You Need More Volume. Hormozi Hotline. | Ep 957

0:01Like when there's so many tactics that you have, they're like how can I can make this better this something else I could do is like, just start. And the thing is, is that you will like by doing, 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.

0:22All right, cool. So with that, Promosey Hotline. Okay. So you're doing 83K a month, right? 83K a month. Ad spend is 3K per month. Got it. You're an influencer. Okay, let's see. GLP1. Okay, so you're doing, got it, weight loss stuff. Okay, cool. And then your constraint is attribution issue. All right, so you're doing$83 ,000 a month. Good for you. Okay, so what's profit on that right now? So let's see. I'm like nervous. We came to the scaling workshop and it's not all GLP1, but overall our business, let's see, a couple months ago, the revenue was$8.56. And then 389. And then the EBITDA was 544.

1:07856 was a few months ago? Or like last year? The last 12 months. Okay, got it. I was like, girl, what happened? Okay, got it. So you're going up. You're at 83. You're at a million dollar run rate. Fine. So what's the issue? So you have your audience. You solicit the audience to go buy GLP One stuff. Do you have an affiliate? Are you basically acting as an affiliate to somebody else? Correct. I act as an affiliate to lots of different brands. This is the one that we get paid back on the quickest. So that's why we're trying to run ads. Yeah. But our ads, the meta thinks that we're not converting because we can't actually hook up to their backend.

1:41Word. Okay. So you would need, you just need to add, do you have software for ad attribution? No. Yeah. Just literally hook, like this is a one-time setup. It'll probably cost you between, what's the range for like ad tracking software cost? Yeah. It'll be like, call it like on the low side, like maybe 500 to a thousand. and then it kind of tends to scale up with your spend level. So it'll probably be a thousand-ish, call it, but sometimes more to get the attribution. So what it'll do is it'll then feed back the data to Facebook so that you can get a conversion mechanism in place and just like shorten the loop.

2:14But that's like a Google search on YouTube and how to set it up. And most of those are B2B SaaS, so they'll have some sort of concierge that'll do the setup with you. Like super solvable. Okay, even if I don't own the GLP One company. See, that's a little harder. That's a little harder if you don't own the... Now, they still might be willing to install your pixel on their page if you're like a big affiliate. Okay, because that's been our eternal struggle. Yeah, I would just ask. I'd be like, hey, I want to spend money to advertise your product. Can you install my pixel on your page? A lot of people are willing to do that.

2:46If you're going to send me money, it's like, sure. Go for it. Okay, okay. Is there any other workaround as an influencer? Well, let me give you one more detail on this. You can have them clone the page, right? So that's not like you're not getting their data or anything like that. So clone the page and make it Corinne's page. So glp1 forward slash Corinne or whatever. And that page is only for you. And then you install only your pixel on that page. That way it's not like you're using their data or anything like that. So they'll probably be far more likely to do that with you. Okay. Okay. Beyond that though, yeah, as an influencer.

3:17So number one, get the tech stack. Number two, ask the people who you are doing this affiliate stuff if they'll just clone the page and install the pixel there so you can spend more money, so you can make them more money. The next thing though, a third door, how big is the company that you're dealing with? How big? They've been in business for a little over a year, but she's been doing telehealth for 10 years. Okay, well, I was going for size of revenue. But so what I would suggest doing is saying, hey, I'll make ads for you. And my normal affiliate commission, what's your normal commission percentage?

3:47For them, 40%. 40, right? So I'd say, hey, I will do this deal with you where you give me 20 % instead of 40. but I'll make ads for you and you can run them. Okay. And then they're fronting the cash and you get paid 20 % and then you'll go back and forth. It'll be a negotiation but at the end of the day it's free money for you. Yeah, I don't know if they'll do that because it's like a direct sales company so if they do it for one person they have to do it for everyone. They don't have to do it for everybody. They can say that it's something that they unlock after you do, you know, hey, if you make us$50 ,000 a month and you have a larger gaining following, we'll put money behind ads.

4:19Okay. I mean, I would do that as a business owner. Like if you have a massive audience of the types of customers that I have, like, sure. Like, I'll spend the money. And like, the beautiful part for you is that you're going to get your brand more recognized, right? So you're going to get free exposure. You're going to get paid to do it. But it makes sense for them because your ads for sure will decrease CAC by more than 20 % than their standard, whatever ads they have. Okay. Right? So that's door three. Door one is obviously to like, just clone the page, get ad tracking set up, and then you can run your ads.

