How to Get More Leads Without Ads, Cold Calls, or Burnout

our two-day workshop. We used to do these three days, but now we've concised these down so we can get through a lot of content super fast. So, welcome in. I see people trickling in here. I decided to go live a few minutes ahead. Um, if you are just new in our community, uh, let me tell you, virtual events is a big part of our business in general. I get the privilege of running that division, but at the end of the day, um, we have thousands of people that come in, they watch replays, and our goal is to elevate the core marketing skills of the marketers and agency owners that are here. And we do that through education. So, as you are jumping in, I would love to know where you are in your journey of digital marketing. Maybe you're a small business owner who's savvy with marketing as well. And we see a ton of you that have joined a lot of our master classes, challenges, uh workshops, and uh inerson events as well. Those are a blast. And today, you know, if you haven't had the chance, uh to join any of our sessions before, this is a special one. This is what we call our two-day workshop. It's our monthly big I don't know if I want to call it a big, you know, push super promo kind of a feel. We don't even use those terms anymore, but this is a really important workshop that we do in the kind of the middle of the month to kind of bring everybody in. We had thousands of people register uh for this event. Um and Adam Heheart is someone that I deeply deeply respect. I've got the chance to know his story I want to say a couple years ago now. Uh he is one of our strong strong partners on the affiliate side. He's a digital agency marketing business owner himself. So, he's actively serving clients. Um, he took a few few weeks off with some personal things that was happening. Uh, but he's all in a better place now. And he's based out of uh uh West Coast in Canada, Vancouver Island, which I just learned it's a little further different. You got to take the ferry over to the island. But Adam is someone who's been working with thousands of entrepreneurs over the years. Uh we've done workshops in the past and every single time we do one of these um we do really well with it from the standpoint of people are loving it. They are able to take a lot of things that they learn and apply to their business. So today as we dive into this workshop um couple of things that I will kind of recommend is you're not going to go click by click but we are going to go inapp and teach and build as we go and you're going to learn a lot of different things from that. In addition to that, you're going to have replays in our YouTube channel. In case if you haven't had a chance to go to our YouTube channel, make sure you click the subscribe button. We have every single day we have an event that's happening. In addition to that, I'm going to ask uh for engagement. So, I I would love for you to comment and as you comment, we read that live in our systems and we can see what kind of interaction is happening. So, Adam and I will go through that. Uh, but anyways, enough about High Level and me. Adam, thanks for saying yes to us, man. Ah, Pollson, it's my my pleasure. It's uh I'm stoked to be here. Yeah, I mean, it's been um we've been doing this now for a few years. And yeah, you're right. Last year, I took uh had a few weeks off. I took a surfboard to the face and um and ended up going through going through the eye a bit. Luckily, no permanent damage, so we're back in uh we're back in full fighting force. And um thanks to Automations and Systems, bit of a bit of a foreshadow. uh the business kept running and uh and everything was good and so yeah, we're uh we're here now ready to to rock and roll. I I love it. How many of you I'm kind of seeing some comments here already, Adam. So, I'm going to call out some uh folks that are sitting in front of the classroom if that's the right way. Uh Michael Marquez. Hey, Michael. He's checking in from Reno, Nevada. Awesome. I know it's early over there, so thank you. We've got Jack from uh Minneapolis. We've got Bennett from Arizona. We've got Chris from Chicago. Oh man, that was a tough game yesterday. My hearts are with you as a fellow Texan is also mourning. We've got uh some folks from Oregon. Let's see. Uh we've got LA in the house. Tampa, Florida, BMA USA. I don't know where BMA is. Uh but maybe Boston, Massachusetts. We've got some folks in Austin. Uh, let's see. Illinois, San Antonio, we got some folks international already. Nigeria in the house. Uh, Tennessee, uh, let's see, uh, South Carolina. There's a ton of people in here. So, I would love um if you interact with us as we go through it, uh, our the design of the format and the way we do these workshops is very interactive. So, based on what you ask is how we kind of curate our content and things like that. Um, Adam, let's dive right in. Um, why should we I know who you are, but for the folks that don't know you, why why should they listen to you? What you got here today? Like what what makes you the credible source on this matter? That's a valid That's a valid question. There's a lot of stuff out there, right? So, so why me? I think um I think the big thing is is just that I've sort of lived and loved this uh from the moment I started. So, I started digital marketing well over a decade ago now. And uh and it was by fluke. It was sort of I left a nineto-five job that I didn't want to be in and had nothing to go to. And it was my wife who's like, "You should do marketing." And I didn't even know what it was. Um, so I got some books and I started reading about it and I started learning. I was like, "Man, this is really really interesting. So you're telling me it's like I can work from a laptop and I can make money with words from home." I was like, "This this does not sound like a real thing." But the more that I dug into it, the more I realized it was um a real thing and I got hooked like right away. And it's been that way for 13 14 years now of just like everyday living and love it. So yeah, built a number of different uh seven figureure agencies and have done coaching and courses and affiliate and and everything under sort of the marketing sun uh to come to the point that I think where I'm at right now, which is looking at the most effective and efficient ways to get clients um and then to use that for agencies, for small business owners, for anybody that wants more clients, which as we all know that that is the lifeblood of the business. So, if you're able to go out there and have the systems and have the automations and have the process to get more clients and kind of write your own ticket and uh and that's what I found personally and um and now I'm fortunate enough I get to share that all and I get to see students and clients and other people get the same sort of um same sort of reward. So, yeah, I'm I'm pumped. Yeah, man. So, 10 years in the making, overnight success. That's it. That's all it took. Just a decade plus of hard work and sacrifice and doing everything wrong. Uh but yeah, it's it's very much it was the case and I think again it's sort of it's interesting and we'll talk about this more as we go along like everything that we build here and everything that we do it compounds. So it's it's very much this like exponential curve of you put in the right pieces and you build them and it feels like this for longer than you think it should and then all of a sudden it just it goes like that and nobody knows when it will or or what happens and it's a thing of all sorts of different market forces coming together but like inevitably if you don't quit it spikes and when it spikes like Paulson you know just as well as anybody like it's it's life-changing in a way that like we we can't even talk about some of the numbers because they don't seem realistic or um so we just sort of say, "Yeah, it's it's really good." And all of that, but like Yeah, it's it's truly life-changing. Yeah. And uh Adam is not someone who throws numbers out there, but I can tell you he's done massive numbers, millions of dollars, multiple seven figures, and also helped others do those multiple seven figures. What I love about Adam is also he's very like this clean, polished guy who's like professional and very simple in how he articulates and educates. I love his style. So if you are ready to buckle in man I mean let's get started. What do you have for today? What's the agenda of this workshop? We got stuff. So let me let me see if I can figure out we're on reream now. This new software. This we've changed we've changed things. As soon as I figure out the old software we're like we're on new ones now. So I'm going to figure out how to share my screen. So if you click on share at the bottom of your screen it'll prompt me to allow your sharing to be streamed. Perfect. So just Yeah. Uh and I'll kind of get out the way here. Um, yeah, let me do what's the best way to do this. I think I might have to do it bit by bit. We'll do Chrome tab because we're going to hop into the software obviously later. Um, but right now we'll start with this. And I can't see me, but I assume that you can see me and I'm still there. You can see slides. Yeah, if you want to full screen that. So, at the top right, uh, go to that dropdown and say full screen. Perfect. Presenter view slideshow. Yeah, there you go. Yeah, you should be able to see us. you yourself as well now. Okay, I think I can I think I'll just click back and forth a bunch and we'll we'll make it work because I'm on all kinds of different tabs. So, what are we talking about? Uh, we're talking about something that I call the client machine, also known as the client engine, also known as a kinds of all kinds of other