0:00 Woo! Today is day five of the Go High 0:02 Level Reputation Agency course where I 0:04 show you exactly how I scaled to over 0:06 $26,000 a month in recurring revenue 0:09 just helping local business owners get 0:11 more Google reviews white labeling high 0:13 level. That's a mouthful. Day five is 0:15 all about closing your first sale. So on 0:17 day four, we booked your first sales 0:19 call and on day five, I'm going to go 0:21 over my script. I'm going to go over how 0:22 to sell people, how to overcome 0:23 objections, and how to go ahead and get 0:25 their card on file and start setting up 0:26 their account. As always, if you want 0:28 access to the sales call recordings, the 0:30 snapshots, the templates, up to three 0:32 weekly coaching calls with me where I 0:34 can help you one-on-one overcome any 0:35 obstacles you're dealing with, access to 0:37 a community of almost 700 people doing 0:38 the same exact thing, and everyone's 0:40 helping one another out. Feel free to 0:41 sign up with my link down below in the 0:43 description to High Lee. With my link, 0:44 you'll get an extended 30-day trial 0:46 instead of the normal 14-day trial. And 0:48 if you're already a Highle user, you can 0:49 just upgrade to the next plan with my 0:51 link, and you'll get access to 0:52 everything I've learned, all my 0:54 templates, all that stuff totally for 0:55 free. I do sell direct access to the 0:57 school community warehouse all this 0:58 stuff, but I would much rather you not 1:00 pay me directly. You can just sign up 1:01 with the software you're going to be 1:02 using. You can get access to all this 1:04 stuff for free. I'll quit yapping here. 1:06 Let's dive into day five. So, let's talk 1:09 about how to prepare for a sales call. 1:11 So, there's really not much prep 1:12 preparation that I do before any sales 1:15 calls. I probably just spend three or 1:16 four minutes just making sure I know the 1:18 basic details of their business. So 1:20 obviously their business name, the 1:22 owner's name or whoever you're work 1:24 whoever you're meeting with their name 1:25 and stuff like that, um location, the 1:28 number of views, and the re recency of 1:30 the reviews. So if we just do an example 1:31 right here, let's say I'm meeting with 1:33 Seinal Plumbing here. What I'll do is I 1:36 will click on their Google business 1:37 profile. It'll load here. So I'll go 1:40 ahead and click on their Google business 1:42 profile. I'll look at the reviews and 1:44 I'll see what is the newest reviews. So, 1:47 looks like they're getting one, two, 1:49 three reviews a month right now. I'll 1:51 also check the lowest reviews so I can 1:53 kind of kind of pull that up and, you 1:55 know, try to um, you know, insinuate 1:58 some just like painful circumstances 2:00 they've gone through because of their 2:01 reviews not, you know, being good or 2:02 stuff like that. See if they've had any 2:04 reviews recently that are negative and 2:06 talking about getting us reported. So, 2:08 you can say, "Hey, I just want to let 2:09 you know, I saw that crazy review by 2:10 Anna. I went ahead and reported that 2:12 review for you." So, hopefully Google 2:14 will get that taken down. just doing 2:16 some stuff like that. And then also what 2:18 I would do is I would um go to their 2:21 website and see if we can figure out if 2:23 they're using some sort of booking 2:25 system or something that we can 2:27 integrate with easily. So if we click on 2:29 their website here, you can see text 2:31 call now. They're just getting leads 2:34 that way. Let's see if they have like a 2:35 booking service page, services, 2:39 residential service. 2:41 So, you can see here I can't really see 2:43 a um I can't see like a software or 2:46 something that they're using, but if we 2:47 go back, we can probably figure one out. 2:50 We look at some other businesses here. 2:52 So, let's see. Um let's see what Rooer 2:56 Plumbing is doing here. Mr. Rooer 2:59 website. This is a massive chain, so 3:02 they probably have some like special 3:04 situation going on here. This might be 3:06 their own custom solution. Um because 3:09 yeah, Mr. Rooter is a a neighborly 3:11 company which is really big. Let's see. 3:13 Cooper's Plumbing and Air. They've got a 3:15 bunch of reviews, so they probably have 3:16 something set up already. Let's see. 3:18 Schedule Service. Let's see what they're 3:21 using. Schedule Service. All right. Hard 3:26 to tell just from that, but you can just 3:29 go around and play around and see. Okay. 3:31 Let's see there. We're online. See what 3:33 softwares they're using. All right. 3:35 Powered by triple your clicks. You can 3:37 figure out, okay, what is this? What is 3:39 this marketing company or chat widget or 3:41 something they're using? Um, we go back. 3:44 Let's see if we can find a good example 3:46 of one. Um, 3:49 let's see. Keith Lawson. Let's see if 3:52 old Keith is using something. Um, 3:56 schedule your service, 4:02 contact us, send us an email. Anyway, 4:04 sometimes you'll be able to find it. Let 4:05 me see if I can find a good So, you can 4:07 see here, here's just an example of a 4:09 Christmas tree lighting company. You 4:11 click on get a quote. Where does it take 4:13 us? It takes us to client.hub-.get 4:16 jobber. So, you can see this is a jobber 4:19 um quote form. So, we know they use 4:20 jobber and we'll be able to easily 4:22 integrate with them. So, you just want 4:23 to go ahead and grab some basic details, 4:26 figure out how many reviews they're 4:27 getting a month, stuff like that. If you 4:29 really want to, you can go ahead and run 4:31 like a report on their business or like 4:33 local brand manager. So once again, if 4:35 we're doing that seminal plumbing guy, 4:36 we just do Google search, seminal 4:39 plumbing. 4:41 Um, there we go. Tallahassee, search for 4:44 plumbers. 4:46 And you can go ahead and use this grid 4:48 as kind of ammunition in your sale to 4:50 say, "Hey, looks like you're not ranking 4:52 very well in your area." Um, so you go 4:54 ahead and have that pulled up. Um, but 4:57 but yeah, you want to, you know, just 4:59 kind of do a little bit of due 5:00 diligence. It's really not much more 5:02 than a couple minutes of work each time 5:04 just so it looks like you prepared, you 5:07 know, a little bit more about your 5:08 business and you don't have to ask them 5:09 questions that you could have answered 5:10 yourself. Um, so once this loads, you'll 5:13 be able to see how many reviews they've 5:15 gotten. I mean, you'll be able to see 5:16 how they're ranking and stuff like that. 5:18 So, we can see here for the seminal 5:20 plumbing guy. This is a great example 5:22 of, you know, it looks like they're 5:25 ranking really well, but most of their 5:27 business they're targeting might be in 5:29 Tallahassee. like they might want to do 5:30 a lot more work down here. There might 5:32 be a lot more people they can service 5:34 down here. So, they might you could 5:36 really lean into the fact that, hey, if 5:37 you had more than 60 reviews, you'd 5:40 probably be ranking a little bit better 5:41 moving down into Tallahassee and not 5:44 kind of out here in the boonies with the 5:45 country folk where they're probably 5:47 fixing their own toilets and stuff like 5:49 that. Or at least you're just not 5:50 getting as hot as high a search volume 5:52 as like downtown Tallahassee or 5:54 something like that. So you can use that 5:56 as ammunition in the call if you need to 5:58 to kind of say, "Hey, I think there's a 5:59 big opportunity for improvement here." 6:06 So the first question you should ask is 6:07 what's the goal? If you're just getting 6:09 started, you just started using High 6:10 Level, you don't have any case studies, 6:11 any results, you just started kind of 6:13 reaching out to local business owners, 6:14 what I recommend is I would go the get 6:16 results and case studies route first. So 6:18 work for free, get results, get case 6:20 studies. they're going to be doing you 6:21 more of a favor than you are cuz you're 6:23 going to be get reps under the belt. 6:24 You're going to be learning so much 6:25 about the process. And so whether you're 6:28 just trying to get results in case 6:29 studies and free trials and grow, you 6:31 sell a little differently than if you're 6:32 trying to make money now and get them to 6:33 close. So I've done both. When I when 6:35 I've done both, I've closed people for 6:37 $1,500, $2,000 setup fees to help them 6:40 get Google reviews and then monthly 6:41 subscription after that. And then now 6:43 when I've really started to grow, I just 6:45 do free trials and go ahead and get them 6:46 set up and rocking and rolling. Don't 6:48 even worry about the money. and I just 6:49 want to get you results and prove that 6:50 this works and I just want to, you know, 6:52 review in a case study. And so we're 6:54 going to start with get results in case 6:55 studies. So what this looks like is you 6:57 generate attention in some way, cold 6:59 calling, emails, DMs, ads, content, 7:01 however you do it. And then you get them 7:03 on a call. So you go meet with them at a 7:05 coffee shop, you can get them on a Zoom 7:06 call, whatever it is. But the goal of 7:08 this call is to qualify them and then 7:10 onboard them. And then potentially, 7:12 depending on, you know, if you've 7:13 already have results or not, get a card 7:14 on file. Right? If you're if this is 7:16 your first 10 people, don't even worry 7:18 about getting a card on file. Eat the 7:19 cost for text and email expenses and 7:21 just rock and just get get results 7:22 period. But when we're offering a free 7:24 trial, like for example, I offer a 7:26 14-day free trial. So, when we're 7:27 offering a free trial, it's not much of 7:29 a sale. It's more of a qualify and 7:30 onboard. But you still want to go 7:32 through the sales process so they 7:33 understand why it's important, why they 7:35 should be doing this, why they should be 7:36 taking action, why they're putting a 7:38 card on file, etc. And so, of course, I 7:40 just follow's closer framework. So, 7:42 here's kind of what it looks like. I 7:43 build a little bit of rapport. So, in 7:45 the beginning, especially if you're just 7:46 qualifying, onboarding, you're helping 7:47 out for free, the rapport is not going 7:48 to matter as much, right? We're just 7:50 trying to get a card on file or just 7:51 trying to start a free trial, but I try 7:52 and build a little bit of rapport. This 7:54 is going to help if they do kind of 7:56 throw objections out there. You can you 7:58 can kind of laugh them off if you have 8:00 that rapport with them. You joke, you 8:02 made jokes in the beginning, etc. And 8:04 I'll give you a good example of that 8:05 later. But when I get them on this call, 8:06 I just want to clarify why they're here. 8:08 Says, "Hey, what made you want to book 8:09 the call? What made you want to respond 8:10 to the email? What made you want to 8:12 respond to the DM?" etc. So clarify why 8:14 they're there. And then once they tell 8:15 you that, you label them with a concern. 8:17 So you say, "Hey, what made you want to 8:18 book the call today?" They say, "Oh 8:20 yeah, hey, we just had a couple bad 8:21 reviews come recently and we don't 8:24 really have a good consistent way of 8:25 getting them. I tell my employees to ask 8:27 for them, but they never do." And yeah, 8:29 so we're just trying to figure out how 8:30 we can get reviews consistently. And 8:32 then you want to label them with that 8:33 concern. Say, "Okay, cool. So, so it 8:35 sounds like, you know, you're asking 8:36 employees to get them, they're not doing 8:38 it, and you've kind of had a bad run in 8:39 the past couple weeks with some negative 8:40 reviews. And so you're looking for a 8:42 consistent way. So you're looking for a 8:44 way to consistently get Google reviews 8:45 without having to rely on your 8:46 employees. It just works in the 8:48 background and you know and they'll say 8:49 yes. Sounds good. And that's when you 8:51 want to go into overview what they've 8:52 done in the past. So this is where you 8:53 ask them. So you said that your 8:54 employees are asking for reviews. What's 8:56 that process like for them? Say oh we 8:58 gave them a QR code or we gave them a 9:00 tap card or we just told them to ask. 9:02 And then you get them to elaborate on 9:04 it. What was that like? What do you 9:05 think went wrong? Whatever. And then you 9:07 can kind of you can kind of connect the 9:09 pieces for them and tell them how close 9:10 they were. Say, "Oh yeah, so you have 9:12 the QR code. That's great. That's good. 9:13 It makes it easy for people to leave a 9:15 review." But what happens is a lot of 9:16 times people just forget. Like they'll 9:17 give the they'll get the QR code and 9:19 they'll get the link pulled up and 9:20 they'll say they do it later, but 9:21 they'll forget. And that's why you need 9:22 that text or email in place to kind of 9:24 follow up. And so it's giving you 9:26 ammunition for once you sell the 9:27 vacation, you're telling them, "Hey, 9:29 we're going to text and email your 9:30 clients. We're going to follow up if 9:31 they don't leave a review, etc." You can 9:33 say, "Yeah, just like how you have the 9:34 QR code, but you're not being able to 9:36 follow up. you're missing a lot of 9:37 reviews. You can include that as some 9:39 ammunition to kind of get them to but 9:41 when we're getting them to overview what 9:43 they've done in the past, the processes 9:45 they've tried, the things that haven't 9:46 worked, that's going to give us 9:47 ammunition to kind of tailor that sell 9:50 the vacation, sell the benefits. So, if 9:52 I hear somebody is really concerned 9:53 about negative reviews, I can tell them, 9:55 hey, we have a review filter page. You 9:57 know, it's going to filter out 99% of 9:58 the bad reviews, etc. And so, the more 10:00 information you get here, the more 10:01 ammunition, the more bullets in the 10:03 chamber you'll have to close them later. 