4:47That's like, that's the super easy one. Okay. All right. Feel like you can do that? I'll do that. Yeah. All right. Rock and roll. This was fun. Let's do this again sometime. Thank you. You bet. Yeah, for sure. All right. Dogs are great. Okay. Tashana. I'm an online fitness coach. I get my clients from YouTube. I post one long form in four to five shorts a day. By the way, excellent framing for this. Like everyone modeled Tashana. How can I scale my business to 10 ,000 a month? I get about five to 10 leads a month. Okay. So I'm going to guess that the content itself is not good enough. Number one.

5:16And I don't know anything about you. So I literally just saw a tiny little icon. I'm going to say something that's going to be borderline, borderline. It'll be borderline. All right. So my team can't stop me. All right. Cause this is live to deal with it. You know, I won't make this about you. I'll tell you a story. So a friend of mine, obviously come from the fitness world. So I know I do something about this. He was in the fitness space and he was, you know, listening to all the people and making content and doing the stuff. And he wasn't as consistent as he should be, but like he was, he was doing stuff.

5:43And the big issue when I was talking to him, I was like, bro, you don't look in shape. You're not in shape. And so I don't don't know if that's your situation. Now, you have to look in the mirror quite literally and be like, do I have a body that people aspire to have? And I told this particular individual, I said, you got to go pro, man. I was like, if you want to be a professional, I was like, you got to look like this is what you do full time. This is not negotiable. And so every business has this type of thing. It's like if you're a web design business and you have a terrible website, sometimes it's the big obvious thing.

6:15So I'll say, number one, I would look there. Number two, if you're getting 5 % leads a month and you're making one, was it one long form a day? And then four to five short a day, was that what it was? That's a lot. That's a lot of content to only have 5 to 10 leads a month. So I don't know what your view count is on your videos, but you probably need to make better content. That's like the absolute simplest thing. It's like you just need to make way better content, number one. I guess that's number two. Get in shape, number one. Number two, make better content. Number three, you might not be soliciting your audience.

6:45So one of the easiest things you can do, I mentioned this earlier, is like you can have people just directly DM you on Instagram. And if your content is wholly on YouTube, then you need to direct them to a platform where you can more easily have a conversation, right? Conversions happen conversations, right? And so I would say send them to a calendar or put a calendar link for people to just book a call straight with you. So I don't know how you're collecting leads, but if like an opt-in or something like that, like you can probably just put a straight calendar link on all the places that you make content.

7:14So there's five if you're on YouTube. So you've got your profile bio, number one. Number two, you've got your pinned comment underneath of every single one of your videos. Number three, you have your description, which you want to make sure that it's the first line with the link with some sort of big reason to why they should click it. Number four is going to be community posts on YouTube, like you should post your community posts. And number five is you got in video. So a third of the way through a video, you make a quick call to action to whatever it is. Might be like, hey, by the way, if you like this, then you might want to come buy more of my stuff or work with me directly, whatever it is.

7:46And I would say if you're in the fitness world, then I would make my CTAs around personalization and accountability. It's the number one in two things that people want when they're trying to lose weight is they want to be personalized to them and they want accountability. So what can someone not get from free internet content? They're not sure if this is right for them or that it's personalized for their specific needs. And they want somebody to call them up and be like, hey, stop being a fatty. All right. They need to hear that. Right. That's what they need to hear. I'm not saying that's what you would say, obviously, but they want somebody who's going to hold them accountable.

8:12Okay. So with that being said, let's rock and roll to let's see if Craig, let's see if Craig will pick up this time. So Craig, welcome to Ramosey Hotline. Oh, Alex. What's up, dude? $18 ,000,$18 ,000 a month, right? That's where we're at. 18K per month. Ad spend is zero. Okay. Got it. Industry is digital service. You're SEO. Got it? Yes. Yeah. And you're selling to e-commerce? Yes, we are. Okay. I'm selling to e-commerce brands, trying to. So basically, business is about a year old. And my best friend is a really good web developer. We joined forces, started using his network to get clients. So we've done around$285 ,000 in the last 12 months.

