Your Video Is a Commodity. Here's How to Change That.
There are thousands of talented creatives in the world. People who can shoot beautiful video, design slick logos, and build functional websites. They are skilled, they are passionate, and many of them are struggling.
They struggle to charge what they are worth. They fight for projects against a sea of competitors who look just like them. They deliver excellent work, only to find themselves back at square one, hunting for the next client who can’t quite tell the difference between good and great.
The problem is simple. They are selling the wrong thing.
In a live whiteboard session, The Futur’s Chris Do confronts this reality head-on. The core mistake creatives make, he explains, is focusing on their craft. “Stop selling what you make,” Do declares. “What you make is a byproduct of your thinking and your creativity. Stop selling what you make.”
This is not a minor tweak in vocabulary. It is a fundamental shift in positioning, strategy, and self-perception. It is the difference between being a hired set of hands and a vital strategic partner. The difference between a $20,000 video and a $1 million engagement.
The No Man's Land of Good Enough
Most clients cannot distinguish between an okay video and a great one. They can spot a truly terrible one, what Do humorously calls “a crap video.” They can also recognize an Academy Award-winning masterpiece. But the vast space in between, where most professional work resides, is a blur.
“In this space, it's very hard to tell the difference,” Do explains. “And so we're stuck here.”
When you sell on the merits of the deliverable, you are competing in this “no man’s land.” Your sales pitch revolves around your editing style, your gear, your drone footage, and your cool-looking portfolio. You are selling features. To the client, this is a conversation about aesthetics, and aesthetics are subjective and difficult to price.
The result is a race to the bottom. If the client cannot perceive a significant difference in quality, they will default to the most tangible metric they have: price. You become a vendor, a line item on a spreadsheet, interchangeable with any other vendor who can produce something that looks “good enough.”
The path out of this trap is to change the conversation entirely.
Stop doing that. Instead, sell something else. Sell the impact you create.
This is not about making a video. This is about what the video *does*. Does it generate leads? Does it increase sales? Does it attract top-tier talent? Does it change perception in the marketplace? These are business problems, not creative ones. And business problems have quantifiable value.
Do’s promise is direct: “The more your client’s business you grow, the more you grow.” Your success is no longer tied to the quality of your deliverable but to the quality of your client’s results. It’s a principle he dives into deeply across his teachings, including how to stop being trapped by clients and build a business you truly love.
From Order-Taker to Diagnostician
To illustrate the shift from a feature-based sale to an impact-based one, Do orchestrates a live role-play. The scenario: a construction company owner, “Drigo,” calls a video creator, “Mo,” asking for a video.
Mo’s initial approach is familiar to many creatives. He starts asking questions, trying to understand the client’s needs. “Why you even need a video?” he asks. The client, Drigo, explains he wants to “keep building that momentum” and showcase his company's cool projects with drone footage.
The conversation quickly gets tangled. Drigo mentions wanting more leads for his website, then pivots to just wanting to “show off” his work. When pressed for specifics, he waivers. He’s not sure what success looks like. He just wants a “cool looking video.”
Mo follows the client’s lead, chasing him from one idea to another. The conversation meanders, touching on leads, then projects, then back to just capturing footage. The creator is letting the client dictate the a direction, even when the direction is a dead end. Do points out the flaw in this approach: “You tend to just move with them versus like, hey… come back over here and let's have a conversation here. You need to keep him grounded.”
This is the classic dynamic between an order-taker and a client. The client has self-diagnosed their problem and prescribed a solution: a cool video. The order-taker’s job is simply to fulfill that order as efficiently as possible, landing on a budget that feels right but is ultimately arbitrary.
In the role-play, the client throws out a budget of $15,000 to $20,000. Mo agrees. “We could definitely do that for fifteen to twenty thousand,” he says. A sale is made, but it is a small, tactical one. The creator remains a vendor, and the potential for transformational impact is lost.
A Masterclass in Redirection
Do then steps in to replay the scene, demonstrating a radically different approach. He doesn’t follow the client; he leads him.
When Drigo says he wants to “keep up the momentum,” Do immediately challenges the premise. “I don't believe you mean keep up the momentum,” he counters. “I think you mean to change the direction. Because if you don't do anything, you have momentum right now.”
This single reframe changes everything. Do draws a graph. One line shows the client’s current growth trajectory. Another, steeper line shows the potential growth *with* a successful video intervention. The space between these two lines is the “delta,” the tangible value being created. The conversation is no longer about maintaining something; it’s about accelerating it.
He isn’t selling a video. He’s selling 2x or 3x growth.
Next, Do begins a diagnostic process. He wants to understand the business, not the video. His questions are precise and strategic, moving from broad goals to the specific mechanics of the client’s sales process.
- The Business Model: “Who's your future customer?” Do asks. It’s not just a construction company; they are a custom design-build firm for modern homes.
- The Price Point: “What's the average price of home that you sell?” The answer: five million dollars. This is a critical piece of data.
- The Target Audience: “Who's your future customer?” Multi-millionaires in the Miami area.
He is building a clear picture of the business landscape. When the client suggests finding these multi-millionaires on Google and Instagram, Do gently pushes back. “I'm not sure,” he says. “People that have this kind of money, they're not going to just sit there and blindly search. They're going to ask for referrals.” This act of educating the client builds immense trust and credibility. It repositions the creator as an expert, not just in video production, but in the client’s own market. He's not just a creative; he is a business strategist.
Finding the Real Problem
Do continues to dig, searching for what he calls “the real problem.” A client’s desire for a video is often a symptom, not the disease. The real problem lies in the moments that trigger a customer’s need.
This is what sales professionals call a **compelling event**. It’s a change in the customer’s life that forces them to seek a solution. Do brainstorms these events with the client:
- A growing family, or a shrinking one after a divorce.
- A job change, promotion, or move to a new city.
- A sudden windfall of money from an inheritance or stock sale.
Understanding these triggers is the key to effective marketing. You don't market a $5 million home to everyone. You market it to people who have just experienced a compelling event that makes such a purchase necessary or desirable. This is the kind of insight that moves a conversation from tactics to strategy. Proven strategies to attract ideal clients often start with identifying these exact trigger points.
By mapping out the entire customer journey, from the compelling event to referrals from agents to eventual contact, Do can pinpoint exactly where a video could have the most leverage. He discovers the prospect for a $5 million home isn’t likely to fill out a website form. They expect white-glove service. The call to action shouldn’t be “visit our website.” It should be “call this number.”
“You're basing every piece of the conversation on the information you're getting beforehand,” Mo observes from the sidelines, astounded. “If I was the client right now, I'd want to buy from you just because of all the clarification you've made.”
The Million-Dollar Reframe
With a deep understanding of the business problem, the customer journey, and the potential value at stake, Do moves in for what he calls “the kill.” But it doesn’t feel like an attack. It feels like a logical conclusion.
He starts with the client’s profit. “How much are you gonna clear when you sell a five-million-dollar home?”
Let’s say the profit is 50%, or $2.5 million per home.
“And in this next year, how many homes you expect to build?”
The goal is at least 10 homes.
The math is undeniable. Ten projects at $2.5 million profit each equals $25 million in profit for the year. This is the prize.
Do then anchors the marketing investment to this figure. “Now how much money do you want to spend towards this initiative?” he asks. He suggests 10% of the potential profit. Ten percent of $25 million is $2.5 million.
The client is stunned. His initial budget was $20,000. Now he’s looking at a number more than 100 times larger. But in the context of a $25 million upside, it makes perfect sense.
“Now that you put it out like this, Chris, it looks like more money than I originally thought,” the client admits. “But now that the numbers laid out in front of me, it's kind of a no-brainer as a business owner to invest a million dollars and to get out 25.”
The conversation has been completely reframed. It is no longer about the cost of a video. It is about the ROI of a strategic growth initiative. Do has moved the discussion from a cost center to a profit center. This is the heart of value-based pricing: the price is a function of the client's value, not your effort.
The $1 million isn't for a single video. It's for a comprehensive plan. “I'm gonna come up with the whole plan for you,” Do clarifies. “It's not about a video. I want you to get those results.” The initial phase is a paid strategy engagement, perhaps for $100,000, to conduct market research and develop a detailed game plan. The execution comes later.
Your Job is Not to Do The Work
For many creatives, this is where the fear sets in. “I can’t execute a million-dollar plan!” But this reveals another fundamental misunderstanding of the role.
Your job is not to do all the work. Your job is to solve the problem.
“I'm not the best at everything,” Do admits. “I'm good at one thing probably, and then I'm okay at a lot of things. And so I'd rather just hire all these people.”
With a healthy enough budget, you can assemble a dream team. You hire the best real estate drone specialist in Miami. You hire a writer who crafts scripts for luxury brands. You hire the best composers, editors, and colorists money can buy. Your value is not in your technical skill with a camera, but in your strategic ability to diagnose a problem, architect a solution, and assemble the talent to execute it.
You become the producer, the conductor, the general contractor. You absorb the client’s risk and manage the project to a successful outcome, taking a healthy margin for your strategic oversight. You can scale your business without being limited by your own two hands.
The Strategist's Playbook: A.I.D.C.A
The entire diagnostic process can be structured around a classic marketing framework: A.I.D.C.A. It’s a model that maps the customer journey from total stranger to loyal advocate.
- Awareness: How does a potential customer first learn that you exist? This is the top of the funnel. Is it through search, social media, a magazine, or a referral?
- Interest: What grabs their attention and makes them want to learn more? A short, dynamic video clip or a compelling image can pique interest.
- Desire: How do you transform passive interest into an active want? This is where you connect your solution to their deepest needs, showing them a vision of their future, improved by your service.
