Speaker 1Because the average engine starts at $13,000. In one month, we got them 50 people raising their hands. That's $500,000 to a million dollars worth of it. Between $25,000 to $30,000 right now on the AI billable. Per month? Per month. I'm 60, okay? I'm not the sharpest knife in the drawer when it comes to tech. What five questions would you have me ask the voice AI in front of the owner to prove how good it is?
Speaker 2That's amazing. 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 $25,000 and $30,000 a month after one 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. 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. 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, please enjoy. So you started this in earnest like a year ago, right? What are your numbers like today?
Speaker 1So we attribute around between $25,000 to $30,000 right now on the AI billable. Wow. Per month?
Speaker 2Per month. And that's recurring? Yeah. Not including any one-time setup fees? Correct. That's more the MRR. That's amazing. Yeah.
Speaker 1And the one-time setup, I mean, it's true, it's revenue, but the profit isn't as big as you would think.
Speaker 2Yeah. How many customers does that $25,000 or $30,000 a month represent?
Speaker 120, I believe it's around 26. So they vary from that $300 mark up to, I think our highest is close to $4,000 a month.
Speaker 2Okay. 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?
Speaker 1I think they'll have about 80% of the knowledge. You're going to have to, I would steer them towards your group because 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 six months, I think you could be cash flowing anywhere from like five to 10 grand, you know, with a lot of that being profit. And then as you scale, you're going to have to bring team members on. You're going to see agencies that are going to be
Speaker 2100, 200K a month doing this. Oh yeah. Because 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%. 100 clients is 100 grand a month. Right. Your software cost is 300 a month, 400 a month. There's going to be some tokens added onto that. You'll have to have a team, but these are 50 plus percent net profit margins. Oh yeah. Yeah.
Speaker 1And 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.
Speaker 2And that surprises me because people are selling that.
Speaker 1Yeah. This is my lane I'm sticking in. But I mean, you know, I got to take a breath and I'm, I'm just trying to go after, I think there were real. Real opportunity is the bigger, the bigger clients. It's just figuring out how to, how to get in there with them. Because once you're in with some of these bigger corporations and stuff, I think, you know, you're stuck in there for a while.
Speaker 2All right. So what, like, where were you in your life when you first started, decided to start this business?
Speaker 1As far as the AI piece?
Speaker 2Yeah. 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?
Speaker 1Yeah. What got me excited is scratching my own itch. Like we talked about, you know, I, I own a couple of companies. 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 what questions they repeatedly asked the same questions. 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?
Speaker 2Am I going to lose any of my data?
Speaker 1Yeah. Yeah. And they're all straightforward questions. So we were, we were able to create an AI for our shop and I was shocked. As to the results, you know, our site traffic is probably between 350 and 500 clicks a month. Okay. Not a lot, but it gets about 130 AI interactions. Oh, interesting. And of those 130, 60 of them either book an appointment because we can book that through the calendar feature or they, you know, say, here's my name, number, please call me back.
Speaker 2A lead. Lead. Yeah. Effectively. And these are very motivated, high intent. Right. Because if, if AI surfaces, Your shop, they're in Minneapolis and they have a phone issue.
Speaker 1Right. 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 and they just, they want you to book online. So we did similar deal and get similar results.
Speaker 2This is kind of like the new Google.
Speaker 1Yeah. I implemented it into my, I also have another business. I have a copier who saw use refurbished copiers and they average anywhere from six to $12,000. Wow. And, you know, we have people again, raising their hands saying, Hey, you know, I need a copier or, and, and you'll look at the series of questions like, okay, do you have copiers that do 11 by 17? 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, like, yeah, put me down. Give me a call or whatever the case is. So, you know, seeing that work in those two models in 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 the copier business, but if they're in the forklift business, they can't make the connection. Yeah. Right. And so when things started to work is when I would make a sandbox version of their site, 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 pound forklift electric. If you have it, blah, blah, blah. Do you sell electric? And, you know, then they see how it works. They can't bridge the gap with a different business.
Speaker 2And with certain tools, it's very easy. Five clicks away from copying, pasting your setup with another business, right. Another industry entirely. It doesn't mean it fully works, right. It works well enough so they can visualize themselves as your customer. Right. Now, what exactly were you doing to your two websites? Like what AI workflows were you implementing that started to work?
