The MOST important Question Ever asked I Have Leads Now What?

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And the next question.

Okay, when you said you're going to import your leads over to go high level, okay, they got sent over to go high level, then what?

Yeah, great question. Wow, that is such a good question, Ebony. We focus so much on getting the leads into go high level and then the question is, now what? Right? I can see Nico just turned his camera on. He's like, yeah, now what? What do we do? So guys, this is such an important thing. Let me stop my screen share because I want to talk to you face to face. And in fact, I'm going to convert to standing desk mode because that is such a cool question. So, hey, man, we just generated a whole bunch of leads. What do we do now? Right now is when the magic starts to work. And this is for you and for your clients. So what's the strategy? The strategy is super, super important. And I'm trying to remember the person's name that was posted in the group. I think it will come to me in just a second. But they were like, oh man, I sent out 1000 emails. I didn't get any responses. I didn't get any whatever. So let's talk about the strategy because it's super important. So the whole strategy behind white label suites kind of claim to fame.

Our rocketing into this world came when we stopped trying to sell go high level on its merits. We stopped going to market and talking about email automation and calendars and opportunity boards and automations that happen in the background. We stopped going to market with all of those features because every time we did it, every time we went to a client and we said, hey, we got to show you this new software, it's got automations and it's got calendars and it's got all of this stuff that happens. That's it. That's my reaction. Richard Porter. Right there. Heard it before. And by the way, I've just invested $25,000 into HubSpot and I'm not changing, right? So we just struggled to get any traction trying to sell GHL. Stop it. But when we started going to market and we said to people, hey, we've got some pretty cool technology. Would you like some free leads? Every business owner went, yeah, I'd really like that. So our little secret was that tool that I built a few years ago that does the lead generation, that was our secret. When we had our GHL agency called Comet Suite. Our plan initially was that we were going to sell GHL because it's so freaking awesome.

And then we were going to upsell our additional tools and make extra money. Okay? That was our plan. It failed dismally because we couldn't sell GHL because everybody's heard it all before, right? So what? We changed it. We completely changed our entire business. And we started offering leads to open the door almost with GHL as the bonus. So it's like, hey, who'd like some leads? Who'd like a thousand leads a month. And our script became this if I could get 1000 of your ideal clients and run them through your sales process every single month nurture them, follow them up, qualify them and when they put their hand up as an interested prospect. Put them in front of your salespeople and get them on the calendar and do that 1000 times a month for $500 or less. Would you be interested? And every business owner went, I'll take five. Thanks very much. Right? That was where we really changed our entire world. We went from having twelve we signed up twelve clients in six months, which by the way, is starvation territory. Like we were all eating chips from the fish and chip store and getting $1 chips and sharing it between all of us, right?

I mean, I'm being a little bit facetious, but we were not driving Porsches with twelve clients in six months. But literally as soon as we flipped it and we started selling people leads managed by this amazing system in the back end called GHL, we went from almost nothing to 50K MRR, which is monthly recurring revenue in 90 days. We literally just went, whoosh. Exactly, Toria. And that was actually how this whole white label suite came about, because my business partner Chris had a little flex in the GHL group. He had a little flex. He's like, woohoo. 50k MRI. Can't believe we did it in 90 days. And that was his little flex. 212 comments later, 212 people went, what are you doing? How did you do it? And one of the guys, a guy named Matt, he was like, hey, can I book into your calendar? We're like, yeah, sure, man, book into our calendar. So he booked in and he gets on the call and he's like, how did you go for 50K MRI in 90 days? Everybody wants to know. And we're like, well, we got this little leads thing. Like, this is what it does and this is how it works.

And we offer people leads. And this was Matt's words to us on a Friday afternoon. Matt said, damn, if you can white label that, this whole community is going to go nuts. And we went, yeah, we're not going to do that. No, we're not going to do that. That was our initial reaction. We literally got off the call and went, yes. Screw that guy. Like, we're not going to do that. And then, I don't know, maybe it was the wine on the Friday afternoon, but then suddenly we went, hey, what if we did that? There's more than enough business for everyone to have more than enough business, right? And we started talking to each other. We were like, what if we did that? And so we said, hey, let's do it. So we did that whole weekend hackathon thing that you hear about all the time. It's like, just go mad, go crazy, get everything ready that you possibly can. And on Monday, we went back to Matt and we said, White Label done. And he went, oh, my God. He ran a webinar and 100 agencies signed up that week. And we went, I think we might be onto something, right?