- Conversion (or Action): What is the specific next step you want them to take? Is it to call a number, download a brochure, or schedule a consultation? The call to action must be clear and frictionless.
- Advocacy: After they become a customer, how do you deliver such an incredible experience that they become a walking advertisement for your brand, generating referrals and testimonials?
A video is not a strategy. A video is a tool that can be deployed at any stage of this funnel. An awareness video for social media is very different from a desire-building video used in a sales presentation, or an advocacy video featuring a happy customer. When you sell “a video,” you are skipping the most important work: figuring out which problem the video needs to solve and where in this journey it will have the most impact. This level of strategic thinking is why so many personal branding efforts fail; they focus on content without a clear funnel, a topic Do explores in “98% of Personal Branding Experts are Wrong!”
Your job is to be the architect of this entire system for your client.
Stop talking about 4K cameras and editing styles. Start talking about customer acquisition cost, lifetime customer value, and profit margins.
Stop showing your portfolio. Start telling stories of business transformation.
Your expertise is not your craft. Your expertise is your thinking. The deliverable is just the proof.
TRANSCRIPT
what is up everyone welcome back to another potentially live session where we don't have crazy audio delay i'm hoping this is going to be smooth as moe's backside it's going to be that smooth ladies and gentlemen today we're going to be talking about how to grow your video business maybe you have a
photography business you could probably swap these two words out for the sake of this video and and to kick it off uh mo and driego are here in the office mo give us some context as to what the heck we're talking about today yeah so i feel like i'm being seen as just
a business that can chop up good video um we're being booked because of our editing style kind of the quality of the videos that we edit and just making it all hands off for the client that all said i'm starting to feel like that's not enough of an x factor to scale the
business or grow the business and i want personally now that i'm in this period of growth to make what i create related to some sort of like tangible outcome or measurable result something like that and i'm having struggles like just figuring out how to connect the dots there did you want to say
something you got the mic like you're ready to go i'm always ready to go okay carson's already dropping money on us already do you need a real and what should be in it and if so carson and everybody else just hang out for two seconds while i try to help give us some
structure the conversation some context as to what we're talking about and then i'll be able to answer all of your individual questions of course feel free to make it rain whenever you want i'm not going to complain if you want to drop money in my face okay okay fantastic ricky just telling me
hold on uh hold on from the back office he's sick ricky says that he's going to keep track of all the the super chat questions so we will get to them so welcome everybody all right and so here's the problem the problem is this there's a lot of really super creative people who
make things they make logos they make websites they make um animated videos they make live action videos they make all kinds of things right and both you guys are in the video space and we're just wondering like how come we can't seem to charge what we're worth why can't we get the value
that we create in the world and the number one mistake and the thing that we're going to be focused on today about how to grow your video business is to stop selling what i'm going to say next stop selling what video what you make what you make stop selling what you make okay
and what you make is a byproduct of your thinking and your creativity so stop selling what you make and this is the focus that we're all doing like we show more videos and we want to show sexier videos and then we want to pay make a page full of videos what we want
to do is we want to sell instead so we want to stop doing that instead we're going to sell something else we're going to sell the impact that you create sell the impact you create just like that and some of you might be sitting there shaking your head like what okay this is
what you want to do i'm going to throw a sticker on here because i just learned how to do stickers this one this finger come on finger help me out nope that's a sell the impact that you create and so that's the big question is like what impact do you create and if
you continue to focus on what it looks like you know if that's what you do you're going to be in trouble because to the client they can't tell the difference between an okay video a medium video they could probably tell like a david fincher video versus a mo ismail video but other than
that it's really hard and so you're going to be stuck in this space so we know a couple of things right we know um let me see if i can do a drawing and let's see if i could do this kind of drawing okay hopefully you guys can help narrate this what's that
what is it like that looks like poo poo yeah it's poo poo we know a crap video when we see one right it's got funky edits it's disjointed color grading is all over the place the audio is peaking things are out of focus that's unprofessional it's probably like really bad student work and
we know what this is what is that academy awards academy awards the stuff that you know that the people do right so in this area here i think it's very hard for people to distinguish the difference so we know what an academy award-winning film looks like a dave adventure music video and we
also know what a piece of crap video like some kid with shaky camera we know that but in this space it's very hard to tell the difference and so we're here stuck here we want to know how to get here so we have to kind of figure out the impact that we're going
to make okay so let's do a deep dive on to this hopefully by the end of this video this 45 minute ish video this whiteboard session we're going to uncover those things and help all of you out to have a more informed conversation with your client so that you can create an impact
on their business that's why it says grow your video business and the more your clients business you grow the more you grow help your clients increase their business and you will grow okay i also want to say hi to all the pro members here pro members your cameras are off mostly yeah there
we go thank you for turning on your camera pick yeah there you go connor look at my profam there we go throwing signs la washington how's it going robert um who's that ashwin yes roger is roger who's that okay my eyes that's not so good julie stanley andres can the youtube audience see
them too robert beautiful can they okay we're working on so they're just waving to us but our youtube audience cannot see you just yet so get your game face on everybody hi how's it going hi julie okay so let's get into it mo all right do it okay here we are i've prepared
a slide already sort of so we're excited we don't even need keto anymore because we've got this amazing google jabber thank you google okay so the question here usually is when somebody goes bring ring hey mo i need a video what's your response well i'm much better now but why do you need
a video it's my response you know because i love okay can you play the other side to this you guys look at each other let's do it i don't want to jump in here yeah okay so you're the client and mo is the vendor okay so ring ring go hey whoa i heard
you do videos that's right how can i help you we need a video for my business awesome can you tell me a little bit about your business yeah we are a uh construction company we build houses nice yeah and we just want a video that you know some drone footage that really shows
how cool our constructions look like that's something you can help us with totally but before we get into the nitty gritty of how cool we can make it can i ask why you even need a video we're growing a lot and i want to keep building that momentum i think showing the properties
that we got to work on this year is really going to be able to show our clients the kind of projects that we're able to deliver on awesome well first off congratulations on growing a lot yeah it's been awesome yeah that's awesome for you and you said you want to continue the momentum
what does momentum look like we just want to get more leads coming in more people coming to our website and see what we're doing okay so you want the video to lead people to your website yeah let's say so sounded a little hesitant there i mean so we wanted more you know i
i'm just really proud of the projects that we're working on i want to just capture those so you want to show off your work too yeah capture what you're doing okay well both can happen is there a specific like number that you're trying to hit with these leads no i'm not no you
just want all the leads do you want us to keep going i don't know you tell me when you're done you tell me when you're done i'm just sitting here i'm just sitting here watching so just to can to contain where we would take this and what you want to get out of
it what does success look like when it comes to these leads for you we just want to keep booking more of these you know million dollar plus projects more qualified leads okay okay what no i'm i'm thinking sorry i'm taking notes here is the person am i supposed to be tough on mo
you're just you no just do you wonderful and what are your expectations for these million dollar leads like what do you think a video should bring in when it comes to driving these leads for you you mean per project yeah like how many leads do you want well so right now i'm not
really concerned about the leads oh i must have gotten my notes wrong i may think the leads are nice but my main focus right now is to just capture some footage okay so just you just want to capture footage yeah i want to use capture footage using my website cool so any footage
we get would work if it looks cool yeah can you tell me what looks cool means i can send you some videos that i saw that we like the look of okay cool so if it's just shooting footage what's the budget you've set aside to create cool looking footage what does something like
this normally cost i have no idea really yeah so are you the right guy probably not okay because so far i don't even understand exactly what you're wanting aside from a cool video so maybe after i see a reference i could give you some sort of budget but i'm sure you've set something
aside for this right yeah we did so i mean this is our first time doing this mo so is there something that i'm not asking you that i should be considering um no i would just need an answer on the budget that you have for this project maybe like fifteen to twenty thousand
okay and what are you expecting to happen for fifteen to twenty thousand i just told you a cool looking video we could definitely do that for fifteen to twenty thousand okay so you are the right guy sure am that role play went all over the universe in the back i don't he was
like easy they went hard anyway he's like making your mind drink okay but asking questions that i just as someone doing video for the first time you know what i mean i didn't know where to go because asking deeper questions then i think i was ready to answer shoot i wonder if we
can play role play with uh somebody across the the universe doing that but hold on hold on i'm gonna just break this thing down we haven't done this before we have done many role plays before but we've never sat down to show you what it is that i'm writing or understanding and i'm
going to break down the thought process well keep your eyes on on the prize here okay okay don't worry about what's happening so drigo is the client moe's the vendor and it seemed like what kind of question what were you trying to find out from drigo in your line of questioning i was
honestly trying to find out what success looked like for him what success looks like yeah okay because i think originally it was like what problem are we solving and he said more leads to the site and then he said i want to show off the cool projects we've done and i said okay
what what do leads look like for you and he said oh all the leads and i said okay can you be more specific as to how many you'd like and that's when he said a million dollar project and at that point and then he switched gears he said leads aren't aren't my concern
i'd rather just show off the project so i just leaned into what he thought was valuable so you just let him go wherever he wants to go and he just literally said things that conflicted well i just tried to check him though how'd you try to check him i said i may have
gotten my notes wrong but i heard you earlier say you want more leads is that not correct you said you want more leads of course you want more leads i'm a business owner no you said that i said i wanted a cool video i think initially you did say more leads you always
think you did yeah so that's like um drigo's put on the spot here it's a little disjointed right so moe you're hunting for something what are you hunting for really their budget right that's right for their budget and like what's going to determine their budget say it again what's going to determine their
budget the the size of the problem that i'm solving is that which i don't i don't know i'm just asking you i don't know whatever they've set aside for this for this project okay so it's arbitrary well i mean for them it's probably marketing well okay it's telling me some things here rodrigo
what did you want to say well based on what i said seeing that i want to close more million dollar projects somebody threw that fifteen to twenty thousand dollar number i mean it'd be like that's not proportional for what you're trying to do yeah i would think that you need a way bigger
