This Introvert Made $4,000 Profit From His First 9x12 Postcard!

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This introvert just made over $4,000 in profit from selling out his first 9 by 12 in postcard and now only a week later he's already 3/4 of the way through selling out his second card. I just got done interviewing one of our 9 by 12 method community members named Jason and I have to be honest with you, this might be the most tactical interview I have ever done on this channel. This guy has a cold calling technique that completely disarms people. Like they don't even realize it's a sales call. He figured out how to get paying customers with this secret Facebook live trick and I have never heard somebody in my entire life list off so many unique ways that you can go about getting businesses on your 9 by 12 in postcard.

Like I literally lost count. So get your notebooks out for this one because you're going to need them. And if you don't know what the 9 by 12 method is, it's super simple. You take a big 9 by 12 in postcard, you sell ad slots on it to local businesses for around $500 each. That's about $8,000 collected.

You then print and mail it to 5,000 homes for about $3,000 and you keep the difference as profit, which is usually around $5,000 in profit per card. You collect all the money up front before you pay for anything. So there's literally $0 out of your pocket, which is why this is a great low-risk business to start with obviously huge upside. Okay, let's hear what Jason had to say. Jason, welcome and thank you for taking the time to talk to us about how you finally sold out your first 9 by 12 postcard.

I've been excited for this one because you've been on many of our live group calls already and actively posting in the group, but I have a feeling that you have a few tricks up your sleeve that you haven't shared with us yet. So I'm looking forward to digging those out digging those out of you. And I'm sure the audience is ready with their notebooks. So let's just start off with with the first question. So you sold out your first 9 by 12 postcard obviously like 10 days ago.

How did it feel the moment that you sold that last slot and put in that print order? It was a major relief. Um and it was it was a little more stressful than I thought the first time, but the second time which I'm doing right now is much much more uh uh it's going it's much more smooth. There's just things that you don't know and and you know I I'm not much of a designer. I don't want to really learn how to do Canva stuff like that.

I feel I feel like my time's better spent elsewhere and I like your designer that you you make available to us. I'm I'm an I'm an I'm an I can't think of his name right now, but uh very very good and 25 bucks is a heck of a deal to to get a quality a quality designer. Um but uh the thing that I didn't realize about design that everybody should know is um you'll have clients that want to make their ads in chat GPT. When they make their ads in chat GPT, they turn out well, but they don't they don't size properly. So um you know, if you're doing a 4 or 3.

8 by 2.8 which is the size for this, it it uh he can't edit it. He can't he can't get it to the right size. So next just let people know if they got a professional marketing team, that would be one tip to have them do it for them. Either that or they have to do it in Canva or you'll just do the design for them.

They'll save you a ton of headache and about 5,000 unnecessary emails and your designer won't kill you Yeah, I agree. I mean typically people would think that it would be easiest if the business sends their ad, but they do almost always send it in the wrong format or something and it ends up being more work just going back and forth with them. So I agree, just you know, do it yourself or hire a designer. Yeah, but but getting the ad getting that last ad sold and getting it that order into the printer was such a great feeling though. Um it's just like it's you know, cuz you you kind of have this little voice in the back of your head just saying, oh you're not going to be able to do this.

You've sold like four spots and you're like you know, it's like no no I I can do this. I just need to do the reps. I need to do kind of what Mitch teaches and you know, um the first two that I sold what what really kind of gave me the confidence to go in is I I don't have a ton of people that that that are you know, friends and followers on Facebook, but I decided, you know, I'd go ahead a couple weeks before I planned on launching and said uh you know, I'm going to do this this card and I got two sales from it right out of the gates from uh an insurance agent and then a flooring guy and then also a realtor came on uh from that as well. So I got three sales from a Facebook live essentially like, wow, if it's got three sales in this small of a group, even though they know me, it's it's it's something that there's there's an appetite for out there in the marketplace and in my area of Indi North you get a lot of big box stuff. You get like Bed Bath & Beyond stuff.

You get uh mailers from the grocery stores and then you get like the Reach and you get all these magazines and all this other stuff and it's it's always the same players. So you know, I I really like the the concept behind it and this is what I tell all of them when I pitch it is the whole concept behind this card is to give the small local business a chance to do something for a few hundred dollars that they tried to do it on their own would be a few thousand. And they really really like that. And one thing I don't typically I don't won't do is I'll only sell two 4 by 6 spots because I don't want somebody to dominate the card. So there'll be one on one side, one on the other.

I haven't sold one of those yet, which is you know, been a little disappointing cuz you can kill two birds with one stone so to speak, but I think people kind of appreciate that. Um but uh yeah, it's honestly been you know, very well received through different different avenues through Facebook groups, which another one of your members to posted about it. I know you've posted about it and I threw up a message in in a Facebook group when you're allowed to do it. Don't do it on an off time cuz they'll smack your hand, but on Fridays you can do it and every time I've put it up on a Friday, I've gotten three or four leads from it and it's resulted in in a couple sales. Um the the thing you teach too about DMs, you know, don't go crazy and do too many of them, but what I'll do is I'll pick two different verticals out every morning and I'll go ahead and like for for example today one was electricians and I went ahead and I sent out uh 10 DMs to electricians on Facebook and then I'll go out and I'll find another vertical and I'll send 10 emails out to those to that to that group and then kind of see if anything comes back and today I actually had two electricians come back asking for more information, which is great.

And then from the plumbers that I did the day before, I had people come back from that as well. But um you know, it's it's and the great thing about it too, man, when you do those reps over course of a month, if you're doing, you know, 70 a week, that's 280 a month of two different kinds, that's 560 touches. Next thing you know, you just wake up and somebody's like, oh, you know, I didn't sorry I didn't get back to you sooner. I just saw this and it was something you did 10 days ago. And then you got a hot lead.

And when you get those, you need to pick the phone up or you need to DM them back instantly and get in a conversation with them because at that point in time they're ready to go and um they just need a little bit more information and a little guidance to kind of make the make the right choice. Absolutely. Speed to lead and I I love the the multi-pronged approach. That's obviously what most successful people in our group are doing. They're hitting the people from multiple angles.

Obviously you have a really unique tactic with the Facebook lives, which I'm going to want to dive into later a little bit. And obviously you do the Facebook groups, the DMs, etc. But first I want to rewind because you were actually one of the early founding members of our group. You joined like when our group was not even a month old, our community back last February, but I I noticed you said you sold this card out in in how long? This took me I actually I was I made a run at doing SEO and Facebook ads like two and a half years ago and I ran into a couple bottlenecks in that.

