Beating The Gatekeeper In Sales - Live 9x12 Postcard Method Call

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We just had another amazing 9 by12 method live group call. We talked about some super helpful stuff including advice on how to get around gatekeepers like receptionists while cold calling. Comment down below who you think gave the best advice today. I'll give you my answer. It was Lucy.

All right, let's enjoy. >> Ah, can you hear me now? >> There we go. >> That sucks. All right.

I was saying first of all, welcome to the group. Michael, I know you just joined today. Just so everyone knows, this is a round table, so anybody can unmute, talk about anything. There's no specific topic or anything. You can ask me questions, whatever, whatever we want to do.

That's what these calls are about. Well, in that case, I'm breaking in. Don't really have a specific question. You answered mine in an email today. So, and I'm ready to get rolling tomorrow.

>> Heck yeah. What's your plan? >> Community cards. Looks like it so far. Get started.

Get something moving. Get things get cash rolling in. Yeah, I like that. It that's going to be my next video is is on community cards because they've they've been a pretty popular question lately and I I kind of like the idea of them, especially for somebody starting out. >> I do too.

And that's what >> led me that direction because I I've got to get something going. I've got about two months left of cash on hand and something's got to happen and I either go back to refinishing tubs or do this. >> Yeah. How are you planning on prospecting? >> I haven't 100% decided yet.

I'd like to do email, but I'm not opposed to walking up meeting people in person because I've been doing it for 32 damn years. >> Yeah, >> for sure. Email, I haven't personally prospected on email for community cards. But email does work. It's just a slower process compared to obviously other things because not all business owners check their emails.

But >> yeah, totally doable is bugging somebody while they're in the middle of something. That's the only thing I hate doing. And but I did it for all those years. I've had an asphalt business and then I spent a couple of years monkeying around and then I started my refinishing business and I closed it up to care for my dad and I'm basically starting to run out of money and I'm like that ain't going to happen. >> Yeah, that's fair.

But the benefit that we have is we're not bugging them about web design or social media marketing or all the things they already hear about 247. We're bugging them about a unicorn and how we're just bringing businesses together to team up, split the cost of marketing. So, it's something new to them. So, a lot of businesses are intrigued when they hear it. Not necessarily bothered.

>> Well, do you have any suggestions on a niche basically to get into which might be best? Restaurants? >> No. >> You know, construction companies because I know them well. I've worked with them pretty much my whole life.

So generally the higher ticket well first of all at least on on my cards and what I recommend is to make it exclusive. So once you have like one plumber you don't take any other plumbers on the card. So I don't avoid any industries but generally you'll have a higher success rate with higher ticket industries like construction or painting companies, realtors, roofers, anything high ticket. That being said, >> I've also I've also sold slots to cafes who sell $5 coffees. So, I don't avoid anybody, but generally you'll have higher success rate with the higher ticket.

>> Okay. Well, that I'm comfortable with them. So, been working with them for years. You know, it was 18 years I was in the refinishing business. And you're probably already connected with a lot of them, right?

>> In a way, yeah, I've got a lot of numbers in my contacts. So, mostly they're property management companies and stuff like that, but because that's where I carved my niche out was I did work for them. I started out with apartment complexes and the public and then moved into doing for property rental companies, people that owned rental properties. I could work in the o the empty house. I didn't want to work with 10 people working around me.

>> Yeah, makes sense. And because you said, so you worked with property management companies and those companies have connections with contractors like you were. So they have a bunch of connections. So I think you should target property management companies first and foremost. Get some of them to help you out to get the card filled because you can ask them like once they once they join the card or even if they don't join the card.

Um, if you have a relationship with them, you can basically say like if they don't join the card, for example, you can say, "Okay, understood. >> Who do you who what businesses do you know that might be interested?" And they might actually at worst they'll give you some names. And at best, they'll actually go talk to those businesses and say, "Hey, Michael was just talking about this car they're doing. You might be interested."

So, they'll they'll kind of work to get you referrals. And at worst at worst, if they just give you a list of names, now you can call up the plumber and say, "Hey, Patty from Blank Property Management said you might be interested in this." And that's a way better opener than just randomly cold calling them. Now you're referencing a name that they're familiar with. >> Gotcha.

Yeah, I totally agree. >> Hey Mitch, I got a question. >> What's going on? >> Yeah. So you just mentioned about if you get a plumber, you don't want to get another plumber in I live in South Jersey.

A lot of the towns are real close by. My one area I'm pretty much trying to work on is, you know, is it like 15, 20, 30, 40, 50,000, you know, houses and let's say I get a plumber on one card and what and then I put a second card out not too far from there. If that plumber, what if he can't afford two cards or three cards? card >> and I want >> do I not do the plumber? Is that what you're saying?

>> So if you have multiple cards running, you I would just run them separately. So if they just want to join Hold on, let me Someone's echoing. >> Okay. Yeah, I would just run them totally separately. So if a plumber wants to join one card, they can join that one card.

You could always have another plumber join a different card. >> Is that >> right? Even if it's like two towns away. Even if it's like two towns away, maybe 15. >> Okay.

>> All right. Yeah. I just didn't want the first to say, "Well, you know, I you know, I thought I was your only plumber, you know, but I, you know, I just want to open it up to multiple towns, multiple areas in my around where I live." >> Yeah, fair question. But they they won't have an issue with that.

Um because I mean, they're not they're not on the card. They It's exclusive as in they're they're not on the same card with any other plumbers, but separate cards is totally fair game. >> Gotcha. Sounds Sounds great. >> And and and Also, Chris, I had two pizza places and they both wanted to do it.

I said, "Well, you do pasta cuz you do pasta with your pizza and you do the pizza and we'll flip it for next month." And they're like, "Okay, that's cool." So, and Mike, to your answer, everything Mitch says is 100% correct. I hate to say it, but Mitch is just always damn right on everything. >> He told me, >> "Not everything."

>> Well, well, so far you're you're still at 100 with me. So, he said, "Go get your own website." And Quinn is outstanding. And when I came back and got denied by Stripe, he said, "Go get the website." And I did.

And then it got approved. >> Sorry about the background. >> There we go. So he also told me that oh gosh you're going to split. This was about 3 months ago.

I had a friend who was going to do all the capa the designing and the the whole group said what are you doing? you're only going to make two grand versus four out of the 8,000 if we're just looking at, you know, 500 on the 9 by12s at 16. And I'm only making two grand and I started thinking about it and the the partner who I was it said, "You go out and get all the business and I'll just do the Canva designing and everything." Sure, she quit and said, "Oh, that ain't worth it." So, I'm building the card now all by myself and it's going to be Mitch who's going to do the design and I'm just going to pay them and that's that's how it's going to roll.

But he's he's accurate with his answers. >> Oh, so Mitch can do the design as well. >> Yep. >> Awesome. Yeah.

Very cool. I can't design >> You you just you just sell it. Just go get the accounts. Get the card. >> I can do that.

That's not a problem. I've on my tub business. I had about a 99.5% close rate. >> Good for you.

>> It's awesome. And yeah, I can't design for either. Um I have I hired a designer so he would take care of that for you. >> Well, a guy that might be able to do so. He lives in somewhere in Africa and he's poor as a snake.

Could use the money, >> but I haven't seen his work yet, so I don't know if it's worth a crap or not. Either way, >> I did that. Helped a friend out who's out of work for doing the website as I was ready to click on Quinn. And he goes, "Oh, I'll do it. I'll do it."

