התמלול המלא של Mastering Lead Generation: From 9-to-5 to Entrepreneur with Phil F. Smith

broker in the middle. 00:04:20.692 --> 00:04:22.502 So I said to myself, you know what? 00:04:22.502 --> 00:04:23.764 How do I eliminate these guys? 00:04:23.764 --> 00:04:25.026 How do I just do this myself? 00:04:25.026 --> 00:04:28.994 So, just learning as I go, and basically a fast forward. 00:04:29.053 --> 00:04:37.867 From April of 14, when I started, to October of 14, I ran my first Facebook ad ever and I started generating leads for $18. 00:04:37.867 --> 00:04:39.353 They were for the business loan space. 00:04:39.353 --> 00:04:43.067 So I was generating business loan leads for $18 and selling them for $60. 00:04:43.067 --> 00:04:47.706 And I was like, wow, this is cool, but I knew it wouldn't last forever. 00:04:47.706 --> 00:04:49.730 You always have to think 10 steps down the road. 00:04:49.730 --> 00:04:54.581 You can't just start a business, and even if you are successful, you can't just assume it's going to last forever. 00:04:54.581 --> 00:05:01.165 I always just assume everything's going to crash and burn and I need a plan B, and I got to think about what's going to happen in 6 to 12 months from now. 00:05:01.165 --> 00:05:05.372 So I knew my lead cost is not going to stay at $18. 00:05:05.372 --> 00:05:06.894 And I was right. 00:05:06.894 --> 00:05:14.557 In a year from there, in September of 2015, the lead cost went up to $70. 00:05:14.596 --> 00:05:23.504 So, from $18 to $70 in a year, and at that point in time, though, it was fine, because I knew it was going to happen, and I started learning how to monetize my leads in other ways. 00:05:23.504 --> 00:05:26.026 So, for example, I took a business loan lead in. 00:05:26.026 --> 00:05:33.564 I sold it to a business loan lender, but not every single lead qualified for a business loan. 00:05:33.564 --> 00:05:36.370 So, for example, I got a lot of startups. 00:05:36.370 --> 00:05:38.786 They didn't have any revenue, they had bad credit. 00:05:38.786 --> 00:05:39.971 What do I do with them? 00:05:39.971 --> 00:05:44.927 Well, I started selling them to credit repair buyers, and then I started buyers. 00:05:44.987 --> 00:05:45.990 Ah, beautiful, yes. 00:05:46.160 --> 00:05:52.389 I found a company that took in leads for credit monitoring right, for your business, your business credit monitoring. 00:05:52.389 --> 00:05:59.548 Then I added in companies that provided services to startups to help them get off the ground and get lending down the road. 00:05:59.548 --> 00:06:03.911 It was a unique service I'd never heard of, but they were buying leads for me. 00:06:03.911 --> 00:06:19.288 So I started to figure out how do I take one lead, filter it out in their revenue, their credit score, how long they've been in business right, and all these different filters, and I basically sent them, sometimes in three or four different directions, right. 00:06:19.288 --> 00:06:29.331 So then I had companies come to me, like a company called LoanMe, and what they did was they bought leads between $4,000

a month in revenue and $10,000 a month in revenue. 00:06:29.331 --> 00:06:32.641 They had companies over $10,000 a month in revenue. 00:06:32.641 --> 00:06:37.173 So I basically had like eight different lead buyers and eight different filters. 00:06:37.173 --> 00:06:44.026 So what I'm getting at is my overall lead cost was actually only like $8. 00:06:44.026 --> 00:06:45.307 Wow, right. 00:06:45.807 --> 00:06:53.697 My high quality leads were $70, like I said before, the ones that filtered out to actual business loan lead they were $70. 00:06:53.697 --> 00:07:00.463 Right, because it was only like 10% of the leads I generated qualified for a business loan. 00:07:00.463 --> 00:07:01.725 So my $8 lead was just for a blanket. 00:07:01.725 --> 00:07:04.992 Everybody bad credit, good credit, no revenue. 00:07:04.992 --> 00:07:06.322 A lot of revenue didn't matter. 00:07:06.322 --> 00:07:13.266 That was an $8 lead, but the business loan leads that filtered out were actually $70 at September of 2015. 00:07:13.266 --> 00:07:16.973 But the way I looked at it was I have an $8 lead. 00:07:16.973 --> 00:07:20.165 At the end of the day, how do I monetize all these leads? 00:07:20.165 --> 00:07:27.781 So that's what I started learning and then eventually, two years later, I started selling courses. 00:07:27.781 --> 00:07:32.903 I looked at you know guys selling courses out there and I'm like you know I could do this I mean how do you not create a course? 00:07:33.343 --> 00:07:37.473 so I created a course and I created a sales video. 00:07:37.473 --> 00:07:45.269 Obviously I researched all these other people that were doing it and understood how they do it, what software they're using, how long are are these webinars, what price points they're using. 00:07:45.269 --> 00:07:47.112 So I started just researching the industry. 00:07:47.112 --> 00:08:05.312 So I came out with a 997 course because everyone else had one and I basically put it out there and as only promoting this to my business loan leads, I was selling a $1,000 course on how to start their own business and literally within 24 hours got my first sale. 00:08:05.312 --> 00:08:08.845 My first month I did 30 grand. 00:08:08.845 --> 00:08:11.269 That was September, I think of 17. 00:08:11.269 --> 00:08:13.093 By the end of the year I did like 300 grand. 00:08:13.254 --> 00:08:13.494 Wow. 00:08:13.660 --> 00:08:15.264 Right, so that's just pure profit. 00:08:15.264 --> 00:08:18.351 Right Because I'm just promoting it to my existing lead base. 00:08:18.351 --> 00:08:20.944 So it was an amazing thing. 00:08:20.944 --> 00:08:31.709 And then in 2018, january, I ended up partnering with Kevin Harrington, who was on the first couple of seasons of Shark Tank, because, just to use his brand, I'm like I need to attach myself to a bigger brand, get myself out there. 00:08:31.709 --> 00:08:37.662 So I did that, obviously, and I've been working with him ever since, still work with him today, and that really helped me out. 00:08:37.782 --> 00:08:48.174 So what I always tell companies or anybody that's trying to start a business, or even if you're already in business, if you're trying to get into a business, I love the data space because it's scalable, it's automated. 00:08:48.174 --> 00:08:51.187 I'm still a one employee company, just so you know, still a one employee company. 00:08:51.187 --> 00:08:56.327 Done multiple eight figures, made the Inc 5000 list five times, probably six times this year. 00:08:56.327 --> 00:08:59.823 I've had a lot of success and I'm still a one employee company. 00:08:59.823 --> 00:09:13.581 I still use freelancers, still use consultants, of course, but that's the scalability of lead generation, that's the automation of lead generation, and that's why I love this business so much because I can work from home, stay, you know, be around my kids more and be able to scale a business. 00:09:13.721 --> 00:09:15.144 You know it's hilarious about this. 00:09:15.144 --> 00:09:25.211 Last week I just won a B2B lender and we're doing all their pay-per-click ads for them and they said one of the problems they were doing it in-house. 00:09:25.211 --> 00:09:26.865 Right, they're doing all their pay-per-click in-house. 00:09:26.865 --> 00:09:33.581 They're saying, oh, 50% of our leads are people that don't qualify, right, yeah, so you just gave me an idea. 00:09:33.581 --> 00:09:38.945 It's like hey, are you guys selling those bad leads to credit repair people? 