One was you know, trying to describe SEO to a plumber. All they really care about at the end of the day is if their phone rings or eyes glaze over. It's very difficult concept to sell. And then the the fulfillment on the back end was a ton of work. So I was I I went back to corporate America and was doing inside sales for I was selling short-term financing to used car dealerships for the last two and a half years.

And you know, when you're on the phone all day cold calling um and you got a manager sitting right next to you, you really it's really hard to you know, try to do a side hustle. So I just took a leap of faith and I'm like, you know what? After I got those Facebook live I was like, I'm going to actually leave my job and I'm going to go I got a little bit of savings set aside and I'm not flying by the seat of my pants. I'm not starving or anything like that, but when I saw that the the the proof there um I started basically on on the 23rd of January is when I left and the first week I had to get a business checking account set up. I had to get my LLC reinstated.

I had to do some stuff like that. And then um February 1st till basically took me took me about about uh about a month a month in in 10 days or so to really kind of fill out the other 14 spots, but my prospecting I didn't it's the first time I I was doing it, you know, I didn't have any kind of rhyme or reason. Um but uh a lot of it was done done through cold calling and I know a lot of people are afraid of afraid of cold calling, but the way I I kind of went about it is it's a little bit different from uh Bob Ross Jake. Um I kind of watched some of the things he did and he said to kind of lead from printing. So one of the things I did is change my name of my company is Big Noggin Marketing LLC cuz I got a big head and big ideas.

Um but uh the uh so I changed it DBA did a DBA to Big Noggin Print and Digital. So that when I called, you don't have to say marketing and you know, it it just puts automatic defenses up. So what I do is I basically call up and I always ask for help. I say, you know, this is uh I don't I don't even know if this this you're the person that handles this type of thing, but you know, I I basically um uh have been trying to figure out a way to kind of cut down on some marketing costs and I I kind of stumbled across something, but it kind of requires, you know, multiple businesses to participate. Are you the one that that kind of handles that that type of thing or is that is that maybe somebody else in your organization?

A lot of time you get the owner on the phone and at that point they've listened to you. They kind of it's kind of invoked a little bit of curiosity. They don't know quite what it is. And then basically I go into the you know saying look this is I've got a 9-in by 12-in postcard. It's 9 in tall, 12 in wide.

And what I figured out is that you know ultimately at the end of the day a lot of businesses want to get in the mailbox, but if you do it yourself it's thousands of dollars. But if you combine local businesses combine their resources together just a few hundred bucks. Is that something you might want to learn a little bit more about or maybe have an interest in? Well you know then they're kind of like well where is it where is it going? And then I'm just telling them you know the kind of the streets east and west where it backs up to north and south.

And tell them it's going to hit 10,000 mailboxes. When they ask for price I always say it's going to be 6 cents a door. I sell my spots for for 597. If they buy three spots I sell them for 500. And if they buy six spots I sell them for 450.

So that's pretty much as low as I want to go is that is that 450 mark because when you're doing a 10,000 person mailer the print costs are a little higher. And there's also a little hidden fees in there that you don't really think about like the stripe fees. Which you know those those add up. They're not crazy expensive but just kind of the cost of doing business. The design fees and things like that.

But at the end of the day if you get you know you collect 8800 bucks, 8900 bucks you're going to still walk with about four grand, 4200 bucks which if I put one of those a month out that's an extra you know 48,000 50 grand a year. Doesn't quite replace what I was making before but my processes are getting better. It's getting easier. And I'm also going to add in a digital component onto that where I can maybe have some continuity to kind of but this is an incredibly good lead-in to conversations for other potential products as well. Now I've sold 20 to 25 different businesses and all these people have other potential marketing needs digitally that now I can kind of kind of throw my hat in the ring on now that they've done business [clears throat] with me and seen what I can deliver what I say I'm Yeah and I I hope everybody wrote down that script because that was that was killer.

I like that. I can tell that you have sales experience because you're you started off with I'm not really sure if this is for you anyway. So you're breaking down their barriers right away. If you're basically telling them this might not be for you. You're not trying to force it onto them.

That breaks down their barriers right away. And then you get into rather than just straight to prescribing. First you ask them questions. I forget exactly what you you asked them but you asked them a question to figure out if they're even a fit. And then once they give you that answer you see that they're a fit.

Now you can actually prescribe them the solution which is obviously the postcard. So. Yeah and it's and the cold calling is is once you kind of get in a groove and like I the first thing I always did do though is I was hoping you could maybe help me out. Then I just say I'm a local business owner because that's it gets the guard down. They don't know it's a sales call.

It's also there's a guy I'm sure people have heard of him his name is Jeremy Miner. I haven't done any of his courses or anything. Any P Q guy but he's got a thing called the confused old man theory. And basically it it is that if if an old man goes into a convenience store and asks for directions everybody wants to help him. So inherently people want to help.

So if you call and say I was wondering if you could you know maybe help me out. You know then they're like okay I want to yeah and then it's like I'm just a local business owner here in the Noblesville Fishers area. You know and you know that's kind of that's kind of how I go go about it. And it gets and I get hung up on a couple times here and there. It doesn't matter.

It's just a quick it's just one step closer to getting getting a yes in that vertical and and getting them on the card is kind of the way I look at it. It's not personal. I've hung up on people. People are going to hang up on me. You might catch them at the the wrong time but just pick the phone up.

It is your best friend. And I've also I've also gone out today for example wasn't really feeling it on the phone and you know I've got my spreadsheets of different verticals. So today I decided to go over to the new card that I'm putting out. It's the same city but there's an area called Michigan Road and I'm not really all that familiar with what's over there. So I drove up over there and walked in businesses today and walked into one strip mall.

It's only been there like three to six months. They need to get in front of people. So I went there and I handed out my printer gave me like an extra 1300 cards. So I can just hand them out now which is which is really kind of nice. But I just go in and put a big smile on my face.

You know don't high pressure them. Just try you know trying to basically let them know I'm a local business owner. This is something I just put in the marketplace last week. And people are already getting calls from it. You know I figured it might be a good fit for you cuz it's going to go out to you know people right in your backyard.