marketing acronyms and terms and that, but really what I've learned and Paulson, I appreciate you saying that I simplify things because that for me is my sort of main objective with all of this. Um there's this I don't know I'll butcher the quote but like the Einstein quote is like he who can't explain it simply doesn't understand it. That's been my understanding of marketing uh for the past decade plus is that there's a lot of there's a lot of incredibly good talented smart marketers especially in our community like this there's amazing people but there's also some people I'll say outside of the community that are um they make a lot of money by over complicating things and by sort of pretending that they have this secret secret sauce secret magic formula to things and and it's only available through them and uh and the more that I've learned and the more that I've tried to learn all those things I've realized that really does come down to these simple concepts concepts uh executed consistently and um and the more that we're able to sort of simplify it and actually adopt it because at the end of the day it's the actions that we take that get the results. It's not just sort of the the knowledge in the theory. Well, the better that we're able to simplify it and be like look I'm just going to do this one thing and then this other thing like that's where all of the results come. So that's the point here is that what we want to do is we want to find a system that we can use internally so that we can market ourselves, our personal brands, our agencies, our businesses, and then we can turn around and we can share that exact same service with the clients that we seek to serve. So now instead of having to know, okay, well, how do I do B2B marketing for myself and for an agency, but then I've got to go learn all of these different strategies for clients and that, we can use the same things. So that's what this is all about. So, quick note, uh, like Pulson mentioned, we've been doing this for, um, Pollson and I even have worked on a few of these in the past and that I've listened to dozens of them. I wrote this I had this thought last night at like 3 in the morning and I was like, what's the real value here? I was like, yeah, you're going to learn a lot of stuff and we're going to go over slides and you're going to see notes and you're going to get all this. I was like, but the real value is the stuff that happens in between the slides and it's the conversation and it's the things that I either didn't think to write in the slides or wasn't intending to share. Um, but there are things that like Paulson's gonna ask a question or I'm gonna ask him a question and we're going to go back and forth a bit and we're gonna have these ideas and you're going to get to see how we think, which to me is the most valuable thing because like we can give you all of this content and all this information, but it's the stuff that we talk about in between and the way that we reference it and and the wording that we use and sort of the energy that we have toward like that's where the real value is. So, I'm going to just encourage you to sort of like look for the nuance in between all this stuff. So, why are we even talking about this now? No secret. AI's changed everything. Most businesses still asleep. Uh the way that I look at we've got this like 12 to 24month window. I could be off by a few months, give or take, but we're pretty close. Essentially, the early movers here are going to win. We're also able to now systemize and streamline everything to the point that we can offer these services that we used to have to charge countless thousands of dollars for and deliver that for a fraction of the price. which means that we now have options in regards to how we package our services, how we deliver them, the kind of clients that we work with. We can open up our target markets a little bit more. Um, anybody that's followed me for any length of time knows I'm a big fan of like niching down and being very specific. My view on that hasn't changed per se, but it's broadened a little bit uh because we now have more services that we can reach without exhausting ourselves in the process. The three freedoms. All right, the real quick cliche internet marketing thing. This is really what it's all about. Um, we've got to find this way that our marketing systems are able to deliver us these three things. We need the time freedom. Work when you want. Take a Tuesday off. No one ask. For example, Paul and I were talking before we hit um record here. I'm heading out of town tomorrow. We're going to the the further west coast to surfing beach. Not surfing. As Dorne said, if you get a surfboard to the face, you're doing it wrong. Very much so. It's also like [laughter] water right now. Uh but but it's that ability to go like we're going to go midweek and we're we've got the kids out and just gonna go have um have a blast. Location freedom, same thing. I'll bring my laptop. There's Wi-Fi. Punch some things in. Financial freedom. The thing that I like about this is no cap on income. So I if you're like me and and I know you're we're we're somewhat alike here because you're at a marketing type of uh presentation here. You don't mind working hard. What you want to see is that you want to see that your effort is rewarded in direct proportion to the effort that you're putting in. And when you're looking at businesses and models and and marketing frameworks like this, that's the case. So, there's no middleman. There's no one to sort of get in the way or assign value to you. Uh you get to decide like, am I going to work a little bit harder? Am I going to do this? Am I going to hit this income level? Uh we know lots of people that work very little and that's all that they want. We know other people that work a ton because they want to keep going for the bigger and better things. You get to decide and it's a really powerful position to be able to sort of write your own ticket and say, "All right, I'm going to do a bit more today or a bit less or whatever you want to do." All right. So, the business model for anybody that's cold to all of this, we offer simple marketing systems to business owners to help them solve their biggest problem, which is getting more customers. In fact, in fact, our previous conversations, we we probably talked about this before where um I had that golf green picture and essentially the closer your services are to the whole, the more money you charge. Well, the whole is customers. So, when you're offering services like content marketing or um other things that are that are somewhat valuable but not directly relatable to revenue, you cannot charge as much. The money is customer acquisition. always has been, probably always will be. The closer that you are able to align your services to someone making more money, the more money you will make. Full stop. So that is it. That is it. That's what we have to focus on. Everything else is just a a means to an end. We do this using AI and automation. And we do this for two reasons. First of all, so they can work less but earn more. And second, so you can get consistent, repeatable results. If you're going in there and constantly having to reinvent the wheel and what you're doing and how you're designing things, your results are going to be inconsistent. and it's just exhausting. We charge a setup fee and monthly retainer. This is probably my favorite way to do things. We have an option, we can talk about this as well, of waving a setup fee or adjusting it here and there, but that monthly retainer, that's that's the secret. That's how you get this consistent, predictable, reliable income. And we use the same system we get our clients that we sell. So, that's what we're talking about. Absolutely. So, as as Adam kind of starts going into the deep side of building a business around this, one thing I'll tell all of you is um I was an agency owner myself as well, right? Before High Leo, I had my own agencies. We built uh two agencies and then a white label agency that was part of the marketplace and things like that. And I can tell you firsthand, this is a very difficult business. It's hard to make money if you don't know what you're doing. If you don't know the sales side of things. There's a hard way to build an agency and an a little bit more efficient way of building an agency. All that to tell you that the last thing I want you to get an impression of is tomorrow you're going to go make a bunch of money from a disclaimer standpoint. Everything we're sharing is for inspiration. I mean, you have two agency owners in front of you that are sharing from their personal experience. So, you take it with a grain of salt. I've built the niched agencies in the past and now I'm a big advocate of the traditional agency model, but still having a niched focus on a one offer, one system, one fulfillment kind of a feel. It doesn't have to be necessarily all dentists, but you do need to have some sort of a homogeneous system in the back that rinse and repeats, right? Adam also, he's had multiple agencies help thousands of people do similar things and I can tell you the retainer stuff is not easy. There's a big difference between retainers and subscriptions and one-off uh offers there. It's a different business model alto together, right? So, buckle up. I just wanted to tell you, you know, out the gate, full transparency, this is not an, in other words, we've all pissed off our wives investing into all kinds of stuff, building businesses that didn't make sense until we figured out a couple of things. Adam, back to you, man. Yeah, get on my soap box. It's been It's been a journey. It's important. [laughter] I think it it echoes back to sort of what I talked