. Hello from Vegas. All right. So you're doing 33K a month. Okay. Got it. All right. Ad spend is zero. Got it. Real estate is the niche. Okay. Oahu luxury homes. Okay. Real estate luxury. Got it. Offer is buy, sell for high net worth. Okay. So you are an agent, right? Are you a brokerage? Yes. Yep. Okay. Are you a brokerage, too, or just an agent? Oh, just an agent. Okay. And I said just. That sounded diminutive. I didn't mean it like that.

0:44So congratulations. Oh, no, no. Thanks, no worries. Okay. So the constraint is needs funnel and a clear hook. I'm sure if buyers or sellers can share the same offer. Okay. So you want to sell more houses, right? Yes. So far, I'm on track for$25 million this year, but I want to get to$50 million. Okay. Okay, so what do you do right now to get leads? It's all referrals and a couple times a month I was all live on Facebook. I was doing it more consistently and I would get leads that way, but it's mainly referral-based. Okay, so when you did go live more consistently, you got leads that way? A few, yeah.

1:26Like this year I picked up 10 million in sales from that one Facebook video. Well, what do you think I'm going to say? to do more of going live. Yeah, that seemed to work pretty good. So you did 10 million sales. Your commission's what? Call 3 % on average between buy and sell? Yes. Okay, cool. So you made$300 ,000 off of the lives that you did. How many lives would you say you did?

1:57Usually only two a month. I used to go live every Thursday for four years straight. Okay, so two a month, and let's just say that that's what you did the year that you did the extra 10 million. Does that sound accurate? Yes. Okay. So you did 24 lives and made$300 ,000. So you made like$13 ,000 per live.

2:21Yep. That's good math. That feels worth it, right? Yeah, because it's pretty easy and fun. I just hop on, do a house tour, then hop off. Yeah. So what if you did that? How many houses do you show, or how many houses hypothetically could you do that for per week? I want to say max, not like let's start from where you were. What would be the maximum amount of those that you could do?

2:46The max would be, I mean, if I really hustled, probably 20 would be like moving mountains with my schedule. 20 per month? Oh, I thought you meant per week. Oh, per week. No, that's even better. That's even better. I could do five per week. I could do five per week. No, but I like the 20 per week. That sounded so much better. How about this? We'll do this. Do phase one of this. So do five a week, one a day. Do the sexiest one. All right, the one that's the most banger that you could walk through. Do that for six months. And then at that point, decide whether you want to go from five to 10. Oh. And again, remember, the thing is that you're operating from the perspective that you have the existing resources that you currently have to make that decision.

3:30but that's not what's going to happen in six months from now. Because if the same math held, right, then that would mean that you would be able to accelerate. Let's assume that your half is efficient with these ones because you're doing more of them, whatever. All right, let's just assume half. So you're making, call it$6 ,500 per, let's even go less than that,$5 ,000 per. Okay, so if you did that, then you're gonna make$5 ,000 five times per week. So$25 ,000 a week comes in extra, $100 ,000 a month,$1.2 million per year. Extra in commissions. So that would triple, no, you go from$33 ,000 a month to$133 ,000 a month.

4:03So you would quadruple your business if you just did that. And that's at a one-third efficiency of your current lives. Gotcha. Does it matter that I don't have, because I'm learning so much with your content, I signed up during the book launch to the ACQ group. I don't, it's not like I'm doing a specific hook or anything. I'm literally just hopping on, doing a house tour, saying some things about Hawaii and then hopping off. So it's not very strategic. Phase one is do it. Okay. Phase two is once you do it, you'll realize which ones work better. And then you'll start getting better. Okay. Because here's what ends up happening.

4:44You'll commit to the action. You'll do it. And then all of a sudden you're like, well, shoot, I'm spending all this time doing this. I might as well take 20 minutes to just look at good hooks to start with. And then the next week or two, you'll start with good hooks. And then you'll do it and be like, oh, my God, this is so much better. And then you'll think, man, that was just with 20 minutes. I wonder if I spent an hour a week just prepping a little bit more for each of these. And all of a sudden, you'll get even more. And this is how you get in the game. Gotcha, gotcha, gotcha. But can I ask one more question?

5:11Go for it. I don't know how much. I know I got to hurry. You're good. Go for it. How would I document, because yesterday's workshop was so good, document the aspirational achievements? For you, it's already done. It's already done for you. The houses do the work. Oh, interesting. That is the aspiration. And then in that pyramid, like, am I solution aware? Or am I product aware? Like, I wasn't sure where I fell in that bathroom. So I think for you, again, like, you showing sick houses is going to be, like, I don't even want to get into that stuff for you right now. Like, the reason that there are so many real estate reality shows is because people like looking at nice houses.

