Overview:

Discover the game-changing strategies that have skyrocketed Nathan Wade's business growth! Dive deep into the world of joint ventures with an exclusive inside look at Nathan's unique approach to acquiring leads. Ever wondered how top businesses collaborate for success? Nathan spills the beans on his lucrative partnerships and the secrets behind his remarkable marketing model. Don't miss out on this golden opportunity to learn from the master himself. Listen now and unlock the potential of collaborative business growth!

Transcription:

Nathan Wade over the years, I've sort of chatted with Nathan and he's sort of, you know, he's like, oh, we've got too much work on at the moment and yeah, I'm like, oh, how are you getting your leads? And he's like, oh, we do these joint ventures and he's got a really unique process, which he, which he goes through with JV partners and it's extremely effective.

I think that's where. The majority of yeah, of your, your business sort of comes through from my understanding, Nathan. So, Nathan's basically going to share his process today of exactly what he does and, and how he approaches it. So yeah, I'll hand the reins over to to Mr. Wade. Cool. Thanks, Scotty.

All right, guys. So, sure. Okay, Peter, thanks. Sorry, I'm just reading comments. Awesome. So, as Scott kind of alluded to then, so this is basically what I'm going to do here, guys, is run you through the marketing model that my agency uses. This isn't a service that we offer or anything like that. In fact, so I've put a couple of slides together.

So, more so to keep myself on track than anything else. This is, these are just a few things that I sort of rushed together this morning. So I was kind of just talking to to a couple of to to John and Cody in the group about it then of going, I, the best way to describe our marketing is what I call the conservation of energy model.

Like my, I basically run a quite boutique digital agency called Disruptor where we work with one established business per industry to help turn their Google traffic into leads and sales. But, you know, when I'm going to be talking about Google or any of that sort of stuff today, basically what I'm talking to you guys about is how we, how we generate leads and how we're growing by at least 10% month on month.

We've, we've worked out that we actually do it takes us less than one hour per month to do our marketing. We spend less than an hour a month. We don't have, we don't run ads. We don't, we don't do any of our, all the SEO and Google ads and stuff we do for customers. We don't do for us. Yeah. All we do is we've got a template that we use, a standard model for formulating really good referral partner relationships.

That just keeps us with basically, you know, keeps us dealing with just a constant influx of pre qualified, pre sold leaks. Cool. So let's, let's jump into this here. So I'm just going to jump off, bring up my deck. I'm not going to share it with you guys. Just yet. I'm just gonna use it to keep myself on track.

So conservation of energy. I, I started this agency about seven years ago and what I basically, I, I had all these, I built, built and sold a couple of really successful businesses. I had a, at that I'd had a, I was the c e o of a tech company that we listed on the as x when I was 35. And I always thought, like back then, my, my, my model for, for what, what constituted a pat on the back and you, you know, you're finally successful, you're finally mattering business.

Was like this corner office in the city overlooking the harbor and picture on the wall of a horse jumping a fence, you know, and a hundred staff and didn't get to a hundred staff, but, but got the rest of the rest of it and got there and realized that it was absolutely frigging horrible. It really wasn't what I considered to be fun or, or, or successful.

So now that I'm a family man, life is really all about. I want to be every sporting carnival. I want to do school drop off and pick up every day on better to canteen duty whenever the hell I want. I, every, every sport and activity that my kids are in, I coach and this business is really is the vehicle for all of that.

So it doesn't work for this business to have a hundred grand a month of Facebook ads and five offices and overheads and things like that. It needs to be able to buy me a Range Rover whenever I want. Without me needing to worry about doing all this fancy laboursome type stuff, which is where this, this model come from.

And look, I should, to build the context in here, I should point out that there's bigger, there's a hell of a lot bigger agencies than us around the place. Even in this group, there's a couple of great agencies that are much bigger than us. So at the moment we're doing about just on a hundred K a month in recurring revenue.