00:09:38.945 --> 00:09:40.385 That's brilliant. 00:09:40.385 --> 00:09:42.587 Like they, I don't think they're thinking of that. 00:09:42.648 --> 00:09:54.897 But for people for reference, a lot of people don't know because they've never taken one of these loans or worked with one of these companies, like an on deck or one of these other companies there's a bunch of them out there. 00:09:54.897 --> 00:10:06.511 Uh, they, they essentially will work with businesses on the short term, you know, six months, I think on deck does right, and there's a preset amount you would have to pay back. 00:10:06.511 --> 00:10:08.129 So you kind of know upfront. 00:10:08.129 --> 00:10:09.818 I don't even think they really tell you the interest rate. 00:10:09.818 --> 00:10:15.207 They're just like look, if you learn, if you borrow 10 grand, you're going to end up paying us back 11 grand in six months or whatever. 00:10:15.207 --> 00:10:20.395 It is Right, and the default rates on these are actually pretty low from what I understand. 00:10:20.395 --> 00:10:22.967 Yeah, it should be less than 20%. 00:10:23.220 --> 00:10:25.886 Less than 20%, and there's a what's the like. 00:10:25.886 --> 00:10:27.971 There's a lending tree of this industry. 00:10:27.971 --> 00:10:32.427 It's like I can't remember what the name of it is, but Lendio. 00:10:32.427 --> 00:10:35.010 Yeah, buddy of mine runs one in another city. 00:10:35.010 --> 00:10:42.192 So these are like franchises, so you can like buy a franchise for one of

these things and essentially do kind of what you were doing. 00:10:42.192 --> 00:10:43.422 But I mean you sound like you're. 00:10:43.422 --> 00:10:44.985 I mean this was back in the day. 00:10:44.985 --> 00:10:48.352 I mean you're talking 2015, 2016. 00:10:48.352 --> 00:10:50.765 I mean you were doing this way before. 00:10:50.765 --> 00:10:53.341 A lot of these other people were doing it and it's a great bit. 00:10:53.341 --> 00:10:58.980 From what I understand, the margins are excellent If you loan to one of these, one of these lenders. 00:10:58.980 --> 00:11:02.730 Right, if you're an investor and you loan to one of these, the returns are really good. 00:11:02.730 --> 00:11:15.605 And I never knew about this industry until recently and I'm actually working with you know another guy who's who's on the other side of that Like they're at the hey, let me find lenders for these, for these companies, but that's a great business to be in. 00:11:16.787 --> 00:11:17.908 Yeah, you're 100% right. 00:11:17.908 --> 00:11:22.091 You have the syndication side, so you invest in them, right, which I do. 00:11:22.091 --> 00:11:25.335 You can usually make about 50% on your money, which is amazing. 00:11:25.335 --> 00:11:26.836 Not going to make that in the stock market, right? 00:11:26.836 --> 00:11:43.589 No, so I have something called Loan Broker Network, which actually we have over 10,000 people that have come in where we teach them the loan broker industry, we teach them lead generation and through our network, we do $20 million a month in lending and it's amazing, that's through us and our partners. 00:11:43.589 --> 00:11:45.730 And so, yeah, you're 100% right. 00:11:45.770 --> 00:11:48.734 There's a lot of different ways to make money in the lending industry. 00:11:48.734 --> 00:11:49.774 It's never going to go anywhere. 00:11:49.774 --> 00:11:51.937 It's good in the bad economy. 00:11:51.937 --> 00:11:58.503 It's good with the good economy. 00:11:58.503 --> 00:11:59.927 Everyone needs money at all times. 00:11:59.927 --> 00:12:01.652 We also provide marketing services now. 00:12:01.652 --> 00:12:05.162 So what we do is we generate business leads and we pivoted our marketing strategies. 00:12:05.724 --> 00:12:08.897 But exactly what you just said you're trying to generate. 00:12:08.897 --> 00:12:11.664 Companies would always come to me and say, phil, I just want the best leads. 00:12:11.664 --> 00:12:13.912 I'm like, no, you're thinking about this wrong. 00:12:13.912 --> 00:12:18.028 You want every lead and you want to monetize them as many different ways. 00:12:18.028 --> 00:12:19.792 Then your premium leads become free. 00:12:19.792 --> 00:12:21.342 Brilliant, right, that's the strategy. 00:12:21.342 --> 00:12:28.447 So I'll give you a funnel idea that we're running right now that literally just started this recently and it's already crushing it. 00:12:28.447 --> 00:12:29.921 So I'll give you exactly what we're doing. 00:12:30.321 --> 00:12:34.427 This

is a you know, literally a easily $20 million business. 00:12:34.427 --> 00:12:38.714 I'm going to give you on a silver platter Anybody listening, feel free to go do it yourself. 00:12:38.714 --> 00:12:39.335 All right, you ready. 00:12:39.335 --> 00:12:44.510 What you do is when you run, let's say, facebook ads, you want to put out an offer. 00:12:44.510 --> 00:12:46.846 That is a hot offer right now. 00:12:46.846 --> 00:12:48.888 It's trending, whatever it is. 00:12:48.888 --> 00:12:50.145 So AI is that? 00:12:50.145 --> 00:12:57.793 What we did was we put out an ad right now that say, get access to our free automated marketing software. 00:12:57.793 --> 00:12:59.544 So, literally, get access to it for free. 00:12:59.544 --> 00:13:03.346 With AI built in, you can build out your AI for your business. 00:13:03.346 --> 00:13:09.653 So you have the automated marketing CRM a need out there plus AI. 00:13:09.653 --> 00:13:11.145 So that's a free offer. 00:13:11.145 --> 00:13:12.404 You're going to generate leads. 00:13:12.404 --> 00:13:15.557 Right now, we're at $5 a lead, which is ridiculous. 00:13:15.557 --> 00:13:16.059 That's crazy. 00:13:16.421 --> 00:13:19.071 Especially today with Facebook, le to five bucks. 00:13:19.071 --> 00:13:24.226 When they fill out that form the initial form I ask them are you incorporated or not? 00:13:24.226 --> 00:13:40.442 If they're not incorporated, I'm going to send them off to a, to a ink file I forget ink files, new name, but ink fileile gives people sets of a corporation Usually make about $125 a client or a customer that I send to them. 00:13:40.442 --> 00:13:44.332 So if they say no, then I want to push them over to there. 00:13:44.332 --> 00:13:50.296 If they say no, I'm not incorporated, I ask them if they're interested in a personal loan. 00:13:50.296 --> 00:13:52.663 We have someone that does unsecured personal loans. 00:13:52.663 --> 00:13:58.013 If they say yes, I ask them for the credit score secured personal loans. 00:13:58.013 --> 00:14:00.057 If they say yes, I ask them for the credit score. 00:14:00.057 --> 00:14:03.282 If they're over 680, I'll send them there. 00:14:03.282 --> 00:14:05.591 If they're over 720, I ask someone else that can get credit cards stacking for them. 00:14:05.591 --> 00:14:07.538 Get a bunch of credit cards at 0% interest, but they need a 720. 00:14:07.538 --> 00:14:09.745 So right now, I just told you about three different buyers. 00:14:10.426 --> 00:14:14.283 Now, if they say, yes, I am incorporated, cool, you want a business loan? 00:14:14.283 --> 00:14:16.047 Now, that's different buyers. 00:14:16.047 --> 00:14:17.009 What's your revenue? 00:14:17.009 --> 00:14:17.451 What's this? 00:14:17.451 --> 00:14:17.912 What's that? 00:14:17.912 --> 00:14:21.149 You still ask them the credit score question because I can still send them off to the other people. 