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