How this dad makes $10K/Month from his basement with 1 hour/day

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This interview with one of our 9x12ers will absolutely knock your socks off because he tells us exactly how he makes 10,000 a month with the 9x12 method. And if you don't know what the 9x12 method is, here's a quick spiel about that. I call it the 9x12 method. This is where you sell advertising slots on a large postcard to local businesses. And the card is 9x12 in, hence the name the 9x12 method.

It's actually a pretty cool community builder because it allows local businesses to actually be able to afford mail marketing because they actually split the cost of marketing. And at the same time, you benefit by bringing the businesses together because you make around four grand profit just for coordinating it. Once you've sold out all of the ad slots and pasted in their ads that they designed for you or you design yourself, the card is mailed to 5,000 households in the community. So, it's great for the businesses. It's great for you for coordinating it and making profit.

And the community benefits because they get discounts for local businesses around them that they already love. Oh, and by the way, I take care of the printing and shipping so that you guys can focus on selling. But we'll talk about that in another video or you can find out about that on my community. Now, for the people that are new to this, that might not have been enough information. So, just click the button in the top right to watch a full explainer video on exactly what the 9x12 method is and how you can make $5,000 in your first month with it.

But for the others, you're going to want to stick around and watch this interview because it is absolutely insane. And the strategy that he has is, I guarantee completely different from everything that you do and including everything that I do. He's he's done it a totally different way. And I don't know, it's really made me rethink some things myself. So stick around and if you're watching this live, feel free to use the live chat.

I'll be in there to answer questions. Let's go. Well, Guy, thank you for being here. I appreciate you coming on the show on the 9x12 method show. Um, obviously you're quite the anonymous celebrity in our community.

Um, you're anonymous, as people can see. You're wearing your mask right now for a few different reasons. The main one being you're a criminal. Just kidding. But but um yeah, obviously you've been spreading a ton of a ton of knowledge in our community.

You post almost every day um just out of the goodness of your heart, just giving people advice on how to absolutely crush it with the 9 by12 method. So people have been asking for me to have a conversation with you and so here we are. So you mind giving just a little bit of a background about yourself, how you got into the 9x12 method? Yeah, thanks Mitch. And thanks everybody for allowing me to post and being supportive.

You all make it a little bit more easy to wake up every day and send out those emails, send out call up the customer that's been miss been dodging your calls, all that stuff. Um, so how I got into 9 by12, funny story, I actually was helping a friend with a hot sauce company. hot sauce and jardinire. And I know the thing is I don't like hot sauce or jardinire really. So um I'm like okay I'm gonna take this on as a opportunity to grow.

Um with that said I ran into problems. I built this website Shopify it wasn't getting no no traction. Um he is in some hardware stores with his product wasn't getting much much traction. So, we've come up with a plan of, hey, what if I did some Facebook marketing and ads? It didn't work.

It was a waste of money. Um, we were just shelling out cash and just did not work. So, I was doing some research online. I'm like, "Okay, what if I do a coupon clipper value pack kind of thing?" And I discovered it was too much money and I didn't like it.

So, I went to the deep dark tracks of YouTube and looked up postcard marketing and that's how I discovered Jake and Response Marketing. And I decided, hey, what if I just do this for myself and throw our ad on this on this postcard? Um, I did that back in like January. And um it took me approximately 3 weeks to get my first 9x12 out the door with local businesses. Uh the area I live in, it's a fairly large city.

Um it has so many addresses that I can probably do five different mailings. So I really target customers that have the disposable income, all which could be found on the USPS store, uh USPS website. So, um, my I kind of got sucked into it right away. Uh, I went to the UPS store, printed out a fake 9 by12 and print out 10 of them. I walked next door to a local business.

I introduced myself like, "Hey, I'm Guy. Um, I'm putting together this postcard in our area, local community postcard. Um, I have my business on it. It's this right here. would you guys be interested in participating?

Um, my first pitch was terrible. But I got this first sale and it was $500 sale right away and that person is still on my card to today. So then I was committed. So I'm like great, now I actually have to do this thing. Those any great projects I you kind of have forced into it.

Um, after that I went pitching um door to door. door to door actually didn't work for me. I do most of my sales via online um Facebook, email, industry of cold calls. Um I use Facebook more of a tool than my source of sales. Um with that being said, I go in community groups.

I see who's post a lot. And the people that post a lot are typically the people that care about marketing. And then my little secret is I see somebody post, I try to call them within five minutes. I know they're on their phone. I know the person's on their laptop.

I know they're around so I could talk to the marketing person. Yeah. So, um, nailed that area. Then I decided, hey, what if I made it a 15 by 12, which is the biggest size you could have in EDDDM. So, the idea with that was I have my normal customers and now I'll expand it, give away some community spots to local charities.

