9x12 Method - Getting Prepared

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so I appreciate you guys for being here as always it's been pretty pretty cool looking at the chat seeing you guys all helping each other out it's really refreshing to see so many people basically working a full-time job just helping people out for free I wish I could pay you guys some of some of you people in here that are giving so much help to the community but unfortunately I can't so let's let's get started so first we're going to talk about choosing the right town or city which many of you guys probably already did choose that so we we'll find out if you guys chose the right one or if you're shooting yourself in the foot but I'm sure most of you guys have already read the course so you you probably chose a good spot but just to go over it um you're going to want a population of 15,000 or more obviously anything less than that you're probably going to be reaching under 5,000 houses anyway so you wouldn't if you're sending out 5,000 cars you're probably covering more than the town itself so that's one thing and of course there's not going to be that many businesses that you could choose from if you go for any smaller of a town and this is a numbers game which I'm sure many of you guys have already seen and you're prospecting there a lot of people don't respond and there's a lot of NOS so it's totally a numbers game just got to keep putting in the numbers and if there's not enough numbers there you don't have enough options you're not going to be able to sell out the card so 15,000 or more um that'll leave you at least 5,000 homes in the town um next thing is you want to shoot for business dense areas so ideally if the town has a very specific downtown with tons of businesses that's great especially if you plan on going door too then you can easily just park somewhere and just go from one business to the next rather than wasting gas driving from business to business in a more spread out town and obviously like I said it's a numbers game so more businesses the better and I'll show you how to identify that uh in a little while if possible it's ideal if you chose somewhere local to you because one you could tell those people that you're actually local in the community and right away they're automatically their defenses will be will be down if you're just somebody from halfway across the country they're not necessarily going to see you the same as if you're a member of their community and the second thing is I like to actually if if they want to pay with a check if I'm able to I like to actually go pick it up in person that way they can meet me face to face and if you make that relationship with them they're a lot more likely to become a recurring customer in the future so if you're able to meet as many people as you can face to face that'll be a benefit and make it easier for you to scale down the line and then if you can shoot for a town with a community Vibe so you want to avoid ghost cities I don't know if you've ever noticed there's certain small to mediumsized cities where it's packed during the day and then at night it's a ghost town nobody's there it's basically just for business and then everybody leaves after business hours I would avoid those areas I feel like you're not going to get the the right the right Returns the the more um a good response rate in those areas um so we're going to do actually a little case study and I'm going to test you guys see if you can identify what's a good town and what's a bad town I'm going to share my screen real quick cool so you guys should be able to see my screen now all right so this is Elliot Maine as you can see we have a population of 7,300 people in 2023 and you can see here this is a Google map you can see it's uh not a ton of streets but it's something yell it out loud is this a good town or a bad town to Target bad Town yeah looks bad all right you guys are geniuses let's go and then now we have do New Hampshire this is actually one of the towns that I'm targeting this month it's uh oh I might have just given away the answer 33,000 and look at that those are just restaurants that's clearly a very business dense City so if you if you just go on Google Maps the more icons you see the better off you're going to be in terms of selling out cards look for a lot of icons so that's how to Target the best possible Town um the next thing is targeting the best Industries I actually have a list um you'll still see my screen I have a list on our school Community somebody actually provided it I forget their name unfortunately but it's now under classroom and then you go down to freebies and you click on list of best Industries and there's a ton of them that you can choose from choose your favorite ones um some examples that I really like are realtors Realtors there's no way you won't get a realtor to say yes to this if you get it in front of them another one is uh roofers um and then also what else we have attorney dealerships HVAC anything that's high ticket where they charge a decent amount of money per client is going to be much better off than something low ticket like a gift shop might not have the advertising budget to pay $500 a month but a realtor whose average commission check is $10,000 probably probably can spare $500 a month if it gets them one client every two months three months four months is still worth it so that definitely the higher the ticket item the more like they are to pay on advertising on average um what else do we have yeah make sure the businesses you're targeting are business to Consumer so they actually sell to Consumers actual the residents of the town you don't want to be targeting software companies that are selling to other businesses that'll be a waste