10 Years Of Marketing Advice That You Won’t Regret

Summary

Jeremy Haynes, a seasoned agency owner, shares key marketing insights from 'Breakthrough Advertising' and 'The Ultimate Selling Machine' to boost client revenue. He emphasizes targeting 'in-market' customers for higher conversion rates and cost-effective ad spends. Haynes details his journey from a digital marketer to a successful agency owner, highlighting the power of rev shares and result-driven outcomes. His educational programs, 'Master Internet Marketing' and his 'Inner Circle', aim to elevate marketers' skills and business strategies for substantial growth.

Takeaways

• 😀 Jeremy Haynes is an agency owner with 10 years of experience, focusing on a specific model with fewer than 15 clients per month and aiming for a minimum of $100K monthly revenue per client.
• 📈 The agency's ad spend ranges from $1 million to $2 million a month, emphasizing profitability and a high-value approach to client relationships.
• 📚 Jeremy recommends 'Breakthrough Advertising' by Eugene Schwartz and 'The Ultimate Selling Machine' by Chad Holmes as key resources for effective marketing strategies.
• 🎯 The importance of identifying the specific target audience is highlighted, with a focus on 'in-market' customers who are ready to buy and are the most cost-effective to reach.
• 🔑 The concept of 'Stadium Selling' is introduced, illustrating the different segments of potential customers and their varying degrees of readiness to purchase.
• 💰 The cost of customer acquisition increases the further away from the 'stage' (or target market) you go, making it crucial to focus on the most engaged and ready-to-buy audience.
• 📉 Jeremy shares his personal journey, transitioning from a stressful, high-overhead business model to a more profitable, streamlined approach with revenue shares.
• 🌐 He emphasizes the power of targeted messaging and how it can differ significantly between in-market customers who already have an agency versus those who want to start one.
• 🚀 Jeremy's success with high-ticket sales and his ability to scale his agency through specific, tailored messaging to different customer segments is highlighted.
• 🔄 The script discusses the inevitability of expanding marketing efforts to reach new customer segments when the in-market segment becomes saturated.
• 📈 The potential for high revenue with less effort is underscored by focusing on in-market customers and creating specific strategies for engaging this audience effectively.

Q & A

What is Jeremy Haynes' professional background?

Jeremy Haynes is an agency owner with 10 years of experience, specializing in a model where he works with a small number of clients, focusing on revenue share deals and aiming for a monthly agency income of at least $100K.

What is the typical monthly ad spend for Jeremy Haynes' agency?

The agency typically spends between $1 million to $2 million a month on ad spend for their clients.

How does Jeremy Haynes define 'in-market' customers in the context of his business?

In-market customers are those who actively identify the problem that the company's solution can offer and are ready to put money towards it. They are actively looking for a company to solve their problem and are the highest probability to convert.

What is the concept of 'Stadium Selling' as mentioned in the video?

'Stadium Selling' is a concept from Chad Holmes' book 'The Ultimate Selling Machine', where different demographics of potential customers are visualized as being at different distances from the stage, with those furthest away being the least likely to convert.

What are the benefits of targeting in-market customers according to the video?

Targeting in-market customers is more cost-effective and has a higher conversion rate compared to targeting customers who are not in the market or are less likely to convert.

How did Jeremy Haynes' agency transition from a traditional model to a revenue share model?

Jeremy Haynes' agency transitioned by focusing on revenue share deals, charging at least $10,000 a month and aiming for a 10% net revenue share. This led to a reduction in staff, elimination of offices, and a shift to a work-from-home model, resulting in less stress and higher income.

What is the importance of messaging in marketing according to Jeremy Haynes?

Messaging is crucial as it can make or break whether you successfully reach and sell to your target demographics. It's not always about targeting but how you communicate with your audience.

What is the significance of the book 'Breakthrough Advertising' by Eugene Schwartz?

'Breakthrough Advertising' is significant as it is one of the best books to read in marketing and advertising, providing key lessons that have helped Jeremy Haynes' clients generate additional revenue.

How does Jeremy Haynes describe the process of scaling a marketing agency?

Jeremy Haynes describes scaling a marketing agency as focusing on sales, revenue-driven outcomes, and efficient use of time. He emphasizes the importance of targeting in-market customers and tailoring messaging to resonate with them.

What are the different stages of customer readiness as outlined in the video?

The stages include: not in the market at all, might admit having a problem but with low priority, not in the market but acknowledging a problem, probable customers (on the fence), and in-market customers who are actively looking for a solution.

How does Jeremy Haynes approach educating his clients about marketing?

Jeremy Haynes provides education through various programs like 'Master Internet Marketing' and his inner circle program, which includes live classes, homework libraries, and certifications, focusing on both mindset and practical skills in digital marketing.