9:00we've tried to say we've never had a client churn but we're kind of like a glorified tech support department so like basically anyone with a credit card and a pulse what's price point price point we're basically billing hourly at the moment I'm putting together like an offer funnel and everything so don't do that yeah it's like so okay so what are you what are you billing right now on average 50 pounds an hour say so like 70 dollars or so right it's just you and him but I'm trying to with one other full-time developer a few freelancers and everything so we do offer like you know we do seo we do good web web development ppc um some cro stuff it's kind of like we need to really rein in on our ideal avatar i kind of i feel a bit silly because you've already shown me what to do um i need to go move mountains get a ton of leads get them get our ideal avatar but um well you do need to change your options to speak to you so you do need to change the off yeah yeah the offer sucks for sure yeah we need an offer dude you're selling to people are doing 30 to 100 ,000 a month, right?

9:57Yeah, well, that's the target audience. Some are a bit smaller, but yeah. Well, whatever. I mean, I don't know if you just heard, I had Liz, I think. Liz is doing$600 ,000 a month, doing many chat automation, and she's selling to e-commerce owners doing$25 ,000 a month. And she's selling 6K a month. Right. Yeah. You're selling like$100 a month. Yeah, underpriced. Yeah, you're wildly underpriced. But we have to tweak the offer and pricing together so i would want to say like can we say like we'll get you know we'll replace 10 or 20 of your traffic with seo within a year and our services are i don't know starter 2500 3500 a month just to like get going yeah yeah i have an offer i'm starting to pitch on cold outreach if i can run that by you okay uh yeah so i mean basically seo industry is like really commoditized by retainers so i'm trying to just ramp up cold outreach and basically offer people like a pre-personalized audit as a lead magnet.

10:50So I'll show them where their competitors are ranking, where they're ranking and what they're missing out on. I'll give them a personalized loom sort of showing them how to improve. And then we're going to do like a 28-day sprint to basically fully optimize the website as much as we can, try and get them as many wins as we can in the first 28 days. I wouldn't use the word audit. For the guarantee. Yeah, I wouldn't use the word audit because I think that sounds boring and not fun. So I would say like, look at, Like we will find you at least seven revenue opportunities that you can set up within the next three days for free.

11:22Gotcha. Okay. And then you walk them through it. Yeah, way better. You walk them through it and you say, hey, you can do this on your own. Turn it over to, you know, a web company or we'll do it for you. Gotcha. And I was thinking like in terms of like a guarantee, I was thinking maybe like we refund sort of 25 % of our cost, like our profit margin, something like that. Yeah, that's fine. Yeah. I'm trying to make it more compelling but I think SEO is a tricky industry to sell right now yeah I mean the thing is it takes time for SEO to work we can do a lot in 4 weeks and just show them initial wins because I'm trying to build the trust because everyone's got a million SEO guys in their inbox just like hey can you guarantee around rankings?

12:07we'll get you in the top 10 or the first page or something? it is tricky because it's like we could do everything right google changes their algorithm and and you know their their site goes down so i try and pitch it as like we're going to stack the odds in your favor but yeah it's it's hard to guarantee results i guess we could guarantee page speed but i mean that's not really the all end all of the business no can you do anything around just traffic not necessarily ranks i mean potentially yeah i mean i like the seven revenue like if i'm just keeping it simple i think seven revenue opportunities we're going to unlock these things this is our price you don't have to worry about guarantee or anything like that for now gotcha okay so so just like one time once i'm kind of lead magnet here you go hopefully from there book a call maybe go into like the sprint yeah i mean i would say like here's what it is we can implement this in your business do you want us to put in your business great and so if you want have you read the money models book yep yeah yeah i would use a wave fee offer for you.

13:01Okay. So for everyone who's watching online, I'll, I'll, on this. So a wave fee offer is the last offer, I think, in the continuity section. And so when you have a business that like takes time for someone to get started, you do an AB and you say, hey, option one, you keep flexibility, right? And so you say, hey, it's, you know, $25 ,000 and then it's$5 ,000 a month after that or I'll waive the 25 and it's$5 ,000 a month but you got to stick for a year because it takes time for the SEO to work. And the good news is that if we haven't made progress within the 90 days, you can get out. That would be my second dollar.

13:38Cool? So you don't feel like you're coming in. But in 90 days, if we haven't, you know what to insert here. But if we have an X within 90 days, then we'll let you out of the contract. So the guarantee is that we can let you out of the contract without having to pay the waive fee exit. But if we hit our thing, then you got to pay that to get out because that would have been the flexibility price. Okay, gotcha. That makes a lot of sense. I appreciate it, yeah. okay um cool all right um and just to take a second i just i always thought if we ever spoke i just want to thank you for everything that you and trevor have done into drilling everything down into a way that we can all understand because uh yeah when it when it's like when i'm overwhelmed and i'm overthinking it really helps so much to be reminded of that input equation at the end of the day well i'm happy to hear it man yeah thank you man you're awesome all right all you all right That's it.

