Overview:

The podcast discussed how to create effective offers and marketing campaigns to generate qualified leads. Johann presented how he transformed his company's failing offer by focusing only on what clients wanted, which was qualified leads. He launched a new campaign promising 1,000 leads for $300 using pre-built AI lead generation tools. Several case studies showed how clients successfully used these tools to find ideal clients and close new business. The discussion emphasized the importance of understanding customer needs and testing different offers to find what truly resonates with target audiences. Creating offers that directly address what people want, not just what businesses want to sell, was shown to significantly improve conversion rates.

Takeaways:

• Johan transformed his SAS platform Commic from long demos to a 90-second video offer on Messenger that closed deals much faster. This improved onboarding from 30 days to 2 days.
• Brendan generates events without spending money on advertising by focusing offers on what clients want, like qualified leads, rather than what the company wants to sell.
• Yohan's company Comic shifted from an overwhelming offer of many features to focusing on generating qualified leads, which improved conversions and ROI.
• Case studies were presented of businesses generating qualified leads through targeted campaigns using Comic's AI tools and achieving high conversion rates.
• The offers were simplified to focus on clients' ideal outcomes like more profits, distributed products, or acquired clients.
• Comic handles lead generation, qualification, sales conversations, and onboarding to deliver results quickly for clients.
• The system ensures clients are not overwhelmed by managing lead volume and routing leads to the appropriate campaigns.
• Developing the right offer is important to focus on the right audience and their desired outcomes to improve conversions.
• Offers should provide value to clients rather than just selling features the company wants to promote.
• Getting clear on the ideal client profile is key to creating offers and campaigns that resonate and drive results.

Automatically-Generated Transcription:

Welcome everyone.

So today we've got two pretty exciting presentations.

First we have Johann Mara, who's gonna be talking about his 10 minute close.

And then second we have Brendan Golby who's gonna be referring or taking us through exactly how he fills events without spending, you know, spending money on advertising essentially.

So yeah, super, super exciting.

So let, let's, let's dive in with Brendan, with Johan first.

So what Johan's gonna be covering, I was chatting with Johan recently and he, he's got a, a SaaS platform called Comet.

And what they basically did is he, he's gone from taking multiple touch points and, and one and a half hours of demo and converted in, converted it into an irresistible offer that has people closing over messenger with a 92nd video and about 10 minutes of dialogue.

So he is completely flipped the script on that and it's working so well.

The sales team had to stop selling for six weeks with while the delivery team caught up, which has led to a refinement of the onboarding process from 30 days per client to two days and a massive r o i for the business and for the client results.

So yeah, so we always like to show stuff that's working now in real time at this event.

So I will now hand the reins over to, to Johan and I'll make you a co-presenter as well, Johan, so you can share screens.

Awesome.

Fantastic.

Can you guys hear me well?

Yep.

Awesome.

Cool.

Yep.

The guys Comet came, comet is now one year old and it came about by finishing a bottle of rum, actually.

I went to the Gold Coast and caught up with a friend and he told me all these amazing softwares that he had built over the last 13 years and 50,000 customers, et cetera.

And um, I just went, holy wow.

Like what he'd built was incredible and most of you guys know him, his name is Walt.

And I went back and I was, we were in lockdown again, like I'm in Melbourne.

So it just became part of life and got drunk with one of my friends.

He lives a minute away.

His name's Chris, he's also a part named Comet.

Great story.

Start off with a bottle of rum and I was telling him about everything that Walter had built and he said, no, it's not possible.

It's, there's no way that this kind of software exists.

I said, yes it is.

And drunk messaged Walt at two in the morning and got him to do a demo the next morning.

And we were both sitting there with the hangover going, oh my god, this is, Chris was like, you, you're, this is incredible.

It actually is what it is.

So that was a year ago.

So we started comment, it took us about three months to craft build up the brand and all those sorts of things.

'cause we, what we did was we merged seven companies into one.

And so this is where the presentation starts.

Let me share my screen.

Can you guys see my screen?

Yep.

Yes.

Awesome.

Oh, how do I get this slideshow?

That's what happens when you have two screens.