Outlines

00:00

🚀 Agency Growth and Marketing Strategies

Jeremy Haynes introduces himself as an agency owner with 10 years of experience, specializing in a high-value, low-quantity client model. He discusses his agency's focus on revenue share deals, aiming for a minimum monthly income of $100K, and the importance of targeting the right demographics for advertising. The video will cover key marketing lessons from 'Breakthrough Advertising' by Eugene Schwartz and 'The Ultimate Selling Machine' by Chad Holmes, emphasizing the concept of 'Stadium Selling' to identify and focus on the most profitable customer segments.

05:01

🎯 Targeting In-Market Customers for Maximum ROI

The paragraph delves into the concept of 'Stadium Selling', breaking down the audience into different segments based on their readiness to buy. It explains the cost and conversion probability associated with each segment, highlighting the importance of focusing on 'in-market' customers who are actively seeking solutions and ready to purchase. Jeremy emphasizes that targeting these customers is more cost-effective and leads to higher conversion rates, which is crucial for the success of advertising campaigns.

10:01

📈 Personal Stories and the Power of Messaging

Jeremy shares personal anecdotes from his own business journey, including the transformation of his agency model from a traditional service-based approach to a revenue-sharing model. He discusses the impact of messaging on different customer segments, using his experience in the education and e-commerce sectors to illustrate how tailored messages can resonate with 'in-market' customers who are ready to invest in solutions. The narrative showcases the significance of understanding and addressing the specific needs and desires of the target audience.

15:02

💼 The Dynamics of Selling to Established Agencies vs. New Entrants

This paragraph contrasts the selling strategies for two different segments: existing marketing agency owners looking to scale and those who want to start a new agency. Jeremy explains the nuances of messaging for each group, emphasizing the importance of emotionally resonating with the pain points of existing agency owners while providing aspirational narratives for those looking to enter the industry. He illustrates the concept with examples from his own agency program, highlighting the differences in value propositions and messaging strategies.

20:03

🛍️ The Art of High-Ticket Sales and Market Dynamics

Jeremy discusses the high-ticket sales industry, focusing on the large demographic of salespeople looking to increase their commissions by selling high-value products remotely. He recounts his experience in targeting this 'in-market' demographic with a specific program called 'High Ticket Closer', explaining how he was able to scale ad spend up to $900,000 per month before hitting a ceiling. The paragraph also touches on the importance of having industry leaders like Russell Brunson who invest in creating new 'in-market' customers, thus expanding the potential customer base for businesses.

25:05

🌟 Advanced Marketing Education and Community Building

The final paragraph introduces Jeremy's advanced marketing education program, 'Master Internet Marketing', and his 'Inner Circle' program for high-level entrepreneurs. He outlines the structure and benefits of these programs, emphasizing the community aspect and the opportunity for one-on-one mentoring. Jeremy invites viewers to join these programs to further their marketing skills and build a network with like-minded professionals, positioning them for greater success in their businesses.

Keywords

💡Agency Owner

An 'Agency Owner' is an individual who operates and manages an agency, often providing services to clients. In the video, Jeremy Haynes identifies himself as an agency owner with 10 years of experience, emphasizing his expertise in the field. The role of an agency owner is central to the video's theme, as it sets the context for discussing marketing strategies and revenue generation.

💡Ad Spend

Ad Spend refers to the amount of money spent on advertising. The script mentions a significant ad spend of 'a million to $2 million a month' between the agency's clients, indicating the scale of operations and investment in marketing. This term is crucial as it ties directly to the video's focus on the financial aspects of marketing campaigns.

💡Rev Shares

Rev Shares, short for revenue sharing, is a business model where the agency and client share profits from a venture. The script highlights that the agency's goal is to 'get paid at least 100K a month' through such arrangements. This concept is key to understanding the video's discussion on profitable business deals and client relationships.

💡Education Company

An 'Education Company' is a business that provides educational services or products. Jeremy Haynes mentions running an education company since 2017, which is part of his broader business portfolio. This keyword is relevant as it showcases the diversity of the speaker's business interests and his experience in different sectors.

💡E-Commerce Stores

E-Commerce Stores refer to online retail businesses. The script mentions that Jeremy also runs 'a few e-commerce stores on the side,' which, although not the main focus, contribute to his overall business acumen and the video's exploration of various revenue streams.

💡Marketing Lesson

A 'Marketing Lesson' is a principle or strategy used in marketing to improve business outcomes. The video promises to discuss a 'very key lesson' from the book 'Breakthrough Advertising,' which has significantly benefited the clients. This keyword encapsulates the educational aspect of the video content.

💡In-Market Customers

In-Market Customers are individuals who are actively looking to purchase a product or service. The script emphasizes targeting 'In-Market customers' as they are 'the highest probability to convert.' This concept is central to the video's message on effective marketing strategies and customer targeting.