about before with this compounding chain, right? Is um what what people often gloss over is this part, the flat part where uh where we look at this part, this exponential rise, but like you said, a 10ear plus overnight success. Very much it. So, in the early days, again, I think there's smarter ways. So, and again, everything that Paulson and I share is obviously only from our own experience. Um but in the early days, I worked seven days a week, 14 hours a day, and I did it for years. And um and if I could go back, I would have done things differently because I could have been smarter and more strategic and have done the right things. But yeah, it was definitely not um easy. Was it worth it? Yeah, 100%. There's no way I' I'd change it. Um and I definitely could have done it smarter, which I think is what leads us here. Let's let's find a better way to do this. So, most agency owners stuck two or three clients can't figure out how to scale. Good months, bad months, up and down, uncertain what niche, what offer, what to charge, and trying to solve two problems at once. Problem number one, how do I get clients? And problem number two, what do I deliver to them? And this split is what keeps most agencies stuck. This kind of waffling back and forth of go get a bunch of clients, then try to figure out how to deliver service, then oh man, I need a bunch of clients and go back to that, then try and get back to, okay, now trying to get them results, then back and forth, and it's uh it's a disaster. So, what if those weren't two separate problems? What if the system you used to get clients was the same one that you sold? So, this is what this is about. the client engine. Four parts. Four-p part system for getting clients and keeping them. Part one is attract. We're going to start conversations. So, I'm going to show you about uh originally I wasn't going to put this in. I was just going to show the system and I thought, "Oh, that would be such a disservice. We got to talk about how to generate traffic and leads and eyeballs. Uh, and I wanted to do it in a way that had the lowest barrier to entry possible because I'd love to be able to tell you about YouTube and how it's important and how everybody should be creating. But I appreciate every time I do that, every time. There's a massive hurdle that people don't want to climb over. It's uh it's too much work. It's too much money. I don't know how to do it. So, we're we're just going to take that off the table. We can talk about it later if questions come up. We're going to look at an easier way. Capture. How do we respond to the leads? Shocking, frightening statistics coming your way shortly. uh convert. How do we book and actually get clients to show up? And then multiply. How do we take the clients we have and turn one into two and two into 20? All right. This is how we're going to do it. Attract. We're talking about microtrigger posts. We're going to use comment to DM automation. Capture website upgrades. Speed to lead response. Convert voice AI and booking. No show prevention. And multiply reactivation as well as review automation. This is by far the most jargon-filled, nerdiest slide of the presentation. I promise you all of these will make sense by the time we go through them, but it is a lot all at once. Now, four questions that reveal exactly what you or your client needs depending on where you are in your journey. Where are your leads coming from right now? If you don't know that, we've got this lead generation gap that we're going to fix with attract. When a lead comes in, how fast do you respond? Well, this is the capture phase, and we're going to fix this with speed to lead. How many calls you missing after hours? This is predominantly for local service-based businesses, dentists, chiropractors, lawyers, things like that. Conversion gap. Let's talk about convert. And when's the last time you reached out to past customers, retention gap, multiply. I'm probably, it's funny, of all the ones that we talk about, there's a couple in here that are the biggest money makers. Um, and they're often the ones that get glossed over the most because they're not the sexiest ones. So, the sexy stuff, voice AI, all the kinds of content and things like that, the thing that's going to put the most money in your bank account, we're looking to multiply, reaching out to previous customers, talking all about that. I'll show you exactly how to do it, but like don't uh don't be uh what's that called? Don't be uh trailed away by the the overly shiny objects. So, you're you're talking in perspective for the agencies first. So, if you're here as a freelancer, a digital marketer, maybe you're a hund00 million corporate massive agency with a glass house in the middle of downtown. This all applies to you as the provider initially. We'll talk about what this looks like for the clients from a fulfillment standpoint as we go into it deeper tomorrow as well. But just wanted to clarify the perspective of what we're talking about is for you all as agency owners in that sales machine, that client machine is what we're clarifying here. Yeah. And I think to even to to take that even a step further, you could be a small business owner and build your own internal marketing agency. So all of these things you can do inhouse for yourself as well. Now, it's funny when we talk about this. Um, one of the the biggest concerns that agency owners have when they hear that, we're like, "Wait a second. You're teaching all the small businesses how to do this themselves. What? Now they're just going to go do it?" And just to to put that one to bed, oh, I couldn't even What would it be? It'd be like half of 1%, if not less, of small business owners want to do this themselves. Then I'm tied for it. That's it. They got to build their businesses. It just simply it simply does not make sense for them to be doing these things for themselves because this is not their world. Now, some of them will, but most of them will not. So, if you're the if you're a small business owner here and you want to do this yourself, you're my kind of people. That's amazing. Let's run with it. We'll show you how to do it. But, like, just know that you're an anomaly. This is not a normal thing. So, yes, there's plenty to go around. All right. Pay attention when you see this slide. We're going to see it a lot, but everything we build has two uses. Use it to grow your business. Sell it as your service. Same system, two revenue streams, one simple machine. Part one, attract. Start conversations with potential clients. Now, the goal, and again, you're going to hear me um I don't want to beat up too much on like content creation and social media management, but the goal here, again, think back to our golf course analogy of like you want to sell services closest to getting the ball in the hole. The goal is not followers, it's not likes, it's not views. Uh there's a quote that I can't even remember who said it um was you can't feed your kids with likes and uh and that's why we have to have conversations. Nothing else will lead to a client like a conversation especially high ticket. There's there's again we can send them to sales pages and things like that. But if you're selling anything for thousands of dollars or potentially lifetime higher lifetime value, we have to have conversations because that's what leads to clients. So that's the goal. This is why we're going to use something called a micro trigger post. We're going to talk about Facebook and Instagram because these are my favorite for most small businesses, but very very simple. We have two parts. Part one, the post and part two is the system. We'll go into detail on the post as well. We're going to talk about some kind of value content. So, example, this one here, we're using uh HVAC. So, most homeowners don't know this, but your AC filter should be changed every 30 to 60 days in summer, not every 90 days like the package says. A dirty filter makes your system work two times harder and can cut it lifespan in half. So, that's like the bulk of a post. very boring, very generic, but very on brand with like the kind of people that you're trying to attract. Then we have a line, comment filter, and I'll send you our free AC maintenance checklist. That's the money, by the way. Like, like if you're paying attention to nothing else, it's that final line. Comment filter and I'll send you our free AC maintenance check or comment this or comment that. I'll give you more examples. One post, one keyword, one automation. Once that happens, the system takes over. and we'll hop in in just a minute and build the system, but someone comments filter. Therefore, the automation triggers, it replies to the comment, it also sends them a DM, a direct message with a free resource, and now it adds a new lead in your CRM inside High Level automatically. All of this happens. Now, I don't think I put the stat on this, but like when I first launched this, we used it to generate 5,000 leads a day, organically from organic content. No paid, no ads, nothing like that. 5,000 leads a day, which for the record will break your system. So, it's not it's not my favorite. If I could go back, I probably would have changed it and had slightly more um selective criteria, but like that is what's possible with this kind of automation. Let me ask you a question real quick, Adam. Um you and I probably will agree that you don't have a real agency sales system unless inbound leads are coming in while you're sleeping. Yeah. Yeah. That's pretty much the base range of a foundation when it comes to sales, right? You have while you're sleeping, inbound leads should come in. How many of you I'm just going to do a quick survey here. Give me a one in the chat if you feel like