Because now, Richard, your question? I've got leads. What do I do next? The strategy that we've got with White Label Suite is exactly what we did, right? So I want you guys to know what this strategy is. The strategy is we give you we've redesigned it so as a snapshot, we give you a snapshot called the 20 Free Leads Snapshot. Right? It is literally the exact page that we started to go out to go to market with, and the exact messages that we were going out to market with. And we were we were going out to market with our own leads tool, and we were sending out emails asking business owners if they would like 23 leads. And the calendar just booked out. Michael Cook popped in here just a little while ago. I was hanging out with Michael last night. Michael booked 100 appointments in two weeks, right? And we we called him out on it. We were like, Michael, what are you doing, bro? And he's like, I just set up a snapshot and sent out the emails. Isn't that what we're supposed to do? I'm like, yeah. All right, so the strategy is this, richard, what do we do with these leads?

And here's my answer. If you want to sell GHL as a programme, my suggestion is take the snapshot and put the leads into it. The leads that you just got from the tool, put them into the snapshot and send them the emails that are already written for you that offer people 23 leads. Let them come in, let them register and say, yes, Richard, I've got 23 leads. They're going to book into your sales calendar, and you're going to get on a sales call, and your first question to them is going to be, who's your ideal client? Let me get these leads going on for you. Tell me about your business. Now, you've opened that door. Tell me about your business. What sort of leads you'll looking for? I'm booking bot. This kind of booking bot. That kind. Okay, cool. My favourite question of all, what's an average client worth to you? Right? So now, the guy says, oh, man, if you can get me a client, it's worth five grand to me. I'm like, wow. So if I can get you one client in a year, I could charge you $500 a month, and you'd be stoked because you've got a positive return on investment.

And he goes, yes. Say, Cool. Sign here and let's get this underway. Right? So what the strategy is straight out of the box without any mucking around. The strategy is we run leads into our system, and we mail those leads using GHL to a page that offers them 23 leads, right?

Isn't that isn't that after you've warmed up your leads and gone through a month's worth of warming up your emails?

Yeah, but guess what my warmup is? My warm up is, who wants 23 leads? But I don't. When I say warm up, I'm not talking about, hey, can you reply back to me if you got this email? No. My warm up is, who wants 23 leads? No.

I meant to be able to send more than five emails a day. I've been told that you have to start with five emails a day and then go to ten emails a day in week two. And then in week three, you can go to ten email and it takes a month to get to the point where you can actually send out a meaningful email blast, I got that wrong. Or you got to do that.

You got that right. But the numbers are slightly wrong. So on week one, on week one, send ten per day, ten to 15 per day. On week two, send 20 to 25. On week 330 to 35. On week 440 to 45 emails a day from week five onwards. So month two, from week five onwards, you can send 50 a day. Now, cheque that out. 50 a day, five days a week is a thousand a month, four weeks a year, four weeks in a month. That's a thousand leads a month, 50 a day. Moving through. Now, guys, I've said this on calls before, so people have quoted me on this. The reason we tell you no more than 50 a day is because we know that you're entrepreneurs and you'll break the rules. I know you will. I absolutely know it. At the bottom of my heart, I'm going to tell every single one of you not to mail more than 50 a day. And you're going to go, yeah, 100, and you're going to turn up that dog. And I know that because I've done it and I still do it. And that's why we tell you not to send more than 50 a day, because I know that you're going to break that rule.

And there's a little bit of give in there, okay? But do not break the warm up rule. If you concentrate, like, I'm talking four weeks now, guys. Use the four weeks to do what? To optimise, right? So now he coming back to what happened in the group. And Richard, I just want to focus on the strategy a little bit more as well. But coming back to what happened in the group in the last 24 hours, one of the guys was like, hey, but I sent out however many emails and I got, like, good open rates, but nobody converted them, whatever. And I answered back, I was like, So what did you put as your offer? And he said, Dude, I just used your templates. Like, I didn't change them whatsoever. Now, there are tonnes and tonnes and tonnes, you've probably seen them, of success stories in the group of people that have sent out our templates or sent out our emails, like Michael Cook and booked the hell out, right? But if I sent that same email sequence to high school teachers as an example, they're like, what? It's not the right market. Okay, so one of our guys on the call a couple of weeks ago was talking about, hey, I sent him out and I didn't get a lot of responses.