And I said, "Dude, get this done. I got to get signed up with Stripe, uh, which is the credit card that, you know, I wanted to have." This guy dragged his ass and I'm like, "Oh, why did Where's Quinn? He's going to do it exactly how I talked to him about and do it within a day. >> So ju just what whatever Mitch says.

Mitchell, you know, whatever. Just >> who's Quinn? I'm I'm cur is Quinn in our group. >> Yeah. Quinn Quinn does the webs the websites that what?

>> Do you mean do Dustin? >> Dustin D his last name. His last name. I'm sorry. >> I I call him his last quit.

I'm sorry guys. Is Dustin Dustin >> I know Quinn. He's a great guy. He's awesome. So anyway, just just Dustin.

But >> your girlfriend Mitchell. Yeah. Well, I'll get with that pottery stuff for my wife with her. >> Oh, cool. >> That that was a that was a few weeks back.

But I'm I got to get caught up here. So, >> yeah. >> I'm I'm just glad I'm on. It's a great community. It really is.

>> I do have a question about two things. One is the website and the email address. I've got a couple of domains that would work, but they're not particularly leaning that way. They're nothing local or anything like that. Would it be best for me to pick up a domain that has that word local in it in some way?

And like I went to sign up for the other place that has the landing page website and I can't give them a business email yet because I don't have one as of the moment that I bought several months back. I started to do this a while back under Jake Lorraine and his stuff just blue sucked. Okay, I'm sorry but it was terrible. And so >> got I mean it's it's very different style. It's It's a different style, but he's he's very smart.

He's very smart. >> And I mean, I learned I learned from him personally. That's how I learned about this. >> Kudos for that. He just sucks at making a course.

>> I gota >> He's a printer. He's not a course maker. >> They They are good with their printing for sure. But so, as you were saying about the websites, is your website like for the 9 by12? Like specifically for 9 by12s?

>> It's more leaning toward the community type stuff. It's called Kenosha local or some crud like that. It's one only one I found that was for sale on the web and I just bought it rather than having to try to design it myself because I can't design. I have no creativity in me whatsoever. And so that's what I was wondering about is, you know, would it be best for me to sign up for the $33 a month thing, get a website from the guy that's in the group, or possibly use this one and just buy a domain name?

>> Yeah, if your Kenosha website is already pretty solid and it if if you're trying to sell out 9 by12s, >> well, I'm looking at the community stuff more so than I am the 9 by12 at the moment just to get off to a quick start. You should have a website that's specific for 9 by12s. Like it has a picture picture 9 by12. Yeah. Best.

You really can't go wrong with any of the three and just buying a domain for the website you already have. The our local spotlight. The benefit of that is it gives you a little bit of social proof. So it seems like you're part of something much larger like when you send that to people, but you're also like, you know, one-on-one personal as well. And the landing page on our local spotlight.

I can I'll share my screen. I'm gonna test out the share screen feature on this. Let's see. >> Can you guys see my screen? >> Yep.

Yep. >> All right. Cool. All right. So, what the landing page also comes with.

Of course, my Wi-Fi is horrendous down here. Let's go to Matthew's landing page. So, obviously, it's custom to their location, but it comes with a blog section. So, I've been writing blog posts and they are all custom to your location. So, let's say your location is Kenosha.

This would say how a local business in Kenosha gained new customers. So, these blog posts are actually written custom to each location. And what that can eventually do is when a business is looking up on Google like direct mail in Kenosha, these blog posts ideally would pop up. So you're actually getting local businesses to click on your website and then read about, you know, direct mail. And then of course at the bottom there's a call to action to join the the community card with the contact information of the partner.

So ideally in the long term there's going to be and we're already ranking for certain keywords, but ideally we're going to rank even higher and there's going to be local businesses coming in actually just calling or emailing our partners straight from straight from the platform. So that's the goal with the that's the difference about the local spotlight platform. And you wouldn't need a domain for that because >> you wouldn't need a domain because it's already connected to your it's already connected to our domain. >> Okay. So I wouldn't have to go buy a domain in order to use that.

>> Okay. So because I've got a friend of mine, my very good friend is probably one of the top 10 SEOs on the planet. So I was like, "Okay, and he's terribly interested in this and if I get something going, I'm buying him in." >> You should have reach out to me. Let let me know how I'm doing with the our local spotlight SEO.

>> Well, he watches your videos like crazy. And he, you know, he's just he's partly autistic, so he's a little odd, but a great guy. like he'll start break out into all kinds of accents if he gets a little nervous or something and it may be Australian or English or you never know what it's going to be. But that's what I'm trying to come up with is do I need to get a website or can I get one through them or you know which way I need to go so I can get the business email that I need that I don't have yet. And I want I want to hit the ground running tomorrow.

That's my goal. >> Yeah. I wouldn't even stress the business email. I've split tested with business emails versus Gmails and I've seen no difference in response rate between the two. So, I wouldn't that that shouldn't be the thing that you're like stressing and and rushing into is getting a business email and buying a domain just for that.

>> Could be good in the long term if you need to like have a ton of email addresses, but I've I haven't had an issue with with Gmail. >> Well, I've got two domains at the moment. One is Smart Deals Network and the other one I can't call at the moment. But either one would do the trick, but I also was curious about the whole local part. You know, if you're doing community cards, maybe I needed a domain that kind of emphasize that.

>> I mean, our deals network is pretty sounds pretty relevant already to be honest. >> Yeah. And I don't mind shelling out the 33 a month for it if >> but would I have to buy a domain and connect it to it? >> No. So if you're doing the $33 our local spotlight, it wouldn't be connected to your domain at all.

The the one thing is that it could direct to your website. So where it shows your contact information, it'll also show your email. It'll show your website if you want to go further. But you wouldn't need a a separate domain to be part of the our local spotlight for 33. It's it's connected to our domain.

>> Oh, okay. So, it will look like a true domain, not a subdomain. >> It's not a subdomain. It'll be like our spotlight.com um part your location basically.

>> Okay. Okay. That's what I was wanting to know. That's what I was curious about. Well, I appreciate it very much.

That's some of the things I had questions about because I was like kind of stalled. >> Yeah, there's there's a lot of a lot of moving parts. Just got to keep things simple. Get and get to prospecting tomorrow. >> Exactly.

Well, I have no issue with that whatsoever. You know, I don't mind making phone calls and talking to people that I've been doing it for 32 dang years. >> Well, that's definitely had an advantage. >> Mitchell, quick question. >> What What was your slogan?

Paralysis with analysis. Wait, what is it? >> Paralysis by analysis. >> That's definitely not my I didn't come up with that. That's for sure.

But >> I know >> popular one. >> It it it seems popular in our group. >> We we analyze everything to death >> and and and don't prospect. I don't care what way you prospect you. We just analyze everything.

And I am I am notorious for analyzing everything. And my wife just says, "Go effing just do it. Just do it." >> That's what I tell my friend. >> Just do it.

>> He's always looking at new stuff all the time, doing wanting to do something else. And I'm like, "Just do. Pick one thing and do it. Just go do it." >> Yeah.

You can you can absolutely kill it with literally anything. You could you could be the world's biggest paperclip seller if you just stick to it for long enough. Like you can be the best at anything if you just stick to one thing for long enough. I've got like four different businesses in the works right now. So, >> but this one is the one that's the fastest to cash and that's what matters most right now.

