0:00 locked myself in a room and I dialed 0:02 constantly. My business partner was an 0:04 alcoholic. He was stealing from clients. 0:05 I was not about to get into legal 0:07 trouble. I didn't see my wife. I didn't 0:08 see the kid. Nothing. Like I didn't see 0:10 my daughter. I I didn't see any of my 0:12 kids. If they don't give you one 0:13 objection, you price too little. 0:15 >> It's simple, not easy. But on the other 0:17 side, it feels really good. Welcome 0:18 back, everyone. Super excited to have 0:20 Balin on today. Gonna ask him all the 0:22 hard-hitting questions about how he's 0:25 closing deals without Zoom calls. Balin, 0:27 the very first thing everybody wants to 0:29 know is how can I get my first couple 0:31 clients running this agency offer? 0:34 >> So, I mean, what I did was I cold 0:36 called. I think it's the quickest, 0:37 easiest way to get clients on boarded, 0:40 especially, you know, nowadays where 0:42 like emails aren't working very well, 0:44 all those textions and whatnot. And so 0:46 just getting on the phone and and just 0:48 asking people, 0:49 >> your claim to fame is asking people for 0:51 the card on file on a cold call, you 0:53 know, not having to hop on Zoom calls 0:54 later on. And walk people through what 0:57 does that actually look like? How do you 0:58 go from super cold prospect that you 1:00 just cold called to them giving your 1:02 card on file 10, 15, 20 minutes later? 1:05 How are you able to do that 1:06 consistently? 1:06 >> I mean, honestly, this goes back to 1:08 phone sales. Phone sales has been around 1:10 for a lot longer than Zoom has, right? 1:11 So we've been doing this forever. And I 1:13 kind of missed the movement, right, 1:15 where it was like just last year I was 1:16 like, "Wait a minute, everyone's using 1:18 Zoom." You know, I was the weird guy. I 1:20 didn't realize that people were using 1:22 Zoom because I found it, you know, 1:23 anything you add to a sales call just 1:25 adds friction. So, yeah, I just get on. 1:27 There's a framework to this and it's a 1:28 very simple framework. You just have to 1:30 have an opener. What we do is we trade 1:32 something for time. So, we give them 1:33 something for free. 25 reviews for free 1:35 or a free audit or something just for 30 1:37 seconds of their time. We explain the 1:38 lead magnet. We go into questions. And 1:41 then after questions, that's the big one 1:42 is you just pivot. And so like I sell 1:44 merchant and so I sell ranking. So I 1:46 have a very easy pivot. It's just do you 1:49 know where you're ranking on Google, 1:50 right? No matter what my lead magnet is 1:52 like, okay, let's talk about 25 free 1:53 reviews. As soon as I say, hey, where 1:55 are you ranked on Google? I've 1:56 completely pivoted to now a a product 1:58 that I'm going to sell. And then I teach 2:01 and then ask for the card. And that's 2:03 the part that most people don't realize. 2:05 You just ask for the sale, people are 2:07 just going to give you the credit card. 2:08 You're not going to get a 100red out of 2:09 a 100red, right? But you're gonna get 15 2:11 out of a hundred, which is way better 2:13 than your show rate, right? And sitting 2:15 around for Zoom meetings. 2:16 >> It's so right, like you said about phone 2:18 sales. Like I kind of like came up into 2:20 this industry when like everybody was 2:22 already doing Zoom calls, right? And 2:24 like obviously there's a part like if 2:25 we're closing super high ticket five 2:27 $10,000 stuff, you might need multiple 2:29 calls, right? But when we're closing, 2:31 you know, agency services, whether it's 2:34 SEO, reviews, websites, and stuff, which 2:36 on our end is pretty automated, right? 2:38 after we set it up and we're closing it 2:39 for anywhere from a couple hundred bucks 2:41 to $500, $800 a month. It's not the 2:44 craziest sales process ever. And so I 2:46 came up into everything's a Zoom call, I 2:48 just totally missed the boat on like the 2:50 fact that people can close over the 2:51 phone on the call. It makes so much 2:53 sense. Talk about how the drop off rate 2:55 to like instead of asking for a booking 2:58 where they will maybe book and then 2:59 maybe show up and then they get there 3:01 and they forget everything you said on 3:02 the first call, it makes so much sense 3:04 to just ask for it then when you've made 3:06 them excited. So, how do you get them 3:08 excited and like build the pain or or 3:10 get yourself in the position where you 3:11 even can ask for that card on the first 3:13 15 minutes? 3:14 >> Yeah, for sure. So, for the first part 3:15 of that, I mean, after interviewing 3:17 hundreds of agencies at this point, the 3:19 numbers are all the same, right? If 3:20 somebody talks to a hundred business 3:22 owners, they're booking about 20 3:24 appointments and out of those 20, five 3:26 of them are showing up and they're 3:27 closing three. So, effectively, they 3:29 have a 3% close rate. It's not five out 3:31 of three. You had a 100 shots, you not 3:33 five, right? you just book calls and so 3:36 effectively you have a 3% close rate. 3:37 So, if I ask a 100 people for a credit 3:39 card and five of them give me their 3:40 credit card, I almost 2x that close 3:42 rate, right? And I'm obviously I'm doing 3:44 about 20, but you know, somebody brand 3:46 new, I mean, I've been on the phones for 3:47 15 years. 