And I'm like, who are you targeting? And he said, insurance agents. Okay, cool. So how about we gave you these templates, but they are templates, they're for you to use for your business. So how about instead of just running the default template out of the box, what about we jump in here and just change email one to say, if you're an insurance agent, let's get more people to do an audit or whatever, like, whatever is their hot button. And on the landing page, instead of just get 20 free leads, how about we change it to say, if you're in the insurance agency business, we'll get more people in your calendar who want to do a life assessment or whatever. Let's just add a tiny, tiny, tiny touch and the results went through the roof, right? So, yes, it's 100% possible to get massive results from the templates if you're targeting the same market we were, which is business owners, coaches, consultants, people in that kind of service industry. That's where we played really well. If you're not seeing the results, it doesn't mean that the system doesn't work. It just means you need to personalise it a little bit.

So the strategy is this, and Richard coming back to this. I've got leads, now what? I've got leads, now what? So I want to ask you guys a question, and I'm going to tell it like a story. I actually was working with one of our other software tools, which is coming out in the white label suite next year, the social listening tool. And I was at a real estate agent's office when we set this up for them. And we set it up to listen for the phrase good real estate agent in insert suburb here, right? And while I was there in the office setting it up for them, one of my first clients, it went ding and somebody had gone onto a school forum website, private school forum website, and typed in the exact phrase, hey, does anyone know of a good real estate agent in block, right? And it popped up on our guy's screen, right? And you guys are entrepreneurs or salespeople. You guys are here to make money, right? I want you to cheque the real estate agent's question to me, because you will not believe it. The real estate agent said to me, what's that.

And I said, that's a fair enough question. It's day one in the system. Like, okay, that's a fair enough question. And I said, that's a lead. That's somebody looking for a real estate agent in your suburb right now. Now, here's the question you're not going to believe. The question that he said to me next was, what I do now? What do I do now that I've got a hot lead right in front of me? Hello, I'm a real estate agent in the exact suburb you're looking for. How can I help you? Right? So he ended up taking action, ended up getting a listing, which was a good end of the story. But here's how this relates to your question, Richard. When you've got people in the system, are they leads or are they prospects at the Comet hat you put them in? They're prospects, right? They are cold. Nobody has ever spoken to them before. That is not what I would determine to be a hot lead. In fact, it's the coldest of all. It's just a name and a phone number and an email address. But what do I do with that cold lead?

I warm that puppy up. How do I warm it up? I send out a little message that says, hey, are you my guy? I do this is that of interest. This is my specialty. And I saw you and you're my ideal client, and I thought, I wonder if you could use my services and I could help you grow your business. So I send that message out and some people will open that email because they'll like the subject line that you've got, right? So if I send an email, are they a lead? No. If they open the email, are they a lead? Well, it might just mean that they were curious or they accidentally clicked when they were meaning to click on the email. Opens are not really I can't say that that's a warm lead. But if they read that email and down the bottom it says, click here for more information and they click, baby, that's a lead. That's somebody that has cognitively understood the message you've just sent them and said, I'm interested, and clicked. So in the snapshot that we give you guys, you'll notice on the opportunity board is a column that says clicked and it's got in brackets, warm.

Now, if they reply or they take an action, they move to the next column and that is hot. But again, Chris, my business partner, will tell you that he made $60,000 in two weeks by calling the clicks. So imagine that. And I want you guys to feel that for your own business. Imagine if you called the clicks. All right, now Lauren, who runs Impact School is going to do a masterclass training for us. She's a sales trainer, so she's going to train you guys on how to handle that call. But if you want to make some money. Call the clicks. Now, do you have to use the 23 lead snapshot? And again, Richard, I'm talking to your question. I've got people in my system. Now. What do you have to use the 23 lead system system to make this work? Hell no. Because what if you sell I don't know, somebody who asked me on the support desk yesterday, I sell Google My business optimization. I don't really think the 23 leads thing is for me. Awesome. Then remove the 23 leads email and replace it with an email that says, let me optimise your Google My business system.

I said, by the way, what they're really looking for if they optimise their business is leads. So you'll probably do okay, but if you really don't want to send the 23 email leads thing, don't. They responded to you for 23 leads. Cool. But or you responded to us for 23 leads, whatever. But if you want to send them information about your services and business, that's what we do. And this is what you guys need to do for your clients. And this is where the money's made, okay? So this is the bit that goes ding, ding, ding, ding, ding. All right, pattern interrupt. Let's get listen up. Your clients don't care where that lead comes from. They do not care that it comes from Facebook. LinkedIn google my business. YouTube? They do not care where it comes from. They do not care how it got to them. They do not care that it was an email Instagram DM. They do not care that it was a text message at midnight that resulted in a download the blood. They do not care. What they care about is that lead has been nurtured through a cold, warm, hot sequence to a point where they are qualified to say, I am an interested prospect, and I am booked in your calendar at Tuesday at 09:00 A.m..