00:14:21.860 --> 00:14:24.869 Then I ask them what marketing services are you interested in? 00:14:24.869 --> 00:14:27.846 Right, you just want our free CRM. 00:14:27.846 --> 00:14:29.010 Or do you want SEO? 00:14:29.010 --> 00:14:30.807 You want to be interviewed on TV? 00:14:30.807 --> 00:14:32.421 We provide that service. 00:14:32.421 --> 00:14:35.384 You want a shark on your board of advisors? 00:14:35.384 --> 00:14:38.106 Kevin will go on someone's board of advisors if it makes sense. 00:14:38.106 --> 00:14:40.668 So consulting services, et cetera. 00:14:40.668 --> 00:14:47.275 Then from there they go through a funnel where they watch a video that gives them access to that free CRM. 00:14:47.275 --> 00:14:51.342 It's 100% true, we're not lying. 00:14:51.342 --> 00:15:01.475 For $1,000 plus that course comes with a free group weekly call to answer any questions they have with their business. 00:15:01.475 --> 00:15:04.048 So they're marketing questions, lending questions. 00:15:04.048 --> 00:15:11.732 So what this sell is Kevin Harrington's team that's done $6 billion in sales is going to help you grow your business. 00:15:11.732 --> 00:15:12.774 It costs $1,000. 00:15:12.774 --> 00:15:19.274 We give you a course and a free weekly call and Kevin will be on once a month to answer questions, just for a thousand bucks. 00:15:19.875 --> 00:15:24.974 The reason why that thousand dollars is important, because that pays for the leads, right? 00:15:24.974 --> 00:15:29.947 So think about it $5 lead, I only need to convert half a percent to be breakeven. 00:15:29.947 --> 00:15:33.942 Now I get free leads and then I'm selling them off doing affiliate marketing. 00:15:33.942 --> 00:15:36.086 Plus, we have our own services that we can sell. 00:15:36.086 --> 00:15:39.374 We build out a custom AI for companies and stuff like that too. 00:15:39.374 --> 00:15:41.647 So now we have that coming in right. 00:15:41.647 --> 00:15:46.485 So now we can literally go to 1,000 leads a day very easily, and now it's just free. 00:15:46.485 --> 00:15:48.486 And then we just offer whatever we offer. 00:15:48.486 --> 00:15:50.206 We can upsell through our calls, whatever. 00:15:50.639 --> 00:16:02.730 So there's your strategy on pick in whatever industry you want to be in, whatever is a hot, free offer that you can do, just getting the cheap data, monetize them through the form, get all the information you can. 00:16:02.730 --> 00:16:03.371 That makes sense. 00:16:03.371 --> 00:16:14.623 And then, you know, provide some sort of course, because the reason why the course is important there's no fulfillment Right, I have to go do something, right? 00:16:14.623 --> 00:16:15.546 So and again, I like to stay a small company. 00:16:15.546 --> 00:16:16.610 So sell a course with a weekly call Guess what? 00:16:16.610 --> 00:16:19.038 I already do a weekly call, so it doesn't matter to me. 00:16:19.038 --> 00:16:19.480 You know what I mean. 00:16:19.480 --> 00:16:22.609 So I'm selling something I'm already doing and I'm giving a course, it doesn't matter. 00:16:22.830 --> 00:16:24.364 And of

course, yes, I have. 00:16:24.364 --> 00:16:27.030 You know, kevin Harrington, we started working with Damon John recently. 00:16:27.030 --> 00:16:29.623 So yeah, we have that now, obviously to help sell it. 00:16:29.623 --> 00:16:34.048 But, to be honest, you don't need to sell this stuff, you know. 00:16:34.048 --> 00:16:35.791 As long as you know what you're doing, that's good enough. 00:16:35.791 --> 00:16:39.135 But obviously I've been working with them for a long time, so I use them. 00:16:39.135 --> 00:16:42.508 But but yeah, I mean that that's your strategy in a nutshell. 00:16:42.508 --> 00:16:50.061 You obviously got to piece it together and figure it out, but it's that's the power of building something out that's scalable and automated. 00:16:50.380 --> 00:16:52.804 Yeah, and just think about I mean, there's a lot of these companies. 00:16:52.804 --> 00:16:54.248 I didn't realize how many there were. 00:16:54.248 --> 00:17:04.472 My wife sometimes you know for her her spa she'll use on deck Right, so she has an on deck loan out right now and then also she can use her POS system. 00:17:04.472 --> 00:17:07.586 The accounting system that's tied into her POS was Square. 00:17:07.586 --> 00:17:11.540 Square Capital offers her money all the time there is. 00:17:11.621 --> 00:17:14.463 Soon as you go to one of these websites, you are going to get destroyed with Facebook ads. 00:17:14.463 --> 00:17:16.885 As soon as you go to one of these websites, you are going to get destroyed with Facebook ads. 00:17:16.885 --> 00:17:23.032 As soon as I started working with this client, I've got I don't know how many now that I get on Facebook. 00:17:23.032 --> 00:17:27.136 Every time I open Facebook it's like the first thing I see, so I'm getting hit with tons of those. 00:17:27.136 --> 00:17:35.969 I probably need to clear my cash and everything so that I can reset my Facebook ads that I'm getting. 00:17:35.969 --> 00:17:38.555 But you mentioned Facebook ads that I'm getting. 00:17:38.555 --> 00:17:40.539 But you mentioned Facebook ads and I know my client in particular. 00:17:40.539 --> 00:17:48.691 They're spending between $20,000 and $50,000 depending on what's going on every month in Facebook and Google ads. 00:17:48.711 --> 00:18:01.832 Right, but they're small compared to some of these other companies out here that could be spending a quarter mil a month or more just trying to go out here and find leads, or they have to go to a third party group and they have to buy those leads to try to get something. 00:18:01.832 --> 00:18:07.240 Your strategy is very interesting and it's almost like it reminds me of the Native Americans, right? 00:18:07.240 --> 00:18:11.010 If they killed a buffalo, they didn't just eat the meat, right, they used every piece of it. 00:18:11.010 --> 00:18:12.361 I mean, this is what. 00:18:12.361 --> 00:18:21.134 This is kind of what you're doing out here, and it's smart because every form that that you know, whatever that ad is you're doing, it goes back to a form. 00:18:21.134 --> 00:18:23.367 You get the information from the people. 00:18:23.367 --> 00:18:27.960 People are throwing those leads away if they don't think they qualify. 00:18:27.960 --> 00:18:29.743 Right, I mean, this is. 00:18:29.743 --> 00:18:36.529 It's wild to me that they're doing that, and you've come up with this strategy and you've got all these partnerships. 00:18:38.121 --> 00:18:46.250 Yeah, and like you said before this interview, you said people don't know what they don't know right, and that's the thing with anybody in any case, and they just don't understand it. 00:18:46.299 --> 00:18:47.323 They don't understand the concept. 00:18:47.323 --> 00:18:52.865 A lot of people think they're doing something wrong by trying to sell their customer base or their leads something else. 00:18:52.865 --> 00:19:01.008 It's almost like spammy or scammy, but it's not as long as you're giving them like we don't just offer people something they don't ask for, you know. 00:19:01.008 --> 00:19:05.288 So if they say, yes, I'm interested in this, then I'm going to have someone call them for Kevin stuff. 00:19:05.288 --> 00:19:13.003 If it's a day with a shark event, you know, if it's SEO services, if it's whatever, we're just going to say all right, you asked for this, here you go. 00:19:13.003 --> 00:19:13.785 You know what I mean. 00:19:13.785 --> 00:19:20.991 So if they don't have a company that's incorporated, then we're going to say, hey, since your company's not incorporated, would you like to get one done? 00:19:20.991 --> 00:19:23.815 It's actually free, you just got to pay your state fees, right? 