10:05 And this is also where I ask qualifying 10:07 questions like what serum are you using? 10:09 How do you have your previous contacts 10:10 save? Like do you click name, email, 10:12 phone number? Are we able to integrate 10:14 that serum? Where I kind of figure out 10:15 all that stuff so I can figure out how 10:17 much of a good fit they are and how many 10:18 reviews we'll be able to get them 10:19 because if they tell me, hey, yeah, 10:21 we've got 2,000 previous clients name, 10:23 email, phone number saved from the last 10:25 two years, then I know we can probably 10:26 get them another hundred reviews in the 10:28 first month of working with them. And so 10:30 asking those qualifying questions so I 10:31 know like one, we can help you and 10:33 they're not just a business that uses 10:34 cash and check and doesn't collect 10:36 contact information and just writes 10:38 everything down. So one, we can help you 10:39 and two, how how much can we help you? 10:41 Right? I've had clients that have, you 10:42 know, massive businesses that have 10:44 thousands of thousands of customers that 10:46 I have spent so much time trying to sell 10:48 because I'm like, you are sitting on 250 10:51 reviews right now and it will 10:53 drastically change the way your business 10:54 ranks on Google and the way interact 10:56 with you and the way people interact 10:57 with you. And eventually I closed a 10:59 bunch of them just because I was so 11:00 persistent with it. But when they have 11:02 that many previous customers, I just 11:05 know in my soul we can help them out so 11:06 much. And so they just stick in my 11:08 brain. I just I'm like, "Oh, we need to 11:09 get we need to get them on. We need to 11:10 get them on because I know it's going to 11:11 be a great case study." And side note, 11:13 that's what's so great about reviews. 11:14 You can sell with complete and total 11:16 conviction because it just works. It's 11:18 just easy to get people reviews. All 11:20 right, so let's get into selling the 11:22 vacation. So this needs to be very 11:23 short, like 90 seconds max. And we want 11:25 to sell the benefits, not the features. 11:28 And so we can include language like, 11:30 hey, we use a personalized image, but 11:31 make sure you you tell them what it is. 11:33 Why do we do that? What's the benefit of 11:35 the personalized image? Well, this is 11:36 going to get their attention and they're 11:37 going to give you more reviews and then 11:38 you're rank higher on Google. And so 11:40 making sure that we're relating what 11:42 we're doing, requesting reviews, 11:43 responding reviews, repurposing reviews, 11:45 relating all that back to you will make 11:47 more money. You will rank higher on 11:48 Google. You will make more money. And so 11:49 sell a vacation. Make it quick. Don't 11:51 get nitty-gritty in the details and the 11:53 features and stuff, but keep it benefits 11:54 based. And then you basically say, "Hey, 11:56 how does all that sound?" They say, 11:57 "Good." Ask questions, whatever, and 11:59 say, "Okay, cool. We have a 14-day free 12:02 trial." Or just enter whatever your 12:04 pricing structure is. And so, this is 12:06 when you're just trying to get people on 12:07 and get people results in case studies. 12:08 You're just getting started because 12:09 those first 10 are the hardest. They're 12:11 going to be the hardest to get. And so 12:12 just just making them put a card on file 12:15 or you know not making them put a card 12:16 on file at all or just getting them set 12:17 up for free is going to remove so much 12:19 friction and make it so much easier for 12:20 you to get those first 10 get the case 12:22 studies and then have the proof to then 12:25 go charge people for it. But basically 12:26 after you say how's all that sound they 12:28 say great you tell them the pricing 12:30 instead of asking for a card on file 12:31 right away or asking them to pay. This 12:33 will normally take like 10 minutes. It's 12:35 not like a super long drawn out 12:36 conversation where we're trying to get 12:38 them to cry because we're trying to sell 12:39 them a $20,000 thing. you know, it's 12:41 like it's pretty simple. And so this can 12:43 take 5 to 10 minutes and we can explain 12:46 what any concerns they have, but instead 12:47 of asking for a card on file or asking 12:48 them to pay or anything like that, now 12:50 we just say, "Hey, do you have 15 20 12:51 minutes where we go ahead and get you 12:52 set up and then you segue directly into 12:55 the onboarding call, you get them to log 12:56 in, you get everything connected, you 12:58 walk through the onboarding process, and 13:00 then at the very end, if you are trying 13:02 to get a card on file, if not, you can 13:04 just go through start getting results. 13:05 But if you're trying to get a card on 13:06 file, just say, "Awesome. We got 13:08 everything set up. just so we can go 13:09 ahead and launch your account, we need 13:10 to get a card on file. And then they 13:12 give you a card on file and that 13:13 increases your close rate for that card 13:15 on file drastically because they've 13:16 already spent 30 minutes on a call with 13:18 you, getting everything set up, walking 13:20 through the whole process, and they're 13:21 this close to to the end zone, right? 13:23 They're this score they're this close to 13:24 scoring a touchdown. They're this close 13:26 to figuring out how many reviews they're 13:27 going to get, whatever. And so they've 13:28 already done all the work and now it's 13:29 just all they have to do is put a card 13:30 on file like, "All right, whatever. It's 13:32 risk- free. 30-day money back guarantee, 13:34 14-day free trial, whatever you want to 13:35 offer them. it'll increase your card on 13:37 file percentage by a bunch. So the 13:39 second way is the make money now. So if 13:41 you're wanting to charge a setup fee, if 13:43 you're wanting to charge upfront, no 13:44 trial. So there's gonna be a lot of 13:46 friction between like you getting leads 13:47 and getting people results. And so the 13:49 reason why we still do a free trial and 13:51 get stuff set up is because we know we 13:53 can help so many people and we know it's 13:54 only going to take us an hour or two 13:56 hours to get it set up. So instead of 13:57 arguing on the phone to get them to pay 13:59 for an hour, we'd rather just get them 14:01 set up in an hour and start getting them 14:02 results so they can pay us later because 14:04 we know that what if we get a Google 14:06 business profile access and a client 14:08 list, there's a 99% chance that they're 14:10 going to pay us. And so that's why we 14:12 just focus on getting results, getting 14:13 case studies, getting you just starting 14:15 those free trials to remove as much 14:16 friction as possible. You don't want to 14:18 do any wasted work. You want to make 14:19 sure that the people that work with you 14:21 are committed and paid, then good on 14:23 you. And so here's kind of the process 14:25 that when I was doing it that way, 14:27 here's the process I would walk through. 14:28 So same thing, generate attention, 14:30 convert on a sales call, and then book 14:32 an onboarding call after that, after you 14:34 get paid on that sales call, right? So 14:36 same exact process here, but we're going 14:38 to emphasize a lot more on rapport. So 14:40 spend more time trying to build rapport, 14:42 have find some stuff in common, you 14:44 know, spend a couple minutes on it just 14:45 to kind of get to the point where you're 14:47 comfortable enough with them where you 14:48 can make jokes and and kind of call them 14:50 on their on their BS, for lack of a 14:52 better term. So, what you want to do is 14:53 clarify why they're there. So, same 14:54 situation here. Hey, what made you book 14:56 the call? What made you respond to the 14:57 email? What made you respond to the DM? 14:58 You know, what's going on? They're going 15:00 to tell you why they why they did it, 15:01 why they booked the call, they need 15:02 reviews, whatever. Also, what I like to 15:04 do here in the clarify stage or in the 15:07 in the rapport stage is if I'm not 15:09 certain as to where they came from and I 15:11 I know it wasn't just like a cold email 15:13 or something, I love to ask because this 15:14 builds some authority and it kind of it 15:16 frames the call better and said, "How 15:17 did you hear about us?" Say, "Hey, how 15:19 did you hear about our viewers? Was it 15:20 from that podcast we were just on?" And 15:21 obviously don't lie. Like if you weren't 15:23 on a podcast, don't say this, but think 15:24 of something that you said that could be 15:26 impressive, that could be that sounds 15:28 legit, that sounds cool. You can just 15:29 say, "Oh, how'd you hear about Review 15:31 Harvest? Was it at that, you know, trade 15:32 show we got the award? Oh, did you hear 15:34 about it from this thing from that 15:35 launch we just did with whatever big 15:37 brand or whatever? Did you hear about 15:39 this from the podcast we were just 15:40 featured in? Did you hear about us from 15:42 the YouTube video we just featured in 15:44 from such and such?" When you ask how 15:46 they heard about you, just assume that 15:48 you they heard about you from the best 15:50 most impressive place possible that you 15:51 can say is true, right? That you can 15:53 that you can say truly. And if you do 15:55 that, it's going to frame the call. 15:56 Whether they found you from there or 15:57 not, it doesn't matter. They just now 15:58 know that you were on a podcast. So, it 16:00 frames your business as more of an 16:01 authority on the call. And if you're 16:03 worried about getting on a podcast, it's 16:04 so easy. Just like reach out to people 16:06 that have podcasts. They want to have 16:07 people on. So, then you can just always 16:08 say, "Oh, did you hear about us from 16:10 that podcast? We had a couple people 16:11 find us from that way." and then boom, 16:13 you framed yourself as more an authority 16:14 for that call. So, another big tip here 16:17 is make sure that they are not trying to 16:19 control the call. Because since we're 16:21 just selling reviews, we'll have a lot 16:22 of people that think they know 16:23 everything and they just want to push 16:24 you around, make you answer the 16:26 questions they want answered and they'll 16:27 hop on the call, say, "Okay, how much is 16:28 it? What do you do? What are the 16:29 features? What's the contract?" 16:30 Whatever. You want to make sure you 16:32 control the call and just by like you're 16:34 the one asking the questions, right? 16:35 Like you don't want them to be asking 16:36 questions, you just answering because 16:38 then they're controlling the call. And 16:39 so when I do get somebody aggressive 16:41 like just asking questions or whatever I 16:42 say I'm norally like yep it depends on 16:44 your business. So what about X and then 16:46 I ask them question what CRM do you use 16:47 whatever and try and get back into 16:49 asking questions and making them answer 16:51 it and then just get on a roll that way. 16:52 So don't let them push you around. Once 16:54 again I'm not the best at sales calls 16:56 but you just want to make sure you're 16:57 controlling the call because anytime I 16:59 have let people hop on and just push me 17:01 around and ask me 10 15 questions and I 17:03 just answer them. I don't know if I ever 17:05 sold them because like okay yeah sweet I 17:06 got all the information now. I'll get 17:08 back to you and they just forget, right? 17:09 And so it's our job to one control the 17:11 call and then help them make a decision 17:13 because humans just want to keep kicking 17:14 the can down the road, right? And if 17:16 this is a free trial or if we're just 17:17 trying to get them to pay, it's our job 17:19 to help them decide. And so yeah, try to 17:21 control the call that way. Another thing 17:23 I like to do, especially if you're not 17:25 sure if this is a oneman band, a small 17:27 business, big m business, whatever, is 17:29 ask and say, "Okay, cool." Like, you 17:30 know, "Hey, Jeremy, are you the owner of 17:32 business?" And you know, I normally ask 17:34 that when I'm pretty sure they are the 17:36 owner, right? If it's just a home 17:37 service business, they want to vent. I'm 17:38 like, "Okay, the produce is the owner." 