You know then then again the concept is you know if you want to get in a local business business wants to get in the mailbox. You know if you do it yourself it's a few thousand bucks. You work with me it's just a few hundred bucks. You know you can do the same thing you know and be on here. And the other thing I tell people too and it is the truth is I I will only put people on the card that have like 4.

5 stars or more. And you know I say look I'm not going to I don't want it to be guilty by association. I want it to be like reputable by association. type thing and and and one objection handler I got that I was pretty pretty happy with myself about was guy was like well I think people are probably just going to throw those in some of the some people are going to throw those in the trash. I said well yeah absolutely some people are going to throw in the trash.

There's 10,000 of them. I said but you know you run Facebook ads and he's like yeah. And I said well when somebody scrolls right by by your ad what's that like? And he's like somebody threw something just threw it in the trash. And I was like exactly except you know [clears throat] and when the Facebook ad disappears there if they're interested in it it disappears as well.

But when this thing is you know on the counter top and they see it and they're interested in it and something happens it's still sitting there in front of them. So you know it's going to be it's going to be a better thing. But yeah that's how I kind of handle that now if somebody says I think they're going to throw in the trash. you do something digitally and they go right by it. They just essentially threw your ad right in the trash.

Absolutely. And I mean it takes a lot longer to throw something in the trash than it does to tap past an ad anyway. So it's got to be more effective. So how do you how do you decide what businesses you're going to reach out to? Are you just spamming all over the place?

Do you have a process for deciding? >> No. I I basically go out and I have a a scraper that I use that it's not your scraper. I'm thinking about getting yours though. I definitely am.

Yours is more efficient than than what I'm doing. But um basically I uh I pull a vertical. So like let's say for an example like electricians. I clean the list up a little bit. Um and and then I I go and call you know 10, 15, 20 20 electricians till I have a couple good conversations.

And then I then I and I and I send out emails to them if we have a good conversation. Um and try to get contact names if the person I need to talk to is not there. Um but then I pull another vertical. So I've got a list spreadsheet with probably 20, 30 verticals in it. And then what I do is I look look at what's good for spring.

So like obviously lawn care is good. Should be easy one to fill. Pressure washer should be easy to You know residential cleaner probably good anytime of year. Um a dryer vent guy I got on the first card and obviously that's another service that's needed at least once a year if you don't want your house to burn down or at least that's what they say. It's probably probably don't need it that often but when your clothes don't don't dry in one thing you know it's it starts costing you money other ways.

Wear and tear on the appliance. I mean I don't have an appliance repair. That's probably another niche I should go for. Carpet cleaning I thought after wintertime would probably be a good one. You know epoxy floors.

Things things that you know people are a tree trimming service for example is another great one coming out of winter. You know a junk removal is another one that that I kind of thought would be a good one coming out for the springtime cleanups. People putting off the stuff. So I kind of you know and then when we get get into into wintertime it'll be you know stuff like probably indoor golf simulation. There's like seven or eight of those around here now.

Maybe pickleball. I'm I try to kind of pick figure out some maybe fun things. Some bowling alleys different things to put on there. Spas I think are a good one all year long. You know you got to you know treat yourself type thing.

But you know another one I had is have is a fence and deck deck guy. And he actually sent me a text yesterday. He got a finally he got a call from it. So hopefully it's going to turn into a job for him. And you know a fence a fence job based on what I'm charging or a deck job is is going to be a great ROI for him on it.

He doesn't need a ton of things. That's another thing I kind of think about. I like to think of services in some cases that have a comma in the cost of them because if you get one job from it or two jobs from it it's totally worth it to do it. It pays for basically six or seven eight, nine, 10 mailers maybe maybe even more. One guy one I'm real excited I got on the next card is a pool installation company.

They signed up for six cards. So they just want to get out there. They're it's going into a really wealthy area. They get you know and the other thing I'm going to start doing on this card too is I'm going to put your Q R code thing you have on there as well to start to track and and kind of kind of provide that provide that for people so they can so I'll know as well but also I can give them the report you know do the right thing and let them know exactly you know kind of what's coming in from it. But yeah I just think kind of about the season and then drive around town.

You know look at the look at the work trucks. The other thing too that another member in your group said is they go into the the postings when people post their businesses in Facebook groups and they go down the list and you know call those people cuz they're actively trying to promote their So you know that's that's another killer way to do it. I haven't even done that. It's one of those I keep thinking about and then I forget about it. I start doing some of the other things.

But there's so many different ways. Been to a few networking groups. And people really really like it when they see the quality of the card. You put it in their hand. I haven't got anybody signed up from it yet but I know there's there's when I go back there's going to be going to be people that are going to eventually eventually want to do it.

So there's just endless ways. I mean networking events, cold calling, walk-in, Facebook post and post in Facebook groups, respond to the people in the groups, call them up. Um you know, and just just just put your reps in and if you if you spend two three hours a day on this, I spend a little bit more than that just because I need to. I just I just want to get the spots filled up like I want to have this card filled up by the end of this week for end of April so I can have May filled out well before the end of April comes and I got to get I got to get ahead and then maybe I can add another card, you know, into the mix and then go from, you know, 40 80 a year to you know, like whatever it comes out to be it'd be another 24 grand to 70 72 a year, you know, and have just nice cash flow and then building relationships and, you know, getting getting and I mean and and when you're talking to these business owners too, they're amazing they're a lot of them are pretty amazing people and it's a much better than talking to a used car dealer. I can I can assure you that that that much.

No offense to used car dealers. Um but you know, you you don't you don't want to sell floor plans. That's what I was selling before. This is this is much more fun and much more rewarding, especially when it's your own your own I'm I'm I can imagine that you didn't enjoy calling uh used car dealers too much considering you quit that job after just two sales here, which is commitment is pretty awesome. And so that obviously means you're you're full-time here and I've never heard somebody list off so many different ways that you can get clients in this business.

So I hope everybody's writing this down or using AI to summarize it because you just listed off a ton. But what does your day-to-day look like because I assume that you're not just going and doing every single one of those things every single day. What does your typical day-to-day look like? Typically get up, you know, get up around 8:15 8:30 something like that, hop in the shower, typically grab the computer, head down to Starbucks, get a get an Americano and a glass of water and then sit down. I start sending my DMs out, start sending out my my emails.