10% is all you need. And 3:49 that's 3xing that number. Everybody 3:52 that's done an agency that does Zoom 3:54 knows the pain of they don't show up, 3:55 sitting here waiting for the next and 3:57 you wasted an entire day doing nothing 3:59 productive. And so, that pain is 4:01 alleviated. Honestly, all I do is use my 4:04 words to paint a picture. And I've 4:06 actually found it less distracting. So, 4:08 an example I give all the time when 4:10 we're talking about rankings, for 4:11 example, if I was on a Zoom with you 4:13 right now and I was showing you, you 4:14 know, if I typed in Google, let's say 4:16 you're a plumber, ABC Plumbing, Dallas, 4:18 Texas, and I start scrolling through to 4:20 try to find you, your eyes are going to 4:22 bounce all over the screen, you're going 4:23 to look at things, you're going to see 4:25 who's ranking, right? And you're going 4:26 to see all, you know, all sorts of 4:27 stuff, and you're kind of going to zone 4:29 out. And it's a little painful when 4:30 you're not on that first page. But when 4:32 I talk to you about it and you have 4:33 nothing to look at, you can only just 4:35 listen to what I'm saying. It's actually 4:36 more painful. And so what I'll do to 4:39 create that pain is I'll just go, "Oh, 4:41 let me just see where you're at." And 4:42 I'll just type in, you know, plumbing in 4:43 Dallas, Texas. And I'll scroll through 4:45 and I'll be like, "Oh, looks like 4:46 there's ABC Plumbing, XYZ Plumbing, 4:49 Dallas Plumbers." And I'll list off some 4:51 names. But what I'm doing is picking and 4:53 choosing ones with a lot of reviews cuz 4:55 more than likely they know that 4:57 competitor. So I'm controlling what 4:58 they're seeing, what they're imagining, 5:00 rather. And then I'll just tell them 5:01 like, "Oh, you're not on the first page. 5:02 Let me look at the next page." Okay. And 5:03 I'll do the same thing. Oh, you're not 5:04 on page three. It creates so much more 5:06 pain because they have nothing to look 5:08 at and they're just sitting there going. 5:09 Basically, we're just painting a 5:11 picture. It's no different. I think it 5:12 creates more pain painting that picture. 5:14 Honestly, at that point, like they're 5:16 hurting. And especially if you 5:18 accidentally list off a competitor they 5:20 don't like, 100% sale. It's a closed 5:22 deal cuz they'll tell like you'll hear 5:24 it, "Oh, I hate that guy. That guy's a 5:25 fraud." Or, "That guy doesn't even have 5:27 insurance." because at the end of the 5:28 call when they don't want to pay you 5:29 $500, you go, "Hey, don't even worry 5:31 about it. I actually have an appointment 5:33 with that guy in five minutes." So, all 5:36 of a sudden, they'll have 500 bucks to 5:37 give you. 5:38 >> If you don't mind, could we just walk 5:39 through loosely? We don't have to like 5:40 role play the whole 30 minutes or, but 5:42 can we just kind of walk through what 5:44 example opener and then kind of into the 5:46 questions and then into asking for the 5:48 call would look like on a cold call 5:50 script? 5:50 >> The opener I use is super simple. When I 5:52 found you, the reviews thing is what got 5:54 me to realize. I'm like, "Oh, this is 5:56 not a product. This is an opener for me. 5:58 So that's what I use. But basically, my 6:00 opener is just, "Hey, Clay, I noticed 6:02 that you've only got Well, I wouldn't 6:04 know your business name or your your 6:05 name. Let's keep it real." I would just 6:07 call like Ring Ring and like, "Oh, hey, 6:09 ABC Plumbing. Hey, listen. I noticed you 6:11 only have like 15 reviews. Are you guys 6:12 new here?" 6:13 >> No, we've been in the area for forever. 6:15 >> Okay. Okay. So, uh, you guys been around 6:16 for a while. So, do you guys do many 6:18 water heater jobs? 6:19 >> Yeah. No, for sure. We do this all the 6:20 time. 6:21 >> Cuz I noticed there's nothing about the 6:22 reviews. So, guess not asking for 6:24 reviews? I mean, we ask, but they 6:26 sometimes they'll say they do it, but 6:27 they never actually do. 6:29 >> Listen, the reason I'm calling, I 6:30 actually have a software that we built 6:32 that'll help plumbers get more reviews. 6:34 I wanted to get you 25 reviews 6:36 completely for free just for feedback. 6:37 You have 30 seconds. 6:38 >> Yeah. No, I got I got 30 seconds. 6:40 >> And then basically, that's the opener. 6:42 And then we go right into explaining 6:44 like, look, here's how it actually 6:45 works. It's a two-eek trial. What we're 6:46 going to do is go back through your 6:48 client list for the last 6 months or a 6:50 year, whatever you want to do. We'll ask 6:51 them for reviews. And I explained 6:53 basically the review thing, right, where 6:55 we send the image, we do the donation. 6:57 So basically everything you came up 6:59 with, which is amazing. And I explain it 7:01 to them and then the pivot comes. 7:02 Literally the pivots is okay. Do you 7:04 know where you're ranking on Google? 7:05 >> Boom. No, I have no clue. 7:06 >> No idea. Right. Okay. Yeah. So let's 7:08 take a look really quick. And so I can't 7:10 remember what you were now on this ring. 7:11 You were plumbing. Yeah. So ABC Plumbing 7:13 in Dallas, Texas. So let's take a look 7:15 here. So looks like you're not on the 7:16 first page here. Oh, so I would go 7:18 through again what I said earlier is 7:19 right. We're scrolling through and like 7:21 ABC Plumbing's here. XYZ, Dallas 7:23 Plumbers, you know, whatever. You're not 7:25 on the first page. You're not on the 7:26 second page. Oh, here you are. I found 7:28 you like third one down on the third 7:29 page. So, that means there's 20 listings 7:31 per page. So, you're 43rd, which means 7:33 somebody has to go through 42 different 7:36 companies to find you. Now, do you know 7:38 why you're ranked on 43rd? And do you 7:40 know anybody even No one's taken the 7:43 time to explain it to you. So basically 7:45 how it works and and then what I do here 7:47 I explain what merchant does cuz that's 7:48 what you need to rank, right? So I use 7:50 merchant to rank. So I'll just explain 7:52 it. I'll just say look here's what you 7:53 need. You need to have SEO keywords. So 7:55 your keywords have to have SEO 7:56 descriptions and then you need to post 7:57 to your Google business profile too. 7:59 Just like Facebook, right? Facebook, you 8:01 can go make that post. Same thing. You 8:02 need to do the same thing for your 8:03 Google business profile, but you need to 8:05 geotag images. You know how to do that? 8:06 So we actually have a software that'll 8:08 also take care of this for you. And then 8:10 I'll just go into rego over everything 8:12 and then say, "Look, I do something 8:14 called a scholarship close." At that 8:15 point, once you're kind of like, "Okay, 8:17 I'm not ranking. Okay, I understand how 8:19 it works, but I can't do this." I go 8:21 into a scholarship close and I'll just 8:23 be like, "Listen, Clay, you know, this 8:24 is normally $8.99 a month, but right now 8:26 there's a scholarship for plumbers in 8:28 Dallas where it's $4.99 a month and you 8:31 don't have to pay any setup fees or 8:32 anything like that, and then you get to 8:33 keep that scholarship forever." So, you 8:34 want to use Visa or Mastercard? And so 8:36 that's kind of like a rough edit of the 8:38 whole thing, but thing is Visa and 8:40 Mastercard and then you don't say 8:41 anything. First person to talk loses. 