So, now I have a great reputation in my community. Did that sold out that 15 by 12, no problem. Kicked its butt. Um, way more profitable, too. And it built a better reputation for myself within the community, which I care about the most.

Um, awesome. Yeah. So, that's kind of the gist of it. Um, the humble beginnings of TS guy. Yeah.

Yeah. So, I want to fast forward just a little bit and then we'll rewind again just to give you for the people who haven't seen all your success in the group. Um, let's get an idea of like your numbers. So, you're you're obviously selling out uh 12 by 15s now. How many cards are you running per month, would you say?

Okay. So, I started off with one 12x9. Then I upgraded to a 12x5 and then at the same time I ran a new household card to go along with it. That's a little secret you could do. Um, so then I ran two cards for the second time.

I actually print these out every other month just so it my philosophy is it doesn't burn out the marketing budget for the companies. So then they're more likely to spend in the winter when I really care about the most. Um after the that round I decided crap, I'm going to just expand as quick as possible. I sold the next town over in a week and a half. Then the next town next to that one a week and a half and then the other town a week and two days because it was Memorial Day weekend.

So, my next co my next campaign I'm sending out five postcards. My profit is over 10 grand easy. So, um and I'm expanding. And that's the first card. I always say the first card is the most difficult card to get out.

Nobody knows who you are. The businesses don't know who you are. And once you get your first card, I guarantee you'll get at least two more leads just based off of that. Yeah. So, Mhm.

So, you're you're you have five cards you're sending out on your next campaign. Your profit will be roughly 10,000. So, that means you're making about $2,000 profit per card, right? That's all I aim for. I'm not trying to make $4,000 per card yet.

Yeah. But here, so I'm curious about your prices because obviously you're not making as much profit, but you're selling your cards roughly four times as fast as the average person would with a with the prices I recommend making around $5,000 profit. So what do your prices look like? I try to say I try to sell for 4,000. All I want for my car is like four grand.

So, yeah, but the the thing is you're making $2,000 profit for a card, but you're selling it out in a week. So, yeah, really over the course of a month, theoretically, you'd be selling four cards. Obviously, you're doing it in a different way, but you're selling four cards. It's like $8,000 profit in a month, you're talking to more businesses, but I'd imagine the sales are much easier because you're you're spending I mean, you're charging less money. So, what do your conversions look like in terms of how many people you have to call?

Okay, so here's my thing. If I could get you on the phone, I will make the sale. I The hard part is talking to the business owner, the marketing department, getting through the layer of gatekeeper. My prices are made so I don't have to negotiate. I just want the sale closed.

I don't care. I know I'll get mine at the end even if it takes me an extra print when I upgrade to 15 by 12. I know I will make money and I'm not trying to become a millionaire from this. I I do well for myself. This is my second job.

So, um, if I could get a sale, if I could say, you know, everybody's selling it for $500 and I say, "Hey, you know, blah blah blah blah blah. I could get you on two cards for $650 or $700. I'm all for it. I rather sell two spots, you know, not have to deal with $300. For me, I value my time $100 an hour.

So, anything that gets me above my $100 an hour um threshold, I'm I'm doing it. And my idea is, okay, I sell these cars fast as possible. I get them out the door. I get the cash. I get the art done.

Okay, I made500. I made $400 in less than an hour. I'll take it because I'm only trying to spend less than an hour a day on this. And I sound crazy doing four or five cards. And actually, I have a card with just party people.

Anybody that deals with parties, I have a I have a direct mail marketing campaign with that, too. So, that's that's kind of a secret. So, I build these relationships. I tell my customers, hey, this thing cost me three grand to do, which it does, but in my volume brings it down that, okay, I'm only trying to I tell my customers I I'm only trying to make like $1,000 between all you. Really, it's like a hundred bucks.

So then they're more likely they appreciate my upfront and then they're more likely to say, you know what, I like you. I like this about you. Why don't we do some yard signs? Why don't we do some business cards? Hey, why don't you run my social media?

And that's and that's how I get the cream, the little cherry on top. I'm not really trying to make a killing on the cards. I'm trying to get the add-ons. I love it. Yeah.

Yeah. You're a lot of people try to come at this from the angle that they're like a huge agency and they provide all kinds of marketing services and they're a marketing expert and blah blah blah, but you're just you're just a person bringing businesses together and you're literally talking to them about like the financial side of it. So, they they appreciate that and they they trust you. Like they don't need an expert for yard signs either, but they tr they have somebody now that they can actually trust to just get the job done. Yeah, I tell I tell them this.

The thing cost me $12 to do. You have to buy 10 of them. I'll sell to you for 13 just for your relationship. Knowing down the road when I have some when they have something big going on, I'll be the first one they'll talk to and then I'll make I'll make my money then. Um, I have a background in finance and economics.

