How to convert your ads into leads with David Schloss

Paid Traffic & Customer Acquisition Expert – David Schloss

David Schloss is a serial entrepreneur, angel investor, and digital marketing specialist. He co-founded Rampify.com, AuthorityAgents.com, and ConvertROI.com. He began marketing in 2007 from his college apartment, and over the years has now helped hundreds of businesses improve their website traffic, customer acquisition, and revenue using social advertising.

Things you will learn with David Schloss:

• How to do better video ads for Facebook
• What is the best call to action to your ads
• Know the best practices in creating webinars
• What is the price point of ads right now
• Reasons to hire your own people
• Know the systems and technologies that would make a difference in your business

David’s Website:

ConvertROI.com

Transcript: Download

Video Transcription provided by GMR Transcription Services.

Jaime:	Welcome to Eventual Millionaire. I am Jaime Masters. And today, on the show, we have David Schloss. Now, he runs a site called ConvertROI.com, and he?s the master when it comes to Facebook, Instagram, all sorts of stuff. And his agency runs, I think it?s a 2.5 million a month in advertising for your clients. 

David:	Yeah. Actually, a little more than that, now. 

Jaime:	Really? That?s a lot. So, we?re going to dive into both that and growing an agency. Thanks so much for coming on the show today. 

David:	No problem, I really appreciate you for bringing me on. 

Jaime:	Oh, heck yeah. So, tell me all the details. First, let?s go into the agency side. Did you always want to build a Facebook agency? Did you start out on your own? How have you grown this so far? 

David:	So, when I first started out, I didn?t have any sort of capability in the paid traffic side of things. I actually was doing SEO and video marketing. So, I?ve done marketing online for a little over 12 years now. And I got into Facebook when they opened up the platform, about 10 years ago. That?s when I started to dabble with paid traffic because it was cheap, it was relatively easy to start out, and it was the Wild, Wild West. No one really knew how to use it 10 years ago. So, you were able to throw $5.00 in, get a bunch of data, and then, sort of learn and adapt from there. 

	But, I didn?t start out doing Facebook, at all because, they didn?t even have a platform when I first started out. And so, I sort of had to just figure things out on my own, do some blogging, SEO, just learn how to do things manually on my own. And I didn?t even try to do ad words. It was just too expensive for me at the time. And then, when Facebook opened up the platform to general advertisers, not just corporate big businesses, it was like the big opportunity, just waiting for someone to grab it. And I just went head-in, and did my best with it from the very beginning. 

Jaime:	So, everyone?s like, ?Oh, I hate these stories? because it?s like, ?I got in on the ground floor. Tada! Yay!? Right? Can?t do that now. So, what made you actually switch over from doing the SEO side of things all the way to Facebook? And I want to talk about the new stuff, too, in just a second. 

David:	Sure. So, I didn?t really enjoy doing SEO, and building websites, and the hosting packages you had to create for people. I didn?t enjoy all that stuff. As much as I understood about it and was able to get results for people and myself, I just didn?t enjoy doing it every single day. And I started out back when I was in college. I was like 18 years old when I first got into this stuff. And because of that, I didn?t want to be doing SEO and building out websites and things of that nature for 10 hours of my day when I only had a very limited time to both, go to school and do that sort of work. 

Whereas, with SEO, I was able to do it a couple of hours a day. So, I at least kept on doing that until something like Facebook and Twitter opened up their platform, and a variety of other ones in the social network around about 10 years ago. When they opened up their platform and they said it was cheap for the average person to join and advertise their business, that was a big wakeup call for me. I?m like, ?I just have a business. It?s only been around for two years. I don't have a lot of money. I?m going to give this a shot to see what happens. And then, I just became obsessed with it after that.

Jaime:	So, you did it for clients even way back then. So, now, it?s not nearly as cheap. Everybody?s always upset about how, ?It?s so expensive now? of course, depending on where you?re at. So, tell me what you think of the marketing space now. Are we trying to look for that next ground floor opportunity like YouTube, or Instagram, or something else? 

David:	So, the funny thing is that YouTube has been around for years. I remember them being out even as far as seven, eight years ago, possibly even further back. And the only reason why people are finding out about it now is because their desperation for looking for that next platform that they can advertise their product. So, because Facebook is going through all of their massive publicity right now, around spying on different users, and the data that?s being gathered, and how quote, unquote: ?Expensive? it is, people are moving over to YouTube, when that platform has been around for years. 

And so, people are looking at it as this, you know, new breakthrough, ground floor opportunity when it?s been around forever. But, like anything else, if your ads are not getting the attention of the people you?re advertising; it?s not going to work anyway. So, even though it?s cheap, it?s not going to mean anything to you. And so, I think, right now, people are looking for that ground floor opportunity, like the first in, and they really just make a bunch of money off of it because they?re one of the first advertisers on the platform. But, quite honestly, there?s nothing out there right now. 

That?s just making a big splash in the marketplace, and people are like, ?Oh, you need to get on this right now.? I think it?s just because more people have to focus on their actual creative and their actual ads versus before. You can have a very bland minimalistic ad seven, eight years ago, you know, white background, red border, ?Buy my stuff? and people would actually click it. Can?t do that anymore. And because of that ?. 

Jaime:	Which, is a good thing, I think. 

David:	And because of that, ads are becoming more and more expensive. 

Jaime:	Well, and that?s something that I think is really important. We switched from being a tactic ? everyone?s like, ?I just need the best new whiz bang tactic thing? and I?m not a huge fan of that. It?s like, ?Okay, let?s work on the offer. Make sure everybody wants that first. Right? And then, we?ll put it on a platform.? And if it actually creates profit on the backend, that?s what we?re looking for instead of throwing out stuff because they don?t actually have a strategy behind it. So, for the people that know this already because they?ve listened to me, they know this. 

What is the ? I don't want to say first steps because, I have a feeling a lot of the people, especially doing six and seven figures have tested this before, and either they got a little burned, or they didn?t figure it out right. So, what does someone like that do that?s tried it a little bit, or tested a little, and then, gone, ?I have no idea? especially with all the Facebook stuff going on, and they?re backing away from some of that stuff. 

David:	Right. So, most people these days have already dabbled with Facebook, like you said. I think it?s more along the lines of, ?Are you giving it another shot, but doing your ads in a different way?? Meaning, in the past, most people started out using imagery. That?s all they used, was just images, stock photos, maybe they?d get some creative [inaudible] [00:05:52] designer. Most people these days, surprisingly, still haven?t used video ads. Video is where it?s at. People are livestreaming. People are creating video content to promote their webinar, their product, ?Download my eBook, download my software? whatever it may be. 