Speaker 1Yeah. With the phone repair one, we, we use and go high level. You have the ability to work 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. People just generally, you know, raise their hand, say, please contact me type of a thing. Like just a lead submit form.
Speaker 2Correct. Correct. And for the phone repair, a booking. Right. And then we have a website that's a little bit more of a, you know, a little bit more of a, you know, a little bit more of a, you know, a little bit more of a. Right. On the website.
Speaker 1Right. 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 have, you know, they're, they're comfortable talking back and forth.
Speaker 2A 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. Right. Answering the phone. Right. Did this voice agent tell them it was a voice agent?
Speaker 1We 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. Oh, okay. Okay. Yeah. Cause 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. You'd still use their voice, but you just got to say, you know, because there's going to come a day where somebody is going to sue somebody. Yeah. Oh yeah. Cause I thought you were Dan, you know, type of a thing.
Speaker 2Cause I would think in like a, like in the forklift business, it doesn't matter if you copy their voice. Right. They'll interact with them maybe once in their life. Right. With a dentist, it's like, they know his voice. They're going to see him every six months, but it could do more harm than good if you copy the voice and don't say I'm an AI guide. Cause it's like, oh, you're tricking me. Like, I know this isn't him. Right. You know?
Speaker 1Yeah. And, and there's just some people that are just cognitively not there and, and, you know, they literally think that's, that's the person. Yeah. And really where it, where it's gotten a lot of traction is we have 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. 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. And he has 8 million followers. 8.8. He's got 1.5 million YouTube followers and 2.2 million Facebook.
Speaker 2I'm guessing he's the. Most popular high end diesel engine rebuilder in the world. Pretty much. And he's, he's the greatest guy in the world. He's a really good guy. So answer me. it is so 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 the replacing spark plugs and stuff okay so you know i've
Speaker 1known him for 12 years okay and we started the ai journey about four 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 in and he started specializing in engines and stuff and so now they have 4500 e-commerce related items that you can buy from your diesel truck okay okay but he's still doing engines his average engine starts at 13 000 wow in one month we got him 50 people raising their hands and 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
Speaker 2000 to a million dollars worth it you're not
Speaker 1going to convert all those sure but like worth of interest right right right right and then that's not to say like is 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 cummings and it says you know yes it will here's a link to that part and that has a utm right so if they click on it and they end up ordering it they can attribute 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 yeah so what we'll do is we can email you the url to give the price we'll email you the url or we can text it to then you get
Speaker 2their number or their email right yeah okay so most people are using his voice agent for answering e-commerce related questions and in
Speaker 1in-depth you know engine like okay hey i think this is going on with my engine gotcha and
Speaker 2does a really good job answering the question how did you make his knowledge base like from what did you have to pull
Speaker 1from for that 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 work around that 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 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
Speaker 2okay the same thing happened to me i was in the phone repair business and then i got a shiny object syndrome moment which i have those almost daily yeah 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
Speaker 1that was probably about a year ago right so once we had 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 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 because they're like this is a half million dollar lead this is a million dollar lead 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 know it's people don't realize when you build out a warehouse and it's been a while since i've been in dallas but i'm flying into dallas and like there's just warehouses everywhere i got a lot yeah yeah and and people don't realize it's a hundred thousand square foot warehouse it needs to be racked out you're looking at a million plus dollars yeah yeah and they're all over the place in dallas yeah and so you know the gp on a project like that can be anywhere from 20 to 30 percent yeah so i mean you know when our clients are calling us up and they're excited you know i'm excited we're all excited you know will this blouse fit me or is it made out of cotton or whatever that you know the question is
Speaker 2okay so what was the first move you made to acquire a customer in this ai implementation business so
Speaker 1it's basically depending on your industry and how much traffic you have there's probably five percent interaction meaning five percent of it's going to be with ai and 2.5 percent 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 the ai and about two to three will turn into a lead it helps them
Speaker 2get their answer faster before they're more likely to convert right 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 it's just like
Speaker 1anything else right you call you call a business and it goes to voicemail what do they say 85 of the people don't leave a message yeah right depending on retail versus commercial whatever but you get the idea yeah i mean we have to serve up answers okay so you went to one of your digital marketing 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 let's see what happens did you talk
Speaker 2price at all or were you just like hey it's free you have no downside
Speaker 1right let's revisit