8:44 That's the biggest thing. 8:44 >> That's the hardest part for me in sales 8:46 is shutting up because I like to talk. 8:48 That's really good. And I think that 8:50 like the way that you framed explaining 8:52 it to him, like, oh, is nobody ever 8:53 taking the time to explain that to you 8:55 why you're ranking there? You're like, 8:56 you're even explaining you're doing them 8:58 a service. But one thing that like 9:00 people can kind of lose themselves in is 9:02 when they're selling, they get way into 9:04 the weeds and features and all this sort 9:06 of stuff. And have you felt like, you 9:07 know, with bringing up all the features 9:09 that you provide, all the services you 9:10 provide with merchant stuff? Do you ever 9:12 lose people there? Do you try to keep it 9:14 pretty highle benefits focused or how do 9:15 you kind of balance getting too 9:17 nitty-gritty into like the features that 9:18 nobody cares about versus I'm telling 9:20 them something that they don't know and 9:21 this is just something that they feel 9:22 blindsided by and oh, now they need 9:24 them. 9:24 >> It's all about your positioning when you 9:26 get to that point. I don't really dive 9:28 into it too much, but I do go over all 9:30 the things a merchant does. But most 9:32 people when they're pitching, they're 9:33 like, "This is what my product does. Let 9:35 me tell you what it does." Well, that's 9:36 not what I'm doing, right? I literally 9:38 just said, "Hey, do you know how it 9:39 works? Has anyone taken the time? Let me 9:42 teach you how it works." So now I'm not 9:44 giving you a bunch of lists. You think 9:46 I'm teaching you, which I am teaching 9:47 you how to do it, right? The attention 9:48 is different. Now, if you start like 9:50 other than SEO, everybody knows the word 9:52 SEO, right? SEO keywords, descriptions. 9:55 I don't go into like crazy stuff. And in 9:58 fact, I don't really know how Merchant 10:00 works on the back end. I know that it 10:01 does these things, but how or why, I 10:03 don't know. And I don't want to know. 10:05 The more you know about your software, 10:07 the more you're going to oversell it and 10:08 then not get a deal because you're going 10:10 to word vomit. So, I don't know. 10:12 >> Yeah, it's a weird thing cuz like 10:14 obviously sales is like benefits, 10:15 benefits, benefits. You know, focus on 10:17 what's in it for them. Don't just 10:18 feature explain everything. There are I 10:20 know we talked about this on the last 10:21 call these words they've heard keywords 10:23 or descriptions or like geotagging 10:25 images or the questions or FAQs on 10:28 Google business profile and sometimes 10:29 like you've said before they hear 10:31 something like oh yeah you're going to 10:32 do that for me great and so it's like so 10:34 much of this to these local business 10:36 owners I as somebody that like has done 10:38 a lot of SEO and kind of understand the 10:40 back end I have a hard time not saying 10:43 that and I even think Kai's talked about 10:44 this too I don't know anybody I just use 10:46 things like oh Google's going to 10:48 understand what what your site means, 10:49 Google's going to be able to read it and 10:51 understand it in their terms and know 10:52 what to rank you for. And then, oh, 10:53 Google business profile is optimized, so 10:55 you rank higher. It is kind of like very 10:57 high level, but like in my mind, I'm 10:58 like, well, there's more to it than 11:00 that, you know, like what do you mean by 11:01 that? Do you know what you're talking 11:02 about? And so, but I'm not selling to 11:04 myself, right? I'm selling to the 11:06 plumber in Dallas that has no idea why 11:08 he's on the 43rd ranked business on 11:10 Google. 11:11 >> No, exactly. I mean, honestly, just kind 11:13 of doing that highle version of it is so 11:15 much easier and they don't know. And 11:17 here's the thing. At the end of the day, 11:18 this is what most agencies don't 11:20 understand. People starting out, they 11:21 want everything to be perfect, right? 11:23 Your client doesn't care about anything. 11:25 They just care if their phone rings. 11:27 They don't care about any other 11:28 analytic. They don't care about heat 11:29 maps. They don't care about your 11:31 funnels, your website, none of that 11:33 stuff that you're spending hours to 11:34 perfect. They don't care. One of the 11:36 most important words I use because I'm 11:39 not using Zoom, right, is imagine. I'm 11:41 not going to sit here and give you a 11:42 metric to hold against me. So, I'm not 11:44 going to tell you, look, if you use my 11:45 product, you're going to rank in the 11:46 number one spot. I said, look, the whole 11:48 thing is if you want to get more calls, 11:49 you need to be on the first page. 11:51 Imagine what happens with your business 11:52 if you go from 43rd to the first page. 11:55 Let them imagine what happens. And you'd 11:57 be surprised how many people are like, 11:58 yeah, okay, I'll use my Visa card. 12:00 >> Not giving them something to hold 12:01 against you. You just let them kind of 12:02 think, oh, what would that mean for 12:03 them? And then it's they can't use 12:04 something you said against them. It was 12:06 something that you said, hey, what would 12:07 that mean for your business? The next 12:08 obvious question, especially for 12:09 beginners, so many people starting this 12:11 who like instead of picking up the phone 12:12 and cold calling, they want to know 12:14 every single metric of your successful 12:15 business. So, I think you just hit like 12:17 40k, right, in revenue for your agency. 