17:40 And then after they say, "Yes, I am the 17:42 owner." Then you can kind of jokingly 17:44 say, "Okay, sweet." So, you call the 17:46 shots, you make the decisions around 17:47 there, right? And then they'll be like, 17:49 "Yes, of course, of course." And so, so 17:51 now what happens is if later on in the 17:52 call, if they're like, "Oh, I need to 17:54 talk to my wife. I need to talk to such 17:55 and such. I need to talk to whatever." 17:57 Then if you built enough rapport and you 17:58 already have that commitment from 17:59 earlier that they're the one that 18:00 causes, you can kind of poke fun and be 18:03 like, "Wait, hold on." Like, "I thought 18:04 you said that." Let's say you call the 18:06 shots around there. They're just at 18:07 their owner. What's going on? You know, 18:08 you can't put you can't put your card on 18:09 file. You know, you can't put $100 down 18:12 for a money back guarantee or or 18:13 whatever whatever you're asking them to 18:15 do. But if you have that rapport and you 18:17 have that answer and you have that 18:19 information from earlier, you're able to 18:21 use that at the end of the sale to kind 18:24 of get them over the edge to go ahead 18:25 and get the card on file or go ahead and 18:27 get them to pay for the first month of 18:28 the setup fee or whatever you're trying 18:29 to do. And then so same situation, label 18:31 them label them with a concern. So once 18:33 they clarify why they're there, you 18:34 label and discern. Okay, cool. Sounds 18:36 like you haven't got any Google reviews 18:38 in 8 months. The CRM you're using has a 18:40 feature to request reviews. It's just 18:42 not working. So walk me through that 18:44 feature. What is it sending out? Is it 18:45 sending out an email? Is it sending out 18:46 a text? So now we're going into overview 18:48 what they've done in the past. So 18:49 overview, what's currently going on? And 18:51 like, yeah, it's just an email. It's 18:53 just like a Google review link at the 18:54 bottom of the invoice. It's not really 18:55 working. They do have a text function, 18:57 but I feel like it doesn't actually work 18:59 well. I think it's just like a boring 19:00 text. think it's kind of confusing or it 19:02 makes them wait to respond or whatever. 19:04 And so we're just asking clarifying 19:06 question. Okay, tell me about that. 19:07 Okay, so you know why does it do that? 19:09 Okay, does your employees know that 19:10 that's how it works? You know, just keep 19:12 getting them to kind of go over what's 19:14 wrong with the process and then from 19:16 there you have a clear understanding of 19:17 the bullets in the chamber that you can 19:19 use to help sell tailor the sale the 19:21 sell the vacation to what they're what 19:23 they're emphasized on. So if they're 19:25 really concerned about certain things, 19:28 you can tailor the sell the vacation and 19:29 the benefits that way. Then once again, 19:31 sell the vacation, focus on benefits, 19:33 keep it less than 90 seconds for what 19:35 what we do is we request reviews, we 19:36 respond to reviews, we repurpose 19:38 reviews. Those are three Rs. Keep it 19:39 simple. Elaborate on it a little bit. 19:41 How's all that sound to you? And they'll 19:42 say, "Good, bad, ask questions, 19:44 whatever." And say, "Awesome. Here's our 19:45 pricing. Money back guarantee, 14-day 19:47 trial, $2.99 a month, upfront setup fee, 19:50 whatever you're doing." The most common 19:52 one I get is like, "Oh yeah, I need to 19:53 talk with such and such about it." Or, 19:55 "Hey, yeah, let me think on it," or 19:56 whatever,, you know, just watch a 19:58 million Alex or Rosie sales videos. He's 20:00 got overcomes to all these objections. 20:02 But if somebody says they need to think 20:04 about it or whatever, I totally 20:06 understand. Google reviews are 20:08 important. You shouldn't take this 20:09 decision lightly. A lot of times I feel 20:10 like it just takes more information and 20:13 the right information to make a decision 20:14 and and not necessarily time because you 20:16 know once again if you build rapport you 20:17 can go to the whole auction review thing 20:19 because let's let's be real you're not 20:20 going to like go home sit in a rocking 20:22 chair light up a cigarette and think 20:24 should I work with review harvest like 20:25 that's kind of what he walks through for 20:27 that objection overcome and so you can 20:29 do some version of that and like oh 20:30 what's going to happen is you're going 20:31 to have to call you're going to have to 20:32 go pick up Johnny from soccer practice 20:34 you're going to have to mow the yard 20:35 life gets busy and you're going to 20:36 forget and so I feel like it probably is 20:38 just going to take some more 20:39 information. So, what's your biggest 20:41 concern? And then you just ask them, 20:42 what's the biggest concern? Well, my 20:43 biggest concern is that people are going 20:44 to get annoyed that they're getting 20:45 texting emails. You say, and then you 20:47 say, no, no, no worries. We can set it 20:49 up to where they only get one text, one 20:51 email. If they respond or click the link 20:52 at any point, they will not receive any 20:54 more communication and make it to make 20:56 it not invasive, whatever, and try and 20:58 figure out why they're wanting to kick 20:59 the can down the road. Once again, I'm 21:01 not the best with objection overcomes. 21:03 And honestly, when we're just doing the 21:05 free trials and just the setup, if like 21:07 people have more than like five or six 21:09 questions and they're like, "I need to 21:11 think about it." I'm just like, "Okay, 21:12 cool." Cuz they're probably not going to 21:14 be a great client anyway. And I'm like, 21:15 "We're doing it for free." And that's I 21:17 should be better about that, right? I 21:18 should do a better job of trying to get 21:20 on a call. But it's like, I'm not going 21:21 to hardale somebody just to get a card 21:23 on file so we can do the work to get 21:25 them reviews. Like I'm just like, "No, 21:26 it's not. I'm not going to do that." But 21:28 maybe I should. That's probably a 21:29 limiting belief that's making me less 21:30 money. Who knows? But anyways, and then 21:32 once they, you know, once they make the 21:34 decision and just reinforce their 21:35 decision like Alexi, you'll make sure 21:36 you have a good clean handoff. Tell them 21:38 exactly what they're going to do. Hey, 21:39 after this call, you're going to get an 21:41 invite for the onboarding call. There's 21:42 going to be a checklist of a couple 21:43 things we're going to go over. You don't 21:44 have to do anything for it. And then 21:46 we're going to do this, that, and the 21:47 other. You know, we're so we're so 21:48 stoked. We're happy to get your reviews. 21:49 Just re, you know, reinforce that 21:51 decision that they made. 21:55 And in this video, I put together the 21:56 top 15 sales objections that I get on 22:00 sales calls or even onboarding calls and 22:02 how to overcome them so you can get them 22:04 set up and you can get them paying you 22:06 every single month. If you don't know 22:07 who I am, my name is Clay Lawrence, 22:09 owner of reviewh harvest.com. I make a 22:11 little bit over $24,000 every month just 22:14 helping local business owners get Google 22:16 reviews. And I do this by white labeling 22:18 go highle and selling these automated 22:20 services. And if you don't believe me, 22:21 feel free to check out reviewh 22:22 harvest.comresults and check out all of 22:24 our video testimonials and case studies 22:26 where we've helped local business owners 22:28 add 100, 300, sometimes 500 plus reviews 22:32 so they start ranking higher on Google 22:33 and getting more business. So without 22:35 further ado, let's start diving into 22:37 some of these objections. So objection 22:39 number one, what if they have already 22:41 left a review? So when does this come 22:43 up? This normally comes up when we're on 22:44 the sales call or even on an onboarding 22:46 call and we're saying, "Hey, the first 22:48 play in our playbook is to do a review 22:50 reactivation. What we do on that review 22:52 reactivation is where we reactivate 22:54 their entire customer list to help them 22:56 get a bunch of reviews up front and a 22:58 big win so they stay with us for a 22:59 while." And so, one objection that we'll 23:01 get all the time here is, hey, what if 23:03 they've already left a review? And so, 23:05 you can really take two routes here. 23:07 one, you can do it, you know, manually 23:09 remove everyone from their list that has 23:12 already left a review and just try and 23:13 match it on Google. Google's not going 23:15 to send us the data back of what email 23:18 actually left the review. And so, it's a 23:19 very manual process of trying to figure 23:21 out does this name on Google match this 23:24 name on their client list. So, if you 23:26 have the time and they're a big stickler 23:27 about it, you can just remove them for 23:29 it. But what I found is that you can 23:32 frame this in a way where they don't 23:33 even mind and they're actually, okay, 23:35 this might actually be a good thing for 23:36 us to request reviews again, even if 23:38 they've left one. And so what you can 23:40 tell them is that, hey, Google loves a 23:42 review that was left yesterday a lot 23:44 more than a review was left two years 23:45 ago. And so what's going to happen if 23:47 somebody's already left your review and 23:50 they click on the link to leave a 23:51 review, that review they put in 23:53 previously is going to be in there in 23:55 the comment and the star rating is 23:57 already going to be there. And now all 23:58 they have to do is just click on submit 24:00 again. And now that review that was two 24:03 years ago now is updated. And now it 24:06 looks like it was left yesterday. And so 24:08 now they're going to start ranking 24:08 higher on Google because review recency 24:11 is one of the ranking factors in the 24:13 search algorithm for people ranking 24:15 higher on Google search. Also, if 24:17 somebody left a review two years ago for 24:19 your business, they probably don't even 24:20 remember leaving that review. So they're 24:22 not going to be like, "Oh, I already 24:23 left you a review." Whatever. It's only 24:25 when they've left a review in the last 24:26 couple months that they normally 24:27 remember. And then even if they have 24:29 already left your review, there's a good 24:30 chance they might be logged in on their 24:32 wife's phone or their husband's phone or 24:34 they might have multiple Gmail accounts. 24:36 So maybe when they click on the link to 24:37 leave a review now, they'll be logged 24:38 into a different Gmail and they can 24:40 leave you another review and it's a 24:42 little BOGO special. You get two for the 24:43 price of one. So for this little 24:45 obstacle or objection right here, it 24:47 really just depends on how much work you 24:48 want to do. If they're being a huge 24:50 stickler and they only have like 20 24:51 reviews, then it's probably worth it 24:53 just to go ahead and remove those 24:54 reviews for them. But if they've got 24:55 like 400 reviews, you want to really try 24:57 and sell the fact that, hey, they can 24:59 update the reviews. Google loves to see 25:01 that, etc. And just apologize in 25:03 advance. My voice sounds awful. I've 25:04 been sick all week, but I still want to 25:06 get this video done and out to y'all. 25:07 The second objection is, I don't have 25:09 time to learn a new software. I don't 25:11 have time to go ahead and set up your 25:13 new little rinky dink software to set it 25:15 up to request reviews for my clients. 25:17 Well, great news is that you don't have 25:19 to learn anything, right? There's 25:21 nothing you have to learn. All we need 25:23 is 20 to 30 minutes on a Zoom call. And 25:25 like I've said before, I'm not a sales 25:27 master. I think normally when someone 25:29 presents an objection, you want to kind 25:31 of listen, make sure they know that you 25:33 understand. So maybe reframe it or 25:35 restate what they said and then you kind 25:37 of want to reframe it to get around it 25:39 or kind of solve that problem. And also, 25:41 some of these are going to be obstacles, 25:42 not objections. So, Alex Ramoszi says, 25:44 "Obstacles are stuff that comes up 25:46 before you make the pitch, before you 25:48 say the offer. And objections are 25:50 anything that comes up after when you're 25:51 trying to get a card." And so, for this 25:53 objection right here, I don't have time 25:54 to learn new software. It's really 25:56 simple. We just tell them, hey, you 25:58 don't have to learn anything. We're 25:59 built to plug in directly into your 26:02 current systems. So, we want to 26:03 integrate into your CRM so that your 26:05 employees, you y don't have to change a 26:07 single thing that we're doing. We're 26:09 just requesting reviews, responding to 26:10 reviews, and turning these reviews into 26:12 social media content in the background. 