Think Different Theory

How to Build a 7-Figure Agency (Actual Steps)

WHAT IS THIS EPISODE ABOUT?

In this episode, I welcome Joel Kaplan, a 7-figure agency owner who currently makes $230,000+ per month and scaling quickly. Joel comes on to the show to talk about the problems in the “online marketing space” today and the transformational journey one must go through to get to 7 figures.

WHY SHOULD I LISTEN?

He will also give us some actionable step by step practical advice on how to start your own agency, and how to begin the process of scaling it to 7 figures. It’s gonna be an insightful one. Enjoy!

Here are the key topics discussed in this episode:

  • Most people in the online space are fake (01:51)
  • Integrity is expensive, especially in business (05:19)
  • Shiny objects syndrome kills the ability to get results (08:50)
  • Social media reality versus real reality (12:18)
  • Masking insecurity with fake security (15:00)
  • Evolving into the person that’s capable of getting to seven figures (19:12)
  • Being patient with the process and investing in yourself (22:07)
  • There’s no right answer, everything is kind of open ended (25:50)
  • Lifestyle entrepreneur versus identity entrepreneur (28:00)
  • Don’t pick the one you like, build the one that makes you more money (36:39)
  • Owning the process (41:46)
  • You need to fail to see if you are good at it (45:51)
  • Niche down and go all in (49:00)
  • Hire; you can’t do it alone (51:00)
  • Make money, make a difference (01:03:00)

WHERE CAN I LEARN MORE?

Be sure to follow me on the below platforms:

Subscribe to the podcast on Apple, Spotify, Google, or Stitcher.

Instagram @joshforti

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YouTube

WHEN DID IT AIR?

August 16th, 2019

EPISODE LINKS:

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You can find the transcripts and more at www.thinkdifferenttheory.com/106

You can find this episode plus all the previous episode here.

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If you haven’t already, please rate and review the podcast on Apple Podcasts!

EPISODE TRANSCRIPT:

Disclaimer:    The Transcript Is Auto-Generated And May Contain Spelling And Grammar Errors

00:00:00   Some people can hustle their way to seven figures, but very, very few. Very few can hustle your way to seven figures.

00:00:05   I don’t believe it dude. I don’t think so.

00:00:09    Let me reframe. There are outliers and of course there’re some cases where if you have a massive audience or some unique unfair advantage, it can work. But if you’re truly just, if you don’t have this crazy, unfair advantage, it’s like you’ve got to work on yourself.

00:00:20   You are now entering a new paradigm. So, here’s my issue. I wanted to find the answers to life’s biggest questions. Things like, how do I become happy and live with purpose? How do I make more money doing what I love, and what does it mean to be truly successful in all areas of life? My name is Josh Forti, @JoshForti on Instagram, and I ask life’s biggest questions and share the answers with you. My goal is to help you find purpose, happiness, and open your mind to new realms of possibility by helping you think differently about everything you do, know, and understand. On this podcast, we think different, we dream bigger, and we live in a world without limits. This is a new paradigm. Welcome to The Think Different Theory.

00:01:08   What’s up guys? Welcome back to another episode of think different theory. My name is Josh Forti, and it is a, I think today’s, I think today’s Friday. It is Friday, but I’m not sure what day is going to be coming out. But regardless, it’s an interview day. It is a day we have interviews and as you guys know, we’re in the middle of kind of this entrepreneurial focus week. We’ve got Damon, I think it was our last interview where we talked all about SEO and everything that he’s doing, which is absolutely fantastic. And we’re going to be continuing that trend here today just because entrepreneurship is, I don’t know, it’s the thing that runs the world. Man. If you’re an entrepreneur, you can do anything. I believe that, and it’s not for everyone, but when you find really cool people in the entrepreneurship game, especially young people that are killing it, I like to talk to those people for two reasons.

00:01:51   One, because most people are really fake, especially in the online entrepreneurship space. They actually don’t know what they’re doing.  You know, they’ll have a $10,000 a month and be like, “I run a six figure business.” And you’re like, “No, you had a $10,000 a month.” And so when you find people that actually really crush it, actually really know what they’re doing, I always like to pick their brain. And my next guest that we’re going to be bringing on here, he is 27 years old. He has an agency that does over $200,000 a month. Their best month was $270,000. That’s kind of hard to fake. You know, and when you do it month over month over month, clearly you know that that person has something right. And so, he’s thought different, right? Do things different than most people do, he goes out and he takes massive action.

00:02:38   So we’re gonna be talking to him today. I want to welcome to the program though. Joel Kaplan, Joel Kaplan. Welcome man. I appreciate you coming on.