So average customer comes with us. They stay with us for 36 months. And they usually refer 1. 2 other clients of similar size during that 36 month period. And we're growing about 10% give or take, month on month, based on this model. This model could have us grow easily up to, God knows, 50, 100% per month. It does scale, but based on the one hour a month that we're putting in, it's getting, we're growing by about 10%.

So what that looks like, Is about 80% of all of our business is coming from three main referral sources. These are the three people that I've, that I've positioned us, well, I've aligned us with that are basically like distribution, fire hoses of fire ideals, super sexy, pre-qualified customers. From there we've got about, about 10% of our leads come for our, our customers come through, referred from existing clients.

You know, that's that 1. 2 on average that, you know, referrals that over the 36 months someone will turn into another customer and about 10% come through my network, which, so to talk to you about what my network looks like, you're in it. It comes from you guys. Comes from me doing that once every two months.

I might get asked to speak exactly like I'm doing doing now. But that's, that's, that's the stuff that comes organically. So, to give you guys, I want to take you through our, our framework for how to align with great partners or how to come up with great JV relationships because so many people, I feel like there's so much knowledge in this space that in so much preconceived, like people.

A lot of people think that they know how to do partnerships, and yet when I, when I hear them talk about, you know, this great company they're going to go online with, that, and you listen to the conversation that they're having around how they're going to do it, and you're just like, there's no way this person's going to laugh at you, or you're never going to get past the gatekeeper.

So I'm going to give you guys the framework that we basically use. And, you know, my first experience with failed partnerships and, and was back when I was at the tech company. And I remember when I was at the CEO of the tech company, and there was a, We had this thousand dollar a day outsource CFO. I remember this guy walked into my office one day and he's like, I've solved all of our marketing problems.

We're going to do, we're going to do a partnership with super cheap auto. Go to a partnership with super cheap auto. At the time we were the shitty little, we'll list it, we'll list it, but that doesn't mean anything in Australia. That will just, we'll basically be a shitty little startup that doesn't make any money in the car rental space.

And he's like, boom, there you go. Super cheap auto, go, go partner with them. Like, all right, what's in a super cheap auto? Have you got a contact at super cheap auto? Do you know anyone who knows anyone at super cheap auto? Like, how is this, how is this all of our, our problem solved? And that's not dissimilar to every time, the sort of conversation I hear businesses or business coaches have when they, when they, when they start talking about partnerships and JVs and that sort of thing.

Or, you know, like. We hear, I hear a lot of people then go on the lines of, you know, like the Chet Holmes strategy of like, you know, your list of the hundred best people you want to align with, all that does is fill out a bit of paper and take up a bit of your time. Sure, you might have a list of these a hundred people you'd love to partner, what the fuck's in it for them?

Like that doesn't give you a strategy you can use. So let me go through the three reasons. I just held up four fingers. That was smart. The three reasons why people will actually partner with you. And these same three reasons. You can use to set up referral relationships and it can be for JV relationships on the back end.

Like my agency if there's two things that we're the best at number one, it's outside of the services that we offer. That is the two things that sort of our secret sauce. It's in creating great long term lifetime, mutually beneficial partnerships and referral relationships. And forming JVs with people who are the best in the country or top 20 in the world at delivering their little marketing nerd thing, solving a key problem that I'm going to show you, such that I can go play golf or I can go do canteen duty, and I know that the top three SEO in the country is actually fulfilling the work for my, for my team, and he or she is completely happy because I've solved their biggest problem and grievance, which is that they hate people.

And I'm just keeping them filled, filled with works, which, so let's, let's dive in. So let me just share screen here. Oh, someone's going to call. I hope it's a new customer. All right. Three reasons why people will partner with you. The first and foremost. Now this, these aren't ordered in, in, in these aren't in any order of importance or anything like that.

They're just ordered in what I started with one and ended with three. The first thing is you make them feel good. Or so they like the way that referring business to you makes them feel, and this really is the most common for the sort of referrals that most people are used to, which is a referral from someone in a business networking group, or a referral from an existing customer.