inbound leads will come into your world of sales development of whatever, however you have set up. Give me a two in the chat if you're like, Paulson, I know I need to do that. I just haven't been able to like put a system in place like that, but I'm really interested in learning more about it. Give me a two if you don't have a sales system that's bringing in inbound leads, but you're excited for it. Give me a one in the chat if you already have something and you have, you know, conversations happening already. Okay, I've got Miles saying two, James saying one, um Jocelyn says two, Teresa says two, John Stokes says one. Okay, I would love to kind of get an idea. Someone says one but not enough. Yes, there's not enough always. Okay, I see more people uh answering here. So, this gives us a lot of people are saying too, Adam. They don't have like a predictable system. Yeah. Yeah. Well, I think what you said there, Paulson, is is so man, it's just so important and it's so it seems elusive. Um like how could you ever have people just coming to you quote unquote while you sleep like that? It does seem like the holy grail and it is the holy grail. Um, but it it's also it's it's right there. And the reason the way that we do it is we have to create inbound demand. So we have to have this like this lighthouse that that is signaling, hey, we're for you and then people can come and find us. So, the purpose of all of this kind of stuff is to attract the right kind of people into our um ecosystem and then we use systems and automations to nurture them and follow up and to make sure that they're guided in the right place and segment them and tag them and all all the nerdy marketing stuff later. Like, none of that matters if you don't have this inbound system. Now, you can just keep doing outreach and cold call and cold email and door knock and do all those things, but like you will reach a point and it doesn't take long. you'll reach a point of very diminishing returns slashexhaustion slash just giving up. Um where it's like most people I know that we set them up with like some kind of cold call schedule and they realize they have to make one to 200 cold calls a day. It does like a couple days they're like all right what's next? I'm I'm never doing that again. It's like all right well there's there's another way like we can find alternative paths here. Absolutely. And and it's also you can get into the cycle of feast and famine even if you landed a couple of clients right now. you got to do fulfillment and then you still have to maintain the same same veloc sales velocity which is hard to do now you're swimming in two boats at the same time and it's just hard to break that cycle right very much so yeah all of that so what is the microtrigger post this is is this like a value post like what do you what do you mean by this yes so the microtrigger post and we've got some good examples here that I'll show you in just a second actually let's let me let me push through because I think the next one oh we'll go through a couple more you Okay, I'll break it down real quick and we'll go into the actual details. The micro trigger post is made up of essentially two parts. A micro post which is the actual value content and then the trigger which kicks off the automation. So I've got a few examples from my own stuff and I've got a few examples for other industries to to look at as well so we can see it. But it is the point here is that this can be done in like five minutes. These are not um like 24-hour long YouTube production videos. These are short, poignant, to the uh to the point posts. So, the system in psychology essentially, let's we'll get logically nerdy here for a second. We're relying on a couple things. One of which is in marketing, our job is to play with friction. So, we decrease friction when we want more leads and more traffic and more attention, more eyeballs. Then, we increase friction when we want less but more qualified. So, all we're doing is playing around with friction. When we first get started, we want the slipperiest funnel possible. No friction. Everybody comes in. We'll filter them later. We'll figure out if this works or it doesn't, but we just need some kind of of win. And the beauty of this is that this is using uh it's called commitment and consistency bias. We're making micro commitments. Someone's clicking, someone's commenting, they're taking action. And as anybody knows, like action is the name of the game. if we can get someone to take some action, any kind of action. I mean, in fact, even what you're doing right now, um, like Paulson and I know this, I don't know, Paulson, you just know this intuitively now, like when we ask for engagement and we get someone to put a one or a two, like we know that's going to help them actually execute on what they do. It's like we we have the statistical proven studies from it. We've seen it firsthand. When you write a one or a two or you respond, you engage. Therefore, you make a commitment to yourself and publicly that you're someone engaged. Therefore, you're more likely to take the next action. So, our goal here isn't to be like, "Hey, write a 500word report on what this means to you." It's like, "Put a one. Put a two." Well, I also know it's it's frightening to be active on the internet in a sense, right? Like some of you are asking to yourself, "Oh crap, do I have to be uh in front of the camera and be the face of my company as I build this thing? like I don't want to be on camera and be this internet sensation and then when I go to dinner my cousins are going to make fun of me, right? Like trust me, we've all been there, right? So part of it is like my own way of getting you comfortable sharing opinions online, sharing your perspective, sharing your expertise, engaging with fellow entrepreneurs like in a kind of like a private webinar here, right? We have almost 500 people but we're public but it's like not everybody knows about the highle stuff right so you're in your own silo in the internet comfortable with fellow digital marketers so part of it is just breaking those that comfortability uh wall in a sense yeah yeah very much the first as they say like the first post is the hardest [laughter] um once once you sort of break that break the seal and uh and get comfortable and I mean you don't need to go out there and put some crazy polarizing topic that you don't even believe in like you can start with something like, "Do you have this thing? Do you like this thing?" Whatever it is. So, yes. Very. Yeah. My wife my wife used to make fun of me. Um, I would shoot I would in the beginning stages I would do like these selfie videos and in between the videos I would go shave and edge up my beard because I'm so conscious about what the hell I look like. I'm like, man, I look like an idiot. Let me let me fix it up again. It's like, no, go shoot your content. [laughter] Yes, very much. Oh, yeah. I I think we've all got those stories. My first video, I like sweat through my shirt. I was so uncomfortable. I was so nervous and like took me four hours to make like a 4-minute video. Uh I think those are just It's funny. You realize later like nobody cared. Um except you. But but at the time it just it feels Yeah. It also helped that nobody watched those videos in the beginning. It does. It totally helps. You're like you're one view and it's your mom who watched the twice. [laughter] And uh yeah, exactly. Okay. So this is this is the system. That's the psychology. This is the formula uh for the trigger. So, comment some kind of keyword and I will send you something valuable. Comment system and I'll send you my client getting system. Comment reviews and I'll show you my fivestar automation. Comment AI and I'll send you my voice AI setup guide. Now, here's what's really funny about this is we've been doing this for years. Um, but we've been having to respond manually like some kind of oh minimum wage worker type and copy and pasting everything. It was it was a disaster. But even then it worked and it was valuable and it was worth our time. Now though, I mean like the gates are open. This is thanks to the automation and that this just happens like like that. So there's uh yeah, no more me copying and pasting at 2:00 in the morning. So what kind of what should I make? Uh like Pollson said, not everybody wants to be on video. If you don't want to be on video, you do not have to have a person do this. You can just have B-roll of an office or something you find online, whatever it is. But it's called, we're calling it single scene vertical video. And all you do is you take your iPhone, you can use Cap Cut or any other kind of thing. You film some kind of vertical scene, so there's some kind of movement in it. Then you add some text overlay. And I'll show you exactly what to add in just a second. Possibly an unpopular opinion, a contrarian take, a micro story, or a hook. And like I said, I'll give you examples of all of these four scripts that work. And again, we'll give you even more examples of these. You can screenshot it. I don't know what do we this hopefully we have the replay available somehow for people to see them but this is it. Yeah. And and Adam quick quick quickly do you are you okay with AI videos or do you feel like you should be real and just like actually do your own content in the beginning? Yeah. I mean it depends how much money you want to make. think um yeah [laughter] like like joking aside if you want to make the most amount of money possible um you want to do the things that other people are unwilling to do like full stop. So am I okay with AI videos? technically okay with them if for some reason you just have all the money that you ever wanted and you don't want anymore and you're