00:19:23.815 --> 00:19:24.976 That's the company's offer. 00:19:24.976 --> 00:19:33.259 So we just offer whatever they say on a form and we put the stuff in front of them. 00:19:33.259 --> 00:19:46.612 Obviously, we'll answer questions and do stuff and we'll do what we say we're going to do, but of course, now you have a captive audience once a week that's listening to you. 00:19:46.612 --> 00:19:49.326 You're proving that you know what you're doing. 00:19:49.326 --> 00:19:50.269 What are they going to do? 00:19:50.269 --> 00:19:51.121 They're going to work with you. 00:19:51.121 --> 00:19:53.007 They're going to give you more money, right? 00:19:53.007 --> 00:19:54.290 They're going to want you to help them. 00:19:54.290 --> 00:20:00.181 So it's the best. 00:20:00.181 --> 00:20:01.688 It's almost like you know, people build out Facebook groups for that reason. 00:20:01.688 --> 00:20:03.535 Oh, you know, we communicate with them through there, which is great because that's ongoing. 00:20:03.535 --> 00:20:05.923 It's 24 seven and we certainly have support channels and whatever. 00:20:05.923 --> 00:20:12.303 But that extra weekly call where you actually physically see somebody and you can talk to them, whatever. 00:20:12.303 --> 00:20:13.644 I mean that's a game changer. 00:20:13.644 --> 00:20:20.343 So these are

things that we do and we give a lot of these ideas to companies and it kind of goes over their head or they're like to kind of head spinning. 00:20:20.383 --> 00:20:39.103 I literally had a meeting today with someone that would build that AI, for in the lending industry, they're a large broker and I said to them and you can say this to any broker lender that you deal with you can say listen, guys, I can show you how to double your revenue in a year. 00:20:39.103 --> 00:20:41.990 And they're going to be like how do I double my revenue in a year? 00:20:41.990 --> 00:20:45.673 Yeah, and you say all these leads that you're generating. 00:20:45.673 --> 00:20:47.099 You're generating for lending. 00:20:47.099 --> 00:20:51.420 When you come to work every day, you care about closing deals, right, yeah, that's all we care about. 00:20:51.420 --> 00:20:58.950 Okay, good, but you have businesses that are generating a decent amount of revenue, because it's the only way you're going to get them approved. 00:20:58.950 --> 00:21:04.781 If they do in at least 100 to 120 grand a year in revenue, oh yeah, so they have money to spend. 00:21:04.781 --> 00:21:06.404 They need to grow. 00:21:06.404 --> 00:21:08.828 They're probably using their money to grow. 00:21:08.828 --> 00:21:12.075 What if you provide them with marketing services? 00:21:12.075 --> 00:21:14.923 Website. 00:21:15.625 --> 00:21:16.770 Basic website. 00:21:16.770 --> 00:21:19.520 Their websites probably looks like garbage anyway. 00:21:19.520 --> 00:21:24.041 Uh, you know we do websites, so it's like I, I'd see some of these websites and I'm like I can't believe you. 00:21:24.041 --> 00:21:26.109 You actually went to market with this website. 00:21:26.109 --> 00:21:28.839 Uh, in none of them the seo is terrible. 00:21:28.839 --> 00:21:31.165 The on-page search is always bad. 00:21:31.165 --> 00:21:32.127 I, I don't. 00:21:32.127 --> 00:21:34.942 I honestly I don't know how people even find in half their sites. 00:21:34.942 --> 00:21:36.445 They don't have a Google business account. 00:21:36.445 --> 00:21:38.932 It's, it's just, it's, they're a mess. 00:21:38.932 --> 00:21:49.807 And even the local ones, like the local, the local search, local search is non-existent with these people and it's, it's wild that they're operating like this. 00:21:49.807 --> 00:21:54.467 But every one of them, I mean they're ready to go pay for ads and their website is junk. 00:21:55.851 --> 00:22:01.761 Yep, and that's the thing I see. 00:22:01.761 --> 00:22:05.318 I used to own consulting business, which I sold in 2010 to that investment fund when I mentioned before, and that's how I got into the fund. 00:22:05.318 --> 00:22:13.688 But when I would walk into a company selling consulting services back in a day, I would show them a big like pie chart from New York. 00:22:13.688 --> 00:22:26.536 So pizza is a big thing and I say, listen, here's your pizza pie, right, and you need you have eight slices, and these eight slices are basically eight different things that you need your funnel to work, your funnel. 00:22:26.536 --> 00:22:29.951 When you, if you only got four pieces when you ordered a pizza pie, what would you do? 00:22:29.951 --> 00:22:31.198 You probably give it back. 00:22:31.298 --> 00:22:32.843 Like something that's going on here, yeah. 00:22:33.344 --> 00:22:34.025 That's your funnel. 00:22:34.025 --> 00:22:39.586 If all eight pieces are not here, it's not going to work. 00:22:39.586 --> 00:22:43.297 All right, everything has to work together, right? 00:22:43.297 --> 00:22:48.289 So that's what I would go in and sell them and say, listen, sure, I can help you drive in leads, great. 00:22:48.289 --> 00:22:50.523 But it's going to collapse when it hits this point. 00:22:50.523 --> 00:22:57.166 Even if you are good at generating leads, let's just say your sales process sucks, you know, let's just say your sales process sucks. 00:22:57.166 --> 00:22:59.432 Let's just say your conversions suck, or whatever it is. 00:22:59.539 --> 00:23:01.808 And I learned a lot of companies cannot sell their own product. 00:23:01.808 --> 00:23:10.391 I mean, I've learned that over the years, so that was how I used to sell it back in the day, but for today, it's all about monetizing the data. 00:23:10.391 --> 00:23:18.422 And when I talked to that company today and I said, listen, guys, you're doing funding, great, you're making a lot of money, wonderful. 00:23:18.422 --> 00:23:21.223 But think about all the business that's in these leads. 00:23:21.223 --> 00:23:23.365 They generate like 8,000 leads a month fresh. 00:23:23.365 --> 00:23:25.666 They have over a million records to date. 00:23:25.666 --> 00:23:36.153 So we're building an AI for them to contact those million records that they won't even touch because it's too much, but AI obviously will just do that for them all day long and build out the conversation. 00:23:36.153 --> 00:23:39.035 So that's obviously what we're starting with. 00:23:39.174 --> 00:23:43.837 But I'm like you guys can easily double your revenue just by starting simple marketing services. 00:23:43.837 --> 00:23:46.689 And the great thing about it you can outsource everything. 00:23:46.689 --> 00:23:51.612 So they could just hire a salesperson, project manager, take these leads you already have. 00:23:51.612 --> 00:24:01.492 It's not like you have to go generate more leads and bring them through, offer the services, outsource it to any one of the 20 companies out there easily. 00:24:01.492 --> 00:24:11.144 That do all the outsourcing for all these types of services Like Vendasta is one just as an example and they'll do all the back end for you and you just project, manage it and sell it. 00:24:11.144 --> 00:24:14.531 You know, and make whatever you make on it and build that up. 00:24:15.240 --> 00:24:17.327 I mean, it's just, it's it's work. 00:24:17.327 --> 00:24:18.344 I'm not saying it doesn't. 00:24:18.344 --> 00:24:19.106 It's easy.