12:20 How is that kind of broken down in terms 12:21 of what you're selling? And then also, 12:23 what is your churn like? 12:24 >> I have some old clients that are like, I 12:27 found high level and I did the shiny 12:29 object syndrome. Please guys, don't do 12:31 that. Take it from me. So, I have some 12:33 like close bot, uh, XAI, I have custom 12:36 CRM, things like that that are a lot of 12:38 fulfillment. I have some Yex cuz that's 12:40 where I came from and I reverted back to 12:42 Yex for a little bit. And then 12:43 everything else is reviews and merchant 12:46 basically. You know, I found you and I 12:47 started doing reviews and then I was 12:48 like, well, I can upsell merchant and 12:50 then I went back and upsold everyone 12:51 merchant. Reviews, merchant websites. 12:53 Those are most of my clients and the 12:55 agency. I mean, yeah, we just hit 40K. 12:57 That's not not including any affiliate 12:59 revenue or anything honestly by not even 13:01 doing much. It's just at this point 13:04 people reach out to you. People come 13:05 find you at this point. You know what I 13:07 mean? 13:08 >> For anybody who doesn't know merchant 13:10 there's a software is a tool that 13:11 basically helps automate the process of 13:13 managing a Google business profile and 13:15 doing some local SEO stuff and and has 13:17 good customer reporting and 13:19 communication to send them like all the 13:20 list of stuff that you're doing and 13:21 stuff like that. And so him and I both 13:23 have made videos about merchant on our 13:24 channel. So feel free to check out the 13:26 link in the description for that. But 13:28 when it comes to you're kind of getting 13:29 that word of mouth ball rolling and 13:30 people are coming to you, are you doing 13:32 anything to like incentivize referrals 13:34 or ask for them proactively or what's 13:36 your process like? 13:37 >> Yeah, so I do a free month. Somebody 13:38 sends me a referral and they sign up, 13:40 they get a free month of service. So it 13:42 works pretty good and it's something 13:43 that I I actually need to get better at 13:45 telling everybody about cuz usually 13:47 someone will be like, "Hey, I got a 13:48 referral." I'm like, "Oh, by the way, 13:49 you get a free month." They're like, 13:50 "Well, I got three more referrals for 13:52 you." So I got to get better at that. I 13:54 have a customer who hasn't paid a bill 13:56 in like two years. He was like, "Wait a 13:57 minute. So, every time somebody signs 13:59 up, I get a free month." And he'll send 14:01 me like six or seven. And then he'll 14:02 reach out. He'll be like, "Hey, where am 14:04 I at?" I'm like, "You got two more 14:05 months." Okay. And then all of a sudden, 14:06 I got six or seven more referrals. So, 14:09 he's just like, "I don't want to pay the 14:11 bill. I'd rather just I mean, you're 14:12 doing a good job. I don't I pay my bill. 14:14 I look at it as I have a conversation 14:16 with somebody and I make, you know, $400 14:18 by having that conversation." I'm like, 14:19 "Yeah, you're right. That's what you're 14:21 doing." And for me, totally fine. You 14:23 sent me 24 people paying and these are 14:25 easy deals, right? They're like, "Hey, 14:27 they said you do great work. By the way, 14:28 this is what I do for referrals. This is 14:30 like a slam dunk." Listen, we don't have 14:32 that plan anymore. You know, let's say 14:33 he's on a $500 plan and that plan's now 14:35 $1,000. If we do it right now, I will 14:38 match it for you just because you came 14:40 from him. 14:40 >> Well, when it comes to like the referral 14:43 thing, and that's the same way for us. 14:44 I've always talked to like, you know, 14:46 Alexio always talk about if you can get 14:47 one client on average to send you 1.1 14:49 clients, then you'll just grow forever, 14:51 right? if that output is your turn, 14:52 you'll just continue to grow even 14:54 without marketing and stuff. And I've 14:55 always like been trying to hit that 14:56 number and it's hard to hit. But like 14:58 you just said there, you're not going to 15:00 get every single client to send you 1.1 15:02 clients or two client two new clients. 15:04 But what you can get is you can find 15:06 those like super referers who like I've 15:08 got a couple like that as well who have 15:09 never paid for review harvest and 15:11 they've sent so many people our way and 15:13 they make up for all the other people 15:14 that don't don't spread the word as much 15:16 as as much as I think they should. But 15:18 when it comes to your churn, what does 15:19 churn look like? What has that been like 15:21 for your agency? 15:21 >> 2025 I had zero turn. This year I'm at 15:24 three. I had not 3% three people turn. 15:27 One of them I fired. It was one of the 15:28 custom CRM stuff that we were doing. I 15:30 just couldn't do it anymore. So I found 15:32 another agency and offloaded them to 15:34 another agency. But churn is next to 15:36 nothing. I get this asked a lot too. 15:38 People are like, "Well, how come you 15:39 have no churn?" Protecting churn or 15:40 stopping churn starts on the first call. 15:43 And most people will go, "I will tell 15:46 you anything to get you to give me your 15:47 credit card." and I'll say I will 15:49 withhold all information I can to not 15:52 give you something to hold against me 15:54 and I don't care if you give me your 15:55 card or not right and so it's different 15:57 mentality it comes off different but 15:59 yeah it's all about setting proper 16:00 expectations 16:01 >> when you're selling it I think that like 16:03 you said so many people set these crazy 16:05 expectations to do whatever they can to 16:06 get that card on file but when you're 16:08 selling it do you have any like go-to 16:10 phrases that you'll say to properly set 16:12 those expectations or is it truly just 16:13 saying hey imagine what it would be like 16:15 if you ranked on the first page of 16:16 Google and then just letting them fill 16:17 in the blanks from there. 