budget for what you're looking to invest in if that's i would think so too because you're trying to close yeah okay all right so here's the thing i'm gonna i'm gonna go into it okay so i i think you're you've been well trained in in approaching these conversations so there's almost a formula
to the way that you're doing this and if drigo dances and moves one direction you tend to just move with them versus like hey drigo um what's come come back here come back over here and let's have a conversation here and you need to keep him grounded so it's just not following him
and chasing him wherever you go okay that's like the picture of the dog chasing its own tail running around in circles and that's what's happening you have knowledge of certain things and so when he takes you in a place where you know this is going to go south you need to re-correct you
don't just follow him everywhere he goes and it felt like if he's like i need a video about the moon you're like let's make a video about the moon never mind i want a video about the stars stars are good too and you're letting him move all over the place okay so i
i try to do a little diagram here um because based on the the premise that i was saying is stop selling what you make sell the impact that you create so in my mind right now i'm trying to think does making a video solve a problem that's going to impact my clients business
okay so i wrote a couple things here so when somebody comes to you and says i need a fill in the blank i need a video i need a website i need a logo the first thing that we we have to kind of think is why does our client need this video okay
like why that's why i wrote up here from from john bielenberg wait why why do you need that so insert a little pause there in your mind at least so mentally you're like but why do you need a video so let's roll this back and try to be super consistent if you can
okay drigo so i'm gonna ask you why do you need a video again we're looking to keep building the momentum of all the properties that we've been constructing okay so is the momentum going well yes very well okay so what what's the video going to do then i think it's going to help
us highlight that to other potential clients that are reaching out to us we want to be able to just show them that we've never done video in the past so this will be your first time for us okay so when you say keep up the momentum i don't believe you mean keep up
the momentum i think you mean to change the direction because if you don't do anything you have momentum right now right right so he's saying momentum and that's an interesting word to use there okay so that tells me a couple of things things are going well he's a keep the momentum right so
let's just say this is the momentum and it's going like that so if we were to graph it on something like that right so if he's going to spend any kind of money he's not going to want to go here why would i spend money so if your clients don't see themselves having
a problem and video not impacting their business at all you would just let it go who cares so what they really want to do and i'll use a different color here is they want to change the momentum and the difference the delta was the delta delta triangle right the delta between where they're
heading without you is drastically changed with you and the greater that this arc can be now we're talking about something really substantial so let's get back into it okay so here whatever growth they're doing this year i'm going to just put x okay the variable x and then here if i do something
good i might get you to 2x or i might get you to 3x let's just say and now he's starting to think like what could happen in my business if i had this video so i'm going to go back this first of all does that make sense and pro people i think you
have the ability to unmute yourself i don't have any control you can unmute yourself you can say hey wait what's going on i don't understand go back to that but i have a question feel free to just self-regulate one person at a time unmute and say whatever i can hear you okay you
guys good okay great fantastic all right so i'm trying to figure out what this gentleman rodrigo wants to do he's like i want to change the momentum really not keep the momentum because otherwise he should not spend any money for keeping the momentum so continue on then tell me more about you wanting
to change the momentum um so we're looking to like i said create a piece of content that's going to help us highlight to our future customers the work that we've been doing so you want to attract future customers that's correct okay and you think video is going to do that i think so
i think for the kind of uh homes that we build the best way to highlight it would be with videos to really show how dynamic everything is okay have you done videos before it's our first one your first one so tell me about your feelings emotions about doing your first video oh i'm
unsure you know i seen other construction companies do videos and i saw some cool drone videos of like the workers and the place what that looks like and i thought i wanted something like that okay and so in your i in your ideal world like when this all works out what does this
video do for your business i mean i wanted to increase the number of sales that we're gonna have okay do you think a video is to increase sales i think it's a tool to help that okay let me understand your sales process then okay you have an unaware prospect a future customer that's
not yet aware of you and your property correct are you trying to rent a property or lease a building or something we build build we build homes for people oh you build custom homes for people okay so custom home builder i see and so who's your future customer um i'd say multi-millionaires and
they would just hire you as a general contractor yeah we designed everything for them oh so you're a designer builder correct okay no i didn't know that okay so your design build very niche okay what style homes uh modern okay what's the average price of home that you sell um i would say
around five million five million is this in the miami area yes okay all right okay so i'm going to break the role play because usually we don't break the role play and i'm going to ask you a couple of i'm going to tell you what's going on yeah i'm starting to get a
sense of his business now and i'm not making a lot of small talk you notice how the difference between like i'm zeroing on his problem though yeah okay now he's already telling me numbers he didn't even tell you numbers before did he he told me he's a hundred million what do you say
one million i said one million so we're different numbers that was a generic number based on nothing right so now i've already ascertained that his average home is a million dollars i'm going to get into the sales process right now and see where the video comes into play okay so let's go back
so you have a person who's unaware that that you exist where are they going to go what are they going to see in order for them to become interested i would say google okay you say google yeah okay maybe instagram but definitely google google uh you think ig okay so i'm a multi-millionaire
for me to afford a 5 million dollar home you think i'm just going to go on google me my wife might what's that my wife might the wife might yeah really i'm not a multi-millionaire so i don't know just play the game no no i'll tell you why because usually people that have
this kind of money they're not going to just sit there and blindly search they're going to ask for referrals they're going to talk to agents they're going to talk to kinds of people who have already done this okay so most likely there's going to be some kind of referral process here like janice
your home is amazing who did you work with etc okay that's one thing they might look at like luxury magazines and people who curate luxurious things there might be a magazine in them in the miami area that where they go here and about there so this is really important where they get their
news and entertainment from matters more than you think chill for one second okay do you have a notebook by the way okay so you can just jot them down so you won't forget right so there's a magazine that we get sent i think it's called literally lux or luxury magazine and i suppose
they send it to us because the people who advertise with them want people like us okay so luxury homes they sell they advertise like super fancy expensive cars like the maybach limited edition etc fill in the blanks right the lifestyles of rich and famous people because that's that's who um that's who would
look at these magazines and that's who would buy a five million dollar home they have to have a lot of income in order for them to do this too and there's a good chance they're already in a home and then maybe you can target them directly so that's a difference too there right
they're probably already in the general miami area and they just want a custom thing and then we have to get into the behaviors like what triggers someone saying i want a custom home for us now some changes have happened in their life it's called an inciting incident okay so when there's an inciting
incident that changes our lives we want to we have to react to that change in a family what might be an inciting incident oh just had a baby yeah okay family's growing are we out of role play here are we out of role play yeah we're not back in role play yet oh
okay um family growing promotion or shrinking yes so we'll call that job change yep okay they could be moving in they could be moving out so there's something that's happening there keep going chris this is julie i bet they just hold some stock but they came into a pile of cash and inheritance
maybe something like that i need a little bit more volume gentlemen i could barely hear julie julie go one more time say again yeah absolutely i was thinking like hey if i just sold some stock or um got an inheritance something along those lines yes windfall of money the first thing you do
let's go buy a buy a giant house windfall okay i think that's what it's called like windfall right okay thank you very much julie and default okay anybody else promotion i mean i guess job changes what else that seems pretty i feel like that covers it for significant changes to someone buying a
home divorce a divorce family yes absolutely dude divorce that's right um you know what i remember the sales term what's that real estate investment to build a custom home maybe i don't know what people with that amount of money like to do with it peter your voice is coming in super loud and
clear i just want to say that by the way it's crystal clear okay oh okay okay it's very nice okay just hold on to that thought so the inciting incident there's a it's a sales term it's called compelling event there's an event that compels them i was trying to think of the term
compelling event okay and then we're almost done with this part okay so something has happened in their life to disrupt what's going on a compelling event has taken place and now they're going to be searching for something as a solution see people spend money to solve a problem when you don't understand the
problem you're not solving anything i don't know what you're solving that so what is the problem so when he's looking for something he's if we can help him understand the buyer's mindset then we then now are speaking his language mode you follow so far i do and i have a question what's your
question you did something that i've never seen you do before and i don't know if it was role player with us but i'd like to ask it anyways the education that you gave him about a referral process versus google and ig when you you literally stopped him and you said if they're spending
five million dollars did you do that intentionally to build trust and credibility or were you doing that for the white board i don't know if there's a difference well in a sale so in a sales call if he says we want to make a he says we want to we want to attract
people to the projects we're doing then you say well how are people finding you now these future customers and he says google and ig would you literally stop in and you and say like though i kind of agree with you this doesn't make as much sense as i for someone who would buy
five million dollar home i would say that might be true but i'm not sure okay that might be true but let's find out okay okay it doesn't jive with what i understand about the world i might be missing something here so do you mind if we dig a little deeper and if i'm
a little bit stronger a little bit like i haven't had a lot of sleep i might say hmm i'm not sure i'm not sure no okay let's let's you know let's explore this so there's a range of ways that you can say that but basically you cannot allow the client and you to
go down a path that you know is already not going to work there is this statement there is no such thing as the right answer to the wrong question right so that means if you're like oh what do you need to do and he gives me that answer that's wrong the question was
wrong we need to rephrase the question right that's why i said are you sure and this is how i'm going to build rapport with the client because i'm speaking the client's language now and i've had this happen many many times on a discovery call where they think it's it's a and i know
it's zed it's totally different okay let's keep going down this unless you want to say something trigo i'm ready you ready okay so they need to find out about something and at some point in here a video appears now i have to make sure that the the best or most likely path has
a video in it otherwise what i'm doing is not going to solve their problem so at this point i have to turn off my brain to sell what it is that i make and i have to be able to step in to help them solve their real problem so right now i'm looking
for what am i looking for mo the problem the real problem because there are a lot of fake problems out there the real problem okay for real i'm looking for the real problem deep breath what's going on there's just a little go ahead who's talking no you guys are good no no no