Usually they're referring because they like how they feel when they send someone. They are either because they get a sense that they're doing a good deed or usually there'll be something a little bit more, more personal for them. and self serving, not that that matters, under the surface. Like it makes them feel knowledgeable, makes them feel like they're able to, you know, they get a bit of a dopamine hit by saying, cool, you need a copywriter.

I know this guy called Scott Bywatt, yeah, and I'm going to, we'll talk more about some different examples of this one as we go through. Reason two, you make their life easier. Or you make their customer's life easier. This is a really, really, really, this is, this is one of the ones that's actually the easiest to scale if you can get it right.

So like we, we leverage this one load. We get lots of referrals from business coaching groups where our second biggest referral partner refuses to take any money from us for a referral because they make their money because they've got like 150 coaching clients. And they know that if they bring us in, we're going to make their life easier because it's like for example, if they know that if they've got customers that are a good fit for us, but they're, they're, they're not they're at risk of.

Dropping down to a lower business coaching package with this client, with this coaching client, because they can't afford the price they send them to us. We instantly get the search marketing to work. They look better because they refer to us. It also gives them a little bit of a dopamine hit over here, which works out well, and then, Hey, presto, everything works.

Their life works out is easier. The client's lives are even easier or like, you know, in the group that we're in, then John North. Was, was asking when we're going to finally do a book together. We will end up doing a book together this year because I know that if I position a book, I can position a book.

So that makes my referral partners lives easier. The third reason referring to you makes them money. This is one of those, and there's, there's loads of different ways you can position this one. It can be the straight up horse trade. It's like, you send me someone, this is big between like SEO companies and web development companies.

I've never found it to work because SEO, because web developers are the devil. Breakers of websites. So, is it, so you know, you send me a client and if I get a web design client, I'll send them to you. Then there's the straight commission model, you know, every customer you send will give you a commission right through to more thorough JV partners.

So like our biggest referral, our two biggest, sorry, our third biggest referral partner, we've actually got on a different, different degrees of this sort of partnership. So our biggest referral partner gets 20% of every job for the life of the customer. Our our third biggest. Which has the potential very shortly to become our biggest referral partner, basically how we do it with them is we've created a whole standalone funnel where it's like every customer that comes through basically goes and is allocated to them.

So, even with the name of the business is Disruptor slash them. And if I'm not allowed to share the how much that what the split is, but they get a lot close. It's very, very close to 50%. Why this sounds so basic. These three things. So here they are together. You make them feel good. You make their life easier.

The client's life easier. Referring to you makes the money. The ultimate referral partner. Is one way you've actually nailed all three of these areas. If you can set it up so that you've nailed these areas, you're going to get a referral partner as long as you don't, don't stuff up your delivery of the job, they're going to stay with you forever.

Here's the thing, right? If you do the check home strategy and you go, here's my hundred wishlist, you've really got to reverse engineer and go, based on these areas, which are the one, which one, which of these things are actually the one that my client, my client's going to give the most shits about. And the degree in which, so it all comes down to the degree in which you're able to get inside the referral source of the JV partner's head, understand the size of the problem. However big that problem is to them, compared to your ability to solve it, will determine how easily you can get access to them.

Incidentally, how we meet our referral partners is arguably through our referral partner. And the exact same strategy applies. Like, let me go another layer deeper. No, let's say. Our best referral source for referrers. Is our own business coaches, people like that. So I know I can go to my, my personal one, like a business coach and a mentor.

I can go to my mentor who knows freaking everybody. And I, all I'm going to do is go, great. I want an introduction to Taki more. So go, all right, great. Paul, I would, I'd love an introduction to Taki. I've just done, I've worked out that he's got all these customers. I've done an analysis of the clients. I know he's an audit.

There's some extra value that they really need to get around their search marketing. Here's a report I've created for Taki as an example. Would you be comfortable sharing that with him? And see whether there's a conversation that comes out of it. And if I position it so that he gets the dopamine hit, the person he's sending it to looks gets a benefit out of it, which means that my, my business, my mentor actually looks good.

And suddenly the door opens the amount of all my all my three biggest referral partners basically have come through a combination of these two or I haven't actually even had to monetize that the introduction to get it there. Yeah, because it makes sense like a classic example. If you guys wanted to meet referral partners is you could go to Scott by water and you could use.