26:15 And there's nothing you have to learn. 26:16 I'll even tell our clients, we're a lot 26:18 more of a service than we are a 26:20 software. So, I'll say, "Hey, there's no 26:21 reason for you to learn the dashboard 26:23 and learn all the features and all that 26:24 stuff like that. We're going to get you 26:25 set up in 20 30 minutes and then you'll 26:27 never have to log in again. If you have 26:29 a question, just email us and we'll fix 26:31 it for you." And so that way we frame 26:33 oursel as a service provider. And 26:34 anytime we are emphasizing the service 26:36 and not the software, we're going to 26:38 increase the perceived value of what the 26:40 client should pay. All right, the third 26:42 obstacle or objection is, I don't have 26:45 time for an onboarding call right now. I 26:47 am so busy. So, this is actually a 26:49 really easy one. We just want to 26:50 acknowledge what we heard and reframe it 26:52 to, hey, we're taking something off your 26:54 plate so you can become less busy. And 26:56 so it's important when we're doing these 26:57 things to try and sit on their side of 26:59 the table and not get like 27:00 confrontational and combative, but we 27:03 want to say, "Hey, I understand you're 27:04 so busy. I'm glad to hear that business 27:06 is going well and you're getting all 27:07 these jobs. This is probably the perfect 27:09 time for us to do this so that we can 27:11 start to take some of that stuff off 27:12 your plate. If you can just give me 20 27:14 or 30 minutes on a Zoom call, we'll get 27:16 all this set up so you never have to 27:18 worry about requesting reviews, 27:20 responding to these reviews, or turning 27:22 these reviews into social media content. 27:23 and we'll take all that stuff off your 27:25 plate so you don't have to worry about 27:26 Google reviews ever again. Also, since 27:28 you're busy, that means it's the best 27:30 time to do it because all of these 27:31 customers that you're getting right now 27:32 aren't getting requested to leave a 27:34 review. And these would be great reviews 27:35 for you to start getting so you can 27:37 start ranking higher because obviously 27:39 reviews come after customers. And so now 27:41 that the all these customers are fresh, 27:43 this is the best time to request a 27:44 review from them. So if you can just 27:46 give me 25 minutes, we'll get you set up 27:48 and then you won't have to ever worry 27:49 about this again. And so just kind of 27:51 reframe it like you're taking stuff off 27:52 their plate. All right, so the fourth 27:54 one is my CRM already does this. So this 27:57 is the great thing about reviews. When 27:59 it comes to reviews, we can just go to 28:00 their Google business profile and see 28:02 what results they're getting, right? If 28:04 someone's asking about leads or sales, 28:06 it's hard for you to know how many leads 28:08 or how many sales they're actually 28:09 getting. But reviews is a very public 28:11 metric. So when people say, "Hey, my CR 28:13 does this." I just pull up their 28:15 reviews, their review page on Google. 28:17 I'm just like, "Yeah, it looks like 28:18 you've gotten six reviews in the last 28:20 year. I mean, do you think that this is 28:22 the best? like have you only had six 28:23 customers in the last year? And so once 28:25 again, you want to hear them, you want 28:26 to understand, you want to get on their 28:27 side of the table, but you also want to 28:29 reframe this and say, "Hey, if it 28:31 already does this, how come it's not 28:33 working?" And what we normally say is 28:34 like, "Hey, our only job is to get you 28:37 reviews." Right? Your CRM does your 28:39 invoicing, your booking, your reminders. 28:41 It does a hundred different things. And 28:42 so reviews for them is just one 28:44 component that they're not really 28:45 focusing on. But for us, our sole job is 28:48 to get you more Google reviews. If we 28:50 weren't able to do that, that would be 28:51 pretty embarrassing for us. And so, do 28:53 you think that if we just focus on this, 28:55 we'll be able to get you better results 28:56 than just this one little feature that 28:57 your CRM has. And also, you can get 28:59 really tactical here saying, "Hey, most 29:01 of these CRM just send out a basic 29:03 review request message, no image, no 29:05 personalization, no follow-ups and stuff 29:08 like that." What we do is that since all 29:10 a lot of these CRM do have that kind of 29:12 default review request system built in, 29:14 a lot of these consumers and customers 29:16 that you're working with are getting 29:17 banner blindness to this just little 29:19 boring little text about, hey, request, 29:21 can you leave us a review? It helps us 29:23 grow our business, right? They're 29:24 getting banner blindness to this because 29:25 they're seeing that every time they work 29:26 with somebody, right? And so what we do 29:28 is we spend a lot of time on 29:30 personalizing that message and making 29:32 sure that the actual stimulus that we're 29:33 sending to your customers and exposing 29:35 to their eyeballs is going to get them 29:37 to take action and leave you a review. 29:39 And so when you reframe it that way, a 29:40 lot of times they'll understand like, 29:42 yeah, it's not working. And one thing is 29:44 that if their CRM does already do this 29:46 and they're already getting a bunch of 29:47 reviews, then you can just ask like try 29:49 try and figure out the conversion rate. 29:50 Like, hey, what conversion rate are you 29:52 getting? Are you getting a 5% 10% review 29:54 conversion rate? And if they're already 29:55 getting a great conversion rate, you 29:56 could say, "Hey, we might be able to get 29:58 you a little bit better review 29:59 conversion rate." Honestly, I don't know 30:00 if that'd be worth it to you. If we 30:02 could take your conversion rate to from 30:03 10% to 20%, like, would that be worth it 30:05 for you? Because there's a good chance 30:07 that if they're getting 10% just with a 30:09 basic text and email, when we plug in 30:11 our personalized images and some more 30:13 advanced automations through high level, 30:14 you can get them a much better review 30:16 conversion rate. And so then you just 30:18 sell an increase and you just sell the 30:20 fact that you're going to be better, 30:21 which can still be an easy sale because 30:23 a lot of times people are more than 30:24 willing to pay for something that's 30:25 better and they're the ones that booked 30:27 the call with you. So obviously there's 30:28 some sort of pain underlying there. All 30:30 right, so the fifth objection is my 30:33 employees ask for reviews themselves. So 30:35 like, hey, my employees already asked 30:37 for reviews. Once again, reviews are a 30:39 very public metric. we can just go pull 30:41 up their Google business profile and 30:42 see, yeah, well, I know your employees 30:44 are supposed to be asking, but it looks 30:46 like you've only gotten two reviews in 30:47 the last six months. What's happening 30:49 here? And so once they understand that 30:50 we're hearing them, I still kind of lean 30:52 into the fact that, hey, that's great 30:53 that your employees are asking. Like, I 30:55 would never recommend your employees not 30:57 to ask. Like, I definitely think your 30:58 employees should continue to ask, but 31:00 the problem about having that human 31:02 element of it is it sometimes just 31:04 doesn't happen. Also, some of these 31:06 businesses aren't seeing their customers 31:08 face to face when they're leaving, 31:09 right? So, their customer might not be 31:11 home or might not be dealing with them 31:12 after the service. And so, say what we 31:14 like to do is we like to just have this 31:16 automation for the text and email always 31:18 set up so it's happening every single 31:19 time like clockwork and there's no human 31:22 error involved. And then when you put 31:24 your employees asking on that on top of 31:26 what we're already doing, your view 31:27 conversion rate is going to go through 31:28 the roof. And now your employees don't 31:30 have to pull up a QR code or try and 31:32 find a tap card or anything like that. 31:34 your employees can just say, "Hey, when 31:36 I leave, you're going to get a text and 31:37 email requesting a review. Would you 31:39 mind taking a second to do that for us?" 31:40 And they can get a little micro 31:42 commitment from that homeowner or from 31:44 your customer saying, "Hey, yeah, when I 31:46 get that, I'll leave the review." When 31:47 they get the text, it's a reminder, not 31:49 an ask, cuz they've already said yes to 31:51 it. All right. The sixth objection is, 31:53 "I respond to my reviews already. I 31:55 don't mind." This one comes up 31:56 specifically talking about responding to 31:58 reviews. And so, you want to like 32:00 acknowledge fact that I got you. I hear 32:02 you. make sure they know that responding 32:03 to reviews isn't the only thing that you 32:05 do. And then something that I like to do 32:07 with the review responses is like, "Hey, 32:09 you know, I get it. It probably only 32:10 takes you five minutes, right?" But all 32:12 these five minute tasks kind of add up, 32:14 right? You know, instead of you going 32:16 home right after work, you have to get 32:18 on the computer and respond to three 32:19 reviews. And what happens is you get on 32:21 the computer, you respond to three 32:22 reviews, and then you see three emails 32:24 that you have to get to. And then you 32:25 also see this thing on Facebook that you 32:27 need to respond to in Facebook 32:28 Messenger. And what happens is you just 32:30 get distracted and it's just something 32:31 that you have to do that you honestly if 32:33 you just never had to worry about it 32:35 would save you more than the five or 10 32:36 minutes because all the distractions 32:38 that come up while you're doing that and 32:40 you get pretty technical here talking 32:42 about like task switching. So like when 32:43 you switch tasks there's a lot of just 32:45 waste when you have to kind of get your 32:47 brain in that next mindset and then you 32:49 switch to the next task and you have to 32:51 kind of switch your brain. Hey, I'm 32:52 doing this now. And so you could talk 32:53 about how it's saving them a lot more 32:55 than just the five minutes it takes to 32:57 respond to reviews and really sell the 32:59 fact they never have to worry about it 33:00 again. And every single person you hop 33:02 on a call with, if they're a business 33:03 owner, they're going to say, "Oh yeah, 33:05 I'm so busy." And so really try and sell 33:06 that, "Hey, I'm just trying to take 33:08 stuff off your plate so you never have 33:09 to worry about it again." All right. The 33:11 seventh objection is, "I don't want to 33:13 bug my clients." So you can take this a 33:16 couple different routes. You can say, 33:17 "Hey, how many texts and emails do you 33:19 want to send? we can adjust the 33:20 messaging so that we don't bug our 33:22 clients and that we don't send them as 33:23 many follows as we normally would. And 33:25 so I normally will tell our clients, 33:27 hey, our default sequence is two texts 33:29 and three emails over six days. If they 33:31 ever respond to a text, click the link 33:32 to leave a review or anything like that, 33:34 we'll quit messaging them so we're not 33:35 bugging them. And just tell them that's 33:37 kind of the default sequence and they 33:38 can change it as they'd like. Or you can 33:40 also go the route of saying, "Hey, we 33:41 really do see it as a pushpull. The 33:43 people that are going to work with you 33:44 again, the people are going to come back 33:45 to your business and use you are 33:47 probably more than willing to get texts 33:49 from you and leave you a review. The 33:51 people that are pissed off and they say 33:53 stop and don't bug me or whatever, 33:54 they're probably never coming back to 33:56 you at all. And then there's probably 33:57 this little middle ground where they 33:59 still liked your service. They still 34:01 thought you're a good business, but they 34:02 just don't want text and emails. So they 34:03 can just say stop or unsubscribe and no 34:06 harm, no foul. They're not going to hold 34:07 anything against that to you. So just 34:09 explaining to these clients that hey 34:10 first off getting a stop or unsubscribe 34:12 isn't the end of the world and I 34:14 wouldn't even tell them about that 34:15 because we don't even give our clients 34:16 access to the conversations anymore so 34:18 they can see the responses back and 34:19 forth because that gets their emotions 34:21 involved and then they they get all 34:23 concerned about how many texts are 34:24 sending stuff like that and hey we're 34:26 just here to get you reviews, right? 