5:51Now, the difficulty of what's going to happen, so let me just play out what's going to happen next, is that if you do this and you're consistent, you're going to get a lot of people who start following you because people in general, people who are broke and people who are rich, like looking at nice houses. That's why those work as shows because broke people look at them too, right? Right, right, right. We just need to make sure that when you start getting these leads because the next thing you're going to get overwhelmed, like the next call we would have if we were to fast forward this to three months from now is you're like, oh my God, it worked, but it worked too well.

6:16Now I've got too many leads that are broke versus the ones that are good, right? And so then we're going to have to put a little bit of a triage process in place. And at that point, though, your sales commission should already have gone up by a decent amount. And then you can afford somebody to just work your DMs for you. Okay, gotcha. I'm following. And the nice thing is you can have somebody overseas do that. So you don't even have to like, that's not going to be a super high expense. You can pay$500 ,000 a month and have a full-time VA who's trained on a simple six or seven question script.

6:46Very easy. Do I go live on Facebook or IG? Both. Okay. We got to figure that out. I've never gone live on IG. I promise it's one Google search away. It's one Google search away. I know. Cool? Yeah, like you can like quadruple your business by doing one thing every day. I feel like we should just do that. Okay, I love this because I was trying to figure out what one thing to do. So this is very helpful. This is a good one thing. I feel very confident in this one thing. Cool? Okay, thank you. I'll talk again in a second. Yep. All right. Thanks, Alan. You bet. Take care. Bye-bye. This is a great question that Crystal just brought up, by the way, everybody.

7:29When there's so many tactics that you have that you're like, I could make this better, this is something else I could do, is just start. And the thing is that by starting and doing a lot of volume, you will feel the pain of doing a lot of volume with very little output. Then what will happen is you're like, man, if I'm putting all this time into it, I'm going to start getting better. And so most people try to like, they have this fallacy of the perfect pick, like I have to make the perfect thing or it's not worth it. It's like, no, like, start. Realize that it's going to suck because you're putting all this time into it.

7:57And then you will be pulled because you've already made the commitment and you keep your commitments to yourself. You'll feel pulled to get more efficient at the thing. And then Crystal, for example, will start listening to more and more of my content-related stuff and be like, okay, I'm going to start working on these hooks to make them, you know, work better. I'm going to start. People seem to like the outside of the house more than if I start with the inside of the house. Or maybe they like the view first rather than, you know, the bathroom, whatever. Like, she'll figure out, and Crystal, if you're still watching this, what I would recommend doing is that when you have your lives, like, there's so many content agencies.

8:29Again, this is a little bit of investment for you, but, like, there's so many content agencies that'll just clip portions, especially if it's, like, tours and stuff. And then you can do trial reels that you can post up to five a day for the same reel where I would be like, okay, let me start with, you know, different first three seconds. So I'm going to start with the outside of the house. I'm going to start with walking the front door. I'm going to start with the view. I'm going to start it with the amenities or whatever it is, and maybe a different verbal and visual hook. And then once you have those five, you take the best one, you post it to your main page.

8:59Okay. Jack Malt, how can I get hot leads for high-ticket executive? Okay, can I, someone pause me, my little chatty chat. Okay. How can I get hot leads for high-ticket executive clarity service? It's a science-based service involving photography. Science-based service involving photography. Can you scroll up on my guys? Okay, here we go. I have 10 years of photo experience. High-ticket executive clarity. I don't even know what that means. So I'm going to say something, Jack. So if, like, hopefully you're live. Well, I guess you are live. But I'll bet you, man, like you'll get way more leads if people can understand what you do.

9:48Like I'm just being super real. Like explain it to a five-year-old. Like I take pictures of your face that make you look better and get you higher responses to your resume outreach. So it's just like I'm relatively confused by what you do. And I think that if I'm confused and I look at a lot of different businesses, prospects will also be confused. And so I think this is a messaging issue right off the bat, which is just make it very, like be clear not clever. Like that is the issue, be clear not clever. Yeah, that's what I would do. And then from there you're gonna have to let more people know about your stuff.

10:26So you're gonna have to either pick outreach, you have to pick content or pick ads. My recommendation, especially if you wanna be a thought leader is gonna probably be on the content side. That's where the attention is. And so I would start demonstrating to the highest degree possible, SPCL, which is what I started this whole thing with. And if you can't do it for yourself, then you want to use or borrow the status of the people that you're helping.