16:18 >> Yeah. So, okay. So, the number one thing 16:20 is never give a metric that you can be 16:22 held accountable for, right? Or that 16:23 they can hold against you. So, never 16:25 give a position. Explain how positions 16:27 work. I will always say like, look, if 16:29 anyone tells you that they're going to 16:30 get you in the number one spot of 16:31 Google, hang up on them. And that's so 16:33 like throws them off cuz they're like, 16:34 wait, aren't you telling me? Like, no. 16:36 Because first of all, that stuff rotates 16:38 and nobody can guarantee you anything, 16:40 right? And so, that stuff's going to 16:41 rotate. You don't even want the number 16:42 one spot. You want to be somewhere on 16:44 that first page. They're like, "Yeah, 16:45 you're right. All you want is more 16:46 calls. you just want to be on the first 16:47 page. So, that's the first thing I'll 16:49 tell them. Uh, two, like I I'll say, 16:50 imagine what happens with your business 16:52 when you're on the first page. Another 16:53 thing I'll say is people will be like, 16:54 "Well, how long does this take?" Well, 16:56 it takes 60 to 90 days to see movement. 16:58 Not first page movement. So, at 90 days, 17:01 if they're like, "Hey, bro." And I'm 17:02 like, "Yeah, look at you moved, right? 17:03 You went from page three to page two, 17:05 you're almost there. Just keep going. 17:07 Keep going." Right? And you don't really 17:09 run into that. We are selling a product 17:10 that works very, very well. That's kind 17:13 of the biggest things is don't give a 17:14 metric that they can hold against you. 17:16 and imagine what happens. Let them come 17:17 up with in their own head and talk about 17:19 like be vague about it a little bit, 17:21 right? And trust the program cuz the 17:23 program does work. 17:24 >> No, that's good stuff. I think that I 17:27 really struggle with that cuz I like 17:29 everything to be black and white. If 17:30 anybody reads $100 million offers, 17:32 obviously there's so much great stuff in 17:33 there. I feel like it's programmed all 17:34 of us, like, oh, we've got to do this 17:36 guarantee and this that and the other 17:38 and all this sort of stuff, but I was on 17:40 a sales call with somebody yesterday and 17:41 they were trying to sell me on something 17:43 and they said, I'm not going to 17:44 guarantee you anything. I can't even 17:45 guarantee you're going to wake up 17:46 tomorrow. And I was like, it's true. 17:47 It's a good point. But I think that like 17:49 when we were launching websites and SEO 17:51 and like, you know, and this kind of 17:53 upsells that we're doing for Review 17:54 Harvest, I really wanted to have a 17:56 service that I was like, this is going 17:57 to provide like incredible results for 17:59 everybody. Like it's actually pretty 18:00 easy to get great results for 90% of 18:02 businesses. a great Google business 18:04 profile that's optimized where you're 18:05 using something like merchant getting 18:07 them consistently a bunch of reviews 18:08 doing that review reactivation where you 18:10 reach out to the customers get them a 18:11 bunch of reviews up front and then 18:12 getting them like an awesome 10 15 20 18:14 page website that's actually indexed 18:16 actually set up to rank on Google with 18:17 everything optimized on page for 90% of 18:20 businesses that's going to create a 18:21 decent amount of movement in three 18:22 months right and I just struggle with 18:24 that last 10% I was actually talking to 18:25 Matt Deno a lot of y'all might know him 18:27 with HL Pro Tools I was talking to him 18:29 at last high level event I went to and 18:30 just kind of how I was struggling with 18:31 this and he was like dude you just got 18:33 figure out like what does good look like 18:34 for you. What is the expectation of 18:36 like, hey, if we do all these things and 18:37 it doesn't work for this client, it's 18:38 okay for them to leave. It's okay if 18:40 that happens. But I like how you're 18:41 coming from the approach of like, hey, 18:43 I'm going to give you movement and it 18:44 takes time. And I think a lot of that 18:45 also has to do with price point, right? 18:47 When you're selling somebody $3,000 a 18:49 month SEO services, 3 months in, if 18:51 you've just barely moved and they spent 18:53 nine grand on it, they might be a little 18:55 frustrated. But let's talk about your 18:56 price points. Typically, where are you 18:58 selling these services for? It was 500 19:00 to,500, but I just did one for $1,596. 19:03 So, I guess 500 to,600. So, that's 19:05 changed a little bit. Yeah, I sell, you 19:07 know, here's my thing, and this is 19:08 something that we've tested. I've been 19:10 in sales for so long. Anything under 500 19:12 for this product, you don't want that 19:13 customer. If they can't afford 500, it's 19:15 not a customer you want. Also affects 19:17 your turn. Your 199, your 299, your 399 19:20 clients are going to be bugging you 19:22 every month. How come I'm not ranking? 19:23 How come I'm not getting phone calls? 19:24 How come this isn't happening? How come 19:25 that's not happening? The ones that can 19:27 afford $500 a month just go, "Okay, I'm 19:29 paying for my marketing. That stuff's 19:31 taken care of." Like you said last time, 19:33 too, I checked off a box. My GBP is 19:35 being taken care of. They never look at 19:36 it and it's done. So, those are the 19:38 clients you want. Yeah, you're right. If 19:40 you start getting into the two, three, 19:42 four grand. They're going to pay 19:43 attention to that money. I did a roofer 19:44 who's roofing in three states. They're 19:47 doing like 30 roofs a month. Of course, 19:48 I'm going to charge them more than $500. 