It's 10 or 15. It just it just kind of depends on what I'm what how I'm feeling. Then from there I'll go and come back here and then just, you know, base it also the night before typically if you're not using a, you know, what's the name of your what's the name of your your thing? It's a um thing that you generate the leads for. You you can just plug it in like, you know, what is it?

>> Yeah, yeah, the lead >> Lead scout. Lead scout. >> Lead Yeah. So like if you're like if I was using Lead Scout I would just go in there and pull the list and then put it into a spreadsheet or a CRM, whatever you're whatever you're using and then I would just pull that list and just start making calls down that list till I have a few good conversations and then, you know, send over some additional I have some templated emails. So for example, when they say, "Yeah, I'm I am interested in getting more you know, I'll send over more detailed email with all the pricing, all the benefits.

But I do did learn the hard way by not just putting I'm sorry to bug you know, I'm sending out 10,000, you know, mailers just like you teach. When I started doing that, it's amazing how much better more responses I got in the DMs and I got from the emails. But one thing I do do I don't BCC lists of 10 or 15 people. It's easier to do, but I feel like um a little paranoid about Google blacklisting me. I think if they see that you're not going to get as high a deliverability.

So I put that little script in the chat GPT and say give me five different versions of it. I've got it on a sheet and then instead of question I'll put question, quick question, question for you and just kind of rotate you know, those those subject lines and then put, you know, those five different emails in so it looks like I'm sending something kind of unique, you know, to each person. Takes a little bit more time, but if you get your emails delivered and the other thing I always do to improve my deliverability is when I do get somebody on the phone and they do ask for more information, I say, "Look, I'm going to put a few attachments on here that the different routes that I that where the cards are going to go, an example of what the card's going to look like are the attachments." And then I say, "When you receive this email, will you just respond back got it so I know we're on the right track." And pretty much 90% of the time they'll send back got it.

And then Google sees that I'm sending that email out and that I'm getting a response to it and it doesn't it's going to keep it in my opinion from going into spam filters, which obviously you don't want to do all that work and have all your stuff, you know, end up in in a spam filter. So try to be kind of strategic and it might take just a little bit more time, but I think it personally I think it's worth it. Some of you may disagree with me that are watching this, but that's kind of kind of how I've been doing it. And right now I mean it's just just about to hit, you know, April 1st and on my card that I have that's going out late April, I've already got I think 12 spots sold and I think I have an electrician, a plumber coming in and potentially a landscaper. And the other and I've got three restaurants on this card, which is which is really kind of nice.

And the thing too is on each card I try to make sure I have at least two restaurants because I explain to them the reason I do that is I want the card to be sticky. I want it to stay on the counter top. I want it to stay on the fridge because typically if there's a good good enough food deal on deal on there they're not going to throw the card in the trash and if something in life happens that requires one of these services, you're going to be sitting in front of them, you know, to get that to get that call. So that's those are a couple other little little things that that I try to do. But I'm I've got three restaurants on and pretty pretty excited about that because and the funny thing was too today when I did some walk-ins, it was in a different same as a different zip code, same city, but one of the guys I handed him the card and he's like, "Oh, he's like, yeah.

He's like, I got this in the mail." Um and he's like, "I definitely want to go I'm going to go to check this sushi place out." And he's like, "This pizza place looks pretty good." I'm like, "Yeah, the pizza place is great. I worked there in high school in 1990, man."

So I just dated myself, you know. But if it's been there since '84, it's obviously a pretty good pretty good pizza place. So but uh Do you have a card? Do you have your card in front of you? Yeah, I do and and now this there's a there's kind of a major error in this card cuz I was so concerned about everybody else's ad and I don't know exactly how it happened.

But basically this is the card right here. Um and then on this side right here it's it's right here. So we got all the different different companies and on here I've got, you know, lawn care, power washer, tree removal, window guy, realtor, insurance, flooring, sushi, pizza, fence, junk removal, uh like a lawn lawn they sell like lawn equipment, dryer vent, carpet cleaner, epoxy flooring a spa, but it was supposed to say the Carmel Spotlight and somehow it the same thing ended up on both sides and it doesn't say the Carmel Spotlight on it anywhere, but that one that will be that will be corrected. >> And one and one other thing I did do for this that um I should totally mention is I also created a Facebook page called the Carmel Spotlight and the mistake I made is I I should have created a group instead of a page cuz a group you can have rules and then you can allow other people to kind of post and do some different things in there and I thought I could do that with a page, but unfortunately I can't, but I put it out to my friends. Um there's 278 followers on there.

So if you guys want to help me out if you're watching this and you want to go to the Carmel Spotlight um on Facebook and give me a follow, I'd appreciate it. Um and I also do live updates on my Facebook page as the card's filling up so people can see it and then typically the a lot of the vendors will friend me on Facebook as well and then um they'll uh you know, they'll see the updates on the lives. And the other thing too is I do put all the ads on the Carmel Spotlight and kind of create like a nice little little ad and then tag everybody in it so they can go out and share with their friends and family and stuff like that or get them to do it. I just tell them look, if you do it, everybody does it, then it's going to drive more traffic to the page and eventually we'll be a tipping point where Facebook will most likely start to show it to, you know, a lot more people type thing. But I got to get better about about uh putting um events that are going on.

But one thing I do when I am cold calling, if it's a unique business and I like them, I will pull my phone out and say, "Hey, why don't you go ahead and pitch your business even if you're not going to be on the card. I don't care. I just want to put cool businesses in front, you know, of the community. So I've done that five or six different times. They haven't been on the card, but I'll pull the phone out, put some goodwill out there.

And you know, if you the more you give, the more you get back. I believe kind of, you know, that you know, to be a, you know, a light rather than, you know, somebody who's just in it for themselves type type thing. I think that will that will serve you pretty well. Yeah, that's awesome. You're you're providing value and before I mean before you ask for anything, but also it does give you more social proof when you're showing you have all these like all these connections with all of these businesses, these videos of business owners showing their business off and things like that.

That adds a ton of social proof for you. I want to dive into this Facebook live strategy that you've talked about on our live calls. Tell tell me about that. Basically what I'll do is I'll go ahead and and get on chat GPT and say kind of talk about my 9 by 12 card and I do I do it at different times. So the first when I when I initially started a card out I'll go on and say, "Look, I've got a card I'm I'm filling up for April."