I understand the psychology of economics and the finance and dollars, cents, whatever. it's not a big deal to me. And I know as a business owner, they care about the money more than anything. So, if I could give them a sweetheart deal to begin with, they they'll be more likely to go back to me next month and I could be like, "Okay, I need a little bit more because it's going out." Or they'll be saying, "Hey, hey guy, I want to be in every car that you're with."

And I've had that. I have a customer that's on three of my five areas and they paid for a year in advance. They gave me six uh seven grand in cash. Boom. And then I go ahead and turn that into uh Facebook ads.

Facebook ads. Um just marketing material, office supplies. I actually have an LLC, which I recommend everybody do. Um, not just for your business, but for tax purposes. I have my internet and various other expenses being paid out of my company.

Tax right off. Not tax, not tax advice. Definitely. Yeah, not tax advice, but definitely track your track your expenses. Track track your expenses and don't be afraid to do the LLC.

I have business insurance. Um, I feel you need to have insurance. And it's not because I am part of an industry or anything, but you want to protect yourself in case you screw up. We're not all we're not perfect. Spend the spend the $90 a month and get the insurance in case you say Chevy instead of a Ford and say instead of you say 15% off your discount and it has 150% off.

Protect yourself, everybody. Protect your assets. get get business assurance at least airs in a mission at the very least. And I'm not going to give you like a referral code or anything. That's that's on you guys.

But I I want to touch a little bit more on your strategy because you're you're completely different from just about everyone in our group, including myself. And it it kind of reminds me of building a sand castle where we're trying to build a sand castle. Most of us in the group are trying to build a sand castle with dry sand. So, we're just throwing dry sand on top. And that dry sand is high prices.

It's harder to make the sale versus your strategy is you're using wet sand or mud. I don't know if you've built a sand castle. It's much easier when sand's a little bit wet, right? and you're just piling that sand on there, but it's actually sticking because you have such low barrier to entry for the businesses, much cheaper prices, and you can get we cut out, but um I was I was saying that the the wet sand sticks a lot easier. There's less barrier to entry for the businesses.

So, they're going to stay even longer because you're charging them less. And it's you could pile so much more sand on. And what that means for your business is a year down the road, you're not going to have to keep throwing wet dry sand on top of the sand castle because it's sticking there and they're going to keep keep coming back to you for yard signs, for more advertising, etc. So, you're just really building a snowball that's that's totally different from what we're doing. And now that we got your highle strategy down to a science, I want to talk more about like actionable tactics.

For example, the party card that you keep mentioning is a little trick. Can you tell us more about the party card? Yeah. So, I called up this party supply company and she said, "Hey, I love doing EDDDM, but I'm just way too busy to be doing it." So, I said, "Well, let me take on your let me take this on for you.

It's not hard for me. I've done this for so many communities." And she said, "Awesome. Okay, let me be on every card that you do." So, I got her on four cards as a 6x4.

So big money. And then she said, "Actually, I like I like what you I like this concept. Let me talk to all my friends in the party community because I've been wanting to do this myself." I said, "Okay, cool. Just uh bring them just give me all their contacts and mention you yourself and I'll give you I'll put I'll put you on that party card for free."

So now I did zero work and I got all the money and and I just uh eddm it and do the pricing and then it helps out my other cards too with pricing. It's all about building relationship with your printer like Mitch like because I bet you Mitch will give you a discount if you're printing out 30,000 cards every couple months. I think we can work something out. Yeah, definitely. Yeah.

Um Yeah. So, I want to apologize to the community because I've always been a niche card hater. I've been I've I've always been under the impression that targeting a specific niche just limits the number of I actually agree with that you can reach out to and it would just add more friction. Yeah. But you you you figured out a way to make it work.

So, seems like if people think about the right the right niches Yeah. Yeah. Yeah, you did. You got a little lucky, but it it worked out. Yeah, sometimes you're better lucky than good.

Um, but like I I don't say I'm not going to make a party card. I'm not going to make a restaurant card. I'm not going to make a utility card. I think that's limiting yourself. I don't care.

I want my card filled. I don't care what's on it. Um, I don't want g actually I don't want gambling on it and I don't want anything to adult. I want mine to be like a family card. So part of my strategy as well is I will give a large discount to anything that's kind of not very profitable or not not big ticket.

I will give a big discount to an ice cream place, a let's see, looking at my big board, a bakery, a child's indoor play area, something like that, because I want my car to stick in the house. I I value a sticky power more than the dollars with certain industries. So then I could pitch to a big ticket roofer, etc., and be like, "Hey, I have this ice cream place. I guarantee you your card will stay in that house at least a couple weeks."

I say, "My wife takes my card and it lives on my on my refrigerator or my uh countertop for like a month." Yeah. So, I'm trying to build that I'm trying to build that stickability more than the dollars for some industries. Then when I then when I go ahead and hit my big ticket people, I could tell them, well, yeah, this thing's going to stick. And then actually I charge them more than my mom and pop little niche kid things because I try like to say I want everything on my car to hit everybody in the family that lives in my target area.

