0:00 locked myself in a room and I dialed constantly. My business partner was an alcoholic. He was stealing from clients. I was not about to get into legal trouble. I didn't see my wife. I didn't see the kid. Nothing. Like I didn't see my daughter. I I didn't see any of my kids. If they don't give you one objection, you price too little. >> It's simple, not easy. But on the other side, it feels really good. Welcome back, everyone. Super excited to have Balin on today. Gonna ask him all the hard-hitting questions about how he's closing deals without Zoom calls. Balin, the very first thing everybody wants to know is how can I get my first couple clients running this agency offer? >> So, I mean, what I did was I cold called. I think it's the quickest, easiest way to get clients on boarded, especially, you know, nowadays where like emails aren't working very well, all those textions and whatnot. And so just getting on the phone and and just asking people, >> your claim to fame is asking people for the card on file on a cold call, you know, not having to hop on Zoom calls later on. And walk people through what does that actually look like? How do you go from super cold prospect that you 1:00 just cold called to them giving your card on file 10, 15, 20 minutes later? How are you able to do that consistently? >> I mean, honestly, this goes back to phone sales. Phone sales has been around for a lot longer than Zoom has, right? So we've been doing this forever. And I kind of missed the movement, right, where it was like just last year I was like, "Wait a minute, everyone's using Zoom." You know, I was the weird guy. I didn't realize that people were using Zoom because I found it, you know, anything you add to a sales call just adds friction. So, yeah, I just get on. There's a framework to this and it's a very simple framework. You just have to have an opener. What we do is we trade something for time. So, we give them something for free. 25 reviews for free or a free audit or something just for 30 seconds of their time. We explain the lead magnet. We go into questions. And then after questions, that's the big one is you just pivot. And so like I sell merchant and so I sell ranking. So I have a very easy pivot. It's just do you know where you're ranking on Google, right? No matter what my lead magnet is like, okay, let's talk about 25 free 1:53 reviews. As soon as I say, hey, where are you ranked on Google? I've completely pivoted to now a a product that I'm going to sell. And then I teach and then ask for the card. And that's the part that most people don't realize. You just ask for the sale, people are just going to give you the credit card. You're not going to get a 100red out of a 100red, right? But you're gonna get 15 out of a hundred, which is way better than your show rate, right? And sitting around for Zoom meetings. >> It's so right, like you said about phone sales. Like I kind of like came up into this industry when like everybody was already doing Zoom calls, right? And like obviously there's a part like if we're closing super high ticket five $10,000 stuff, you might need multiple calls, right? But when we're closing, you know, agency services, whether it's SEO, reviews, websites, and stuff, which on our end is pretty automated, right? after we set it up and we're closing it for anywhere from a couple hundred bucks to $500, $800 a month. It's not the craziest sales process ever. And so I came up into everything's a Zoom call, I just totally missed the boat on like the fact that people can close over the 2:51 phone on the call. It makes so much sense. Talk about how the drop off rate to like instead of asking for a booking where they will maybe book and then maybe show up and then they get there and they forget everything you said on the first call, it makes so much sense to just ask for it then when you've made them excited. So, how do you get them excited and like build the pain or or get yourself in the position where you even can ask for that card on the first 15 minutes? >> Yeah, for sure. So, for the first part of that, I mean, after interviewing hundreds of agencies at this point, the numbers are all the same, right? If somebody talks to a hundred business owners, they're booking about 20 appointments and out of those 20, five of them are showing up and they're closing three. So, effectively, they have a 3% close rate. It's not five out of three. You had a 100 shots, you not five, right? you just book calls and so effectively you have a 3% close rate. So, if I ask a 100 people for a credit card and five of them give me their credit card, I almost 2x that close rate, right? And I'm obviously I'm doing about 20, but you know, somebody brand new, I mean, I've been on the phones for 3:47 15 years. 