no you're here so here's what we're gonna do with zoom okay my pro people first say your name and then just ask me the question no doubt hey chris this email from baltimore i'm a video creator um so a lot of times i'm glad you're talking about finding the real problem but a
lot of times and maybe this is just depending on the budget and type of client um they have a lot of video envy so they want a video just because or they want a you know great looking video to show off their their new vendors or their new designs and i kind of
feel like that's what mo was doing because i've seen myself in that situation where i'm literally helping them trying to uncover their problem on the discovery call okay is there a question yeah so my question is how do you i guess facilitate the conversation to get to that real problem okay clients don't
know what their problem is yeah i'm going to literally i'm doing that right now so that's i'm glad you're pointing this out uh we you call it video envy it could just be like trying to keep up with the joneses where everybody's doing something and then we should do it too so there's
uh i think it's called fomo the young people say fomo fear of missing out okay so they they're like oh my competitor's doing this everybody seems to be doing this i need to be doing this and if they're doing it out of that kind of gut instinct it's generally not a good business
decision okay so just we just need to recognize that and it's like oh yeah it's good to keep up with your competitors but we're we're not always so sure and we don't want to do what your competitor's doing per se just because they're doing it now i'm going to establish myself as a
person who knows what they're doing as an expert as an authority and to try to provide them some strategic and sound business advice as it relates to a creative thing so let's continue the dance we're gonna say something we can move on okay all right so somewhere in here might be a video
i'm not sure okay let's just let's just jump to the next step okay if they need a video and somebody watches that video what's the next step i would say they will contact us either through a formal website or they'll call us okay what do you think should they call you or should
they go to a website well it depends where they're gonna see the video no you're gonna design this am i still the client here i'm confused no we're still in the i got it oh i could have swore y'all were role-playing it's fine if we stay in roblox it doesn't really matter i
don't know why we're getting hung up on this okay we'll do color correction every time we're in role play the screen will turn blue or something there you go jiggle's getting a little hot into the car in the roleplay scene i was supposed to be answering so yeah what do you think if
it were us what would we prefer call me call me and why would we want them to call you because i want to be able to talk to you i want to ask you questions okay check this out i have so much money i could buy a five million dollar home what do
you think my my net worth is to be able to buy a five million dollar home 25 million probably 10 10 million plus right it's going to be a lot it's a 10 million dollar plus wants to scroll through your freaking stupid website or they want to call a human being what do
you think they're used to what service and being waited on right yeah so you know that so you designed the funnel to be different you don't design it for your average joe you would probably want the call to action on the video to call a real human being because it's going to be
like white glove service okay mo go ahead you're just you're just messing me up in my in my psyche right now because a lot of what you're doing i mean messing me up in a good way i didn't mean that in a bad way like you're basing every every piece of the conversation
on the information you're you're getting beforehand where's the information i had beforehand well i want like if i was the client right now i'd want to buy from you just because of all the clarification you've made throughout talking to me about my own sales funnel 1 000 like i'm already bought in you
can tell me whatever whatever the number is for the video i'm going to so it's it's just interesting because i'm thinking if i was in his if i was in his place i would have probably been tougher on you because you're asking me to do a lot of the answering of the questions
i would have probably just said what do you suggest what do you think you're the expert here yeah but i can i can already tell you how to do that part two so there's your your statement slash comment is two different parts so let's try and understand the first thing that you're saying
is just i can tell the way you think you're providing me a love of clarity that i already trust you way more than the other mo guy yeah because he was just talking about banger videos and that's what i'm saying when you guys are talking to your clients about making videos what kind
of questions you ask them um how long is it should we shoot 2k or 4k what's the color grade look like what style are you looking for what if we use a drone and a handheld gimbal thing you're talking about the things you make still and so when you compete in that space
we'll go back to that slide right let's go back to that slide here you're going back to this place you live in the land of no man's land here but i'm going to just jump past all of this and just talk about the strategic components and that's what we mean when we're talking
about doing discovery and selling strategic thinking that's what i'm trying to do so far so good oh yeah okay the second part is you're saying hey chris you're making me think too much i like that friction by the way i want you to throw i know you do no i mean in real
life i like that friction i want you to think because you came in thinking i want two bars of chocolate and strawberry i'm like wait wait wait or do you know do we really want to eat the chocolate and you're like yes and i said well let's let's see what our the alternatives
are and let's explore that together now here if you had said back to me hey aren't you the expert shouldn't you be telling me i'm saying i'm going to ask you a question okay if you build 5 million homes there's a good chance you're similar to your customer what do you expect you
want a white glove service you want to send me like a monkey to a website what do you think and then what would you say well i mean you made it a very biased way the way you asked it i'd say well i don't want to go to a monkey well of course
not yeah like you want the best um you you want the the the hotel room with the view or you want the one that's facing the elevator yeah when you pull up to valet you want them to greet you by your first name or to to make you wait in line now i
can relate it right back to that yeah i see what you're doing so when you're mapping out a user journey you need to map it out for a very specific persona and to understand that you need to have some life experience and that's why if you're an 18 year old person no offense
to all the 18 year olds that are probably watching this video at some point you probably don't know anything you probably haven't experienced anything unless you were brought up in a certain way that you were exposed to all these concepts as an 18 year old person that's not to say that a 55
year old person has these experiences either it's just talk about the richness of the life experience that you have relative to the industry that you're in okay does that make sense yeah all right so now they're going to probably want to have the call to action to call a human being and then
human being is going to do what call trigo once you talk to that person like what's the next step uh the next step would be to i gotta figure out what the budget is yeah so we're gonna do is we're gonna qualify it's called qualify we're gonna qualify the prospective buyer we're gonna
qualify the prospect okay and i'll tell you what i mean when i say that okay because i'm sure there's people who are watching this like what does he mean qualify well we need to make sure it's a good fit for both of us okay is it good for a and b and the
way i see it is something like this so there's a puzzle piece okay and there's another puzzle piece here and let's just say those two fit exactly together right so this part goes in that part and it fits perfectly and how do i know okay well i'll tell you how i know well
one thing is budget what's another thing it's almost always the same it doesn't matter what project you sell budget timeline [Music] scope oh you want a 10 million home for 5 million not going to work so only after we have an agreement as to what these things are should we go to the
next step which is probably do we doing some kind of planning and some initial like onboarding process showing them model homes doing a face-to-face at this point so we'll just write this as face to face and so we're going to bring them to the next stage of the engagement okay and then eventually
we get a sale okay we get a purchase and then i'm gonna draw some money here some money okay that's when the sale happens so this is where we have the conversion okay already cool you guys understand where's the video in this process well it's only around here i can't handle i can't
control what your people say on the phone i don't know if they're qualified i don't know what happens to face-to-face i don't know all these other stuff financing etc so to say that the video can do that for you i don't know i can be responsible for helping you define to find qualified
prospects who will pick up the phone i know how to do that now we have to then tie this back to where is this in this cycle here right now we didn't put something somebody down here that the referral could be an agent good chance there's an agent involved in here somewhere right
right so far so good so it might be that the game plan is actually not to send this video to the end user it could be just to onboard agents that we are the premier uh residential custom home builder of modern homes in the miami area in these three zip codes you can
be that specific so when you come across somebody calls you it's like i'm looking for a home they could then say well if you have enough time and you want something custom i highly recommend premiere homes in miami.com watch this video maybe yeah i don't know yet but all i know is is
people who are worth a lot of money that the value of their time is really really high so we have to kind of really think about preserving their time it could be that a video doesn't even make sense and then when your client tells you we need a four minute video our goal
should be to try to get this video to be as short as possible realizing there's a good chance they won't make it halfway through okay so you could formulate a plan with your client right let's just say this works i'm not saying it's a good idea that we do something with an agent
the best agents we take them out we invite them to the best steak and lobster dinner and we say we'd love to have your clients be referred to if they're in the market for a custom home and here's the brochure and then when we go to shoot this video for our client for
you now let's go back into the role play so here's what i'm thinking we shoot a bunch of footage but we have to have medium and super short videos and they need to be repurposed for a bunch of these people so you and i we should sit down and map out who these
people are and then see if we can just do one master shoot and be able to get a lot of repurposable content to hit these people specifically does that sound like an idea that you are interested in pursuing that sounds like a great idea i don't even think about this before yeah now
let's talk about money okay what are you thinking well um how much are you gonna clear when you sell a five million dollar home profit-wise uh 50 probably right 50 so that's two and a half million dollars that you're going to clear on that and in this next year how many homes you
expect to build um at least 10 probably a minute at least this is the part that the inner gets really the internet gets really mad at me because like here it goes here he goes in for the kill and i'm going in for the kill all right but but it's not going to
feel like a kill to you right let me change the colors because the kill has got to be red so we're talking about 2.5 million dollars profit now so that they don't get upset i mean i don't know the difference between net profit and gross profit and margins and revenue 2.5 million dollars
in profit and you're going to do 10 projects right 10 projects what's that going to be 25 million dollars in profit okay now how much money do you want to spend towards this initiative well now that you put it out like this chris it looks like more money than i originally thought well
i don't know you tell me i got my calculator this time my man just pulled out a calculator from his jacket i did that was awesome i am ready talk about clutch hey man mooji called and they said this is we go retro i could use my phone but this is much cooler
hey okay 25 million dollars in profit how much money would you like to spend would you like to spend 10 percent of that keep the emphasis on profit profit 10 sounds right but still more than what i thought i was gonna spend okay so okay ten percent of this which is really easy
because of the way we did this ten percent of that is guess what ladies and gentlemen two and a half million dollars okay two and a half million dollars that sounds like a lot of money it does i respect that let's just cut that in half let's do 1.25 is that more palatable
for you i want to say so but i was thinking like maybe twenty thousand dollars twenty thousand dollars are you did you are you here with me or no yes i am no you're not you just left the building you got to speak into the mic by the way yeah what do you
want to spend i'd say a million billion yeah can you do that would that give you joy to spend a million dollars with me to try to help you get 25 million dollars yeah that sounds like a great deal okay here's what i'm going to say to you a million dollars is a