00:24:19.106 --> 00:24:21.689 You know it's an easy concept, but you still have to execute. 00:24:21.689 --> 00:24:24.229 But when you have free leads, how do you not make money with free leads? 00:24:24.229 --> 00:24:26.002 Right, so that that's the concept. 00:24:26.002 --> 00:24:28.130 With them, you already have the data, you already have the leads. 00:24:28.130 --> 00:24:29.625 You're just selling another service. 00:24:29.625 --> 00:24:32.669 And two, they need money and they need marketing. 00:24:32.669 --> 00:24:33.388 I mean, that's it. 00:24:33.388 --> 00:24:36.451 Of course they need more than that, but those are the two number one things that they need. 00:24:36.451 --> 00:24:39.433 If you ask me, because without those two things, how do you grow? 00:24:40.315 --> 00:24:40.795 That's right. 00:24:40.795 --> 00:24:41.675 I mean, what do you do? 00:24:41.675 --> 00:24:42.856 And people don't. 00:24:42.856 --> 00:24:45.670 They're terrible at sales, they're terrible at nurturing leads. 00:24:45.670 --> 00:24:53.127 They don't know what a sales funnel even looks like, or what software they need in order to build out a funnel, what the processes are. 00:24:53.127 --> 00:24:57.875 And, speaking of that, we talked about Google, we talked about Facebook. 00:24:57.875 --> 00:25:08.036 We haven't talked about YouTube, and I know that's getting to be much more popular when it comes to running ads, if your business can actually run ads on there. 00:25:08.036 --> 00:25:18.973 But what are some of the technologies, like a YouTube on the come up or places that you see are outside of Google and Facebook yeah, great places to start generating some leads from. 00:25:19.905 --> 00:25:20.386 To be honest. 00:25:20.386 --> 00:25:22.976 I mean we only do a volume. 00:25:22.976 --> 00:25:28.973 So Facebook's number one in terms of volume, youtube's number two and then Google's number three. 00:25:28.973 --> 00:25:31.492 So, youtube, you can definitely get good volume. 00:25:31.492 --> 00:25:34.851 It's going to cost you more money for the leads, but they are going to be higher quality. 00:25:34.851 --> 00:25:36.430 Google is going to be less. 00:25:36.430 --> 00:25:40.691 It is going to be higher quality but less volume and you're also going to pay for it. 00:25:40.691 --> 00:25:46.432 So, for example, one of our campaigns where we do all three uh, facebook will come in at like eight to 10 bucks. 00:25:46.432 --> 00:25:48.930 Uh, youtube could be like 18 to 20,. 00:25:49.791 --> 00:25:52.106 Uh, google is similar, maybe a little higher. 00:25:52.106 --> 00:25:54.493 It just depends if it's display or or whatever. 00:25:54.493 --> 00:26:03.728 Um, but you know, similar to YouTube, but YouTube will convert at like sometimes double, even triple than Facebook, you know. 00:26:03.728 --> 00:26:07.896 So, with the same exact ad running to a very similar audience. 00:26:07.896 --> 00:26:10.915 But you know the difference is and it depends on how you run YouTube. 00:26:10.915 --> 00:26:16.011 But you know Facebook is just straight display, right, so you're scrolling through. 00:26:16.011 --> 00:26:19.247 You have to have like an ugly ad or something that stands out. 00:26:19.247 --> 00:26:22.096 You know we put exotic cars and you have a Lambo and all that fun stuff. 00:26:22.096 --> 00:26:28.872 But you know we put that out there just to get attention and it works, of course, but you know it's like they're just scrolling through. 00:26:28.872 --> 00:26:30.717 Maybe I like it, maybe I don't. 00:26:31.244 --> 00:26:33.313 Google YouTube is more intent based. 00:26:33.313 --> 00:26:41.299 Right, they're either searching for it or it can definitely do really well in terms of targeting. 00:26:41.299 --> 00:26:47.811 But your targeting is going to be based on a lot of what they're searching for and what their history is right, where Facebook is kind of the complete opposite. 00:26:47.811 --> 00:26:48.755 You're kind of just guessing. 00:26:48.755 --> 00:26:54.696 So on Facebook, we just target business owners, business owners behaviors, and that's it, and it works. 00:26:54.696 --> 00:26:56.791 Right At the end of the day, it works. 00:26:56.791 --> 00:27:00.229 It's just not as high quality, but we do get a lot of data from it. 00:27:00.229 --> 00:27:00.650 It works. 00:27:00.650 --> 00:27:02.311 It's just not as high quality, but we do get a lot of data from it. 00:27:02.332 --> 00:27:13.166 Youtube less data, higher quality, but it's still profitable obviously, and when you mentioned you had said, hey look, I just get you know, you essentially give information away. 00:27:13.166 --> 00:27:13.886 I do the same thing with my agency. 00:27:13.886 --> 00:27:15.348 I'm like, yeah, sure, I mean you guys could do this yourself. 00:27:15.348 --> 00:27:16.150 Here's what you have to do. 00:27:16.150 --> 00:27:20.295 I just tell them they never want to do it themselves, right, they never want to do it. 00:27:20.295 --> 00:27:21.496 It's just too much work. 00:27:21.496 --> 00:27:23.999 I will literally lay it out for them. 00:27:23.999 --> 00:27:25.945 I'll say, look, I you know, if you guys want to do this. 00:27:26.046 --> 00:27:27.491 You set up your Google business. 00:27:27.491 --> 00:27:29.819 Here's how you do some on-page SEO. 00:27:29.819 --> 00:27:31.086 You know, you got to name all your images. 00:27:31.086 --> 00:27:32.748 You got to put titles and descriptions on them. 00:27:32.748 --> 00:27:35.090 You got to, you know, blog on a consistent basis. 00:27:35.090 --> 00:27:37.693 You got to get a list of long tail keywords. 00:27:37.693 --> 00:27:39.255 Those are going to be your blog topics. 00:27:39.255 --> 00:27:40.115 I put it all out there. 00:27:40.115 --> 00:27:40.916 Right, they don't want to do it. 00:27:40.916 --> 00:27:42.679 They just they don't have time to do it. 00:27:42.679 --> 00:27:45.807 People are they need to work on their business, not in their business. 00:27:45.807 --> 00:27:47.112