10:48Next caller is Anne. Anne? That's where the attention is. Anne, what's up? Demonstrating the opportunity possible at PCL is what I started this. Anne? And if you can't do it for yourself, then you want to use or borrow the status of the people. Anne? Yeah. There we go. All right. I'm a... Okay, so you're on Hermosi Hotline. Let's rock and roll. So you got$200 ,000 per month in revenue? Yes? Yes. All right, ad spend zero. Industry is medical. Men's sexual function. Ooh, this might be spicy indeed. Men's sexual function, okay? And then your offer is lifestyle, sim cells. Okay, so you're doing like, yeah, you're doing full like injections and all sorts of stuff.

11:37Okay, cool. And then we've got constraint is needs more qualified leads. Okay. Are you a doctor? Yes. So I'm a medical doctor and we have a medical clinic that focuses mainly on sexual restoration. And yeah, we do stem cells and also shockwave therapy and multiple medical treatment along with hormone replacement therapy and peptide therapy. Dope. Okay. So is this brick and mortar? I'm guessing. Yes. Okay, got it. Where are you out of? Fredericksburg, Virginia. It's right outside of D.C. Fredericksburg? Okay, cool. So, okay, so talk to me. So what's the issue? You want more leads? Yeah, so we have, all my leads come from my YouTube channel and also word of mouth.

12:32Cool. And we have 150 ,000 subscribers in YouTube channel. and we have an application funnel through there. But we're getting leads, but we're – our team converts at 65%, but we're not getting the quantity of qualified leads that can afford our services ranging from$15 ,000 to$25 ,000. I mean, they get results within five days. We have a great offer. We're doing everything we do. We do everything in one day. But as soon as they can tell very clearly. whether it works or not. Yeah, exactly. Do you do before and after pictures? We want to get more qualified. Say that again? Do you do before and after pictures?

13:20I'm joking. I'm joking. I'm kidding. I'm kidding. Okay. But we have testimonials. Man, look at that thing. Just triumphant. Okay, got it. So you need to get more leads. YouTube's the primary channel. And people who are coming in who are popular, do people fly to you? Yes. We have people coming in, actually international. We're having somebody from Hong Kong. What percentage? Somebody from the UK. What percentage are local versus international? Oh. I mean, U.S., it's probably like 90%. Oh, no. No, like if you're saying U.S., I'm going to say most people that are traveling to you. Like if, I mean, most people are traveling to you.

14:09Yeah, I would say probably that will be 70%. Yeah. Done. Good enough for me. Okay. Got it. So how many pieces of YouTube content are you putting out per week? I only do two long-form videos. Yeah. and so my team cut off the long form video into shorts okay uh which we post daily yeah that's it got it do you have do you have the five ctas that i mentioned earlier of like those five places that you can do cost action because that's like an immediate thing you can do they can just journey more leads so one third of the way through videos we've been doing that okay yeah we've been doing Okay, got it.

14:53But you're doing all five? Yeah. As of yesterday. Oh, as of yesterday. We were doing four, but now we're doing five. Okay, got it. There we go. Hey, I'll take it. I'll take it. A 20 % improvement, or 25%. Okay, so, I mean, you kind of have, you're in a, you basically have two paths, right? So, path one is, how can we, like, I don't think you necessarily need to make more content like you could, but I would rather you spend, like how much time do you spend prepping the packaging and the thumbnails and the headlines for the content that you make?

15:29Oh, I don't do that. My video editor does that. I think he probably spent maybe like eight to, maybe eight to 16 hours because he does, he does do two a week. So I would just say maybe two days. Well, on the prep or on the post?

15:50prep and post so i've produced like four at a time and he does he just put a couple shit like you know yeah so every other week you do four videos yeah got it okay so i'll i'll tell you this like you're you're a more experienced youtuber it's it's it's likely that the biggest improvements that you're going to get that are on better rather than more for where you're currently at. And it's going to come down to like, I mean, some of the tools I said yesterday, like oneof10.com is a good tool for looking at packaging and saying like, how can we look at other outlier, similar outlier packaging for videos that are either in the space or adjacent to it?

16:33And then how can we match our thumbnail headline and introduction? Do you script out your introductions?

16:42Yeah. You are scripting your introductions? Yeah. Yes? Yeah, I actually use AI to help me with the hooks and the intro, but most of it is really my content that I put out. One other thing about our channel is that it's grown because I was talking generalized like ED, and I give everything away. So now I really, the last three videos, I've been making more for entrepreneurs and executives because I wanted to target more of high-ticket clients. And our views absolutely plummeted down to hundreds instead of thousands. So that was one of the things I wanted to ask you. Is that something we should be worried about and would kind of target the message more for high-ticket clientele?