They do not care how that person got there. They only care that on Tuesday at 09:00 A.m., they've got an appointment that their sales team can speak to. All right, so now I've got leads from my tool. I've got them in GHL. What do I do now? I craft a message about my service and about my offer, and I get that message in front of as many of those people as I possibly can. And some are going to be interested and some are not, and some are going to reply with a really abusive message and tell you to take your stamps and go. Right? And all of that is irrelevant. Even the abusive message, if I get an abusive message, by the way, I talk about email deliverability all the time. If I get an abusive message, I celebrate, because that's a reply, and that looks really good to the email deliverability gods. And they reply and say, Take your stamps and go, Walt. All right. I'll maintain my non abusive thing on this recording, right? And I say, this is me. I get that abusive reply and I happily go to my GHL and I click the little dots and I reply and I say, thank you so much for your message.

I'm sorry to have upset you. Please know that I won't contact you again. Send. And then I turn the DND on, but I send to them first. Why? Because my email deliverability score goes up if the email systems see a conversation, which means a back and forth dialogue. So that abusive person just helped me deliver more emails next week. Yay. I love you. Thank you so much. Now take your stamps and go. Right. So what is my strategy? I've got names, emails, phone numbers, addresses, business records of my ideal clients in my system. What do I do? Take my very best offer and put it in front of as many of them as I possibly can. And some are going to be interested. And what do I do with them? I level them up. I get on the phone, I get my best salesperson to say, what do you need? And I take them through my sales process and I do that for me, my business, and I do it for my clients. That's what we do. Richard, that was my little Ebony. Thank you so much for my soapbox. I really appreciate it. That was a nice gift.

Well, I appreciate it.

Your soapbox. Basically, if that little bit there was worth the whole hour or however long it ends up being here. Because what you need to remember is people don't give a damn about the features. They want the benefits.

You got it all the benefits.

Don't bother with the features. They don't care. The best real estate agent when I was doing real estate, when I worked my ass off in California and the hottest real estate market in 20 years, in one full year, I sold one property.

Wow.

Because I could quote amortisation tables and.

All that sort of stuff.

The gal that was selling eight properties a month was saying, oh, this is a wonderful property. Just sign here. My broker will fill out the paperwork for you. Okay, lesson learned. I was actually being a bit more anal than that because I said, okay, if I move it over into Go High Level, now I've got leads supposedly somewhere and Go High Level, I'm not sure where they are and what the next steps are between me and sending out those emails. Okay, cool.

Is that the next question? How do I get them into these things? Is that the question?

You said we moved the leads over to Go High Level by pressing the button. There is no little string that over. And go. High Level has pulled this string. If you want the leads that you just imported, where are they?

Where are they? Let's do that because that is such an awesome follow up question. I'm so glad that you asked. So let's go back a little while. Remember that we've done the search and we've got the people and we've just pushed them over to our go high level, right? So when I come to go high level and I've got my demo company API key set up here in my contacts area, I've got all of the leagues that I've just brought over. Okay, I've got them here. Here they are. Here are the people. But how do I know the ones that I just sent as opposed to the ones that I sent last month and the ones that I sent a month before that? Let me put the right process in place for you when you're doing the lead search. So let's say, for example, we did that example for Larry before, and I had that Larry demo where I've got this one, George, for accountants in Phoenix or trucking companies in Georgia, I've got all these campaigns in here already. The key to finding the leads when you push them over is in this little cog icon right here.

And if I click on that cog icon after I've set up a campaign, I can create a tag. And this tag, let's say this is trucking companies, all right? So I'm just going to create a tag of trucking company. Now as a pro tip, somebody that's done this literally hundreds of thousands of times, add this tag as well, the month that you searched. So for me, it's November 2022, okay? So I've created a tag for this campaign for trucking companies in November 2022. And now I've got accountants and I go, okay, you can see I've got my tag set up for that one. And Larry, I think we were looking for roofers or whoever. Let's just do these ones. All right, so now I know that my trucking company campaign is set. Let's do my search. So I'm going to go to the trucking company and I'm going to search for trucking companies, funnily enough, trucking company. All right. And I'm going to look in, I don't know, let's go to Miami, just because it's easy to spell, right? So miami Florida Trucking Companies go. So now I go and get my trucking companies and I let it do its thing.