10% is all you need. And that's 3xing that number. Everybody that's done an agency that does Zoom knows the pain of they don't show up, sitting here waiting for the next and you wasted an entire day doing nothing productive. And so, that pain is alleviated. Honestly, all I do is use my words to paint a picture. And I've actually found it less distracting. So, an example I give all the time when we're talking about rankings, for example, if I was on a Zoom with you right now and I was showing you, you know, if I typed in Google, let's say you're a plumber, ABC Plumbing, Dallas, Texas, and I start scrolling through to try to find you, your eyes are going to bounce all over the screen, you're going to look at things, you're going to see who's ranking, right? And you're going to see all, you know, all sorts of stuff, and you're kind of going to zone out. And it's a little painful when you're not on that first page. But when I talk to you about it and you have nothing to look at, you can only just listen to what I'm saying. It's actually more painful. And so what I'll do to create that pain is I'll just go, "Oh, let me just see where you're at." And 4:42 I'll just type in, you know, plumbing in Dallas, Texas. And I'll scroll through and I'll be like, "Oh, looks like there's ABC Plumbing, XYZ Plumbing, Dallas Plumbers." And I'll list off some names. But what I'm doing is picking and choosing ones with a lot of reviews cuz more than likely they know that competitor. So I'm controlling what they're seeing, what they're imagining, rather. And then I'll just tell them like, "Oh, you're not on the first page. Let me look at the next page." Okay. And I'll do the same thing. Oh, you're not on page three. It creates so much more pain because they have nothing to look at and they're just sitting there going. Basically, we're just painting a picture. It's no different. I think it creates more pain painting that picture. Honestly, at that point, like they're hurting. And especially if you accidentally list off a competitor they don't like, 100% sale. It's a closed deal cuz they'll tell like you'll hear it, "Oh, I hate that guy. That guy's a fraud." Or, "That guy doesn't even have insurance." because at the end of the call when they don't want to pay you $500, you go, "Hey, don't even worry about it. I actually have an appointment 5:33 with that guy in five minutes." So, all of a sudden, they'll have 500 bucks to give you. >> If you don't mind, could we just walk through loosely? We don't have to like role play the whole 30 minutes or, but can we just kind of walk through what example opener and then kind of into the questions and then into asking for the call would look like on a cold call script? >> The opener I use is super simple. When I found you, the reviews thing is what got me to realize. I'm like, "Oh, this is not a product. This is an opener for me. So that's what I use. But basically, my opener is just, "Hey, Clay, I noticed that you've only got Well, I wouldn't know your business name or your your name. Let's keep it real." I would just call like Ring Ring and like, "Oh, hey, ABC Plumbing. Hey, listen. I noticed you only have like 15 reviews. Are you guys new here?" >> No, we've been in the area for forever. >> Okay. Okay. So, uh, you guys been around for a while. So, do you guys do many water heater jobs? >> Yeah. No, for sure. We do this all the time. >> Cuz I noticed there's nothing about the reviews. So, guess not asking for reviews? I mean, we ask, but they sometimes they'll say they do it, but 6:27 they never actually do. >> Listen, the reason I'm calling, I actually have a software that we built that'll help plumbers get more reviews. I wanted to get you 25 reviews completely for free just for feedback. You have 30 seconds. >> Yeah. No, I got I got 30 seconds. >> And then basically, that's the opener. And then we go right into explaining like, look, here's how it actually works. It's a two-eek trial. What we're going to do is go back through your client list for the last 6 months or a year, whatever you want to do. We'll ask them for reviews. And I explained basically the review thing, right, where we send the image, we do the donation. So basically everything you came up with, which is amazing. And I explain it to them and then the pivot comes. Literally the pivots is okay. Do you know where you're ranking on Google? >> Boom. No, I have no clue. >> No idea. Right. Okay. Yeah. So let's take a look really quick. And so I can't remember what you were now on this ring. You were plumbing. Yeah. So ABC Plumbing in Dallas, Texas. So let's take a look here. So looks like you're not on the first page here. Oh, so I would go through again what I said earlier is 7:19 right. We're scrolling through and like ABC Plumbing's here. XYZ, Dallas Plumbers, you know, whatever. You're not on the first page. You're not on the second page. Oh, here you are. I found you like third one down on the third page. So, that means there's 20 listings per page. So, you're 43rd, which means somebody has to go through 42 different companies to find you. Now, do you know why you're ranked on 43rd? And do you know anybody even No one's taken the time to explain it to you. So basically how it works and and then what I do here I explain what merchant does cuz that's what you need to rank, right? So I use merchant to rank. So I'll just explain it. I'll just say look here's what you need. You need to have SEO keywords. So your keywords have to have SEO descriptions and then you need to post to your Google business profile too. Just like Facebook, right? Facebook, you can go make that post. Same thing. You need to do the same thing for your Google business profile, but you need to geotag images. You know how to do that? So we actually have a software that'll also