So it's a little bit different philosophy. Um I guess I'm being a little bit more picky who's on my card, but I I think the stickability is worth worth the dollars. Yeah. And do you have any strategies that that you use to get in touch with the business owners? Because you said you can basically close anyone as long as you can get in touch with them.

Is there any any easy way to get in through the gatekeeper? Uh so I usually just couple ways. I'll send out like a hundred different cold call emails and I'll just do it in like an hour. I will grind out an hour of just Facebook scraping in emailing and then I actually use just a simple script. I don't do anything crazy.

Hey, I'm I'm guy. Sorry to bother you. And hope I have a quick question for you. Boom. And and then I've gotten really tricky with the subject line and my first line so it doesn't look like I'm selling at all on my email.

So, um, I blasted out like a hundred of those since my emails been warmed up. I get probably a 10 10% uh, response rate and then I try to immediately move to phone if possible. Um, you can't sometimes do it, not the end of the world, but I'm trying to I'm trying to get everything to the phone. I'm old school. Phone works the best.

Um, I have a book Call the damn leads. Call them. It works. That's the best strategy. If you call, you could talk to them.

You could hear their emotion. Email you. It has a loss of emotion. You can't you can't sell on emotion via email. I could on the phone say, "Hey, I'm part of your community.

Like, I'm doing this to help everybody in the area. You know, I see your posts on Facebook. I love them. you know, I think you'd be a great fit. And then I got their confidence up and then I'm like, yeah, it's only so many like $400 for like a three boy 3x4 spot.

I can knock it down to 350 if you decide to do a couple months. And if you want to do more areas, I could do 300. I just want this thing filled to help everybody out. Boom. I close.

Where could I where how could I pay? I'm like, I take anything. cash, check, whatever. And then um I I'm I'm waiting for my first Bitcoin sale, but I don't care. I try to make less friction as humanly possible.

My my our job is to lubricate the the business, get them moving in the right direction, try to make their life easier. It's not that hard if you approach it that way. Yeah. And you guys can hear how casually how casual he is about this business. And some of you people who are new in the group are probably thinking you have to be like a expert at marketing.

You got to learn sales. You have to learn everything. And the reality is you're just a person bringing businesses together. You're just a a person. You're not like a big business.

I tell them I I do not use the word we. I use the word me. Hey guys. Um, it is, you know, guy, I you know what I am? I'm just by myself.

I'm a oneperson company. I work in I work in my basement with my dog. People usually laugh. Guard is down. I could close.

Or, hey, this is guy. Guy such and such. And then I give them the pause and then you're like, hold on, I know this guy. And then guard is lowered. Hey, I you know what?

I see your post on Facebook. Look, I see this, you know, let me see if I could help you. I'm part of the local community myself. I have a local business right here. You know, could you do you mind?

Do you want to join my community card? I'm looking for an HVAC person. You know, I think you'd be a great fit. It looks like you're trusted. You have a lot of customers.

You have great word of mouth. Let me just help step it up. And boom. That's all it takes. It's not that hard.

I'm not a salesman. I always actually tell them after my like introduction, you know, I'm a single person company. I'm not a salesman. I'm a freaking nerd finance guy. They they laugh.

It's um I what I try to do is I try to lower the guard. Lower the guard, close the sale. Boom. Um I'm not sure how many of you guys are doing this, but I have YouTube on constantly. Not just 9 by 12, not but anything.

I'm trying to learn the best I can do on Canva. I'm trying to do sales. I'm not a salesman. I tell everybody that, but do you know what? I think I could sell a car right now if I wanted to.

Um, watch some videos on car sales. Try to apply some of the techniques. You're not going to have somebody come sit at your desk to get them to sell, but you could once you start have them talk about their marketing, it's like almost like a tradein. Once they start talking about their marketing, you could close. It's You sound progress through the levels.

You sound just like uh like the podcast I was listening to yesterday or the audio book. I can't remember what it was, but a few things that a few points that you just hit. One was you tell them, "I'm a nerdy finance guy. I'm not a salesperson." So, you're showing vulnerability and that instantly puts their guard down if you're vulnerable with them.

And the other point that you made is I use me. A lot of people think that in sales, and this has been spread around for a long time, that you should continuously use the prospect's name on the call because that'll make them trust you more. But then it's become way too much because who do you trust more? Somebody that starts a phone call with, "Hey, my name's Mitchell Tibo. I'm I'm a local uh business owner, blah blah blah."

Or do you trust this? Hey, John. I'm just I saw that you own this this uh real estate business in in Denver. John, I'm curious. John, are you interested in this?