of your time I feel like that goes without saying um and also find businesses that are already advertising so take out your newspaper that you get in the mail and look at all the businesses that are already paying for advertising there they're paying for basically exactly what we're doing a worse version of it so as soon as you get this in front of them they'll they'll have some thinking to do but yeah Billboards as well bus stops people advertise at bus stops all of those people will be perfect targets for you sorry I thought I muted sorry you're fine you're fine Mitchell um and then so yeah getting organized this is going to be the biggest uh the time suck out of this entire business is actually collecting leads and you want to make sure you're organized from the start so that you can waste as little time as possible so see what we have okay so yeah so the first thing you're going to want to do is set up a Google sheet so in the classroom also under freebies I have a a Google sheet uh template for a contact sheet all you have to do is click on that and then just click the template link and you'll be able to download and use the template that that I personally use to keep track of all my leads I'm actually just starting to use a CRM which I'm going to show you you guys later but for now all you have to do is start with Google Sheets and it's pretty simple name industry website phone email and Facebook and Instagram if you if you prepare to collect that but yeah I recommend collecting as much as you can that way you have options if you're going to pay somebody down the road to do the cold calling for you at least you have your the phone number there even if you're not going to do it yourself at least you're thinking in advance because while you're on the website you might as well collect that so usually in order to the the fastest way to collect I'll just show you the way that I collect emails and contact info so basically what I'm going to do is I'm going to look up roofer Dover New Hampshire so I look up the industry in the the specific town and then I go to Google businesses I click on more businesses right away and then I'm literally just going to go down the list so first thing you just go for the ones that have websites because if they don't have a website they're probably not going to pay $500 for advertising anyway they haven't even put up a website yet so I would just go for the websites don't worry about the people don't search them on Facebook I recommend going website to website and you don't want to squeeze juice out of a dry lemon you're not going to be able to find an email when an email is not there and an email is going to be in one of four places here okay it's either going to be right in their header which as we can see here it's not or it'll be on their contact page which they don't even have up here or it'll be in their footer down here so header footer or their contact pages will you'll also find in the footer or the fourth one which I look for right away is their Facebook which is where you can find everything but I always go for the website first because if they don't have a website they're probably not going to pay for advertising so as you can see here now we have their Facebook link we can copy it paste it right into our spreadsheet we have their email phone number everything right there and we didn't have to look through their entire website so the first thing you should look for is that Facebook icon if you find that you won and sometimes they they won't have their email on their Facebook and that's when you can quickly just look at their contact page but one one of four those four places is going to be and if you don't see it in those places don't keep browsing the website you're just going to be wasting your time maybe you'll find an email in a random place after like five minutes but you would have found a dozen more emails in that time you're better off just you know making your time uh much more efficient so that's really the quickest way that I found to collect leads another option is you can purchase leads and there are certain companies that will they'll sell you leads but a lot of times those can be um really poor lists because they were created like 20 years ago and a lot of those businesses don't exist anymore and what Canna happen is when you send an email to a 100 of those leads like 20% of them will bounce and that's really bad because if Google sees that 20% of your emails are bouncing and going through to a fake email they're probably going to Mark you a Spam because they know you're just spamming emails to every single email you find so you really want to keep your balance rate low so you want to either manually collect or hire a VA to collect it or I also am now offering a service where I'll collect it myself because I don't like to sleep so I I can I'll build you a basically a list from scratch just the way that I showed you I can do like 75 to 100 leads an hour I like to do one a day so if you guys are interested in me building a list for you I guarantee at least 300 leads with emails that I collected manually so it's not crappy data it's real time data of course some are still going to bounce because some people still have emails on their website that don't exist anymore but it's going to be much higher quality data than what you can purchase uh ahead of time basically so I'll put that in the chat all right so that's if you guys are interested in that no pressure and I recommend honestly trying it yourself and see how fast you can get at it perfect all right so the last thing is if you guys want to just skip the Google Sheets thing Al together you can go right to uh CRM which is a customer relationship management tool and basically it allows you to put all your