You know, basically this is what the card looks like and in the beginning I didn't have a card. So I had like a mock-up that I would that I showed and and and just told people what the concept was, you know, where the card was going to go. If you have any friends or family, you know, that want to be on the card or if you want to be on the card, send me a DM, you know, or tag a business below or or something like that so that that I'm out there. It's like in real estate. You're you're you're you're you think you're still a realtor.

I was a realtor for like eight years and one of the things they say is, you know, don't be a secret agent, you know, tell everybody about yourself and get yourself out there. So I don't want it to be a secret that like, this is what I'm trying to do. I want everybody I know trying to do it. And now I can go on and show, you know, the card and when I delivered the card to be these people, everybody was blown away by the quality of it. What you teach is amazing.

But yeah, just get on and talk about it. It doesn't have to be a long one, 5 6 minutes. I explain the concept, especially if it's the first time. Try to give people kind of an idea of what what the card's going to ultimately look like. Like I themed mine to the the the colors of the high school because, you know, the Carmel Greyhounds.

You know, everybody there's tons of people with kids, lots of people went there that that live here. And and I just feel like that gives it more of a the Carmel spotlight type vibe. But just get on there and as you're filling the card out, get on again, you know, 2 weeks later. Say, look, we've got like seven advertisers are going on the card. Here's who they are.

Support this. Support these guys. Support local business. If you're going to need your lawn mowed, you got to hire this guy Logan that is on this the is going to be on this card. You know, he's a young guy.

He's does does great work. You know, and then you put little things on the Facebook page of before and afters of his work. You know, you you know, if they want to get on camera and talk about their business, I'll be happy to post that for them. But just get on and and and do intermediate kind of updates of what's going on. Don't be afraid to ask people to know, like and trust you, you know, to be on the card and to and to recommend other businesses and their friends and family to be on it.

Because at the end of the day, this is something they can't do on their own unless they want to spend three or four thousand dollars legitimately to get something into a mailbox. And if they can do it for five or six hundred bucks and it's a situation, for example, this lawn care guy, even if he only gets one job from it and he gets he gets a a landscaping quote for a thousand bucks, let's say, and then he gets to mow that person's lawn, you know, 15 times over the course of the next 7 months at 70 bucks a pop. And then he continues on that the next year and the next year and the next year from that that 600 bucks or 500 bucks. I think I think I charged him 500 cuz I was, you know, in the beginning. Now I don't I don't discount.

But cuz I know that I know the value of I know the value of the card and I don't need to do that. But if that guy has that guy, I mean, he's mowing his lawn for 4 years and he makes an average of a thousand bucks a year he made $4,000 or $5,000 off of a a $500. That's an incredible ROI. So, another thing too is that you should when you're talking to your clients, say, look, you don't need to kill it with this. You just need to get a few clients, especially if they have continuity in their business.

That's the lifetime value of a customer. The lifetime value, if you're a hair stylist and you get two two women that come in and get your your haircut and from the card and you charge them 130 bucks for a cut and a color or whatever, 150 bucks and you do that every 6 weeks and you do that for 5 years, was it worth the 600 bucks you spent? Hell yeah, it was worth the 600 bucks you spent. You know, you got you wouldn't have those two clients otherwise. So, it may feel like they lost initially, but as those people keep coming back, if they do good work and they have truly earned that person's business, then when you get them in that chair, you want it to be an experience.

You want to, you know, they know what they're doing. Once they get somebody in that chair, they they're most likely going to come back and, you know, you just got to you got to and like a real estate agent. I mean, or some some of these homes are five, six, seven hundred thousand dollar homes. And so for her, you know, I went into a a chat GPT, we sat down and I came up with instead of just my name's, you know, Jennifer DeLong, we came up with, you know, before your before you sell your Carmel home, read this. There's like a quote from her.

And then we put in put together a your free 46033 home seller advantage guide. And basically it it wrote it wrote up a nice outline. I put it in the Gamma and then Gamma put put it out put a ton great pictures in it. And so now people can scan or call her for her free report of how to sell their home in 46033. So, instead of just being, here's my name, here's my face, here's my phone number, I wanted to help her try and so I'll spend like an hour with a lot of these people and say, we'll strategize and try to come up with, you know, a winning game plan.

And I like to buy them coffee just to meet them if they if they want to. Not not everybody on here that I meet, but if I could meet them, I didn't want to sit down, buy them coffee and show them I'm a true local person and actually put my best foot forward and actually try to put a strategy in place that's going to make sense for them so they will win and they will be on this card more than one time. I want them to be on it. I want I want to basically have, you know, two cards that I have 16 spots filled up, you know, throughout the year where every month all I got to do is just just collect the you know, the payment or what have you and and just send it over to the printer. And if I have that type of thing there that means they're all winning.

That means I'm winning and I can go out and, you know, do other cards or do other digital type stuff that I also kind of want to get go go out and kind of get into. So, that's kind of kind of my thought process. You're going to be quite the celebrity in town pretty pretty quickly, I think cuz you're >> doing the I want to be doing the ribbon cuttings like the one dude over >> Yeah, Josh. Yeah. Yeah, and and your guys, I've learned a lot from the people that that, you know, did the interviews, you know, with you.

There's a lot of really kind of unique cool things. So, if you guys haven't watched the other videos that Mitch has, you know, interviewing people like like myself, definitely go back and and watch those. You will pick up a lot of lot of hidden gems and be active in his school group because if you're active in there, you're going to see stuff that other people are doing and you'll be like, I can't believe I haven't been doing that. And once you start to do it like just posting in the Facebook group. Like I hadn't hadn't been doing that and I did it and I've gotten a couple clients out of it and it's only been 3 weeks.

So, those are two spots. I put a post up. I got like five or six leads and got a couple sales out of it and I didn't have to do anything other than, you know, put up this this post and then it's great. So, make sure you guys are in there if you guys want to do this and and just don't be afraid to get your hands dirty. Yeah.

I mean, the thing that makes you unique is you're not just about crunching out the numbers. You're you're really providing more value than most people are. You're not just, you getting them to join a card. You're posting about them everywhere. You're doing live videos and talking about them.

Just literally selling their business for them. And you're making yourself shareable by doing that. So, I'm sure some of these businesses that you talk about on the live stream or you that you post about on your Facebook on your Facebook page, they're then reposting those posts, I'm sure, which is giving you more social proof. It's you're going to be a celebrity. And I think you're going to have a much easier time keeping the card filled because of this.