	And I think about 95 percent of my clients only use video ads. They don?t use anything else other than video. Just simply because it converts.

Jaime:	Give me tips on that. Because, that?s the other thing, I have clients who I?m like, ?Do some video ads? and they?re like, ?I don't want to be in front of camera? or whatever the reason is. So, tell me, give me tips that I can directly tell clients on how to do better video ads for their Facebook [inaudible] [00:06:27]. 

David:	Sure. So, it?s actually not that difficult. So, let?s just do something where it?s ? let?s say it?s a digital vendor, someone selling an online education course around a subject that they love. In my case, let?s say I?m promoting something around Facebook advertising in Instagram. I would, personally, just take out my phone, point it at me, and start talking about why I created this course, why I put the course together in the first place, what really pushed me to create this for the marketplace, and why I believe it?s something for them. 

	That?s it. 60 seconds, just talk about your beliefs, and why people need to jump on, in my case, why you need to be on Facebook, why you need to be on Instagram, and how it?s the Gold Rush, or the revolutionized version of social advertising to this day, and it?s the opportunity of the jump-on. I don't have to say anything else. The reason why I?m saying it in that simplistic way is because once you begin doing this process of recording something, you?re going to adapt and change the message over time to find what works. But, most people just need a start. 

	And they just need to start getting on camera. I know there are all this fear, and all this, ?I don't know if I?m good on camera. I don't know if people want to listen to me.? You don?t know until you do it. And like a typical advertiser, I?m going to tell you, you gotta test it first. So, I would just get on camera, point it at yourself. If you want to get a selfie stick, that?s fine. But, just start recording the reasons why you put this together, how you put it together, and what you?re going to be delivering, especially if it?s a webinar. 

	Those are the three key things you?ve got to be talking about in your video. And just tell them where to go. What you?re doing is creating a step-by-step process for them to know exactly what it is you?re doing, how you?re doing it, why you?re doing it, and what they need to do next. And then, they?ll just follow that same pattern, you know, Step 1, Step 2, Step 3. And they?ll do everything you?re saying. The people who want what you have to offer more than anything will follow every single step. They?ll even buy when you tell them to buy. 

Jaime:	So, when is that ?. I want to know what those steps are because, that?s the thing. So, they do the video ad, and it?s like, what?s the best call to action on that? And how do we know if they?re working versus not working? And all that fun stuff.

David:	Right. So, most people will start out with something like, ?Oh, go click the button? or ?Go click the link below and sign up for my webinar.? For example, with webinars these days, people don?t actually like to know it?s a webinar, especially if it?s live. They like to call it a masterclass, a workshop, even a training is okay. It?s just the verbiage. Because, webinar has been abused and used for ?. 

Jaime:	It?s played out. I know, nobody wants to show up ? I don?t show up live for webinars. I?m doing a webinar this week, and I?m like, ?I don?t ?? I?m doing it, but I want people to actually watch the replay. Because, who the heck actually shows up for anything anymore? Show-ups are like 10, 20 percent nowadays. 

David:	Exactly. So, we tell our clients to reframe how they?re presenting that training to people. So, it?s not a webinar because, webinar insists that people are live, or that it?s a recording. Now, if it?s a recording, be honest, it?s a recorded masterclass. ?This is a training we did several weeks ago.? You know, just be honest with people. Because, most webinars these days are automated, just be honest. Because, that?s what you want to portray to an audience these days is that you?re a legitimate business person who is honest with that audience. They?re going to deliver the goods, but in a transparent and honest fashion. 

Jaime:	People are a little skeezed out nowadays, like, ?Oh, another webinar. Really?? I mean, in different ? it?s in very different nitches, right? Like, I?ve got people in random stuff where nobody ever does webinars, and it?s not a thing, but in so many where everybody ? anybody that?s listening right now, that?s going, ?I tried Facebook ads, it didn?t work.? So, we call it masterclass. Do we say, ?Sign up below for the ?? What have you found that?s actually working and converting best [inaudible] [00:09:57] to action on that. 

David:	We?ve told people to RSVP their seat, and ?We?re looking forward to seeing you on the training.? That?s it. Nothing else. RSVP sort of gives away that, that it?s an order of importance, like you?re grabbing your seat. You?re going to grab your spot in this online world of watching this webinar. And there?s no significant amount of seats, like, ?Oh, we only have 1,000 spots.? That?s not the case. We have an unlimited amount of spots. But, it?s just the verbiage we?re using to get people to want to grab that seat, or grab that spot to go view the training. 

And we use masterclass mainly because masterclass right now, has this high value added to it, especially considering there?s a company called Masterclass that delivers high-end courses, too. So, it seems to be helping out quite a bit when we?re promoting a webinar. And another thing is that we keep our webinar short. You know, the average webinar in the past was 90 minutes to 120 minutes, an hour and a half to two hours. And it would have everything from like an hour-long training, to the pitch, to an FAQ, and a close down. 

It would be like basically an hour of content, half an hour, half an hour. It?d be in chunks. What we find now is most webinars are only an hour long. So, they?re half as long, maybe even 50 percent less as long. And then, we?re also finding that it?s less about you and more about the content, and the pitch is very quick. So, instead of a 15, 20-minute intro about you ? people don?t want to know too much about you. Just give them a 5-minute idea of what it is that you do, why you do it, and where you came from, and then, the rest is just content. 

So, you might talk for 40 minutes on content, something that?s actionable, that they can use right now because, even if they don?t buy from you, there?s no better testimonial than knowing someone watched something from you for free and got a result. It?s going to help you drive more traffic to your webinar because it?s also shown that people have gotten results just from your free stuff. 

Jaime:	I?ve been having so many ?. Sorry to interrupt. I?m obsessed with this right now. I?m asking so many people about webinar stuff because, I feel like there is something else coming down the pipeline. Right? Because, webinars are so played out. So, I was asking people, how short can we make them? And how can we ?? Right? Because, conversions definitely matter, I understand that completely. And you?re like, ?But I also want to not waste people?s time? because, especially for me, I work with 6-figure business owners. 

Who shows up for a webinar anymore? I was like, ?Can I get it down to 20 minutes? Can we just wham, bam, thank you man?? So, when you?re trying to figure out how to structure that webinar ? and I know I interrupted, so I want to make sure I hear the rest. What is the best practices of someone going, ?I?m starting from a blank page, how long should that intro be? How long should that content be? How long should the pitch be?? Because, it?s changed over the years.

David:	I mean, most of my webinars in the past were an hour and a half no matter what. I would just create the slides, I would do a practice run, and all of a sudden, it would be an hour and a half on automatic. Like, it wouldn?t require any effort on my part. It would just be an hour and a half, an hour and a half every single time. Now, trying to reduce what I talk about into an hour, and still be able to give enough time for a pitch, is actually quite difficult. And it?s the same thing that I?m seeing with people in real estate, for example. 