Who do you trust more? Obviously, I'm trying to sell you with the second one. Yeah, that's the whole um how to win friends, influence people. I think it's dated. I do like to throw the name out there like once or twice just I'm not like some like fake guy that's whatever, but I'll be like, "Hey, John, this is guy."

And then I do my little my little old man technique that works. But you got to throw the name out at least once. You can't just be anonymous with your introduction. Whenever I have the name, I feel more confident that I'm going to sell. Um I feel like I could close on the phone.

I feel I will close on the phone if I have the name. Totally. Yeah. If you if you can get their access to their name, definitely use it. That That's for sure.

But also don't be afraid to introduce yourself with your own personal name because that immediately puts puts their guard down a little bit. Exactly. It's the introduce your name because you're a real person. You're not this big corporation. You're not this faceless behemoth.

We're hyper local hyper local marketing company. And if you come off like, yeah, you know, I'm only focusing on your area, people are more likely to listen to you than, hey, I'm val I'm guy value pack sales executive. They're going to be like, who the hell is this guy? Exactly. And you want you want to get really vulnerable, tell them your address.

Tell them your address. I mean, if you're I tell them I tell everybody where I live. I tell them like, "Yeah, I'm right here. You can come say hi with me. I'm playing outside with my kids right now.

And actually, uh, two days ago, I made a sale that way. I had somebody come over to my house. I was outside with my kids. Sale. Boom.

Wrote me a check for that day. I can't go out. And what I always tell everybody is I am not available after 5:00. Sorry, I turn off my phone. I turn off my computer.

I'm not available. And then people respect me that because you know what? I treat myself as I have exclusivity just to work with me. If you could work with me, that's your benefit. It's not my benefit.

I try to have this dynamic where I'm like important. I'm not going to say I'm on a pedestal or anything, but whenever you work with me, when I'm speaking with you, it's to you. I'm not distracted. And I try to say that, well, this time is my family time. I don't get have distraction with them.

I'm 100% focused on them, but between the hours of 7 a.m. and 4 4:00 pm, I'm yours. So, you have to call me between that time. And I get a lot of respect that way.

And I mean, I will have occasional call, but then they know, you know what? I know you're not supposed to call me at this time, but this if it means if they're calling me at that time, it actually means something. And actually, I could usually upsell then, too, because they know it's my time. Yeah, it's push pull effect. You're you're pushing when you're when you're actually prospecting, but then you kind of you pull away and you you give them boundaries as well.

So then they they kind of want to stick to you more. It's pretty cool. You you have to establish boundaries. I mean, because otherwise you're going to burn yourself out. I do not want to get burnt out.

I have a big board in my office. Uh, see I don't use I don't use the CRM. Sorry. I think I need to use the CRM, but I am old school. I have a whiteboard.

I have contact. I have targets. I use Excel. To me, Excel is my CRM. But yeah, um, you got to stay organized.

Um, use your tools, everybody. Um, you have to stay organized. I I know my dollars. I know my budget. I know everything about my business.

And I could tell it to anybody at any moment in time. I know who I have to call. I know who owes me art. I know who owes me money. Yeah.

You have to know all this stuff. It's not just you're slinging postcards. You're slinging ads. You You have to stay organized. Use your organizational tools.

Use chat GPT if you need. Um, but the the key is organ or organization, follow-ups, follow up your follow-ups, call your leads. It's really not that difficult to do once you start doing that. Um, my hardest part is actually keeping up with art. That's what I was going to ask.

Yeah. What do you do? What do you do with the the designs? Do you design them or do you hire somebody? I hired one person before didn't like it.

I am they my customer didn't like the design. They didn't give me my Canva link which they wanted the Canva link. Um I I do all of it myself, but I use Canva Pro. Spend extra hundred bucks everybody. It's well worth it.

Yeah, you could pretty much just look up any template you want and just make some changes, send it out, you know, it looks nice and it makes your life easier. I I can knock out an ad in 10 minutes now as long as I have all the details readily available. That's the hard part is getting the details. Um I go on Facebook scrape, I go on website to scrape, and then I find out the website hasn't been updated in 15 years. So then I have to make revisions off of that.

Um, and then two, if you have designs that somebody didn't like, just hold on to them. Somebody else might like them. I just did that recently. I had a design that didn't somebody hated. I think I even posted on the chat.

That's how I got to social media. I used it for somebody else and he loved it. Saved me two minutes. Like it only took me two minutes to knock out a 6x4 ad, made, you know, $600 and called it a day. It um it's just everybody needs to be more efficient with their time.

This isn't this job should not require more than four hours a day. Yeah. Yeah. That's what I'm that's what I talk about a lot is in it's you're running a business, so invest in it. We have super high profit margins.