So, so what's the second card looking like so far? Um right now I have I have basically I've got three restaurants. I got a Mediterranean restaurant on there. I've got a um What are the other ones? Oh god, I'm trying to think.

Uh I've got it Oh, I've got a a pizza and a draft house, very popular pizza and draft house on there. And then I've got I can't remember what the other one is off the top of my head. But then I've got a HVAC guy on there. I've got a nail spa on there. I've got uh Let me just do something real quick here so I can just tell you rather than try to try to remember it.

Um Sounds good. There we go. So, yeah, this card right now I've got a tree service that's on the first card. And Indy uh fence and deck, they were on the first card. I got a nail spa.

I got a pool installation company. You know, the beer draft house and pizza, the heating and cooling, a travel agent which came from the Facebook group, an Indian restaurant, a realtor, a cleaning company, a Greek Mediterranean restaurant. And then I'll probably have a um that one of the electricians from today, a landscaper I'm sure will be on there. And then tomorrow I'm going to call all the people that are on this current card because it you know, it came out last week around Thursday. And I'm just going to reach out to them and say, how are things going right now?

Blah blah blah. And you know, hopefully they're going to tell me they're getting some good results from it. And then if they are, I'm going to say, hey, you want to I've got four or five spots that are going out in 46032. You want to potentially just use the same ad and and kind of go into that. Hopefully that'll be that'll be the case.

The one thing that's kind of surprised me though is I did put, you know, a way for people to reach out if they wanted to advertise right here. And I haven't gotten any [clears throat] any calls from that quite yet. So, I'm going experiment with that. But you know, that's okay, man. I don't I don't need the calls from that.

I just need these people to make money by being on this card and then I don't need any freaking calls. So, Yeah. How How long ago did your card go out? It went out last Thursday. And it was supposed to go out like Tuesday this week.

So, I'm kind of glad it got out a little bit earlier so that I can reach out to these people and if they do want to be on the the next card. But I just did talk or got a a text from the fence deck deck guy. He he got a he's got a potential job if he gets it. You know, he's already on the next card. But the areas that these are going out to are are very pretty affluent communities.

So, you know, they everybody in those areas can for the most part afford, you know, all these types of series. Like I went in today like um went into a cryogenic place or or a like a and I went into a cold plunge place. You know, went into you know, like they have like an like like different body like stuff like HIV or not HIV but IV therapy, not HIV. Definitely not that. they have all these other different different these different shots that they can you can do for but it's it's all all kind of high-end stuff.

So, I'd like to get a few of those guys on the card. Kind of like turn the clock back on age type stuff. So, Yeah, there's there's so much out there. So, you know, I would I would I would recommend you reach out to contractors for sure. Don't be shy.

Walk into places, show them what you have cuz a lot of them you [clears throat] put it in their hand, they're they're pretty darn impressed by it. They they like the way it looks. The only thing about walking in is that a lot of times you're not going to get an owner, but you can get a business card and you can follow up, you know, that way with over the phone, which I is something that that I do as well. So, uh just don't don't be shy, though. How are you getting these restaurants?

Because a lot of people struggle to get restaurants, but it seems like half of your card is restaurants. So, how are you reaching out to them specifically? I I reach out DMs on Facebook. That's how I got the Mediterranean one. Um the uh the one at Crafters, that's the the beer house and I went in actually walked in there and talked to the manager.

I said, "Can I, you know, get a card on on where I can send?" And so, I sent him an email um in I think it was in uh in early March to see if he wanted to be on the March card. He said, "No, we you know, with March Madness and all this stuff, you know, we we don't really need to discount during that time. We got a lot of business, you know, but follow up with me and you know, April or May may may work out." And so, that's the other thing, too.

You know, follow up with with people. Don't uh don't just call them once and and even if they say they say no, that's just no right now. Maybe maybe something changes. Um but um yeah, and then so that was that one. And Tony's Pizza, the one that that's the place I worked at in high school, but I didn't walk in there.

I sent a DM to them and the owner was like, "Hey, how the heck are you?" You know, "Yeah, come on and let's see what you got. You know, we thought about doing Valpak. It depends on what your price is." You know, got them um and then uh the uh the the Hanami Sushi place was a referral from um uh the the flooring guy on the card.

And one thing I did on the first card, I haven't been doing it on this card, but it's a good thing good way to maybe get your your um you know, get you some more leads and some really warm referrals is tell anybody that signs up for your card especially if they're paying full price, you'll knock 100 bucks off if they refer somebody to you and they actually, you know, get on the card. So, you maybe lose 100 bucks on that one, but it makes you work less hard and you can get 600 or 500 or whatever you're whatever you're charging, you know, on the other one. So, on your first card, too, that was something I did and I got um I had about four or five other bats that didn't didn't pan out, which was really kind of strange. But um yeah, the restaurants I haven't had any any any issues any issues with restaurants. I've had sushi, pizza, you know, Mediterranean, Indian, Indian uh uh food and then the one I'm surprised I haven't got yet is Mexican restaurant cuz Mexican restaurants typically seem seem to, you know, kind of have more more deals out there.

Um a lot of times, at least where I live. Um but yeah, I mean, just hit every ethnicity and just let them know that they will be the only type of that restaurant on the card. Um the better the the better offer you put on the card, the better your results are going to be. Um you know, and that's that's kind of it. But the restaurants haven't had haven't had much of a struggle with it and I haven't had to really uh do any any discounting.

The Tony's Pizza went on three of them. So, um I gave them to them. At the time I was only doing 1350 for three cards. Now I'm doing 1500 for three. And then I go down to 450 if they do six.

but uh and like the tree guy and the other Oh, one other thing, too, that I forgot about is um I collected the Reach magazines, the Valpaks, all that stuff and kind of set it aside. And then as they come in, I make a spreadsheet and I and I load each advertiser into the spreadsheet. And so, I have a spreadsheet of all these people that I already know do print ads. And so, I reach out to them as well. That's another another kind of little little cheat code, I guess, if you know, And And also, you can you can go on Google and look at you know, look who's paying for pay-per-click.

They're obviously spending money on marketing. And the other thing, too, is, you know, you can say, "Look, you you're basically selling exposure." And a lot of people just want to do some branding, you know, um you know, but um it's going to make your other marketing work, you know, even better essentially is kind of something I'll throw out there. I mean, it's not going to ever replace anything you're doing, but it's most likely going to make it work even even better if you um if you do this. And even, you know, and some companies like the flooring guy, he didn't have any offer on the card at all.