Try to explain real estate investing on a webinar in 30 minutes, and then, getting someone to invest in a $2,000-course. It?s difficult. And so, what we?re finding is its? reducing those elements that we had before. Like, I mentioned, with an hour and a half, or two-hour long webinars, you?re having to reduce it to just get straight to the point. Before, you would lead up to something to make a point. You know, ?Here?s tactic No. 1, tactic No. 2? and you would sort of tell a story into each tactic, or you might talk about how each of these tactics impacted your business before you reveal what it is. 

That?s not going to be allowed anymore. Because, it?s making your webinar way too long. And so, you can have a webinar that?s 45 minutes to an hour long, you?re just having to condense everything down. So, my story now, on the webinar, three minutes long, I just tell people who I am, what I do, what I?ve done in the last couple of years, and what I?m going to be doing in the future, and that?s it. It?s one slide, and I blast right through it. And then, we just go right into the content. 

The content has no story around it, no teaser or leading up to it. It?s, ?Here?s tactic No. 1? I breakdown the tactic, maybe a story around someone that had used it, you know, ?James, from Oregon used this for my last training, and he?s actually had an extra X amount of dollars to his advertising and to his bottom line.? So, I might incorporate a testimonial or some form of a short story along with each tactic. But, I go right through it. There?s no teaser. There?s no buttering up the audience. None of that stuff that?s worked in the past. It?s just gone. So, you?re removing fluff. That?s really what you?re doing now. 

Jaime:	Good. People don?t have time for fluff. My gosh. Sorry. I get ?. 

David:	Yeah, no one has time for that. 

Jaime:	Yes. 

David:	Exactly. 

Jaime:	So, how do you do the pitch, then? 

David:	You take out fluff, you?ve got 45 minutes. I?m sure the next time you do one; you might even get it down to 30 minutes. 

Jaime:	I?ve got one tomorrow. So, I?m really glad that we?re going over this. I?m like, ?Okay, so, rework it.? That?s exactly what we?re doing, too. So, we?re trying to do ? we did a checklist audit. So, that way, we?re just going through the audit, at the end, they have the results of the systems audit that we?re doing. So, I?ll let you guys know later if it works or not. But, that?s the thing, we found a whole bunch of people going, ?I just sit there, and it?s random stuff that I could read on an article. That sucks. 

Why would I waste my time?? So, how do you get them to stay? Let?s say the content is amazing and short, how do you get them to actually stay on the pitch? And how long is the pitch?  

David:	So, that?s the thing. I find that when you make the pitch within an hour, people are going to stay. Because, typically, when you are jumping on to a webinar, because of how it?s been framed for years, where they?re assuming the webinar is going to be an hour to two hours long, as long as you make your pitch at, let?s say the 45-minute mark, if your webinar?s going to be an hour, you?re fine. Because, typically, the majority of that audience is still going to be there. They?ve allocated an hour of their time to learning from you. 

	S, if you put on your phone, you just setup a shot clock, as I like to call it, countdown, and you?ve got an hour to say everything you?re going to say, and you get to that pitch at the 40 to 45-minute mark, you have plenty of time to convince people why they need to buy your program. All right, so, I find that if I make my pitch at that mark, instead of it being, you know, 30 or 40 percent of the total viewers that stay on and view that pitch, or listen to your pitch, it?s anywhere from 60 to 80 percent. Because, they?ve already allocated that time. So, it goes up dramatically in the amount of people listening to what it is you?re going to offer. 

Jaime:	So, you don?t have to do some crazy like, ?Stay on until the very, very end, I?ll give you the thing, or bonus ?? or whatever? Do you do any of that stuff? 

David:	Yeah. In the beginning, you?ll say something like ? I?ve actually done this, and it?s surprisingly worked. I said, ?Look, I?m going to make an offer to you at the end. If you don?t want to hear the offer, that?s fine, I understand. But, I want you to also understand this, everything I talk about today is going to work in tandem or with what I?m going to be showing you at the very end. And trust me, you?re going to want what I?m going to show you at the very end, so I suggest you stay on.? That?s it. 

Jaime:	So, you?re not like skeezing them ? I shouldn?t say ?. Like, we are a society of people that have very short attention spans, so sometimes, we need a carrot in order to make sure we stick until the end. I totally understand that. But it?s really cool to see that you don?t have to do that to get people to stick on. 

David:	No. And the thing is, we?re being honest. Like, we want them to stay to the end. We want to show them what we?re going to reveal. But, it?s not a lying to them, it?s not being ? we?re not trying to push them into doing anything. It?s like, ?Look, we are going to make an offer. We only want people to stay that want that next thing. We?re going to give you some tactics that you?re going to be able to use today. But, I also want to show you the other nine tactics that I?m going to reveal that can help you take your business from six, to seven, or seven to eight figures. 

But, hey, if you just want six-figure tactics, stay on the webinar.? You know what I mean? So, we try to give them as much honesty upfront with, ?Yes, we?re going to make an offer. That?s why we?re doing a webinar. If this was a free training, we?d make it ten minutes long. So, I think now, with webinars and the amount of transparency that people are looking for, if you?re just upfront with people, and they know that a) this is not live, or b) that you?re going to make an offer, the ones who truly want to learn and listen to you are going to stay. And those are the ones that you want to be talking to in the first place. 

Jaime:	I love it. So, when we?re sending ? just to go back to the ad thing for a minute ? what are you looking at cold traffic ?? Because, I get people coming to me all the time going, ?Well, how much budget should I ?? How do I know it?s a good test? How much should my leads actually be? What if they don?t convert on the webinar?? So, can you talk about that? Because, I know if somebody?s tried it, especially if they?ve tried it with a Facebook agency that?s not necessarily up to speed, or cutting edge and stuff, it?s lacking. Let?s say that. 

	And so, if they?re going to jump in again, I want them to sort of know baseline metrics of what they should be either hoping for, or expecting, or what? Can you lay down that? d

David:	Sure. So, just a little disclaimer, every number I share is primarily a benchmark. It?s not going to work for every single industry. It?s just what I see for the majority of the industries that I run ads in. So, when it comes to things like a cost-per-lead, we find that the $4.00 to $6.00 range ? and we?re talking per registrant, not attendee ? per registrant, is between $4.00 and $6.00. 

Jaime:	And that?s cold. 