>> Yeah. Well, I can't speak for your other businesses, but this one is on the quicker side of things considering you could go out tomorrow and make some calls and potentially make make your first sale. >> That's how I did my asphalt business. When I started striping, I was using a 2x4 and a 4 inch roller, you know, but I went out there and I asked people, "Do you want me to do your job and here's the price?" And if they said yes, I did the dang job, >> you know, and that's why I tell people I can go out tomorrow and make money.

That's not a problem, >> you know. But I just don't want to get back into a service business. >> Gotcha. >> Go with your go with your roller and your 2x4, man. Just go get it.

>> I've come very close to it, brother. very close. I was looking at restart my refinishing business and because two and a half hours of work and I make three $400, you know, I could do four jobs a month and I've got all my bills paid. Plus, the money's there. It's just a matter of I just didn't want to go back to it.

I hate dealing with the public if I don't have to. And business people are different than the public. Very different. >> Totally. >> Yeah.

Yeah. It's definitely different doing doing B2B. You'll see that for sure. >> Yeah. >> I would I would start with those people you already know, Michael.

Start with them. Get the referrals. >> You don't need a bunch of fancy equipment, website, all that stuff. Just go talk to the people that know you already and talk to the people that know them. >> I've got plenty of contacts, that's for sure.

Only thing that sucked was after my dad finally passed was about six months later, I started calling him back and saying, "Hey, you know, I'm back. I can come do your work if you need me to." I never heard a thing. I called five of them and never heard a word. So, I'd have to go back to the public sector to start out with, and I don't want to.

>> Who do you know? Who do you know? You're not interested. Who do you know? Lots of people, >> everybody, >> right?

Who might you know? Well, if you're not interested, who might you know? >> Yeah. >> Yeah. You can even you can even kind of backdoor into those those business owners that you already know.

Just phrase it to them like, "Hey, we know each other. Do you know anybody that might be interested in this?" And then it doesn't come off like a sales pitch. either they may know somebody and they're like, "Well, what about me?" And then they're asking you to get on the card.

>> True. Very true. >> That's a perfect point. That's a good point. >> It is.

I like it a lot. And I I probably got a thousand contacts in my phone right now I can go towards, you know. >> Why are you sitting on here with us? Go call them. >> They're all pretty much right about now.

>> No, that's another excuse. >> I don't think I can help that one much. >> It's all good. >> But I'll be on with them tomorrow. You can bet your butt on it.

I don't mess around. When it's time to run, it's time to run. I don't play. >> Well, Mitch Mitch is coming out with the winner circle, right, Mitch? >> The winner circle.

>> I don't know. Maybe, maybe someday. >> Try not to come out with too much stuff. >> I know, right? >> Mr.

Drake. >> Just the things that are actually helpful. I couldn't tell if he was trying to talk to us or not. >> I wasn't sure either. I just knew his mouth was moving and I couldn't hear nothing.

>> Oh, were you talking to me? I was talking to my daughter. Oh, okay. >> I'm taking her to the urgent care to get a doctor note. She came at home from school today.

Dang school. >> I have a win. Well, sort of a win. My same daughter I was just mentioning has to go get her driving 6 hours behind the wheel and my older two daughters had gotten from the same company. So, I talked to them and they said they were going to they would do a barter.

>> Cool. >> Yeah. >> Awesome. >> Never know till you ask. I had a friend of mine that was in sales and that was his big motto.

He said, "You never know till you ask." You know, >> I'll take it one step further. You never know until they respond. >> True. And he sold he had a boiler room.

He was It's the weirdest thing. He was in a like a a homeless house and I hired him to do asphalt work for me and I learned so much from that dude. It was unreal. So, he had been in the business. He knew what he was doing, but he just didn't care anymore.

He'd go on like two week benders and just stay drunk for like two weeks, but he was so good at working, I kept him, you know? It's like, I'll put up with it. And I was in my 20s and he was in his 60s. >> Yeah. I got tickled one time.

He pulled a bender and he decided he wanted to hit me. It was hilarious. I mean, you could see that coming from three weeks away, you know. >> All right, guys. I'm going to jump off for now.

Good to hear you guys and and your ideas. Hopefully I'll catch up on it again. >> Good to see you, Chris. Thanks for coming on. >> All right.

>> Glad you got the other business you was talking to. >> Hey Mitchell, quick question. Have you ever considered an a morning that's not on a Saturday? I think I I you just caught me that I was able to jump on this one tonight, but Saturday is probably my hardest day to even jump on. But it and maybe it's best for the group on Saturday morning, but I I don't know if any weekdays early.

I mean, I know we encompass the whole United States, but it just a thought. I don't know if you ever considered that. >> Yeah, it's a tough choice that >> I I rescheduled most of them to to Wednesdays now just to, you know, switch it up for the people who have never been able to make it on a Saturday. Um, I figured that the evenings would be better just because that a lot of people in our group still work a full-time job. So, that might be they might be able to get on to this call in the evening.

So, it's it's tough because you can't can't schedule it for everybody. Another option is I could make it a different time and day every week and that could also work. So, what do you guys think about that? Different time and day every week. Kind of random.

>> That'd be cool. Most places I know that do that, they do like two calls a week and kind of stagger it to try to help everybody, you know, be able to get on because I'm, like I said, I got like three other businesses I'm messing with, but this one here is my fastest path to cash. So, >> we're rolling with it. And I do have another question on I I don't know if you have any reason why when I tried to go to your one-on-one call session. I went through three browsers and it every one of them told me it wasn't a secure connection so they wouldn't allow me to see it.

>> I need a professional to help me with that one because a small portion of people have been saying that and I cannot figure out why that would why that would be happening. Yeah, I noticed that somebody mentioned it was the internet >> that's on the gohigh level side. It's Jeff >> and I have the same internet. So I'm wondering if it's coming through go high level. Internet providers don't like them.

So websites don't it's not gohigh level. It's it's lovable. So that maybe they don't like lovable either. >> Yeah. Just because there's a lot of spam out there.

That's all. >> Gotcha. >> Well, apparently >> I can see why they don't like the gohigh level. PS site which has a security certificate from what I'm gathering and but like I said I tried three different browsers and I couldn't get to it to save my life. >> I gota well I can say now that I've heard your situation on the phone here you probably you've been you have the connections you have the skills and everything and the the fact that you're ready to take action tomorrow.

I don't think you need the the program anyway. So, >> you don't even have to worry >> you don't even have to worry about what was behind that firewall. Yeah. >> Well, that's part of the reason I chose this. I was like, it kind of runs in line with what I've already done all my life.

So, I'm just selling something different. That's the only thing that's different about it. And here in my local area, they used to have the I forget what they call them. It was basically a mail flyer that came in and then they would have these little coupon books that they would take to every like convenience store and stuff like that and stack them up. I haven't seen those in years.

I have not seen any kind of postcard or nothing hardly unless it was just one business on a card that they paid for, you know. So, I'm like, "Hey, there's a hole in the market here somewhere. Maybe I need to fill it." That's how you make money. >> SN8.

>> Yeah. Did you ever do direct mail? >> No, I have not. >> Did you ever use direct mail for your service business? No.

>> No, I never needed to. I got more work than I could even start to count. I when I did my tubs, I put on the back of my truck in vinyl letters on my tailgate, we fix ugly tubs. And I got so much work from that, it was unreal. >> Wow.

Hey, I got a quick question. >> You're making me want to get into the service industry. >> It's money. What's going on? >> Hey, that Hey Mitch Mitchell, nice to see you again.