All right, cool. I got my truck companies. Here they are. And I might chuck a few more in there just to have some more to play with. And I let it do its search in the background like it's going and looking for the emails. Right now. I know that if I click over here, a whole bunch of these are going to be orange because it's still looking, all right? So I'm going to give that the time that it needs to come and find these results. So I'm going to hope that a couple of these start to come up reasonably quickly. So let me just do a little refresh here and see how we're doing. Yeah. And now we've got a few. So now I've got these ones. All right, I've got my trucking companies. I just want the ones with email addresses. Okay, all good. Here they are. So here's my ones with email addresses. I've got my trucking companies, I've got my emails. I'm going to send them across to GHL right now. So click. All right, send actually, just pause one. I think I just did a demo before the course, I've got the right API key because I changed them all the time.

So on the condition that your API key is already in place, which you guys would have done already. So API, let's just make sure I've got the right one. Done. Done. Okay, cool. So now I'm going to push them across to JHL. So coming back to my trucking companies. Here they are, right, emails, oh, thank you so much. I was going, where's my trucking companies? Thank you, man. I appreciate that right? So here's my here's my trucking companies. All right, cool. I want them all. I want two emails per result, and I want to send those poppies across. Now, again, it's going to take somewhere between 15 to 60 seconds, maybe even up to two minutes if you're sending hundreds at a time. All right, we've got a limit from JHL. We can only push 90 per 90. Is it 90 per 10 seconds. 90 /minute anyway, give it a couple of minutes. Before they come on over. But now all right, now if I go over to my contacts area and I might not see them just yet. I might just need to give it a second. So somewhere between 50 and 60 seconds, we're going to start to see these results popping in and we're going to have these guys in this system tagged with Trucking Company November 2022.

And now how do I add them to this campaign that I've got? I'm ready to go. All right, come on. The time always runs slowly when we're waiting, doesn't it? So come on, let's go. Start to give me my results. If not, I'm going to work with the tags that I've already got. I'm going to simulate it because otherwise we'll run out of time. Hopefully I've given it enough right now. All right, cool. About these ones. Okay, anyway, so now I can see my tags over here. All right. I can see the ones that I've got with tags. And now I say, okay, cool. I want my trucking companies to go into that campaign and my flower growers to go into that campaign, and my accountants to go into that campaign. And I want to send out those 15 to 20 a day, and I want it all to make sense and work. Right, when we installed the 23 lead snapshot for you, we gave you an automation, which is called Cold Reach Special Offer. All right, that's the campaign that you're going. To customise. You're going to make it your own. So if I come into my 23 lead snapshot and I'll show you it, I'll show you it in your automations, you have got a 23 lead system folder.

And in here is the where is it? Sorry, that's the follow up. This is the one sales email sequence. Email series for 23 leads. I called it something else. The email series for 23 leads. This is the one that we're going to add the people to. Email one, wait a day, email two. Walt a day, email three. Okay, so now what I want to do is add my clients to that workflow. Okay? So coming back to where my leads are, I see my trucking companies. Now we'll see all right, now we got them there's our trucking companies. We can see them all in the system here. I gave it enough time. Here's my trucking companies. So now I know I want to send my trucking companies to the campaign that's ready to go. So what I do, I've got 10,756 people in here. How do I just send the trucking company I Philtre by tag. So I come up here. This is why the tags are so important. So I tag I philtre where the tag is. The trucking company tag come all the way down to T's. Somewhere down here is a tag for trucking companies.

Bing. Show me all the trucking companies. There are 83 of them. Fantastic. So now I would imagine that you've got a couple hundred, 2300, whatever it is. But now, Walt, how do I send them at ten per day without it being a pain in my butt? I grabbed all the ones. I grabbed them all, literally all of these ones, every single one of them. And I select them. Okay? And here's where the magic starts to work. Because now I've got all my trucking companies and I click my little robot guy, I say, add these guys to this campaign. And I'm going to say, which campaign? The 20 Free Leads campaign. Okay, I don't know if I've got this in my demo company, but to this campaign, this campaign that I designed, that's got the trucking company special offer, it's going to go out. I've already know that it's there. Add them to this campaign, but don't add them all at once. No, no, add them in drip mode. And what does that mean? This means my November leads, I'm going to start tomorrow morning at eight in the morning. And I want to send out 25 every one day.

