He’s 60, Not a Tech Guy, and Makes $30K/Month With AI Transcript, AI Summary & Key Points

00:00 What are your numbers like today? Between 25  to 30,000 right now. Per month? Per month. The average engine starts at 13,000. In one month,  we got him 50 people raising their hands. That's 500,000 to a million dollars. How much  time do you spend per month on average per client? Anywhere from an hour to 2 hours.  You could be a person working a full-time job, and there's no saying you can't do this on  the weekend.

00:21 Yeah. I'm 60, okay? I'm not the sharpest knife in the drawer when it comes  to tech, but I would say AI is here. You might as well learn it and make a living or make some  extra money out of it. There's 33 million small businesses in America alone. Yeah. And if your  average client is $1,000 a month, those numbers add up really fast. Right. I mean, 100 clients  is 100 grand a month.

00:43 Right. Meet Bob. He's 60, and he will tell you himself that he is not a  tech guy, but he has a business making between 25 and $30,000 a month after 1 year. What he does is  called AI concierge for small businesses. One of the things he'll do is put a little AI helper on a  small business's website that helps them find more leads. One of his clients sells $13,000 engines,  and in their first month, his little trick got them 50 new leads.

01:11 You better believe they pay  him thousands of dollars a month for that. Yes, this is something you can do nights and weekends  while you still have a full-time job. In just a few minutes, we're going to break down the math  that he uses to price his service to where people cannot say no to it. He'll make a little demo  for small businesses before he even walks in.

01:29 He'll show it to them, and they're hooked. He has  about a 30% close rate, which is just crazy. About halfway through this interview, we're going  to talk about the three little words that he put on websites that changed everything for both  him and his clients. And at the end, we're going to talk about the five question trick that makes  business owners'jaws drop.

01:43 Please enjoy. So you started this in earnest like a year ago, Yeah.  right? What are your numbers like today? So we we attribute around between 25 to 30,000 right  now on the on the AI billable. Wow. Per month? Per And that's recurring? Yeah. Not including  any one-time setup fees? Correct. That's more the MRR. That's amazing. Yeah, and the and the  one-time setup, I mean, it's true it's revenue, but the profit isn't, you know, as big as you  would think.

02:10 Yeah. How many customers does that 25 or 30,000 a month represent? 20 I believe is  around 26. So they vary from that $300 mark up to I think our highest is close to 4,000 a month.  Okay, wow. So you're averaging 1,000 a month, but a lot are in the 300 and a lot are in the  multi-thousand. Yeah. Okay. By the end of this episode, will people have enough knowledge to go  out and start an AI concierge business?

02:31 I think they'll have about 80%of the knowledge. You're  going to have to I would steer them towards your your group because they can get they can get a ton  of knowledge there. It's not going to be a, you know, get-rich-quick deal, but it is like I think  within 6 months, I think you could be cash flowing anywhere from like 5 to 10 grand, you know, with  a lot of that being profit.

02:52 And then as you scale, you're going to see agencies that are going to be  100 200 k a month doing this. Oh yeah. Cuz I mean, there's 33 million small businesses in America  alone. Yeah. And if, you know, your average client is $1,000 a month, those numbers add up  really fast. Right. I mean, 100 100 clients is 100 grand a month. Right. Your software costs is  300 a month, 400 a month.

03:15 There's going to be some tokens added onto that. Mhm. You'll have to have  a team, but these are 50 plus percent net profit margins. Oh yeah. Yeah, and there's just there's  so many other products. I mean, I haven't even gone back and really sold voice AI or phone  AI. And that surprises me cuz Right. people are selling that. Yeah. I this is my lane I'm  sticking in.

03:35 But but I mean, you know, I got to take a breath and I'm I'm just trying to go after  I think the real opportunity is the bigger the bigger clients. It's just figuring out how to how  to get in there with them cuz once you're in with some of these bigger corporations and stuff,  I think, you know, you're stuck in there for a while. All right. So what like where were you in  your life when you first started decided to start this business?

04:00 As far as the AI piece? Yeah, like  what what were you doing? What gave you this idea? What did you see out there in the market that  was like this might be viable? Yeah, what got me excited is scratching my own itch. Like we talked  about, you know, I I own a couple of businesses. We applied it to our phone repair business.  I think the advantage I had is I understood what customers were asking and and what questions  they repeatedly asked the same questions.

04:20 And you you're probably familiar with this. I have blank  model of phone. I need a screen repaired. What's it cost and how fast can I get it? Am I going to  lose any of my data? Yeah. Yeah. And they're all straightforward questions. And so we were we were  able to create an AI for our our shop. And I was shocked as to the results. You know, our site  traffic is probably between 350 and 500 clicks a month.

04:51 K. Not a lot. But it gets about 130 AI  interactions. Oh, interesting. And of those 130, 60 of them either book an appointment cuz we can  book that through the calendar feature or they, you know, say here's my name number, please call  me back. A lead. Lead. Yeah. Effectively. And these are very motivated high intent. Right.  Cuz if if AI surfaces your shop, they're in Minneapolis and they have a phone issue.

05:14 Right.  Right. And And we we set it up in such a way that we try to incentivize them to book by giving  them a discount if they book much like, you know, the hotels. If you book online versus walking  into a hotel, in many cases you're going to pay 10 20%more. Mhm. And they just they want you to book  online. So we did similar deal and and got similar results.