take care of this for you. And then I'll just go into rego over everything and then say, "Look, I do something 8:14 called a scholarship close." At that point, once you're kind of like, "Okay, I'm not ranking. Okay, I understand how it works, but I can't do this." I go into a scholarship close and I'll just be like, "Listen, Clay, you know, this is normally $8.99 a month, but right now there's a scholarship for plumbers in Dallas where it's $4.99 a month and you don't have to pay any setup fees or anything like that, and then you get to keep that scholarship forever." So, you want to use Visa or Mastercard? And so that's kind of like a rough edit of the whole thing, but thing is Visa and Mastercard and then you don't say anything. First person to talk loses. That's the biggest thing. >> That's the hardest part for me in sales is shutting up because I like to talk. That's really good. And I think that like the way that you framed explaining it to him, like, oh, is nobody ever taking the time to explain that to you why you're ranking there? You're like, you're even explaining you're doing them a service. But one thing that like people can kind of lose themselves in is when they're selling, they get way into the weeds and features and all this sort of stuff. And have you felt like, you 9:07 know, with bringing up all the features that you provide, all the services you provide with merchant stuff? Do you ever lose people there? Do you try to keep it pretty highle benefits focused or how do you kind of balance getting too nitty-gritty into like the features that nobody cares about versus I'm telling them something that they don't know and this is just something that they feel blindsided by and oh, now they need them. >> It's all about your positioning when you get to that point. I don't really dive into it too much, but I do go over all the things a merchant does. But most people when they're pitching, they're like, "This is what my product does. Let me tell you what it does." Well, that's not what I'm doing, right? I literally just said, "Hey, do you know how it works? Has anyone taken the time? Let me teach you how it works." So now I'm not giving you a bunch of lists. You think I'm teaching you, which I am teaching you how to do it, right? The attention is different. Now, if you start like other than SEO, everybody knows the word SEO, right? SEO keywords, descriptions. I don't go into like crazy stuff. And in fact, I don't really know how Merchant 10:00 works on the back end. I know that it does these things, but how or why, I don't know. And I don't want to know. The more you know about your software, the more you're going to oversell it and then not get a deal because you're going to word vomit. So, I don't know. >> Yeah, it's a weird thing cuz like obviously sales is like benefits, benefits, benefits. You know, focus on what's in it for them. Don't just feature explain everything. There are I know we talked about this on the last call these words they've heard keywords or descriptions or like geotagging images or the questions or FAQs on Google business profile and sometimes like you've said before they hear something like oh yeah you're going to do that for me great and so it's like so much of this to these local business owners I as somebody that like has done a lot of SEO and kind of understand the back end I have a hard time not saying that and I even think Kai's talked about this too I don't know anybody I just use things like oh Google's going to understand what what your site means, Google's going to be able to read it and understand it in their terms and know what to rank you for. And then, oh, 10:53 Google business profile is optimized, so you rank higher. It is kind of like very high level, but like in my mind, I'm like, well, there's more to it than that, you know, like what do you mean by that? Do you know what you're talking about? And so, but I'm not selling to myself, right? I'm selling to the plumber in Dallas that has no idea why he's on the 43rd ranked business on Google. >> No, exactly. I mean, honestly, just kind of doing that highle version of it is so much easier and they don't know. And here's the thing. At the end of the day, this is what most agencies don't understand. People starting out, they want everything to be perfect, right? Your client doesn't care about anything. They just care if their phone rings. They don't care about any other analytic. They don't care about heat maps. They don't care about your funnels, your website, none of that stuff that you're spending hours to perfect. They don't care. One of the most important words I use because I'm not using Zoom, right, is imagine. I'm not going to sit here and give you a metric to hold against me. So, I'm not going to tell you, look, if you use my product, you're going to rank in the 11:46 number one spot. I said, look, the whole thing is if you want to get more calls, you need to be on the first page. Imagine what happens with your business if you go from 43rd to the first page. Let them imagine what happens. And you'd be surprised how many people are like, yeah, okay, I'll use my Visa card. >> Not giving them something to hold against you. You just let them kind of think, oh, what would that mean for them? And then it's they can't