like it's going to be fine and I don't really care if it performs and uh like the algorithms are are cracking down on it. Um people can tell still. Uh I think they're okay. They're they're not as good as they could be yet. Plus for the record like I've I've played around heavily with AI videos because I find I'm just kind of nerding out on it. I'm in a sitcom now and I'm doing all kinds of weird stuff. But like that's not It takes more work than just like getting in front of a camera for like five seconds and saying something. Like that is the easiest, lowest effort possible thing. You literally take your phone, you hold it in front of yourself or get a tripod or a family member or whatever to hit record, you say something and you're done. Like I don't know that that's the easiest content I've ever had. So yeah, I'm I'm a shoot it straight. I don't like them. Yeah. [laughter] if because for from a sales standpoint because a prospect can tell that it's an AI video that you just you I found like I I think your sales cycles will be shortened if you have real content out there with your face on it. Um can that help here and there fill gaps? Oh, sure. Like no big deal. But from a primary focus like they should get to know you as a human being behind the scenes. And you can tell like anybody watching AI stuff on socials like you can tell that it's like a fake video. I mean even like fake profile pictures I cannot stand it. I'm like just be you. You know it's obvious. The beauty of being you as well is that like you're one you're one of a kind. Um based on your experience and your mannerisms and your stories and the way you look and the way you talk like you're you're unreplicable. Whereas AI is completely replicable. So I mean like all you're doing when you're using that is you're agreeing to compete with gajillions of other people like not trillions the the all of the [clears throat] right because AI can just take whatever you've done and do it um and do it again. So yeah I I like to find the personal advantage. Plus, as we move, this is a bit more esoteric, like as we move more into this digital AI world, there's we're already seeing a drive for more human and more connection taking place. So, more Gen Z are moving offline and looking at more analog stuff, which means that these we're seeing YouTube videos that are less edited and less polished start to perform better. Like, we're seeing this move away from the overly edited, overly polished uh area, which I think is sweet. Um, and again, talk about lowering the barrier to entry. [laughter] Yeah. So, back to the sales machine, the scripts that work. H how how did you figure out this framework right here? Yeah. Through [laughter] just you just came up with it. No, I wish I wish that I was this smart. What what we did is um we looked at literal millions of pieces of content over over not only through my agencies and my stuff but also fortunately thanks to the the programs that we've had like we have thousands of people that go through the programs as well. So we looked at all their content. We looked at every other piece of content. There's a ton of uh crawlers and scrapers that we can use. So we can analyze all the top Instagram videos and Tik Tok videos. We can look at all the YouTube videos. We can get all the scripts. we can run them through different AI. This is where I like AI. So, we essentially took all of the top performing viral pieces of content and then we transcribed all of it. We looked at all of the frames, broke them all down, ran them all through AI. I can't even months and months of work. But in the end, it came down to these consistent repeatable patterns. Uh like we we're probably done after week one. I just didn't believe it. So, I wanted more evidence, but like it found the patterns. It was like, "Hey, say this. Say it like this. Do this thing. Call this person out." And sure enough, if you look at the top, and that's the beauty of the uh the internet we live in, all of this information is available. Just go find a colleague, a competitor, your own stuff, look at your top performing videos, then look at your worst, and you can compare them against each other, and you'll notice, oh, my my worst ones don't have these elements. My best ones all have these elements. My worst ones say this weird thing. My best ones never say that weird thing. So, this is where we're at right now. Four easy places to start. There's dozens more, but these are great. Warnings, mythbusters, insiders, and proof. All of these are great. I'll go into more examples like them, but warnings. Hey, do not do this common thing because if that happens, you're going to have this problem. Instead, do this. Mythbuster. Everyone thinks this really common thing, but after years in experience in this industry, I can tell you that's wrong. Instead, do this. And again, notice the comment at the bottom, right? Comment this for this, go for this, reply this, and we'll write this. Insider as a profession. I'm not supposed to tell you this. I love these these like insider secrets. Hey, look. As a marketing pro, I'm really not supposed to tell you this, but the fact is there's actually only three funnels that you ever need in order to generate consistent leads. And they are X, Y, and Z. And by the way, here they are. Just comment and I'm happy to give you a free copy. The proof. Just finished this one type of thing in this area. Here's what happened. Here's what we found. Comment info if you need the same thing. Now, let's look at more. again might want to screenshot these because there's a lot of them. Uh I'll give you and we'll make sure the slides are available for all of you in whatever PDF format or whatever. So just just so just know that part of the resources that we provide especially if you are a highleer. So for all the resources just a reminder you do have to be on a high level trial at least. So as part of this workshop jump into it if you don't have a highle account yet you'll get all the resources for free just so you know. Yeah. [snorts] I mean, you're gonna want that anyways because all of this runs through it. So, yes. Yeah. You are providing like a snapshot kind of a thing. Yep. Yeah. There's snapshot with all kinds of automations and things like that. So, sweet. That's awesome. I know you I know you sell your own stuff for thousands of dollars as part of your coaching and things like that. Uh so, thank you. Yeah. No, it's my pleasure. I mean, this the it's too good not to share, right? Like this stuff just works so incredibly well. And I think the biggest problem that a lot of people have when they're trying to get results and clients is that that first step of like what do I even pose? What do I say? What is it's not that we're again most pretty much everybody here, no one here is afraid of hard work. What we're afraid of is doing the wrong thing um and then like failing repeatedly or like why waste my time if this isn't going to work. So my my intent here was to remove any possible excuse you have. Like these all work. they just work. Um, maybe it's not the first one for you. Maybe it's the third or the fourth or the fifth, but like all of these are proven and it's not just Adam that's saying it or Pulson that's saying it. It's like this is what the data shows based on like the countless um analytics of them all. Yeah. Let's also bust a myth like does this work for all the social media platforms or like does it matter what what what is the medium that you use or is it based on the industry you serve? like accounting, they're going to be more active on LinkedIn where dentists are very active on like Facebook groups, right? Like there's different kind of things like that. But does it work for on any social platforms? Oh, Pson, that's such a good question. I didn't even think to put that in. See, this is the nuance that we got to we got to chat about. [laughter] Yes. So, the the the broad answer, of course, first is yes, this works everywhere for everyone all the time. Blah blah blah. Like, that's that's the broad answer. Now, the nuanced detailed answer is exactly what you said. Dentists are on this area. Chiropractors are over here. Roofers hang out there. Business coaches hang out there. So, you want to find where your people are present and active. And then you want to go there first. So, you want to put your eggs in that basket first. Yes. All your eggs in that one basket where your people are. Next, you're going to want to take this content and you're going to want to massage it so that it fits the native format of that platform. So, we can take the exact same title and exact same hook and exact same structure, but on YouTube it's going to be an 8-minute video. On Twitter, on X, it's going to be a 140 character post with a couple bullet points and maybe a link. On LinkedIn, it's going to be a well thoughtout post that may or may not include emojis depending on your on like all of these things have these sort of nuance details that they're not hard to find. That's the beauty is like if you go spend 30 minutes, I don't know, say say you decide Instagram is your main platform, you find the top five people that are your competitors in Instagram and there you scroll through their stuff. You're going to see what their captions are. You're going to see the best performing videos. You're going to see the lighting, the framing, the formats. Now, they may have been doing it for a long time, so it might seem unachievable to start, but it doesn't mean you can't make a few of them or do what they used to do or anything like that. Absolutely. And here's a lesson that I learned. Just because you have a primary channel that your industry hangs out with doesn't mean you should ignore the secondary channels or