05:37 This is kind of like the new Google.  Yeah. I implemented it into my I also have another business, copier, who sell used refurbished  copiers. K. And they average anywhere from 6 to $12,000. Wow. And you know, we have people again  raising their hands saying, hey, you know, I need a a copier or and and you'll look at the series  of questions like, okay, do you have copiers that do 11 by 17?

06:00 Do you have copiers that collate?  Do you have copiers that stitch and everything else. So it's a series of questions that you need  to you know answer. And then you know if they're satisfied with the answer that like yeah put me  down, give me a call or whatever the case is. So you know seeing it work in those two models in the  the early days of trying to sell this the mistake I made was I'd showed them examples of my my phone  repair business or even a copier business.

06:21 But if they're in the forklift business they can't make  the connection. Right? And so when things started to work is when I would make a sandbox version of  their site Okay. put the AI for for their site on that sandbox version and now they can they can  see how it correlates with hey I need a 6,000 lb forklift electric if you have it blah blah blah  do you sell electric.

06:47 And you know then they see how it works. They can't bridge the gap with  a different business. Yeah. And with certain tools it's very easy you're five clicks away from  copying pasting your setup with another business another industry entirely. It doesn't mean it  fully works, it works well enough so they can visualize themself as your customer. Right.

07:10 Now  what exactly were you doing to your two websites? Like what AI workflows were you implementing  that started to work? Yeah with the phone repair one we we using go high level you have the  ability to book it into calendars. It's pretty straightforward to do that. And we don't really  have a calendar or need that calendar function for the copier piece.

07:31 People just generally you  know raise their hand say please contact me type of a thing. Like just a lead submit form. Correct.  Correct. for the phone repair a a booking widget on the website. Right. And we see a blend of  anywhere from 60 40%are 60%are traditional you know texting typing type thing and then the  other 40%is the voice interaction piece where people are you know they're they're comfortable  talking back and forth.

07:57 A voice agent. Yes. So in this case you you implemented a voice agent where  people would call your number and just get answers to their questions Right. As if the guy who mans  your shop answering the phone. Did this voice agent tell them it was a voice agent? We call  it an AI guide. Okay. And I think that's really important. Some of my other clients that we have  we actually emulate their voice.

08:17 Oh, okay. Okay. Yeah, cuz you can. You can. Hi, I'm Chris, your  AI guide with Backyard Funhouse. How can I help you today? And it's I think it's really important  in in scenarios. Let's say you're a lawyer or a small clinician or whatever the case is, and they  are going to be talking to you. Yeah. So if they can get tuned into your voice right away, but it's  important that that you distinguish I'm I'm Dan, your AI guide.

08:44 You still use their voice, but  you just got to say, you know, because there's going to come a day where somebody's going to sue  somebody. Yeah. Oh, yeah. Cuz I thought you were Dan, you know, type of a thing. Cuz I would think  in like like in the forklift business, doesn't matter if you copy their voice. Right. They'll  interact with them maybe once in their life.

09:01 With a dentist, it's like they know his voice.  They're going to see him every 6 months, but it could do more harm than good if you copy the voice  and don't say I'm an AI guide cuz it's like oh, you're tricking me. Like I know this isn't him.  Right. You know? Yeah, and and there's just some people they're just cognitively not there and  and you know, they literally think that's that's the person.

09:20 Yeah. And really where it where it' s  gotten a lot of traction is we have a a higher-end client. They have a very high-end social following  like 8.8 million views or followers, I should say. So everybody's tuned to their voice and  everything. So when they land on their site and they have that voice interaction, you  know, it's in this case it's Dave, your AI guide, you know, they should know it's not him, right?

09:43 But all that being said, you'd be surprised at the conversations they're having. People think  it's him. Yeah, or or they just literally I've had this truck. He's he's a high-end diesel engine  rebuilder. Okay. He has 8 million followers? 8.8. He's got 1.5 million YouTube followers and  2.2 million Facebook followers. I'm guessing he's the most popular high-end diesel engine  rebuilder in the world.

10:09 Pretty much. And he's he's the greatest guy in the world. He's really  a good guy. So answer me this. On his website, he has a voice agent that you just click and talk  to? Yeah. Interest And that gets used a lot. A lot. And is that answering questions about like  you know replacing spark plugs and stuff? Okay, so you know I've known him for 12 years.

10:29 Okay. And  we started the AI journey about 4 months ago. And it's him and his son that run the operation. So  they you know he started his business is 30 40 years old. And so just the engine mechanic and and  he started specializing in the engines and stuff. And so now they have 4,500 e-commerce related  items that you can buy for your diesel truck.

10:51 Okay. Okay. But he's still doing engines. His  average engine starts at 13,000. Wow. In 1 month we got him 50 people raising their hands saying  you know you know because it quotes the price, details, everything else. And they're like yeah I  want one. Please have somebody contact me. Here's my name and number. I mean that's 500,000 to  a million dollars worth of You're not going to convert all those.

11:12 Sure, but like worth  of interest. Right. Right. Right. And then that's not to say like his the e-commerce side.  Basically what happens in the chat piece is you know somebody says hey what's the price of this  part and will it work on my 2023 Dodge coming? Mhm. And it says you know yes it will. Here's a  link to that part and that has a UTM, right?