use something you said against them. It was something that you said, hey, what would that mean for your business? The next obvious question, especially for beginners, so many people starting this who like instead of picking up the phone and cold calling, they want to know every single metric of your successful business. So, I think you just hit like 40k, right, in revenue for your agency. How is that kind of broken down in terms of what you're selling? And then also, what is your churn like? >> I have some old clients that are like, I found high level and I did the shiny object syndrome. Please guys, don't do that. Take it from me. So, I have some like close bot, uh, XAI, I have custom CRM, things like that that are a lot of 12:38 fulfillment. I have some Yex cuz that's where I came from and I reverted back to Yex for a little bit. And then everything else is reviews and merchant basically. You know, I found you and I started doing reviews and then I was like, well, I can upsell merchant and then I went back and upsold everyone merchant. Reviews, merchant websites. Those are most of my clients and the agency. I mean, yeah, we just hit 40K. That's not not including any affiliate revenue or anything honestly by not even doing much. It's just at this point people reach out to you. People come find you at this point. You know what I mean? >> For anybody who doesn't know merchant there's a software is a tool that basically helps automate the process of managing a Google business profile and doing some local SEO stuff and and has good customer reporting and communication to send them like all the list of stuff that you're doing and stuff like that. And so him and I both have made videos about merchant on our channel. So feel free to check out the link in the description for that. But when it comes to you're kind of getting that word of mouth ball rolling and people are coming to you, are you doing 13:32 anything to like incentivize referrals or ask for them proactively or what's your process like? >> Yeah, so I do a free month. Somebody sends me a referral and they sign up, they get a free month of service. So it works pretty good and it's something that I I actually need to get better at telling everybody about cuz usually someone will be like, "Hey, I got a referral." I'm like, "Oh, by the way, you get a free month." They're like, "Well, I got three more referrals for you." So I got to get better at that. I have a customer who hasn't paid a bill in like two years. He was like, "Wait a minute. So, every time somebody signs up, I get a free month." And he'll send me like six or seven. And then he'll reach out. He'll be like, "Hey, where am I at?" I'm like, "You got two more months." Okay. And then all of a sudden, I got six or seven more referrals. So, he's just like, "I don't want to pay the bill. I'd rather just I mean, you're doing a good job. I don't I pay my bill. I look at it as I have a conversation with somebody and I make, you know, $400 by having that conversation." I'm like, "Yeah, you're right. That's what you're doing." And for me, totally fine. You 14:23 sent me 24 people paying and these are easy deals, right? They're like, "Hey, they said you do great work. By the way, this is what I do for referrals. This is like a slam dunk." Listen, we don't have that plan anymore. You know, let's say he's on a $500 plan and that plan's now $1,000. If we do it right now, I will match it for you just because you came from him. >> Well, when it comes to like the referral thing, and that's the same way for us. I've always talked to like, you know, Alexio always talk about if you can get one client on average to send you 1.1 clients, then you'll just grow forever, right? if that output is your turn, you'll just continue to grow even without marketing and stuff. And I've always like been trying to hit that number and it's hard to hit. But like you just said there, you're not going to get every single client to send you 1.1 clients or two client two new clients. But what you can get is you can find those like super referers who like I've got a couple like that as well who have never paid for review harvest and they've sent so many people our way and they make up for all the other people that don't don't spread the word as much 15:16 as as much as I think they should. But when it comes to your churn, what does churn look like? What has that been like for your agency? >> 2025 I had zero turn. This year I'm at three. I had not 3% three people turn. One of them I fired. It was one of the custom CRM stuff that we were doing. I just couldn't do it anymore. So I found another agency and offloaded them to another agency. But churn is next to nothing. I get this asked a lot too. People are like, "Well, how come you have no churn?" Protecting churn or stopping churn starts on the first call. And most people will go, "I will tell you anything to get you to give me your credit card." and I'll say I will withhold all information I can to not give you something to hold against me and I don't care if you give me your card or not right and so it's different mentality it comes off different but yeah it's all about setting proper expectations >> when you're selling it I think that like you said so many people set these crazy expectations to