leads right into a pipeline so this is called go high level it's the one that I'm currently importing all my leads into and it's a pretty complicated one but if you just focus on the the the core the core concepts of it it's actually pretty useful so you can actually just download whatever I'm gonna I'm going to post a really in-depth tutorial of this once I'm more familiar with it but you're able to uh easily import your contacts that you already had on your Google sheet right into here and then what's pretty cool is they have a a pipeline an opportunity section so what you can do is you go to your opportunities and add an opportunity let's say a lead responded to your email and they say um yeah I'm interested well now you can actually search that lead let's say it was A&M Roofing I'll click on them press create and it would actually create an opportunity for them and I can actually just drag them to to what opportunity they're at and I created these so you can make it you can customize it yourself so I created uncont tacted first Contact they responded to me they're ghosting me if they're ghosting me I can drag it there and I'll reach out to them again but this is a great way to actually keep track of your pipeline and obviously you'll have all kinds of leads in here more leads will show below it um another great thing is you can actually message your contacts directly from here so this lead for example if I want to message them let me see if I can find it because I'm still pretty new to this yeah actually it's it's right in front of me so I could literally text them right here because I already I have their phone number from when I collected that data manually and I could actually text them right now from this computer and you can also email you can send out bulk emails bulk text text messages there's all kinds of things you can do you can also set up automations which like I said I I'll put out an in-depth video about this um it's not necessary at all so if you guys just want to stick to the Google spreadsheet I highly recommend doing that don't get too distracted by a shiny objects like high level but if you guys do want to um get more organized from the start I would just honestly go with the CRM right away as long as it's not going to distract you just stick to the core things which is organizing your pipelines and I also have U have an affiliate link which I'm going to paste in the chat as well but seriously don't use go high level if it's going to distract you from doing the actual action that it takes to sell cards which is not automations it's not all the the bulk stuff bulk texting it's just collecting leads and sending emails or going door to door and actually selling don't get distracted by the other stuff but I'll put an endep tutorial about it so that'll be out there and that's that's really all we have for the those three sections and I'd like to open it up to Q&A so feel free to unmute yourself and let me know what you guys have I use uh my business um email but I've read that a lot of times people don't open those so would you recommend doing it like with your name at gmail as opposed to doing it from a business yeah personally I use my personal account and I also put an email signature at the end so they they see I have a real name I use my full name I'm not trying to hide anything um you could just say like small business owner if you want as well but yeah I use a personal email I feel like that has a better result because again like I said in the last training you want to come come across not like a salesperson but like a Community member who's just bringing businesses together so whatever you can do to just seem like you're not a huge marketing agency the better that's what I've seen gives better results what do you think about um as far as the website you know we've all talked about that the the pluses about it of course is you can really explain what you're doing you know through the website um I kind of modeled mine after uh uh the kosha gal Carolyn you know with Jake you kind of just just uh put that together uh but I'm wondering you know I've got the Gmail I got rid of my business email because I got that the doom and I thought that was stupid because you know because I I remember people don't a lot of times open those so I just got a Gmail again but at the bottom of the emails like when I'm first reaching out I'm now hesitant to put the website on there too you know should I even put a website on there until maybe a followup or you know what I mean because I don't want that to it's like okay business Sal sales guy so what what are your thoughts with that honestly I think you answered your question I feel like the website can still be useful to sell it but not on the first email the first email should say really simple and get them to buy in first you got to get them to say yes I'm interested in learning more because already they're more emotionally attached as long as you can get them to make one response and then you can maybe add the the website at the bottom of your your second email that'd be a powerful think and square is what I've been using for years and and uh but figuring out the they got a contract you know place you can put on there and all that um and I was just at the end of that you can you've got a choice and stri probably does too to to actually take them right to your website you know after a purchase just automatically that may be a good place just to introduce it after the sale you know too maybe I don't know yeah for some brand awareness for sure yeah yeah do you use uh you know you're using your CRM uh with something like uh just a not not Google but uh I'm trying to think MailChimp or something like that where you can basically just press a button and send