Right, and and? 00:27:47.112 --> 00:27:48.655 Is that your experience? 00:27:48.655 --> 00:27:55.853 And I mean you've been in the digital agency world, so I mean it sounds like you've got all this information, but it's like, who's going to do all that? 00:27:55.853 --> 00:27:57.454 Right, like all the stuff we've talked about. 00:27:57.454 --> 00:27:58.497 They don't know. 00:27:58.497 --> 00:28:00.920 They don't even know how to set up a Facebook ad account. 00:28:03.684 --> 00:28:04.472 Right, you're 100% right. 00:28:04.472 --> 00:28:08.713 And when I was doing consulting I would say, hey, listen, for a lot cheaper I'll just show you what to do. 00:28:08.713 --> 00:28:10.652 And you kind of just come up with me for questions. 00:28:10.652 --> 00:28:31.006 But here's the thing Go, even taking your I wasn't sure exactly what different businesses you have, but if you have an agency, you can take the model I just literally just said to drive in those leads at a cheap price, put them into a course where you guys run your own weekly call just to give them advice and help and whatever, and then back all those into your agency. 00:28:31.006 --> 00:28:32.731 So we're just going to tell you what to do. 00:28:32.731 --> 00:28:34.096 Put a course here, like you just said. 00:28:34.096 --> 00:28:34.786 You give it to them anyway. 00:28:34.786 --> 00:28:36.729 Here's exactly how you build everything out. 00:28:36.729 --> 00:28:37.789 Here's exactly what you do. 00:28:37.789 --> 00:28:44.559 I don't know if you do this already or not, but back that into a weekly call, say, hey, we'll even support you every week. 00:28:44.559 --> 00:28:46.229 Come on, be wherever you are, it doesn't matter. 00:28:46.229 --> 00:28:48.625 You know it costs a thousand bucks, whatever you want to charge. 00:28:48.625 --> 00:28:57.510 And just, I'd ever see, I never charge, I always charge what I need to for the, how much the leads cost and what my conversion rate is. 00:28:57.990 --> 00:29:04.009 So we literally one day because Facebook ads went crazy early this year, right, so you know, everything tripled. 00:29:04.009 --> 00:29:08.369 For us it was nuts, but what we did was all we did was just triple our prices. 00:29:08.369 --> 00:29:26.823 And we came out, we changed our services a little bit, but we did triple our prices, just to change because of Facebook screwed us up and it literally everything just worked out so and then, when everything came back down we went back down to a thousand dollars we said, hey guys, we're ending this service. 00:29:26.823 --> 00:29:39.605 We got this new service and because our lead cost, just you know, plummeted over the last like month, so anyway, uh, it's just funny, but, um, it's just crazy how we just literally price our stuff based on what we need to price. 00:29:39.605 --> 00:29:40.026 That you know. 00:29:40.046 --> 00:29:42.750 That's what it is yeah, that's it. 00:29:42.750 --> 00:29:44.791 That's what I tell a lot of companies. 00:29:44.791 --> 00:29:46.013 Just price it what you need to. 00:29:46.273 --> 00:29:50.700 Yeah, are you using like a Kajabi or something to do your courses? 00:29:50.700 --> 00:29:51.361 What do you prefer? 00:29:53.184 --> 00:29:53.746 So we only use WordPress? 00:29:53.746 --> 00:29:55.470 I'm pretty sure we use LearnDash. 00:29:55.470 --> 00:29:59.317 Is the actual software on WordPress that we use to manage everything? 00:29:59.317 --> 00:30:04.670 I'm pretty sure it's LearnDash, and yeah, that's it. 00:30:04.670 --> 00:30:05.652 I only do WordPress. 00:30:05.652 --> 00:30:09.798 I don't use ClickFunnels or Kajabi or anything else. 00:30:10.944 --> 00:30:11.326 LearnDash? 00:30:11.326 --> 00:30:12.650 I haven't even heard of that and I do. 00:30:12.650 --> 00:30:14.335 That's all we do is WordPress. 00:30:14.335 --> 00:30:17.029 I mean, people try to use all these other platforms. 00:30:17.029 --> 00:30:20.597 I'm like, look, you're going to get stuck in this gated wall, walled garden. 00:30:20.597 --> 00:30:22.201 You might as well just use wordpress. 00:30:22.201 --> 00:30:23.282 You could do whatever you want with it. 00:30:23.282 --> 00:30:26.770 You have complete access over, you know, to control over everything. 00:30:26.770 --> 00:30:28.936 You know like a like a shopify or something. 00:30:28.936 --> 00:30:52.010 Everybody wants to put everything on shopify and I'm like, oh man, yeah, I mean, they've got great plugins and things like that, but you're gonna be stuck in their system, you know, and it's just what it is. 00:30:52.030 --> 00:30:57.073 and if you got wordpress, I mean what is like 60% of the websites on the web or using WordPress or something like that so, yeah, it's crazy. 00:30:57.073 --> 00:31:03.214 It's funny because it didn't make sense to me, Like when we started doing this stuff in 2017, we started building up courses. 00:31:03.214 --> 00:31:04.095 I looked at ClickFunnels. 00:31:04.095 --> 00:31:05.455 I'm like this is so limited. 00:31:05.455 --> 00:31:06.756 Like why would anybody use this? 00:31:06.756 --> 00:31:08.977 But it's for people who are just starting right. 00:31:08.977 --> 00:31:10.336 I mean, that's really, I guess, the concept. 00:31:10.336 --> 00:31:12.258 But you know, ClickFunnels is now. 00:31:12.258 --> 00:31:23.181 You know, it's normal to have a ClickFunnels type service where, when they first started, obviously it wasn't really around, so you really had to know what you were doing in order to build stuff out. 00:31:23.181 --> 00:31:26.582 So there's always someone who needs that type of stuff. 00:31:27.042 --> 00:31:36.748 But, yeah, even the CRM industry automated software- all that stuff just came so far over the last six years. 00:31:36.748 --> 00:31:40.037 Oh, and you could patch your own system together with different things. 00:31:40.037 --> 00:31:46.203 I mean it's like you don't have to spend all that money on a salesforce or you know any of these other softwares that are out