34:27 People are going to say stop and it's 34:29 not the end of the world. It doesn't 34:30 mean they hate you. But you can also 34:31 give them the option if they're really 34:33 concerned say hey we're going to send 34:34 one text and one email that's it. You 34:36 can also tell them, hey, if you have 34:38 certain people you want to remove from 34:39 this list, we can remove those people 34:40 from your list before we even request 34:42 reviews. So, give them the optionality 34:44 of all that. Number eight, what if I 34:46 don't want to send a review request to 34:48 everyone? So, this is where you can 34:50 basically say, hey, we've got a 2hour or 34:52 three-hour wait step. Feel free to log 34:54 into the dashboard and put them in on 34:56 DND or feel free to text and email us. I 34:58 actually have a form that our clients 35:00 can fill out that automatically they can 35:01 put a name and a phone number in and it 35:03 automatically adds that contact to D&D 35:05 and you just say hey we have a couple 35:07 hour wait step you could also set up 35:09 some filter steps through the CRM 35:11 integration and so this is like a very 35:13 practical one so you just say hey if 35:14 you're using jobber we can look for the 35:16 no review tag and if you add the no 35:18 review tag we won't request a review for 35:20 them and then also just saying we give 35:22 we'll give you three or four hours or if 35:23 you want to increase that to a day we'll 35:25 give you a day to go in and remove that 35:27 person before they get a review request. 35:29 Also, if they really want to, you could 35:31 set up the review filter page. Once 35:33 again, we don't recommend that. We don't 35:34 like push that on all our clients. It's 35:36 only if they want to um and they're 35:37 really scared about negative feedback. 35:39 Then you can say, "Hey, we have the 35:40 review filter page." Even if they do get 35:42 a review request and they had a negative 35:44 experience, they'll click on the red 35:46 frowny face and then it'll take them to 35:47 an internal page, leave internal 35:48 feedback instead of taking them directly 35:50 to Google. So, there's a couple 35:52 different ways that you can overcome 35:53 that. The ninth objection is what if 35:55 someone leaves a bad review? So once 35:57 again, you can use the review filter 35:59 page here and say totally understand bad 36:01 reviews are scary. Say if you know if 36:03 you if you're scared that this client is 36:05 like really worried about that, you 36:06 can't offer the review filter page. What 36:08 I like to say first about a bad review 36:10 is, hey, one bad review is going to add 36:13 legitimacy to all your other five star 36:15 reviews. Right? So all consumer research 36:18 points to like 4.7 to a 4.8 eight being 36:20 the most convincing star rating because 36:22 consumers can actually see that it's 36:24 possible for this business to get a 36:26 negative review. When people see a 36:27 perfect 5.0, a lot of consumers will 36:29 say, "Huh, that's fishy. They can only 36:31 get five star reviews. What are they 36:32 doing? That's messed up." You know, that 36:34 one bad review is going to add 36:35 legitimacy to all your other reviews and 36:38 can even increase your persuasiveness 36:39 online. Also, you can go the very 36:41 practical route saying, "Hey, our 36:42 average review star rating is like 36:45 4.98." That's something that we tracked 36:47 for the longest time and like our 36:48 average rating was like 4.97. Like for 36:50 the most part, people don't really leave 36:52 bad reviews. Especially when you're 36:54 doing a review reactivation and you're 36:56 reaching out these people like six 36:57 months, a year later, very rarely you're 36:59 going to get negative reviews. Also, 37:00 when you're proactively asking people 37:02 for reviews, you're going to get a lot 37:04 of those good reviews. Whereas people 37:05 that leave a bad review, they're going 37:06 to go directly to Google. People are way 37:08 more likely to just leave a review at 37:09 all without being prompted if they had a 37:11 negative experience than they had a 37:12 positive experience. So framing in the 37:14 way of like, hey, we can do the review 37:16 filter page if you want to. That one bad 37:18 review isn't going to be the end of the 37:19 world. It's going to give you great 37:20 feedback and it's going to add 37:22 legitimacy to all your other reviews. 37:24 And then also saying, hey, honestly, we 37:25 just don't get a lot of negative 37:26 reviews. Between those three things, you 37:28 should be able to kind of overcome that. 37:30 All right, the 10th objection here is I 37:32 want reviews on other platforms, Yelp, 37:34 Facebook, etc. So, you can definitely 37:36 accommodate this now with GoHigh Level's 37:37 new integrations into other uh review 37:40 platforms and stuff like that. You can 37:42 send the review link out and instead of 37:44 it going to Google, you can do Yelp or 37:46 Facebook. For 99% of our clients, the 37:48 Google reviews platform is kind of where 37:50 they get the biggest bang for their buck 37:52 on their Google business profile because 37:54 not only is that review going to help 37:55 them add some legitimacy and make their 37:58 business profile more persuasive, look 37:59 them look like the make them look like 38:01 the no-brainer option in the area, it's 38:03 also going to help them rank higher on 38:05 Google. So, they're getting more 38:06 awareness and they're doing a better job 38:07 of converting that awareness. So, 38:09 normally Google is kind of the 38:10 no-brainer option for that. Also, when I 38:12 when people ask me about Yelp, I just 38:13 tell them, hey, it's actually against 38:15 Yelp's terms and conditions to send 38:17 somebody directly to leave a Yelp 38:19 review. And even if they do leave a Yelp 38:21 review, it's going to pop up under the 38:22 notrecommended reviews on Yelp. So, Yelp 38:25 really only wants people leaving reviews 38:27 on Yelp that actually, you know, use 38:29 Yelp all the time. So, if you look at 38:31 the Yelp reviews and the ones that 38:32 actually show up, those are like Yelp 38:34 users that go on Yelp all the time and 38:36 book stuff and click on stuff. Whereas, 38:37 if you're just a net new user, you never 38:39 use Yelp, you don't have an account, and 38:41 you create a new account to leave 38:42 somebody a Yelp review, it's not going 38:44 to show up. It's going to pop up under 38:45 not recommended reviews and nobody's 38:46 going to see it. And in terms of 38:48 Facebook reviews, like if somebody runs 38:49 a lot of Facebook ads or they get a lot 38:51 of traffic on their Facebook page, this 38:53 could make sense. And you can obviously 38:54 accommodate this if you like, but for 38:56 the most part, we like sending everybody 38:57 directly to Google because that's when 38:59 you're going to get the most bang for 39:00 your buck. You're going to rank higher 39:01 in Google. More people are going to find 39:02 you. And yeah, the 11th one is I don't 39:04 want to share my customer list. So, this 39:06 is really just a trust thing and it's 39:08 really hard to overcome. I mean, in the 39:10 past, especially when I was just getting 39:11 started, I didn't have all this social 39:13 proof out there that, hey, you know, 39:14 Review Harvest is a legit company. We 39:16 don't do anything nefarious or anything 39:18 wrong, stuff like that. I used to like 39:19 grab my credit card and put it on the 39:21 screen and say, "Hey, here's my credit 39:22 card info. Take a screenshot of this. If 39:24 I do anything wrong with your with your 39:26 customer list, run it for all it's 39:27 worth." I don't think I ever had anybody 39:29 screenshot or anything like that, but 39:30 it's just trying to So, I'm like, "Hey, 39:32 it' be it would not be in our best 39:33 interest to do anything wrong. we just 39:35 want to get you reviews. This 39:36 information is not going to be sold or 39:38 shared or we're never going to reach out 39:40 to these people except for on your 39:42 behalf to request reviews and so you can 39:44 show them your privacy policy on this. I 39:46 would say like 10% of business owners 39:48 are really weird about their customer 39:49 list and like the 90 other 90% don't 39:51 care at all. And so it's just one of 39:53 those things you just want to make sure 39:54 they trust you. It's more of a trust 39:56 thing. And so figuring out say, hey, I 39:57 don't want to do anything wrong here. 39:58 Like what can I do to help you trust me 40:00 more? So yeah, the customer list thing 40:01 is mainly just a trust thing. Most 40:03 people aren't going to care, but that 40:04 will come up every now and again. All 40:05 right, number 12 here is that I don't 40:08 want to give you access to my CRM, my 40:10 Google business profile, etc. So, the 40:12 great thing if you're getting somebody 40:13 onboarded directly into Highle, they 40:15 don't even have to add you to their 40:16 Google business profile. They're just 40:18 connecting Lead Connector, this 40:19 thirdparty tool, to their Google 40:21 business profile by clicking on that 40:23 connect button. So, you can explain that 40:24 to them saying, "Hey, actually, I don't 40:26 have access to do anything. I just have 40:27 access to see the reviews that come 40:29 through the dashboard and respond to 40:30 them and stuff like that." you're not 40:32 actually adding me to your Google 40:33 business profile. And in terms of giving 40:35 access to their CRM, there's a couple 40:37 different things you can go through with 40:38 this. So, you can get them to log in to 40:40 your Zap year account or your make 40:42 account and you can get them to connect 40:44 their app into there. Instead of them 40:46 giving us their login to their CRM, 40:48 we're giving them our login to Zapier 40:51 just to connect it. And once again, 40:53 explain that, hey, you're just 40:54 connecting your CRM to a thirdparty 40:56 tool. I can't go into your CRM through 40:59 this tool. I can just get the 41:00 information that we're going to send our 41:02 way when a customer's job is completed 41:04 or we have a new customer or stuff like 41:06 that. And so explain to them, hey, we're 41:08 not getting access to anything. You're 41:09 just connecting it to our systems so 41:11 that we can request reviews and respond 41:13 to it and stuff like that. And then if 41:14 you are actually needing to get access 41:16 to their CRM because it's maybe a more 41:18 complex integration and you need to play 41:20 around with it not on a Zoom call or 41:22 because you're not able to create the 41:23 CRM integration and you want to download 41:25 their list for them every week or every 41:27 two weeks and stuff like that, then once 41:29 again you just kind of have to go back 41:30 to the trust thing of saying, "Hey, it's 41:31 not in my best interest to do anything 41:33 wrong here. Like I'm only going to use 41:35 this data to request reviews on your 41:37 behalf and if anything happens like 41:38 here's my credit card. Run it for all 41:40 it's worth." And that's one of those 41:41 things that as you get more trust, as 41:43 your business gets bigger and stuff like 41:44 that in the marketplace, you won't have 41:46 to worry about it as much, but there's 41:48 still going to be those, you know, 41:49 business owners out there who are kind 41:51 of crazy about that stuff. And so, you 41:52 just want to make sure you're 41:53 explaining, hey, you're not giving me 41:54 access to anything if they're clicking 41:56 on the connect buttons. But if they are 41:57 adding you, it's just a trust thing. All 41:59 right. 