lot of money i don't want you to take all the risks let's work on a plan together but now i know at least what you're capable of spending okay and does this excite you right now or are you having some reservations remember reservations talk to me what are they it's just the numbers
way more than i initially thought about when i made this phone call but now that the numbers laid out in front of me it's kind of a no-brainer as a business owner to invest a million dollars and to get out 25. yeah you clear 24 on that sounds like a good year yeah
it would be a good year and you know i i understand something about construction right if you have a strong foundation if you use really good materials if you hire the best architect it's going to be worth the money if you wanted to cut corners you can but it may not yield the
return that you want i'm not saying i'm worth it you can hire whoever you want but i hope this gave you some clarity into the way i work that might be different than someone else that you're talking to all right you don't have to hire me hire whoever you want spend whatever kind
of money you want but if you want me it's going to be somewhere near a million dollars is there somebody to charge for all of your videos nope i charge different things depending if if this were 250 million dollars could you imagine the conversation we'd be having pretty different yeah you just add
a zero to that is that okay yeah so the one million dollars didn't give me one video no i'm gonna come up with the whole plan for you no it's not about a video i want you to get those results that we're talking about so this is just a cursory overview of like
how we need to work and how strategic we need to be to think so we'll set aside a certain amount of money let's say a hundred thousand dollars to do strategy with you and so we're going to spend a little time doing market research we probably need to talk to some of the
agents in the area find out more about your business from there we'll figure out a game plan okay yeah now let's break the scene here okay we're in a cut so what am i doing right now i've just elevated the entire conversation or at least moved it away from the things that i
make notice he's not gonna ask me are you gonna am i get two drone shots how long are the videos he did have a little baby question like is it just for one video i could have answered that i said however many videos it takes for this to work and then i'm going
to just push that aside yeah because now i'm involved as a strategic collaborator with my client to get them a result so i'm selling the result and impact not what it is that i make there's there's the difference there mo you have a question i don't know i'm just processing this because this
is this takes me in a trajectory of like that quote that you always say i don't uh you sell what you do i sell what the world can do yes and i don't necessarily know if this is the uh the direction i would want to take a conversation okay which is problematic because
i love what you just did but this this also feels like is it within the capabilities of the person who's managing the conversation yeah watch this let's just say mo i get what you're saying just chris i'm not as knowledgeable as you i'm not as confident as you and i just got a
client to agree to pay me a million dollars all you have to do is call up your friend chris and say chris i will pay you 900 000 help me do this project i'll clear 100 grand myself and you do all the work and i'll be sipping my ties at the beach you
cool with that i'm like i'm cool with that i'll do the project for you in fact i'll give you back fifty thousand you keep a hundred and fifty okay i'll take 850 i'll make this thing you know i'll make all of it don't worry i'll run the discovery for you i'll hire the
video team we'll fly them in a jet we'll do whatever we need to do to make this work that's that's why you're so cool as a cucumber in these calls because you're almost like i won't do the work i'm gonna just hire somebody to do the work yeah regardless of the number i'm
gonna find i'm gonna put together the team that does the work that's why you're just like oh 1.25 mil cool no doubt what's the problem the problem is there's me included there's people out here that i guess that goes against the whole conversation like they have a specific system and process and a
thing that they're very good at and doing this is ultimately leading to like no we're not the right fit does that you know no you just you just lost me i don't know but this is like i i'm somebody who creates micro videos for entrepreneurs online somebody came to me was like i
need a video for my business if i went down this dialogue ultimately i'd probably like no we're not the right fit unless i take your route like hey chris i just booked a 1.25 million dollar project do you want to do it so it's like you're just open to the possibilities that someone
is asking you something that you don't necessarily do per se i don't do any of this i don't know what you're talking about i'm going to hire drigo to do this work so there's a couple things i want to clarify for our audience here okay what i know is i can solve a
big problem i i can design a a a funnel a user journey map that that can work and then i'm gonna just call my producer and said i need the best fill in the blank for each and every single one of these categories and i know that the budget is so beefy that
it doesn't matter who they are and i'm doing this for the benefit of my client not because i'm lazy i'm not the best at everything i'm i'm good at one thing probably and then i'm okay at a lot of things and so i'd rather just hire all these people so we'll call people
who shoot real estate videos we'll we'll hire the best actors and the the very best of everything that we can models composers editors people who do color grading like i want a drone specialist that just shoots miami real estate and architecture i want to hire a writer who can write the most beautiful
script so that when you hear it and see it you're like oh my god you got that person and that's just the difference between you and me yeah you're sitting here thinking i need to do this work i can't do this work i don't know how to do this work i think my
mentality is i need to figure out what the problem is and the budget and with a healthy enough budget i can hire whoever it is in the world that i want and generally speaking when we make commercials and music videos that's what we did we hired the very best people that money could
buy okay so let's let's quickly recap here right you guys are too focused on selling what it is that you make and in this case very quite literally what you make i make banger short social media posts right what's up we have a question ricky you're ready okay okay okay we'll take the
zoom call in a second all right so that's why i say you know stop selling what you make what you make is a byproduct of your thinking and of your life experience so for me my life experience is a little different than yours i'm not twice as old as you but i'm a
bit older than you so i have different experience to talk about what you want to do is find the impact that you're going to create for your clients or the results that they're going to get that's what i'm focused on because here we get lost in this space here where the clients can't
see the difference therefore they just go with the lowest price option we can tell the difference here we can tell the difference here here we get lost okay let's go to the pro group who's going to ask the question hey chris connor that's not pro group i know okay go ahead yes so
uh connor go ahead and ask your question can you not hear me can you hang tight give us two seconds i thought you guys are queued up for me can you hear me yes i can hear you okay yeah so if you've got these like super high net worth individuals on the phone
and they expect to buy a video for 20k and you're like no no no i don't want to sell you a video for 20k i want to take you through this diagnosis process but like you were saying their time is so valuable and and that how do you keep them on the phone
to go through this process i mean if i'm if my time is so valuable and i have an idea of what i want to buy and how much i want to buy it for the moment i feel like you're redirecting me i'm getting off the phone right i know you're not because you
have a foolish plan like it's you driving up in your super fancy car yacht and saying like hey just put this thing in the in the engine and i tell you we could do that but it'll ruin your engine you may want to stop okay he came in there like this is the
first time i did it very i i think very naturally with rico and i said hey let's try to understand what the heck you want here and and a few questions in the reason why i suspect many of you are getting that kind of push that pushback that you're talking about conor is
perhaps your tone your delivery your mannerism and the way that you're phrasing the question is annoying the hell out of the client all you have to do connor is join me in a clubhouse room when we do these roleplay pitches and you'll see how badly people screw this part up and there's an
art to this there's a little bit of science and i'm going to try to teach you the science of the art and how to sell it's very different and you'll see it i even see people who are supposed sales experts professionals in these clubhouse rooms and they just suck they really do and
i'm like are you even listening to them are you trying to find a bigger problem here or are you just trying to like close this person i know ashwin you guys have seen these rooms you've been in these rooms with me suppose it's so-called sales professional they go up there and they pitch
and you just want to just kick them out the door they're terrible so it's just the art of conversation i try my best to make it natural okay that's it let's get back into it was that the question yeah thank you so much okay thank you very much thanks for asking that question
connor all right let's get back all right so let's get back to this diagram there's a fancy diagram and i will use this diagram before this video is over because you know what because i prepared the diagram and that's what we're going to do that's right let's get into it so when somebody
says i need a video you should say to yourself wait why why do you need a video what problem does this solve okay and we talked about something here and before the last live stream that was broken i pointed to this conversion funnel or this user journey thing and you you can write
this down a i d c a everybody write that down a i d c a okay and it stands for awareness interest desire conversion and advocacy how do they become aware this is really important literally that's what i was doing with drigo as a client right i was saying how are you going
to find out what happens what's a compelling event what is change what's prompting them to seek a solution to a problem and then why did they become interested okay i'm looking for something what creates the desire for them to take action so they become interest because they see a 30 second tick tock
video from you or something or they see a 30 second video somehow in their in their life they become aware and seeing that creates the desire for them to pick up the phone there's a clear call to action call us you know and a real human being will talk to you and assess
your needs okay and then through a couple of more steps they're going to eventually buy maybe they look at the showroom which has a bunch of beautiful model homes maybe there's an augmented reality thing you do i don't know once they buy you then deliver and they become advocates and they tell 10
other people what an amazing experience it is to work with premierehomes.com of miami that's what they're doing okay now generally speaking videos can solve this problem it can solve this problem right here is awareness and that's why he said initially it's probably google it's probably instagram or something like that okay now we
know that videos are probably weighted heavily in terms of google search in fact the description if you write a good description and you search the search results if you're if you have it open to video it will show the video now under google search so if you want to dominate search and everybody
knows this you need to be what you need to be top 10 search result or what they say is called like above the fold it's an old magazine term above the fold or newspaper term okay everybody understand that you need to rank top 10 on google video is going to give you an
unfair competitive advantage to this all you have to do is google that and you'll find out so video can solve that problem again i'm selling you the impact it could be a piece of crap video but it gets you top 10 it's going to change your clients business does that make sense so
far yep okay what else can it do well videos can be it could be multi-sensory which is why videos are so powerful do you know what i mean when i say multi-sensory visual audio yeah what it looks like auditory what it sounds like and this is really powerful because this seems like oh
visual and auditory really basic no if you break down visual what can constitute visual what do you think rodrigo if you're making a video what what things constitute visual um categories do you mean like emotional and stuff like that no no literally like live action okay live action animation right live action you
can use animation what else you can use photography anybody else um you can use type type vr stuff well in the context of video because we're selling video not some other thing right you can sell you can include illustration illustration and you can include graphics you see so you have many tools in
your arsenal to create an effect and you could layer these together live action with animation and typography and some graphic elements could make this a very rich visual experience so again don't say what you do sell what the world does i can hire all these people and bring them together and coordinate this
thing okay so if we say then auditory what kinds of things can count as auditory go ahead uh music podcast no no or like voiceover yes music voiceover sfx sound design okay music voice over sound design and using those in conjunction with the visuals create a powerful potentially emotional experience you ever see