11:29 So if they click on it and they end up ordering it,  they can contribute that sale to AI. Okay. Okay. And then where we're at we're just launching it  this week is on the voice piece. If somebody asks a similar question through the voice dynamic it's  really hard. You can't really give them the URL, right? You'd have to backslash blah blah blah blah  blah.

11:52 Yeah. So what we'll do is we can email you the URL to give you the price. We'll email you the  URL or we can text it to. Then you get their their number or their email. Right. Yeah. Okay, so most  people are using his voice agent for answering e-commerce related questions. And in in depth  you know engine like hey I think this is going on with my engine.

12:12 Gotcha. And does a really good  job answering the question. How did you make his knowledge base? Like, from what did you have to  pull from for this? So that's you have to you have to scan the knowledge base and if sites that I've  had to do a scan on, it's locked down pretty hard. You can't you can't scan it. So we eventually  hired a web dev guy that can do a workaround that.

12:38 I'm not even sure how he does it, but he's able to  do a pretty good knowledge base, enough to get a demo. Okay. So then once you have a demo, they're  on board, say, hey, we need full access to your site for knowledge base. And then we we typically  allow people to use the AI for two to two to four weeks. Okay. So we want to make them money first,  right?

12:55 Yeah. And then, once they see the light and how effective it is, then we, you know, hey, we  got to go in and properly scan your website to get that knowledge base and enhance the knowledge  base if we need to add other, you know, pricing and stuff that isn't reflective on the knowledge  base, if that makes sense. Okay. The same thing happened to me.

13:16 I was in the phone repair business  and then I got a shiny object syndrome moment, which I have those almost daily. And I was like,  I think this is better. And I pivoted to that and it was 10 times better. At what point did you get  very intentional about going to find other clients that you could implement AI with? Yeah, that was  probably about a year ago, right?

13:31 So once we had a a handful of clients and they were starting to  get leads and then you'd hear the stories, right? Where the leads are we work a lot in the material  handling industry. So forklifts and and it's not sexy, but it's people don't realize it's a huge  industry. Oh yeah. You would either see the leads or hear them or whatever through the voice dynamic  and you know, when your clients are calling you up and they're all excited cuz they're like, this is  a half million dollar lead.

14:01 Mhm. This is a million dollar lead. Mhm. And you're like, really? And you  go back and you read it and sure enough, they're they're entering like a lot of detail. I need  20 forklifts. Yeah, or or you it's people don't realize when you build out a warehouse and it's  been since I've been in Dallas, but I'm flying into Dallas and like there's just warehouses  everywhere.

14:21 Got a lot. Yeah. Yeah. And and people don't realize it's a 100,000 square foot warehouse  that needs to be racked out. Mhm. You're looking at a million plus dollars. Yeah. Yeah, and they're  all over the place in Dallas. And so you know, the GP on a on a project like that can be  anywhere from 20 to 30%. Yeah. So I mean, you know, when our clients are calling us up and  they're excited, you know, I'm excited.

14:41 We're all excited. Okay, so what was the first move you made  to acquire a customer in this AI implementation business? So it's basically, depending on your  industry and and how much traffic you have, there's probably 5%interaction, meaning 5%of  it is going to be with AI, and 2.5%is going to turn into a lead. Okay. Does that make sense?  So you know, 100 visits, there's, you know, easily five people interact with AI and about two  to three will turn into a lead.

15:11 It helps them get their answer faster before they're more likely to  convert. Whereas if they're if AI doesn't exist, they're going to poke around your FAQs and all  that time and friction means they're probably going to bounce somewhere else. Mhm. It's just  like anything else, right? You call you call a business and it goes to voicemail. What do they  say?

15:30 85%of the people don't leave a message. Yeah. Right? Depending on retail versus commercial  or whatever, but you get the idea. Yeah. I mean, we have to serve up answers. Okay, so you went to  one of your clients and said what? Hey, you know, you know, I'm using this on on my businesses.  I know it's going to work for you. You know, let us put it on there and, you know, for free for  like 30 days.

15:49 Mhm. Let's see what happens. Did you talk price at all or are you just like, hey, it's  free, you have no downside? Right. Let's revisit in 30 days. Yeah, so let's talk about that. Okay,  so in the early days, we kind of gave it away type of a deal. It was like, hey, if we get an extra  100 bucks a month, that would be great, you know, type of a thing.

16:10 But now if I don't know that  industry, I'll go to AI and I'll say, what is a for the security, let's say the security alarm  systems industry? Mhm. What's a lead worth? Well, a into it and say, okay, this is the this is the  value we can deliver. Okay, so you implementing it for free on the front end serves multiple  purposes. Number one, it's risk-free.

17:59 Yeah. Number two, it enables you to price it where you  want to price it. Not like a, hey, here's our our pricing template that we charge everyone for. It's  like, no, like this brought you $30,000 worth of leads. It's going to be 3,000 a month. Right. Or  this brought you $400 worth of leads, it's going to be $100 a month. Right. Is that kind of what  you do?

18:22 Yeah. So, what did you charge your first five or so customers? So, we were charging, you  know, probably $300 is an, you know, minimum 297. But again, it per month, but it's got to math out  like we talked about. Based on the value of the leads they're getting? Right. You know, so you can  you you you can push that up further. And that's a good a good another good reason to do the test  the free test deal.