19:50 I mean, think about it. They're doing 30 19:51 roofs a month, dude. and one roof is 19:54 going to cover my entire fee for a year. 19:56 So that's a big part of turn two 19:58 charging that. Now I do something that 20:00 most people don't do and I don't 20:01 recommend for new people come up with 20:02 set pricing. I make up pricing on the 20:05 fly. And that's one of the way I close 20:06 is like like you're ABC plumbing, right? 20:08 And let's say you happen to tell me that 20:10 you've got 10 employees, you know, I'm 20:12 going to assume if you got 10 employees, 20:13 you've got decent amount of income. So 20:15 I'm going to hit you at a grand, not a 20:16 500. If you're a plumber and you've got 20:18 two employees, I'm going to hit you at 20:19 500. Sometimes I'll hit you at 700, but 20:21 just random. I mean, I have really 20:24 random numbers and prices. I say this 20:26 too all the time is if you pitch and 20:28 then you say, "Can I Visa or 20:29 Mastercard?" and they just go, "Visa, 20:31 you sold it for too little." I hate that 20:33 feeling. If they don't give you one 20:35 objection, you price too little and it 20:37 was too low. And now forever, every time 20:39 you charge that card, every month you 20:41 have to sit there and go, "I bet I could 20:43 have got two more dollars to do $200 20:44 more dollars out of that guy." So my 20:47 perfect client is pitch one or two 20:49 objections. That's your perfect client. 20:51 That's you hit that money spot perfect. 20:53 I arrange it a lot. 20:54 >> Do you try to vary up what you're 20:56 providing at all in the pricing to 20:58 adjust accordingly or is it just like 21:00 hey bigger businesses you're going to 21:02 charge a little bit more too? 21:03 >> No, I mean the only variation that we 21:05 have is do you have something that does 21:07 reviews and do you have a better website 21:08 than I can give you? And by what website 21:10 I can give you, we're not a design 21:12 company. We use oneclick websites and 21:13 that's what you get. And going back to 21:15 what you said earlier, it's the same 21:16 thing. We build websites just the way 21:18 Google wants to see them. That's it. I 21:20 don't know. The only variation, those 21:22 are the three things we do. I have added 21:24 on some like Facebook ads and and Google 21:26 ads for like very very just a couple 21:28 clients, people that I'm close with. And 21:30 I tell them straight up, listen, we can 21:32 put a lot of money into this and you 21:33 might not get anything. Facebook and 21:35 Google ads are your biggest turning 21:37 clients. And so I'll just tell them 21:38 straight up and I'm very selective on 21:40 who I allow to. But yeah, that's it. 21:42 Reviews is the only thing that I don't 21:43 have anybody that's only doing reviews 21:45 because you can't really charge $500 21:46 just for reviews. Well, what about from 21:48 a you know standpoint of your team and 21:52 how do you run like operations and 21:54 stuff? What does your process look like 21:55 when you somebody you say Visa or 21:57 Mastercard and they say do you take AMX? 21:59 What are the next steps from there? 22:00 >> So my team is me and my VA. That's what 22:03 I love about this business. It's two of 22:04 us because there's not much to do. We 22:06 just built an onboarding software. It's 22:08 very specific to what we do, but all it 22:11 is now is I just fill out a form with 22:13 all the information that we sold to the 22:14 customer's information. It loads all of 22:16 her tasks into ClickUp. She creates a 22:18 one-click website if she needs to. She 22:20 loads them into merchant which is their 22:21 template is like literally 2 and 1/2 22:23 minutes. We do a slow onboard where we 22:26 take merchant and you know how like you 22:28 connect you give them their image link 22:29 and then you connect their Facebook and 22:31 okay so we send out the image link in 22:33 day one. Then day two we send out 22:35 Instagram and Facebook link then day 22:37 three we send out the YouTube link. So 22:39 all in all it's like 10 minutes of work 22:41 but it's split over three days. So your 22:42 client goes, "Holy crap, they've been 22:44 working so hard for three days to 22:45 onboard me." And that, by the way, also 22:48 helps your churn. That's another big 22:50 problem when people go, "I got this 22:51 little product. I'll sell it to you for 22:53 500 bucks and I'll get you on board and 22:55 we'll start right now. You'll get 22:57 results tomorrow." That product is not 22:58 worth $500. That product's worth 100 23:00 bucks. My product that takes me three 23:02 days to build, which it doesn't, but 23:05 it's reception is now, oh my god, like 23:07 he said he waved $1,000 setup fee. I can 23:10 now see why they charge a $1,000 setup 23:12 fee because they did three days of 23:13 onboarding. So, another thing to help 23:15 turn 23:15 >> Yeah. No, we send out our whole entire 23:17 onboarding email with all that stuff 23:18 right away. So, I'm taking notes over 23:20 here. Cool. Well, and so your VA manages 23:22 all the stuff there. What about, you 23:24 know, client communication and stuff? Do 23:25 you have consistent times where you talk 23:27 to your clients or anything like that or 23:28 are you pretty much just dealing with as 23:30 stuff comes in or what's your support 23:31 look like? 23:32 >> So, as most people know, I ran my entire 23:35 agency off my cell phone because I am 23:37 traveling Europe. I just built my agency 23:38 off my cell phone. So my support is 23:40 usually text messages, phone calls every 23:42 now and again. Very, very little hours 23:44 in, you know, I don't know, five, seven 23:46 hours a week. That's that's my 23:48 fulfillment is five. Takes about 5 to 23:49 seven hours a week to run this agency. 