Speaker 2in 30 days yeah
Speaker 1so let's talk about that okay so in the early days we kind of gave it away type of a deal it's like hey if we get an extra 100 bucks a month that'd be great you know type of a thing but now if i don't know that industry i'll go to ai and i'll say what is a lead worth for the security let's say the security alarm system industry what's a lead worth well a lead is worth 200 so therefore if you you know back it out and you do the traffic and you say okay let's just say again use a hundred they get a hundred visits you're going to get about two leads for them a month that should be worth four hundred dollars a month and just say hey try it for a month we're going to charge you four hundred dollars a month if this works there's no setup unless we have to enhance the knowledge base yeah like we talked about and then we're we're billing that out at two hundred dollars an hour to to do that okay that makes sense yeah so you're you know if you already have the relationship it's about not doing harm you know enhancing their performance no downside right right but if you're coming at it it's a little more difficult you you've got to kind of create that ai show them test it demo it and and then same principle once you can research the industry and figure out what a lead is worth so you know in the analogy of a phone repair business and what we talked about earlier and we get 60 leads a month you know what is a lead for a phone what do you think a phone shop is going to pay for a lead what do you think five bucks yeah i mean gp i mean five ten bucks max so it's not going to cost you 300 to 400 a month for a phone repair place yeah if you're a boutique engine rebuilder yeah well that's a little different well you don't know what their gp is and whatever and that's where we ask yeah that's where we ask ai hey what's a lead worth if we can do this this isn't this and then it's a backwards equation where you can look at their traffic back into it and say okay this is the this is the value we can deliver
Speaker 2okay so you implementing it for free on the front end serves multiple purposes number one it's risk-free yeah number two it enables you to price it where you want to price it right not like a hey here's our tip our pricing template that we charge everyone for it's like no like this brought you thirty thousand dollars worth of leads it's going to be three thousand a month right or this brought you four hundred dollars worth of leads it's going to be a hundred dollars a month right is that kind of what you do yeah so what did you charge your first five
Speaker 1or so customers so we're charging you know probably three hundred dollars is a you know minimum 297 but again it per month but it's kind of math out based on the value of the leads right right you know so you can you can push that up further and that's a good a good another good reason to do the test the free test deal again you want to make
Speaker 2sure you're you're bringing that value are you asking them questions on the front end regarding their quantity of leads the value of leads yeah you have a baseline yeah
Speaker 1you 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 so that's really important i think if you're going to do a test deal and you're like because this is what i did in the early days like i don't know should work 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 the third party you want to get it from google analytics yeah because that's the real source
Speaker 2okay so three did you charge a setup fee
Speaker 1at all some cases we do you know like the the more sophisticated ones that have twenty five thousand traffic because 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 well i'll go but go to the beach yeah whatever because you are you are tuning the the the ai you're adjusting a knowledge base and everything and that's that's what they're paying for okay and what would your setup fee be so on the low end you can be as low as like a thousand dollars and you know our highest we've gotten so far is around
Speaker 2five wow okay and then do you look to charge a percentage of that on the monthly or is it kind of uncorrelated it's
Speaker 1uncorrelated and i kind of the customer too
Speaker 2how difficult are they or not
Speaker 1yeah yeah if they're they're high touch high maintenance you know you're gonna be putting
Speaker 2some time into this yeah okay so who are the first few businesses that you did this with what industries
Speaker 1were they yeah so a lot of the to get specific pallet racking that's used in material handling yep again not very sexy not cheap yeah and it's a lot of that yeah it's not you know in 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 those sites by anywhere from 10 to 20 percent wow okay
Speaker 2and that lead is pretty expensive i would imagine oh yeah okay yeah so pallet racking businesses what other types of
Speaker 1businesses so the security alarm system business that we talked about and then the boutique engine rebuilder and then we're in talk talks with their we have not launched it yet but we're in talks with their vendors so they have all these parts that they use in these various diesel engine and it's a major vendor they get a quarter million visits a month to their site wow and these
Speaker 2are those are high value visits
Speaker 1yeah 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
Speaker 2of potential there and something with like thousands of products skews faqs like that's the perfect use case for ai oh yeah because that's something that that humans have find a very tedious time doing right and
Speaker 1the mindset that everybody needs to understand is ai isn't perfect and the way i explain it to people is this you know labor clients will have 20 80 employees say in any given day or any of those people messing up yeah oh all 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 so in the case of you know one of our better clients they have 1200 interactions a month okay so you know we're four months into this we're we're gonna roll this out pretty soon but we're gonna 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 what are we missing here 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 yeah you think about all that data and all that traffic and how you can plug it back in to get better results for your client that's where it's going