18:43 Again, you want to make sure you're you're bringing that value. Are you asking  them questions on the front end regarding the quantity of leads, the value of leads? Yeah. Do  you have a baseline? Yeah. You know, and just say, hey, we from our research, we see these lead lead  value being this. And we project based on your traffic, this is what you're going to get.

19:04 Mhm.  So, that's really important, I think, if you're going to do a test deal and you're like, cuz  this is what I did in the early days. I'm like, I don't know. Should work. Yeah. type of deal.  Where if you you do the math and you math it out and you understand their traffic, and it's really  important you don't get their traffic from a third party.

19:23 You want to get it from Google Analytics  Yeah. cuz that's the real source. Okay. So, three did you charge a setup fee at all? Some cases we  do, you know, like the the more sophisticated ones that have 25,000 traffic Mhm. cuz you are going  to put some time into it. There's just no getting around it. This isn't a deal where you plug it  in and we all go go to the beach and whatever.

19:45 Cuz you are you are tuning the the the AI, you're  adjusting the knowledge base and everything and that's that's what they're paying for. Okay.  And what would your setup fee be in the So, on the low end, you can be as low as like $1,000  and, you know, our highest we've gotten so far is around five. Wow. Okay. And then do you look to  charge a percentage of that on the monthly or is it kind of uncorrelated?

20:07 It's uncorrelated and I  kind of judge the customer, too. How difficult are they or not? Yeah. If they're they're high touch,  high maintenance, you know you're going to be putting some time into this deal. Okay. So, who  were the first few businesses that you did this with? What industries were they in? Yeah. so a lot  of the to get specific pallet racking that's used in material handling.

20:27 Again, not very sexy. Not  cheap. I I bought a lot of that in my It's not, you know, and and um These are companies  that sell it? Sell it, yeah. So we have a myriad of clients including, you know, Toyota  dealers, Raymond dealers, pretty major players, you know, well received. And we see we see it  enhancing the lead volume for their sites by anywhere from 10 to 20%.

20:47 Wow. Okay. And that  lead is pretty expensive, I would imagine. Oh, yeah. Okay. Yeah. So pallet racking businesses,  what other types of businesses? So the security alarm system business that we talked about and  then the the boutique engine rebuilder and then we're in talks with their We have not launched  it yet, but we're in talks with their vendors.

21:10 So they have all these parts that they use in  these various diesel engine. Mhm. And this is a major vendor. They get a quarter million visits  a month to their site. Wow. And these are those are high value visits. Yeah. Yeah, and they sell  direct. They have dealers and stuff too, but they also sell direct. So there's a lot of, you know,  a lot of potential there.

21:28 And something with like thousands of products, SKUs, FAQs, like that's  the perfect use case for AI. Is that something that that humans have find a very tedious time  doing? Right. And the mindset that everybody needs to understand is AI isn't perfect. And the  way I explain it to people is this, you know, a lot of our clients will have 20 80 employees.

21:49 Say in any given day, are any of those people messing up? Yeah, all of them. All of them. You  know, me included, right? Yeah. So it's like this is a process and what you're paying us for is the  software that drives us and everything else is relatively cheap. Yeah. Right? It's nothing in the  in the grand scheme. What you're paying us for is to fix, you know, all the mistakes and refine it  and improve it and everything that goes with it.

22:17 So in the case of, you know, one of our better  clients, they have 1,200 interactions a month. Okay. So, you know, we're 4 months into this.  We're we're going to roll this out here pretty soon, but we're going to take all the transcripts  and all the data, plug it back into AI and say, hey, how do we cross-sell? How do we upsell? Mhm.  What are we missing here?

22:32 What are people asking for that we're not providing? How do we, you  know, refine everything Yeah. to get them better results? Which that to me is This is going to be  the exciting process. You know, you think about all that data and all that traffic and now you can  plug it back in to to get better results for your client. That's where it's going to get cool.

22:53 If  you've been with me for a little bit, you'll know that GoHighLevel sponsors this channel and this  guy is whole business is built on GoHighLevel. If you want to test it without buying it for free  for 30 days, please use my link. I'll get a little kickback. You can test it risk-free and it would  mean a lot. I truly believe in GoHighLevel. We use it as a team.

23:12 We're multiple businesses every  single day. It's an amazing product. But please use my affiliate link. It's right at the top of  the description. Okay, so the first five customers that you onboarded, did you ever have someone who  you implemented the AI with for free and then 30 days later they didn't really see a noticeable  bump? Yeah. What did you do there?

23:28 Yeah, we I mean, we obviously didn't charge them. A lot of  it is what we're finding out, and you and I kind of talked about this, is how the AI is represented  on the site. So if we look at where this is born from, it's the chat widget Mhm. and what have you.  That's usually in the lower right-hand corner. Now, let me ask you something. Let's go back five  years and you you Okay, I can't find what I need, you know, on the site.

23:57 So I'm going to go ahead  and either hit the search bar or ask chat widget. What typically happens when you do that? Uh they  want my email first, which is the worst. Yep. I don't even know these guys. I'm just Right. I just  found them, right? Or it just doesn't do a good job. And it pinwheels, right? Or it says, hey,  wait while we find somebody who cares.

24:11 Yeah, That type of deal. And And you're just sitting there  like, you you know, waiting. And after a while you bounce. I'd rather have an AI that answers it  immediately than maybe get a human. Right. So the problem is you put it down in that same position  on in right-hand corner with with all the little kids during Thanksgiving, right? That type of  deal.