So, invest a little bit of money in something like Canva Pro, which will save you if you're doing your own designs. It'll save you so much time because you need to start with a template. If you're starting from scratch, it's like it's like trying to do math without a calculator when you have a calculator right in front of you. Like, you're just wasting your time. So, pay for Canva Pro.

It'll save you hours. Then you can actually use good templates. You can use good templates. Um, obviously the 9 by12 method CRM is way better than a spreadsheet. I'm kidding, but it's whatever system works for you, but definitely invest in the business.

It don't be afraid to it'll just help you scale it. It'll help you make more money. I'm like my goal, I want to have 30 locations and I know I'm not going to be able to do it by myself and I I have countless books. I read um so I have two three-year-olds. I know I cannot do it all myself.

Um I read ways to improve efficiency as much as possible. Use your AI. You know, I bought two lids from a Mitch, two leads list. Great. I'm I'm not wasting my time with stuff that I could outsource.

If I want 30 locations, if I get 30 locations, I'll be closing a million dollars a year. I Yeah. So, I need the support network and I think I could do it with three employees and I need somebody to do art. I I will not be able to keep up my art. I just can't do it.

And then I need somebody to keep me organized. And I just want to do knock out the sales because I could close fast. But I'm going to need somebody like Mitch to get the lead list. Totally. Yeah, there's what I value the most is my time.

I cannot I can always make more money. Um I cannot make more time. I am like a natural hustler. I before COVID happened, I was selling shoes, reselling them. I'd buy them from Ross.

I'd buy them from Burlington Code Factory. I would look up the price. I see it would be $15. I would sell it online for 50. And I would buy every pair in the store.

I bought my wife's engagement ring that way. So then co happened like I stopped doing it. So like it's just it's it's all an effort game everybody. You can't don't don't make excuses. Get out the door.

Call get just send out the email. If you're going just if you're waiting for something just boom send out an email. It's all effort. This is not a game of skill. It's this is a grind.

You have to put energy. You have to put effort. And you have to be committed. If you don't believe your postcard works, you'll never sell it. If you don't think you could do it, you'll never succeed.

I wake up every day saying, "Yeah, I'm killing it. I'm going to destroy this day. I'm willing to send out 50 emails. I'm going to call five people. I'm going to sell out this postcard in a week."

You know, even if I don't sell out that postcard in a week, I I will be close. I'd be a lot closer than you if sitting at home doing nothing. I I want to have this empire like like Mitch said, I'm not trying to build a dry sand castle. I'm trying to be three little pigs. I'm building up I'm building bricks.

I'm building a castle of stone. I know I'm crazy. I love it. Yeah. And it's definitely in this day, like you said, you probably only need three employees.

In this day of AI and all the automations, all you need is outreach, closers, and design work. And you could outsource the the lead list. So that's literally the four aspects to this to this business. I will buy that lead list from Mitch every time I expand. You hear that, guys?

Every time. Yeah. It saves me hours. I could pick out the industry I want. I could find the emails.

I could BCC everybody. Boom. I sent and I send them out 10 at a time. 10 10 HVAC, 10 plumbers, 10 roofers, whatever. Okay.

Boom. 30 emails done. It took me three minutes. Yeah. How long would that take if I didn't outsource it?

Maybe three hours. You, like I say, you can always make more money. You can't get more time. Value your time more than your money. I'm actually probably going to do a Facebook ad like tomorrow for a new area I'm doing.

I want somebody to work in when I'm not working. Totally. Yeah, the Facebook ads I'm sure you I know you saw the training. You commented on it. The Facebook ads are It works.

Are Yeah, they work. You have to be kind. You have to be target. You have to be smart with your audience. Um I have a little bit of a secret myself.

I have over a thousand Facebook followers. So if somebody checks out my Facebook page, they know I'm legit. I'm not just some like 10 person, 10 follower person. They see a thousand like, "Okay, maybe I'll listen to this guy's ad." Yeah.

So you got to build your Facebook page, too. Um do giveaways. Do anything. Like I I I partner with local businesses all the time. I say, "Okay, I'll buy a $10 gift card."

And then we're going to run a simultaneous uh Facebook ad, like my page, like their page to be eligible to win this gift card, and tag a friend. And then I just simply just anybody that tags a friend, that's who I actually look for my giveaway because what I'm trying to do is just widen my audience. Yeah. Yeah. So, this is specifically like your your spotlight uh Facebook page or what is it like?

Not the name of it, but what's it generally for? Just my business. So, um I say I I'm your source for local business information, news, and what's going on in the community. Gotcha. Yeah.

Yeah. So, I'm kind of like a secret business that everybody follows and I like like and share and repost people stuff all the time. Yeah. When I have a minute, I will like and share, repost. Boom.

And then the And what I like to do is like and share and repost to whoever's on my postcard. Yeah. So people people people follow you as if you're like an aggregator rather than a marketing agency. Exactly. And then I always tell everybody I work with on my card, hey, I will like and share your stuff on Facebook for free.