00:02:44 Dude. I’m so freaking excited to be here. And you know what’s crazy is that I want to be known as the guy that is literally willing to open up their bank account on a Facebook live and show everyone the numbers. Cause I am sick and tired of people literally hitting 83 k a month once, I have an $83,000 a month, they’re like, oh I run a seven figure business. I want to be the guy that’s literally willing to show people that I’ve processed over a million dollars in my agency. So dude, everything you said totally resonates with me. I believe entrepreneurs are the key to changing the world. My philosophy is make money and make a difference. Cause the more money you make, the more problems you solve, the more impact you have.

00:03:28   And I’m also just sick and tired of the online marketing space. Um, you know, filled with people that are fake I think, which by the way kind of brings me into like one of the things that I really care about is like right now I’m on a mission to be the guy that is willing to actually back up everything they say with actual results and actual money and their bank account. Which like you said, man, it’s like not something that’s totally normal in our industry.

00:03:54  Yeah. It’s interesting too because like we went through this phase where like three years ago, four years ago, and I got into the online space, you didn’t need results, you didn’t need testimonials, you didn’t need screenshots. You literally just needed to know what to say. Right. And then it went from there to like, hey, you need some results.

00:04:14   And then it went from there to like, Hey, yeah, maybe you should show some screenshots here or there or you should show some student results. But once again, it was just kind of like as long as you kind of pieced it together and figured out a way and made it sound sexy, like people would like take interest to it. But now we’ve gotten to this point now where literally everyone’s an influencer, everyone has testimonials and results and even testimonials now, dude, like they’re so fake. Like you’ll get these people that are like, this person helped me so much in my business and they, I sat on like one clarity call and they’ll don’t market that as for like a $5,000 and-

00:04:50 It’ll be like, Yo, send me a video testimonial and you’re going to unlock the secret module in my course. And then the video testimonial was baited and I’m okay with asking for video testimonials but doing it as a way to just bait it is just a little off.

00:05:05 Yeah. Right. It is wrong. 

00:05:06  I mean, dude, I’m all about like using your unfair advantage, but I’m also about doing business with integrity and I’m not going to lie to people like, yeah, I want to-

00:05:13 I saw a post by you the other day that resonated with me so much. It said that integrity was expensive. Like, dude, that’s so real. Dude.

00:05:22 That was a good one. I got that one. Uh, I got that one from Scuttleford. I gotta give credit where credit is due. Again, doing business with integrity. I’m not gonna lie and take ownership over that quote, which is why I literally put it in quotation marks. Um, and do downs. That was powerful and just because .. what did you take out of it?

00:05:40 I think so. I grew up pretty religious, right? And I grew up a pretty conservative and like my family, I mean I grew up on a farm and one of the things that like I was maybe sheltered from was media when I was growing up.

00:05:56   So even like pre-social media, like even just like the TV, the radio, like stuff like that. And one of the things that my parents always told me was like, doing the right thing is always the right thing to do, right? And there’s going to be people that are going to tell you like, “oh, it’s fine. You can get away with this.” ” You can get away with this.” ” You get away with this.” And they then told me that, you know what, and you’re going to be able to get away with it, right? Like you’re gonna think that you can get away. You’re going to think you can-

00:06:19  You’ll have to  pay the IRS your tax money that you owe people,

00:06:25   get away with it and some people, right? And so it’s like, yes, some people get away with, with, you know, doing things that are not with integrity, but it will always catch up with you.

00:06:34   And so where I grew up, dude, like everybody was true on their word. I grew up on a farm, dude. Like if you gave someone your word, you gave someone a handshake. That was it. Like you didn’t-

00:06:43  because you’re going to run into them right the next day.

00:06:44 Right. And now though, like I got into this world and I’m like, Whoa, nobody cares dude. Like we have contracts. I mean we have tons of contracts in place now just you know, for our clients and non-disclosures and all this stuff. And people still try to wiggle around it and they’re like, well it wasn’t on paper. And I’m like, where are the days of, you know, just your word is your word. And so I mean it really resonated with me. It’s like, listen, most people are not actually, they don’t actually operate with integrity. And I think from like my understanding and like what I’ve found in my life is that like it causes a lot of stress when you don’t, you know what I mean? It causes like an unnecessary just drama.