24:32 Kids table. And everybody's like looking at that and thinking that that's the same deal and  they're not interacting with it. Yeah, I mean five years ago that wasn't like it might not have  been worthy for more valuable real estate than the bottom right, but today it's worthy of it.  Right. So it it's interesting that the reason we bring that up is how much real estate is AI going  to start to occupy or these AI chats and voice interfaces going to occupy on people's websites.

25:00 It cannot be down with the little kids at the you know Thanksgiving deal. It needs to be in the top  of the fold. It needs to be preeminent and then it needs to have some way to get you to engage. Mhm.  And we changed our phraseology. It used to say do you need help? Most of your widgets say hey do you  need help? Now we're saying do you need a quick answer?

25:25 Click here for a quick answer because  that's why we all do. That's why we're there, right? So you know all those dynamics are changing  and then as it's interesting because you know as we make those tweaks you just see these percentage  increases of engagement Yeah. that people are like okay this is where I need to get my answer.  Interesting. Now does that principle hold true for e-commerce websites too?

25:47 We're early into  it so I don't have enough data to say, but but the logic would tell you like hey we need to don't  worry about some of the other pieces that you have on your page in my opinion. You need to make that  more expensive Mhm. and get more attention. I'll I'll give you an example. In some cases we have a  big yellow hand waving that says hey need a quick answer.

26:07 Yeah. It grabs your attention. That's  why they're there. Yeah. Of course we all do. We you know big yellow clown hand that says hey.  So I think that's that is it's too early to tell, but I'm I'm pretty confident that's where we're  going to see it go. Okay. What percentage of the people that you tested this 30-day plan with did  it not work for? I would say about 20%And part of it is site traffic and what we're learning too  is the nuances of the the potency, if that makes sense, of the traffic.

26:36 Mm. You know, pick on your  website. That's all right, but it's Fun House, right? Backyard Fun House? Backyard Fun House.  Okay. I would love to have one of those courts in my backyard, right? But, you know, I got  to get my kids through college. So, however, you know, it's a a need, not a want. Mm-hmm.  Okay. So, your traffic dynamic is going to be different.

26:58 Well, it's reverse, right? It's a want,  not a need. A want, I' m sorry. Sorry. Yeah. It's a want, not a need. Your traffic dynamic is  different than an emergency HVAC or a plumber or a phone repair, right? In a In the case of the phone  repair, your volume can be low, but super potent. Yeah. I need High intent, right? So, we're we're  starting to understand that a little bit more, if that makes sense.

27:22 Yeah. So, the accountant,  nothing against accountants, but, you know, it's a it's more of a you know, it's just a service,  but it's not an emergency. Oh my god, I need this right now type service. Yeah. So, you know, to  your answer your question, no, it's not not going to be perfect for everybody. But even even that,  I'd still still have it on there.

27:36 Yeah. So, you're saying it was it proved more effective for the  want-to-haves and not the have-to-haves? Right. Okay. So, less effective for an HVAC business? No,  I'm sorry. Or For somebody that that's a critical service, that's HVAC, plumbing, Yeah. phone  repair, automobile type situation, less effective for massage. Yeah. Medi Spa. Uh-huh. Cuz those are  they're just not as critical, I don't think.

28:01 Yeah. Okay. different. sense. What type of industry or  customer are you able to move the needle for the most? We have material handling down flat. Okay.  You know, we understand it. We understand the the type of customer that is. With And that would  be forklifts, pallet racking. pallet racking, any of that in Logistics. Logistics, yeah. Okay.  So, you're able to offer them even more value.

28:31 Therefore, you're able to close them better.  Therefore, you're able to charge more. Yeah, and and you can edify yourself too. Like this is, you  know, this is who's doing this. This is their AI, right? And in a lot of times our customers will  say, yeah, if anybody wants to call me or, you know, referrals are really easy. Yeah. And when  those referrals are big, you know, big corporate names and stuff, people people are comfortable  with it.

28:51 Yeah. What other industries are are good? We're just getting in started in that e-commerce  piece. I'm excited to work in that industry cuz it's it's a no-brainer. Yeah, I agree. E-commerce  it could be huge because it's very competitive. It can be low margin. You get a lot of traffic,  but you only convert a single digit percentage of it. Right. And people have questions, right?

29:09 And  if if we can increase, you know, your e-commerce site and leads 10%and then IE revenue, you know,  5 to 10%, that's got to help. Oh yeah. And then what industries have you tried and just weren't  very optimistic about? The nice to haves. Yeah. Government. Government is very slow to adopt.  Banking, you know, they're they're like no, you know. regulatory.

29:35 And And And I haven't If I  was smart, I'd spend a lot more time figuring that out and working with with those those pieces.  You know, the financial, the banking industry, government, they're dismissive and then higher  end, you know, corporate entities again, they're they're just very slow to Okay. you know, it's I  think small businesses are the Navy SEALs, so to speak.

29:58 And corporate government is literally the  regular army, Navy where they're they're just huge and big and they just can't adopt very quick. If  someone's watching this and thinking, okay, great, you started with a digital marketing agency, you  had all these relationships, of course. Yeah. What is your rebuttal to that? There's going to be  a learning curve, but you can do this.