Speaker 2to get cool if you or someone you know asked ai to make you money and it did go to tko yes.com right now tell me your story and i'm going to have you on the show on the podcast if it's not you but a friend send them and i'll give you a thousand bucks for the referral 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
Speaker 1yeah 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 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 so i'm going to go ahead and either hit the search bar or ask chat widget what typically happens when you do
Speaker 2that uh they want my email first right which is the worst yep i don't even know these guys i'm just right i just found them
Speaker 1right or it just doesn't do a while we find somebody who cares yeah type of deal and you're just sitting there like you know waiting and after a while you bounce i'd rather
Speaker 2have an ai that answers it immediately right and
Speaker 1maybe get a human right so the problem is ai has come into the fold and this is go high level and everybody else they put it down in that same position down a lower right hand corner with with all the little kids during thanksgiving right it's stable and everybody's like looking at that and thinking that that's the same deal and they're not
Speaker 2interacting 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 right but today it's worthy of it right
Speaker 1so 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 it cannot be down with the little kids yeah at the you know thanksgiving deal it needs to be down with the little kids yeah it needs to be down with the little kids yeah 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 and we changed our phraseology 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 click here for a quick answer because that's why we all do that's why we're there yeah 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
Speaker 2okay this is where i need to get my answer interesting now does that principle hold true for e-commerce websites too we're early
Speaker 1into 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 expansive and get more attention i'll give you an example in some cases we have a big yellow hand waving that says hey you need a quick answer 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
Speaker 2we're going to see it go okay what percentage of the people that you tested this 30-day plan with did it not work
Speaker 1for i would say about 20 okay and in 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 you know pick on your website if that's all right but it's a fun house
Speaker 2right backyard fun house
Speaker 1backyard fun house okay i would love to have one of those courts in my backyard right but you know i gotta get my kids through college so however you know it's a a need not a want okay so your traffic dynamic is going to be different it's reverse right it's a want not a need a want i'm sorry yeah 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 yeah right in the case of the phone repair your volume can be low but super potent yeah high intent high intent right so we're we're starting to understand that a little bit more if that makes sense yeah so the accountant nothing against accountants but you know it's a it's more of a you know it's 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 even even that i'd still still
Speaker 2have it on there 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
Speaker 1business no i'm sorry or for somebody that that's a critical service hvac hvac plumbing yeah phone repair automobile type situation less effective for massage yeah medispa uh-huh because those are
Speaker 2they're just not as critical i don't think yeah okay traffic's different that makes sense what type of industry or customer are you able to move the needle for the most we have
Speaker 1material handling down flat okay you know we understand it we understand that the type of customer that is with and that would be forklifts
Speaker 2forklifts outracking any of that logistics logistics yeah okay so you're able to offer them even more value therefore you're able to close them better therefore you're able to charge
Speaker 1more yeah and you can edify yourself too like this is you know this is who's doing it you're able to charge more yeah and you can edify yourself too like this is you know this is who's doing this this is their ai right and a lot of times our customers will say yeah if um 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 yeah what other industries are good we're just getting in started in that e-commerce piece i'm excited to work in that industry because
Speaker 2it'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
Speaker 1questions yeah right and if if we can increase you know your e-commerce site and leads 10 and then ie revenue you know five to ten percent
Speaker 2that's got to help oh yeah and then what industries have you tried and just weren't very optimistic about yeah they're nice to haves
Speaker 1yeah government yeah government is very slow to adopt banking you know they're they're like no you know compliance regulatory yeah 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 and you know corporate entities again they're they're just very slow to okay you know it's i think small business is the navy seals so to speak and corporate government is literally the regular army navy where they're they're just huge and big and they just
Speaker 2can't adopt yeah if someone's watching and thinking okay great he started with a digital marketing agency he had all these relationships of course yeah
Speaker 1your rebuttal to that there's going to be a learning curve but you can do this i'm 60 okay and i own a 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 a learning curve there's probably 90 days we're gonna dig in you know figure this stuff out and then you're gonna have to have the moxie to you know in some cases go door to door there i 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
Speaker 2sell it you were just a customer i'm a customer they weren't a customer of yours right you needed to go get some sod or whatever