00:07:23    100% man. It’s funny because a lot of people commented on that post where I said integrity is expensive and they’re like, no, integrity is actually priceless. And they didn’t really understand what I was, what I was trying to say. You know, people could take the quote and figure out what it means to them and run with it. But for me it meant that by having true integrity and forces you to play the longterm game and not cash out in the short term. So if I act out of integrity, I can make, I can fly, right. And I can make a crap ton of money. And that’s technically cheap cause it’s not, it doesn’t cost me, it’s just I can win very fast or I can play the long term game and it costs me in that I’m not making as much money.

00:08:10        At the beginning. Although I do think at some point in time, uh, you know, like a compound effect happens and if you do act out of integrity later on in the future and by planning all those positive seeds,  that’s when you can really cash out big time. So it’s truly expensive until that moment happens for you and you can actually cash out.

00:08:30  No, I 100% agree with that. Uh, you know, the compound interest effect or there’s a reason they say is the eighth wonder of the world. Right. I mean, that’s common when you understand what I’m saying. That’s, that’s some, that’s some crazy stuff. What do you, what do you think is the main problem right now in the influencer? Um, agency world space?

 00:08:50  Shiny objects syndrome. 100% or at least the biggest problem as to why people are not getting results. That’s how I interpreted your question. Did you mean like biggest problem in terms of just, well in general or?

00:09:01  I meant people in general, but let’s go down to the shiny object syndrome route because that is something I think is going to hit a nerve with everyone. So clearly. I mean you’re doing what, hold on. Let’s just start here. Congratulations Dude. 200,000 north of two hundred thousand two hundred thirty thousand a month. That’s amazing. Congratulations.

00:09:18   Thanks.

00:09:19   But you destroyed shiny objects and yeah, that’s exactly right. You would’ve had to. So I how, how was that done and why do you think so many people struggle with it?

00:09:30 Dude, the reason I said it was such, it is like the plague of our space right now is because literally I was in everyone’s shoes. I used to want to go after all of these different niches. I used to want to have backup plan businesses.

00:09:45   Like I was literally running my agency and like, oh, take my time on the weekends. Instead of arresting, I would literally work on like an ecommerce shop or an info product and I would start to map out all these other businesses and it would 100%, uh, distract me from the number one goal, which was to grow the agency. Hmm. Even worse within the agency, I had shiny object syndrome. I was like, why don’t we offer Google ads, Facebook ads, SEO, all this shit. On top of that. I was like, why don’t we go after oral surgeons, dentists, mechanics. Uh, we even went after artists at one point. We went after rock climbing gyms all at the same time. And there’s a, there’s a story that I love to tell everyone and I want to share it here. That truly changed the game for us.

00:10:30   So me and Marcos, my business partner, we’re stuck at around 20 to 30 k a month and we couldn’t crack the code. We couldn’t crack the code, we couldn’t crack code. And the goal was always a hundred k a month. And Marcus and I decided to create a contract with ourselves that said that if we deviated niches at any point in time in the next six months, so it made us four, it forced us to focus for the next six months. Any of US deviated the game plan, we would lose our ownership in the business.  And we literally printed it. We signed the contract, it was on the wall. And then guess what happened? Within those six months, we cracked a hundred k . And then from there it was just, you know, talking about the compound effect. If you have shiny objects syndrome, you don’t focus, then you’ll never be able to capitalize on the eighth wonder of the world. Just compound effect. So from there it was like 30 k 80 k hundred k 160 k 220 k 270 k they just started literally having a hockey stick growth effect.

00:11:40  That’s amazing. Well, what are the things that I’m big on is, um, looking at the source of things and looking how everything kind of fits together. Right? And what’s interesting is I, in my background is social media, right? Um, back, I was even back working with us way several years ago. And then after that, managing, um, you know, followers and whatnot on Instagram and Facebook, I mean, I’ve managed, I think with host, wait, it was a couple million, but even after that, it’s been several millions. So around five, 5 million or so, 5 million plus followers on, on social. And so my life was consumed on social media. I was spending at one point like 14 to 16 hours per day on social media, like just stupid, unhealthy amounts of time.

00:12:18   And what’s interesting is, is that like social media, I feel like is literally a different reality than real reality. But we’ve made it so much a part of who we are. It like we don’t actually no life without our phone, right? Like we don’t know life without Facebook, right?

00:12:38 You’re getting me so amped right now because literally people are like, oh my God, in a few years we’re literally going to be like, robots merge with humans. I’m like, we’re already there. Like literally if you let go of your phone for a day, you feel like you’ve lost your fucking arm. I am around a lot.

00:12:55   But like I watched, I watched, uh, the, Oh, I was watching the office the other day, a day. Like when I unwind at night, like I’ll just turn on, you know, something in the background or whatever, just kind of like unwind. Um, and they have you, do you ever watch the office?