I've got a blank screen.

Can you guys see my screen?

Yep.

Yes.

Alright, cool.

Awesome.

So the e evolution of Common Suite, how we turned around a failing offer.

So when we started off, we had, as I said, at least seven different companies and we were trying to make, sell them as one.

So we had social, we had content leads, reputation, comment, chat, insights, all all of these things.

And each one of these things is a behemoth within itself.

And some of you guys have been with us from the start.

So you know how big Comet is and when you have access to all of these, it's even bigger.

This is what we were trying to sell.

Now when I say trying it was, we were showing this to business owners and they were saying, oh my God, this is incredible.

And we'd call them up three weeks later and say, Hey, you said you were gonna sign up.

Why have you not signed up?

And they said, I need to hire three different people to run this entire software for my company.

So what we wanted was a business critical software, which everything was in one.

And you can see here we had SS e o content reviews, funnels, websites, replacing ClickFunnels, engaging with every pro prospect through chat, creating surveys and forms, all this stuff.

There's a lot of stuff on the screen and most people got completely overwhelmed.

Here's all the things we were replacing.

So the on demand lead generation, blah blah, blah, blah, blah, blah, blah, blah.

A lot of stuff.

7,500 a month.

We thought this was a great offer.

And how can they turn us down at 497 a month?

Crazy, crazy, right?

So anyway, and these were our packages.

The the ones who got in first it was 2 97, 4 9, 7, and 9, 9 7.

These were the packages that we're selling now to clients in the last eight months, we lost three clients.

So is the product sticky?

Hell, yes it is.

So we said, okay, what are we doing wrong?

Why are we, why is that conversion so low?

And we said, okay, what do the business owners really need?

So we started serving them saying, you've been using comment or you want comment.

What is the one thing about comment that really attracted you?

And they said, all I care about is qualified leads.

I went, oh, okay.

Wow.

So we stripped away absolutely everything and we focused on what they wanted, not what they needed.

Now what they needed is a typical creator trap, which is what we were, we just wanted to show the world how amazing all of our stuff is.

Come on, you can get this.

But they were overwhelmed and they would, they just wanted leads.

So we said, okay, let's fix that.

So we rebranded to Comet Leads and our promise was how to generate a thousand qualified leads in 10 minutes for $300.

We have a five step funnel, very simple, a Facebook ad, which was an application funnel, took them to a lead form, took them to a 92nd demo because we live in a three second world right now.

And attention spans.

If they really like the 92nd demo, they'd then go to a 15 minute demo, which is pushing it at this point in time.

And then they could book a call or they could sign up.

That's it.

The most simplest funnel you ever see.

If I'm an Infusionsoft partner for the last five years, some of my funnels are about 3000 steps long, et cetera.

And this is the most simple funnel that we ever built.

So simplicity is the key.

Okay?

So our application funnel, this is our ad.

The ad simply called out the business owners, business owners stop believing that you need to spend big money on social advertising to generate leads to grow your business.

You can now easily control your lead generation sales, growth, et cetera.

This is where we can help you with apply.

Now do, oh the second last sentence there.

Does your company qualify to use our suite of artificial intelligence tools?

Apply now.

So those were the key sentences there because we flipped it.

It wasn't, they weren't clicking to get something, they were now applying to get access to it.

And when they clicked it, they'd in their details a lead funnel.

What industry they're in, their first name, last name, their phone number, et cetera, and their company.

Um, I'm just gonna show you the, Oh This thing's gone off again.

I'm gonna show you the ad just quickly.

So you have, look at it.

My screen's gone blank.

Come on computer, stop sharing and start sharing small screen.

One minute please.

It doesn't matter, I'm just gonna keep going.

So the ad's pretty cool.

It's got funky music and everybody, it's a pattern interrupt ad.

And they go, oh, okay, cool.

They stop and they watch it.

I'll put the Link in for anyone who wants to watch it later.

Alrighty.

So then from the app, from the ad, we'd get their details.

What happened?

Too many presses, okay, back here.

So they'd come here and you can see down the bottom of this video, it's a one minute 21 second video.