Speaker 1right right and and you know they're a big entity but i went in there i'm like hey you need to look at this and you know i played the ai my laptop and they were like oh that's cool i'll give it to marketing of course nothing happened yeah but like you got to have the passion to just go do that to everybody and you're gonna look like a knucklehead but the reality is somebody's gonna buy it and when they do like you're gonna make money yeah and once it's in there and it's making them money i'm gonna say hey what else can you do
Speaker 2yeah you have to show them what it can do for them right not like this will save you three hours a week but like you will give me one dollar 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 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
Speaker 1yeah 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 no saying you can't do this on the weekend 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 four thousand dollar month range we're probably 20 hours a month tweaking things fixing things keeping an eye on things you know we're that client i'm gonna offer a different interface like we talked about you know i'll show you later off air what what i'm talking about we're we're gonna make that ai more prominent on their site so we're gonna develop that you know we're gonna spend time and money to do that yeah and they may say no we don't want it but you you get the idea i just my mindset is if you're charging a lot of money and you're charging three hundred dollars a month for the ai you should be spending anywhere from an hour to two 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
Speaker 2catch up to you yeah yeah 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 one to two hours a week is reasonable for someone that is paying you 300 000 ish yeah and over a thousand it's going to be two to ten hours a week right and then multiple thousands maybe close to 20 sometimes
Speaker 1yeah and you know you and i talked about you know a prospect that has a quarter million visits to their site a month 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 were i would quote it and project it and then set up would be you know close to that figure as well we're going to put some time and effort into that we're gonna make sure that thing works and it's going to be you know 40 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
Speaker 2opinion what are some interesting ways that you're using go high level that most people don't take advantage of or interesting features snapshots because it can do so much right right
Speaker 1and this is the part i think maybe a lot of people don't take advantage of is that you can in the voice ai we talked about having an interaction exchanging of information 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 e the url for that product either through email or through text would you like me to text it 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 so and like we talked about that's that's more data you're collecting
Speaker 2yeah the voice agent's good i've used it yeah believe it or not i have a community that teaches everyone to do exactly what this guy's 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 they learned in the community 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 do you use snapshots at all for anything
Speaker 1i 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 and go high level okay so a lot of people use 11 labs you can create 11 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 $2.97 platform okay all right so
Speaker 2let'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
Speaker 1attention yeah so what i do is i actually create the ai in a sandbox website of their business before you go in there yeah and how long
Speaker 2does it take to do
Speaker 1that that takes probably a half hour to an hour if it's a bigger business it's gonna take longer so the more pages the longer that process takes okay so i create it and i create it and i create it and i create it and i create it and then i use uh ai studio within go high level and i say hey emulate this website do one page you don't want to do more than one page because 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 url and then i i print off the website with the url and i highlight it with a yellow highlighter 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 chat gbt 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 oh okay yeah okay and that becomes very complex the bigger the company 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 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 and i'm like i would have never thought to ask that was one of the questions that chat gpt told you to add correct because it scanned their site and said these guys are experts at security for the cannabis industry when i did that they just went
Speaker 2nuts interesting because that's a real specific relevant question that they were used to get yeah
Speaker 1that you and i aren't going to comb their site yeah 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 because we know that but i mean if you're gonna do this you can go out and just go after everybody but then once you get a niche down you know how to repeat that process but use ai to help
Speaker 2you sell it yeah right okay so let's say that i stop by like a transmission shop for my personal use case yeah i need work done on transmission and i'm looking around like oh this could be a good client they've got good volume go home get down 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
Speaker 1well yeah so you need to create a voice in a in a chat conversational so 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 and i'll go high level you create a knowledge base by entering their url url yeah easy easy and then you create the voice ai and then you create the conversational chat ai and i have
Speaker 2a entire video where i do this on screen perfect we'll
Speaker 1link to that perfect yeah so
Speaker 2follow that process and then then ask chat gpt for five questions yes then you put that you paste those five questions into the voice agent on go