23:51 That's it. And most of that 5 to seven 23:53 is those old clients that are custom CRM 23:56 and stuff. If you're getting people 23:57 reviews, they're not going to call you 23:59 cuz you're getting them reviews. If 24:00 you're getting them reviews and they're 24:01 getting phone calls from Google now 24:03 because they never tracked it before 24:04 anyway. Now they're like, "Oh, where'd 24:06 you hear from me, Google? Oh, Ball's 24:07 doing such a good job. What do they have 24:08 to call you for? The only communication 24:10 we have now is, "Hey, your credit card 24:11 expired or payment failed," which comes 24:13 in a text message now or, "Dude, you're 24:15 not sending us enough images. Please 24:17 just email them to us or text them to us 24:19 and we'll upload it for you." But it all 24:20 runs off my cell phone. 24:21 >> Now, there's so many people that want 24:22 that laptop lifestyle, but you got the 24:24 next level. You got the phone agency 24:26 going over there and you are traveling 24:28 the world. And so, talk a little bit 24:30 about that. There's so many people that 24:31 dream of traveling and making money 24:33 online, all that sort of stuff. What is 24:35 that actually like now that it's come to 24:37 fruition for you? 24:38 >> I wouldn't give it up for anything, 24:39 dude. My daughter turns three in 3 days. 24:42 So, we're in August. I don't know when 24:43 this will come out, but my daughter 24:44 turns three. She just hit her 15th 24:46 country. She's been in more countries 24:48 than like 90% of the population. And I 24:51 know she's not going to remember. She's 24:52 younger, but we will. And we actually 24:54 set up a Facebook for her that no 24:56 friends. And we just tag her in post. 24:57 So, when she's old enough, when she's 24:59 13, we're going to give her this 25:00 Facebook that has all these pictures and 25:02 everything we've done. But I run my 25:04 entire agency from my cell phone. I find 25:06 products that are like very easy to 25:08 sell, super easy to onboard, even easier 25:10 to fulfill. We just chill. And so we 25:12 home base out of Hungary. We got here 25:14 last uh June of 2025 and just to give my 25:17 daughter a constant. So we're here for 25:19 like one or two weeks, then we hit 25:20 another country for a week, then we come 25:21 back for one or two weeks. We went back 25:23 to the US to visit for a month. Uh we 25:25 just got back from Ireland. We were 25:27 there for 5 days. So I mean I I don't 25:29 even know how to explain it. talking 25:30 about or hearing about it like and and 25:32 thinking about it when we talk let's do 25:34 this but then when you actually do it 25:35 it's the new American dream used to be 25:37 move to America buy a house now it's 25:39 start a business in America make 25:41 American money and travel the world and 25:43 dude I'm living that dream it's amazing 25:45 >> kind of speak to what he's talking about 25:46 I connected Balin with Katon Walker 25:49 they're going to do some content 25:50 together whatever and I was like I 25:51 hopped on the call said hey do y'all 25:53 have that scheduled when are y'all going 25:54 to do it he's like oh yeah actually he 25:55 was in Ireland so I just flew to Ireland 25:57 and we did the podcast there and we 25:58 stayed there for a week we actually 25:59 hadn't been yet. So, got to see Ireland 26:02 was like, bro, never even been across 26:04 the pond, as they say. So, your 26:06 daughter's been to like five times as 26:07 many countries as I've been to. 26:09 >> For those that know, a lot of people 26:11 know this. I I'm a grandpa, too. So, I 26:13 have older kids, and a lot of people 26:15 will tell you, "Hey, your kids grow up 26:16 super fast. Time flies. Like, you're 26:18 going to miss out, right?" And so, as 26:19 you're raising your kid, you don't 26:21 really understand it. I fully understand 26:23 it because I have kids that are older. 26:25 So, now I'm like, "Slow it down. Take as 26:27 much time as possible. everything else 26:29 can wait. And so why not build a 26:31 business where you don't have to do a 26:33 lot. I can literally fulfill from the 26:36 beach and I do all the time. You know, 26:40 >> dude, that's crazy. Half the people in 26:41 the comment section and watching this 26:43 right now are going to be like, "Oh my 26:44 gosh, this is so inspiring. I want it." 26:46 And the other half are going to be like, 26:47 "This guy sucks." But we're making it 26:50 for the ones that are inspired. If 26:52 you're want to put the work in because I 26:54 mean, you could probably speak to it 26:55 like it's not like this from day one. 26:57 What was the beginning of the journey? 26:58 It's It's a little bit more You've been 27:00 doing it for a while now, but what is 27:01 like There's more sweat equity in the 27:03 beginning. 27:03 >> Yeah. No, I mean, listen, I've been on 27:05 the phones for over 15 years. I've been 27:07 in sales since I was 18. I'm 42 now. So, 27:09 if you guys want to do the math, more 27:11 stuff for the haters. 42 now. So, yeah. 27:14 24 years in sales. Um, when I started 27:16 this agency a little over two years ago, 27:18 I I had a wife, a kid, a mortgage, a 27:21 truck payment, insurance, and I left my 27:24 other agency because my business partner 27:26 was an alcoholic. He was stealing from 27:27 clients. I just was not about to get 27:29 into legal trouble. So, I walked away 27:31 from everything. It was locked myself in 27:33 a room constantly. I didn't see my wife. 27:35 I didn't see the kid. I, you know, 27:38 nothing, my grandson, nothing. I just 27:40 dialed and I had no choice. So, yeah, it 27:43 wasn't hard. you just sit down and do 27:45 it. But it's not easy. It's not like, 27:47 oh, okay, I went from 0 to 20k just 27:49 chilling. But yeah, I was focused. I got 27:51 on the phones, I dialed, I dialed. I 27:52 never stopped dialing. I didn't do 27:54 fulfillment in the dialing times. So, I 27:56 chase time zones. 7:00 a.m. to 10:00 27:58 a.m. is the best time to call people. 