So when they'd fill out their details, they'd come here, they'd watch this as that 92nd video I was talking about.

And then they'd get a very simple offer, would you like leads for 29 cents or would you like leads for 24 cents?

It's a 2 97 package or a 4 97 package.

Very simple.

So there wasn't that much complication for those who really wanted to delve into it.

They would go and watch a walkthrough video, which went for about 25 minutes and this was the video.

It's there and they just watch it.

And after they watch it, our team gets a message.

So our sales team on a round robin, they keep getting these text messages, Steve, just watch the demo, call them.

Now this is from this morning, Sonia Park just watched it.

Here it is.

So they're hot leads coming in as they do.

And then this is what our pipeline looks like.

So if you'll see on the left hand side, those are cold emails.

So of course we're selling leads.

We have to use our own system.

So those are the cold leads that are going on, cold emails.

And then the second line there says Facebook leads.

So those are the Facebook leads that are coming in.

The ones who we have no response from.

The ones who we've, who are interested, follow up, very interested.

The ones who've watched the 92nd demo, the sales team are really keen to get onto those.

Watch the full demo book, the one-on-one call, et cetera.

So we move them from left to open rates for our cold email.

Targeted cold email is 40% from that.

This is to a thousand.

Um people, 40% we're getting 50 leads every time we send out a thousand emails, 50 qualified leads.

So how are we closing them?

So people applied.

So because they applied, they must qualify in order to qualify.

We need some of their details to see.

And this is the opening statement, AR lead generation is not for clients who do not have the right infrastructure, you'll get overloaded and damage your brand.

This is a roll switch.

It switches us from trying to sell them something to being the advisor.

We wanna look after you and your brand.

We want to ensure that you can deliver on your promise and protect your reputation as the business owner.

So what we do is we drip feed 10 clients a day and by the time we get to six weeks, we're now sending you 50 um, touch points a day.

50 uh, clients.

So this is the questions that the sales team ask them, how many clients can you handle per month?

What is your average transaction value?

How long does it take to deliver your offer?

What does your current sales cycle look like?

What stages do your clients go through?

What is your offer?

Can we find some leads for you now?

So by the time they've gone through these set of questions, we are, the sales team already knows everything that they can add massive value to them from here.

This last sentence, can we find some leads for you right now?

The sales team literally jumps on, shows them how the software works.

Most of the time they will say, I'd say 80% of the time they'll say, oh my god, that's my client.

Oh my god, this software found my client.

We go, yeah, cool, that's 'cause that's what we do.

And so then we ask them the question, would you like a thousand leads or would you like 2000 leads a month?

It's as simple as that.

So that's the 10 minute close.

So it went from trying to sell them absolutely everything to transform an entire business to hey you on leads, we got leads, let's hook you up.

Now I'm gonna quickly show you some case studies.

Hey, where's my go?

There we go.

Oh, oh, oh, don't do this.

There we go.

So I simple, we simplify the entire system.

You identify your target.

Is it a business type, is it a particular person or is it a particular company that you wanna target?

Then you use comment, you find them ideal clients trigger one of the campaigns.

So that thing comes pre-built with all these different campaigns.

You can download that database and you can upload them directly to your c um, C R M to your Facebook so that the custom audience, so it's now advertising to them.

Or you can upload them to LinkedIn and add them into your LinkedIn and then you get to track them in real time.

So four quick case studies.

These guys are our champions over the last eight months.

And so I'm gonna walk you through a business coach, an event organizer, a joint venture broker, and a product marketer.

Alright?

The business coach.

So he's using common to generate leads for himself and have real conversations with real, real people who need him the most.

He is also generating leads for partners and charging a finders fee.

The system is doing all the heavy lifting for him.

Let me show you how quickly.

All right, so he gets their attention.

So his target is tradies tradesmen.

So he sends them via a cold email, a two minute video, how to increase your profit by 30%.

He says, Hey James, I know that you run this company.

I've had a look at all your profile and what you've got.

Here's a quick video on how to increase your profit by 30%.

A value add that he gives them is he'll also give them a four part video series.

Now by the time they watch that two minute video, their mind is like, holy moly, this is incredible.