💡Probable Customers

Probable Customers are those who are likely, but not certain, to make a purchase. The video distinguishes between 'In-Market' and 'Probable' customers, noting that while the latter are a good target, the former is more cost-effective. Understanding this distinction is important for the video's theme of optimizing marketing spend.

💡Stadium Selling

Stadium Selling is a metaphor used to describe addressing different segments of an audience, as if from a stage in a stadium. The script uses this concept to illustrate the varying levels of customer engagement, from those not in the market to those actively seeking a solution. This metaphor is instrumental in visualizing the different customer demographics.

💡High Ticket Sales

High Ticket Sales refers to the sale of high-value items or services. The script discusses a program aimed at teaching salespeople to sell high-ticket items, which is relevant to the video's theme of revenue generation and business growth. This term is used to highlight a specific niche within the sales industry.

💡Mastermind

A 'Mastermind' is a collaborative group where members share knowledge and experience to achieve common goals. The script mentions 'masterminds' as part of an inner circle program, indicating a high-level, exclusive form of learning and networking. This keyword is relevant as it represents an advanced level of engagement with the speaker's offerings.

Highlights

Jeremy Haynes, an agency owner with 10 years of experience, discusses strategies for generating revenue through targeted advertising.

Haynes' agency focuses on a small client base, aiming for a $100K monthly revenue with a profitable ad spend of $1M to $2M.

The importance of identifying the specific target audience for marketing campaigns is emphasized, drawing from 'Breakthrough Advertising' by Eugene Schwartz.

Chad Holmes' 'The Ultimate Selling Machine' introduces the concept of 'Stadium Selling' to tailor messaging to different audience demographics.

Haynes explains the different segments of the market, from those not in the market to the 'in-market' customers who are ready to buy.

The cost-effectiveness of targeting 'in-market' customers is highlighted, as they are more likely to convert and require less ad spend.

Haynes shares his personal journey from running an education company to e-commerce, emphasizing the value of adapting to different market segments.

The significance of messaging in marketing is underscored, with examples of how to appeal to 'in-market' customers versus those less likely to convert.

Haynes provides a case study of his own agency's transformation, from a stressful, large-scale operation to a profitable, streamlined model with revenue shares.

The concept of 'probable customers' is introduced, explaining their position on the fence and the strategy to convert them effectively.

Haynes illustrates the difference in messaging required for different customer segments, using his own digital marketing agency as an example.

The importance of understanding the customer's pain points and tailoring the sales pitch to resonate emotionally is discussed.

Haynes shares success stories from his agency program, demonstrating the impact of targeted marketing on individuals and businesses worldwide.

The video emphasizes the need for specificity in marketing, creating tailored ads, funnels, and sales strategies for 'in-market' customers.

Haynes discusses the challenges of scaling marketing efforts and the inevitable need to expand beyond the 'in-market' customer base as the business grows.

The transcript concludes with a plug for Haynes' own digital marketing programs, offering a comprehensive learning experience for aspiring marketers.