them all out at one time yeah Ma MailChimp is another option for that but uh high level for me I've I I've decided that it's the best option just because it has that pipelines feature where when somebody like is at a certain stage in your sales process you can just click and drag them to that stage so you know exactly where everybody's at where I don't think MailChimp has that feature it's really just a bulk email whereas the high level has the bulk email it also has the sales pipeline so you can actually remember who's paid who hasn't paid yet but agreed to actually join they just haven't paid yet there's a lot of intricacies and it just really organizes things yeah I've got a quick question again not to the space um but it's you know I just started really scraping emails today you know uh should have jumped in like you you know I I found this opportunity about three months ago and been dinking around but um so but collecting these emails so when you when you find them online are you copying and pasting then just quick just really quick with that yeah so do you do do you have a Macbook or do you have like a PC PC and so and I'm not a expert with the I get into the spreadsheets and I'm always you know dragging opening you I'm not I need to take a tutorial on on that or something but yeah so you know that's where I'm at right now trying to figure out you know the best way to just you know drag and drop that you I guess quickly yeah so if you're able to I think probably on a PC you have to actually double click and then click copy I don't know if you can do command C but command C works on Mac oh then yeah definitely command C and then click right over to the other tab command V which should work on Google Sheets for a PC you're going back and forth for you know phone number email you're going like that yeah and you you would get dizzy watching me it's just with with the MacBook I I could just swipe from page to page which definitely help helps the speed versus having to bring the mouse up to the right tab I can just swipe to the other page and then command V right so one more quick question um so as far as a community um you know if you're looking at are you going by ZIP code then is that the best so that you're because of course if we just go out and just kind of okay they're halfway across the town right I mean you know let's say you got 150,000 you know population or something you're trying to Zone in right on each zip code area right so you're not selling all over yeah I actually I forgot to get into that so if you're looking at a huge City like Boston like a huge Metro where there's like 500,000 people you definitely don't want to just say it's going to 5,000 people in Boston that wouldn't really have an impact so definitely focus on the ZIP code or the neighborhood if it's a if it's a well recognized neighborhood because also that'll bring back the community feeling of it and you want it to feel like it's going out to the community community people love community so more you can use the word Community it's gonna be successful so definitely I trying to figure out Jake was showing you know you know sometimes it's good to have an example right to to the to the customer to show them um you know if they ask you know where you at you know maybe get a screenshot like a Google Earth or something he was doing so but to know the where the uh population is or the best areas of town if you don't know it probably back to the post office EDM or or you know back to that and it's where you can see the what the uh demographic is and income is that the best way to do that definitely and I think there's there's other websites out there that are even more visually appealing I don't know them off the top of my head but I'm sure somebody could probably paste it in the chat if they've already found one and then you could just you could select the exact routes that you're planning on sending it to and screenshot that that way you can your businesses will know exactly where it's going and you need that too right you need to know what routes right I will eventually yeah once once you've finalized your your thing I will need I'll need your routes for sure yeah cool yep thanks for the question yeah also Jeremy is asking Mitchell in the chat what his website is yeah let's see here just add share Spotlight is what I went with that's cool yeah I'll put it in there how do you pick which routes are best around your ZIP code um somebody asked that in the chat how do you pick which routes are best around your ZIP code there's different stats that the that EDM EDM website will show you it's something like Ed dm. usps.org or something like that if you just look up eddm USPS you'll find it it'll show income average income level um for the routes you select which is something a lot of people Target so they'll intentionally Target um average income levels that are above 100,000 but keep in mind that also depends on your target businesses because if you're targeting the richest part of a city where the average income is like over 300,000 they might not be shopping at Sal's Sausage Shop but they might be shopping at the the really high-end restaurants so it really depends on your Target business as well but don't overthink it because remember it's a numbers game and the odds are honestly out of your favor that a business will say yes to you so don't be too selective with your businesses it's a numbers game and just keep it going there how many sticky businesses do you recommend you know like a pizza place you know you know to really have you where they're going to want to put it on their fridge and keep it you know to to get those everybody wants Pizza you know you know that kind of thing um how many of those businesses do you do you suggest to have