If he gave me that in two minutes, what else has he got?

And so that then sends him to the four part video series and also to a Facebook group with other tradies.

What does this do?

It builds a know, like trust and it also has social proof.

The call to action he has is to book a call or to request a call.

His interest, if there's interest, if they're a good fit, they sign up at three K a month with him.

Automated onboarding, they have a great experience.

If they're not a fit, generally it means that they don't meet the revenue targets.

He sends them, he puts them into a top of mind campaign.

So now they're in there for 12 months getting upgraded, their brain's getting upgraded, they're learning all the stuff from him.

Reciprocity is getting built and it shows them how to build their business.

And then he refers them to a marketing agency where he says, Hey, you need to fix up these, your website, your Google ads, et cetera.

And they have a great experience from those 1000 tradies, you got a four 40% open rate.

So 400 of them, 10% percent of those took up on the call.

30% of those, which is 12, took him up on his business coaching.

Pretty cool.

28 of those above of the 40 who were not a fit, he sent them to the digital agency.

The digital agency closed them on average, they're worth about 12,000 a year, of which he gets a 20% referral fee.

So the results from 12, from 12 clients, he made 36,000 a month annually, 400 to 32,000.

And from his referrals you got 5.6.

So two 2,400, which is again, that's a total.

Now business coaches, once they hit a certain cap, they can't take on more people.

So now he's in a growth phase, hiring more coaches, et cetera.

So that's not bad for one little case study.

So why is it so powerful?

You're only talking to people who fit your ideal client profile.

You're saving time, energy, resources by implementing the focused action and you're saving money by reaching the right people and building those real relationships with them and adding value to them, which is reciprocity.

So in a crowd of people, that's the person you wanna talk to.

Alright, the second one is an event organizer.

So the first target that he had was speakers.

So he wanted to sell them a speaking package where they did all the video socials, database reactivation, email campaigns and created fomo.

FOMO around, Hey, if you are not gonna speak on business scaling, don't worry, I'm gonna go find somebody else.

Their action was, they either sign up as a speaker or they go, I'm gonna go check out this guy's events.

And they buy a ticket.

The results, he sent it out to 200 speakers, 30% open, six closed, he made 12 grand target audience.

The second target was business owners.

He was trying to sell tickets to these guys.

So these guys got value added.

Hey look at this guy.

This is, this guy's amazing.

He's, he has a three minute video here, has a 10 minute video, and then he added them to a Facebook group with the other business owners.

Now there's social proof happening in there.

So what the action was, buy a ticket and if they didn't buy a ticket, they'd go into a survey campaign, find out where they're, and then sell them affiliate products.

So 1500 emails went out, 40% opened in there and 120 tickets closed.

The third one was sponsors.

So he was looking for sponsors.

They either signed up as a sponsor or they bought or, or they were sent into the campaign to buy, uh, tickets.

300 sponsors were targeted, eight of them closed 24,000.

So from that event he made 95,000 just from doing what we showed you just now.

So the last, the second last case study business owners.

So this is a business broker, so he's targeting financial planners.

So the financial planning industry is absolutely messed up right now.

So there's heaps of people exiting and heaps of people acquiring.

So he had a campaign for selling and for buyers.

So for buyers and for sellers, basically he sent them a two minute video to the ones who are selling and he doesn't know who's selling.

It's a phishing campaign, how to sell your book and get a three times multiple on your revenue.

And then he'd send another one saying how to merge with or acquire financial planning businesses and leverage their book to increase the valuation of your company.

So now he's playing there and then he puts them into an education campaign and starts nurturing them to either buy or to sell.

The action is to get on a call with him.

And if they say no, they put them into a formal campaign so that they're again, top of mind and they're going, oh my god, all these other people are selling.

Should I sell or should I buy the results?

500 sellers, 10% open, three closed, $20,000 in comms.

Uh, $20,000 for an engagement plus comms.

So he made 60,000 there, 500 sent to the owners, 30% open, 15 of them engaged him at 5,000 and a total of 135,000 plus his comms.

And the last one is a juice.

So a juice brand new juice.