I don't know if he's got any calls yet, but you know, it's a it's a branding play type thing. So, some people are into that. I don't personally understand it if you're a small business, your brand is important, but getting more business and, you know, is probably more important than than your brand type thing. But that's just my my personal opinion. A lot of people that would disagree with that.

Yeah, absolutely. And I like the the whole idea of of collecting leads contact info from people who are already paying for print advertising everywhere like the newspaper and everything. You can even just take a a picture on your phone and send it to AI and say, "Collect all this contact info and put it in a spreadsheet." That'll That'll save you some time. There you go.

Thank >> Thank you for that. I just wish I still had a phone book, man. I just dial right out of the phone book all right if I had one of those, but I know. But I don't I don't have those. Uh but those guys if they're still if they're still out there, you get your hand on a phone book, call those people, man.

They will they will almost for sure, you know, do do a card. That's that's for sure. Absolutely. Now, obviously this has been a tactical masterclass. How does it feel for you to, you know, officially work for yourself?

You won't You don't work for anybody else. How does it feel to truly work for yourself, on your own time, on your own schedule? And how do you see this, you know, continuing on into the future? Well, it it feels good. Um it is it is a little bit a little bit a little bit stressful sometimes because like in sales, you can have a bad month.

Uh but when you have your own business, you don't want to have a bad month. So, but uh if you if you put the reps in and you and you you get momentum going um and you keep momentum going and you don't stagnate and stop for like two or three weeks, it's just going to it's going to take care of itself. There's so many people out there um that that um you know, want to want to want to do this. They might not But if they don't know it exists, then you know, they you have to you have to go out and you have to let people know. Join networking groups.

You know, do Facebook lives. Collect the mail and then put it in a spreadsheet. You know, look at people doing PPC. There's clues literally everywhere online. Um and um just whatever you do, like that little voice in the back of your head's going to be like, "Man, you know, you got you've only got four sold."

You know, I mean, you got you've only got like five weeks Like I think before I first started, I would like lay upstairs at night and be like, "I I really got to get this card out. I got you know, I can't I can't I couldn't turn my mind off." I like it's almost like you're going crazy with the little thing there, but um but once you do your reps and you just keep going and you just say, "No, that's not true." You know, there are people that want to do this. There's endless amounts of businesses.

There's Facebook groups. There's people promoting themselves in there. And um you know, if you if you you don't have to have like super high standards. Like I'm in a community where um you know, there's there's uh 500,000 people in Hamilton County and it's a pretty affluent area. There's a lot of different businesses and there's a lot of people in Indianapolis that want to get in front, you know, of those people.

So, you don't have to just pick from your town. You can pick, you know, outside your outside your area and put put put your put those businesses in front of them. But um you know, at the end of the day, too, it's it is truly for a small business. So, if you have a a pressure washing company on Facebook and, you know, somebody says like, you know, "Who do you recommend for a pressure washer?" There'll be 35, 40 comments of people putting Just go down that list and call it.

That should be a good enough social proof right there. If there's people willing to recommend these companies, call them. Tell them what you're doing and get them on your card. And if you have to discount a little bit at first to kind of get a little bit of momentum and get the get the card filled up, then do that. But as you I did that in the beginning.

I don't do it anymore because I I know the value after after kind of putting my reps in and and doing it. But it feels great, man. It feels it feels great. Now I just want to add um some other things to it because this is such a great lead-in to potentially have other other products. And I do have some digital knowledge and things like that that um I'd like to offer these people where I can get, you know, money coming in coming in, you know, like every every single month.

It's sold one time and but this is such a great way and it's a lot of fun. It's a great way to make yourself part of the community. And if you really try to do the right thing and strategize and really really help these people, you know, have have success with it, you're going to have They're going to think the world of you. Even if you didn't they don't succeed, you sat down with them for an hour and you strategized with them and you and they may be on a may want to do another card just because because they like you or what have you. But um just, you know, do right by your clients, you know, give them give them your best shot.

You know, start a Facebook page if you want. It doesn't take a ton of effort. And when you go out to eat, you know, get your camera out and be like, "Hey, I'm at so-and-so restaurant. You know, this is what I ordered. Here's my food."

Take a little video of it, you know, and then take some pictures of the place and go post about it when you get home. And you know, people will start to comment on it and you know, you know, I don't know. It's just it's it's uh just think of different ways you can add value to the to the card. And in the way I figured that out was I went into a place called Bock to Rock, which is a school. They She's like, "We can't do anything cuz corporate won't let us locally."

I don't care, you know, this is a really cool place. Why don't you stand in front of the board, picture business? I'll go ahead and throw it on the spotlight. You'll be my first post. Take some pictures and then you just next you go go in a few more.

I did like the Woofgang, which is like a dog bakery. It's like, "Okay, let's you know, let the dog bakery get a little love, you know?" So, um but just have fun, man. Just have fun. Don't take it too Um at the end of the day, you know, it's it's it's a great service.

You should be proud of it. And um just just don't don't quit. That's my my main piece of advice. It's it's it's all in your head initially. Once you get going, it becomes becomes quite a bit quite a bit easier and it becomes a very real, you know, business that that you can you can make some good money with.

I definitely agree with that. And there might be some people watching right now that are a little envious of you. Not in a bad way necessarily, but because you came in with sales experience, you came in clearly pretty confident. You didn't You weren't a fence sitter or you jumped over the fence. You're the definition of a a fence jumper.

Um but there are some people here that are sitting on the fence because they don't necessarily have the sales experience or just experience as a business owner in general. So, what kind of advice would you give to them maybe just as a first step to climb down the fence. They don't necessarily have to jump like you did, but just to climb down the fence and take that first step. What would you recommend? What what what what you could do is this.

You could you could first of all, you could go into local businesses and say, "Look, I'm not even here to sell you anything. You know, basically, I have this idea. I wanted to just kind of get proof of concept to see if it's something, you know, that the market wants before I go ahead and kind of dive into it. Is the business owner in by chance?" I'm just a business owner here.

You know, and if there's one there and even if there's a not, you know, just have like you know, like Mitch has got these these uh these cards that you can get. Um and I I used to use them. I say, "Well, this is this is just something I mocked up to kind of show you the quality of the paper, what the card's going to kind of look like." Um and go out and just kind of practice. And then, the other thing you could do is get on a Facebook live.