David:	In some spaces, we can get it for far less. We?re talking very broad audiences that can range all across the U.S. Maybe it?s not something that only a specific group of people would know about. If it?s very generalized, you can get it for much cheaper than that. And we?ve seen webinar registrants for $1.00 to $2.00 in spaces like fitness, for example, where lots of people want to get in shape. But, if it?s something like real estate investing, or how to run Facebook ads, or how to build a wealth-generating business; things of that nature, they could be much more than that. 

They could be in the 5 to 7 range. Typically, I see between 6 and 7, is the case. Now, with that being said, the core thing you have to understand is this, you?re probably going to need at least $1,500 to $2,000 for a webinar, to promote. You may not spend it all, but that?s what I suggest to people. So, the reason for that is because you might find a pocket of an audience that starts to connect with what you?re saying on the second or third day of your promotion. And when you?re doing that, you want to start scaling and ramping up. 

If you don?t have the budget to do that, let?s say you?ve already spent $600.00, if your budget is only $1,000, you?re not going to get that many additional registrants from that point forward. So, if you give yourself a five to seven-day window to promote your webinar, if it?s live, or if you?re just doing a test run, five to seven days is an adequate amount of time. And so, if it takes you three days to figure out the audience ? finally connecting with what you?re saying, you?re going to need that extra $500, $1,000, or $1,500 to promote to that one audience. 

Because, it may have only lead to 20 or 30 registrants in the beginning, and you want to get to 100 or 200. So, you need that additional budget once you find that core audience. If you?re doing an automated webinar, it?s a completely different process because, it?s ongoing. It?s the whole month, or the next two or three weeks that you can do some testing. And so, instead of just spending $1,500 to $2,000 immediately, you could spend $1,500 to $2,000 over the course of a month. 

But, I?m in a different way of doing advertising. I tell people, ?You want to get all the data that you want in as quickly as you can, and as efficiently as you can. Get the testing done in a week or two weeks if you need to.? If we?re six, seven-figure businesses, I?m sure we can spend $2,000 a week to figure out what?s working so that by the next month, we could spend $2,000 every three days to be making $5,000 a day. 

Jaime:	So, I guess that?s a question, too, then. If you have a launch model, do you do a bunch of the same webinars to a bunch of cold traffic as much as you possibly can so that way you can figure out what audience works? 

David:	That?s exactly it. So, if you?re doing a launch, let?s say it?s a month-long launch. I?ve done launches that are two weeks long, and we?ve done five webinars in two weeks. Right? But, let?s just say it?s a three or four-week launch. You?ve got a pre-launch, you?ve got the actual launch itself, then you?ve got post-launch, meaning like the closing down, and then, it?s last chance sort of thing. And that can go as long as three or four weeks. During that launch process, in the first week, you?re typically promoting to the people who know you the most. 

	Your warm traffic, your endorsed traffic. That, at least, let?s you know whether or not people want what it is you?re going to offer. You?re going to see whether or not your own audience actually thinks what you?re delivering is interesting. If that endorsed or warm traffic does not buy from you, you?re not even go to promote to cold traffic, at all because, your own people didn?t buy your course, or buy your software, or whatever it is. Now, let?s say it passes that test, and 20 percent of the people who know who you are already bought from you. That?s typically high in cold traffic numbers. 

	But, for warm traffic, 15, 20 percent buy rate of the amount of people who were on the webinar is actually considered normal. So, 100 people come on, 20 people buy, that?s pretty normal for a warm traffic webinar. 

Jaime:	Does that matter on what the price point of the piece is? Is it a $300 thing, or a $2,000 thing? Doesn?t really matter? 15, 20 percent? 

David:	No. I?ve seen it, I mean, even if it?s a $2,000 product, I?ve seen 20 percent of the people buy. It?s all because they know who you are, they?re familiar, they?re your biggest fan girls and fan boys. They just want whatever it is you?re going to talk about. And typically, the higher cost it becomes, the less percentage of a purchase you?re going to get. But, I?ve seen people promote $2,000 courses, $3,000 courses, and they still get 15 to 20 percent of the people to buy. 

Jaime:	Really? Because, I was chatting with someone before, and they were like, ?Well, $1,500 seems like the sweet spot right now? all over, across a bunch of industries. And so, I?m like, ?Oh, is the price point also going down on what you?re willing ??? But, of course, it could be the trust ? you know, like trust factor, of ?I?m willing to spend maybe $1,500 on someone I?ve never met before versus $3,000 when I?ve known you and I know you?re good for it.? Right? Not going to get screwed over it. 

David:	Just a quick little example. I don?t promote anything less than $1,000, and that?s from a course or consulting standpoint. All of my services are $2,000, sometimes $2,500, or above. So, when I?ve done a training webinar, and I?ve told people, ?If you want to work with me, it?s $2,500? there is no hesitation. And that?s from a warm or endorsed. Endorsed being like a JV situation. I?d say $2,500, no pay plan, all upfront, people don?t hesitate because they ? I?ve already created that no like and trust factor with a large portion of the audience that I typically advertise you, or that I usually give training. 

[Crosstalk] 

Jaime:	So, you sell your consultancy? So, the agency side through webinar, also. Because, I want to get into how you grew your agency, also. There are a lot of people that are solo [inaudible] [00:24:34] Facebook guys going, ?I want to make a lot more money, and get a lot more money, and get a lot more clients, but how do we do this in this day and age now?? 	

David:	Yeah, so when I?ve done webinars on my own, and I?ve promoted my agency ? I?ve done an agency and consulting hybrid. You can either have the work done for you, or I could do the work with you, as a consultant. But, none of that is less than $1,000. You can?t even talk to me and get consulting from me unless you?re paying at least $1,000. And I?ve established that for years. Every training webinar that I do for free for my friends and family, and whoever wants to promote to their audience, I always tell them, ?This is the free content, but if you want to work with me, or even if you just want to have a conversation with me, you need $1,000.? 

That?s it. Case and point. And I don?t make exceptions. I don?t give friends and family discounts, or bro deals, or whatever you want to call them. This is what it is. And because of that, every webinar I do ? and I would say the same exact pitch, you know, ?It?s this or this? people just accept it and go for it. They don?t question it, they don?t try to get something for cheaper. They just pay.

Jaime:	So, I have a question. So, you do a dual pitch. So, you?re like, ?You an either go this way, or this way.? So, you?re actually asking them to choose. 

David:	Yeah. And here?s the fun fact for all you agency people, if you do a consulting call with people, and you just break down the process, and you give them just pure gold for an hour, typically, what ends up happening is they want to upgrade to a [inaudible]. 

Jaime:	They?re like, ?I don't want to do all this. This is a lot. Okay, go.? 