13th thing here is what is your 42:01 privacy policy? So, I mean, honestly, if 42:03 you're getting started, you probably 42:04 just went to Chatbt and created a 42:06 privacy policy. But you you want to tell 42:08 Chatbt like, "Hey, we're not selling 42:10 this information. We're not using it to 42:12 reach out to them on our behalf. We're 42:14 just reaching out on your behalf to 42:15 request reviews, all this stuff." So, 42:17 you can just direct them to your privacy 42:19 policy. Once again, not legal advice. I 42:21 don't know much about this stuff. But 42:22 that is something that I get asked like, 42:24 "Hey, give me your privacy policy 42:25 rundown. You know, give what's happening 42:27 with this data?" All that stuff. So, 42:29 just have some sort of answer prepared 42:30 to make them feel better, saying, "Hey, 42:31 we're not doing anything with your data. 42:33 We just request reviews." All right. The 42:34 14th obstacle or objection here is I 42:37 don't want a new phone number or 42:38 multiple different phone numbers. So, 42:40 this one's so funny. I never hear this 42:42 one anymore, but literally the reason I 42:44 didn't do review requests for so long 42:46 was because I was like, I'm going have 42:47 to get a new phone number for everybody 42:48 or I'm going to have to port their 42:50 number over. No one's going to want to 42:51 do that, right? That's crazy talk. But 42:53 literally, what happened was on my first 42:55 like 10, 15, 20 onboarding calls, I was 42:57 bringing it up and it was a big deal to 42:59 some of them. But then what I started 43:00 doing is like, you know, best said is 43:02 best said. my job is to get them 43:04 reviews. You know, there's I don't need 43:05 to tell them every single detail of the 43:07 process. So, I just kind of like stop 43:08 bringing up the fact that we're going to 43:10 get a new phone number for them. I would 43:12 just kind of say, "Hey, we're going to 43:13 text and email your customers to request 43:15 reviews." And most business owners don't 43:16 even think about it, right? And so, you 43:19 you can tell them, you can also friend 43:20 say, "Hey, I know the last thing that 43:22 you want is another inbox or another 43:24 phone number to manage and respond to 43:26 and check and make sure there nothing's 43:28 slipping through the cracks and you 43:29 know, leads aren't responding or people 43:30 are asking for service." And so we'll 43:32 set up an auto reply on this. So if 43:34 anybody responds, say, "Hey, we don't 43:36 have access to your reply here. Text us 43:37 at this number or call us at this number 43:39 or go to our website here." That way 43:41 we're always kind of closing that loop. 43:43 So no, nobody's getting lost in the 43:45 cracks. But honestly, if you just don't 43:47 mention the fact that, hey, we're 43:48 purchasing a new phone number and this 43:49 is going to be from a new phone number, 43:50 then 95% of the time, business owners 43:52 are not going to bring this up. All 43:54 right, the 15th and last objection here 43:56 is you can't integrate seamlessly into 43:58 my CRM. So, I don't want to have to 44:00 upload every contact manually. So, if 44:02 you're not able to create a good CRM 44:04 integration to get the customer's 44:05 contact information into your system uh 44:07 to request reviews and stuff like that, 44:09 then here's kind of the three-step 44:11 process that I go through. Number one, 44:13 and the best thing would say, "Hey, you 44:15 add me to your CRM and my virtual 44:17 assistant or myself will go and export 44:19 your list every week and request reviews 44:21 from all your new customers." The second 44:23 best thing is if they're techsavvy, 44:25 showing them how to download a customer 44:27 list in their own CRM and upload it into 44:30 our, you know, into high level to 44:32 request reviews that way. If they're 44:33 techsavvy, that way they can do it, etc. 44:35 The third thing is that if they're not 44:37 very tech-savvy, they can still export a 44:39 customer list. Maybe they don't want to 44:40 add you to their CRM. Just say, "Hey, 44:42 email me this list every week, every two 44:44 weeks. We'll put you on automated 44:45 reminder to remind you to send us your 44:47 new customers and we'll get you some new 44:48 reviews that way." The fourth thing is 44:50 that let's say they're a lower volume 44:52 clients, like they don't they're a lower 44:53 volume person. They don't get a bunch of 44:55 new customers and let's say they don't 44:56 know how to use a computer at all or 44:58 maybe they don't even use a CRM. What 44:59 you can do is you can set up an 45:01 automation to text them every three or 45:03 four days to fill out a form. And this 45:05 form can just be, hey, give me your new 45:07 customers that you want to request a 45:09 review. And it's like name, email, phone 45:10 number, whatever. They they click send 45:13 review request after they put their 45:14 information in and it's sending a review 45:15 request. they can refresh the page and 45:17 add two or three customers every couple 45:19 days. And so that way you're constantly 45:21 reminding them with that automated text 45:22 and email to add new customers. 45:26 So let's talk about following up. Let's 45:28 say you have a good sales call or a good 45:30 appointment, but you do not get the card 45:31 on file or you do not get the onboarding 45:34 call booked or something like that. In 45:36 the future, you'll want to set up some 45:38 sort of automated long-term nurture 45:40 program where you can add them and 45:42 they're constantly getting valuable 45:44 emails or texts and stuff like that, but 45:46 that is not a priority right now by any 45:48 means. So, what I'd recommend is just 45:50 sending some sort of simple follow-up 45:52 text and email. Um, I just gave you an 45:54 example tech uh email here just that's 45:57 benefits based and just go ahead and 45:59 send this to them and then snooze it. 46:02 So, in Gmail, you can like you can 46:04 snooze something for a week. You can do 46:05 the same thing in Microsoft, I'm pretty 46:07 sure, or Outlook, I mean, and just 46:08 snooze it for like three days, a week, 46:10 whatever. And just honestly keep 46:12 following up. I can't tell you when I 46:13 was getting started how many people I 46:15 had on this flow where every day I would 46:17 just when you snooze something for three 46:19 days, it's going to pop back up in your 46:20 inbox. And so then every day I was 46:23 making sure I was doing my follow-ups 46:24 and not forgetting. And so, you know, 46:26 one follow-up message you can say is, 46:28 "Hey, I know you were interested. Where 46:29 should we go from here?" Um, so if you 46:31 include something like that, like, "Hey, 46:33 where should we go from here?" It makes 46:34 you not seem like desperate for them, 46:36 but it also just says, "Hey, I know 46:38 you're interested. You know what's going 46:39 on here?" Um, so I would just say this 46:41 is like the 8020. This is like the 20% 46:43 of actions that are give you 80% of the 46:46 u outcomes because you can just do this. 46:49 There's no time to set up. It takes you 46:50 like two seconds every day to follow up 46:52 with these people. So just send over 46:54 some sort of text and email, snooze it, 46:56 and follow up just to keep them in the 46:57 loop and try to get them to the next 46:59 step, whether it's book an onboarding 47:00 call or get a card on file or whatever 47:03 your process is. So I'd recommend doing 47:04 that. 47:08 All right, so you might be sitting there 47:09 right now and you're like, "Holy crap, 47:11 there's, you know, 15 20 different 47:13 sections here." And the good news is 47:15 that literally all these sections are 47:16 like one or two minute videos. So 47:17 they're super short, super brief videos. 47:19 I've just broken them down into super 47:21 bite-sized bits and chunks so that um 47:24 it's very searchable. You can find it. 47:26 You can reference back. It's not hidden 47:27 within like a 20-minute video, right? 47:29 So, I think it's going to help us 47:30 support in the community, making sure 47:32 everybody can find stuff and easily link 47:34 to the proper trainings. I got this 47:36 award from High Level because I have 47:37 over a 100 active clients just helping 47:39 them get Google reviews and using High 47:40 Level to do it. Now, I have almost 200 47:42 reviews and today I want to share a 47:44 sales call where I close one of these 47:45 clients. And this video is less than 20 47:47 minutes. And honestly, if you just can't 47:48 sit still and watch this 20-minute video 47:50 and learn from it, even though it's not 47:52 super engaging because it's just a sales 47:53 call, you're cooked and you might be a 47:55 lost cause anyways. So, turn your 47:56 notifications off for about 15 minutes, 47:58 take some notes so you can start closing 48:00 clients on your own. Cool. How you 48:02 doing? Pretty good. How about yourself? 48:04 Good. How's this Wednesday trip so far? 48:07 It's good. Yeah. Good. Good stuff. Cool. 48:10 Cool. Well, yeah. I appreciate 48:12 connecting us. love to learn more about 48:15 rentals and what are y'all doing for 48:17 Google right now? Airbnb, VBO, Flip Key, 48:19 Trip Advisor, Boogies.com. We advertise 48:22 on all those. We usually, you know, 48:25 we've we're high volume, by the way. 48:28 We're extremely high volume. We've done 48:30 about 27,000 reservations in our 48:33 properties already this year. So, we 48:36 didn't even want to start a Google 48:38 review page to be honest with you cuz 48:40 you know the only time in short-term 48:42 rentals, I hate to say it, the only time 48:44 somebody leaves a bad review is when 48:46 they have a miserable experience or they 48:48 want money back. They want they're 48:50 they're angling to get their cleaning 48:53 feedback or something of that nature, 48:55 right? Like for it's straight up 48:57 blackmail extortion and there's laws 48:59 against that in the US. 49:02 So anyway, so we it got started and then 49:06 we're like crap, there's all one star 49:08 reviews out there and we just we just 49:10 ignored it for like a year and then 49:12 recently recently was like hey there's 49:15 companies out there that can help you 49:16 get those reviews up. And so what I have 49:20 a team of admins, about 10 of them, and 49:23 when they get a text message that says, 49:25 "Hey, you know, I hope you're, you know, 49:27 we had a great stay, you know, we're 49:30 leaving now." That's when we hit them 49:32 with the SMS link that says, "Hey, yeah, 49:36 leave a fivestar review. Here's the 49:37 link." And that's actually gone from 49:39 like our review, I don't know, 3 weeks 49:42 ago was like at a 2.4 or 2.5. No, now 49:46 you're at three. night. Yeah. 3.6. Yeah. 49:49 Yeah. And that's pretty good for over a 49:51 couple weeks or so. But, you know, gave 49:54 the introduction, so, you know, he's a 49:56 good guy. So, I figured, you know, we'll 49:59 we'll talk to you guys and see see what 50:02 see what see what you guys are all about 50:03 because he made the recommendation. 50:05 Yeah. Yeah. No, for sure. Well, that's 50:07 that's good to know. And so, right now, 50:08 it's just in terms of the actual reviews 50:10 on Google, it's a manual process where 50:13 we're only requesting once people 50:14 already express positive feedback. 50:16 Correct. Correct. Correct. There's no 50:18 automation other than our admin sending 50:20 it. I mean, we'll send an automated 50:22 email, but it'll say, "Hey, please leave 50:24 a review." It won't even say what 50:26 website. It'll just say, "Hey, you know, 50:28 we're reviews are important to us." You 50:30 know, that kind of thing. Yeah. And so, 50:32 when they when they click on that, 50:34 they'll usually leave it on Airbnb or 50:36 VBO. Yeah. Okay. Gotcha. Yeah. Yeah. 50:38 That's what I was because it's taking 50:40 them to like a split page. They can 50:41 leave a review or Emma. Gotcha. And 50:43 obviously what how much what percent are 50:45 y'all direct versus Airbnb and VBO and 50:48 stuff like that? So we do a combination 50:52 of probably I would say about 50 to 60% 50:55 Airbnb about another 20 to 30 on VBO 50:59 maybe about 20 and then the rest is both 51:01 is direct. So about 30 30% is direct. 51:06 Okay. Okay. Cool. Awesome. Awesome. 51:08 Yeah. No, I mean we can definitely So, 51:10 yeah, we we got started with him a while 51:12 ago because I I'm from I'm I'm from the 51:14 panhandle. So, panhandle. So, 3A area. 51:16 Are you familiar with 3A area at all? 51:18 Yep. Yeah. So, I started working with a 51:21 couple local vacation rental companies 51:22 here. And then from there, I had good 51:24 results and then started work. He's just 51:26 kind of sent me to Brooke and a bunch of 51:28 other people as well. So, yeah, we know 51:29 we could definitely help you out, get 51:30 your rating up and get you more reviews. 51:32 really once you get to a spot if you're 51:35 not if you're like you know Google's not 51:37 huge for you whatever you just don't 51:38 want to have awful reviews on there once 51:40 you get to a spot where you have enough 51:41 reviews you'll have like enough of a 51:42 buffer where you can take so many 51:45 one-star reviews and it doesn't even it 51:46 doesn't even didn't even move the move 51:48 the that's where we want to be right 51:50 because it's like 51:52 and and to be honest with you I don't 51:54 want to ever be held hostage to a review 51:57 right because that's that's effectively 51:59 what some of our guests do is they 52:03 is they're like, "We left you a review. 