They want to get market penetration.

So they go, okay, who are we gonna target?

They want to target distributors.

So they send the distributors how to get 10 times more product distributed.

Video one and video two, leverage your proven product to expand your range and make more profits.

The action sign up as a distributor.

200 distributors targeted 30% opened, six of them closed, they bought a thousand cases, 12,000 profit a month.

Cafes and restaurants was its next target, the new juice range request your sample pack.

So he is telling them to get a sample pack and then it books them into a self-order.

Campaigns one who say yes, 500 cent, 500 cafes, 11 of them onboarded 22,000 a month.

Schools the healthiest juice to increase focus and natural energy in kids.

And then they had, they had all these scientific articles, et cetera around their juice.

Created a deployment schedule for delivery.

And 300 schools, three deals were closed, 8,000 a month.

So in total that's 42,000 a month or 504 a year just from doing this campaign.

So that's how we flipped it.

Those four people are gonna become our ambassadors, our champions.

And now we're relaunching our offers that I showed you before into three new offers.

So we've got three packs.

One's a startup pack, which is a thousand dollars one time, no commitment.

They can use it as much as they want and they get a dollar per lead.

Then we've got a booster package, which is 2 9 7, which is our standard package.

And they get a thousand leads to use any every month.

So every it accumulates.

And then the expansion pack, this is for the authors, the event organizers, the book launches, those people who just need a big boost of people coming to their event or whatever it is.

And that's 3000 annually for 12,000 leads.

So that's a new plus.

There's all these bonuses that we give them.

So basically what we do is we effort, effort effortlessly and quickly generate the hour leads that they could ever want with, uh, technology.

And you don't have to be.

So, uh, Scott was talking about before there was a 30 day onboarding.

That was because we were getting the clients to do the tech and we saw that was a big issue.

So now we have people in-house who will set it all up for them and get them up and running in 24 hours.

So all they need to do is to be able to point, click, type, copy and paste, and then they can start generating their clients in 28, 24 to 48 hours.

That's it my friends, thank you so much.

Foremost.

You've been with us on this journey since we started from the bottle of rum to where we are now and we're growing and we're integrating with nearly every C R m that there is.

So thank you.

Thank you for allowing me to share.

Awesome, thanks.

Thanks Johan.

I think what you've just shown is, it's something we all know is how important the offer offer is to any, you know, to any offering, any piece of sales, copy, any marketing campaign, and you've demonstrated that in real time.

Any questions from the group following Johan's talk?

Yep.

Steven, What, What about the, who pays the Facebook ads cost and the, and the development cost for the offer?

Like writing, how, what do you do about writing?

So I'm a business owner who writes the property, who pays for the Facebook ads?

What's all the other stuff?

Yeah, for sure.

So our, our promise is that they don't need Facebook ads anymore 'cause we will directly contact the right people.

So if you have a look at the software, you'll say, I'm looking for CEOs in Melbourne who have a broken hamstring.

The software will find all of them, find their LinkedIn, find their websites, find all their contact details, then they go into your pipeline and your sales team can follow them up, they can text them, they can start communicating with them.

Most of our closing is done via text, via LinkedIn, via Messenger.

So there's no even human talking with the Facebook ads.

You can download the database that you generate, you can upload it to your customer audiences and you can run it.

We have other agencies who are charging for pay per lead.

So they'll go to dentists and say, Hey, I'm gonna generate you Invisalign appointments for each one.

You only pay me when the deal closes.

How much are you happy to pay me?

And those guys are switching their business models.

So digital agencies from 1500 a month, 3000 a month, whatever they charge us for management to the pay per lead model.

And they're charging $2,000 per Invisalign client closed.

It's pretty insane.

So they've gone from 30, 40 leads where they'd only get paid 1500 to three grand to $2,000 a pop.

It's gone to 80 thousands.

Pretty crazy.

And I believe that's how digital marketing will go in the future.

'cause people hate paying their management fees.

Did I answer all your questions?

What about all the, the creative stuff like the, all that sort of stuff?

Some regard like I I can't deal with all of that.

Someone do it for me.