these videos where they share on linkedin and on facebook and you see it and you start to well up in your eyes you're looking at light projected through pixels to your eyeballs and you're going to cry over that that's why i don't cry i know it's light pixels but you know you get
a little choked up you follow what i'm saying yeah you're getting a flat two-dimensional image a representation of something that may or may not have happened and you're going to get emotional because these things work in concert with each other to create an effect here you could move people you really can't am
i boring you i need this on my website you need one i need this vfx here okay okay um what else can having a video do for you for your client what kind of impact can it make it could be time saving time saving in what way you're right by the way depending
where you're using video in your business it could be things of like onboarding clients explaining different things to them yeah you can automate and scale repetitive tests video has the ability to scale infinitely so i'll put the infinity symbol here right so every time you have to like on board a client stop
stop having that conversation it's like here's an onboarding video you can even have a part that's custom where you just say hello bob and then the video plays hello mary a video plays and they can feel like whoa this is really customized for me okay what else can a video do besides save
time this is where you come in well [Music] it can establish your authority because if we see a really slick video of a person speaking in front of a couple hundred people all of a sudden we assume because the video tells us they're a person that's important and worth listening to i think
a video can create interest as well going down ai dca particularly with the real estate example that we just had like when you see something and you'll be able to see like a house or the interior or even a car your interest peaks versus just looking at text or something being explained absolutely
and when when you do this you could do you could do an onboarding video we said onboarding right so that would be the application i'll put it over here right so onboarding it could be a product demo [Music] how to yes so we'll call that training and training videos now actually help to
sell product by the way if you teach people you'll sell product what else what are the what other applications can we find testimonials uh video testimonials that could be used as testimonials that's true good one what else don't you guys work in this space yeah i mean there's hr videos there's there's so
many different ways that we can go with this yeah try to do the sexier ones the sexy one brand videos brand story videos yeah you can do brand stories instagram bangers from oh instagram bangers social media bios i know that's not sexy but yo commercials why don't you just go right to the
gutter of boring banana is tv i mean commercials like yeah is that what you like people don't really watch commercials anymore but i'll just put it up there commercials super bowl ad which is a commercial that's correct mom god i'm good maybe you can help them produce a webinar you can do something
that's i think so i try to find things that make my clients money if you guys keep looking for these things that doesn't make anybody money that's an expense and there's difference there okay i think about things like fundraising oh like a kickstarter video there's a thousand ways to do fundraising at a
charity to to get investment money kickstarter is just one of the applications so you want to create a list of things that your video can do a video can actually be a product itself that is sold like an e-learning course right did you guys think about that no because you're too busy thinking
about hr videos and oh you gotta you gotta just say one boring one i mean to me with the first four we wrote feel like they they cover the gamut virtual tour well the thing is when we're talking to a client we're like wait why do you need this who who's this for
how will this help your business and how will it be used by asking some of these dang danny thank you very much danny keep it going guys much love much love to you too danny okay see this a virtual tour there's a lot of other things that you can do you can help
a important ceo deliver an amazing keynote talk in front of what is it board of directors so keynotes that have animation and it always blows me away i'm like dang i need my team to get on this and help me i'm going in there with a knife they're going there with a gun
to the fight yeah so you could say in in some cases having video gives you an an unfair advantage right yet legal and this might be copy on your website by the way unfair yet legal competitive advantage the quads are getting a workout today it's like i'm snowboarding without the snow [Music] okay
unfair yet legal competitive advantage that's what video can do for you and your business would you like that mr and mrs smith mr mrs garcia mr mrs chan would you like that sign me up right that's that's it right there any other questions so i think the the beginning the thing i struggled
with we're tapping it tapping into the millionaire mindset for someone that's not like a millionaire is there any exercises or anything that we can start doing to figuring out more of those details from those clients that we want to get into yeah just hang out with millionaires no i just want to love
you i think you have to put yourself in the mind of these people and kind of live in their world even by just using your imagination or just looking at it from afar to kind of tap into that but i i think we have to shift our thinking away from the things that
we make to the kind of impact that we make you know when somebody asks me if i'm being really smug like what do you do what do you make i said i make a difference that's what you're trying to do you're trying to make some impact you're trying to create positive change in
the world and video can be very persuasive photography can be very persuasive illustration can be very persuasive you just need to know what it's for mo you look really perplexed right now in your deep thinking glasses i know um i do have a question i'm not trying to create a problem but if
i'm trying to position myself and niche and do all of these things as well i feel like what we just did i can be anything for anybody at that point yeah and i try to be anything for anyone at that point when you when you begin your life in your career okay when
you're when you're at the beginning it's about what you make right and it is about this and you have to have good craftsmanship and it takes some time to develop this and malcolm gladwell talks about putting in your 10 000 hours right to achieve mastery okay so as you get a little older
gain a little bit more experience you start to move up here and now you start to move into the realm of strategic thinking so you were once a maker and now you're a strategic thinker and generally speaking i'm gonna get some internet hate as soon as i do this usually the money's up
here usually yeah because you're the after the conversation you just had with the realtor you're hiring us and do you know why they make more money than the people down here because they solve a problem but they solve a problem too much bigger problem hey i'm just gonna make up a term it's
like a proximity factor okay this is you okay and i'll use the whole board this time this is what is this your client okay whoever is closest to the client makes the most amount of money remember the handoff tax from last time okay because there are people in between well i won't call
them people let's call it a studio and i'll just draw a house okay look how this works this is an agency okay this is a production company uh this is the studio this is the artist the artist sells their services to a studio the studio makes 2x if not more studio sells it
to a production company the studio sells it and the production company makes 2x on it or more production companies sells it to an agency who then would they charge 2x and then they sell it for more okay so if you just take say for example the artist charged two dollars by the time
it gets to the studio okay it's gonna be four dollars it gets here it's gonna be eight dollars it's going to be 16 would it cost them to buy and then they're going to sell to the client for a thousand dollars choose how it works whoever's closest the client makes the money so
you have to acquire those kinds of skills if you want to talk to the client so what you are doing right now you're like a wolf or a sheep in sheep's clothing i'm a wolf in a wolf clothing so you as the artist or the sheep you're going you're talking to the client
they're like you're not a wolf get out of here i'm going to give you the lowest dollar amount and that's why when you can elevate the conversation to the things that the clients are going to feel that are going to impact their business then you're a wolf but now you're a sheep in
a wolf's clothing and you could just hire other sheep or other wolves that's how it works probably the worst analogy i've made thus far so let's answer some questions from youtube let's queue it up here okay so carson sweet carson asks do you need a real and what what should be in it
if so you do need a reel because at some point they're going to say let me see your body of work or perhaps they need to see your body work before they even have the call with you but once they call you the the game is on the game's afoot as they say
okay alfonso thank you very much for your super chat um hello and nick hoggs saying hi to mo hey uh of course we said hi to danny who said keep it going guys much love so here's alphonse saying what is a well-rounded sample packet for the potential client how do we get to
sample packet who's talking about samples is that mrs fields we don't give samples what are we doing here okay alphonse i mean if they if they're asking for a sample of the work you probably have not properly done the value conversation and understanding what they need okay alex miner coming in with a
major question how do you find or train someone to help you with operations and project management that's super granular maybe another day we can talk about that but if you alex can figure out how to have this conversation with a client where you position yourself as a strategic thinker you will have so
much money you can hire five people and they get all screwed up and you'll still have money what i want you to do a lot of you will feel stressed out usually when you have a stresses because a couple things are going on one not enough time to do the work two not
paid enough money so you're kind of hating the project as you go and three not having enough resources to help you i feel like when i'm in a pinch i have a bunch of my team members helping me out chris will help you produce the video chris we'll we'll we'll edit it we'll
write this script for you we'll do the work and so i don't feel so alone i have help so if you can learn how to have this value conversation with the client you can have the money to afford someone to help you that's it okay what's that blue question there we just scrolled
past it bring it back up guys okay this is from mega seth mega seth says can we make seven figures with content writing you could do whatever you want yes the answer is yes uh there are some um there are some writers for hollywood i think they make a hundred thousand dollars a
day that's your day rate yeah so yes you can but you have to be pretty exceptional i think or voiceover and if you solve a big enough problem you can make whatever kind of money okay so let's let's go back to this here i want to show you something here okay this is
going to be a scale and i'm going to put something here okay and it's going to be a really big problem okay the bigger the problem the bigger the budget usually like that the problem here is what you're doing is this you haven't found a big problem so you find a small problem
small little bitty problem i didn't spell so little tiny and then you're like hey man pay me the big dollars and then you're wondering why because it's not in balance small problem small dollars so they say mo money mo problems so you want to get paid more money you have to find a
big problem that's how that works question chris hold on i want to respond to this bump goose is i'm his spirit animal i don't know what that means oh i guess i'll accept it as long as we don't do anything weird with animals regal what's your question it's actually [Laughter] i'm sorry god
it's from arzo on youtube if a service is expensive and competitive why would they do business with you when they can do business with anyone oh you think people buy based on money i don't know i'm just asking a question no is that their question yeah that's their question okay well ask yourself
why did you pay extra for those air force ones when you could go and get any comparable pair of shoes because ricky likes them yeah that's why because you think you're a logical buy you're an emotional buyer i don't know if you know that we make decisions via emotion and then we rationalize
our decision using logic each and every single one of us why do i buy the car why am i living in the house that i live in why do i have this stupid hat i mean why do i have anything that i have on it because emotionally i'm like it says something about
me so i think blair ends said this okay i'm trying to remember it so i don't butcher it i'm gonna butcher it okay that's a price tag he says price tells a story what you pay for something tells a story and the story is what does it mean to me okay if it's
your your partner's anniversary and you go out and you spend ten dollars your partner is gonna feel like whoa i'm worth ten bucks you go and spend ten thousand like wow honey i'm worth ten thousand it says something so i'm not selling the thing that i make i'm selling security i'm selling comfort