52:05 We're going to take it down if you give 52:06 our money back." And so I'm just like, 52:08 "Oh my gosh." Yeah. Yeah. I think when 52:11 when we started 400 reviews, like a four 52:14 41 rating. Okay. And now they've got 52:16 1,600 reviews and like a 47. And so I 52:20 mean they could take they can take one 52:22 star reviews all day long and like they 52:24 don't have to be how hot it will 52:26 anything like that. It doesn't affect, 52:28 you know. Oh, that's cool. But yeah, 52:30 basically you know how how our process 52:32 works is pretty simple. We do three 52:34 things. We request reviews, we respond 52:36 to reviews, and we can we can help you 52:38 repurpose those reviews. For vacation 52:39 rental companies, normally it's just the 52:41 requesting and responding to the 52:42 reviews. That's the most important part. 52:44 But how we do it, I'll show you I'll 52:46 share my screen really quickly. The 52:48 first play in our playbook is to do what 52:50 we call a review reactivation. So, what 52:52 this review recognition is is that we 52:53 can reach out to, let's say, your last 52:55 3,000 active guests and we can request a 52:59 review. And so, what we'll do since, you 53:01 know, negative reviews are a concern, we 53:04 can set up a review filter page where 53:05 instead of taking them directly to 53:07 Google to say, you know, you know, they 53:09 click on the link in the text for email, 53:10 taking them directly to Google just to 53:11 blab whatever they want to say, we can 53:13 take them to a filter page where it 53:15 says, "Hey, how was your experience?" 53:17 has your logo and stuff and it'll have 53:18 green smiley face, yellow straight face, 53:21 and red frowny face. Right? So, if they 53:23 click on the green smiley face, it'll 53:24 take them to Google. Yellow straight 53:26 face or red frowny face is going to take 53:27 them to an internal page. Believe 53:29 feedback that's in studio. Well, it's 53:32 all that. So, you're effectively 53:34 filtering the the bad reviews right off 53:36 the get-go. And then, you know, if 53:38 they're green or whatever, then yeah, 53:41 they're going to leave a fivestar review 53:42 or or four star review or whatever. 53:44 Right. So, cool. Yeah. Exactly. Exactly. 53:47 And when we send out this review 53:48 request, what we do to kind of 53:50 differentiate ourselves is we send it 53:52 out with a personalized image. And so 53:54 for for vacation rental companies, a lot 53:56 of times, you know, there's not a lot of 53:58 face to face interaction with you or any 53:59 of your staff. But what we can do is we 54:02 can just do a photo of the area, photo 54:03 of Myrtle Beach or whatever. Pretty 54:05 federal. What about our maintenance 54:06 guys? Auto some of the maintenance guys. 54:08 Yeah. Yeah. I mean, especially if you 54:10 know, anytime you have facial 54:11 recognition, that does seem to help with 54:12 the conversion rate. But, you know, if 54:14 you if Ryder stayed with y'all, we can 54:16 send, you know, send a photo out with 54:18 Ryder's name on it via text or email to 54:20 kind of get their attention once they 54:21 get that image via the text or the 54:23 email. And then once we have their 54:25 attention, we just hit hit them with a 54:26 no-brainer offer of we donate a meal to 54:28 Feeding America for every single review 54:30 we get. And so, that's something that we 54:32 take care of at Review Harvest. We've 54:33 donated over 20,000 meals in the last 54:35 year. And so, we pay for it, we track 54:37 it, we ma we manage it. It's just an 54:39 offer we extend to you so you can get 54:41 more reviews. So that's the actual 54:43 request portion. And then once you 54:45 actually get the five star reviews, 54:47 we'll respond to all those five star 54:49 reviews for you on Google in a 54:50 personalized manner using their name, 54:52 using context from their review. So that 54:54 takes another thing off y'all's plate. 54:55 So you all have to do that. Okay. It's 54:57 great. There you go. For sure. And so 54:59 how it works is we have a 14-day free 55:01 trial. 14-day free trial where we get 55:03 you set up and we'll start getting your 55:04 reviews. The only expense that you'll 55:06 have on that free trial is that we're 55:08 going to rebail you for the text and 55:10 email expenses. So these are these are 55:12 fees that we receive from Twilio and 55:14 Mail Gun. Since you have a big list when 55:16 we do this initial review reactivation 55:18 where we reach out to 300 3,000 people, 55:20 you can expect anywhere from 150 to you 55:24 know I've seen 400 500 reviews just in 55:26 the first couple months. We're going to 55:27 drip that out over a couple months cuz 55:29 okay cuz cuz we don't want to, you know, 55:30 we don't want to blow up Google. But but 55:32 so just for that review reactivation, 55:35 you'll we're probably looking at 55:36 anywhere from 100 to 200 bucks in text 55:37 and email expenses. And that's going to 55:39 be that's going to and then after the 55:41 14-day free trial at your volume, it'd 55:43 be$279 a month. And for any reason after 55:46 30 days, if you're not happy, we'll just 55:47 give you the money back. You know, we 55:49 just want you to have a good weekend for 55:50 your and get a bunch of abuse, right? 55:53 We're like, "Hey, you know, we got like 55:56 5,000 reviews or whatever, right?" So, 55:58 okay, cool. Awesome. All right. Yeah. 56:01 Volume with y'all's volume, I mean, you 56:04 can y'all can get a bunch of reviews. I 56:06 mean, sure. 56:09 And I mean, probably four months ago, 56:12 and they went from 400 to 1,600 plus. 56:15 And so, actually, no, it's probably it's 56:16 probably it was probably more like May 56:18 or so. So, maybe five or six months. But 56:21 but yeah, you know, y'all y'all have a 56:22 plenty of volume, so y'all can get a 56:23 bunch of reviews. Okay. And and yeah, 56:26 it's we're easy easy to work with, easy 56:28 to get rid of. You know, if you're not 56:29 happy for any reason, there's no no 56:30 contracts on All right. Yeah. Let's move 56:32 forward then. Let's do it. Sweet. Sweet. 56:35 All right. And do you So, next step is 56:37 just get you on boarded. It'll be with 56:39 me. We If you've got like 20 or 30 56:41 minutes, we can do that now. Or if you 56:43 want to stay up for another time, you 56:45 can be Yeah, exactly. No, you're good. 56:47 You're good. I'm a busy freaking busy 56:49 man. No. Yeah, no worries. That call, 56:52 it's going to be scheduled in for 45 56:53 minutes. It'll probably only take us 30 56:55 minutes or so. Yeah. But we'll just give 56:58 us a little bit of buffer. What's going 56:59 to be a good time for you to do that 57:01 this week or or beginning of next week? 57:03 See here. I'm just looking at my 57:05 schedule for next week. Probably I can 57:08 do noon on Wednesday. Will that work? 57:11 You're on Wednesday. You are in Eastern 57:14 time. Yeah. No, we can do that. Yeah. 57:17 Yeah. Let's see. That will work for me. 57:19 So, I'm going to do it. And then to go 57:21 ahead and book this onboarding call, we 57:23 just need to go ahead and get a card on 57:26 files. All right, sounds good. Well, 57:27 I'll go ahead and put you down for noon 57:30 your time next Wednesday and we'll go 57:33 ahead and get you rocking and rolling. 57:36 Cool. Awesome. Thanks for the time. Let 57:38 me know if you have any questions in the 57:39 meantime. Okay, great. Thank you. Bye. 57:41 Thanks. If you like this video and you 57:43 want to start learning how to make money 57:44 with go high level, click on this next 57:45 video here where I show you how I make 57:47 $22,000 per month just helping local 57:49 business owners get Google reviews. My 57:50 average lifetime value of a client is a 57:52 little bit over $2,000. Today I'm going 57:54 to show you how I turned a potential 57:55 no-show somebody was not showing up to 57:57 the sales call into closing them in 15 57:59 minutes. And if you stick around to the 58:00 end, I'll show you how you can get 58:01 access to the 30inut onboarding call 58:04 where you can see click byclick how I 58:05 get access to things I need and set them 58:07 up so that we can start getting them 58:09 Google reviews. they'll stay forever and 58:10 pay us $100 to $300 a month for years to 58:13 come. Like I've said before, sales is 58:14 not my strong suit by any means, but I 58:16 tried not to edit this video too much so 58:18 you can see the pauses, see the 58:20 tonality, and hopefully learn something 58:21 from it. Enjoy. Um, this is Hey, are you 58:24 having issues getting on the Zoom 58:25 meeting? This is Clay with Review 58:26 Harvest. 58:28 Okay, all good. You said you're on a Did 58:31 you say you're on a boat? 58:34 Oh. 58:36 Oh, that's awesome. Yeah, for sure. Is 58:38 it Leela or is it Leola? Okay. Do you 58:40 want me to email it to you again the 58:42 Zoom link? Awesome. I got you joining 58:44 here. All right. 58:46 I'm going to hang up the phone now and 58:48 I'll see you on the Zoom. Hey Doc, how 58:49 are you doing? Let me just I think 58:51 you're muted. Can you Can you hear me 58:53 now? 58:54 Perfect. Yes. Persistence is important. 58:56 Huh? 58:59 What' you say? I say persistence is key. 59:02 That's right. That's right. Don't quit. 59:04 Don't quit. Never give up. We made it. 59:07 Okay, great. Well, how's your day going 59:08 so far? It's going really good. Just 59:10 trying to knock out this TTDT list. 59:13 Things to do today. 59:15 Things to do today. I got you. Awesome. 59:17 TT DT ttdt t. 59:22 Got it. Things to do today. Got it. 59:24 Yeah. Well, how's it going so far? Are 59:26 you knocking it out? You making 59:27 progress? 59:29 According to me, not accorded to my 59:31 husband. 59:35 I hear you. I hear you. Good stuff. 59:37 Well, thanks for taking the time and 59:38 hopping on. I think how did you uh hear 59:40 about Review Harvest in the first place? 59:43 Was it from uh 59:45 was it from somebody posting in the in a 59:47 Facebook group or did you see it on an 59:49 ad or um probably Facebook? Somewhere on 59:53 Facebook or Instagram? Gotcha. Okay, 59:56 cool. Gotcha. Gotcha. And this is y'all 59:59 here in with 123 reviews. 1:00:03 Yes. 1:00:05 Okay. Awesome. Awesome. Cool. Cool. So, 1:00:08 yeah. Tell me about 1:00:10 and what y'all do. 1:00:13 So, I'm a tririccologist. Are you 1:00:14 familiar with the Triricco? So, we I'm a 1:00:17 hair loss specialist. So, we do 1:00:19 non-surgical hair restoration. We have a 1:00:21 hair restoration and wellness center. 1:00:24 So, we uh yeah, we basically just try to 1:00:26 get people their hair back without 1:00:28 surgery and and and drugs. So, we're 1:00:30 holistic. Okay. Okay. Yeah. And we also 1:00:35 uh we have a wellness component. So, we 1:00:37 help with weight loss and stuff like 1:00:39 that. 1:00:41 Okay. Cool. Awesome. Good stuff. Well, 1:00:44 what are y'all doing to get Google 1:00:45 reviews right now? 1:00:48 Man, we been in 123 like forever in a 1:00:50 day. this my front desk girl when it 1:00:53 hits her she asked for them you know 1:00:56 it's nothing consistent and then if I'm 1:00:58 not mistaken I play paid these people 1:01:00 called blue something about four or five 1:01:03 months ago I just don't think it ever 1:01:05 happened 1:01:07 was it Bird Eye or Podium 1:01:09 [Music] 1:01:11 Bird Eye 1:01:14 Well, are they still charging you or do 1:01:15 they uh Well, it was it was an add-on to 1:01:18 another program. I just even forgot what 1:01:20 it was. I'mma pull it up. But I paid 1:01:23 them the initial part. It was some kind 1:01:25 of add-on to this existing marketing I'm 1:01:28 doing. So I just didn't see where they 1:01:30 ever did anything with it. 1:01:33 Yeah. Gotcha. Gotcha. Yeah. Know I saw 1:01:35 y'all only have a couple reviews in the 1:01:37 last couple months. So um so yeah, 1:01:40 definitely could be improved. 1:01:42 But what uh so so right now your front 1:01:46 desk lady is just asking when she 1:01:48 remembers. It's just nothing super 1:01:49 consistent. 1:01:52 It's nothing consistent. Uh I I brought 1:01:54 these little play cards. You you scan 1:01:56 it. We use that. It's just nothing 1:01:59 consistent. I've even thought I I 1:02:01 thought I incentivized my employees. 1:02:04 But I just recently hired a manager, so 1:02:06 hopefully she'll be able to stay on top 1:02:08 of it, but it's just nothing consistent, 1:02:11 you know. Gotcha. Okay. Okay. And what 1:02:15 do y'all use? Like what do y'all use for 1:02:17 your booking system or for your 1:02:19 scheduling or something? 1:02:21 Square. 1:02:23 Square. Okay, cool. Awesome. Good. Good. 1:02:26 And do y'all collect like every time 1:02:27 somebody books and every time somebody 1:02:29 you know works with y'all, y'all collect 1:02:30 name, email, and phone number? 1:02:33 Uh yeah, because in order for them to 1:02:35 book with us, we have to have that 1:02:36 information. 1:02:38 Gotcha. Okay, perfect. Perfect. And how 1:02:41 many previous customers do you think you 1:02:43 have saved in Square? You know, how many 1:02:44 people do you think you worked with? I 1:02:46 have to turn this off 1:02:48 a second. It's gonna keep rinking. 1:02:52 Uh 1:02:54 I mean combined in my square database 1:02:56 probably a couple of thousand people but 1:02:58 some of them are so old. So currently 1:03:00 maybe a couple hundred. 