Yeah, correct.

So when it comes to things like that, we go, Hey, we've got this expert, his name's Albert, we're gonna get him on a call with you and he's gonna help you out.

And Albert is on my screen on your right hand side.

So we started off actually in October, we were doing a SWAs model, which is software with the service.

So when they signed up, they would then get an offer to sign up for a $5,000 package, which was done with you.

And we'd build out all the, the campaigns, et cetera with them.

Or a $10,000 package which was done for you.

And it was all these other campaigns and all the copywriting and all the emails and all that.

And then we went, you know what, we wanna focus on what we do best.

So we now have partners all around the world.

We flick those clients too.

So if somebody says, look, I can't do that, or I dunno how to do that, can you put me in touch with someone?

We go, yes we can.

And we'll farm them out.

Two people like Albert Albert and all the other people we have in our network.

I think we've got a question from Rob and, and Martin.

Awesome.

Yeah, so thank you Johan.

I, I guess you went at a rapid pace base, so I'm not sure I caught most of it.

Sorry, I get excited.

Can I just validate my understanding of your platform, it's an artificial intelligence that kind of scrapes the world to try and find leads for you?

Correct.

You set in your parameters in there, it then does the, gives you their contact details and whether you punch that into another marketing platform or not or whether you just start cold calling, you are just really going out and scraping the world and ringing it back.

Yeah, correct.

But the unique proposition there is we've got campaigns that are prebuilt that is built with marketing intelligence that says this is how to convert a lead.

This is how to warm up the lead.

This is how to, to nurture them, to get them to take the action.

So you can go, there's tons of scrapers out there and you can go and get a scraper, but it's, you might as well get the yellow pages and just be like, yeah, what do you do with that?

How do you bring them in?

How is everything integrated?

What's the client journey that you take them through?

What of that is what's in the platform?

So I guess I'm trying to work out the segue between when your platform does its bit and then that hands it over to the C R M, which is also doing some similar elements.

There's a crossover there.

And what's the, why do it in your platform versus the C R M where people have already been doing it and what's the, the benefit of one versus the other?

So with the CRMs, the reason the CRMs wanna partner up is because they don't have a lead generation mechanism.

And so what makes us unique is we generate those leads, we qualify them, we clean the database if you, yeah, anyway, so we take them through a process and only the ones who are responding, who are engaged, they're the ones who go into the C R M or we're dealing with real estate right agents right now and other people who have existing systems.

So they don't want another C R M.

So they use ours as a pre-qualifying, which then sends them to theirs where they have their systems already built out.

So I mentioned before, I'm an Infusionsoft partner, have been for five years.

There's probably about a hundred grand worth of development campaigns, et cetera.

If somebody asked me to switch to another C R M, I'd be like, I can't.

'cause there's so much in there that I've built over the years.

Whereas this thing acts as a separate engine that then feeds into my engine and then my systems and processes can do what it needs to do.

Okay.

Yeah, that's um, can I, can I ask a question?

I think, I think Martin was next to me.

Oh cool.

How do I put my hand up here?

Um, If you just go on that, but there should be, I think there's a thing in that reaction Under reactions.

Under reactions.

Yeah.

Maybe if everyone uses, that's probably the easiest way of doing it.

Yeah.

Okay, cool.

Is it me Martin?

Is there another Martin?

Uh, Martin Henley, yeah.

Yes.

Cool.

Okay, great.

Okay, love this.

Really exciting.

Maybe I'm just a Luddite and I'm not aware that these things go on.

What gives me the heebie-jeebies is because I used to be a sales person is the idea of having a thousand or 2000 or 4,000 leads.

'cause I know that leads are work.

So why do you set it at those really high levels and is there an option to have less leads?

Yeah, for sure.

So the the reason being is 'cause we drip them.

So every day, as I said, Double up.

Yeah, there we go.

So we drip feed them.

So to make sure that a client cannot, doesn't get overloaded.

'cause if I sent you 15 referrals today, you might be overloaded, whereas you might just want one.

And so from that thousand through the examples that I showed you, those guys were closing 50 60 around that per month, which most clients can handle.