Transcripts

all right welcome to the video my name

is Jeremy Haynes for those who don't

know I've been an agency owner now for

the last 10 years ongoing we spend about

a million to $2 million a month on ad

spend between our clients we don't have

a lot of clients I run a very specific

model where I work with a very few

quantity of people we work with

typically less than 15 on a

month-over-month basis and we typically

do rev shares in any deal that we do our

goal as an agency is to get paid at

least 100K a month when we are in any

kind of deal so we spend a million to $2

million a month on ad spend between less

than 15 people a month we do so

profitably of course otherwise we

wouldn't be able to spend that money uh

I run an education company since 2017

and I have a few e-commerce stores that

I also run on the side as well although

to be fair the e-com stores don't get

the amount of attention for me that they

deserve in today's video Lesson I'm

going to talk to you about a very key

lesson it's a marketing lesson today

that has made my clients a tremendous

amount of additional Revenue that they

otherwise would never see and it comes

from a book called breakthrough

advertising there's also some lessons in

here I'll pepper in from another book

it's called the ultimate selling Machine

by Chad Holmes um to be clear

breakthrough advertising by Eugene

Schwarz one of the best books you can

read but lowkey one of the most

expensive books that you'll ever buy in

marketing and in advertising one of the

first things that we look at when we

come in and we work on a client's

business is who specifically they are

talking to Okay in this book The

Ultimate selling Machine by Chad Holmes

he articulates it as Stadium selling so

he likes to say that you are up here on

the stage and you are talking to

everybody in the uh the audience here

and he likes to articulate that there's

different demographics of people that

are out there that you can talk to and

he likes to say that you can tailor your

messaging towards these different

demographics but first I just want to

make you aware of what these different

demographics are to be clear the

farthest one out in this 33 percentile

are people who just aren't in the Market

at all okay they're not buyers they

don't think they have the problem that

you're talking about solving there

aren't people who would ever even

consider pulling out their money they

would take a significant amount of

convincing that both they need what

you've got that your company your

business your client is selling and or

they would also need convincing that

they even have the problem to begin with

that your actual product or service

solves in the first place the second 33

percentile these are people who might

admit that they have a problem that your

company could potentially solve but they

still require a significant amount of

convincing that they actually are going

to solve that said problem in terms of

priorities it's it's a very low priority

on this person's list that you know they

want to go out of their way to actually

attempt to once again solve whatever it

is that your company's product or

service can do for this individual they

don't really care about it as much they

got other things they're going to put

their money towards that just make more

sense for them in the here and now okay

now these next two demographics these

are quantities of people that do make a

significant difference okay these types

of people the audience and sizes can

typically vary and I'm going to give you

a different visual for this as well so

you guys can understand it a little

better but what I want you to understand

before I even break these next two

demographics down is something very

simple okay the farther away from the

stage that you get the more money that

it costs in ad spend to be able to reach

these people in the first place okay it

just costs more money to convince

somebody who's not in Market that they

actually need to purchase your product

and that they need to go out of the way

to justify the cost for your specific

product or service okay to be clear this

next percentile is pretty simple it's a

little less than 33% % it's about 30ish

per of people these people are not

necessarily in Market but on a

month-over-month basis they definitely

admit and acknowledge okay I'm

struggling with whatever the problem is

or I want the result that your company

can provide but same thing it's not

necessarily at the peak of their

priority list it's down the ladder a

little bit so it's still you know

something that could be purchased there

has a much higher probability than these

other two demographics however there's

still not the most cost-effective

demographic that you could go towards

okay because there's a hotter

demographic than that that you can

Target and usually it's not huge okay

this demographic is what we consider in

Market in Market customers are typically

the highest probability to convert these

are people who actively identify it I've

got the problem that your company's

solution can offer and solve for me I

need the result that your company's

offering I want the result that your

company's offering I'm ready to put

money towards it these are people who

are literally like money in hand trying

to actively find a company they're

probably researching already they're

searching things on Google they're

searching things on YouTube they're

searching things in chat GPT like

they're actively looking up they're

clicking on ads when they get served to

them and and once again these people are

are literally like ready to give money

to somebody within this week you know

this month and this specific demographic

of people once again these are what we

consider in Market buyers okay now in

Market buyers believe it or not as

obvious as it sounds that you should be

targeting this specific demographic you

would be quite surprised at how often it

is ignored and neglected and how often

companies are usually going towards the

demographics that are higher up on the

list here so remember the further out

you go from the stage the more expensive

it is in terms of AD spend and the lower

the probability it is that people people

are actually going to convert okay so

you have to understand once again inm

Market customers have the highest

probability to take out money and to be

able to say yes I'm in market for what

you've got literally right now okay

another visual of this and this is this

is more so visually demonstrated inside

of the Breakthrough advertising process

and I like this visual a little better

um to be clear when you look at it this

way your company has a much higher

probability to make more money spending

Less on ads okay spending less as a

company overall to be clear in market

then we have what's called probable

customer customers okay probable

customers once again a little more