17:34So I'll tell you how I would make an adjustment or a test like this. So I never want to threaten my core business. and so if I have two videos of a certain style and packaging that are working, I don't want to break that because all of a sudden your revenue could cut in half and that would be not fun, right? So I would prefer you keep your two videos a week that are your kind of standard, wider, et cetera thing and then do an additional video that's going to be the new thing because then that way you can guarantee that you're going to make more and that way you can test it and not feel like you're risking the whole business to make this test.

18:08Because it's the primary way of getting leads for you. And so I would really not want to risk the entirety of my business for a test. That's a big test.

18:20Right, I love that. I can definitely do that because I was thinking about doing more, but you said do better. I do think that you can do better, but I think that if you're going to run this test on trying to attract higher level customers, I think that I would just add that in addition to the two videos you're doing. So then they'll bump you to three, and you're gonna probably get benefits from both. More volume, and I still think, and maybe your video editor can watch the replay of this, but I would strongly recommend scripting out, both verbally, and this is the part that people miss, visually, because you have a very physical profession.

18:53Obviously, you can't show certain things on your YouTube channel, but you in a smock, or not smock, the white lab coat, right? You got the coat, and you've got some tools and some machines, and you've got some of those props that look like body parts behind you. I think all of those things kind of set the frame. And proof, promise, plan. I don't know if you are using that as the setup for the introduction, but proof, promise, plan. And if you want, you can introduce pain in there as well as kind of our four-step way that we introduce all videos. And so I'd make sure that I have a sentence for each of those Ps.

19:25And if you have a picture, which kind of gives you a visual roadmap of what they're going to get, I think that that will also likely further aid in retention. So those are kind of like the quote better things and you can do that for all three of the videos you're going to make but number one is you're going to go from two to three the third one's going to be experimental you're going to tighten up and script the introductions and the packages should be picked from outliers rather than just like something you find interesting like we already know that this packaging the way that this image and the headline work are likely going to convert.

19:59Yeah I love that. that's really good what do you think about advertising on like private jets and so forth I would advise to do that to attract the clientele that we want I mean you can try it again I would just put that in my experimental bucket okay yeah I mean if you fly private as is then yeah just on your next flight just record okay yeah no I love that So make more content, but make better content. And add the third one. We have a funnel. Can I ask you one more question about the funnel? Now, the funnel that we had, I was listening to you talking to another lady, and our funnel is actually an application funnel through a book, a call with our sales team.

20:46But if we are looking at attracting more premium buyers, should we still continue doing that funnel, or should we open up more on the higher part of the funnel? I think you should drive more into like just put more in this is why we're going to do like I don't think you should like you're converting 65 percent of your leads your conversion process is not the constraint of this so maybe there's things you can improve but that's not where my focus would go my focus would 100 be on making more and better content on YouTube I do think that like I would say like do this experiment improve the packaging the hooks up front the the next the next thing would be running ads, but I just feel like the nature of this business is so trust-driven that I think organic, I mean, you've already gotten the success you have because I think you started with the right strategy.

21:33I really just want to see, how do you get to a million subscribers on your channel? That would be my mission. How many views a month are you getting?

21:46Yeah, how many views? Well, it depends. If we put out a pretty good one, it's probably about 10 ,000. That's what the usual, depending on the video. But the last three, when I talk about executive and the intersection with sexual health, we got like hundreds. Yeah, I think that you have a ton of room. If you're getting 10 ,000 per video, I think you have a ton of room for improvement. Like, especially based on the nature of what you have, like you could for sure be at 100 ,000, 250 ,000 per video, for sure. No question. well thank you yeah we have about 10 deals that are almost a million yeah right now so um yeah so we may lean in more on those topics okay rock and roll love it yeah just repeat your repeat your winners all right thank you thank you okay so my k16 i do ai automation helping business save time etc i currently get leads through facebook instagram and email outreach advice on scale volume only.

22:48Thanks. Yeah, dude, you're doing too much. You're doing like pick one of those channels to start out with and just do more on that one channel. So I think you're probably spread too thin if you're like trying to sell, trying to market, trying to deliver to customers, and you're also on three different channels. I would say do more, but on one of those, you can get better. Cool. Sweet. Rock and roll. That was an easy one. Wedding filmmaker. Here, majority of leads are word of mouth, but I don't know if it's really as scalable as I'd like to be currently at$10 ,000 a month in revenue. Do we recommend I go all in or find a better model?

23:22I would have to know way more about the model, honestly. We have a home health agency, pre-revenue, having an opening in a month. What are some of the advices in this industry when we rely on insurance for payment? Can you scroll up again, guys? So, which, I don't know where that was. Shit.