1:03:03 Okay. Gotcha. Gotcha. Like couple 1:03:04 thousand all time but probably a couple 1:03:07 hundred more active. Yes. 1:03:09 Okay. And how many how many uh how many 1:03:12 new customers do y'all get per month do 1:03:14 you think? But I need more. I'm just 1:03:16 about to. In fact, after I get off the 1:03:18 call with you, I'm ramping it up. So, 1:03:22 we may get about 10 new patients a 1:03:25 month. 10 new No. Okay. 1:03:28 About 12, maybe 12 to 15 new clients a 1:03:33 month. 1:03:35 Okay. Gotcha. Gotcha. I hear you. Um 1:03:39 Yeah. Well, I mean, with with the amount 1:03:41 of previous customers that you have and 1:03:43 with um you know, with the um obviously 1:03:47 y'all provide a great service already. 1:03:48 You know, you can see that from the 1:03:50 reviews. If you just scan the reviews 1:03:51 for a second, you know, people can 1:03:53 obviously see y'all do a great job. And 1:03:54 so, I think you're all right there. It's 1:03:56 just a matter of consistently asking and 1:03:57 having a consistent process and system 1:03:59 set up to actually request those reviews 1:04:02 and get them, right? Does that sound 1:04:03 about right? Yeah. 1:04:06 Sometimes if they're less than 1:04:08 favorable, like three or four three 1:04:09 stars, we'll just try to negotiate the 1:04:11 problem. We pro in the last two years, 1:04:14 we probably had about four or five three 1:04:16 stars that we were able to negotiate 1:04:18 with, but that's still I guess 1:04:20 percentage-wise pretty good. 1:04:23 Yeah. Yeah. No, for sure. Definitely. Um 1:04:27 well, yeah. No, I mean, we could 1:04:28 definitely help you out. So, we're 1:04:29 Review Harvest. Um all we do is help 1:04:31 local business owners get more Google 1:04:33 reviews. Um, and we just have a process 1:04:36 of of um of requesting interviews. I'm g 1:04:39 show you kind of how we do that. So, are 1:04:40 you kind of like bird you like blue 1:04:43 birds eye? 1:04:45 Um, we're like Bird Eye um in the Google 1:04:48 review sense. Bird eye has really like 1:04:50 branched out and they're like, oh, we do 1:04:51 everything and anything for anybody, you 1:04:53 know, and we've just stayed really 1:04:55 focused on, hey, we just get local 1:04:56 businesses Google reviews. Um, okay. So, 1:04:59 we're very very focused on Google 1:05:01 reviews. And so, we do three things. We 1:05:03 request reviews for you. We respond to 1:05:06 reviews for you and we repurpose 1:05:08 reviews. And so kind of the first step 1:05:10 in our process is we 1:05:14 send out what we call review 1:05:16 reactivation. So we're going to go into 1:05:18 Square, we're going to grab those recent 1:05:20 customers, maybe 300, 400, 500 previous 1:05:22 customers, and we're going to send out a 1:05:24 text and email to them requesting a 1:05:25 review. And normally we can get anywhere 1:05:27 from five to 15% of that list to go 1:05:30 ahead and leave you a review to get you 1:05:31 a big jolt in reviews. just in the 1:05:33 beginning. So you might be sitting on 1:05:35 30, 40, 50, 60, 70 more reviews just in 1:05:38 the first month of working with us, 1:05:40 right? And so um when we request 1:05:43 reviews, what we do is we request these 1:05:45 reviews with a personalized image. So 1:05:47 what that looks like is this. Let's say 1:05:49 that y'all worked with Carly or John or 1:05:52 Sally or Mary Margaret. Um you can see 1:05:55 that we can autopop populate their end 1:05:58 name, their name on a photo of you or 1:06:01 your team. um to kind of get their 1:06:03 attention, right? So, we can send an 1:06:04 image to them via text and email that 1:06:06 has their name on it. So, if you worked 1:06:08 with Sally, you know, Sally's gonna get 1:06:09 a text with Sally's name on it. And so, 1:06:11 that what that does is that gets their 1:06:12 attention. And no other review companies 1:06:14 do that, right? And so, it gets their 1:06:16 attention. And once we have their 1:06:17 attention, we hit them with a no-brainer 1:06:19 offer of we donate a meal to Feeding 1:06:21 America for every single review that our 1:06:23 clients get. And so, that's something 1:06:25 that we pay for, we track, we manage at 1:06:27 Review Harvest. anytime you're getting a 1:06:29 review, we're donating a meal to Feeding 1:06:31 America and we just extend that offer to 1:06:33 you so that you can get more reviews, 1:06:35 right? And so, um, that's the request 1:06:38 portion. What we'll do is we'll get 1:06:40 integrated with Square. We'll get 1:06:41 integrated Square. So, anytime you're 1:06:43 adding a new client, we're requesting 1:06:44 that review automatically for you. So, 1:06:46 you don't have to worry about anything 1:06:49 manually happen. Like, you don't have to 1:06:50 worry about it not happening. You don't 1:06:51 have to worry about people being 1:06:53 reminded to add somebody or whatever. 1:06:54 We'll just integrate with it 1:06:56 automatically. So it's just happening 1:06:57 automatically in the background. And so 1:07:00 once you get that review, we'll respond 1:07:01 to it to it in a personalized manner 1:07:03 using their name and using context from 1:07:05 the review. So you or any somebody on 1:07:07 your team doesn't have to worry about 1:07:08 responding to all those reviews that we 1:07:10 get y'all. And then also we'll turn all 1:07:12 those five star reviews into social 1:07:13 media content and post it onto your 1:07:16 Facebook, Instagram, Google business 1:07:17 profile with your photos, your logo 1:07:20 every time you get a Google review, a 1:07:22 fivestar review. 1:07:24 So you you post it in several places cuz 1:07:27 right now if some people leave us a 1:07:29 square review, it just goes in square. 1:07:31 It's like a cave. Nobody sees it. So 1:07:34 yours are different in the fact that 1:07:37 How would it be different? 1:07:40 Yeah. So ours are different in the fact 1:07:41 that we only direct Google. We only 1:07:44 direct your customers to leave a review 1:07:45 on Google. The reason being is because 1:07:47 Google gives you the most bang for your 1:07:49 buck when you're getting a review, 1:07:50 right? because now not only are you 1:07:53 getting more reviews, but you're gonna 1:07:54 start ranking higher on Google because 1:07:56 of all those reviews. And then when 1:07:58 people are considering who to work with 1:07:59 or who to visit for their hair loss 1:08:01 treatment, they're going to be able to 1:08:02 see all of your positive reviews and 1:08:04 know that you're the company to work 1:08:05 with, right? 1:08:07 And so we only request reviews on Google 1:08:09 and then to to to Google. And then once 1:08:12 you get those Google reviews, we 1:08:13 basically repurpose them and turn them 1:08:15 into social media content to then post 1:08:18 social media posts on your Facebook, 1:08:20 Instagram, Google business profile, etc. 1:08:23 All those people that follow you can 1:08:25 see. Yeah, we do posting for reviews. 1:08:28 Yeah, exactly. We create 1:08:31 you. It's not my staff that'll have to 1:08:33 do it. No, we do it for you. We do 1:08:35 everything for you. We we we turn those 1:08:37 five star reviews into social media 1:08:39 posts and post them. Okay. 1:08:44 Yeah. Got it. 1:08:47 So, how's all that talking to you so 1:08:48 far? That sound Yeah. So, what if it's a 1:08:51 three star review or two star? 1:08:55 Yeah. So, what we can do is we can set 1:08:57 up a review filter page to where when 1:08:59 somebody clicks the link to leave a 1:09:00 review, it takes them to a page where it 1:09:02 says, "How was your experience with um 1:09:04 the hair restoration clinic?" And it's 1:09:07 going to say green smiley face, yellow 1:09:10 straight face, or red frowny face. 1:09:12 Right? If they click on green smiley 1:09:14 face, it takes them directly to Google 1:09:15 because they want to leave a good 1:09:16 review. If it clicks on if they click on 1:09:18 yellow straight face or red frowny face, 1:09:20 it takes them to an internal page to 1:09:22 leave internal feedback that's just 1:09:24 emailed to you and not posted anywhere. 1:09:26 Oh, great. Okay. 1:09:30 Mhm. 1:09:33 Okay. 1:09:35 Yeah. And so how it works is we have a 1:09:38 14-day free trial where we can set you 1:09:40 up on the on the review reactivation 1:09:42 where we start getting you some reviews 1:09:43 before you have to worry about paying 1:09:45 us, right? And then after that for your 1:09:48 for uh for your business it'll be $99 1:09:50 per month. And if you're not happy for 1:09:52 any reason after the first 30 days uh 1:09:54 we'll just give you your money back. 1:09:58 How many social media posts you give? It 1:10:00 depends on how many reviews we're 1:10:01 getting. 1:10:03 Yeah. So we can post we can post it 1:10:05 every single time like every day that 1:10:06 you get a review. We can post it 1:10:08 automatically or we can just post one a 1:10:09 week or whatever however many you want 1:10:11 us to post. But it's going to be based 1:10:12 off of how many reviews you're getting, 1:10:14 right? So, as long as you're getting 1:10:15 reviews, we can be making posts. 1:10:18 That's pretty neat, though, cuz we do 1:10:20 like that um you know, that social 1:10:23 component where you're saying that uh 1:10:26 you give a a free meal to someone. 1:10:28 That's really good because we want to 1:10:29 talk more of what we doing into building 1:10:31 water wells and poverished areas, you 1:10:34 know. So, I like that. Cool. 1:10:37 Okay. Um so, that what's your special 1:10:39 right now? A 14-day free trial. 1:10:43 Do you have a 14-day free trial? Yes. 1:10:47 So, anybody you send my way, you can 1:10:49 either get a free month for or I can 1:10:51 give you 30% of the recurring 1:10:53 commission. Do you know a lot of other 1:10:55 business owners? Yeah, I have a little 1:10:58 school I'm putting together, but I know 1:10:59 other people who rely on me for 1:11:01 marketing, 1:11:03 but if it works for me, I may have at 1:11:04 least a hundred people. 1:11:07 I probably I'll 30% because I like 1:11:09 residual. 1:11:11 Yeah. Yeah, for sure. No, we'd be more 1:11:13 than happy to give it to you. Okay. All 1:11:16 right. Okay. Let's move forward. 1:11:19 All right. So, the first step is just to 1:11:21 go ahead and 1:11:23 um and book an onboarding call. And the 1:11:24 only thing required to do that is just 1:11:26 to go ahead and get a card on file. So, 1:11:28 do you want to put this on a credit or 1:11:30 debit card? 1:11:32 It'll be a credit. 1:11:35 All right. Perfect. Perfect. And 1:11:40 I know we've got a little bit of a 1:11:42 holiday week here. Happy Thanksgiving. 1:11:44 So, do you want do you have any time 1:11:45 where we can get onboarded today or 1:11:47 tomorrow? I mean, tomorrow or Wednesday? 1:11:50 Or do you want to go get on board next 1:11:52 week or Wednesday? How long does 1:11:54 onboarding take? 1:11:57 It'll take about 30 minutes. Normally, 1:12:03 never put out tomorrow what you could do 1:12:04 today. I'll do it. That's right. that. 1:12:08 Okay. So, I've got today. 1:12:12 Would you be able to do it today at say 1:12:15 4? You're in central time, correct? Yep. 1:12:19 My next availability is 4:30 Central 1:12:21 time. Would that work? Yes, I think so. 1:12:25 Okay, perfect. Never put off tomorrow 1:12:27 what you can do today. I love it. I love 1:12:30 it. I wish I wish I had more clients 1:12:32 like you ready to rock and roll. Yeah. 1:12:35 Indecision is stifles productivity. 1:12:40 That's right. You got all the You got 1:12:42 all the oneliners. 1:12:44 I need you 1:12:46 person. Yep. 1:12:51 Awesome. Okay, cool. So, I'm going to 1:12:53 put you down for today at 4:30. Um, and 1:12:57 we will get you set up and rocking and 1:12:59 rolling. Um, that's going to be a Zoom 1:13:01 call as well. You can just join at your 1:13:02 computer. I'll walk you through just 1:13:03 getting everything connected and we'll 1:13:05 be able to start getting you some 1:13:06 reviews. You may have to call me five 1:13:08 minutes before the the boat voting life 1:13:10 is different. You know, you you lose 1:13:12 track of time. 1:13:14 Okay. Yeah. Gotcha. Thank you. Yeah, 1:13:17 man. That's awesome. Have a good one. 1:13:19 Talk to you later. Yes, sir. Thank you. 1:13:22 Bye. Bye. Bye. Hope you enjoyed the 1:13:24 video. If you want to watch the 30inut 1:13:26 step-by-step onboarding call where I 1:13:28 onboard this exact client and get access 1:13:30 to all the things we need to get them 1:13:32 set up and get them launched in less 1:13:33 than an hour, click the onboarding call 1:13:35 link down below in the description and 1:13:37 we'll email it over your way. And before 1:13:38 we go, this sales call recording was 1:13:40 great, but by the time you have a 1:13:42 qualified business owner on a Zoom call, 1:13:44 that's the easy part from there. It's a 1:13:46 pretty easy sale with a free trial. The 1:13:47 difficult part is getting a business 1:13:49 owner to hop on a Zoom call with you. 1:13:50 So, if you want to see how I got my 1:13:52 first 10 clients, watch this video right 1:13:54 here. I think it'll be helpful for you 1:13:55 and you'll get a lot of value from it.