costly they're technically on the fence

too they're probable to convert but once

again it just makes more sense to Target

in Market customers and then from there

same logic as the stage we have these

two outer circles which are just people

who have a lower and lower probability

to convert okay so moral the story we

want to go after these two Center

demographics those are the main

demographics that we want to actively

Target and that we want to get in front

of now how do we actually get in front

of these individuals is the question now

it's not necessarily always a targeting

question that makes or breaks whether

you're actually going to get in front of

these demog graphics and sell to them

successfully generally it's a messaging

difference okay so I'll give you a great

example I have in my education company

an offer on how to start and scale

marketing agencies now notice I I use

both there okay how to start and how to

scale in the logic of the circles okay

in Market would be people who already

run a marketing agency the already

running and already have a marketing

agency demographic they are already in

the game okay these people already have

problems that technically have a higher

Revenue driven outcome to solve in

comparison to the people who want to

start an agency so the want to start an

agency crowd you know yeah there's a lot

of people that might want to start one

you know there's a lot of people that

see the amount of money that we make

there's a lot of people that just you

know see the lifestyle that we get to

live and how we get to go about working

that want to get involved in the game

however you know they likely have less

money in most instances they also to be

very fair just likely need a little more

convincing cuz they're in a different

situation they might be working a job

they might be in a different kind of

business model completely I've had all

different kinds of people that want to

start an agency from business owners

that recognize they can sell agency

services to other people that they're

already selling to to once again people

working a 95 job that want to start up

the business okay now these people they

are not harder to sell they're just more

expensive to convert okay think about

that that's what I want you to

understand the people who already have

an agency in my case I can talk to them

and I can say listen if you're around

$50,000 a month or you're stuck at

$100,000 a month and you're struggling

to get to s1,000 a month let me teach

you how to do rev shares let me talk to

you about how back in 2017 I had 27

staff offices two in Beverly Hills one

in Miami I was flying back and forth

between both coasts every week I dozens

and dozens of clients we were working

with a bunch of different niches and

types of demographics in terms of

clients we were charging you know couple

thousand dollars all the way up to tens

of thousands of dollars per deal there's

no consistency in the types of services

we would sell we would sell to anybody

and anything and to be fair we were

doing about you know 200ish k a month in

in profit and you know I was stressing I

mean I had I had an unbelievable load on

my plate on a day-to-day basis I would

going to sleep like 3:00 to 4:00 in the

morning 2:00 a.m. if I was lucky I wake

up the next day at like 8:00 a.m. and

I'd have to do it all over again my

daily problems compounded at an

excessive rate okay I can never get

ahead of my Todo list I constantly had

[ __ ] just piling up day after day after

day I never I never ever ever felt like

I could get ahead in that kind of model

and on top of that I don't feel like I

was making as much money as I should I

was going towards a model where you know

I thought I might want to sell one day

and I was like Loosely taking that path

um come to find out there was a

completely different and better way to

do it I started doing rev shares okay so

every deal I did when I made this dra

ftic decision I started charging at

least $10,000 a month today we charge

15K a month and we did a 10% net rev

share my goal on every deal that we

would do was to to net a client a

million doar a month so I could get paid

and my agency could get paid $100,000 a

month off that deal I wanted to make a

million dollar a month and I wanted to

do it with 10 clients okay so I wanted

10 clients pay me 100 can a month so I

can make a million dollars a month I was

only going to sell them result Revenue

driven outcomes I wasn't going to sell

them any kind of service that was time

and effort intensive cuz I found clients

didn't give a [ __ ] about that at all now

in that specific story okay I ended up

firing 23 of my 27 staff I got rid of my

three offices should have work from home

model came back to Miami full-time and I

D I live a tremendously better life now

I make way more money I have way less

overhead I have successfully tapped that

Revenue goal a few instances I'm not

consistently there but I do infinitely

better than what I did and and I have

far less stress I have way better

quality of life I quite literally feel

like when I articulate this to people

who are agency owners already in the

game struggling like how I was back in

the day that I added years onto my life

again okay and I was on Pace to die

sooner than I should have from the

amount of stress I was incurring running

it the way that I previously did and the

worst part I wasn't really conscious of

the way that I was doing it back in the

day you know there was there was not a

lot of intention behind the model now

once again I make more money today less

stress much better quality of life I

literally have seven staff today give or

take the time of year eight and dude

expenses are lower quality of life is

better I'm shooting right now on my

second house by the way okay I have two

houses in Miami the main house that you

always see me at that I throw my

masterminds for my inner circle at and I

also live at to be clip and this is just

my second home in a more walkable area

now to be clear that specific story okay

when it comes to talking to an in-market

demographic of customers that right

there talks specifically to the you

already have a marketing agency crowd

okay the people who do not have a

marketing agency that are inside of

Circle Number Two well they wouldn't

necessarily relate to that that much

they they don't emotionally feel the

pain and burden like an existing agency

owner would who's stuck at like you know

a couple hundred k a month or or even

worse less than that and has a bunch of

staff and is just doing a bunch of time

and effort intensive stuff sitting at

their computer all day working their ass

off none of their work gets acknowledged

and at the end of the day the client

it's the same way as all our clients

always are they just give a [ __ ] about

the result uh you could work an hour for