there. 00:31:46.203 --> 00:31:46.866 I mean you could patch. 00:31:46.866 --> 00:31:48.556 You could patch some stuff together, you know. 00:31:48.556 --> 00:31:56.326 I mean it's it's not super difficult but everybody wants like the hub spot solution or something you know and it's right and we tried them out. 00:31:56.467 --> 00:31:57.788 There's like three grand a month. 00:31:57.788 --> 00:32:01.794 When we started using it I was like why are we doing this? 00:32:01.794 --> 00:32:06.480 Just didn't make sense to spend all that money for something that you can do for way less. 00:32:06.480 --> 00:32:12.333 And of course, you have to know what you're doing and most people don't, and it is what it is. 00:32:12.333 --> 00:32:14.161 But with Zapier you can obviously connect anything to anything if needed. 00:32:14.161 --> 00:32:16.406 I hate Zapier, so we try not to use it. 00:32:16.406 --> 00:32:23.940 I like to use API, as I said, but cause it does break a lot or at least it did for us or not break, but it just like stopped. 00:32:23.940 --> 00:32:28.560 It just stopped working and then you just have to oh, I have to read my guys Like I just have to restart it. 00:32:28.560 --> 00:32:30.530 I'm like why do we have to keep restarting? 00:32:31.272 --> 00:32:33.969 all the time so it can reconnect. 00:32:33.969 --> 00:32:34.750 Yeah, it's just. 00:32:34.750 --> 00:32:36.135 Yeah, it's going to lose its connection. 00:32:36.135 --> 00:32:42.195 Well, I you know, and I'm sitting here looking at your logo behind you on your thing and I'm like, wow, you know somebody who does logos. 00:32:42.195 --> 00:32:54.440 I really appreciate the simplicity of it and the fact that you've highlighted with those those lines, those horizontal lines there PFS, because you know, philip ends in a P and F is your middle initial and Smith super smart. 00:32:54.440 --> 00:32:58.076 I don't know how many people would pick up on it, but I appreciate it. 00:32:58.076 --> 00:33:02.606 It looks really cool on it, but I appreciate it. 00:33:02.606 --> 00:33:03.028 It looks really cool. 00:33:03.028 --> 00:33:17.391 And also people, uh, if you want to go check out his website and you want to go check out what he does and learn a lot more, uh, you know, from a five-time Inc 5,000 honoree and a guy who's working with uh people from shark tank, it's a Philip F Smithcom, right? 00:33:17.391 --> 00:33:19.615 Yep, is that the uh? 00:33:19.615 --> 00:33:20.217 Is that the? 00:33:20.217 --> 00:33:21.684 Is that the site you want to cause? 00:33:21.684 --> 00:33:23.431 You have a couple of websites out there, correct? 00:33:23.570 --> 00:33:26.411 Yeah, it's fine that, that that one just is the easiest one. 00:33:26.853 --> 00:33:30.548 And you get home and how do you get people on, like these television stations and everything? 00:33:30.548 --> 00:33:31.289 I mean, that's another. 00:33:31.289 --> 00:33:38.957 Another thing we didn't even bring up is, uh, you know, helping people to get

on, you know, Fox business or whatever it is. 00:33:42.005 --> 00:33:42.145 Yeah. 00:33:42.145 --> 00:33:47.617 So it's funny, someone approached me by the end of 2022 about getting on TV and I'm like, wow, that's a really cool service. 00:33:47.617 --> 00:33:48.647 I'm like sure, I'll do it. 00:33:48.647 --> 00:33:51.016 So I went through the process, just to go through the process with them. 00:33:51.016 --> 00:33:52.787 I said, well, why can't we do this? 00:33:52.787 --> 00:33:54.068 So it took us a few months. 00:33:54.068 --> 00:33:57.353 We connected with pretty much every major city. 00:33:57.353 --> 00:34:10.617 We have over 60 cities now and we can get you on ABC, nbc, cbs, fox, even Bloomberg, some others, nasdaq, and it just depends on where you're at what you want to do. 00:34:10.617 --> 00:34:16.438 Then we added on Kevin Harrington, so you can be interviewed by Kevin or with Kevin on TV. 00:34:16.438 --> 00:34:18.788 Yeah, it's just a cool service. 00:34:18.847 --> 00:34:20.791 So, obviously's not. 00:34:20.791 --> 00:34:26.851 You know, I always tell people it's not really about being on TV and what you get by being on on the show. 00:34:26.851 --> 00:34:35.005 It's more about using that content and your online marketing, because that's going to elevate you very quickly and utilize that in your online marketing. 00:34:35.005 --> 00:34:39.907 And, obviously, your brand building, because building your brand obviously is very important and everybody should start that right away. 00:34:39.907 --> 00:34:49.318 So, but that, that literally somebody just approached me about it and the way I think and I'm sure, same thing with you you just say, well, how can I make money with that? 00:34:49.318 --> 00:34:51.211 So I'm like I could build this out. 00:34:51.211 --> 00:34:53.371 There's nothing proprietary about this. 00:34:53.371 --> 00:35:03.349 It's just literally putting the effort in to build the network, and what we learned real quick was that we only really need access like five people to get access to everybody. 00:35:03.690 --> 00:35:06.257 We didn't know that at first, of course, but we started learning. 00:35:06.806 --> 00:35:21.451 And then we realized that there's just networks out there that once you get into a network, they give you 25 cities, this one gives you another 20 cities and whatever, so anyway, so yeah, it's just a cool service because I mean, we just literally can elevate you from here to here instantly. 00:35:21.451 --> 00:35:27.257 And TV, still from a branding perspective, is way better than YouTube and Instagram and anything you do online. 00:35:27.257 --> 00:35:32.302 People just look at you differently when they see that you've been on an NBC show or whatever. 00:35:32.884 --> 00:35:35.331 Oh, yeah, then some influencer's channel or whatever. 00:35:35.331 --> 00:35:41.536 Yeah, oh for sure, because it's still got that cachet of well, it's ABC, it's CBSbs. 00:35:41.536 --> 00:35:41.896 He must have. 00:35:41.896 --> 00:35:46.577 You know, they must really, you know, want him and there's something, he's got something here. 00:35:46.577 --> 00:35:49.532 If they want to put him on the show, so, yeah, what is the? 00:35:49.532 --> 00:36:01.115 So I'm really interested in that actually because, uh, you know, I'm, I'm part of this whole cincinnati startup ecosystem here and you've got a lot of people with good ideas and I feel like they struggle to get that kind of media exposure. 00:36:01.115 --> 00:36:04.813 What kind of investment are people looking at in order to get that? 00:36:04.813 --> 00:36:06.746 Are there different packages that you sell? 00:36:06.746 --> 00:36:07.530 Like, how does that work? 00:36:08.233 --> 00:36:13.311 It depends on the location, but let's just say an average of anywhere between two and four grand. 00:36:13.311 --> 00:36:14.172 That's it. 00:36:14.172 --> 00:36:15.876 Yeah, it's not a lot of money. 00:36:16.144 --> 00:36:16.927 No, that seems great. 00:36:16.947 --> 00:36:18.389 We also just don't charge a lot of money. 00:36:18.389 --> 00:36:20.835 I'm always like let's drive the price down. 00:36:20.835 --> 00:36:22.137 That's how I've always been. 00:36:22.137 --> 00:36:23.190 I don't like to overcharge. 