i'm selling a solid game plan i'm selling experience i'm selling my reputation i'm selling my ability to connect with another human so they feel safe [Music] so when there's a big project on the line there's a good chance that you won't get it because you're not sending them the signals that you're a
safe bet you seem really risky you're not asking the right questions you're rushing to get to the to the answer without understanding the problem you're still selling what it is that you do imagine this and we talked about this before you and i go in for a bid you come in at 25k
strigo and drigo's crew i come in i'm like you know what it's going to be 250 000 like we just talked to drigo it's going to be what did i say what was your price 25 yeah so we'll we'll say driegel comes in with a price of 25k right and i come in
in price with 250k and the client's like what the f get out of here i'm like yeah it's a lot isn't it it is a lot and they're like yeah because some other guy came in and said one tenth of your price i mean that's cool but you know who i'm gonna be
able to hire with this and who you might need i'm gonna have the screenwriter who worked on inception that's not true i can't do that but i'm gonna have that person would you like to the dp who won uh three academy awards and a golden globe no we don't want them because they're
giving the golden globes back but yeah you know what i'm saying i'm gonna have access to a deep pool of talent and it's i'm gonna go into it and selling them something else you're still talking about selling them pixels on a screen and there's a difference and if you don't believe me all
you have to do is look at these big branding firms and they make a mark a mark that you and i could make but the amount of money they can charge is vastly different than the amount of money you can charge right when you have an answer to that then you have an
answer to this problem okay okay nick sav thank you very much and nick is saying you are amazing you have changed my whole business thank you and i thank you okay i think it's almost time for us to rap here i don't mean freestyle rap like last time mo but really for us
to end this conversation okay yeah any other things that we have to address mark there's one last question here regarding video okay leo wants to know what is a small video creator to do to scale up and charge more would be one tip other than watch this video other than i just gave
you the entire plan to how to charge more for a video isn't it [Music] please replay at uh point five speed and then because you know that's what i'm gonna do when i go home watch this all over re-watch this video that's all i can say i spent some of my time mapping
out on a notebook like how i'm going to have this conversation with you and everybody else that's been on clubhouse ask me chris please tell us how to charge for a video how do we build a business around making videos i'm telling you right now this is what you have to do look
at the problem that your video solves stop thinking about the video as a solution it's not it has to solve a problem so ask yourself what problem are you solving can we get a hair nuance since we're about to bounce here in a second yeah i think you're going to say can i
get an amen or something am i going to get it man we can say that too can i get an a man amen from the back shout out to angel um so i'm at a stage in my business right now where i have people doing the work finally at that stage and welcome
thank you yeah thank you thank you um and the constant thing that keeps coming up in conversation is why do you charge so much compared to the other people that can do what you do and you you did just show that so i want to know how do i leave here and create
a video that actually solves a problem like do i have to identify the problems that i'm seeing my recurring client is having and then just build some something around that or do i just go custom every time i'm on a sales call like you did with trego because i'd like to have something
that's like we've done this for somebody like you before these are the results that we got is this the problem you're trying to solve if so we're the right person yeah you're talking about something totally different you're talking about greg hickman automation thing right productizing your services not necessarily but my what is
it then my clients usually have the same problem what's the same problem i want to build awareness for people to find me and when they find me i want to i want them to convert okay so now and if you want me to solve this for you right now sure you sure you're
dragging the video out now i'm not dragging the video out you are there's a different problem okay you want to privatize your services that's what you really want right is that what you're doing i see those two questions i'll get to them in a second mark thank you sure no i don't want
to twist your arm like oh wow you want to prioritize you tell me what you want i want to have a solution that solves the problem regularly and it's and i know it does so maybe i don't know if that that's necessarily productizing the service it is okay you just don't want to
say i don't want to productize the server why are you allergic to that word i'm not okay a very specific solution and he doesn't want a lot of the headaches product ties services and there's a whole video that we did with greg hickman i'll write it down here for you guys greg you
can send me a check later for mentioning your name twice now craig hickman he helps creative service companies productize and automate their stuff so you're saying you have a client so we'll draw my stick figure kind of client right and the client has the same problem and it and then when the client
has the same problem you can pretty much automate these things okay product says i need what what do they need i need to increase my awareness and how they're going to do that social and how they're going to measure that uh views likes comments and then how we can convert some people okay
they're going to need awareness on social probably what on instagram yeah instagram okay so we're talking about views yep um likes and shares right even comments probably yep okay it's always one of those four right and hopefully follows yeah you forgot one perhaps their most important metric follows right yeah why are you
laughing at him um fleamole he said allergic to being broke i felt that okay okay so they have awareness okay things are working right now what now what do they want we need to convert those views like shares comments follows into customers so usually and this is where this is why you were
like we're about to go to a different section we are i now have to think way more than just the videos that i'm making i have to think of this system that's going to get them views and shares and how do i get them to comment in the dms hold on you have
to think you prefer not to think no not that well you just said i have to think about all the blog what i'm saying is like okay so right now i'm charging five g's just to post produce these videos yeah this level of work to me is like i need to 3x where
i'm at because you're getting like this plug-and-play solution that's guaranteed to get you results are we talking about the same thing here yeah why didn't where did you get that from how is a video going to convert them to customers am i not i i'm just trying to understand the problem all right
i even told you the solution you're telling me you don't like the solution i have yet to provide no i didn't say i don't like the solution i'm just saying but we can keep going okay convert to customers yes how are they gonna convert to customers um dms or a specific call to
action for a rep that that person has to then reach out to them okay there's going to be some kind of click-through rate right ctr click-through rate so out of a thousand of these how many people go through right so let's just say there's a thousand people who are somewhat interested or seen
it a very small percentage is going to go through what has your client told you so far what's the click-through rate on a video i haven't gotten this far well then you're the end of conversation because you you're not asking them the thing that matters to them okay let's just say it's three
percent it's usually not high so out of a thousand people three percent of that is what 30 30 is that right yeah okay if it's a hundred then it's three it's a thousand it's 30. so if they have 30 people who who take action of some sort are you are you done is
your job done yeah it's done at this point it's their problem yeah so then you can work backwards you can say well if you need 30 dms or call to action whatever click on a website then we need you you probably need a trackable link that they can assign to this are you
doing that yeah for instagram we are yeah okay perfect do you know what they're getting the one the client that the client where we were managing everything from not just editing but strategy all the way to like managing the content they were able to 3x their email signups and it worked yeah it
did okay so you're selling actually uh probably not click-through rates but you're probably selling them new leads yeah that's the conclusion i'm kind of coming to now right it's lead gen and the videos are a source for that right so you say to them this is how you you work backwards she's like
okay what kind of click-through rate have you been getting and how many leads are you getting from that and you work backwards so if we watch this let's say they want to get 60 okay they want to get 60 they're they're here they want 60 from you there's two ways to get to
60. how can you do that mo there's only two ways you're saying like what kind of content no how do they get to 60 if they're at 30 right now three percent more people to watch how many more so we'd have to double the thousand to two thousand correct so we're gonna get
to two thousand so that's one way what's the other way uh increase the click-through rate correct to what to six correct six percent so now you're talking like a strategist how many leads do you need what are you getting what's your click-through rate okay how many eyeballs are you getting on the content
now i have a baseline so we're going to establish a baseline this is really important when talking to business owners okay what's the baseline three percent three percent one thousand and thirty that's your baseline right okay so i'll write it here baseline sometimes people are like well i can't measure effectiveness you can
measure something find the thing that you can measure and work on improving that the delta the difference between where they're at and where they're where they're going to be is where you make your money okay you've helped them now to 2x their revenue now you can ask them one more question okay go
back to this color what is the lifetime customer value i don't think that's the right acronym but what's the lifetime customer value what is one customer worth to you what are they gonna say um on average if it's high ticket like 2500 if it's low ticket like 150. let's say that 2500 bucks
yeah okay so now we do the math yeah here we go again so let's say we have two scenarios one is 150 and one is 2 500 yeah you're going to get them 30 new clients so you're going to multiply that by 30 you multiply this by 30. yeah i'm definitely not charging
enough just seeing the numbers never charging enough yeah okay so you can help them get 30 new clients where they can convert in one scenario it's worth 75 000 to them in the second scenario it's worth 7 500 from them any amount of money they spend less than 7 500 is a win
especially if they sell digital products yep and a lot of people sell digital products okay because there's really very little overhead on selling a digital product it costs almost the same if you sell 200 000 units versus four units almost the same okay so anything less than that so if you say take
that in half or a third whatever you know let's say you charge them 3 500 to make these videos they're gonna clear what they're gonna clear 4k yep that's not bad for you doing most of the work nothing of nothing of what they do changes that's their net they net that this is
the price of the video so there's another way to look at it so those of you that think oh my god i'm not ready to deal with multi-millionaires and billionaires you just do it like this like what are we trying to do you have a real business conversation with business owners right that's
the bottom line it's all roads lead back to learn how to talk the language of business become bilingual don't speak the language video speak the language of business bring those two things together any questions mom so on your onboarding document you're like hey man um johnny smith i don't really care what you
do you're not gonna talk like this i don't really care what you do do you have a business problem to solve yes i do mo i want more leads okay what does that look like tell me your ctr tell me your lead jen tell me your conversion ratio we're good to go that's
your baseline and then you say i can do that or i cannot do that okay all right let me say i had a couple of people here we're we're talking to alken turk ostrich alkanaluster thank you very much for the super chat how can you approach and talk to leads like an agency
if you found them on freelancing marketplaces like upwork thanks chris alkin it's very difficult don't do it first of all you shouldn't be on marketplaces marketplaces are designed to exploit creative people and to to kind of compete on the lowest common denominator people go to marketplaces generally speaking it's not always the case
generally are just looking for a bunch of creative people to like cherry pick whoever they want and they cannot see the difference you remember that chart where we can't tell the difference that's the problem elkin the best thing that you can do starting tomorrow is to start to develop your own this is
where you eat your own dog food as blair n says which is you start to think like a strategic thinker and you help yourself god there's too many slides now you help yourself using your own video on the topics you want to be known for so that you can rank as top 10.