30:14 I'm 60, okay? And I I own a, you know, bunch of small tech  companies, but I'm people don't realize I'm not the sharpest knife in the drawer when it comes to  tech, right? I know enough to to sell it and get by and everything else, but I would say you can  do it. It's just there's going to be a learning curve. There's probably 90 days where you're  going to have to dig in, you know, figure this stuff out.

30:38 And then you're going to have to have  the moxie to, you know, in some cases go door to door. There there have been times this summer that  I picked up some stuff at a landscape company. I went right back home. I made an AI, did a sandbox  site for them, printed it out on a sheet of paper with the URL, went back in there with my laptop.  Now I didn't sell it.

30:56 were just a customer. I'm a customer. They weren't a customer of yours. You  needed to go get some sod or whatever. Right. And And you know, they're a big entity. But I went  in there and I'm like, hey, you need to look at this. And you know, I played the AI on my laptop  and they were like, oh, that's cool. I'll give it to marketing. Of course, nothing happened.

31:14 Yeah.  But like you got to have the passion to just go do that to everybody. And you're going to look like  a knucklehead. But the reality is somebody's going to buy it. And when they do, like you're going to  make money. Yeah. And once it's in there and it's making them money, then I'm going to say, hey,  what else can you do? Yeah. You have to show them what it can do for them.

31:34 Right. Not like this will  save you 3 hours a week, but like you will give me $1, you will return five. Right. Right. And you  often don't even know what that number is unless A, you have case studies of people you worked with  in the past and you can reasonably assume or B, you implement it for free. Right. And then you  actually can prove it. Right.

31:50 Is there merit to making that your offer, similar to what you're  doing for your existing clients, going in cold to a landscaping business and saying, I will improve  your website for free. I will bring you more leads for free. We'll talk about money in 30 days if  it's making you more money. Yeah. Yeah, I think there there is. You know, what's great about your  show is is, you know, you could be a full-time person working a full-time job and there's nothing  saying you can't do this on the weekend.

32:14 Yeah. Because AI is here and you might as well learn  it and figure it out and, you know, make make a living or make some extra money out of it. Yeah.  How much time do you spend per month on average per client? I would say, you know, it varies on  those price points that we talked about. So if you're in that that $4,000 month range, we're  probably putting anywhere from 10 to 20 hours a month tweaking things, fixing things, keeping  an eye on things.

32:43 You know, we're that client, I'm going to offer a different interface like we  talked about. You know, I'll show you later off air what what I'm talking about where we're going  to make that AI more prominent on their site. So we're going to develop that. You know, we're going  to spend time and money to do that. And they may say no, we don't want it, but you you get the  idea.

33:06 I just my mindset is if you're charging $300 a month for the AI, you should be spending  anywhere from an hour to 2 hours just making sure everything's working fine and thinking about how  can we make it better. Okay. If that makes sense. Yeah, yeah. It's not I don't You could. You could  just kick back and like look at me. I'm in my It'll catch up to you.

33:28 Yeah, yeah. I I've noticed  that in periods of my businesses where it's like, man, this feels easy. It's like I'm I'm missing  things. Right. And it'll catch up. Right. So 1 to 2 hours a week is reasonable for someone that is  paying you 300 to 1,000 ish. Yeah. And over 1,000, it's going to be 2 to 10 hours a week. Right.  And then multiple thousands, maybe close to 20 sometimes.

33:51 Yeah. And you know, you and I talked  about, you know, a prospect that has a quarter million visits to their site a month. Mhm. And if  they were to come on board, it would be probably 13 to $20,000 a month. You'd be like, oh, that's a  great payoff. It is. That would be what they paid you? That that's where I where I would quote it  and project it.

34:05 And then setup would be, you know, close to that figure as well. Mhm. We're going to  put some time and effort into that. We're going to make sure that thing works. And it's going to be,  you know, 40 to 80 hours a week. Yeah. You know, making sure that thing's humming. Not a week, but  a month. Right. 40 to 80 hours a month. You know, it's not a magic pill or anything, but it's it's  a good way to make a living in my opinion.

34:24 What are some interesting ways that you're using Go  High Level that most people don't take advantage of or interesting features, uh, snapshots? Cuz  it can do so much. Right. Right. And this is the part I think maybe a lot of people are doing  this, but the fact that you can in the voice AI, we talked about having an interaction exchanging  of information.

34:44 In one of our clients, it's, you know, on the e-commerce side, someone will  ask, you know, pricing, and then the voice AI will say, well"we, can this is the price," and they'll  answer the question directly. And then it'll say, "Hey, if you'd like, I can send you the the URL  for that product either through email or through text. Would you like me to text it?"

35:06 Mhm. It's  a 50/50 blend I think we're just rolling it out but 50%of the people say hey yeah text it to me.  Hm. So like we talked about that's that's more data you're collecting. Yeah the voice agent's  good I've used it. Yeah. Do you use Snapchats at all for anything? I don't and and that's outside  of my wheelhouse. One of the other things too I wanted to mention is I don't know if people know  this but you can do 10 custom voices in Go High Level.

35:33 Okay. So a lot of people use Eleven Labs.  You can create it in Eleven Labs but then you can create 10 custom voices. Now I think you can do  more but I think you have to pay for them. Okay. And I'm at that like 297 platform. Okay. All right  so let's say someone walks into a local business all they know is what they've learned on this  podcast what what do they say to the business owner to get their attention?