All three, if you really nailed it, but if you go to Scott, think how easy it would be if you went to Scotty and said, as long as you can really nail, what's the problem that the person you want to be introduced to has. So, Scotty, I want to be introduced to Russ. I'm just sorry, Russ. I'm just using an example, dude.

So I've got to go, great. What's, what, how do I make Russ's life easier with these customers? How do I go, great. What's, what's a common problem that I know the building companies have? Yeah. And I go, great. Here's something I can produce so that Russ can instantly go back, regardless of whether he uses me or not, or my guys or not.

Well, he can go and suddenly there's an extra way he can, you know, look better. His life gets easier. His customers suddenly make more money, which arguably starts creeping down here. Yeah. To Scotty, it's going to give him a combination of these two quite easily. I might even be able to do a thing like with Jace.

It's in the group and say, you know what? I'll even monetize the introduction. Anyway, it seems like such a basic framework. It works. It's scalable. It's never let me down. I've pretty much better. I'm yet to find a door in Australia that I haven't been able to open by just nailing this and if I'm if I'm unable to make it work.

It only doesn't work because of my inability to get inside of the head of, sorry, Ross, I'm going to use you again, of the Russ, yeah, or the Taki or the et cetera. Yeah. We kind of just covered that one, to be honest, getting, getting introduced to referral partners, getting Scott to introduce me to the Russ.

Nurturing, look, conservation of energy, like I was talking to Cody and John about it before. We don't, our sales process. is so so basic you'd have to see it to believe it but it's not the broken it's it's converts Like we don't follow up leads, we do, we do Ari's one call sale that he's come through and put in place in our business.

And mate, after that, we don't follow up, we're done, I just work, I just move, I just give the, we just give the referral partner a really detailed lead. Sorry lead report. We make sure that we've provided enough value in that one call that the client walks away raving about us like a fan. They go back and say good things to the, to the referral source.

It's conservation of energy. How we, the only nurturing we do is, is prior to them getting on the call with us because conservation of energy. I don't want to talk to people unless they are fucking pre sold with Dynamics in their hand. The best way to do that is to do, is to look at what co branded content I can do with the Rust.

So that that's what they're saying before they get on the call. So we do in this case, we do like every two months or three months, we might go and we might approach one of our referral partners and say, Hey, listen, we haven't done anything. Well, here's a problem. We know that your customers have based on Google did an algorithm update, you know, two and a half months ago, which they did.

We'll do a co branded entourage thing or, you know, et cetera, et cetera. And we pre we send them that that's basically the strategy guys. I'm way ahead of time, Scotty. I've talked pretty fast. Who's got questions or examples around, questions around these things, guys? You know, that's awesome. And it's always good to be ahead of time.

I'm into like short, concise presentations that deliver. So that's that's good. But I'll throw it out to the group. I thought that was really good in terms of, yeah, like, you know, the fact that you're able to get into any joint venture partner with that process is yeah, is so powerful. I'll throw it out to the group just to see what, what questions you have.

You guys have,

I mean, I've got a, I've got, I've got a question, Matt, will you introduce me to Russ?

No, I'm happy to, I'm happy to, I'll just have to check Russ and get his permission, you know. Right, I got a question for you, Nate. Go for it. So when, when you're starting out and it's a little bit colder than, than talking to someone like Scott or something like that. So are you, are you identifying potential, like the, the entourage, for example, like are you identifying them as a.

That's a prospect and then reaching out and what, how do you communicate that initial value in a short enough time to get their attention? Yeah, so, so, I don't, I don't, I've never done, I don't do like the Chet Holmes list because again, conservation of energy, I'd rather when I have my, I've identified that, My business coaching group and my mentor, Paul I, I've, they, they've been the best source of referrals of referral partners.

And so I'm more positioned at someone having the conversation with them to make them feel good. Like they're, they're contributing. Like they helped me come up with the ideas about who we're going to go to next. So it's a net networking, like the entry point is more of a networking strategy than a, than an outreach.