Don't send on Saturdays, don't send on Sundays. And make sure you deliver these emails at peak opening times, which is kind of like morning. All right, so get these in the inboxes of my people between the hours of eight and 09:00 A.m., that is ready to go. Now I'm literally going to push go on this because I've told it not to start until tomorrow, so I've got time to go and stop it. So that random people don't get random emails.

But that is before you go, Walt, quick question. I'm using Microsoft for my email because I can send 10,000 emails a day and they won't bet an eye. I know I'm not spending that many. However, the caveat is you cannot send more than 30 a minute.

Got it? Perfect.

How would I five a minute for 20 minutes or whatever.

Fantastic. What we do is we and I hear you so loudly, Richard, because if I, if I'm up to sending 50 a day, if I literally go 50 per day, the way that GHL works is it goes, okay, it's 08:00 in the morning, send 50 emails. I go, Damn it, that didn't work. So what I want to do, if I want to send 50 per day, but I don't want to break my email sending limit, I go like this don't send 50 per day, send 10 /hour between the hours of eight and one all right? So now between those 5 hours, I send ten every hour, or I might say send ten every minute. Between those times that'll send it at 818283. So actually that ten every minute for 5 hours. Do quick maths is 300. That's too many. All right? So, yes, Richard, your Microsoft will allow you to send up to 10,000, et cetera. But it's not Microsoft that sending, it's not Microsoft's sending ability that you're battling against. It's Gmail's receiving ability that says you're sending too many too quick, you're not a good person. So Microsoft can send as many as you like, but at the other end, the recipients are going, hey, hang on a second.

You just sent 1000 emails in this last 30 seconds. You're not a human ban, right?

That makes perfect sense. It's also why one thing I've not heard you say here, but you should say is never send emails from your primary domain. I have my.com reserved for my websites and the landing pages, but for emails I have info. Net and and so I can send 50 a day from each. So I got 150 right there.

In the first part of our trading, I categorically say do not send cold email from your primary address. Do not, do not do it for you. Do not do it for your clients. And what does that mean? That means if you get a client and their domain is ABC Engineering, all right? And I'm saying don't send from the primary, it doesn't mean setting up an email address called email at ABC Engineering. An email address is not a domain. I'm talking about a domain. So if they've got ABC Engineering, do your client a favour and register ABC Engineering.net and give it to them as a gift. We do it. That's exactly how we position it. Mr. Klein, when you start working with us, one of the things that you actually get is we will register a brand new domain for you. Now, I'm going to redirect it to your primary domain, so if anybody types it in and thinks they're a super sleuth, it's going to redirect to you anyway. All right, but I'm going to register a primary domain. Why? Because I care about you, Mr. Client, and I want to know that when I'm doing this marketing, your primary domain is completely protected.

So do that every single time you work with a client. Man. If you're bringing in a client at $500 a month, a domain costs you $10 a year. Go and get one. Protect your client. And if for some stupid reason your domain gets banned, blacklisted spam, blocked, whatever, right? Then it's disposable ABC engineering. Net. Now. It's ABC Engineering. Info. Yeah. Click Go, send more, and Abcengineering.com doesn't get stuck in any way. So when you set up your campaigns on the automation itself, go into the settings and dictate. Which email address is this specific campaign sending from? You send your marketing emails from a marketing email address, not anything else. Richard, this has been an awesome series of questions. We've answered your wife's question, we've talked about leads, and now what? We've talked about best Practises for getting them into Inboxes, bro. This has been awesome, man. Thank you. Nikos just said it's worth the webinar right here, so I appreciate that, man. Richard, has that helped with some questions? We've got a couple of people there with their hands up. I want to make sure I get to them as well.

Fabulous. But you talked about seven pillars of stickability. I don't want to put a cherry on top of this last sequence.

All right, cool. So you're bringing people into GHL, and it's five pillars of stickability. You're bringing people into GHL, and one of the things that sucks in the software world is something called churn, all right? And it's our worst enemy. It's like, I work so damn hard for this client. I got them all set up. And then a month later, they say, yeah, cancel. I'm out. You're like heartbreak. So what we found and again, every single person's business, is going to be slightly different, but what we found, there was five pillars of stickability. And we build our onboarding process to absolutely categorically tick every single one of these five pillars. We do it in a series of four sessions. We charge $1,000 setup fee, and at the end, these five pillars are done. The first two pillars, we literally cover them in sequence. But the first pillar is if you guys can still see my screen here, I'll click on Cancel on that one. If you can still see my screen here, the first pillar is the launchpad. Come in here and get this sucker connected. Get their Facebook connected, get their Google My business connected, get the mobile app downloaded on their phone, get everything that is on this launchpad connected that you possibly can.