them and they'd still pay you just as

much if not more than all the work that

you do right now just being completely

disregarded and when you don't get a

result for that client they still don't

care about all the time and effort you

put into the deal you wake up with that

daily compounded problem list that that

to-do list that just never ends and it

just Grows by the day you emotionally

relate to that when you're when you're

an existing agency owner okay when

you're already in the game like you

fully feel what I'm talking about okay

okay you can feel it in your chest you

might be in that situation you might be

close to that situation you might be on

path for that exact situation to occur

okay versus once again you see me

further along and you already know okay

as an existing agency owner once again

there's a lot of value in learning from

somebody like me for how to make that

drastic of a transition and end up

getting paid several hundred thousand to

tens of thousands of dollars per deal

per month okay you know there's a lot of

value in that now to be clear the once

again I want to start agency owner well

that that's a completely different story

right I have to in my in my messaging

right in my ads and my vsls and my

retargeting ads and my emails like in

every single piece of messaging in my

organic content I'd have to talk

differently right there's different

stories like as an example back when I

worked at a job I had uh I was a

full-time digital marketer okay I worked

for a well-known sales trainer who's now

A Real Estate Mogul down here in Miami

Florida and I love my job you know there

was nothing wrong with it I enjoyed it

thoroughly no complaints I love the

people that I worked with I loved my

boss he was a mentor to me absolutely

incredible position however I got my

income capped at 10K a month right so I

was only able to make 120k a year now to

be fair this was 11 years ago almost 12

years ago now so I don't know the

difference in inflationary numbers for

what 120,000 was back then versus what

it is today off hand but you know it

wasn't as bad as what it would be today

if you only made 120k it was still

pretty good and at the time to be fair I

was hired when I was 19 years old I got

recruited when I was 19 so at 1920 and

21 I was getting paid 120k a year all

right a little less when I first started

you know maxing out obviously towards

the end of that story there now to be

clear I just wanted to make more money I

had all these skills that I got

validated in this digital marketing job

and I kind of recognized there was an

opportunity there I could go sell these

digital marketing skills to businesses

willing to hire me and I could work with

multiple people at a time it wasn't a

time and effort intensive thing like a

lot of people working a job think things

are it was just a revenue driven thing I

could go work for a bunch of people help

them make more money do so in an

efficient way that would max out my time

and to be clear that in turn would help

make me more money right I was just

trying to exceed 10K a month okay I

didn't even really have an income goal

when I first quit my job I just wanted

to start and I wanted to make a little

bit more money than I was so to be clear

I then quit my job I ended up my first

client never pay me 4K a month I took a

60% pay cut okay in order to quit my job

reclaim 100% of my time in a day I'll

never forget that day I Woke up had I

just felt like I had a blank slate I

felt like I could do anything I wanted

to in that day and you know what I chose

to do for the next 45 days straight and

I'm talking literally all day every day

not a single thing else this is all I

did was sales okay I just focus on sales

sales sales eventually within that 45

days I got to $50,000 a month which was

sweet charging anywhere from like 1,800

a month to 4K a month to like 8 Grand a

month I think was the most I charged

this time I eventually started charging

12K a month a couple months into the

deal but my point Remains the Same okay

I went super hard on sales okay and I I

did a incredible job at getting deals at

making the business model work right

away at just you know showing myself I

could do it and it put me in an

incredible position where I did exactly

what I set out to do I made more money

and obviously that still worked out

quite well for me because I still do it

today I still run the marketing agency

it's my favorite model it makes me the

most money out of anything that I do by

far it takes also the least time out of

anything that I've done by far and

there's and there's a bunch of different

ways you could do it okay now I could

also sit here to that specific

demographic of the want to start an

agency crowd and I could handle some

objections in that same story I could

talk to him about the fact that I got a

student in Morocco as an example he was

making like several thousand do a year

okay barely anything he wanted to make

more money he went into my agency

program he ended up closing a deal that

paid him

$40,000 okay this changed this dude's

life fast forward to today this kid's

charging upwards of tens of thousands of

dollars a month cuz he does the Rev

share model that I taught and it changed

that dude's life I got dudes in India

running agencies I've obviously got a

ton of students in all the major

countries throughout the world uh you

know United States European countries

Canada South American countries theyve

even got a few people throughout Asia U

I'm not sure offand how many people I've

got in Russia and uh you know different

countries in I I know I've got Australia

simply put I mean at one point this was

like a year into running my agency

program I had students in upwards of 100

plus countries on Earth okay and to be

clear they were successful they were

making money okay and they still are if

they're still running that model now

it's important to note that talk that

messaging right the way that I'm

communicating there that would really

resonate very well with the I'm already

an agency under demographic it's a

different story it's not as it's not as

appealing to that specific demographic

it's much more appealing to the

demographic customer and client that

wants to start okay you see the

differences there so using my own offers

as an example to you I want you to

understand something quite simple when I

talk to that customer that is in the

middle there this I am already in the

game and I just want to make more money

crowd okay this is an easier sell in

addition to that they're Pro they're

more probable to get more more result

faster okay if it's the same thing on

the agency side like let me give you

another example so you guys can see how

this works on the agency offer okay if I

have a client who already runs ads

versus the next Outer Circle would be

wants to advertise same exact logic like