Pretty much. Let me, let me give another example. So you got to this group example, like I'd start by leveraging Scott. I'd go, who's, who's the person, who's the person that's the most likely, who's the most well known person in the industry that you know of that you'll have had some sort of rapport with.

How do I make them feel special and how do I make them feel like they're really contributing me without me being a needy little bitch? And how do I really offer value to what they're doing such that it makes sense? So like classic example is Scott, like you go here and be my mate, this is what we're doing.

We're running all these value, this sort of value to these sort of customers. Who do you know that's got them? What can I do for you? How can I make it, how can I make it worth your while to do? Or you can go to Jace's website and he just, he, he'd straight introduce you and he makes money off it. Is that, is that how you're doing it?

Like for some scenarios, it would be, you know, if I introduce you to Scott and Scott generated 100, 000 worth of business, you would give me X dollars. Pretty much, but so we've got different, different arrangements of people are on depending on, we've got three big guys just because they've all wanted, they know the value of.

How many referrals they can send like, so one of our referral partners, they get 20% of the revenue, which is a massive 20% of the revenue for lifetime of the customer for everything that comes through. If it even looks and smells like that person, it's come through them. So even for a job we won off through them about eight months ago, that guy's brothers now launched a pool business and asked us whether we can do a website for them.

We're still giving this one for a partner. I went back and said it's just let you know. This fight, you know, two step removed that you don't even know exists. We're giving you a commission for while we have no, it's not money. It's money for jam. I think that's a really smart move and it's something I think a lot of businesses kind of shy away from thinking if they, if they can get away with not paying it, then it's, it goes to their bottom line.

But by going out of your way to pass that money on, you're reminding them. Of this referral process, and obviously keeping it top of mind and incentivizing, so I think that's a, yeah, that's a really smart way of doing things. Yeah. That's it. Right. And you know what? With this one, this referral partner in particular, because this is the big of the three, this is the one they care most about the more I pay them, the more, the more they send me.

Yeah. Is it Nathan really a potential version of white labeling something? So pretty much one of my models. I've always because I'm a bit like you, I've worked from home and I had five fitness clubs and that at one stage and I was this way too much work. So, you know, lifestyle was my number one priority and I don't want to employ staff.

So I've sort of done some white labeling deals in the past where. I say, I'll get the business, you deliver the product and service and I'll just make a commission. Is that really what you're doing? Mate, not really, because we deliver, I mean, in, in some part, yes, in some part. Yes. Now the parts, no, just because if you, if you talk white label, because part of the allure to these guys is that to our referral partners.

Is that they also don't have as much of the risk because we are at arm's length even though they're referring us versus when they straight white label you, they've got, they've got, it's not a sexy for them because they've got the risk. Like if, if, if, when the next Google algorithm update rolls out, if, if they, if they're white labeling us and the client's got rankings go to shit, well then it's, it's the entourage or whoever it is that needs to worry.

It's yeah, I think, I think the down, the downside of white label is. You've still got to own it, right? If you're white labeling something, because it's your name on it. Whereas if you're referring to someone else, yes, there's backlash because you referred them and they didn't deliver, but it's a bit different than if you actually are owning that whole process.

If that's right, you can get that was. I was just going to say with working with Nath is that even clients that I've been working with, he, he updates me on clients I've referred him so that he keeps me in the loop, which I haven't ever really ever had happen. And to know where they're going and what's happening and all that sort of stuff and an update of how well they've been going blew my mind because it's like, wow.

And, and vice versa with stuff that you've done for me, but it's, it was a really good thing that I was like, hang on a sec. I don't do that. And I'm really, it meant a lot to me to hear how well they were going. So yeah. Yeah. Continually. So keeping number one alive. What's your structure for that, Nathan? Is that just like, just a basic, you send to Scott, Hey, Scott, you referred, yeah, you referred this person to me on this day.