35:55 Yeah so what I do  is I actually create the AI in a sandbox website of their business. So before you go in there? Yeah  and I How long does it take to do that? That takes probably half hour to an hour. If it's a bigger  business it's going to take longer. So the more pages the longer that process takes. Okay. So I  create it and then I use uh AI Studio within Go High Level Mhm.

36:19 and I say hey emulate this website  do one page. You don't want to do more than one page cuz you get charged now for it. And you don't  need to anyway Right it's just a landing page and then you you put the chat widget and voice widget  on that page and you can publish it so then you get a a URL and then I I print off the website  with the URL and I highlight it with a yellow highlighter.

36:42 Mhm. So I have that in terms of a  printout piece. I bring my laptop with that that sandbox site up with the AI. And then here's the  key thing is go out to Perplexity or ChatGPT and here's what I type in. I say I've just created a  voice AI and a chat widget for this website. What five questions would you have me ask the voice AI  in front of the owner to prove how good it is?

37:05 Oh, okay. Yeah. Okay? And that becomes very complex  the bigger the company. Mhm. Anderson Windows, Marvin Windows, big corporate, you know,  companies. What questions, you know, do you need to ask to demo this to really show  that it works? And there's a lot of businesses you don't realize I'll just explain like real quick  here. We have a client, their security systems, right?

37:37 And I did that same exercise and when I  did my demo to them, one of the questions was how does your security system work with the  cannabis industry? Mhm. And I'm like I would have never thought to ask. That was one of the  questions that ChatGPT told you to add? Correct, cuz it scanned their site and said these guys are  experts at security for the cannabis industry.

37:58 When I did that, they just went nuts. Interesting,  cuz that's a real specific, relevant question that they were used to getting. that you and I are  going to comb their site to figure that out, right? So, that's the steps is, you know, one  go ahead and, you know, target and what we're doing is we're targeting obviously the material  handling industry cuz we know that.

38:14 But I mean, if you're going to do this, you can go out just  go after everybody. But then once you get a niche down, you know how to repeat that process.  But use AI to help you sell it, right? Okay, so let's say that I stop by like a transmission  shop for my personal use case. I need I need work done on a transmission and I'm looking  around like, oh, this could be a good client.

38:38 They've got good volume. You go home, you get down  on your laptop, go to open Go High Level, open the AI studio specifically, Yep. put in their website  and say clone this website, just the one page, the landing page, put an AI widget at the top  and show me what it looks like. Is that accurate? Yeah. Okay. Yeah. And then you're going to make a  voice agent as well?

38:54 Yeah, so you need to create a voice and a in a chat conversational. There's  a lot of pieces in here, so we're not you know, we skipped over a couple. So you need to do the  knowledge base. So if you go in and go high level, you create a knowledge base by entering there  URL. URL. Yep. Easy. Easy. And then you create the voice AI and then you create the conversational  chat AI.

39:14 And I have a entire video where I do this on screen. I will link to that. Perfect.  Yeah. So follow that process and then Then ask ChatGPT for five questions. Yes. Then you put  that you paste those five questions into the voice agent on Go High Level. Right. Okay. Right.  When we talk about the questions, I do that as a separate deal. So once we've created all this,  I I go ahead and I print it out because if I don't do that and I go into the transmission  shop and I just say, hey, how much do you do a transmission?

39:44 Yeah. They're going to be like,  well, that's a softball question. But you know, how much to do a Balabushki 5000 transmission?  Yeah. They're going to be like, whoa, this thing can answer that? Yeah, yeah. You know, and you  want to test it, make sure it does answer it, you know, in fairly decently. But yeah, you want  to go in prepared and you want to you know, you want to wow them with what it can do.

40:03 Yeah. I show  them that version. I don't even try to sell the phone AI. I have never sold any phone AI at this  point. Hm. Have you ever done this approach, like this in person approach and closed a client? Yeah.  I mean, I I've had to do it for the security piece type of a deal. So that's you know, basically  how we we got them. Okay. So but most of mine, I'd say 95%right now are just through digital  and then some cold calling.

40:24 So I've had luck with cold calling. Okay. So you haven't gotten all  your clients from just moving over your digital marketing clients. Right. You have had to start  from scratch for a few of them. Yeah. Believe it or not, I have a community that teaches everyone  to do exactly what this guy is doing. There's over 300 people in there. Many of them are making  thousands or tens of thousands of dollars a month directly from what learned in the community.

40:48 It's  called playmakersai.com. I'm in there myself, plus 22 other experts, and we will teach you anything  and everything you need to know to find customers in the AI agency space. playmakersai.com. Book a  call. We'll see you there. What is your cold call pitch? So the cold call pitch is basically, you  know, we try not to push AI cuz it's a love-hate, right?

41:11 Just like data centers are love-hate, just  like electric cars. It's a It's a love-hate deal, right? Yeah. So it really what we're trying to  pitch is the fact that we're going to get 10% more leads or 20 10 to 20%more leads off their  site for them. you don't even mention AI in the cold call? What about the in-person pitch?  Are you talking to them and then we have to we then I I create the sandbox deal and and show  them how we're going to do it.

41:29 On the cold call, you're saying? Uh no, not on the cold call. In  the in-person or Zoom. Okay, but when it's a cold call, it's very cold. Yes. Yeah. It's redundant,  but you're not a previous client, you're not there in person, and so you have to be more conservative  on your approach in talking about AI just to be safe. Right. So you're just like, I will make you  more money.