I am more probable to make more money

and get more of a result for that

customer and client sooner when I talk

to the demographic of customer that is

already running ads I'll give you a

perfect example I just had a client they

just signed up with us they were doing

about 2 to 300K a month off of paid

advertising they've been stuck there for

months this brand gets tens of millions

of organic Impressions on a

month-to-month basis okay on on an

organic side of things they make more

than a million a month already on a paid

advertising side of things they barely

scraping 2 to 300K a month that's sad

okay they've been stuck there for a long

time that customer okay when they were

referred to me it was one of the easiest

closes ever it was so simple it was hey

I got an ad strategy that replicates the

organic sales process via paid ads it

would crush for you here's three

examples of of people that were in

essentially the same situation that you

were right now that are probable to make

some serious money much more than they

already are and and look at how much

more they already did make based on

implementing this you could do the same

thing we can make you a lot more money a

lot sooner okay easy close one of the

easiest yeses you could possibly get

they could switch their uh funnel

strategy as an example give or take the

situation when they're already running

ads boom get more of a result okay

simply put that customer is far easier

to close in comparison you know I had I

had a client recently completely

different talk okay completely different

messaging completely different set of

hooks completely different everything

that converts to this type of customer

okay that wanted to advertise okay they

get all their customers via warm

referrals they raise capital for a

project that they have they do rvm boat

storage okay they never advertised

before this completely different I have

to explain how advertising works I have

to just explain and articulate to them

like the expectations of how different

it's going to be to sell to warm inbound

leads versus paid advertising leads okay

I have to break down to them and give

them examples for things like sales

assets to things that they need to

develop in create to follow up with the

potential leads that they're going to

get that are going to turn into buyers I

have to articulate to them the

expectations of like how much longer the

sales process is likely to be you know

it's just completely different game now

these people they're still a client of

ours we generated immediate result for

them when it came to the inbound

qualified leads who are accredited

investors wanted to put in at least 75k

up to 900k uh so much so that I had to

actually call the client and ask if they

wanted to pull back spend a little bit

cuz I figured it might be overwhelming

for them in comparison to what they were

used to a handful of leads a month

versus hundreds in the first month okay

now my point being just different talk

different messaging different okay the

person who's I got to convince him to

run ads versus the person who's already

running ads it's just it's just

different communication it's it's

different how I need to speak to them in

order to get them to convert so what I

want you to understand is you are more

probable okay and this is this is the

simplest part of the lesson you are more

probable to make more money sooner with

less money spent targeting inm Market

customers than you are all these

subsequent circles that follow okay and

that's that's really as simple as this

lesson is when I come into a business

one of the first things I do is I just

look and I ask the simple question who

are we talking to right now and you

would be amazed of how convoluted the

messaging is in 99% of instances when we

come into a business and are getting

started with them a majority of

businesses they combine these two types

of messaging like as an example once

again when I say hey I got an agency

program where I can teach you how to

start and scale your marketing agency

well I'm technically on my landing pages

an example talking to two different

demographics right if you just go to the

organic version of high ticket

agency.com or you go to my my how to

start and scale just a digital marketing

set of skills right you want to learn

and master digital marketing go to

master internet marketing.com that

website also talks to people who are

just getting started with digital

marketing skills all the way up to like

you're already spending a couple Mill

and you want to master some additional

lessons that program is amazing for both

in both instances okay but to be fair

it's like the organic versions of those

pages I can't necessarily tailor to just

one Circle or the other or one set of

the stadium versus the other I kind of

got to blend V and then what happens is

you'll carry that same type of just

convoluted you're talking to everybody

type messaging into your paid ads you'll

do the same stuff in your advertising

where and you'll have a specific set of

ads you'll have a specific landing page

that just once again you just mix both

that should not be how it's done one of

the very first things we do in a

business when we come in and want to

make them more money is we immediately

identify okay who is our in Market

customer who is the person who's right

now ready to buy in Market what are we

talking to them about what are we saying

what do we need to break down for this

individual how are we going to tap them

okay we'll make ads specific to them

we'll write ad copies specific to them

we'll create vsls and landing pages and

funnels specific to them we'll create

marketing automation with our follow-up

messaging we'll tell the salespeople

with a specific way to identify that

type of lead hey this person's this type

of customer and vice versa for that

second layer of circle sometimes you

don't even have to Target the second

layer sometimes there are so many people

in one demographic that you don't even

got to go out to the other layer okay so

let me give you an example of that we

had a client think Dan lock now Dan lock

we made a lot of money with Dan lock

okay Dan lock he helped introduce the

high ticket sales okay High ticket sales

in that entire Niche it wasn't as big as

it is today prior to Dan lock I don't

want to make it sound like Dan lock was

responsible for creating High ticket

sales I mean he sure as hell with the

amount of Impressions that we got on a

month-over-month basis and with what

internally at Facebook they confirmed

with us for the quantity of people that

saw our content with our content ad

strategies that we ran I assure you we

were heavily responsible for that now to

be clear High ticket sales as an

industry and as a niche okay think of it

like this there's already a ton of sales

people on planet Earth they already got