14:26Greg went online. Talking about page 153 inside the offer, not offer, excuse me. Money Models book. All right, so this is the last part of the continuity offers. That's the weight fee structure I was just talking about. Okay, let's get kooky with it. Okay, Albus Tube. I have a beauty salon in Romania. Most money come in for permanent hair removal. The rest of people pay me rent. How can I scale it? Okay. Permanent hair removal. Oh, Jesus. I was thinking like, I was thinking like, I was like, who is paying for this? Body hair. Got it. Okay. How can I scale it? I find it difficult to get customers and my costs are high.

15:04Okay. I mean, I'm going to guess that you're, I'm not sure if you're running ads, you might be mispriced, but usually like this is something that I call pseudo medical, which is one of my favorite spaces to be in because you have so much pricing power. So I don't know the rules in Romania. I don't know if they're like super tough to do pseudo medical type procedures there. And I probably won't try and translate U.S. prices to you guys, but like, I'm guessing I'll just do a relative. So the cost of a generic haircut here is probably somewhere in the neighborhood of like$75 if it's like the commoditized haircut price.

15:31And the cost of laser hair removal for a package, let's call it like six to eight will usually be like$2 ,500. And so maybe you can make that appropriate difference. And so if you're looking at your price points compared to like your hair stuff that you do compared to your removal stuff, that might give you an idea of maybe that you're mispriced within Romania. Secondarily, I think this is super visual in terms of the nature of what you sell in terms of before and afters. And so I think organic Instagram for sure will be like monster for you. And given how small Romania is, I think that that actually might work pretty well.

16:03So I would go organic first with before and afters. That's like easy to do. Google AdSense would be the second thing in terms of speed. Well, Google AdSense will be faster than posting. And then the third is that I would run meta ads. That would be my like three-pronged approach. It's like, we probably have to change the price. You probably need to sell bundles, not sessions. You need to make sure that you're priced appropriately. And then given all of that, then we use those three marketing strategies. Cool. All right. Sixth caller is Crystal. Welcome, Crystal, to Hermosi Hotline. We are hot.

16:31Hey. Hey, what's going on? Woo-hoo. Oh, hi. I'm sorry. I'm watching you on YouTube. 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? Or you're 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. So congratulations. Oh, this is what I was saying. Okay.

17:14So the constraint is needs funnel and a clear hook. I'm not 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. So what do you do right now to get leads? It's all referrals. And a couple times a month I'll go 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. Like this year I picked up 10 million in sales from that one Facebook video.

17:49Well, what do you think I'm going to say? Do more of going live. Yeah, that seemed to work pretty good. So you did 10 million in sales. Your commission's what? Call it 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? Usually 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.

18:28Yes. 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? 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? The max would be, I mean, if I really hustled, probably 20 would be like moving down 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.

19:03No, 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. 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. But 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.

19:37And 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'd go from$33 ,000 a went to$133 ,000 a month. So 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.

20:18I 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. You'll commit to the action, right? 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.

20:52And 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 then this is how you get in the game gotcha gotcha gotcha can i ask one more question i don't know how much i know i gotta hurry um how would i document because yesterday's workshop was so good document the aspirational achievement you know um for you it's already done it's already done for you the houses do the work oh yeah that is the aspiration like am i solution aware or am i product aware like i wasn't sure where I fell.

21:24So I think for you, again, like you showing sick houses is going to be like, I just, 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. Now 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?

21:53So we just need to make sure that when you start getting these leads, because the next year you're going to overwhelm, 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. And I've got too many leads that are like 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.

22:17OK, gotcha. I'm fine. 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 pay, you know, 500 ,000 bucks a month and have a full-time VA who's trained on, you know, a simple, you know, six or seven question script. Very easy. Do I go live on Facebook or IG? Both. Okay. You 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.

22:50Okay, 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 to you again in this one. Yep. All right, you're back. Thanks, Dallas. You bet. Take care. Bye. This is a great question that Crystal just brought up, by the way, everybody. Like, when there's so many tactics that you have that you're like, I can make this better. This is something else I could do. It's like, just start. And the thing is, is that you will, like, by starting and doing a lot of volume, you will feel the pain of doing a lot of volume with very little output.