secondary platforms, right? Because eventually you want to build a brand around this, right? You have to be present everywhere. And in the industry, we call it omniresent marketing, right? So, you're everywhere. Like, you ever bought something on Amazon? You're like, "Holy cow, I feel like I just somebody listened in on my phone." Yeah. Right. Somebody then you're like seeing ads from that same vendor in like five different channels and then there's a bird flying into your window with like, you know, a note saying buy this, you know. Yes. Yeah. I think the important thing here and um and super good point. You've got to decide and and this depends again on a workshop like this. We've got to figure out where you're coming from is that when you're first getting started, start with one, but know that the end goal is of course omniresence. Like we want to be everywhere that our potential market is. Um, just don't be don't try to do too much I think at once or don't be afraid to take that one piece of content and repurpose it because like sure it may not be as nuanced or specific for a platform. Good example here the short form content I'm talking about the single scene simple video that we make. You can take that and you can put it on Instagram as a real, Facebook as a real, YouTube as a short, you put it on Twitter, you can put it on uh LinkedIn. like you can just upload to all of these platforms and um and sure it may be optimized predominantly for say an Instagram reel but it's still going to get you some traction in other places at least until you decide that you want to double down on other platforms. I love it. Can we do one more example from the 40 video topics you have just to kind of establish the point? I can't make a I don't have a way to make your slides bigger. Okay. Um, some of the I was going to say lyrics. Your lyrics are small here. Yeah. [laughter] Yeah, I see. I wish I I don't know how to blow them up either. I'll try I'll read them out loud. I'll give you I'll give you some examples from my own content and then I'll give you some examples from other uh industries that we could use as well. So, this is one from this is from the warning column and this is why most service fails. So, this is sort of a video that I made against drop shipping. Uh, 2.8 million views. Um, this one is from proof. You won't believe what we found. This one shows a case study of someone doing digital drop shipping, which is service drop shipping and that from laptop for mill views. Uh, this one is from the mythbuster. So, this is the truth behind some kind of industry practice. And this is where I broke down the formula to making a million dollars. And then another one, the warning, stop doing this thing. And we talk about a side hustle prints money and another 2.8 million views. All of these are following the system and the frameworks and the formula and then getting uploaded. All right. Well, Adam, can I expect millions of views if I'm starting out and putting some content like like would that work for me or is did you like run ads to that? Like how are you getting this kind of engagement? Yes. So that's we did not run ads. So all of this is organic. Now, I've got a significant competitive advantage having done YouTube for a decade now. So, I started making YouTube videos. I think I I think I just got the notification. It's been 10 years [clears throat] um of doing it, which is which is long. Uh and if you look back at the early videos, you like there's no way this dude's going to make it. Um but like but somehow through blood, sweat, and tears. So, over time, as you make enough videos, we've got over a thousand videos on that channel alone. like you do develop a style and um and the ability to know like when to look this way and when to look away, when to pause and this and that. So, it it is a practiced skill. Now, the beauty is it's a practice skill. I was terrible before I started doing it like just really really bad and so uncomfortable and just like it was just awful. So, anybody can learn it. I genuinely believe that. Now, will the video get millions of views? Statistically, probably not. Um, but here's here's the good news. I don't think you need millions of views to to make a lot of money. Um, I got a buddy and he his name's Ed Lawrence. He's from the channel formerly known as Film Booth, now and Creator Booth, now with Ed Lawrence on his YouTube channel. And he has this line that he says that I fought him for a long time. And he's like, "Getting views is harder than making money." And uh and I was like, "That can't be right." And um and he of course he was right. It's it's so much harder to try to get views than to make money. And the context here is that when you create content that is in alignment with your offer and with your target market, the right people watch it and they take action. On the other hand, if you create or the desire to go viral, you end up with a very similar situation I had where we were getting 5,000 leads a day of which not even half were qualified. So, all it was doing was breaking my automations and costing me a fortune in all all my connections and things that I was wasting on. Um, you want to be focused. You want to be selective. And when you do that, like I don't know, I I wish I kept better records of when I first started, but it I think it was probably around my like 30th YouTube video where I got my first client on Twitter back in the day. Um, and they reached out because they'd watched a bunch of my videos and for the record, they weren't very good, but they were speaking to the problem that they had. And I got a client. And I was like, "Wait a second." And then I think it took me another 30 videos before I got another client. So it's not like everything just But then I was like, "Okay, hang on. I get it now. They're referencing this. They're talking about this." Like your clients, they're going to tell you what they saw or what they resonated with or the content that you made. And then shocker, just make more of that. Like that's it's that simple. Yeah. Well, the what matters is conversations, not you looking cute on social media with a bunch of people engaging and uh you know making your videos look great and harding them like you know revenue is what we're focused on that's going to start from conversations right so let's keep going let's keep going okay so these are some scripts I got three of them HVAC and again you're going to notice the uh the structure right as an HVAC tech not supposed to tell you this but most AC problems don't need a full system replacement company I use for for would quote about 8 grand. Now you just need $200 capacitor. Here's how to know the difference. If your unit's under 15 years old, still blowing air, just not cold air, it's probably a part, not the whole system. Now, we've used this. I love it. And here's why I love this. Here's how to know the difference. If your unit is under 15 years old and still blowing air, just not cold air, it's probably a part, not the whole system. That is a laser focused line that is only going to be appealing to that kind of person. Now, in the past, again, the algorithms have gotten so much better that we're we're fortunate. In the past, we would just accept um I'm sure there's a nicer way to put this, but we call it collateral damage where we would like we'd put this out. We'd know that 99% of people aren't interested in this. They'd scroll right by. Now, the algorithm's smartest [clears throat] know just like Pollson, like you were saying, when you go on Amazon and there's like, "What do you mean there's this air conditioner repair part? How did you even know?" Like, it just knows because it tracks everything we do. And it's a whole other story for another day. Uh, but the point is it's going to find the people that need to see this. So, this is why we make this kind of specific content. Another example, roofing. As a roofer, not supposed to tell you this, but that free roof inspection most companies offer. It's sales pitch dis. They're trained blah blah blah. Here's the truth. Most roofs last 25 to 30 years. If yours is under 20 and you're not seeing leaks inside, you probably just need a minor repairs, not a 15,000 replacement. Comment roof and we'll send you the five questions to ask. Last one. Medspa as an injector. Not supposed to tell you this again. What the reason these are repetitive is because they work and we can use them across every different industry. So don't feel like you need to constantly go out there and reinvent the wheel with this new creative copy all the time. Use the stuff that works. So industry standards overtreat because it means you come back more, spend more money. Here's what I do differently. Start conservative. You can always add more, but you can't take it out. Comment natural. So those are the posts and the examples. And now the fun part, the automation. Drum roll, please. I know, right? So, let me let me boot this up. Well, Adam, it was kind of I wasn't sure if you're going to really get into the app because we talk about it. It's like, how much are we going to get in the app? And I know we have got a lot planned. So, you know, surprise for everybody that's watching. We're going to actually go in the app. And uh forgive us, the app will be a little slower than usual when you're streaming the browsers on a live event like this, just so you're aware. Uh but I'm excited to kind of dig into the systems here. Um yes, I'm going to open it up here. There we have it. Let's see. Let me know when you're in there because I lost my screen. Okay. So, [clears throat] can you go to like 122 or 144 zoom range on the left corner? Yeah, perfect. That's Is that better? Yes. All right. So, this is the um the micropost trigger