I have a thousand people following it. And then I also do this other thing. I won't I cannot say what it is, but that's my secret. Everybody needs to figure it out themselves. Um, but I will like and share on social media for free as much as possible.

And people really respond to that because people like a hybrid approach of digital and print. And to me, the digital side is easier than the print. If I like and share your Facebook page, it takes me a second. If I have to make a ad for somebody, it takes me like an hour. Yeah.

If I not use like a Canva. So again, be smart with your time. Totally. And so some you posted in our group and some of our group members had questions for you. So I'm going to pull pull up a couple questions.

I'm sure we already hit a lot of them, but yeah, people are looking looking to hear what your sales pitch is over the phone and in Messenger and in person. Although I don't think you do in person much. Hey, this is Mitch. This Yeah, this is Guy. Uh Guy, uh Mr.

Spotlight. And then I wait. Hey, I saw your post on Facebook. You know, I like what you're doing. You do some pretty cool videos post.

Like, obviously you value doing marketing. Um, I'm putting together this community postcard. I think you'd be such an easy fit for it. It features non-competing local businesses like yourself and it's probably a lot cheaper than anything you're doing on Facebook. Is this something you'd be interested in participating in?

Okay. They say no. I'm like, okay. Well, like how much are you spending on Facebook ads? I've spent countless dollars on it myself with my other local business and it wasn't converting for this.

It cost me, you know, $500 every print and I'm getting at least 0.5% return on investment or um.5% uh lead rate, which is a proven thing. I I I never sell promise I never promise leads but I will say on average most people receive around a half a percent to 2% lead conversion which is a real statistic anybody can look up and then I say of 5,000 houses that is I don't know at least 10 people. So, if you're selling an HVAC and you get 10 leads and you close half of them, your ads are paid for for the next five years.

Boom. Now, it's a no-brainer, right? Yeah. Or you could do the old um try to ask questions to get yeses and get your mind frame in the state of yes. So, um you could do that, but like that little pitch, I handle objection.

You gotta you got to know what to say for objections and not go uh I don't know. You have to be confident with your answers. Even if you're wrong, you just we have to be confident. Totally. The easy part is that they say yes.

I'm like, if you're interested, yes. I'm like, okay, cool. Like, I do this, you know, I'll make the ad for free and make it nice and easy for you. Blah blah blah. You know, I'll take any payments, you know.

Let's keep Yeah. Once once they say yes, get to the point. Don't Don't try to keep selling once once once they say yes. Yeah. Yeah.

Yeah. Don't be Michael Sarah from Super Bad. Um, let's see what else do we have. According to one of our members, they said they saw you that you mentioned you only work one hour a day. So, what kind of system and your day-to-day workflow do you kind of have going?

So, you already mentioned that you use use a spreadsheet, but do you have some sort of reminders for for followup? Anything like that? Well, I'm not sure if anybody noticed this, but if you use Gmail, it will remind you in a couple days to follow up if you haven't had a response. Um, I use whiteboards. I have like five different whiteboards around my work area that says, "Call this person, call that person."

I have like uh templates of my postcards on my white like a giant I don't know 4x3 foot whiteboard I have in my office I have the actual postcards on it and then just using white marker and then I write their names I write paid art and underneath that area I write my hot contacts my hot leads so it's just converting over from my email to the leads, my hot list, I call it. And then I just look over every five minutes and like, okay, I have to call this person. And I just do it. Like, you just I just think you just got to do it. I don't know what else to say.

Don't be afraid. Just make that call. Send an email. If you have a minute while you're waiting for the kid to pick up at school, send like five emails. Just I I don't have wasted time anymore.

I have stopped watching TV. I probably watch TV for like 20 minutes a day. And as with my kids, I'm always trying to better myself and better my business. I I try to read. Um I wake up early.

Some days I wake up at 4:30 in the morning just to get ahead of everybody. I'm trying to put myself that I have an advantage of every person in the area. Again, I might sound like a crazy person, but it works. That's how it is. Yeah, you're you're keeping it simple just like I preach.

And for the people, shameless plug, but for the people who have ADHD and they are OCD, they need things to be perfect, the 9x12 method CRM is probably something that would help you. If if a spreadsheet and whiteboards is not for you, then with the 9 by12 CRM, you have the sales pipeline where you can literally just drag the contact with their contact info from haven't reached out to reached out to in negotiating to closed so you know exactly where they are and you can set up reminders that'll tell you when to reach out reach back out to them. So that'll keep things simple for you. Shameless plug. I I'm just I'm one of those people that I have like hyper vigilance.

So I know what's going around around me at all times. I could watch TV, read a book, work and listen to a radio all at once it and get content. I I know I am a rarity in the world. So for normal people unlike myself, use use the tools available for Mitch. Just buy it.