that's how you change the game you use your own strategy and you prove it to them so when the client calls like i don't know if this can work i'm like how'd you find me oh google were we on top 10 or no oh yeah any other questions no when you want to
send the money so it's just like that it's facts though why haven't you done that why haven't you i mean maybe you've already done it yeah yeah it's what you have to do okay so you're very welcome elkin for the spicy answer jeremy solomon says thanks a lot great session chris thank you
very much jeremy really appreciate you i don't know what kind of currency unit that is but it makes me happy there's a lot of zeros in it it's probably four dollars and seventy-five cents so i love it thank you very much okay let's go to the pro group profam how we doing do
you have any questions before i get out of here i've got one but i don't hear anybody help me out okay sorry i'm just gonna give us two seconds jonah has to activate your your microphone go ahead cool chris i was going to ask just about the follow-up so after you have the
conversation you've identified the budget is it then that you send a proposal with the budget that you talk about what happens after after you've established what the client has to spend okay this is really good so stay with me uh what you would do is you would say so if we if this
and this happens you're ready to spend this and this and then they said yes i said is there anything else that would prevent you from saying yes they're like no uh does anybody else have to be part of this decision-making process to say no so if i send now this proposal would you
be ready to move forward on tuesday 48 hours whatever it is and they say yes then you just send a one piece of you know one page proposal you don't put in any bios you don't put in capabilities you just say for this amount i do this sign on the dotted line pay
50 up front and you're good to go okay you want to make sure you're triple confirmed that they want to work with you otherwise you're just wasting your time all right okay anybody else from the pro community profam i've got a question as well one more okay fire away connor okay so and
this is basically what moe's question was earlier so just correct me if i'm wrong in understanding this if i'm an illustrator i do something super niche i make illustrations and someone calls me and says i want an illustration from you and i go well what problem are you trying to solve with that
illustration and they say i want to generate more leads and then we go through this long conversation this diagnosis and we get to the bottom of it and it turns out that i think they think that they actually need a video for twenty thousand dollars and i don't do videos so i tell
them that i do videos and then take that 20 grand and hire drigo is that the plan i'm no longer an illustrator i'm an entrepreneur hold on because if i if i'm doing illustration like that's what i do that's what i don't want to send someone off by diagnosing a solution that is
something i don't do hold on hold on moe wants to give you an answer i hope he's right yes you take the money and you hire mo not rego you hire mo that's my answer on that one no okay connor stay with me here moe's trying to be a funny guy right now
okay here's what you don't want to do you don't want to sell something and say something that is a pile of bs okay connor so what you say is like this is not within my wheelhouse and there's probably people who are better suited to do this for you than me and i would
not be doing you right by telling you i could do something i cannot however i know some super talented people and if you are interested in having me do this project then i can put together a team but it's going to take me a couple days to get you a legitimate answer you
just tell it to them straight i understand yeah so but that would mean that anybody that's calling me as an illustrator for an illustration thing that i do a diagnosis and i actually might be sending them away and that's that's the that's the plan let me let me clarify that too if you
are truly working in the best interest of your client when the client presents to you they have a problem that you cannot solve taking their money and not delivering or solving that problem is a dishonest way of doing business 100 okay it's like a guy's like i got a broken foot you're like
you know what i got some great medicine for a migraine it's like that doesn't really help me i got a broken foot well this medicine is excellent you need to buy this medicine okay so they come to you with that kind of thing here's the thing that i want you just to kind
of reframe the way you think well if a client comes to me and they need a video and i'm an illustrator you're right back to selling what it is that you make you're defining yourself by your title not the impact and change that you make okay so one way to reframe this is
i make images that get clients a certain kind of result and in the world of images it's more than just an illustration it could be a graphic it could be cartoon it could be a piece of type or it could be a video it could be interactive virtual and that was one shift
that we made many years ago when my business coach said chris you don't just make videos stop talking about that you just make commercials and music videos if somebody has a story to tell and they want images to tell that story you're probably one of the best in the world i started to
understand that i believed it i acted upon it and that's how we got into web design and brand strategy and identity design again and that's how we changed we thought of ourselves differently so i want you to think of yourself differently okay your your wheelhouse is illustration what you're good at what you're
really confident is in illustration but it's not what you sell okay now you guys are coming to me for illustration even if they're coming to me for illustration that's my wheelhouse that's not what i'm trying to sell no you're trying to solve a problem got it okay clients came to us all the
time they still do actually they'll come to you and say hey chris we love that video you did that music video we saw and we love we'd love to have you make a video for us and i say stop in the name of love stop what what is this video going to do
for you i'd love to sell you a video i'd love to take all of your money and put in my pocket and do something super cool i just don't feel like it would be ethical for me to take this money without understanding what this video is going to do for you and we
get a whole conversation they go out the other door they came in the door of video they walk into the dwarf brand strategy and then bob's your uncle i'm just dead yeah you understand yeah okay katie shut the door that's how we do that's it we're out and we're out yes we're out
like the guys chris you're very welcome man okay ime you wanted me to repeat something again i'm about to fall over even you were talking about um how you used to operate and say that if a client had a story to tell and they wanted to use images then you're the best i
just i just like that as copy you know what we can do our channel is going to be allowed to have the beta program called clips from youtube that literally means anybody who has a youtube account can select point a and point b clip it and post it to their channel it doesn't
hurt us it helps us so you'll be able to do that you just play that in a loop you just play it in a loop okay that's how we're gonna do it so you guys clips is coming to the future because the future is where clips are at all right okay okay last
question please i'm about to fall over okay where is it i don't oh there it is okay last question this is it because i'm gonna disappear like a vampire guillermo prieto says hi my son is a musician awesome how can he commercialize his music to video creator huh thanks video creators direct to
video studios or reach directly to final client okay let's go back to this chart here i think this chart says it all it's almost like i've pre-meditated all the answers before people started asking that of course you can't you you remember this you remember this guillermo your son is a musician the more
people that get in between him and whoever makes the purchasing decision he's going to get less and less of that pie because people are hungry they take a bite out of that pie and by the time it gets to your son there's a crumb left so ideally your son should be selling the
music to the person who's making the purchasing decision with the fewest number of people in between okay so direct to studio would be ideal or direct to final client would be better than than to studio because the studio is here the client's over there okay the one problem with going direct to client
is clients and generally they're unsophisticated buyers they usually work through an agency or studio and so they have people who train them how to think and behave like clients so when we sold direct to client we made a lot more money but they were really unfamiliar with the entire creative process there was
a lot of client education that had to be had so i just want to warn you there okay yeah and unfortunately in the world right now if your son is not a superstar pop artist it's a tough business to be in it really is because people are sending me free clips all the
time so you can use it for anything you want it's a tough tough business so it's really a it's going to be an uphill climb for you okay with that i'm gonna say goodbye to every single person how many people were tuning in live today i never got a stat okay so we
had about 550 people ish joining us live i i just want to let you guys all know i'm glad that you're here i miss you we'll be doing more of these kinds of content if if mark what should be the challenge how much time we're going to give people to watch this video
before we take this video down what what's the number though ten thousands weak sauce we should get ten thousand by the first day view count yes 50k okay so today is friday if by the following friday if this video doesn't get to 50 000 views this video will disappear it will disappear and
will be available only for my pro community i want to thank all the people from the pro community who jumped on this call last minute that's all right connor everybody thank you very much thank you for being here thanks thank you for participating and to always the the two to my two brothers
from another mother mo andrigo i give you all a hard time aka drake but you know we good we good fam okay let's get out of here jonah see you guys next time we're gonna play some music i might do some dancing smash that like button smash the like button don't forget to
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