Here's what's happening. And yeah, it's just our client, our client success person. It's just same as what they do monthly reporting for all clients. And quarterly, if it's just a reminder, they've got a quarterly update for all referral partners. So you've systemized that into your business. I like that because that's not something I've done, but I think, yeah, like totally makes sense.

Thanks, Nathan. Does when someone when you talk to someone to refer you, do they, do they know that they're being incentivized or do they know they're going to get like a referral fee or commission up front, or do you basically surprise that with them later? Look, most of, to be honest, because I go, I go for distribution, firehouse relationships.

It's at least some part in their mind. Like, if I went to Russ, and you've proven good value today, Russ, by the way, if I went to Russ and said, mate, I want to talk about partnering, he knows the value of how many clients he's got and things like that. So, even if I wouldn't actively say, listen, I want to talk to you about partnering and how much commission we can give you, but it's.

It'd be, it'd be somewhat, to a certain extent, it would need to be said to open the conversation, that it'd be assumed. Okay, so say, for example, an idea that I've got, so I've just moved to a location called Inverell, New South Wales, near Cody, and we're going to be in here for about five months and I know a few people because we buy some garden stuff from some people and hardware from some people and and a certain cafe, but if I go to them and say, Hey, who do you use anyone locally who might be an accountant?

Well, then I can easily talk to accountant because accountants will have usually a lot of businesses that we can then go in and co brand a guide for quite easily with my eyes closed. Is that an approach to take or am I going in about the wrong way? Because I don't, we really don't know a lot of people here yet.

Do. Sorry. Do you have to work with hyper local people? No. Marketing? No. I'd like to, I'd want, I don't have to work with local people. I've got clients all across Australia, but if I'm based here, I'd like to be working with some clients here. Yeah. Got it. Cool. All my suggestion there would be go for like, who's the biggest fire hose in the area?

Is it is it the church? Is it like, where do they, where do they congregate? We'll probably should be congregation equals the church, but where do they do they, is it the local business chamber? What is it? Is it a face? Is it, is it, is it the admin of a in for everything in for a Facebook group?

Personally, I avoid that like the plague. I'd be going, how do I deal with people that are non local? Which is because conservation of energy, man, I want like singular fire hoses that like, they knock you over when you stand in front of them. Because I want to be able to make three phone calls a month. And that's my marketing strategy.

Okay, thank you. In terms of when you talked about when you talked to Potential JV partners about the incentive, the reward. Have you experimented with different strategies insofar as like a lump sum upfront versus like a, an ongoing and yeah, what have you, what have you found has worked the best?

Yeah, yeah, sure. Combination. It's a look. Be honest. The slow burn seems to be that has been the most effective, like just percentage percentage per month for the life of the customer. We have done offers with people for our we've got a number of webinars. That convert like crazy. Well, I just say, right, I'll give you, you get 100% of all of month one for everyone who signs up and then we'll just go, it's, it's a percentage for the life of the customer.

The hard thing here is I, I, yeah, conservation of energy. We find that if we do that, it tends to give us like a massive rush on customers where we, we like just going nut job, like ratchet up, ratchet up every month, ratchet it up, ratchet it up. Have you ever, have you ever tried a, like a pay per lead strategy where you'll pay them?

regardless of if they become a customer or not based on the intro. Do you know, I haven't Russ, I think that's Russ talking. I haven't Russ just because mate, that's a far more forward thinking strategy than most people are up for. We we've been completely open to it. Like paper performance is, is how this agency, where this agency, how it was created from.

Like we used to pay for pay on performance SEO. We walk into a business and be like, all right, great. Your revenue from SEO is this, we'll take a cut, we'll take a cut of everything we increase it by. We won't charge you anything outside of what we increase it by. Aussies just can't get their head around it.

They, they want to, they want to talk and pretend they're forward thinking when they're on the golf course. But when it comes time to explaining to their CFO and trying to get it happening, they run a mile. We've seen, Russ, we're completely open to it with nobody. I haven't been able to get it off the ground.

And and how do they, how does the process of introducing? Work do they do like an email that introduces you to each other or how do you do it? Yeah, look, so our biggest customer basically just do, they've got either a straight email introduction, or they've just got a calendar link they put people into.