Pillar number one. Why, if you haven't been around GHL for a long, literally, if you've got a local business that's got a Google My business listing and you've got a Facebook page, as soon as you connect that for the client in minute one, which is why it's called the launchpad, do this. Come across and click on the reporting link in your menu and show them. Now, this will show sample data because I'm in my demo company, but show them that now. Hey, look, we're starting to get data coming in from your Facebook pages and your Google Ads and that kind of stuff. We're starting to see, like, live traffic stats. Wow. Super cool. So what you're looking for is every single one of these pillars. You want the client to go, wow. All right. And Lauren, who's got, as I said, Lauren Ticket from Impact School, she has an absolute hard rule with her induction onboarding clients, we must deliver a wow in the first 30 minutes. And if you take that on board, you'll do well. So pillar number one is the launch pad. Yeah. Get that up done and set on meeting one.

Pillar number two, also on meeting one, come down to Settings, come to integrations, and connect up their Google account, Facebook account, anything else that you've got in here. If you haven't covered it off on the on the launchpad, get in here and connect it, okay? Get their Socials connected, get their Instagram connected, get their Google email connected. Pillar number two in your Settings in integrations. Yeah. Pillar number three. And again, the more of these pillars you can tick off the stickier, your clients will be in GHL. Okay, pillar number three, get them to upload their current client list. Have you got a client list? Have you got it in an Excel spreadsheet? Have you got it in QuickBooks? Have you got it in zero? Have you got it in your Pod system? Where do you have your existing client? I don't have any. Okay, cool. No problems. We'll get to that. Oh, I've got them in a spreadsheet. Whatever. Great. Let's get them in here. Come over here. Come to contacts. Hit the import button and import that sucker in. Why? Because there's Phil. If I can see my client that I've just had a relationship with in the last, you know, week or so and I can see his name here, I want to import this list with my client on the phone while I'm doing an onboarding call.

Now I've got my clients. Now, guess what I do as soon as that happens? I show them how to send an email to Phil and I show them that there might be a response. And do this, do this. Set yourself as a contact. Send yourself an email, reply to yourself's. Email. Show it in the Conversations tab. Look, there's my reply. Everything's here. So, pillar number three is the contacts in the system, get contacts in the system and start a communication with them. Pillar number three. Pillar number 4 may take either you doing some work, the client doing some work, or somebody doing some work behind the scenes. For us, we have a graphics team, so we do it. Pillar number four is a landing page with an opt in form. Okay? Now, again, when we give you guys the 23 lead snapshot, and when we give you guys the client snapshot, we give you landing pages that you can work on. But you are GHL Agency owners, right? So if you are on the call with a client, I will invite you to do this. Come to sites, come to funnels. Click on Add New, go to your template library and say, which one do you want?

So you're in the financial space. Let's choose a funnel right here. Which one do you like? Do you like the design of this one? Do you want to have a quick look at it? This is me on a call. I'm literally gone. I'm going to give you a brand new website right now. All right? So you like this one? Looks good. Now we're going to edit this. We're going to make this your colours, your brand. You like it? Cool. Continue. All right, I agree. Get it. Now. They can't do this. Only you can do this. Only the agency owner can do this. But you just gave that guy a free website. Now, again, part of our $1,000 setup is I'm going to take that website, I'm going to put your brand on it, your colours. I'm going to make sure that it reads well. So your homework, Mr. Client, is to fill in the gaps on this page. So I'm going to give you the gaps right now. Like, I've just installed this brand new free website on your site, and I need five things from you. I need a logo, right? And this is your homework.

So, Chris is you telling the client, I need these things from you before we get back together. I need your logo, I need your tagline, I need to know about you. I need to know what services you're offering, and I need to know who's going to be taking the meeting when we set up the appointment. Pillar number four is a landing page with a calendar booking or a call to action on it, depending on the client's own system. All right? Either a calendar, booking I want people in your calendar, or how do you deal with them? You want them to fill in something, download something and watch a video. What is your point of entry? I want I want that on the page. That is pillar number four. All right? And who can guess what pillar number five is? We've got them connected, we've got their socials done, we've got their existing clients in and seeing some communication. We've got a landing page with a call to action form and back. Now, guys, we know that there's a bit of work to do on a landing page, right? Connect up the automation. Make sure when somebody fills in a form, they get a note.