Okay, so here's my question. I'm finishing up my second card and this is just like a general poll, I guess, that I'm going to ask. I've noticed that when people, you know, when they get the offer of what they're getting for, you know, a nickel a door, 10 cents a door, whatever we're selling for, that they will literally put a check in my hand as soon as they can. I dropped it off to the mini storage down the road from me, put it in his take more, you know, his little thing for for people to take brochures. And he called me the next morning and said, "I love the card.

There's a check in the in the back behind my brochures." So, you know, it basically took sharing the idea with him one time. I have other people on my spreadsheet that I've talked to them five, six times and initially they're like, "Yep, I want to do it." And then you follow up to actually, you know, get them closed and do it and and then they just kind of ghost you. So, I'm wondering if anybody else is seeing that where literally one contact, maybe two, you have their payment and their buyin.

Um, but with others, it's five, six, or seven times. And I'm almost to the point where if they haven't done it in three contacts that I'm just going to go on. So, I'm wondering if anybody else has seen that phenomenon. >> Yes. Yes.

Yes. All the time. It's called prospecting. It's called what? Like I said, doesn't matter how, but you got to hit 20, 30 doors a day, whether it's emails or whatever.

And Mitchell, correct me if I'm wrong, but it's numbers. It's it's they will do that like on the spot, and sign up and and give you the check. And then the the people that said, "Oh, yeah, for sure. Next month, next week." They ghost you.

Move on. I I I just said, "Screw it. Just just get to the next one." if they're thinking about it, then then it's mo it's it's most likely not going to happen. But the like like you said, some people just jump on it like first email and they're just in.

It's pretty cool. Like like you said, but yeah, if they if they think about it, if you're, like you said, three messages in, it's unlikely it's going to happen. >> You're not doing nothing wrong. She's not doing you're not doing nothing wrong. You just It's numbers.

I would say make sure you get their competitor on there and make sure it goes to their house. >> That's You've got me, man. I'm so competitive that I'm ordering extra printed just to send them first class mail to their house. >> So, I'm I'm just a little bit sarcastic. >> Yeah, I've had a I've had a few of them, too.

And it's, like I said, I think the only the only way to motivate them is to see that see that attention going somewhere else that they could have had. >> Yep. >> Especially once it becomes like a regular thing that you're doing in your town, eventually like people are going to start to get FOMO. I believe like the more times that it goes out in a town, especially if it's going to that business owner's mailbox somehow, maybe their their house is on the route. If they see that it's it just keeps going out month after month and they're not on it, they're going to get they're more likely to get FOMO.

>> I think it's a good reason to put to put businesses on your routes as well. Like make sure those people that you've been to talk to see that when it really happens. >> Yeah. When I did this one, my second card here I'm doing in my little small town. It's our entire county only has 29,000 people.

And so the second card I'm finishing here and then I'm going on to, you know, bigger spaces. So I literally made sure that the businesses that signed up that I was on the route, you know, that the EDM EDM routes that I chose were the ones that the businesses actually were in. And since I'm going for the higher income just like we all do, I'm thinking there's a pretty good chance that they're also getting at home. my funniest story so far, and she has not signed up and and I I gave her like seven contacts because I'm a real I'm a real believer in those nine contacts to get to the end, but I went and I prospected a Napa auto parts store and across the street in my tiny town is this gal that is a personal trainer. So, I'm sitting in my truck and I'm like, you know, I'll I'll just give her a call.

So, I call and she comes to the window like boy in the bubble and I'm like, yeah, you know, I'm I'm doing this thing. And I started to explain to her. She said, "Hold on a second." And she reaches over to her little end table. She holds it up because I'd already told her that as I across the street, she holds it up to the window and she says, "Is this it?"

And I'm like, "Yeah." So, here's this lady like holding it, you know, leaning against her glass and talking to me on the phone. But I followed up with her four or five times and might even be on contact number seven. And she didn't give me any money. So, now there's only one other place in town that's Anytime Fitness.

So, now it's my mission to get them on my card so that I can send everyone first class with her competitor on it. >> It's the only option. >> Yeah. the only option. >> Yeah.

How do you how do you handle like businesses that provide more than one service? Do you just let whoever's paid determine whether somebody new is competition or not? >> I don't allow competitors unless they're restaurants. So, for example, right now the guys that did my concrete patios at my house, I told them that they can do concrete or they can do excavation, but they can't do both because I've got another company that'll do excavation. And so my tree guy, he also does all kinds of things.

Like he does roofs because that's his lead generator. When the tree falls on the roof, he offers to do the roof, too. But I told him that each separate business has to be a separate spot. So if he wants to buy that spot, he can lock out his competition. I mean, we're doing this so cheap.

I'm charging 249 bucks for 5,000 because the town is so tiny and I'm in southern Indiana where it's going to be difficult to charge a lot more. I've done pricey elasticity test at $1.99 and $2.99. So my very first sale was the ice cream place and I told her 199 and she immediately said yes.

So I knew that was too low. So then I bumped everybody to 249. I didn't get any price resistance there. But when I tried to get 299, nobody would buy. Now my next town over in the next in the next county, there are people that have, you know, three, four, $500,000 houses, million-dollar houses.

And my plan is to do 10,000 for 777 bucks. So that'll be, you know, almost almost eight cents each. So I'm testing the price elasticity, but I'm in Indiana, so people are pretty conservative. My concrete guy, when I was texting him today, he's like, "Well, I don't really know if I want to do it because I might get small jobs." And I said, "How many jobs do you need to make up for a $249?"

>> That's where the money is. >> I know, right? And then, you know, I'm going to show him. I realized on this particular card, I've not done an EDDDM route and then taken off the the post office insignas. And that's what I'm going to do now is follow up with everybody and say, "Hey, this is where it's all going because I've done that in other areas, but not this one."

So, I think it's important for them, you know, like the excavation prospect, they need to see that these are houses with acorage. You know, maybe they need a pond or something. So, they've got to be able to see where their customers are in order to connect that visually. So >> yeah, I took >> I can safely I'm sorry. I don't mean to interrupt.

I can safely tell you, Lucy, you can let them know. >> The money is in the small jobs because the big companies don't want to do them. So they price them so high it's outrageous. And you make so much money in the small stuff, it's unreal. >> Concrete's got a lot of setup and breakdown.

I mean, there there's a there's a good reason they don't want the small ones. in concrete specifically. >> Yeah. But >> as fault was the same way that I made my money in the small stuff. But I also made $22,000 sub a job to another company in a week.

>> See, there's the arbitrage. That's what we should all be doing, right? Just connecting people. >> My businesses I'm working on. >> Yeah.

When he did my my two little patios, it was only 1,200 bucks about five years ago down the road. So, I'm sure, you know, he loved doing my little job because it, you know, was basically across the street. >> Well, they got they need the fillers, the small stuff. They need them. They just don't realize it.

And you can go in there and just do the small work and make astronomical amount of money. >> Well, you know, this is this is why I started this whole thing was just to get advertising for my own thing. I'm I sell medicinal, edible, and culinary plants, and I teach people how to make their own medicines, you know, for mushrooms and and herbs and things like that. And, you know, there's just not a lot of revenue when you're starting a business like that. So, next year, >> I just lost a fiance that's into that.

>> Yep. There you go. >> And I kept trying to get her to start the business. Start it. You don't know until you start.

And she's like, "Well, I don't know enough yet." And I said, "The hell you don't. You know enough. Make two or three things. That's it.