do whatever they can to get that card on file but when you're selling it do you have any like go-to phrases that you'll say to properly set those expectations or is it truly just 16:13 saying hey imagine what it would be like if you ranked on the first page of Google and then just letting them fill in the blanks from there. >> Yeah. So, okay. So, the number one thing is never give a metric that you can be held accountable for, right? Or that they can hold against you. So, never give a position. Explain how positions work. I will always say like, look, if anyone tells you that they're going to get you in the number one spot of Google, hang up on them. And that's so like throws them off cuz they're like, wait, aren't you telling me? Like, no. Because first of all, that stuff rotates and nobody can guarantee you anything, right? And so, that stuff's going to rotate. You don't even want the number one spot. You want to be somewhere on that first page. They're like, "Yeah, you're right. All you want is more calls. you just want to be on the first page. So, that's the first thing I'll tell them. Uh, two, like I I'll say, imagine what happens with your business when you're on the first page. Another thing I'll say is people will be like, "Well, how long does this take?" Well, it takes 60 to 90 days to see movement. Not first page movement. So, at 90 days, 17:01 if they're like, "Hey, bro." And I'm like, "Yeah, look at you moved, right? You went from page three to page two, you're almost there. Just keep going. Keep going." Right? And you don't really run into that. We are selling a product that works very, very well. That's kind of the biggest things is don't give a metric that they can hold against you. and imagine what happens. Let them come up with in their own head and talk about like be vague about it a little bit, right? And trust the program cuz the program does work. >> No, that's good stuff. I think that I really struggle with that cuz I like everything to be black and white. If anybody reads $100 million offers, obviously there's so much great stuff in there. I feel like it's programmed all of us, like, oh, we've got to do this guarantee and this that and the other and all this sort of stuff, but I was on a sales call with somebody yesterday and they were trying to sell me on something and they said, I'm not going to guarantee you anything. I can't even guarantee you're going to wake up tomorrow. And I was like, it's true. It's a good point. But I think that like when we were launching websites and SEO 17:51 and like, you know, and this kind of upsells that we're doing for Review Harvest, I really wanted to have a service that I was like, this is going to provide like incredible results for everybody. Like it's actually pretty easy to get great results for 90% of businesses. a great Google business profile that's optimized where you're using something like merchant getting them consistently a bunch of reviews doing that review reactivation where you reach out to the customers get them a bunch of reviews up front and then getting them like an awesome 10 15 20 page website that's actually indexed actually set up to rank on Google with everything optimized on page for 90% of businesses that's going to create a decent amount of movement in three months right and I just struggle with that last 10% I was actually talking to Matt Deno a lot of y'all might know him with HL Pro Tools I was talking to him at last high level event I went to and just kind of how I was struggling with this and he was like dude you just got figure out like what does good look like for you. What is the expectation of like, hey, if we do all these things and it doesn't work for this client, it's 18:38 okay for them to leave. It's okay if that happens. But I like how you're coming from the approach of like, hey, I'm going to give you movement and it takes time. And I think a lot of that also has to do with price point, right? When you're selling somebody $3,000 a month SEO services, 3 months in, if you've just barely moved and they spent nine grand on it, they might be a little frustrated. But let's talk about your price points. Typically, where are you selling these services for? It was 500 to,500, but I just did one for $1,596. So, I guess 500 to,600. So, that's changed a little bit. Yeah, I sell, you know, here's my thing, and this is something that we've tested. I've been in sales for so long. Anything under 500 for this product, you don't want that customer. If they can't afford 500, it's not a customer you want. Also affects your turn. Your 199, your 299, your 399 clients are going to be bugging you every month. How come I'm not ranking? How come I'm not getting phone calls? How come this isn't happening? How come that's not happening? The ones that can afford $500 a month just go, "Okay, I'm paying for my marketing. That stuff's taken care of." Like you said last time, 19:33 too, I checked off a box. My GBP is being taken care of. They never look at it and it's done. So, those are the clients you want. Yeah, you're right. If you start getting into the two, three, four grand. They're going to pay attention to that money. I did a roofer who's roofing in three states. They're doing like 30 roofs a month. Of course, I'm going to charge them