David:	So, having that hybrid or that dual pitch ends up becoming almost like your lead gen, or your own sales funnels. Like, you?re getting the leads that want to work with you. They?re getting on a consult, or they just straight up want to work with you immediately. Of course, you have to onboard and really just listen to their problems and what solutions they want to create and see whether or not they?re ideal for you. But, let?s say someone jumps on a consulting call with you. 

All I need is an hour. I?ll blow them away with amazing stuff for an hour. And I would say about nine out of ten, end up saying, ?Can I just have you do it for me?? So, automatically, we go from a $1,000 consulting call to a $2,500 ? sometimes even $5,000 a month package. All because I just solved all their problems in one hour. And they don?t want to do it. They don?t want to build it.

Jaime:	Yeah, ?Forget about the money. Here, take it. You?ve proven your value enough, so therefore ?? So, you?re the sales guy, then, too. How big is your team, and what pieces are you playing in that? Because, you have the talent, and the sales guy, and you seem like you?re doing a lot of it, too. 

David:	So, I have a team of seven. All ad managers. I don't really include like my virtual assistants and things like that because, they only work for me here and there. The seven core people on my team work for me every single day. And they?re ad managers. They understand data; they?ve learned my entire process. They basically had to learn my process before I called them an ad manager. So, we have this three-month process of ?You have to learn everything that I know, I have it all on course format. You have to run some campaigns for me that I assigned to you, and show me that you?re going through my process.? 

But, basically, these seven people, all domestic, all in the U.S. have run ads for me at least either in the last six months or to as long as the last two years. I only started hiring people about two and a half to three years ago. 

[Crosstalk]. 

Jaime:	What made you decide to hire people? Because, that?s the other thing, too, it?s like, when you?re the solo guy, and you?re deciding to add to your team, it?s sometimes a little like, ?Cashflow, yay! Supporting other humans. Awesome!? And people get scared at that piece. So, tell ? now you have seven, right? So, you?ve grown a lot in two years, which is awesome. But, how did you make that first higher step, and how ? what advice do you have, I should say, for people that are getting there that want seven, long-term? 

David:	So, for a large portion of my agency career, so to speak, I was just doing everything solo. Because, like you said, the cashflow, maybe it?s because you?ve only gotten to as high as seven or ten clients and you?re like, ?This is it. I?m good. I could just coast.? For a time during that transition of going from solo to hiring a team, or building a team, I was very complacent and stagnant with my client generation. I was hovering between ten and 15 clients, which is still a lot to handle by yourself. 

And in managing those people, I was just scared to hire two, three, or four people because I thought to myself, ?Man, I can?t really generate another ten or 15 clients to not only support them, but to continue to grow my own cashflow, and do other things in the business.? So, I was having to go through a lot of personal and emotional hurdles before I started to hire people. Once I made that decision, and I said, ?You know what? My cashflow is going to go down, but it?s okay, because, I?m already taken care of. As long as my personal expenses are taking care of, everything is fine. 

Because, I?m going to eventually grow.? And I started hiring just one person at a time. My first hire was about three years ago. It took me another six months before I added a second person. Only because I had to make sure that this person was willing to train the next person that comes in, and I wouldn?t have to do everything myself. So, every time I made a new hire, it wasn?t me training that person, it was someone on the team training the next person. 

Jaime:	So, was it easy to find the extra ten or 15 clients? That?s the other piece. It?s like, ?Oh, six months, I hired another one? well, then, that?s another 10 or 15. But, you still had to train them. So, this is the thing I see with people in general. They?re like, ?Oh, finally made my first hire. Yay, go do your thing!? and you?re like, ?Yeah, there?s training.? There?s a lot ? actually less time at the beginning that you have, and that sucks for people. So, tell me about that transition to actually getting those extra ten or 15 clients within the first six months with your person. 

David:	So, during that time, I would say it?s more like three years ago is when we had this massive breakthrough year. It was when we went from having ? at the time, 20 clients was our benchmark. I was like, ?We just want to get to 20, and we want to stay there for a while.? Lo and behold, we blew through that, we got to about 35 clients that year. But, what I was looking to do was bring on at least three to four people on my team. When we got to 20, we only had two. 

What I found out in going through this hiring process was that every person I bring on to my team, depending on the size of the account, can at least manage anywhere from seven to ten accounts on their own, unless the account is spending $100,000 a month, or more. If that?s the case, they could probably only manage between three to five accounts. And this is just from my own experience. I was looking at my whole career running ads on Facebook and Instagram, and saying, ?When did I find myself more stressful? Oh, it was when the accounts were spending six figures a month.? 

Those are the accounts that you can?t manage, seven to ten because, you?re making changes all day long. It?s all day. And so, because of that, three to five accounts is max. And even if you build rules, and different types of systems, you?re still in there all day long. So, three to five accounts, max. Which, if that?s the case, let?s just say five accounts per person, at the current capacity we?re at now, that would be 35 accounts total, plus me, let?s just say 40. Which, we have far more than that because, our accounts vary all over the place. 

	And so, during that breakthrough, what I did was I assigned my hires to seven to ten accounts a piece, we were at 20, so I assigned seven, and seven, and I kept six myself. In the beginning. And I would just go personally to events, as many events as I could. Three years ago, I went to two events per month every single month, the whole year. 

Jaime:	That?s a lot. 

David:	I made that decision. My girlfriend at the time, she was like, ?No, I don't know if it?s a good idea.? I?m like, trust me, this is going to be worth it. 

Jaime:	Did you have data knowing that where you got most of your clients was from events, and that?s why leveling off that was the best? Okay. 

David:	Yeah. So, I realized that every mastermind I went to, every local event I went to, every conversation I had over the phone led to something. Whether it was them working with me, or it was them making an intro to someone else that they knew that needed something that I had to offer. And so, I?m a very good people person. I love being on the phone, and talking, and being in person, and having fun with others. Communication is key for me. And so, I really like to learn about people first before I start to talk about anything business related. 

But, I realized that every time I went to a mastermind, or I went to an event like Traffic and Conversion Summit, or the ClickFunnels Funnel Hacking Event, or anything like that, every event I went to, I came home with two or three client. On autopilot. It was as if like just me being me led to two or three clients every time. So, if I go to two events a month, I?m adding four to six clients every month. Sounds like a good idea. So, I started going to a bunch of events. Some were local, some were ? I had to fly across the country, or I had to maybe drive five hours to get to it. It didn?t matter to me. It?s all business expense anyway. Might as well make it happen. 

	So, every time I went to an event, I would grow my network, you know, 50 to 100 people at a time and I would sign two to three clients. Like clockwork. It was on automatic. And I still do this to this day. And just like that, within about six months, we grew, I think it was something like 15 or 20 clients within a short time span. I had to add three more people to my team. And then, that?s when I started to develop systems for hiring. I started to develop like a library of content that everyone had to go through before they can even manage accounts on their own. 