Just start." she wouldn't do it. >> Well, you know, there's there's some different laws around here and I'm sure it's different in your state, but in our state, we have these cottage industry laws where we can make the things at home and we can sell them at a farmers market. But if we want to sell them, you know, if I wanted to take my lion's mane tincture, which gets, you know, rid of dementia and helps your short-term memory, makes your brain work faster, if I wanted to put that down into the convenience store, then I've got to make that in a commercial kitchen. And so luckily one of my husband's uh website clients is an Amish uh bakery and our daughter works at the bakery now.

So I have access to a commercial kitchen if I want to do that. But you know there's there's a hesitancy that's psychological that the fiance might have which is unfortunately a lot of people that are you know herbalist type people. They've got a little bit of socialism in I I'm a straightup anarcho capitalist. I'm a libertarian. I've run for public office and I have, you know, zero problem with people making money, but sometimes these people that are brought up in the culture that's reinforced there is that you're supposed to do everything for free.

And I don't believe that. >> Well, she was all into capitalism. She had a business for a while. I got her into it. I told her, I said, "Start doing estate sales.

You love going to them. You love being a part of them. Do it." And she did. But she charged such cheap rates.

She didn't make any money and she ended up losing her butt, you know. And I was like, start put your herbs out there. I when we broke up, I gave her the two domains I had paid for and I was like, you keep them because you need to get going. You know, there's no between us. >> I'm such a capitalist.

I want to know what those domains are now and if I should be buying them from you because it doesn't sound like she ever did anything with them. She has not done with them. I can guarantee you. I think one of them is Christy Rose.com or some like that.

It you know that her nickname was Cricut Rose and I don't remember what the heck the domains were now. I just I told her I said look start fire up a deal at my domain registar and I'll just push the domains over to you you know and I did and I don't remember but I think one was cricut rose I think it was cricutrosse.com and cricutrosse.store store. >> Okay, let's bring this back to 9 by12.

>> Yeah, I know she I agree with you. I'm sorry. I didn't mean to get everybody off. I'm gonna go take Mother Nature call right quick. I'll be right back.

>> Lucy, have you had any luck with those those businesses that have two offerings? Are would you say you're more pushing them towards picking one for a single spot or are you pushing them more towards a double spot for two industries? >> You know what? I would definitely sell them a double spot, but every single one that's asked me that, when I've told them that they have to buy multiple spots, all of a sudden they just want one spot again and they decide which business they're going to do because every single one of them had had in their mind that they were going to have 20 things in two and a half by three and a half inches and that was their intention. So, I'm like, "No, no, no.

You got to stick to one." Now, if you, you know, if you're the concrete guy and I've got an excavation guy, it's cool for you both to be on the card. And if you sell excavation, then obviously when somebody comes out and you bid for a concrete job and you tell them about your excavation, you know, you're getting that job. You know, that's your contact. That's your lead.

But it is really funny because they're like, "Well, I do this and this and this and I can put all that on the card." I'm like, "Yes, but each, you know, each thing has to be its own thing." Like roofing and gutters, that's fine. Go together, but I'm not letting you do roofing and concrete and landscaping all in the same one because it it really lacks, you know, that congruency. And I want to be able to have more.

>> Yeah. And I want the I want the contacts from the different companies. >> I'm going to put my headphones on because my speakers are too low. I don't have a gaming computer. I have a office computer and it sucks for audio.

>> Okay. Travis, speak now. >> Just you you answered it. >> Yeah. Okay.

>> I I think I mean it's a it's an interesting I've got a a guy that does gutter cleaning and Christmas lights. I think he does window washing as well. So he when I was talking he's one of those has ghosted me type guys and I I was like going through Facebook groups and found like multiple little Facebook ads that he had posted and then realized that he was this it was the same phone number on all these different things. Um and that I I tried to push him upwards to a double. He was like, "Man, I don't know.

Is it sounded like he couldn't decide like for right now if he wanted to promote gutter cleaning or Christmas lights? It's like an in between kind of time for him on which one would be better." And that seemed to >> analysis paralysis him and I would make a good decision for him. >> I know. I would have said, "Dude, let's go ahead and do Christmas lights because when you're up there, you're going to get the gutter job, too."

Hey man, before we do this Christmas light thing, you're going to want us to clean out those gutters so we don't catch your house on fire. And you don't want that, do you? >> Hey Mitch, one last question. I'm trying to find like a bakery, you know, and I'm struggling with that cuz they said no and stuff. what you know morning stuff and I got somebody I know who owns five Dunkin' Donuts like do we not go after franchises or like he I think he'd do it like they I know that he's got the money so should I just shy away from those franchises that I mean it's well known in town but you know I I don't know So >> I don't want to I don't want to dilute what we do.

>> So that's ultimately your decision. However, if you think about the consumer, a lot of consumers love Dunkin Donuts. I go to Dunkin Donuts all the time. And if they're putting in a great offer, like I would I would be happy receiving that as a consumer receiving that postcard. Also, when you have Dunkin' Donuts on a shared mailer, that is a pretty decent social proof.

like when you're going to other businesses and saying like that Dunkin Donuts literally just agreed to join us. That's that's quite a bit of social proof when a big big company like that decides to trust you. So that could also help you sell more slots. I think there was a member in our group who intentionally gave away a slot to a Dairy Queen for that reason. It's just so they had the social proof to say, "Hey, we've got Dairy Queen on the card.

Do you want to be your your brand right up next to them?" So it's ultimately up to you, but I don't see any issue with it. Okay. All right. Got it.

Yeah. I don't want to go to McDonald's because I know a couple of those owners, but you know, I got enough places to call on before I go that route. But it they're they're there. They are there in my area. So, that's all.

Thanks. >> Pretty cool connections. >> Yeah. >> I know. I know.

We're 9 by 12 focused here, but franchisee with five locations, you you might be able to work out something just for him, you know, just an individual like a a much smaller card that was all Dunkin' Donuts and with five locations, he might have the budget for it. >> That's a good idea. Thanks, Travis. >> Good point. Yeah, I think that's a great idea because the last few years, all I've ever received in mail and postcards was just one business, never something with multiples.

So, I think it's very got very good potential. Yeah, I' I've been uh I've been keeping all of my quote unquote junk mail for, you know, several weeks and I I carry them around with me when I when I go, you know, cold call businesses in person. Uh haven't got a chance to like sit down with somebody and lay them on the table and be like, why do you think all these big companies do this direct mail thing? But I but I've held on to everything I've gotten. I I just can't wait till somebody wants to tell me it doesn't work and I can just lay those all out on the table.

>> Totally. Or just if you don't have the cards with you, just say, "Do you know Anderson Windows?" And when they say yes, you say, "Exactly." >> Yep. >> Because the only reason everyone knows Anderson Windows is because they live in our mailbox.

>> Amen. >> Facebook, inbox, everywhere. I got my tree guy because he sent an EDDDM out that's like that 70 pound paper and it looks like, you know, the tree people were coming through your neighborhood and they've got the different handwritten ink that's in blue that says, "Hey, I just wanted to, you know, let you know that we're going to be here." And that's how I got him was by, you know, reverse prospecting on his EDDDM. I found out from him that Postcard Mania is who he uses for that.

So, I haven't gone to research to find out how much Postcard Mania charges for that. But obviously, I'm now going to be asking him if I can take over that for him. You know, why are you letting Postcard Mania do it? That lady is a crazy Scientologist. You should, you know, let a local local girl have it.

In case you didn't know, Joy Ju was a Scientologist. >> No. >> Yeah, that's a that's a huge company. >> Hey guys, thanks for everything, man. I got to go tonight, but I appreciate everything Mitchell does.