41:50 I will get you more leads. And then if they ask specifically about AI, it's like, sure,  yeah, I'm going to use AI. Yeah, and then just again, our offer to prove it is we're going to do  it for free for, you know, 4 weeks. Okay. And and, you know, if we're not successful, you don't  obviously you don't need to worry about it. We don't ask for credit card, we don't ask for  anything.

42:07 Okay. And and we do that back-end research and that we want to understand what their  traffic is, so we'll use SEMrush. Mhm. Again, it's a third party. It's not perfect, but it'll  give you some idea of the traffic. Yeah. And then when we're having that more in-depth Zoom  meeting or conversation, we'll just say, hey, do you know your analytics and what your traffic  is?

42:24 You know what's even better than SEMrush? Is uh it's called dataforseo.com. Yeah. Have you used  it? They have an MCP. You connect it directly to ChatGPT or Claude. And it's incredible. Is it?  You don't even interact with it. You just connect it and you you ask questions in your personal  Claude or ChatGPT account. All right. Do you have any bearing on like what your close rate is  for these cold approaches, either cold call or in person with people that you don't have a previous  relationship with.

42:51 Close rate isn't really great. It's in that 30-40%range. How's that not great?  Yeah, I mean That's Well, I think it my mind, like I said, I don't get this. When I show people  this, I just my head spins like when they're like, well, I don't know. I'm like, well, what Like what  are you talking about? Right. What I'm trying to get my head around at some point here is like,  look, how about this?

43:11 And we know what their lead cost is. Say, look, you can either pay us X  amount a month or you can pay us so much per lead that's generated off your website. What do you  want to do? Yeah. You know, so there's no risk. Does anyone want the per lead price? I haven't  I haven't spun that up yet, but I'm people don't really like it. Yeah, and It's unpredictable.

43:29 Right. Right. want to know if my bill is this much per month. Right. But I mean as as a business  owner, I'm a risk taker and I'm like, I don't care. Give me a lead. I'll give you it. You give  me a lead, I'll give you X. Sure, what do I have to lose? Right. Give me two leads. Okay, that's  Give me 100. Okay, that's whatever. the people that are hemming and hawing, you just don't have  that trust yet.

43:46 And they're being prideful, right? Like I don't want to act excited with random  salesperson or whatever. But if you were to have that same conversation with like an acquaintance  from church or whatever, I bet they wouldn't be hemming and hawing. Right. Right. And then And  then I think it comes down to edification. So in other words, once you get really established  in an industry and you've got like testimonial after testimonial after testimonial and then a  list of people they can call, I think that that process

44:15 gets better. Yeah. What are some signals  from a small business that tell you they're too small for me to even attempt to pitch them? Yeah,  it's really site traffic. And then just just the look and feel of their business. If they don't  get customer service You You can kind of tell, right? Their Their voicemail's full type of deal  and they're just fundamentals of business.

44:31 They're not going to They're not going to grasp this.  So you don't see a business that has a is doing a bunch of stuff wrong and you're like, this is  perfect cuz there's a lot I can help here. You're looking at them and saying they could have gotten  help a long time ago. Yeah. Yes, that's you know, it's easier to give birth than to resurrect the  dead.

44:50 You know what I mean? That's so good. You know, it's just one of those things where they're  they're you know, they're just struggling. And and I'm not perfect because you know, I've  been in business for Of course not. You know, I'm not it's just there's there's just certain  fundamentals. It's like no, you're not you know you know something wrong and you're not going to  fix that.

45:06 Well, I use this analogy all the time, but I had a guy on the podcast a year ago that  does a pressure washing business. And he used to get flyers and put them in bags with rocks  and drive around um neighborhoods. And if if he saw a driveway that was dirty, he'd throw the  flyer with the bag and the rock on the driveway, thinking they need pressure washing.

45:26 That's my  client. Didn't get any calls. And then on a whim, he's like, let me throw it on the clean driveways.  And he did. And he had like a 5% conversion rate. Yeah. a $1 bag with a rock and a flyer. Okay.  Which that added up. Right. He would throw out you know 500 bags and that's what 25 clients,  500 bucks a piece. Yeah. And so he's like these guys value a clean driveway.

45:50 Right. That's a  lot of people like build websites for people. They don't target people without a website. They  target people with a website. And the pitch is unlike you a better website. Cuz if you don't have  a website, you don't care about a website. Well, that's the bizarre thing in all this. Uh I've  done the the AI studio that has the sandbox of the widget in it.

46:09 Do you know how many customers  have said to me, hey, I really like that. Yeah. I'd like you to redo our website. Yeah. I know  we've gotten two websites out of that. I don't charge $1,000 for a website. Mhm. I charge a  lot. I mean, we do a great job. It's a great value. But that that AI studio if nothing else,  it's enough to get people thinking like, oh hey, you know, cuz it does a great job with  the the websites.

46:31 Yeah. Beautiful. Bob, where can people find you? So they can reach me at  intrycs.com. I'm going to spell it cuz it's goofy. It's i n t r y c k s .com. It's Scandinavian for  illustration. So got that done. Or they can reach me at leadgrab.ai. And again, if you have any  questions on any of the technical stuff, I'll be more than happy to help you guys Bob, thank you.  All right. If you like this content, please share with a friend, hit a like or a comment below,  and we'll see you next time on the Kerner Office.