And so it's a, and the ones who they can't, they say, okay, book in next month.

Or they have a process to make sure that they're not getting overloaded.

So that's why those questions that we ask them over the phone is, how long is your sales cycle?

How long does your offer take to deliver?

What are your price points?

We make sure that they can actually handle the volume that we're about to send them.

'cause if we send them that and they can't deliver their brand, their reputation gets tarnished A hundred percent.

Yeah.

Yeah.

So With the sales team, they get round robin, so you remember the big giant sales board that I showed you.

Those get farmed out to the different sales teams and then it also gets measured who's closing the most.

We can sit there and listen to all the different calls that were happening.

So we know who are the top performers.

We know who can deliver anyone who's, yeah.

Yeah, it's an easy system once you start using it.

Okay.

So it's designed for people with sales team to do the work of qualifying these leads.

It's So the, yeah, you'd have to have at least two or three salespeople to be closing them.

And that's yes.

Otherwise you're gonna get overloaded With most business owners, they, anyone who's got less than four or five people, they're, they're running around trying to sell, they're trying to deliver, they're trying to manage.

They, they don't have enough bandwidth in their brain to generate leads, talk to them, close them through a Okay, super cool.

Thanks.

Excellent.

And uh, Craig?

Yeah, look, I, I'm interested in this concept.

I was actually talking to Scott about this type of thing really yesterday.

So probably good timing.

Is this really, so you are doing all the work and you're really basically getting to the point of what an appointment setter is setting up a qualified lead is that, that's mentally how it is.

That's, That's the aim.

So you find the right people, you nurture them, the system starts doing what it needs to do.

There's a lot of other automation stuff which I haven't covered today, which nurtures them and gets them to the, and, and when we talk about ai, it's having conversations with them.

If you watch this thing in real life, you're like, it's, you think you're talking to a human, but you're not.

And it's saying, Hey, what's your three main problems?

Is it this, oh hey, cool, let me send you this video.

Video.

And it's all human language as opposed to g p three computer language.

And by the time they're done, they're booking into the, into your calendar or they're just signing up for the product.

That's the, Yeah.

And at worse they end up in your c r M database.

So don't just go out to thin air.

They end up on your list eventually.

Your list as in my list or your list.

Uh, as in, if I, let's say I use Keap for example, and they're not appointments set, they haven't co closed.

Where do they go from there?

There's, There's only 3% of people that are generally are ready to buy right now.

And in this day and age we need 17, 18, 20 touches with the way we are.

So you put them into your C R M, you put them into the top of mind campaigns, you put them into the FOMO campaigns, you nurture them, and then they start dropping in two months, three months when you create the pain where it's, Hey, you signed up three months ago, you still haven't done anything.

How's life going?

Can we help you?

That's all the marketing language that, that goes with it.

They drop after a particular amount of time.

So yes, every month you're accumulating a thousand of those leads With our system, those, that list is getting cleaned.

So anyone who's bouncing, et cetera, they get removed.

So you have a clean list, they get put into a different segmented list to see the engagement.

Once the ones who are engaging high, they get put into different campaigns to get them to close.

The ones who are not engaging, you send them more visual, auditory, trying to figure out whether they like videos, whether they, they like listening to podcasts, et cetera.

And increasing engagement and with the aim of getting them to the phone call.

Cool.

Which is where most of the closes happen.

Yeah.

If I have to jump off, I am interested, so I'll reach out to Scott to find out how to get in touch.

Yeah, man, for sure.

Yep.

Yeah, no, I can connect you with Johan.

No, no problem.

Uh, e Excellent.

Excellent.

No, that's, that's great.

So we might break out into breakout rooms in a second.

Before we do, I think Alexa has jumped on and I might just get you to do a quick intro, Alexi, 'cause Yeah, Alexi's got a quite an extensive agency background and very strong in AdWords and a number of other things, but you can probably introduce yourself better than I can.

Thanks Scott.

Hey guys, my name is Alexi.

I run UIO Solutions.

I've been for the last 15 years.

A lot of people may know me as the techie behind Andrew and Dale Grants business.

I've basically worked with 'em from day one.