Speaker 1high 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 transmission, they're going to be like, well, it's a softball question, but you know, how much to do a balabushki 5000 transmission yeah they're gonna be like whoa this thing can answer that yeah yeah you know and you want to test it make sure it does answer it yeah and 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 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 have
Speaker 2you ever done this approach like this in-person approach
Speaker 1and closed a client yeah i mean 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 so i've had luck with cold calling
Speaker 2okay 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 yeah yeah what is your cold call pitch
Speaker 1so the cold call pitch is basically you know we try not to push a I because it's a love-hate right just like data centers or love-hate just like electric cars it's a love-hate deal right yeah so you 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 so you don't even mention ai no what about the
Speaker 2in-person pitch are you talking
Speaker 1yeah and then we have to we then i i create the sandbox deal and show them how we're going to do it on the cold call you're saying on no not on the cold call person in the in-person or zoom okay but when
Speaker 2it's a cold call it's very cold yes yeah it's redundant but yeah 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 right just to be safe right so you're just like i will make you more money right 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
Speaker 1yeah and then just again our offer to prove it is we're going to do it for free for you know four weeks okay and and you know pronounce successful you don't obviously don't need to worry about it we don't ask for credit card we don't ask for anything okay and and we do that back-end research and that we want to understand what their traffic is so we'll use semrush again it's a third party it's not perfect but it'll give you some idea of the traffic yeah and then we're having that more in-depth zoom meeting or conversation we'll just say hey do you know your analytics yeah and what your traffic is you know
Speaker 2what's even better than semrush is uh it's called data for seo.com yeah have you used it they have an mcp you connect it directly to chad but your cloud 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 cloud or chad gpt 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
Speaker 1close rate isn't really great it's in that 30 40 percent range how's that not great yeah i mean that's well i think it in 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 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 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
Speaker 2anyone want the per lead i haven't i
Speaker 1haven't spun that up yet but no people don't
Speaker 2really like it yeah it's unpredictable right right i want to know if my bill is this much per month
Speaker 1right but i mean as a as a business owner i'm a risk taker and i'm like i don't care give me a lead i'll give it you give me a lead i'll give you x what do i have to lose right give me two leads okay that's give me a hundred okay that's i
Speaker 2would think the people that are hemming and hawing you just don't have that trust yet right 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
Speaker 1hawing 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's that process gets better yeah
Speaker 2what 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
Speaker 1really site traffic okay and then just just the look and feel their business if they don't get customer service you can kind of tell yeah right they're they're voicemails they're all online they're they're they're voicemails full type of deal and they're just fundamentals of business they're not
Speaker 2gonna they're not gonna 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 because there's a lot i can help here you're looking at them and saying they could have gotten help a
Speaker 1long time ago yeah yes that's you know it's easier to give birth and resurrect the dead 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 sure 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're you know something wrong yeah and you're not going to fix
Speaker 2that 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 he saw a driveway that was dirty he'd throw the flyer with the bag in the rock on the driveway thinking they need pressure washing 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 five percent conversion rate yeah like a one dollar bag with a rock and a fly okay which that added up right he would throw out you know 500 bags and that's what 25 clients right 500 bucks a piece yeah and so he's like these guys value a clean driveway right that's a lot of people like build websites for people they don't target people without a website they target people without a website they don't target people without a website they target people with a website yeah and the pitch is i'll make you a better website because if you don't have a website you don't care about a website well
Speaker 1that's the bizarre thing in all this i've done the the ai studio that has the sandbox of the widget in it 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 a thousand dollars for a website 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 because it does a great job with the websites yeah beautiful
Speaker 2bob where can people find you
Speaker 1so they can reach me at intrix.com i'm going to spell it because it's goofy it's i-n-t-r-y-c-k-s.com it's scandinavian for illustration so okay 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
Speaker 2out bob thank you all right hey guys if you're still listening to this it's probably because you haven't had a chance to take your airpods out you're still mowing the lawn you're still driving what have you if you're still here with me i would really really love and appreciate a five-star review on spotify apple or wherever you get your podcast it would mean a lot if you want to go the extra mile share this episode with a friend that might have an interest in starting a business it would mean a ton hope you have the best day of your life today
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