Where it's just, it's just book them straight into a diagnostic call with us. And that starts the process of what they get nurtured. Our third biggest customer they, they usually put them on a webinar and go through a bit more of a detailed process. It really depends on personal preference from the referral, from the referral.

The ones that book into a diagnostic, presumably they would have had a conversation. Presumably they're a coaching company and they've like identified a heighty. High converting opportunities. Exactly right. So, I mean, so class to, to bring it back to, I guess, an example, like using you as the example, imagine one of your people, like one of your business coaches or something like that talks to a builder and the needs identified.

It's like, you know what, I really think you should do this. How about I set up a core introduction to this third party company, Disruptor. Our relationship with Disruptor is that they have to give you value, real, tangible, usable value that regardless of whether you move forward with them or not.

And here's, here's a link. What do you want to do? And the builder says, all right, let's do it. We, you either say, all right, here's, we give them a template of introduction email, which they can, they can fire off, which is either means either our team will chase them to book an appointment, or it'll actually have a calendar link in it, which that 90% of people just click on and schedule in.

And that's it when they schedule in, there's basically five questions. We asked them like, what's your, what's your biggest marketing challenge is a particular goal you want to hit. Do you have a marketing budget mind? What's your URL based on that? We come, we come with enough information to knock their socks off because we only work with established businesses and agencies out there suck.

And so we can come already going like, there's the, there's the 5 levers you need to pull in your marketing right now to where if you just do that, you're going to make a positive ROI. Nathan, you mentioned the lifetime of the client thing. I've tried to do a couple of JVs with agencies in the past where they just pay.

The upfront and, you know, they'll say, Oh, you've got the client here. They've done this, but now all the recurring is ongoing for us. You know, that sucks for you. Good for us type of thing. Sure. If, how do you track what, what's your, like, how do you track that stuff? Is it like through, like if I was to say, Oh, this is now my agency.

And I give them a calendar link that's unique to me from you, is it? And then. Everything going forward. How do you do that? So it's actually not that hard as it sounds. And this is something that I've learned from Scotty Baker over since the short time I've known him is that it's not hard to knock people's socks off because no one else does.

All you got to do is just put a couple of steps in place to show them that you'd make, make, make them. To make you feel trusted, make them trust you, you know, early on my classic example is when I said before that there's a brother of a, of a client that I'm paying a commission for is getting once a website done.

And so I've, I've packaged up the referral partners already invoiced them directly because all money goes through them. It's like, boom, that's, I've just made a, made a, a trusted ally for life. Well, Scotty Baker's got great steps around just sending them little up, little video updates and one on one video messages and things like that.

It's really not as hard a thing to do, man, because no one else does it.

In a world full of scumbags, it's not hard to be the one trusted person.

Yeah, and I think setting up systems so, so it gets done systematically, that's yeah, that's, that's great. Any, we've probably got time for one, one more question, and then we'll go into, into breakouts. Just quickly, Nathan, if I may, was that, with that fee base, is that like, do you do the 100% upfront for the, say, the first month fee, and then a percentage monthly fee, or is it all that?

Pretty much. So, and look, it varies on, from our little partners, because some of the big guys, unfortunately, the, the, the weight that comes with going to, I won't name it, but like going to a, a certain size business is that that they know how much power they've got. And so they've, you, you, you're a little bit at the whim of.

Of, you know, they've got some a lot more of the power in the negotiation, but our standard rate that we have with like, and I'm sure Luke from what visual wouldn't mind using him is like basically 15% per month life of the customer. If we do webinars like this webinar that I'm going to do it about to check when it's scheduled coming up soon, which is with a person that I won't name them, but you guys know them.

We have basically said, we'll give you 100% of what comes in from month one, you get, yeah, then you basically get this, the recurring commission, say 10, 15%. I don't have to check what we agreed on for life of the customer.

That's great. Hey, that's that's awesome. Well, what we might do is go into breakout rooms. Big hand of applause for Nathan. I thought that was yeah, fantastic. Presentation