more than $500. I mean, think about it. They're doing 30 roofs a month, dude. and one roof is going to cover my entire fee for a year. So that's a big part of turn two charging that. Now I do something that most people don't do and I don't recommend for new people come up with set pricing. I make up pricing on the fly. And that's one of the way I close is like like you're ABC plumbing, right? And let's say you happen to tell me that you've got 10 employees, you know, I'm going to assume if you got 10 employees, you've got decent amount of income. So I'm going to hit you at a grand, not a 500. If you're a plumber and you've got two employees, I'm going to hit you at 500. Sometimes I'll hit you at 700, but just random. I mean, I have really random numbers and prices. I say this too all the time is if you pitch and 20:28 then you say, "Can I Visa or Mastercard?" and they just go, "Visa, you sold it for too little." I hate that feeling. If they don't give you one objection, you price too little and it was too low. And now forever, every time you charge that card, every month you have to sit there and go, "I bet I could have got two more dollars to do $200 more dollars out of that guy." So my perfect client is pitch one or two objections. That's your perfect client. That's you hit that money spot perfect. I arrange it a lot. >> Do you try to vary up what you're providing at all in the pricing to adjust accordingly or is it just like hey bigger businesses you're going to charge a little bit more too? >> No, I mean the only variation that we have is do you have something that does reviews and do you have a better website than I can give you? And by what website I can give you, we're not a design company. We use oneclick websites and that's what you get. And going back to what you said earlier, it's the same thing. We build websites just the way Google wants to see them. That's it. I don't know. The only variation, those are the three things we do. I have added on some like Facebook ads and and Google 21:26 ads for like very very just a couple clients, people that I'm close with. And I tell them straight up, listen, we can put a lot of money into this and you might not get anything. Facebook and Google ads are your biggest turning clients. And so I'll just tell them straight up and I'm very selective on who I allow to. But yeah, that's it. Reviews is the only thing that I don't have anybody that's only doing reviews because you can't really charge $500 just for reviews. Well, what about from a you know standpoint of your team and how do you run like operations and stuff? What does your process look like when you somebody you say Visa or Mastercard and they say do you take AMX? What are the next steps from there? >> So my team is me and my VA. That's what I love about this business. It's two of us because there's not much to do. We just built an onboarding software. It's very specific to what we do, but all it is now is I just fill out a form with all the information that we sold to the customer's information. It loads all of her tasks into ClickUp. She creates a one-click website if she needs to. She loads them into merchant which is their template is like literally 2 and 1/2 22:23 minutes. We do a slow onboard where we take merchant and you know how like you connect you give them their image link and then you connect their Facebook and okay so we send out the image link in day one. Then day two we send out Instagram and Facebook link then day three we send out the YouTube link. So all in all it's like 10 minutes of work but it's split over three days. So your client goes, "Holy crap, they've been working so hard for three days to onboard me." And that, by the way, also helps your churn. That's another big problem when people go, "I got this little product. I'll sell it to you for 500 bucks and I'll get you on board and we'll start right now. You'll get results tomorrow." That product is not worth $500. That product's worth 100 bucks. My product that takes me three days to build, which it doesn't, but it's reception is now, oh my god, like he said he waved $1,000 setup fee. I can now see why they charge a $1,000 setup fee because they did three days of onboarding. So, another thing to help turn >> Yeah. No, we send out our whole entire onboarding email with all that stuff right away. So, I'm taking notes over here. Cool. Well, and so your VA manages 23:22 all the stuff there. What about, you know, client communication and stuff? Do you have consistent times where you talk to your clients or anything like that or are you pretty much just dealing with as stuff comes in or what's your support look like? >> So, as most people know, I ran my entire agency off my cell phone because I am traveling Europe. I just built my agency off my cell phone. So my support is usually text messages, phone calls every now and again. Very, very little hours in, you know, I don't know, five, seven hours a week. That's that's my fulfillment is five. Takes about 5 to seven hours a week to run this agency. That's it. And most of that 5 to seven is those old clients that are custom CRM and stuff. If you're getting people reviews, they're not going to call you cuz you're getting them reviews. If you're getting them reviews and they're getting phone