thing. Now, I've I've linked up my account. So, this is a sample account, so there's a lot of stuff that's going to be missing, but I made sure I linked up Instagram at least so we can see how it works. This is it. All we're doing here is we're adding some kind of trigger, which is the thing that kicks off the automation. In this case, it's a comet. So, we're going to have it contain one of these phrases. We could have it natural or roof or whatever it is. Um, but that's the thing that's going to kick off the automation. And then obviously, we select the page that we need it to for the uh the Instagram account, just depending on how many pages you're managing. Now, what happens when someone does it? Well, if you remember, immediately they get a DM link for it. So, hey, here you go. go take a look when you have a minute and then we can put a link to a resource. This is an opportunity to either give them a resource directly. Alternatively, you can send them to another opt-in landing page so you can capture even more information. Name, email, phone number if you want. From there, we respond to the comment. These are a selection of responses that I like to go through. These are all included in the snapshot as well. and it'll just sort of rotate through them so it looks like it's more natural than DM send DM sent DM sent DM sent. So it's going to respond to everything. This does two things. One of which it actually it does three things. One of which it notifies the person that the DM's just been sent, which is good. Number two is it shows other people social proof that there's actually more engagement. And number three is it shows the algorithm that we're now getting even more engagement on this post. And uh at least right now they love them some comments. Got it. And what platform is this primary? Okay. Yeah. This one's Instagram, but we could have just as easily done uh Facebook. I I tend to use those two predominantly. Got it. We're adding a tag. This is internal. Now, here's where things get super cool. This is and and by super cool, I mean I mean for nerdy marketers like me. Uh we put a wait thing in here. So, we're going to give them four hours. We're going to send them the things and we're going to give them four hours. Now, if they reply, nothing happens. The uh the thing ends and we can take over manually and have a conversation with them. On the other hand, if they do not reply after 4 hours, we just send them one simple follow-up. Hey Paulson, hey Adam, [clears throat] just checking in. Were you able to take a look yet? Now, if they don't respond to that, unlike other mediums, we do drop it here. You do not want to be sending multiple unanswered messages on social platforms. It's a good way to sort of get banned and marked as spam and all that. But one simple one to sort of refresh and give them another notification window after about four hours is uh is pure magic. And then again, once they respond, that's when we can switch over and start having a manual conversation with them. Got it. I got lots of questions here. How how are you getting them to message you? Like in the posting, are you saying say a word or something like that? like how is uh how is what what is encouraging them to engage? Yes. All of that. Let's go back to this slide because it's it's important that we get this right. Go way back. Right back to here. Okay. I'm going to share this again. Very good question. Very important question. This is how we're doing it. We're putting our value content from any of the 40 topics that we talked about, any of the four different categories, and we're putting this trigger CTA at the bottom. Comment filter, and I'll send you our free AC maintenance checklist or whatever it is. That's how we're getting them to engage with us. Now, we can run ads if we want. Um, this is all just predominantly done organically. So, let me ask you this. If I have, let's say Monday, I put up a post saying filter. Tuesday I put up a post saying I don't know um HVAC uh or Wednesday I do something else like is it is that okay? Like is it normal for me to just have multiple posts and multiple triggers or should I have all my content going towards one specific word? Like what's the what is the vision of that flow? Yeah. So I guess in a perfect world you would probably have different buckets with them organized. So like say anything that you did around AC replacement you'd put AC. Anything you did around service you'd put service because then you'd be able to track it. Now that's the perfect world. I don't live in a perfect world. So what I do is uh I just dump them all in one as you can see here. Uh so I'll put like agency or start or IG or anything else. I'll just literally dump them all inside of the one phrase. And that way you don't have to keep going back and um and like updating and creating a new automation every time someone does something. Again, to me, this is such a top offunnel thing where I'm trying to get a conversation going. I don't I don't know. I don't really care what post they came in on. It might be nice to know, but like h let's be honest, it's probably the one with the most views. like it's it's rare that it's going to be from some obscure post and you're never going to make more and you be making enough content that it's again it just it doesn't matter. So yeah, I just dump them all dump them all. And so are all these leads going into like one pipeline or something in what is the next step or the next next component of this? Yes, all of these will get and that hence the the tag. So, we're going to add IG or start, and that's going to go into just one pipeline as leads or comments or whatever it is. And then we're going to be able to go in there and have a conversation and decide what to do from there. But this is literally that top tip of the iceberg. So, what we've done in the past, which is why actually we didn't show this, is we built out this the most ludicrous pipeline ever. If this, then that, send them here, do this thing. That was a it was [clears throat] pointless. It was a complete nightmare. What we found is that we want someone to reply so that I can like just get rid of all the automations and have a conversation with them as quickly as possible on the Instagram app through the conversations in in high level whatever it is. I need to have some way of just having a conversation with them because that's going to lead to close. Where people screw this up and where and I know this because this is where I screwed it up is that we see the automations and we're like I could automate everything. I never have to do anything again. And sure enough, just like using AI video, you start using AI responses after all this stuff and people are like, "Uh, no, gone." And they'll just bail. Like they can tell um and they'll test you like, "Hey, is this Adam? Is this like is this Yeah, it's me." Or, "No, this is Natalie. Um is I'm the brand manager here. We're just going to help you out figure out if if Adam's a good fit or whatever it is." Like a real human. Makes sense. So that's why you have it where a manual engagement happens after just like one or two steps and you're forcing yourself to just kind of interact. And in the beginning of your business, you should just be focused on setting appointments and closing appointments, right? Like you have time for the conversations. As you scale and scale and scale as kind of the, you know, the face of the company or the head of the company, you're going to have less time. That's when you have appointment setters, a sales team, and all these different other stuff. Yeah, but we don't need the fancy systems and processes. We just need to get paying customers today, right? Very much. Yeah. In fact, it could be argued that I wouldn't add too much more until my agency was at like a seven figure level. Um, like up until that point, everything else was just noise. It's just complication there where where I'm me, the marketer. I'm trying to feel smarter than I am by just like I can just over complicate everything and I can avoid doing the work of like actually having the conversations by building the things so I don't have the convers that doesn't make any money. Yeah. You mean you mean you were hiding from sales rejection Adam? Shocking. I know right. I think you know what's funny is like I think a lot of us get into marketing because it's a way of making the sales conversation uh easier or or superfluous as as Peter Ducker says. It's like when we do enough marketing ahead of time, it makes sales easier because we're never going in cold. I never want to have a cold sales call. I want someone to have watched like eight hours of my stuff and know everything about me so that they're so hot and ready to sign that I'm just there as like a money collector. Um, so yes, it's it's very much just a cry for help. [laughter] I love it. Let's keep going. Okay, so next up, let me stop this one. We'll go back to our slides here. find back to where we were. All right, the double win. Use it. Post tonight, start conversations tomorrow. It is that simple. This is not a complicated uh automation to use. It's already inside the agency OS snapshot that you all have access to. Uh it's under automations and then um Facebook Instagram. So, you can click it there and of course you can sell this. Your offer now is no longer I'm going to do content marketing. It's I'm going to create content that brings you leads or I'm going to take the content you're already making and double or triple or 10x the amount of leads that you're going to get from it. Which these are not bold claims. Um to be able to take someone's content if they have no call to action and you add a very simple call to action like what do you think is going to