I am working with Darren Stevens at the moment on my book called The Better Business That Works.

It's really aimed at, I guess a bit of a transformational process that I take businesses through when it comes to fine tuning their sales and marketing and making them more profitable.

So that's something I'm working on right now.

And as for my agency, I am in Brisbane, gold Coast and Melbourne.

I have a team of nine in Australia and a team of 20 in the Philippines.

So yeah, that's a pretty brief rundown of I guess what I do.

Yeah, no, a awesome thank thanks Alexa.

And they're welcome, welcome to the, the tribe.

So what, what, what we might do is we'll break out into breakout rooms.

Now there's about 24 of us, so we'll probably do five, five breakout rooms.

And the theme for the breakout rooms is let's make an offers.

So how can we either make better offers ourselves or better offers for our clients to get better results ultimately?

Hey guys, we're back.

We're back again.

So we might do a, might do a quick go around the, the room in John North.

Do you wanna tell us your biggest takeaway so far from the breakout Part of the fact we all marketers the shelves since That's interesting about conversations about stuff.

I, I think it was about ultimately figuring out your best offer in terms of working out who your customer's gonna be and getting clear on that.

I think that's the biggest problem and probably agree with there.

They, they have no idea who their real customer is and figuring out that I think is the most important part of it.

A lot money in advertising and get nowhere because you didn't get right at the start.

So you think get your offer right and you didn't get the right customer.

And I think that's the key to the whole thing.

That's it's marketing 1 0 1, but every time I talk to someone, it's the first thing they've ignored.

Yes.

What It's too hard to think about.

Right?

It's a really difficult conversation.

It hits your head so they avoid it.

Yeah, yeah.

No ab absolutely.

Absolutely.

How how about you Rory?

Yeah, I think there's a difference between having an offer that you think is good and having an offer that people actually want.

John was talking about how he shifted his model from like a, a consulting type thing where people would not take the action, you'd give them the great advice, but then they'd wanna opt out.

And then shifting that to providing like all kind of done for you type thing.

I think it really for me came down to you're just going to make sure that you're getting the right people for the right offer.

'cause some people I consult with and that's perfect.

They don't want the done for you stuff, but then some people it's, I literally do not care like about doing it myself.

I just need to get it done.

So I think right per right person, right offer.

That's what I took from that.

Yeah.

And Rory, can I say this too, Scotty, is that the other thing I took away from it is that Jace, uh, hates us all because he said, uh, halfway through our little session that he was bored with it.

He was moving onto another pla moving onto another group.

I Figured we were interesting.

We were pretty damn interesting, I thought.

And I got muscled into staying.

So, you know, the guilt got the better of me.

Oh, it's too funny.

Too funny.

Yeah, I've been made a co-host, I think it was by accident, Scott, but oh, power.

It gives me the power, it gives me the power to choose.

It's, it's got it's gone to his head, John.

Yeah, that's a problem.

We can get booted out very shortly.

Hey Tim.

Hey Tim.

Is that your shopping list behind you?

Because it's just all b******t.

No, Mate, it's, I'm interested in my wife's office.

We're just doing a planning exercise the other day to try and get a, That's not even in English what to do.

It's not even in English.

You're just trying to make us look, think bit.

No, it's in English.

It's just backwards.

Oh, it's, uh, that's good.

And Alex, what was your biggest takeaway from your group?

Oh look, I had Johan and Steven and then, um, it was good to ask a few questions and also share what I'm doing as well.

It's interesting to meet the entrepreneurs at different stages of their journey.

When someone does something for quite a long time, their perception of, uh, success and what they want to do and how much they should be paid is very different.

So I think, um, everyone's at a different level and potentially if we're talking about offers, uh, it's really interesting.

Um, my my observation is you really need to be able to qualify that interest and understand exactly what people resonate with in order to give them the right sort of offer.

So doing things like surveys and so on, in, in, in my opinion, works really well.

But yeah, just talking to, uh, Steven and, and Johan was really quite eyeopening, so lots to process.

Yeah, no, absolutely.

Absolutely.

No, that's, that's awesome.

That's great.