I mean that's that Mitch's gonna be using that plug forever. just buy it. Buy it. Maybe if maybe do a special get the CRM and uh and a lead list once you do your first CRM purchase. I don't know.

I'm Mitch could start bundling this up. See, I got Yeah, this is going on this is going on my next email campaign. Yeah, natural sales. You know, you just are bundles. Yeah, but you got to use your tools.

Yeah. So, one last question because I know you're you're super busy, but uh one of the comments that people were asking about, he said that you mentioned in a comment that 80% of your advertisers repeat. Do you have any specific like onboarding and communication that you use to to make that happen? Honestly, I just call them up. I send an email out like I once I close, I have to call him up in like a month.

Hey, this is guy. What's going on? um you know, my next one's going to be out in a couple in a couple weeks. You know, um figure you want to be on it again because you got a great exposure in area. You're like, yeah, or I'll knock off $25 for a repeat customer or referral.

You know, I don't want to be cold calling. I do not want to be cold emailing. I'll say I don't care about $25. I don't care about $50. If I have somebody that's going to come back and I make $300 off of them, I don't care about that.

Like, screw it. I'll rather save my time of cold calling and just have it done and move into a next area and make another two, three grand in a new area, not have to worry about my old area as much. Yeah. And to stack on top of that because I can see it from the outside. I think that the main reason that you get so many people to renew is because your transparency just unapologetic transparency just translates into um likability and people work with people that they like and that that's all it comes down to.

That's all I'm trying to do. I build a relationship. I do the sales second. I'm uh kind of known in my community already. I'm like the unofficial Marin of my community.

I want to be the mayor in like 10, 15 years. Screw it, you know. But it's all the same thing. I have the likability factor. Um I'm actually naturally an introvert.

Nobody would ever guess. But everything I say I say for a reason. Um everybody needs to take courses on being like an influencer. You're not really an influencer. Um, it's just how to how people respond to how you speak, how you carry yourself.

You don't want to go into a business if you do door to door all hunched over looking down at people's feet. Look them in an eye, talk to them like a person. Um, I treat everybody like I know them or like equal level respect. And that's actually why I can't be in some industries because I treat the janitor as much at with the same level of respect as the CEO. Sometimes a janitor is a nicer person.

So, absolutely, you got to carry yourself with confidence. My webcam, I had a smiley face above it to remember to smile even when I'm on a call because that comes across when you're communicating. You have to be happy. You want to You want to talk to them. You know what?

You should be happy when you're talking to an owner because now you're one step closer to closing. I get so happy if I get an email from somebody. I'm like, "Yes, I'm gonna I'm gonna I'm gonna close the sale." I get like a little bit of a buzz. Or if somebody call if I call somebody, I talk to owner, I'm like, "I'm the happiest man alive.

I know I'm going to I know I'm going to close." And I have this belief that I'm going to I'm going to kill it. I'm going to close. I'm going to get this done. And if I talk to you, it's going to happen.

So now I had this natural confidence in my how I'm speaking. I'm not stumbling over my words. I am actually a natural stutterer. I had overcome that before. And it all come it all gets solved with confidence.

And but you could take anything away from our our call. Just be confident in what you do. Believe in your product. Believe you're actually helping out the world. You're not just some like evil greedy corporation.

You're trying to save local businesses in your community and we all seen them go out of business in your main street. We're we're we're in an industry of trying to keep them alive. And then and then you have to do your part and you have to shop at the local businesses, too. It's not as easy as, okay, I'm going to take your money and I help you. Um I try to use whoever's on my postcard for everything I do.

I had somebody tear down a deck. Guess who was guess who did it? The guy on my postcard, he offered me to do it for 1300. I told him I'll do it for 15. I paid him more because I know now a year from now he'll be on my card forever because he really likes me.

Again, sacrifice the $200 to make an extra couple thousand. I think all of us would do that. Yeah. It's the reciprocity there. When you when you give when you give, people are going to reciprocate.

So, especially when you're benefiting them anyway by them reciprocating. So, I'd say my my biggest takeaways were confidence, simplicity, and transparency. Those were the biggest three takeaways today. And I know you you're you a very busy guy, so I'm not going to take any more of your time, but I appreciate you a lot coming on here and spreading so much knowledge. And I I'm sure people will let you know down in the comments the best thing that they learned today.

So, I know I'm afraid of this. I'm afraid of this swarm of comments. So, I'm going to have if you're in my local community, I'm sorry, but I'm going to take over your area. Just kidding. Look out.

There's there's enough uh there's enough for everybody. That's how I always feel. I'm not everybody. There's an area that you could tap. There's how many communities in the United States across the world?

There's enough for all of us. Totally. Yeah. All right. Well, I appreciate it.

Thank you, guy. And uh thanks, man. We'll see you guys on the inside.