on a card that's a good question um I don't have an answer that would be useful I feel like it I guess the more the better especially it's more about what they're offering I mean if if it's just a pizza shop that's just putting their ad out there it's not very special but like you could have a a dog a dog toy store that's offering free a free bag of dog treats if you buy a dog toy and that that in itself could be sticky and people might eventually go to that dog store so it's not necessarily about it being restaurants but really just about what wow you guys are so so determined I love you you're still here all right sorry I got caught off because I'm I'm on the free free uh Zoom so I'm going to have have to invest in a business plan soon obviously but let's keep going with the questions if you guys have more I got a question um if uh if I got about one to two hours every day to prospect uh businesses uh once I sign up my first one uh when should I tell them that the uh postcard is going to go out okay so you have one to two hours to Prospect and you're trying to figure out what the timeline should be like how quickly you could sell out a card yeah basically okay with if you're prospecting for two hours a day I think you can average a sale per day so it should take you on average you're gonna have days where you don't have sales and you'll have days where you make two sales and of course there's a lagging response time so at first you're not going to get many responses because people take a couple days but as you keep the consistency going people will continue to respond um but I'd say like two and a half weeks you could probably have it sold out and but you definitely want to give yourself a little leeway but you can definitely give yourself probably a five a five we limit to allow for one week for printing a fulfillment so that'll give you a full month to actually get it filled up that should be that should be enough time for sure but make sure make sure you don't give them an exact date because there's a chance someone gives you their ad too late or anything like that you want to be able to be flexible on that and most people have a problem with that yeah I was thinking of saying 30 to 45 days out um thinking that would give me more than enough time but yeah that's that's that's a good idea to give yourself a very large a very large gap for potential problems have you thought about the new movers program uh not personally I I've just been really focused on the the 9 by 12 so I wanted to get really good at one thing before I focused on anything else because I I I my first month I realized the 9 by12 works perfectly fine so I had no reason to really focus on anything else and by 9 x 12 I just mean the the general miscellaneous businesses 9 by 12 like we're doing do you have any email scrapers that you think are worth using email scrapers as in like like where you could buy leads online you're saying well your your um CRM has a scraper built in it does yeah really I I honestly had no idea that's pretty cool then um do you know how it works does it actually go into their website to scrape emails or you just you can go wherever you would like it'll direct you to they go to map if I I would go to maps yeah it has a prospecting tool gotcha prospecting tool okay that's pretty cool and then you could just Prospect to the specific businesses on the maps basically yeah but what you're doing is a lot quicker than actually going through there at least in my opinion after using it gotcha gotcha yeah well I guess that's another option for people to explore but I haven't personally done that Ed if you're interested in like a a a email scraper a web scraper or something like that you can always check out appify they have yeah I was there today yeah so they have a lot for Instagram Facebook Google anything that you can think of you can scrape it and get information is it complicated um I'm gonna say no once you find a video online that kind of walks you through the process it's not yeah I did that too yeah I did that today but I'm just wondering if there's somebody at upstart or someplace in Fiverr I'm sorry what what software were you guys talking about uh ini go ahead I'm sorry I'm sorry initially we were talking about a go high level which is the uh software that Mitchell's using for a CRM gotcha a prospecting tool built in um but I also mentioned to Ed about appify and they have a lot different uh tools that you could use and they're inexpensive you just have to kind of go on YouTube and find exactly what you're looking for yeah there's definitely T tons of options out there including like you said Fiverr hiring a virtual assistant which you might have to give them a little Direction um and make sure you're hiring the right one but that's another option for sure and then Heather asked is the printing service pay for postage as well or is that separate so any of my prices you've seen floating around includes Postage and it includes total fulfillment um that that means that you guys don't have to touch the product whatsoever so for 5,2 by9 cards that would be $4,000 and that includes the actual USPS postage which you would have to pay for no matter what and it also includes me actually fulfilling packing and sending it directly to the post office and actually doing the paperwork so they send it out to the routes the very next day so you guys don't have to deal with any of that it's all included and like I said that price includes the postage which you wouldd have to pay anyway and then it's just eight extra cents for for my time which it comes out to about $400 um to actually do the full fulfillment that way you don't have to carry the hundreds of pounds of packages for log them to the post office it might take multiple