	I had developed a CRM. I had to get a CRM in place to manage all of our people, and manage the people that I?m meeting at events, and ?. 

Jaime:	Give me all the tech because, I?m a systems ? I love this stuff. And nobody really talks about what?s the best working ?. So, for agency-wise, what tech are you using, and what systems were really all the difference for you? 

David:	Right. So, these are the tech that I?m using just to manage people. So, we use Asona, to manage all of our projects. It manages everything from our prospects to our existing clients, and everything that we?re doing for them. With the prospect side of things in Asona, what we?re really just putting in there is that we?ve had a conversation with somebody, and what they want to do in terms of a project. Now, the CRM itself that we?re using, right now, we?re using Insightly. Insightly integrates with Gmail. 

It integrates through Gmail for business, so we can keep track of every conversation we?ve had with someone. And we can tag it to where we could say, ?This is an important lead. This is someone who?s closing. This is someone in like Phase 1 of prospecting, basically.? Like, we just had a conversation with them, hasn?t really led to anything yet. So, we could tag every conversation with like what part of the phases of sales are we in right now: Are we closing them? Are we just having conversations? So on, and so forth. 

	Also, within Insightly, you have, like I said, sales pipeline management, you?ve got the CRM side with the contacts, and you can also create flows. Like, if you wanted to create a different sales flow for different services, you could. So, you could showcase like mind maps of different flows for different things and assign people to it. Which, is incredibly important for me. So, it?s like, ?Everyone who?s closing Facebook-related services, this is your flow. You should be able to close them within three calls.? 

	If you?re talking about a hybrid package of Facebook, Instagram, and YouTube, you have this flow. It?s going to take you about five calls before you can really close them because you have to explain each different platform. So, we?re able to create that and assign people to it. 

Jaime:	I like it. 

David:	And then, we also use Boomerang for Gmail. 

Jaime:	My favorite. Everybody, go get Boomerang, right now, go ahead. 

David:	We setup everything in advance. I?m starting a podcast, as well, so we actually templated out all of our different podcast introductions and things of that nature, and we just set it up in Boomerang so we can schedule out everything for that individual guest, or whatever it may be. If we?re making a prospecting introduction, or maybe we?re just referring someone out to a buddy of ours that does great work, we actually just schedule it out in Boomerang, and it goes out a couple of hours later. 

We typically send out most of our emails either really early in the morning, or mid-day in the afternoon because, we see that that?s when a lot of our colleagues tend to answer. We send something late morning, early afternoon, it goes unnoticed until the next day. So, we just started to schedule things out at certain times a day to send out emails. And then, lastly, one of the interesting softwares that I?ve been using is, I think it?s called Yesware. Yesware. I use Yesware because I want to make sure people are actually opening my emails. 

And it?s really interesting to send it to someone that you meet at an event because, everything is attached with Yesware. And if they don?t answer or open any of the emails, we?ll send out an email that we scheduled out through Boomerang, that says, ?Hey, we noticed you didn?t open the email? and yes, I know whether or not you opened the email. 

Jaime:	I know it?s creepy.

David:	We put that in the subject. 

Jaime:	Yes, I know. Creepy. You?re like, ?Oh, man.? 

David:	People are like, ?What?? They get really confused, but at the same time, they think it?s hilarious. Because, we just tell them straight up, ?We know you opened the email or not.? And so, we just use that for tracking. We want to make sure that people are actually opening the emails. Insightly is actually coming out with their own feature for that. So, I might not even need Yesware anymore. 

Jaime:	I was going to say, do you integrate them? Because, that?s the other piece. Then, you have separate software, and that?s a pain in the butt. And either you have to use [inaudible] [00:37:21], or you have to figure out ways so that way you have all your data. Because, otherwise, you?re pulling it from everywhere, for different prospects, which is a pain. So, do you integrate right now? 

David:	Exactly. Right now ? I mean, they all integrate. That?s the reason why I love them all. At one point, I was testing out different CRMs, other than Insightly, and they didn?t quite integrate well with Gmail for business. So, I just decided to abandon those platforms and find something that works with Boomerang, with Insightly, with Yesware. And the funny thing is that Boomerang actually says, ?We integrate with Insightly.? It?s in their features page. So, I was like, ?Perfect. Let?s just integrate. Done.? And then, because everything goes to Gmail.

Jaime:	That?s the thing that?s a pain in the butt for an owner to do because, like, I know for Hellosign ? we use Hellosign because, it integrates with absolutely everything way better. But, people that aren?t super geeky are like ? or never built websites, are not like, ?Oh, I?m looking for integrations? they?re like, ?I want something that?s good enough that I will use. Please.? And so, having somebody that actually has made sure that this works together is extremely important. 

David:	It is. It is because, one of the things that I do ? I mean, every morning when I open up Chrome, or Firefox, we use two browsers for Facebook. We have to always check things to make sure it works in the browsers. Is that, when we open our last session when we?re on Chrome, we have the same tabs open every day. Right? We?ve got the Facebook ad manager that?s open, we have Yesware, we have Insightly, we have Gmail. Like, it?s the same stuff every day. And if we want to go and browse other things, we open up a completely different browser to go view. But we open the same tabs all the time. 

	So, I want to make sure that those tabs that are open are all integrated. I want to make sure that Asona is open because, any time I put a task in there, I want to make sure that someone is moving that specific information from Asona, also in Insightly to make sure that it?s all relevant, and that we know information around the sale versus what project they want to get done. So, there are all sorts of different things that we make sure they integrate across the board. Asona doesn?t integrate with the platform. It?s just a project managing system. 

	We like to keep it separate anyway because; it?s made specifically for to-do list type features, not to be managing your contacts, at all. But, of course, me being me, I figured out a way to make it to where a project is all client-related, a project is like, ?I?m building out a course? so you could build a to-do list based on your course. So, I figured out ways to turn it almost into like a standard to-do list. Or, like Trello, a lot of people use Trello. I?ve created a way to use Asona in a similar fashion as Trello. 

Jaime:	That?s really good, too. 

David:	If you?re more of like a card person. 

Jaime:	I?m such a card person, that I don?t like Trello because it?s not as robust. And Asona was annoying to me. We use Asona, also. But, it integrates so much better with everything else. So, what?s great is that you can ? you could even run it as a CRM, but I don?t run it, that?s why I liked your CRM reference. But, you can port everything. But, a lot of people I work with and a lot of people I chat with about this don?t even know that that stuff exists yet, let alone do it themselves. And you?ll save so much time, people. 