a sales job okay and they want to make

more commission per deal and they want

to make less overall sales per month

that's why some people get attracted to

car sales as an example right they could

technically sell 20 cars in a month and

they can make more money than what they

would if they were selling cell phones

in a mall kiosk see what I'm saying High

ticket sales is a natural Ascension for

any type of salesperson to Aspire to if

they want to stay in the sales industry

now to be clear I recognized that I said

all right we're going to go after people

who are already in sales that simply put

want to make more commission and in

addition to that they want to do it from

home they want to be a remote High

ticket sales closer let's tap into that

well the sales industry has as a whole I

mean this specific demographic right

here there's 300 million plus

salespeople on planet Earth as a as one

of the largest Industries on Earth that

you could go after and Target sales okay

now to be clear because of that large

number there is also a tremendously

large quantity of people that on a

percentage basis exist in that inner

circle so to believe it or not I was

able to get up to like $900,000 a month

in ad spend on this one type of

messaging just targeting in Market

you're ready to become a high ticket

closer okay that was the name of the

program as well High ticket closer HTC

now I remember it was it was like a hard

ceiling that we hit where eventually you

know after we got up to about $900,000 a

month we just we just couldn't get past

this ceiling I mean there was just no

more of those in-market customers to

Target we just kind of ran out now

thankfully the way sales works and that

industry works there's more people by

the day that get added to that in-market

demographic okay there's more people

because somebody out there is taking

responsibility for creating in Market

customers it's a naturalist sension that

happens every day some Industries and

some businesses out there they

unfortunately don't have somebody else

out there that's responsible for

creating customers for them I'll give

you a great example just a side note

Russell Brunson Russell Brunson helps

create personal brand as somebody who's

sold as an agency two personal brands

for the last 10 plus years helping them

scale up their businesses I'm a huge

Russell Brunson Advocate because that

man he spends a ton of money on the

secondary Circle okay Russell Brunson is

spending money on these outer circles

and he's he's bringing people into them

which in turn moves and shifts

constantly more people to the in-market

demograph that's amazing okay once again

huge Russell Brunson Advocate

specifically for that reason because

that man takes responsibility for

creating customers in a niche in an

industry that I participate in you

should be very thankful that there is

somebody out there that's the big dog

that's gotten so big cuz that's what

happens when you hit the ceiling to be

clear when you hit this specific issue

in a business where you hit the ceiling

the plateau and ran out of in-market

customers well what are you forced to do

it's pretty simple you're forced to go

one layer out and then what happens when

eventually you plateau inside of that

Niche and you no longer have the ability

to Target that demographic of people and

you got to go up again well up and out

baby you got to go to the next layer

beyond that so you don't get in business

typically depending on the demographic

you're selling to the ability to just

constantly sell to people within that

specific in-market customer range unless

it is a big big Niche like how Dan

Lock's Niche was with salespeople

typically and at a certain point you are

going to have to expand to that second

layer and then if you're lucky and you

get big enough you get to go beyond that

to the further outer layers of the

circles or further into the stadium and

then like I said it's very important to

note there's not much beyond that cuz

that customer demographic pass that

point that other third they don't

convert very well at all they're not

they're not going to be people that are

ready to buy so here's my point right

remember you get to spend as little as

possible and make as much as possible

targeting in Market customers you have

to spend a little more and make a little

less when you step one layer beyond that

you have to spend even more and make

even less but hopefully you're still Roi

positive when you are targeting that

further third layer of customer type now

once again just keep it simple this is a

money lesson for you in marketing always

go after the in-market customer type

create specific ads create specific

marketing automation follow-up processes

have your salese know the differences

and customer types and who they're

talking to identify them in the CRM have

specific ads funnels body copy head

lines make things specific to in Market

customers you will immediately see a

difference in money okay now a little

Shameless plug for you you like lessons

like this I have an entire program it's

a 7we live class it's called Master

internet marketing 3 to 5 hours per

class homework libraries with dozens of

videos in between worksheets homework

certifications it's built to help you

retain as much information on digital

marketing as possible within a 7we

duration at time truly one of the best

programs that exists if you want to

skill up your digital marketing skill

set master internet marketing .c once

again Master internet marketing.com down

in the description you can also get week

one at no cost to you you can check it

out yourself week one it's more mindset

as a digital marketer week two through

week seven is where I get into the real

juice but I give you a taste of how it

how it is how I am as an educator so you

can see if you like it or not you still

get a lot of value going through week

one to be fair but the real juice is in

week 2 to week 7 uh another Shameless

plug if you want higher level lessons

you're an in-market customer for me that

is already well beyond the day-to-day

person who wants to get started you have

real problems that we can solve that are

going to make a lot of money when you

solve them I'd consider you joining to

my inner circle program four times a

year we do masterminds at my main house

here in Miami to be clear we do weekly

group calls on Saturdays at 11:00 a.m.

EST we have a group chat average person

in there at the lowest makes 50k a month

we have people doing millions of dollars

in there half the group does 100K a

month to be clear and they're all

striving to do several 100K to

eventually a mill a month it's a great

group of people rich people trying to

get richer we do twice a month

one-on-one calls that's what you join

into if you want my one-on-one mentoring

and uh yeah always excited to help you

make more money hope this video helps

talk soon