calls from Google now because they never tracked it before anyway. Now they're like, "Oh, where'd you hear from me, Google? Oh, Ball's doing such a good job. What do they have to call you for? The only communication we have now is, "Hey, your credit card expired or payment failed," which comes 24:13 in a text message now or, "Dude, you're not sending us enough images. Please just email them to us or text them to us and we'll upload it for you." But it all runs off my cell phone. >> Now, there's so many people that want that laptop lifestyle, but you got the next level. You got the phone agency going over there and you are traveling the world. And so, talk a little bit about that. There's so many people that dream of traveling and making money online, all that sort of stuff. What is that actually like now that it's come to fruition for you? >> I wouldn't give it up for anything, dude. My daughter turns three in 3 days. So, we're in August. I don't know when this will come out, but my daughter turns three. She just hit her 15th country. She's been in more countries than like 90% of the population. And I know she's not going to remember. She's younger, but we will. And we actually set up a Facebook for her that no friends. And we just tag her in post. So, when she's old enough, when she's 13, we're going to give her this Facebook that has all these pictures and everything we've done. But I run my entire agency from my cell phone. I find products that are like very easy to 25:08 sell, super easy to onboard, even easier to fulfill. We just chill. And so we home base out of Hungary. We got here last uh June of 2025 and just to give my daughter a constant. So we're here for like one or two weeks, then we hit another country for a week, then we come back for one or two weeks. We went back to the US to visit for a month. Uh we just got back from Ireland. We were there for 5 days. So I mean I I don't even know how to explain it. talking about or hearing about it like and and thinking about it when we talk let's do this but then when you actually do it it's the new American dream used to be move to America buy a house now it's start a business in America make American money and travel the world and dude I'm living that dream it's amazing >> kind of speak to what he's talking about I connected Balin with Katon Walker they're going to do some content together whatever and I was like I hopped on the call said hey do y'all have that scheduled when are y'all going to do it he's like oh yeah actually he was in Ireland so I just flew to Ireland and we did the podcast there and we stayed there for a week we actually hadn't been yet. So, got to see Ireland 26:02 was like, bro, never even been across the pond, as they say. So, your daughter's been to like five times as many countries as I've been to. >> For those that know, a lot of people know this. I I'm a grandpa, too. So, I have older kids, and a lot of people will tell you, "Hey, your kids grow up super fast. Time flies. Like, you're going to miss out, right?" And so, as you're raising your kid, you don't really understand it. I fully understand it because I have kids that are older. So, now I'm like, "Slow it down. Take as much time as possible. everything else can wait. And so why not build a business where you don't have to do a lot. I can literally fulfill from the beach and I do all the time. You know, >> dude, that's crazy. Half the people in the comment section and watching this right now are going to be like, "Oh my gosh, this is so inspiring. I want it." And the other half are going to be like, "This guy sucks." But we're making it for the ones that are inspired. If you're want to put the work in because I mean, you could probably speak to it like it's not like this from day one. What was the beginning of the journey? It's It's a little bit more You've been 27:00 doing it for a while now, but what is like There's more sweat equity in the beginning. >> Yeah. No, I mean, listen, I've been on the phones for over 15 years. I've been in sales since I was 18. I'm 42 now. So, if you guys want to do the math, more stuff for the haters. 42 now. So, yeah. 24 years in sales. Um, when I started this agency a little over two years ago, I I had a wife, a kid, a mortgage, a truck payment, insurance, and I left my other agency because my business partner was an alcoholic. He was stealing from clients. I just was not about to get into legal trouble. So, I walked away from everything. It was locked myself in a room constantly. I didn't see my wife. I didn't see the kid. I, you know, nothing, my grandson, nothing. I just dialed and I had no choice. So, yeah, it wasn't hard. you just sit down and do it. But it's not easy. It's not like, oh, okay, I went from 0 to 20k just chilling. But yeah, I was focused. I got on the phones, I dialed, I dialed. I never stopped dialing. I didn't do fulfillment in the dialing times. So, I chase time zones. 7:00 a.m. to 10:00 a.m. is the best time to call people. 