28:00 And so, I'll call Eastern, Central, 28:02 Mountain, Pacific time. And that gives 28:04 you 6 hours of dialing. And if somebody 28:06 called me, I ignored it. Text me, I 28:09 ignored it. Fulfillment, I ignored it. 28:10 It was calling for 6 hours. and then I 28:12 would figure figure out fulfilling the 28:14 product or whatever. It was not 28:16 glamorous. I wouldn't give it up for 28:18 anything to live this lifestyle because 28:21 of that. 28:22 >> It's simple, not easy. It is very 28:24 painful a lot of times going through 28:26 that process in the beginning. But on 28:27 the other side, it feels really good. I 28:29 remember the first time we talked, I 28:30 think you were still kind of in the 28:31 dialing phase and you would like DM me 28:32 on school be like, "Hey, did you figure 28:33 out your ads, Clay?" I'm still dialing 28:35 over here. I'm still dialing. But 28:38 obviously you done super well since 28:40 then. But I know you've also had some 28:41 other lead magnets and some other things 28:43 that you've done to get clients even 28:44 without the cold calling side of things. 28:46 So, do you want to share any of those 28:48 strategies that are also helpful for 28:49 somebody that is too much of a pansy to 28:51 cold call right now? 28:52 >> I've done a few of them, right? So, I've 28:54 done the cold SMS outreach, figured that 28:56 out, how to make it work really well. 28:58 Couple nuances like, you know, like what 29:01 kind of names to use and stuff when 29:02 you're texting. But the big one I use 29:04 and that works really well for 29:06 especially people in my community that 29:07 are using it a lot, this is one that is 29:09 Facebook. Facebook groups. And so what 29:11 we do is basically I use oneclick 29:13 websites to build our website. So we 29:15 just go into Facebook groups. You find 29:16 the right type of group and you just 29:18 say, "Hey, I want to build a free 29:19 website for two businesses. That's it. 29:21 You make that comment, you're going to 29:22 get flooded with people wanting to make 29:24 them. You click a few buttons to make 29:25 them websites. And the coolest part 29:28 about one-click websites is they give 29:29 you a website on a temp domain. So you 29:31 just send them the temp domain. And I 29:32 just go, "Hey, here's your website. It 29:34 expires in seven days. Let me know what 29:36 you want to do." And literally people 29:37 are like, "Well, wait a minute. What do 29:38 you mean it expires in 7 days? And they 29:39 get this cloudways.112yf.com 29:44 like long thing and they're like, "Hold 29:45 on. This thing is super awesome. I 29:47 thought it was going to be for a 29:48 free website. How do I keep it?" Oh, 29:50 well, you need to host it. Well, how do 29:51 I host it? Surprise. We do hosting. And 29:54 so with sales, all you need is to start 29:56 a conversation. And that's what this 29:58 does. It starts a conversation. People 30:00 use it. They sell the crap out of it. 30:02 And then we upsell. That's my next video 30:03 that comes out. Well, as of today, it'll 30:06 be out tomorrow, but probably a couple 30:08 weeks ago, it came out at when you guys 30:10 are watching this is I I literally have 30:12 a customer who doesn't even know my 30:14 phone number. They're a $499 client. I 30:17 was testing this lead magnet. We've 30:18 never spoken on the phone. He has no 30:20 idea. He doesn't even know my I mean, 30:21 other than the receipt he gets, Vortex 30:23 Local, which I'm sure he doesn't even 30:24 look at. Anytime he needs changes, he 30:26 just DMs me on Facebook. That's it. He 30:28 has no idea. So, and then he's been a 30:30 client for eight months now. I watched 30:32 your video and I tested I just went and 30:33 posted in a Facebook group, hey, 30:34 building two websites and I did. I got 30:36 comments and DMs and all stuff. I was 30:38 like, okay, yeah. So, this does start 30:40 conversations. So, I can attest that 30:42 that working. Well, Bin, this has been 30:43 awesome. I appreciate you hopping on. 30:45 Balin has something in the works that's 30:47 going to help us sales. So, I'm going to 30:48 link his school community and his 30:50 YouTube channel down below. Probably be 30:52 collabed on this video. Definitely check 30:54 out his stuff. Subscribe. Stay posted on 30:56 what he's got coming out here to help 30:57 everybody out with sales. Because I 30:59 think the really cool thing about Balin 31:00 is he was been in my community, started 31:02 his own community, all this sort of 31:03 stuff. And a lot of people that have 31:04 struggled with sales and I guess I just 31:06 wasn't good enough to support them in 31:08 that moment or they don't like the way I 31:09 sell or anything like that have gone to 31:11 Ballins community and been able to learn 31:13 and get on the phones and all that sort 31:14 of stuff. And as I've always said, 31:16 didn't cold call 100 people a day. That 31:18 just wasn't my style. It's not what I 31:19 did. But it is obviously one of the 31:21 quickest ways to grow. It's pretty much 31:23 free and uh it obviously works. And so 31:25 he's been able to support a lot of 31:27 people that have joined, you know, my 31:28 community or other people's communities 31:29 and actually kind of get those sales 31:31 coming in. So if you're struggling with 31:33 that, check out his channel. Check out 31:34 his school. Anywhere else for people to 31:36 find you or get connected with you. 31:38 >> Facebook, we can throw that down. I got 31:39 to, you know, we can do Facebook, but 31:41 other than that, it's just my school 31:42 community. Dude, I'm 42, man. I don't 31:44 even know how Instagram works. My kids 31:46 are like, "Dad, you know, we only have 31:48 Facebook just to communicate with you. 31:50 Like, you know, that's all the old 31:52 people, so there's not much else." Yeah, 31:55 community or hit me up on Facebook. I 31:56 got my YouTube channel if you guys want 31:58 to watch some videos about how we're 32:00 doing things. 32:00 >> We'll collab with it so you can check it 32:02 out. It'll be linked below. But yeah, if 32:04 it wasn't for Facebook groups and 32:05 Facebook Marketplace, I probably 32:06 wouldn't have Facebook. So, but yeah, 32:08 guys, I appreciate y'all hopping on. If 32:10 y'all enjoyed this video, YouTube thinks 32:11 you'll like the next one right here. Go 32:13 check out Bon's channel. Peace. 32:15 >> Hey, see you guys. Thank you.