Mike, if you're new, he's great. And just try and get on as often as you can. So, >> I appreciate it. Very much so. >> Yeah.

Travis Lucen great all of you, Lucy. >> Thanks for being here, Bob. >> Yeah, I appreciate it. I'm I'm glad I got It's always a joy. My other company is nothing like this.

So, yeah, I'm all on an island. So, everything Mitchell does is just spot on. So, anyway, guys, have a great night. I'll let you guys continue. Thanks guys.

>> Take care. Take it easy. See you on the next one. >> Spent my money. Well, >> I hope so.

>> See you tomorrow. If we got time for one more question, Mitch wanted to hear some I don't know tactics, strategies for getting past gatekeepers. >> Yeah. So, most of my prospecting honestly was over email and Facebook. >> Okay.

So, I'd say a tactic that I used one of the few days that I did do cold calls was I would say, "Hey, I'm looking to talk to the boss man." So, if I was super casual and acted just by saying like the boss man, they are more likely to assume that I know who this person is because who what other strange cold caller would say, "I'm looking to talk to the boss man." So, that was one thing I I tried and it did work on occasion. I don't know if they were would have put me through to them anyways, but it worked. Also, I think Lucy does sales over the phone and she's very smart with sales, so I think she can answer this question better.

>> A that's so I do prospecting mostly in person because I'm old and I like going into town and it actually has raised my celebrity in town because now I'm the postcard lady which is pretty cool. So prospecting an insurance company on Friday and you know the the owner's out of town. I I made the mistake of not buying a lot of extras this last time. So, in order to make up for not having the real cards, I've got three or four that I I carry around with me. And then I just did a double-sided on my on my laser jet color printer.

So, I've got an 8 and 1 half by 11. The real card is 6 and 1 half by 11 and a half. So, there's a little bit of a difference there. But, if the boss man isn't there, I literally just I don't even let them say, "Hey, do you want to see this?" I just literally hand it to them because human nature is to take my hands and say feel how luxurious that is and you know full color it's it's really strong you know and you kind of flex it in front of them because I've got my copy too said I can't leave you with this one though but I just want you to be able to tell your boss how good this is and then I leave them with a color to give the boss I get the business card it's usually you know up in one of the little folders and I make sure that I get the name of the person that's talking to me and I say you know wouldn't it be better if I just send an email and they agree.

So then I send an email and I've got a template in in Google that I just have to change three or four words and I literally make as the the subject line Shana told me to send you this. So that's their, you know, so then I never have to talk to Shana again, but I can honestly say, you know, Shana told me to send you this. So that's one really good way. If I'm talking on the phone to somebody and doing phone prospecting, then, you know, I just make the gatekeeper my friend. They have two jobs.

to weed out the people who shouldn't be talking to the boss and then to let through the people who should be talking to the boss. So, I want to make sure that they view me as somebody that should be talking to the boss. So, I'll say, "Hey, Shana, I know that, you know, your job is totally to keep people away, you know, from boss man, and I get it, but what I'd really like to do since you're the person that is in the business and knows the business less or knows the business the best, why don't I just go ahead and share with you what I'm doing and you can tell me if it's something they'd even be interested in." So, if I'm, you know, if you're not going to get past them, then just go ahead and tell them what your offer is because they might be intrigued by that. And then again, get permission.

say, you know, I've got this all in writing, so you don't have to write this down. Let me just send it directly to your boss by email. If they don't want, you know, if they don't want to deal with me, they can hit delete. And that always gets a laugh. Um, and then again, I get their name and then I still use the email.

Shana told me to send you this. So that way I don't have to depend on them if they'll give up that email. And if they don't want to give up the email, then you can go right on the corporate website usually and find an email. So there's a couple ways to get past there, but I'm a real believer of making the gatekeeper my friend. I want them to have a really positive experience with me.

And that's, >> you know, that's usually by just putting your arm around and saying, "Hey, we're in this together." And if if your boss doesn't like it, then they can just delete it. >> Perfect. Right. >> Told you if you'd have a better answer.

>> Yeah. Well, I I like the the print out, too, because boy, Mitch, I burned through that sample pack so fast. >> Yeah. >> You didn't save any. >> I I saved a couple, you I still I still have some ammo left, you know, but like I was just like, man, and I feel like it was a very small percentage of them that I actually got to hand to an owner.

Like I'm just giving these to gatekeepers. I'm like, this is unsustainable. >> Yeah. Yeah. >> Buy another sample pack.

That's what it's there for. >> I want a sample pack. >> Travis. Travis. Yeah.

Yeah. I mean, I would be very selective with who you who you give the samples to. If it seems like it's going to be just a no deal, then I wouldn't even waste the the sample. But >> I would use that and say, I would love to leave this with you, but it's my last one. So, how about if I just send you the digital version and we don't kill the tree in the process.

>> Yeah. >> Anytime you get them to laugh, you know, it anchors them in NLP. >> Well, it's kind of funny. In my business, in the asphalt business and the tub refinishing, tubs was mostly public for the most part, but generally speaking, the girl behind the desk knows more about the business than the owner does. And they're going to they actually help make decisions.

So, you're very right about what you do. You know, you still get the ultimate answer from the owner, but they're the ones that convince the owner whether or not they think it's a good idea or not. >> Yeah. >> Half of that recommendation from them to when they send it to the boss is going to be how they feel about you and whether or not they liked you because if they didn't like you, they're throwing it in the trash. >> You're correct.

Very correct. >> So, anybody else here doing NLP, matching, mirroring, matching their rate of speech, matching their body language? any of that. >> Me, I'm selling what I'm selling. If you want to buy, you buy.

That's it. That I don't I don't try to play any kind of game. I'm just like, here, here's what I got. If it's interesting to you, then we can do something or we can talk about it. Here's my phone number.

Call me and we'll talk. And that's pretty much where I leave it. >> Yeah. I had I had more of a LZ fair kind of approach early on, but I'm approaching my deadline. >> Minor crisis taking it.

>> Yeah, I just got you guys back. >> Oh, there you are. You said you're approaching. There we go. >> Yeah, I'm just I've got about a week left before I can get it shipped to the printer.

My my strategy was I I played off of the local business association. They put on a fall festival every year. So I told them that I would give them a free spot if they gave me access to their, you know, their their list, their directory. I keep losing you, Travis. >> There you are.

Can't hear you. All right. Well, I'll I'll make a point and hopefully Travis can hear me about this. If you only have a few slots left and you're near your deadline, have you reached out to your current advertisers yet because they're a gold mine. The ones that have already bought in, you can reach out to them.

And I've done this personally and I one of one of my advertisers sold $1,800 worth of slots for me that day. So all all you go do is you go to them and say, "Hey, we're approaching the deadline. I still have some slots to fill up." Admittedly, do you guys know anybody that would be interested or who do you know that would be interested in joining? And if at worst, like I was talking about earlier, they'll give you a list of names and now you can call those names and say, "Hey, Bobby said you'd be interested in this."

Or at best, they'll literally go out be because you're you're acting like this is a team thing. You're not apologizing saying, "Hey, I'm running a little late. Sorry." you're you're coming at them and saying, "Hey, let's work together. Let's let's find some businesses that also want to hop on the card so we can get this out."

So, you're ask that that's that'll get you some referrals for sure if you haven't already done that. And hopefully you could hear me. >> Yeah, I'm I'm back now, I think. >> Cool. >> There you go.