00:36:23.606 --> 00:36:31.652 If you want Kevin on, yeah, that's 15 grand, which is still great, if you ask me, because, again, you can use the content forever. 00:36:31.652 --> 00:36:38.150 How do you not make a profit off content if you can use it forever when you have a brand, these brands, attached to it? 00:36:38.150 --> 00:36:45.628 But yeah, on average, two to four grand. 00:36:45.628 --> 00:36:47.737 If you want to be in, like New York City, it's going to be over 10 easily, but you don't really need to be. 00:36:47.737 --> 00:36:50.827 That's why I tell people like you can be anywhere, it doesn't matter, and you can even do it from on Zoom. 00:36:50.827 --> 00:36:51.951 You don't have to be in person. 00:36:51.951 --> 00:37:02.186 So I've done in person, I've done Zoom, I've done all of it. 00:37:02.186 --> 00:37:12.456 Then what I do is I take the content, just like you know, you would take a podcast and just cut it up right into these 10, 20 second segments and just keep putting that stuff online and it just makes you, you know, look better yeah, and you tie all that into your social media efforts and, yeah, you're going from there. 00:37:12.538 --> 00:37:16.994 And next thing, you know, you got, you know, months worth of content off of one show. 00:37:16.994 --> 00:37:25.693 So that's how long do these interviews usually last that you get these people on like say it was like a fox business or something it depends. 00:37:25.873 --> 00:37:30.389 They're typically going to be no more on again. 00:37:30.469 --> 00:37:41.657 On average, no more than five minutes okay, oh man, that's a lot of time to yeah, you pre-submit your question, you already know what your questions are going to be, so you're prepared

and whatever. 00:37:41.657 --> 00:37:43.952 And some of them are live, some of them aren't. 00:37:43.952 --> 00:37:47.315 I always recommend not doing live if someone's brand new and they're nervous. 00:37:47.315 --> 00:37:51.994 But my first one that I did last year I did in Connecticut. 00:37:51.994 --> 00:37:56.505 It was on NBC and I didn't know it was going to be live until I got there and I'm like, oh, it's live. 00:37:56.505 --> 00:37:58.186 I I'm not. 00:37:58.186 --> 00:38:00.688 Even though I do this stuff a lot, I still get nervous. 00:38:00.688 --> 00:38:02.688 I'm not a great speaker. 00:38:02.688 --> 00:38:05.389 Even though I do my own events, my own events, I'm fine. 00:38:05.389 --> 00:38:08.472 But, um, I usually need some tequila, to be honest. 00:38:08.492 --> 00:38:10.793 You're a long Island guy, this comes natural to you guys. 00:38:10.793 --> 00:38:11.972 You're fine, you'll be all right. 00:38:12.514 --> 00:38:13.813 But uh, yeah, I. 00:38:13.813 --> 00:38:15.775 I do get nervous, though, but your power through it. 00:38:15.775 --> 00:38:15.974 You know. 00:38:15.974 --> 00:38:16.536 You know it is. 00:38:16.536 --> 00:38:17.735 You got to get out of your comfort zone. 00:38:17.735 --> 00:38:18.737 It doesn't matter what it is. 00:38:18.737 --> 00:38:21.137 Get out of your comfort zone and just move forward. 00:38:21.137 --> 00:38:22.599 It's the only way you're going to advance your career. 00:38:23.239 --> 00:38:24.278 That's 100% true. 00:38:24.278 --> 00:38:25.300 That's 100% true. 00:38:25.300 --> 00:38:26.079 Stop being scared. 00:38:26.079 --> 00:38:27.380 Work with somebody. 00:38:27.420 --> 00:38:32.003 I mean, from just what I understand about you, I mean working with you, working with your services. 00:38:32.003 --> 00:38:48.302 I mean this could save people years of just grinding and trying to get out there and trying to promote their business, especially if it's a startup. 00:38:48.302 --> 00:38:48.905 And you know, we kind of learned that the hard way when we did ours. 00:38:48.905 --> 00:38:49.476 Now I would just save the time. 00:38:49.476 --> 00:38:52.954 Just go to somebody like you and say, look, I need help, help me with this, help me with you know, run some ads for me. 00:38:52.954 --> 00:38:54.197 Help me with my lead generation. 00:38:54.197 --> 00:38:55.666 Hey, can you help me build a funnel? 00:38:55.666 --> 00:38:58.168 Yeah, I'll take a look at this course you got going on. 00:38:58.168 --> 00:38:58.788 I mean, just do that. 00:38:58.788 --> 00:39:00.088 Yeah, I'll take a look at this course you got going on. 00:39:00.088 --> 00:39:00.530 I mean, just do that. 00:39:00.530 --> 00:39:00.909 Like you know. 00:39:00.909 --> 00:39:02.530 Stop trying to figure everything out yourself. 00:39:02.530 --> 00:39:03.771 That's the whole thing. 00:39:03.771 --> 00:39:05.052 I think that's a problem people have. 00:39:05.052 --> 00:39:11.117 They think they have to figure stuff out themselves in order to save money, but then they end up blowing a bunch of their time away. 00:39:11.117 --> 00:39:13.980 So that's what it is. 00:39:14.000 --> 00:39:16.382 Well, phil man, this has been great. 00:39:16.382 --> 00:39:18.925 I love meeting people like you. 00:39:18.925 --> 00:39:19.887 I mean, we're kind of in the same industry. 00:39:19.887 --> 00:39:22.653 I mean, some of the services you offer sound like. 00:39:22.653 --> 00:39:25.018 I mean these are things that I'm going to be sending people your way for. 00:39:25.018 --> 00:39:29.637 So I mean this has been a great time and I really appreciate you being on the show. 00:39:29.637 --> 00:39:37.652 And again, guys, if you want to check out Phil's philipfsmithcom, check out his website and all the services he offers. 00:39:37.652 --> 00:39:41.896 I mean it's a ridiculous amount of accolades you've been able to accumulate over the years too, by the way. 00:39:41.896 --> 00:39:44.257 So congratulations on everything you do. 00:39:45.378 --> 00:39:45.940 I appreciate it. 00:39:45.940 --> 00:39:47.320 Thank you for having me man, it's been fun. 00:39:47.621 --> 00:39:48.481 Yeah, have a good one. 00:39:48.481 --> 00:39:51.614 Thanks for joining us on this week's episode of Side Hustle City. 00:39:51.614 --> 00:39:53.431 Well, you've heard from our guests. 00:39:53.431 --> 00:39:55.047 Now let's hear from you. 00:39:55.047 --> 00:39:57.952 Join our community on Facebook, side Hustle City. 00:39:57.952 --> 00:40:07.632 It's a group where people share ideas, share their inspirational stories and motivate each other to be successful and turn their side hustle into their main hustle. 00:40:07.632 --> 00:40:10.931 We'll see you there and we'll see you next week on the show. 00:40:10.931 --> 00:40:11.744 Thank you.