happen? Like you're going to get more leads and a lot of them. All right, part two, capture every lead and respond instantly. So, fact [clears throat] gets the attention. We talk about the micro trigger post, we talk about all of that. Part two, we're now going to capture this so that every lead uh essentially make sure that we're following up with them through other platforms as well. Our goal is to respond in under five minutes. The the statistic here is that a lead that is responded to in under five minutes is 100 times more likely to connect. Again, depends where you look at your stats. uh what they found is that after about 30 minutes things kind of fall off a cliff. Uh the reason is just think about your own behavior as you're going through looking for solutions. Like you go to Google, you type it in, you look at the first person, you look at the second, you maybe reach out. Um you see one business looks like they're not even in business anymore and you're reaching out to multiple people. You're often leaving voicemails if pardon me shouldn't say that. Most people don't leave voicemails. You're often calling people, not leaving a voicemail. You may fill out a contact form. Um you may send them an email. Like the person that responds is the person that gets the deal. So that's what we have to do and we've got to do it automatically. Now here's the point. All roads lead to what I call the speedtole automation. It does not matter where they come from. This could be a microtrigger post comment to DM that then takes them to a landing page. Could be Facebook Instagram lead ads. Could be Google or SEO goes from a website form. Could be cold email or cold DMs. Could be an AI chat widget on the website. Could be a phone call to voice AI. It does not matter where they come from. We're got we've got to put them into a system where they're going to get a response and they're going to get it very very quickly and we're going to essentially follow up um like most people simply do not. Now, I want to talk about this quickly. I wasn't going to put this slide in, but I think it's important to at least talk about and it it also kind of pairs well with our multiple entry points. If you have a agency or you're a business owner or you're doing work for a business, there are these opportunities on a website that you need to take advantage of in order to capture a lead. And what we're doing here is we're giving people an opportunity to reach out in a way that is most conducive to the way that they communicate. Very complicated way of saying some people like to call, some people like to text, some people like to fill out a form, some people like to do this. The more of those opportunities you have, provided they're not all like above the fold and jammed in, the more likely you are. We're going to put them in very common areas. So, the phone numbers going in the top right. The chat widgets going in the bottom right. The um application form is probably going above the fold to the right after a button. Like, all of these things are going to be standard practice. But what it means is that we're going to capture more leads because someone some people don't want to call, some people only want to call. If you're serving an older demographic in a service-based industry and you do not have a phone number, you're wasting 90% of your money. They want a phone call. They want to speak to a human. They want to know that someone's actually there. All right. Speed to lead automation. Let's bust back in. Let's stop this share and start the other share. Give me a one in the chat if you're following along so far. Give me a two in the chat if you're planning on catching the replays and following there. Just kind of want to get an idea of how are we going too fast, too slow? Just just Yeah. lot lot to unpack here. We're trying to show you how to build a massive business completely semi-automated at least from a sales standpoint. Yeah. Yeah. If you can zoom in uh a little bit. Okay. Okay. Cool. Sweet. Yeah. I'll give a quick overview. We'll zoom. We got We've got a lot of ones here. A few twos and that's okay. Tell us what what we can do differently. Um, a lot of ones here. Great. Okay. [snorts] Yeah, we'll have replays and slides and resources, everything available for you to go back and go click by click if you want. So, just just be mindful we'll provide all the resources to you. Don't worry. Yeah. Yeah, I think also a quick note as someone who's like gone through the learning curve of having to learn marketing and and all of this as well, the first time you're exposed to it, it's um it's a lot. Like it's it's really like I'm not going to lie, there's a learning curve here. However, the beauty is is like if you can kind of go through it a couple times, you'll be shocked at how much sinks in and how much you miss uh or how much you gain the second time you go through something or when you start to look at it again because you'll you'll now have the context of everything we've talked about up till now to build on. So when you go back over it again, it'll all make uh it'll all make a lot more sense. So Got it. Sweet. And if you already have a highle account, the snapshot will be provided to you anyway via email. You just got to make sure you have the right email that you're using to sign up for this virtual event versus your regular account. So either way, all resources will be available to all people. All right. Um cool. What are we looking at here? Uh we are looking at speed to lead. So this is as I said, all roads lead here. uh whether it's through a website form or um the DM automation. We send them to a landing page, they fill something out, but essentially what we're doing here is we're responding instantly. So step number one, some kind of form is submitted. Again, you can put whatever you want up here. You can add some other kind of response or a tag we'll use a lot of the time. So we can assign tags based on different actions, but something is done. First thing, some kind of internal notification. The reason here is because I want to know. Uh especially when I'm first getting started later, when you start getting 5,000 leads a day, you turn this off. Um 5,000 text messages aren't good for anybody's mental health, but like in the early days, you want to know what's going on and you want to see like, oh, a new lead or or where's it coming from or what's happening. So, we do want that in there. Next, we send them an SMS. Now, this funnel that we're looking at right here, this is for an application to the agency. So, if you have a service business where someone applies or they fill out a form or they're requesting more information or anything like that, this is where this framework really shines, but it's very simple to adjust, delete, edit, change it for whatever kind of business you want. So, this is the main one that we use inside all of our agencies. Um, and the reason that we do it this way is because it allows us to capture all of the leads in a way that doesn't make me go completely bananas or my sales managers go completely completely bananas. Adam, quick quick pause here. You said the word application to the agency. Is that different than the trigger words we use on a social media platform? What what like that's new for me, right? Awesome. So, the trigger words we're using, think of think of our funnel and our top offunnel stuff is our microtrigger posts that's going out to everybody. So, we're just p putting this stuff out into the world saying, "Hey, I've got this thing. Comment agency if you want my agency guide." So, someone's going to comment agency. I'm going to send them my agency guide. They're going to read it. They're gonna be like, "Wow, that's actually it's a pretty good agency guide, Adam. Thank you for sending that over." And I'll be like, "Hey, no sweat. By the way, do you want to apply to work with the agency?" Some of them are going to say yes. And how do you how do you know who that should be? Like who should get those? Is that everybody or is that a manual message you're doing? Because it wasn't part of your original automation. It was not. Yeah. I think because that one's so specific to like a say a higher ticket agency offer. So again, this is the importance of the nuance, right? The conversations we have in between the slides. Uh if I was like um a carpet cleaning business, I would just adapt this to be like, "Hey, here's my carpet cleaning guide." And in my carpet cleaning guide, I would have my discount code or my coupon or my click here to book an appointment, anything like that. And my manual follow-up message would probably be like, "Hey, what do you think of the guide? Um is there a time that works for you or are you interested in having do you want to learn more about our service?" So, it's going to depend very much on the business that we're doing. This one just happens to be built for an agency because I think that it's the most even even this is relatively simple compared to what it could be. But even this is the most complicated you should ever have. Like it it shouldn't be more complicated than this. And this is because now we're doing for someone that's reached out to actually apply to work with you. Got it. So, you're selecting like you can feel the energy of a lead often and see where they are. So you're selecting those opportunities and saying, "Hey, if we want to work together, here's a link and we can see if if this makes sense." And so it's like a qualification lead uh application essentially. Yes. Or inbound. So this this normally comes like this could be a link in bio. Hey apply, click here to work with us. This could be on your website. Hey, click here to work with…

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