Yeah, we can hear you. >> Yeah, I I've got well five for sure that I need to fill and maybe only three and I've got I think I' a week before I need to get it sent. So, I'm not not in like crisis mode just yet or anything, but just kind of getting down getting down to the wire. And I've got, you know, I'm I'm okay with leaving a advertise here slot open. It, you know, I'm I'm okay with that.

I also can promote my day job if I need to. I can put myself on there. So, I'm not stressing. I just if I'm changing tactics a little bit with the deadline approaching. >> Yeah.

Well, if you can get into that the is it was it like the BNI? Is that what you were technically trying to get into? >> Uh it's a it's a the a neighborhood business association here in Kansas City. Just like one one particular neighborhood and they've got I mean it's been going on for 50 60 years. They've had this you know BNI type thing.

But I actually found my way into the referral madness group, kind of the Kmart of BNI as I understand it. So I'm going to one of their meetings tomorrow morning and hopefully drum up something there. >> Nice. The people the people in our group who have talked about joining like BNI and things like that have done awesome if if they got in because sometimes they get to present for like 10 minutes about it. So, I mean, and there's so much trust in those groups because it's like a it's a private thing.

You're all all of everybody there is trying to grow their business. So, it's like your warmest possible prospects >> and as long as you kiss their butt, you're okay. >> Yeah. the the guy that got me into this is he's in a BNI and he did his first first presentation on it and he got that that BNI group has like 50 something people in it and he's people are fighting over the spots just after one presentation about it like he's he's >> I remember doing that my asphalt business I went to the city council stuff and the apartment association and man long as you kiss a rump You were golden. You were in.

You do anything wrong, you're out. Done deal. But I won the cake cook off at the apartment association. >> Well, there's that. >> Yeah, at least I did that much cuz they started trying to pull that crap on me and I don't I'm not that way.

I'm not kissing your butt for your work. Ain't happening. And so needless to say, I lost them and quit doing all the apartments. But if you saw what they were doing now, it's pitiful. It horrid.

The last tub I looked at, a guy asked me about at an apartment complex. They had taped off an inch above the and just sprayed a square. It was I was outraged. >> So, you know, along with BNI and things like that, don't sleep on your chambers of commerce because most of them, you know, they pay a few hundred dollars to be part of it. So, you know, they're willing to spend some money and they usually have their member directories public.

>> Yep. Lucy, do you do you do any like closing gifts or anything like that for people who have joined the card or once the card's sold out? Anything like that? >> I know that I should. And in fact, I got this book.

you might even been the one that referred me to it reading your stuff is about never lose another customer because what I was shocked about when I'm doing my second card out of the 14 15 slots that I sold I had only seven less than half that just reupted automatically and I really thought that everybody was going to to just completely reup and that my second card would be you know much easier to do so I was thinking about stick gift you know what is it going to be I don't know So, I've been I've been giving some thought to that. Um, I was also giving some thought to telling people that if they want to be on the card, I need a like a gift certificate from their business, but then not everybody has gift certificates because I wanted to have, you know, something that I could run as giveaways to get the community involved. So, that one didn't quite work out. So, I haven't read that book yet. How to never lose how, you know, how to never lose another customer again, whatever it was.

>> But, yeah, I'm really really considering some sort of a stick gift. And I don't what what's your feeling? What do you give us gift? I can't even talk tonight. So pay no attention to me.

I haven't had enough caffeine. Stick gifts. Stick gifts. Doing that. >> I haven't done gifts, but I've done this in my real estate business is handwritten cards.

People appreciate a handwritten card. So it's also cheaper. So, you know, less cost to acquire a customer or reacquire a customer keeping your profit. But yeah, just a handwritten card takes a little bit of time, but if your handwriting is better than mine, it shouldn't take too long because my handwriting is horrendous. >> Saying they do make auto pens that you can buy.

>> Yeah, that's another option. Yeah, there there's companies that you can, but I mean, we're just writing cars to like 16 businesses. We could probably do it oursel, but there are companies that will do handwritten cards for you. Like they actually have people that handwrite them. Or maybe, you know, maybe they do have a machine that does it.

But >> I'm sure they do. >> Yeah. I always imagine that they a line of people handwriting cards. >> It looks real, but it's not. >> No, but there's there's some there's those ones like that the roofers will send in your mailbox, but there's also like companies that legit like they're actual actually written with a pen at least, >> but might still be a robot.

So, I'll I'll throw out this idea that we used to use back in the mortgage business back in the day because I'm old. I'm 54. So, I started in mortgages in 96 and came across this fantastic marketer. He's actually the reason that keep which used to be infusionoft. He was the guy that gave them the first job.

His name was Reed and he was responsible for generating all kinds of mortgage leads. And so, the the promotion that he came up with is actually on newsprint. So it looks really worked great before, you know, everybody did online newsletters and I think it would work great now. You literally have your printer print up on newsprint an advertorial and then you have you put ads around it. He had one ad with a girl with her, you know, cleavage showing and he called that his Russian girl and then he had a little couple little stupid, you know, like the history of the penny, you know, just like stupid little three or four paragraph things just surround it.

So, it literally looked like somebody had ripped it out of the newspaper. And then you take a post-it note and on the post-it note you put wanted to make sure you saw this, thought you might be interested in it, whatever, you know, a couple of words. And you always sign it J because everybody knows a J whether it's male or female. And then they we would put these in envelopes and you could pay the service to do this. They would literally handwrite them for you and they would put the stamp upside down.

>> So, you know, they thought that they're getting it from their aunt Janine or whatever. So, they they pay attention to it. So, I don't know if you want to run with that one, Mitchell. That's an old Dan Kennedy one. Reed was in Dan Kennedy's groups, too.

>> Oh, Dan Kennedy. I know him all too well. >> And that's brilliant, to be honest. >> Brilliant. Yeah, >> I like that.

Trying to think of ways you can ways we can use that. >> Well, with you being a realtor, one of the things that I would do is I would have I mean, >> is this going up on YouTube, Mitch? >> Yeah. Yeah, it is. >> Okay.

So, sh don't don't say your your best ideas. I just uh I've missed like half the audio. You guys keep cutting out. I can see you talking, but I can't hear anything. >> You just missed the best part, too.

>> So, that was how you just told us how to make a million dollars. >> I don't know what's going on. I've got >> plenty of bars. Everything looks good, but it keeps spazzing. >> We're talking about how I just got 9 by12 method in Time Square.

We just advertised for 15 minutes straight on all the screens. >> Nice. >> Yeah. Yeah. costed $4 million for the 15 minutes.

>> Takes a lot of $99 subscriptions, bud. >> Yeah, quite a few. Quite a few. Oh, has anybody used Nano Banana? Google's new AI image generator.

It's insane. So, if you if you're looking to make new new pictures to send over email or like create a Facebook post, try Google Nano Banana. It's free to use. It generates some crazy images. It it it also I haven't like experimented it with it like crazy, but it can also most likely design solid ads if you give it good prompting.

>> Well, thank you. >> And also like if you attach if you attach an example of of a good ad design, then >> that would probably help. Yeah, it's free. >> It's free. You have a Google account.

>> Chat GPT did a pretty good job for me like even making it like a template form that I could, you know, edit in Canva. had a real estate agent that wanted to do a a funny ad. Came up with like a like a Tinder, you know, swipe right to find your new home kind of, you know, just had like chat GPT make a a template for me that worked pretty well. >> Nice. Did you use GPT agent and like connected into Canva?