Build the system that goes with the landing page. That's what they're getting paid a do you or use a snapshot. If you get to that point, just put the snapshot in and it's all done. But make sure that the system is there. It's not just a landing page, it's a landing page that when they book in, they get a reminder. The reminder goes out. You get an SMS like build the system behind the snapshot. But the client doesn't see that. They just want the wow, I've got a free website right now. And now I've got my system set, I've got my process set, I've got a landing page set. Now it's my last onboarding call with this client. What do you think my last thing that I'm doing? What's my fifth stickability pillar? Who can guess? Leads. Thoria. Thank you. All right, leads. Mr. Client, the last thing I'm going to do for you before you buy me a bottle of red is put a thousand leads into this system and get them going through for you. All right, well, let's make that happen on our on our call. Now, I've got a client who's all connected, seeing their traffic, seeing their reports, seeing their customers conversations happening with them, seeing a web page that's got set up with my brands, my colours.

More work has been done on that in the last week than their web design has done in the last year for them. Now I've got leads coming through and people are opening my emails and clicking on my emails and booking into my calendar. Tell me when they want to cancel. Right? And the final point about that, we charge $1,000 set up fee, a, to cover that cost, but B, to also enforce stick ability. That client just paid a $1,000. They're going to pay me 297 a month, always, forever and on. But they're not cancelling next month because they just laid out a get it going, right. So charging a setup fee actually increases your stick ability because people have more buy in and they don't cancel. Now, here is my heartfelt golden rule on this. If they can't pay the setup fee, they're not your client. Do not, please do not fall into the trap that we did. Those who pay attention says you mere. Exactly. Please don't do this. This is the trap that we fell in when we were scrambling for cash. We took every deal we could get for as little as we could just to get some money in the door.

And guess what happened? You still have to fulfil you still have to do that work. But now you can't afford to hire it out. And that means you are stuck building web pages, writing emails, creating campaigns. And guess how many new clients you just spoke to this week. None. Which does what for your cash flow? Nothing. If you take anything away from this webinar, charge a substantial setup fee, because come on, guys, look at GHL. It's freaking awesome. And it will take some work to set up, and you deserve to get paid for that setup. And what you do, what you will deliver on the back end of that set up is worth $1,000 all day, baby. Do not fall into the trap. If they cannot pay, they are not your client. Find another niche that has more money. All right. If you're going after let me think. If you're going after a small niche, I'm trying to think of somewhere where they're struggling. The dog walking niche. If you're going after the dog walking niche, you are going to struggle, because there is only 1% of dog walkers on the planet that have got a multi franchise business and can afford to drop a $1,000 set up on creating all this stuff.

Right? Because they're working for $14 an hour. Choose another niche. If they can't afford your services, choose another niche. There are plenty of them. If you're struggling for a niche, use the word commercial. An electrician is going to struggle to justify your fee, but if that electrician also does commercial electrical work, they get paid $100,000 per job. And I can find a commercial electrician with just a few strokes of my keyboard. So choose your niche wisely, Richard.

The last thing I will say is Amanda, that brother. That is absolutely true. If you don't charge that set up fee, that's got to be your philtre. Talking about philtres, I was going to ask, when you have them set up for their calendar, do you have qualifying questions when they're getting onto the calendar?

Yeah, I do, and I've talked about that a little bit before. I want to make sure I get to other people's questions there as well. But I talk about friction in the funnel. So when I start working with a client, I build them a frictionless funnel which looks like this. Do you have a pulse? Can you breathe? Cool. Book in my calendar. Let's have a chat. Right. That is frictionless. You are an alive human being. I want to speak to you and see if I can sell you something. But what's going to happen is your calendar gets booked up. The more that you get booked up, the more friction you want to put into that funnel. Right to the point where one of our guys, Greg Rowan is his name, as a business coach, you cannot book in with Greg unless you pay $97. You're paying $97 to actually get an appointment with this guy. That is the maximum friction point. All right. But before that yeah. Are you alive? Cool. Great. Qualifying question number two. Do you have money? Cool. All right? Are you at this level? Do you have this level to invest?

Build your questions to suit your calendar. If you're getting overwhelmed with tire kick speakers, add more friction, right? If you haven't got enough people booking in with you and you need to speak to more leads, take some friction out. Richard cool, guys. I hope that helps. That was a nice, long little session, and thank you so much for the feedback on that. So let me click on this.