28:00 And so, I'll call Eastern, Central, Mountain, Pacific time. And that gives you 6 hours of dialing. And if somebody called me, I ignored it. Text me, I ignored it. Fulfillment, I ignored it. It was calling for 6 hours. and then I would figure figure out fulfilling the product or whatever. It was not glamorous. I wouldn't give it up for anything to live this lifestyle because of that. >> It's simple, not easy. It is very painful a lot of times going through that process in the beginning. But on the other side, it feels really good. I remember the first time we talked, I think you were still kind of in the dialing phase and you would like DM me on school be like, "Hey, did you figure out your ads, Clay?" I'm still dialing over here. I'm still dialing. But obviously you done super well since then. But I know you've also had some other lead magnets and some other things that you've done to get clients even without the cold calling side of things. So, do you want to share any of those strategies that are also helpful for somebody that is too much of a pansy to cold call right now? >> I've done a few of them, right? So, I've done the cold SMS outreach, figured that 28:56 out, how to make it work really well. Couple nuances like, you know, like what kind of names to use and stuff when you're texting. But the big one I use and that works really well for especially people in my community that are using it a lot, this is one that is Facebook. Facebook groups. And so what we do is basically I use oneclick websites to build our website. So we just go into Facebook groups. You find the right type of group and you just say, "Hey, I want to build a free website for two businesses. That's it. You make that comment, you're going to get flooded with people wanting to make them. You click a few buttons to make them websites. And the coolest part about one-click websites is they give you a website on a temp domain. So you just send them the temp domain. And I just go, "Hey, here's your website. It expires in seven days. Let me know what you want to do." And literally people are like, "Well, wait a minute. What do you mean it expires in 7 days? And they get this cloudways.112yf.com like long thing and they're like, "Hold on. This thing is super awesome. I thought it was going to be for a free website. How do I keep it?" Oh, well, you need to host it. Well, how do 29:51 I host it? Surprise. We do hosting. And so with sales, all you need is to start a conversation. And that's what this does. It starts a conversation. People use it. They sell the crap out of it. And then we upsell. That's my next video that comes out. Well, as of today, it'll be out tomorrow, but probably a couple weeks ago, it came out at when you guys are watching this is I I literally have a customer who doesn't even know my phone number. They're a $499 client. I was testing this lead magnet. We've never spoken on the phone. He has no idea. He doesn't even know my I mean, other than the receipt he gets, Vortex Local, which I'm sure he doesn't even look at. Anytime he needs changes, he just DMs me on Facebook. That's it. He has no idea. So, and then he's been a client for eight months now. I watched your video and I tested I just went and posted in a Facebook group, hey, building two websites and I did. I got comments and DMs and all stuff. I was like, okay, yeah. So, this does start conversations. So, I can attest that that working. Well, Bin, this has been awesome. I appreciate you hopping on. Balin has something in the works that's going to help us sales. So, I'm going to 30:48 link his school community and his YouTube channel down below. Probably be collabed on this video. Definitely check out his stuff. Subscribe. Stay posted on what he's got coming out here to help everybody out with sales. Because I think the really cool thing about Balin is he was been in my community, started his own community, all this sort of stuff. And a lot of people that have struggled with sales and I guess I just wasn't good enough to support them in that moment or they don't like the way I sell or anything like that have gone to Ballins community and been able to learn and get on the phones and all that sort of stuff. And as I've always said, didn't cold call 100 people a day. That just wasn't my style. It's not what I did. But it is obviously one of the quickest ways to grow. It's pretty much free and uh it obviously works. And so he's been able to support a lot of people that have joined, you know, my community or other people's communities and actually kind of get those sales coming in. So if you're struggling with that, check out his channel. Check out his school. Anywhere else for people to find you or get connected with you. >> Facebook, we can throw that down. I got 31:39 to, you know, we can do Facebook, but other than that, it's just my school community. Dude, I'm 42, man. I don't even know how Instagram works. My kids are like, "Dad, you know, we only have Facebook just to communicate with you. Like, you know, that's all the old people, so there's not much else." Yeah, community or hit me up on Facebook. I got my YouTube channel if you guys want to watch some videos about how we're doing things. >> We'll collab with it so you can check it out. It'll be linked below. But yeah, if it wasn't for Facebook groups and Facebook Marketplace, I probably wouldn't have Facebook. So, but yeah, guys, I appreciate y'all hopping on. If y'all enjoyed this video, YouTube thinks you'll like the next one right here. Go check out Bon's channel. Peace. >> Hey, see you guys. Thank you.