trips if you're especially if you're doing 10,000 cards so it's just a full service option and then for 10,000 cards $6,600 for the full service just just so that's clear that includes postage that's why it's it seems more expensive than General printers because they're not putting the postage price into the price you're still going to have to pay the 22 cents per card for postage if you went with somebody else let's see Jeremy has a design question how do you feel about the background being straight black versus having different background color any advantages of One Versus the other I personally use a light background I use offwhite it makes it so that black um a lot of people have black or darker backgrounds on their ads anyway and it allows them to stick out but it also allows the white ads the light ads to stick out so I like to have it just somewhere in the middle and I feel like the black just my opinion everybody has a different opinion but in my opinion I feel like the white is just a little bit Slicker and another thing another little thing I do is I actually put a slight rounding on the corners of everybody's ads so it's like a on canva it's like fiveo rounding I round the corners and it just it just makes them kind of just it just they just look better than just sharp rectangular Corners just pasted on there it just looks like they're more meant to be there I don't know it's just a little thing that I do yeah yeah yours look good yeah I appreciate it no so Charlene asked what was the $400 for in your pricing is that in addition to the $4,000 no it's not so if if for total fulfillment it is $4,000 for me to totally fulfill 5,000 cards that includes total fulfillment and postage I was just breaking down the cost because my fulfillment if you break it down is $400 which is already pasted into that 4,000 so all that matters is $4,000 to totally fulfill the 5,000 cards hey Mitchell Ryan here quick question man do you how many of the businesses actually want to use their own ad instead of you just creating it C good question I'd say let me take a look at my card so I can give you an actual answer I'd say about 50% use their own ad and then I design 50 so you could probably expect to have to design half of them but I mean if you that's because I I made it very clear to them that I'm willing to design the ad for them because I know I can get it done quickly but if you don't make it if if you just kind of throw it in there like I'm also willing to design the ad then they might not be as likely to ask you to design the ad but I make it really clear to them like I'll totally take care of it it's really up to you but even then it's it's still only like 50% of them that's higher than I expected to be honest sweet man appreciate it yeah of course hey Mitchell FL here hey how's it going um good good first of all thank you for what you're doing it's awesome um as far as the post office drop off locations does it have to be one um so you're asking if it's multiple like different zip codes that you're targeting yeah yeah because there there's two towns right next to each other that I'm kind of looking at right now uh no it could it could definitely be two separate zip codes okay under one under one order yeah oh okay cool cool thank you yep no problem hey Mitchell Ed here again I got two communities that are right next to each other with different zip codes yeah and I'm thinking that maybe since some of them sit on the border should I should I just go you have a choice of going in into this or that or both and do them at the same time or wait it wait a couple of months and then start the second one to be honest if I were you I would start with one card that way you don't get too overwhelmed and you can make make sure you have just the systems in order before you overwhelm yourself with two cards because two cards that's around 32 businesses that you're trying to collect payments from design or collect ads from it's it's a ton to keep up with if you don't have this systems right first and you'll learn a lot with your first card so I'd recommend sticking to one card and but you could actually foreshadow you could tell those businesses that next month you're going to have a second card in the zip code next door so though they have the option to actually bounce over to that one because a lot of businesses which I do this myself I have three different towns now but they're all pretty close together and a lot of businesses just love bouncing from one to the next to the next rather than just staying in one town so you can definitely foreshadow that to them that makes sense yeah de hey Mitchell I have a question yeah shoot it if you are shipping the postcards 10,000 20,000 whatever it is if you're shipping them from your location and you're charging us you know 23 cents or whatever that number is isn't it going to be more expensive because you've gotta you've got to ship it to our post office and our post office ship it out so how do you control those costs when obviously if we ship it from our local post office it's going to be a certain cost but aren't you going to have additional shipping cost shipping it from you to our local post office and obviously you know paper is very heavy yeah so I ship it we we ship it with FedEx or USPS I mean UPS directly to the post office um so it's not we don't pay 22 cents per card in postage like you're going to once it goes through USPS so we ship it to the post office then they actually distribute it and when they distribute it that's the only time you're paying for the the 22 cents per card in postage so our shipping cost to send it to FedEx and UPS is just standard package prices and that that's already caked into the the $4,000 price but it doesn't increase the the postage like that