David:	Oh, yeah. 

Jaime:	The fact that you don?t have an ad ? like, you only have VAs that they don?t even work every day is pretty impressive to have seven ad managers on your team. So, you must be pretty well systemized, I?m assuming. 

David:	Yeah. We?re ? obviously, there?s always room for improvement. So, now, we started to create documents for every little thing. We?re reframing a lot of what we do to be more of like a traditional agency. Because, we find that, if let?s say Facebook disappeared tomorrow, we would have at least 95 percent of the framework we need to move to the next platform. Because, we?re using the exact same methodologies, we?re using the same processes to follow along with a project. All that stuff is still the same, except, now the platform is different 

Jaime:	Smart man. A lot of people, they?re like, ?Oh, what happens when Facebook goes away?? You?re like, ?I?m screwed.? No. But, it?s just a platform. There are lots of platforms. There?s going to be somebody making money on some form of platform many years to come. So, we just have to make sure that we?re keeping everything, like you said, in a specific method, so you can actually do it. 

Because, I think that?s going to be the biggest issue for people is if something happens to Facebook, or whatever it is that?s the main thing, if you can?t pour it extremely quickly, and be like, ?Oh, all that money you were giving me for Facebook, we?re just going to move it over here.? Then, otherwise, you?d have no business.

David:	Exactly. And not to mention, my ad managers, I taught them to be self-sufficient. So, if they need to create something that?s not already been created ? like, in the last couple of weeks; we?ve had one ad manager realize there were certain holes in our documentation for creating an ad campaign. She just filled them all in. She just did it on her own. She just filled it in, put it in a different color text, she said, ?Hey, this is what I added to the documentation to show you why I feel it?s worth adding to it, and where we can improve things.? She just did it. And I approved it all. I?m like, ?This looks great.? And it saved me a bunch of time. 

	And so, I allow my ad managers to take command, or build their own leadership within the company. I don't have to just be over their shoulder all the time. And I did that on purpose because, I realized that allowing them to be the leader, or allowing them to be the captain of their own ship has also allowed them to open up creatively when it comes to running the ad campaigns. And so, because they don?t assume I?m over their shoulder, micro-managing, which I?m not, I?m letting them do their thing, they create some campaigns that I?ve never seen before. 

They create setups that I would?ve never thought of putting together. They?re starting to develop this own free thinking when it comes to building out campaigns. Which, is great. You follow my system to make sure you get a result. But, if you do something that ends up getting a better result than what I?ve typically created, we?re going to put a note in our system to do something like that every once in a while. And so, I allow them to create things on their own, and come up with a ? <p data-wpview-marker="%5Baudio%20skip%5D">.</p>. 

The reason why we don?t have Vas working all the time is because we?re not having a prospect every day. We?re not having to send out emails all the time. I?ve built a client base that only wants to communicate with me through two platforms: Slack, and Skype. And those conversations, every day, at the end of the day, one VA goes in there, and takes notes of every conversation I?ve had, and puts them in Asona and Insightly. So, that way, we never have to reference them again. And that?s all her job is to do, is just go in there, copy/paste, ?This was said on this day? and that?s it. 

	And so, for me, it?s we?ve built out a way of communication to where we can remember everything that someone has talked about with us anywhere from 24 hours ago to months ago, six months ago. And I don't have to be scrolling through, finding a reference point. I don't have to be doing everything myself because someone has already made those footnotes for me. 

Jaime:	Aren?t you scared that people are going to ? this is the question I also get all the time. Aren?t you scared that if you empower your team, especially in the ad manager side, they know that they could make a lot more on their own. 

David:	It?s already happened. It?s already happened to me. 

Jaime:	You seem pretty chill about it. See, people, listen to him. It might happen. Just so you know, it?s nothing out of the world. 

David:	It?s already happened. I?m really chill about it because, I?ve gotten over the fact that it?s the inevitable. It happens. Now, my experiences may be unique because, the people who have left my company and started their own agency were all men. I?m just going to leave that fact really quick. 

Jaime:	Interesting. 

David:	All men. And if you notice, every person I?ve said as part of my team, I?ve said it?s a woman. Every time. I haven?t said, ?He ?? I haven?t said ?He.? I said, ?She has done X.? 

Jaime:	Do you only have females working for you? 

David:	I have seven women working for me. 

Jaime:	Go you. I?m allowed to say that. No. 

David:	It?s not that I don?t trust guys. I?m actually trying to bring on another guy into my company because I need to change it up a bit to where we can try out something different. I find that with ad management, women have a certain way of delivering a campaign, and men just get very aggressive with campaigns. And some campaigns I have, I need to get aggressive. So, it?s having to just try out different ways of creating that masculine energy for certain things. Like, for some campaigns, we want ads now. Like, let?s move now. Sometimes, my team doesn?t tend to do that. 

	But, when I had guys on my team, if I said, ?I need something done right now,? they would just do it. It would be automatic. So, I started figuring that out just on my own experiences. But, my whole team, right now, is women. And what I had realized in working with these women that I brought onto my team, over time, is that they want loyalty, they want consistency, and they want to have freedom to do whatever it is that they want. That?s just from my own team. And a lot of these women have families already, so they want to work a finite amount of time, and they?re very efficient. Very efficient. 

	?I have six hours. I?m going to do this from, let?s just say, 10:00 to 4:00, and at 4:00 I?m going to report to you with X, Y, and Z, and everything is going to be done for the day.? Sounds fantastic. 

Jaime:	Where did you find them, by the way? Like, hiremymom.com or something like that? Where did you end up hiring them? Because, I know we have to start wrapping up, but everybody?s going like, ?I want those people on my team.? 

David:	So, forums. I would build up a profile on like a work-from-home forum, and I would say that I?m looking for ? I would say I?m looking for anyone, but what I?d find that with a certain verbiage I would use in my job post, it would attract mostly women. You know, ?We?re looking for people who want to build consistency because they have a family life that they want to maintain, and they want to work maybe six hours at most, per day.? That, automatically is going to attract mostly work-from-home moms because, they have to fill a certain schedule. 

	Cool, work-from-home moms are great because, they have a specific amount of time. And because of that, they?re going to understand things much quicker. And they?ll take the extra time they need to study, or in the campaign side of things, they?re going to just analyze things from a technical standpoint on their free time. It might be 11:00 at night for them, it could be 5:00 in the morning. It doesn?t matter. The point is, is that they?re going to always take that time to learn when they have that moment. And when they are working on the clock, they?re super quick, and very efficient. And so, I found that hiring moms has actually worked really, really well for me. 

Jaime:	If you want something done, right? You?re like, ?If you want something done, ask someone?s that?s busy.? 