You're saying >> I logged in. I didn't I didn't go all the way like agent mode where I had to pay for it, but I got far enough in that I you know I just was like, "Hey, make me, you know, ad copy and then make me a picture to go with the ad copy." And then I >> see, you know, I had to go through several prompts, you know. I was like, "Okay, now make this this size that I can put into Canva." >> And it I see what you mean.

>> It made one for me. So, took a little bit of doing, but I got there. >> Yeah. Nice way to be resourceful. >> Yeah, it's amazing how much my canvas skills have gone from like negative 100 to I don't know, one or two now.

I'm I'm at least in the black on canvas skills. >> I guess >> that's still that's better than most. >> I got that friend of mine, he knows how to scrape, do everything. If it's online, he knows how to do it. And so I'm like, "Hey, dude."

you know, and he's got the server, scrape box, everything ready. All I got to do is tell him go, and I get all the emails I want for business. >> Nice. >> Phone numbers, whatever. You know?

Yeah. He's a nice person to know and be friends with. >> Yeah. When's he going to join the community? >> When I pay for it.

Because he I take risk and chances. I'm an entrepreneur. It's what I've been all my life. And he's, like I said, he's slightly autistic, so his brain's going constantly. It never stops.

He remembers everything he sees, looks at, whatever. And but I can't ever get him to go, just stick with this one thing. Do it. And he's really interested in this. That's part of the reason I'm here is I'm like, if I do it, he'll probably follow along and try to do so, too.

But he won't join the community because he can't. He's too broke. And I can't figure this. I'm like, you know more about the internet than most people would ever forget or ever know. And he just he can't help himself.

He's constantly said, "I heard about 10 different things today." And I'm like, dude, just just work on one thing. Pick it and do it. And so, Michael, go ahead. >> I was just gonna say this may be a a bartering opportunity for you.

Tell him you'll you'll pay for his pay for his year of school. If he designs you four or five Canva ads for your 9 by12 problem, he can't design Neither can I. I am not creative at all. Not even remotely. Now, if you tell me what you want, I can figure out how to make it, but that's about it.

But I have solutions for that, too, possibly. I don't know. I've got a friend of mine, like I said, north somewhere in Africa that says he's a graphic designer. So, we'll find out. Now, my friend's son wants to be a graphic designer.

So, he's looking to do this and put him to work doing the design on the ads. And I'm like, maybe I'll put him to work, too, you know. >> Yeah, you just want to make sure they come out good. So, have them have him show you some some work. >> Yeah, definitely.

Both of them have to because my friend in Africa, I've not seen what he's capable of. So, I don't know if it's good, bad, or otherwise. >> Yeah, but that will definitely be the part I need help with. >> Lucy, have all your all your cards been local so far? >> Yes, I've only done two so far.

And the second one has been much easier to sell because I've, you know, given my pitch multiple times a lot more, but also because I have the social proof of the physical car. So that that has made a big difference when I'm handing them a card that says Salem and they live in Salem, you know, that's it. They're done. They see all the local businesses that they actually know. So before I got that, you know, that social proof and authority from having that card, what I did with my with my sample cards is I took little post-it notes and I put Post-it notes of the names of the businesses on there.

So even if I was prospecting them and I hadn't yet closed them, I always had three or four on each side that were clearly full so people could see that they weren't the first one. They weren't the only one. And you know, my spiel was basically, you know, hey, I'm calling you because I'm a local business owner and I've got something interesting. Have you got 90 seconds so I can tell you why I called? So, you know, the normal pattern interrupt.

I didn't say this is Lucy with Landscape Medicine Nursery. I just, you know, said, "Hey, this is an unusual call and I just need 90 seconds." Most people curiosity will get them. I've had two people hang up on me and that would kill me as a person. Like, I would wonder for the rest of my life what that person wanted to tell me.

So, I would totally have to to be curious. And then I just simply say, you know, hey, wanted to let you know about my business. I sell medicinal, edible, and culinary plants out on State Road 150. I'm across the, you know, just across the road from the New Hardensburg General Store, which is like a multi-million dollar thing, so everybody knows about it. I said, but you know what I really struggled with my business is just getting my name out there because I'm a small startup and I just don't have any money.

So, um, what I decided to do was just organize this giant postcard and it's going to be really affordable because we're all just going to split the spot, you know, split the, um, split the postcard up. We're going to we're going to pay for it that way. And they're like, "Oh, really? Tell me more." So, at that point, they've got just enough information.

They know where I'm located physically, and since I'm local, that makes them feel comfortable. I'm a real person. They know that there's some giant postcard that they can get a piece of, and we're all going to split. And so at that point it just becomes, you know, hey, we're doing 5,000. I've I've sorted for the highest income because obviously we all want people that have some disposable income to spend.

And then it's just a matter of, you know, answering their objections. The biggest objection that I get is people don't have any money, but you know, they've all got money for the things that they want to have. So I will tell you the the first postcard I did, the guy that got the most calls on the first day that it dropped was our butcher. So, we have an Amish butcher. You know, people literally take their cows.

If they don't have a cow, they can point out in the field and buy one of his. And he had six calls on the first day and sold over $1,200 worth of stuff. So, I mean, just an Amish guy, you know, doing a postcard. >> Wish the hell we had Amish around here. >> Really good meat.

>> But I didn't hear a single word of it. >> Well, I was getting a lot of static and I I didn't know if that was yours, Travis, that was creating the static if it was mine. Yeah. So, I don't know if when I was talking earlier if you guys heard me. It was right after I was talking about the newspaper print and then I got complete static that whole time.

>> I wasn't hearing any static on my end. >> Okay, good. So, >> the replay will the replay will go on the on YouTube for sure. >> Okay, cool. If I were you, Mitchell, I would I would have an article done, you know, that is helpful for, you know, home, like if you're doing a realtor thing, helpful for, you know, homeowners who are selling their house and they're downsizing and then see if sending out one of those newspaper things would be cool.

I mean, it's so inexpensive to send those out. It's just first class mail and a little bit of printing. >> Yeah, that's that's pretty cool. I like that. I might have to tell that to some of my realtor friends, too.

Well, what you do is you came up with it. >> You provide this service where they can pay you for it and it's really inexpensive because they don't have to do any of the work itself. You know, it's only $2 and big commissions that the realtors make. >> You know, certainly it'll be fine. >> But the key the key according to Reed was his Russian girl with the cleavage.

And it wasn't distasteful at all. You could just see like the top little bit, but it was clear that she was, you know, a beautiful woman. That was the ad that was in the gutter next to the ad that featured, you know, the mortgage company talking about how you save money uh by refinancing. >> She's the attention getter. >> She is.

She makes sure that your eyes go to the left because everybody in America reads from the left to the right. So you get your hook line, you know, right at that right at that level. >> Yep. >> Yeah, it was it was it was actually pretty effective. And I just found out now I'm gonna be internet famous here tomorrow.

>> Why? What are you doing? I gotta ask. >> Well, he said it was going on YouTube. So >> Oh, going on YouTube.

>> Here I am. >> Me and my gorgeous butt. >> No butts. No butts. >> I'm infamous.

>> I won't show it. I promise. >> No, I'm I'm not famous. I'm infamous. >> We're all famous now.

>> Go that route. Maybe I should go that route. >> Oh, it's a lot more fun. I'm always I'm always stirring up trouble politically. Oh, well I I do a little bit of that on occasion, but mostly I was known for being a crazy what's the word I'm hunting.

I ran a lot of women in my day. Let's put it that way. >> Okay. >> I was not your >> On that note. >> Yeah.

Think we'll call it