dramatically like like you're thinking because we don't send it from USPS that Mak sense okay but you you got where are you located physically I'm in Maine so if you ship it from from Maine to you know California don't you incur a huge shipping cost yourself if you ship it from you to California versus if you were to ship it you know to somewhere in Maine yeah we do um but that's already we I don't want to have a variable price because that will make obviously a lot of friction for you guys trying to figure out what the actual price is going to be for you so I have it a fixed price and the shipping costs are caked in they don't don't vary enough for it to make me change the price oh really okay well thank you as long as it's in the United States once it's going to Canada that's a whole different story yeah okay okay thank you yeah no problem and then Ry asked if there's something wrong with having competing businesses on the card especially if you have difficulties filling it up so for you if you didn't have to do this of course it's great and it's easier to sell out a card but if you think about it in terms of the value for the business it's going to be a lot more appealing to businesses if they're the only for example an attorney if they're the only attorney on the card if there's a second attorney they don't get that exclusivity and that's that's one of the main benefits of this versus the newspaper for example because the newspaper they'll just load up with ads of everybody but the the thing that makes us different is not only that they get front page but also they are exclusive they're the only one and there's plenty of Industries there's so like I said we have the list on our classroom freebs tons of industries that you can choose from so it shouldn't be a problem getting it filled up with all different Industries although I have had multiple people in specific industries that don't necessarily have the same clientele that I've I've personally asked the businesses if they're okay both being on it for example I had a personal trainer Jim whose main clientele was like 70 years and older and then I had a CrossFit on the same card and they were totally fine being on the same card because they have very different clients anyway very different target audience and then we have Dio has his hand raised yeah hey I wanted to ask when we're working with a client like with one uh like with one client for a slot and we're offering to do multiple areas do we charge per area or do we only charge them for one area and then we could just offer the other areas do we offer the other areas pre I'm not totally understanding are you saying like yeah do you mind explaining in a different way yeah I was saying so like let's say we're doing three different cities right uh for one um do we charge them per City or do we only charge them for like the one city we initially offered and then if we offer to do other cities those cities will just come with the service uh I would charge per City so if you have three different separate cards going on you're saying and yeah I yeah definitely what I do is I do offer discount so if they're gonna pay so I charge $500 for normal slot on one card and then I charge $900 for a double slot on one card so if they're going to buy one slot on one card and one SL on another card it's just like they're buying a double slot so I give them that $100 discount to encourage them to pay for more spaces but give them a little bit of a discount but definitely definitely don't give away those spaces for free yeah understood got it see anything else here Ed you got a question yeah Mitchel I've been doing direct mail for many years and I used to own a a company that you're probably familiar with the uh envelope and the exclusivity what is what sold and uh a little different back then because we didn't have Facebook we had to go door to door uh and I had another question here and I just thought brain just died um oh anchors said when we used to sell the envelope we the most important thing was an anchor and an anchor was the sticky and you there was times when I would almost give away a McDonald's because if they show the McDonald's on the cover they opened it because they wanted food and so one of the first things I'm going to do is find a very large Advertiser like a car dealership uh and also pizza and a good restaurant but there's plenty of gyms out there that rely on new people all the time but I really appreciate what you're doing of course I appreciate all of you guys literally this would be nothing without you guys so I mean all I did was you know put together the group but you guys are the ones interacting in it every day and learning and sharing your wins so it's all about you guys and what you guys have creating I've been looking at this a little too long and now I've decided pull the trigger I love it thanks everybody that's on board yeah and that that anchor the anchor thing is smart and I've heard there are some people that will give away their anchor for free just to get one one client on the board and that's that's something you could do feels good and you're still going to make a ton of profit a ton of profit if you're just giving away one ad and it could make selling the rest of the ads a little bit easier anyone got some more all righty well I appreciate you guys being here on this double session now um this at least the First Recording will I'll probably put both of these just just so they there um they'll be on the respective chapter which is the getting prepped chapter in our course I'll put the video it'll be up probably by tomorrow um and yeah so you can rewatch it or share it and make sure you you share in the group how fun this was so that more people come next time thank you guys thank you