David:	Exactly. And then, when I hire my assistants, they have typically been not work-from-home moms, they?re people who were ? you know, I?ve had digital nomads work for me, I?ve had ? from the assistant side of things, just people who are in need of like different chunks of time. So, they might do things in two-hour blocks, but they?ll do three different two-hour blocks. So, they?ll do two hours in the morning, two hours in the afternoon, and two hours at night. 

Which, is great for me because, then, I could say, ?In the first two hours in the morning, send out those emails. Two hours in the afternoon, make sure all the projects in the project management system are getting checked off after all the remarks are added.? And in the evening, make sure you copy/paste some messages from Skype and Slack into Asona. So, I like having that different chunk system because, it?s throughout the day. It?s like having someone full-time, except it?s only during morning, afternoon, and evening. 

	So, I have found that with assistants, I don't care what time zone you?re in, I don't care what you do, I just need you for a couple of hours a day. And as long as you could fulfill these things, we?re all good. And so, once again, women seem to fulfill that job really quickly because, they?re like, ?I have this time period, I want to knock this out right now,? and they do it. So, I?m like, ?All right, I guess I?ll just keep hiring women, then.? And so, when it comes to hiring in general, people are going to steal. It?s going to happen. So, what you do, you put NDAs, and you put non-competes in place in your business. 

	I had to learn this the hard way. You put NDAs to where the people within your business cannot communicate with your clients for, let?s just say, 12 months. If you want to do it three years, you can do it as long as you want. Make sure that there are clauses in your employee contract that state they cannot get in contact with any of your clients, existing or past. And also, make sure that they do not steal any of your information. ?If any of this information is found in your possession outside of this corporation, you will be fined for ?? 

Jaime:	That makes sense. 

David:	Whatever that legalese says. I had a lawyer draft this up for me. But, here?s the other fun thing, if you want to try this out. I actually just did this with someone who left recently. One of the women in my organization left and opened her own agency. We worked out an agreement, ?If you leave my company within your first year of employment, and you decide to open your own agency, you will give me 25 percent of your profits.?  

Jaime:	Or don?t do it, so exactly ? 

David:	Or don?t do it. But, she wanted to open her own thing because, she built up this rapport as a great ad manager. Not with my own clients, but just like, she built up this rapport of being a really top-notch woman in the space. And she opened her own thing. And I said, ?How about this. If you decide to leave within that first year, we?ll work out an agreement. Where, I?m sort of like your JV, I?m your advocate, and you?ll give me 25 percent.? And so, what I?m actually building is now a referral base. 

	Because, what people are finding out is that they?re actually coming to me first to make sure that she?s a good advertiser. I have people ask me if it?s okay to hire her. I?m like, ?Of course, it?s okay.? And now, what they don?t realize is that as soon as they say yes to her, she?s sending over 25 percent, every month for that. 

Jaime:	Well, and it?s different avatars, potentially, also, right? So, we might have somebody who?s just sort of getting started and that sort of thing on that side, and you work with the bigger guys, so she might be able to pass bigger guys to you, anyway, right? 

David:	Exactly. She?s actually been taking on most of the lower-end clients that I usually would say no to. She?s been taking on those people, and it?s been like an extra ? it?s like a little JV, a little affiliate promotion going on in the background. And that?s fine. But, like I said, I didn?t get concerned about the whole stealing, or taking my information and repurposing because, it will happen. It inevitably will happen. And as long as you don?t fear it and just keep going and progressing, you just do your thing, and don?t worry about it. 

If someone wants to compete with me who was in my organization, good luck. Just, good luck because, I have ten years in this game, and a great reputation. So, I don?t worry about it. 

Jaime:	I love that. So, I know we have to start wrapping up. What is one action ? because, we went over a lot. What is one action listeners can take this week to help move them forward towards their goal of a million? 

David:	This may seem like common sense. But, get out of the house, or the office, and go to events. Period. They don?t have to be industry events. They could be events that are outside of what you do. But, if you?re an agency like me, where I do advertising, or if you want to do marketing for people, go to events where your typical client, or the person you want to be doing work for is at that event, and network with those people. It?s that simple. And yet, for some reason, people don?t do it. And so, take the time to go to events. 

I go to Traffic and Conversion every year because, there are 2,000 people with all sorts of businesses, and all I have to do is meet one person who might introduce me to 50. So, I?m just making an effort to introduce myself to others and say, ?What can I do to support you and your business?? That?s the exact question I ask. ?What can I do to support you and your business?? And they tell me, ?You know, I?m having problems with my ad campaigns? or ?I can?t find the right hires? or whatever it may be. 

	And I might have that one thing to say to them, that one gold nugget that shoots them to the moon. They?re, ?Oh, my God, you?re amazing? and next thing you know, they?re introducing people to me who can become clients. And so, take the time to go to an event, at least once a quarter, whether it?s within the same state, or somewhere throughout the country. And it doesn?t have to be in your industry. It could be just something where ? it might be advertising-related, it could be real estate-related. It doesn?t matter. 

Just go to it and introduce yourself to people. Because, you never know who they know that might introduce you to your next big client. 

Jaime:	I get asked all the time, ?Who should I use for this?? I?m always looking for really amazing people. And I test ? before I do a referral, and all that fun stuff. But, man, you?re helping these people out, by the way. If you?re good, you?re helping the people out. So, thank you so much for coming on the show today. Where can we find more about you, your business, where to hire you, to find you, all that fun stuff? 

David:	Sure. You can just go to my website, convertroi.com. On that site, you?ll see what it is that I do for clients, and how you can contact me if you want to have a direct line of communication with me, go to Facebook. Just go to Facebook.com/schlossy. That is my direct profile. It goes straight to my inbox. I read everything. So, if you ant to message me there, and you just want to communicate on possibly working together, or anything else along those lines, just hit me up, I?ll communicate with you, and we?ll make something happen. 

Jaime:	Go, you. You don?t have ? I have 5,000 friends, I have to delete people in order to do it again. But, ah, anyway. Go, you, for telling your personal information. Everybody, if you loved this ? you shared so much amazingness. Go connect with him either way. Seems like an amazing resource. Thanks so much for coming on the show today, David. I really appreciate it. 

David:	Thank you, so much.

Tags: building a team, Business Owner, David Schloss, entrepreneur podcast, eventual millionaire, facebook ads best practices, fb ads costs, hiring people, jaime masters, millionaire entrepreneurs, podcast, start-ups / startups, startup entrepreneur, top entrepreneurs, webinar best practices

Categories: All, Featured Millionaire Interview, Marketing Budgets, Millionaire Interviews, Paid Ads, Pay Per Click, Webinars

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