I mean, even if you only got 100 people on there, you know, put it out into into the into the ether. You know, tell people what you're doing. See if anybody's interested in participating and you might get one or two people say, "Yeah, I'm totally down to to get on your card. Let's let's do this." Um and also, if you um you know, wanted wanted to start it you know, and do a community card, you don't have to do a 9 by 12.

I know Mitch has recently been kind of talking about maybe starting with a community card. It's a little bit lower price point. It's uh it's a really low barrier of entry for somebody to get in. You can get your get your feet wet with design. You can get your feet wet with with working with a printer.

And um you know, and then just and then just go ahead and do it. I mean, there was a guy on here I think uh last week who sold one out in like like a Saturday afternoon or something and he made two grand, you know, and um it's just kind of it's kind of crazy. Now, he might have a little bit of a sales but just you know, you you you know, life is a lot a lot of time is is is is lived when you're outside your comfort zone. So, you know, it's you know, there's like there's just certain the best things in life are you know, like if you don't ask that girl out you really like, you know, cuz you're afraid, you know, then you might just end up, you know, you're not going to have you're not going to get what you want. So, just go out, put your idea out there, see what people say.

And if people don't like it, then that's just one person. You don't don't don't write off what one person says cuz there's proof that this works. I mean, I did it. I'm not not anything special at all. Um and there's a lot of other people in the community that have done it.

Some people done it through DMs on Facebook. Some people done it through email. Some people done it through posting in Facebook groups. There's all sorts of different types of people that have made this work. And I'm actually an introvert, believe it or not.

I can be I I can be a bit of a chameleon, but like on Friday or Saturday night, I'm usually kind of hanging out at home, kind of chilling out, but I can go out and have a hell of a good time, too, if I want. But um I just prefer to kind of kind of stick to myself. But when I go out, I just put a smile on your face, be proud of what you're doing, and just let know people people know what you have. And you know, again, the idea for of this whole card is to allow the true local business to be able to do something, in my opinion, for a few hundred dollars that they wouldn't normally be able to do. And you know, if they like the concept and clearly, there were 16 different businesses here and there's another five or six or so on the other card I got going that want to do it.

And I just started doing it. I haven't talked to anywhere near all the businesses. So, and if you don't like to cold call, pick up the phone and cold call. Stumble all over yourself. You know, have a tell people, you know, get hung up on.

I mean, the worst thing that can somebody can do is like, "Don't call me again. Take me off your list." And when it's over with, it's like, "Oh, that that's not a big deal." And the other thing, too, is for it in sales, if you're standing in front of somebody, it's way harder for them to be mean to you and tell you to you know, go pound sand or get out of here. Typically, people are inherently nice to listen to you.

And you know, when they listen, maybe they'll be pleasantly surprised with what what it is you have to offer that they may not even been willing to listen to you on the phone. So, just just just try it. Just go out do different things. See what you like. See what works.

And then, you know, basically, you can kind of commit to something a little bit bigger. But um I my my advice would be I sat on the fence for a while because I really didn't feel like I had the time with the the job I had, but some of you guys have jobs where you don't have to cold call all day. You're doing, you know, other other type of stuff and you can potentially maybe make a call here or there or you can, you know, do other things. But um it's it's much easier than than than than people make it out to be. And you know, just just just put value out there and and people will will resonate with it.

I love it. Yeah. And Oh god. I think I forgot to hit record before we started this. Are you serious?

No, I'm I'm just kidding. But [laughter] But let's imagine that I did. Let's imagine I forgot to hit record and you only have 30 seconds left to speak to our audience and give pure value right now. 30 seconds. What would you tell them?

I would say, "Give it a shot. You you can't you really truly can't fail unless you don't try. So, there's many different ways to go about it. Send your DMs. Send 10 15 a day to local business owners.

Get his Lead Scout. You know, just hit a couple different verticals each day. If you can, reach out make some phone calls. Walk into some places. Just be friendly.

You know, make it known to these people that, you know, hey, I'll meet you and we can have like a a strategy session. Just show them that you have your heart in the right place. People resonate with you. People give you an opportunity. And the first one's the hardest.

Once you get through that first one, I'm telling you, man, you will you'll be you'll have momentum and it just it's going I have a feeling this is just going to get easier and easier. There's a lot of people in this group. I think there's a guy named Michael Hager and a bunch of other people. It's like they just keep filling cards up. And and I'm sure that first one was the the absolute most difficult.

But but just give it a shot, man. Only you know, you really don't have anything to lose. And if you if you do make it work, um you're going to you're going to you're going to be proud of yourself. You're going to make some money. And um you know, you don't have to do one every month.

You can do one every quarter. Just do whatever fits your schedule, man. But at the end of the day, just do it. And uh when you get it done, you're going to be like, "Damn, this was this was a lot uh lot easier than I thought it was going to be." But you don't have to be a master salesman or anything.

You just just got to put good value in front of somebody. And ultimately, at the end of the day, they're going to they're going to move on it. And and they'll they'll do it. Amen. It's been amazing.

Thank you so much for this. I mean, this was packed with value. Can't wait to see all the comments down below about what they learned, all the positive comments. No hate no hating on him just cuz you're >> hate on me if you want, man. >> Hey, you know, it's like it's like like they say, you know, if you if you don't have haters, you know, you're doing something wrong, you know, so.

I hope you guys enjoyed it. I really enjoyed being here, Mitch. Thank you for giving me the opportunity. Man, I told you this one was packed with information. I hope you guys were taking notes because Jason just dropped so many gems in there.

The Facebook lives, the cold calling script, collecting Valpak mailers and calling the advertisers off of it, the referral incentive, all of it. And the craziest part is this guy already has 12 spots filled on his second card and his first one literally just went out last week. So, if you're sitting on the fence right now thinking you can't do this, I mean, you just heard it straight from somebody, an introvert, who is doing it. And if you want to plug into our community where Jason and 2800 other 9 by 12ers are doing this exact same thing, the link to join is in the description of this video. You honestly don't need it completely.

You could probably figure this out on your own just by watching my YouTube videos, but it'll save you a ton of time because everything's in one place. And if you're not ready for that, that's totally fine. Just watch this video right here where I break down exactly how to sell out your first card step by step. As always, love you. Peace.