00:13:07  Yeah.

00:13:08   So Ryan, the intern, right? He’s got his own in there. They’re at the bar and they’d like, Hey, you have to turn your phone off for Trivia. And he’s like, ah, okay. Okay. And then like literally take it from him and he literally lasts like five seconds. He’s like, “I can’t, I’m sorry. I got to go. I need my phone.” And he just gets up, grabs the phone and leaves because he can’t not have his phone. And I’m like, that’s most people now. It’s like we literally can’t disconnect ourselves from this device.

00:13:32   And I look at that and I go, okay, so let’s look at reality. Reality. Real reality is, you know, nature and around us, not in a separate from our phone, but we’ve made our phone so much a part of our lives. Facebook, you know, addicting notifications and everything like that. We know that this is addicting. So there’s, we love the dopamine and we love it and it’s awesome, right? Like hazing meals. Awesome. It really does. But you look at that and you go, whoa. That like that’s the source. So much of so many people. Shiny Object Syndrome, right?

00:14:03   Dude, that is, yeah. Yeah. I don’t even know what to add to that.

00:14:08 So like how do you?

00:14:09 Here’s, here’s the big problem with Shiny Object Syndrome. This is the last piece I wanted to touch on. The reason why people have shiny object syndrome. Not only is it because we lived at live in this like multi reality world where things are extremely accessible, where things are extremely fast, where you can literally get distracted in a second, like literally pull up this fall and now you’re gone.

00:14:28   Like all of your focus is absolutely gone. So not only is shiny object syndrome happening at that sort of immediate level, but it’s also happening on a much more subconscious level, which is that people are afraid entrepreneurs when they venture out, they’re afraid and it’s totally normal. It’s totally normal to have doubt and to have some fear and to feel uncertain. But the problem is that we is that we.. what’s it called? We cope with that uncertainty by creating more options for ourselves. So we will, we will literally mask or insecurity by creating fake security and trying to launch five businesses at once. And your brain is telling you, oh, now you have five backup plans. So even if the main one, that agency doesn’t work out, well guess what, Joel, you’ve got three different niches, which are really three different businesses. Like, if you’re on an agency, you’re in five different niches, my friend, you have five business.

00:15:29   Um, so literally your brain is telling you, oh my God, I feel secure now because I have all these backup plans in effect and if the main plan a does not work, then plan B, c, d, a, n, d we’ll be there to save me. Well what happens is that it’s fake uncertainty and it’s actually robbing you from the focus that’s required to actually scale to seven figures. That’s what’s happening.

00:15:56 Or even like multi-six failures for a lot of people.

00:15:59 Yeah. Or multi six figures. Yeah. and the worst part of this whole thing is that it’s robbing you from being able to capitalize on the momentum that you achieve when you focus and go all in on one thing.

00:16:12 Yeah, that’s super true too. And what’s interesting, and I’m going to use myself as like this Guinea pig example of this, I’m all about being vulnerable and transparent guy. So you have a Facebook group?

00:16:20  Yeah.

00:16:21 So what’s the name of the Facebook group?

00:16:23 Marketing Agency secrets.

00:16:24   Marketing Agency secrets guys. We’ll link in at the end too, and I’m sure we’ll talk about it later. But if you want to join his Facebook group, do that. I have a Facebook group, social media for entrepreneurs. And what’s interesting is when I first got started in this whole game, right? I knew nothing about business, right? I stumbled into social media. I lucked out, you know, right time, right place with Instagram when it was a, an upward projectory of, you know, what it was doing. And so my first experience in business was, oh my gosh, I have a lot of followers. So when I started making money, I had no idea what I was doing. I just wanted to make money, right? And so I started selling things to this audience and I started making money with it and it was 10,000, 20 and 50 then a hundred I’m like, this is awesome.

00:17:04   Right? You know what I mean? Like it’s amazing dope for me. But like all of a sudden now, I mean, I didn’t have a business, right? I didn’t know what I was doing. And so I got to this point where when I wanted to start a business and stuff got a rough, I was like, yeah, all right, well guess what? I’ve got this Facebook group at any time and, and Arnie Guskey and I know, you know Arnie, like you and I were talking about at one time, he’s like, dude, it’s a bank account on demand in a Facebook group, right? Like you just go in there and you make an offer. You got 20,000 people or 10,000 people in front of you, boom. When you got this following, you’ve got this blanket security net. Right? And so for me, one of the hardest things that I had to do and it, I mean it took me a while to get to this point, right?

00:17:45   Was I had to realize that, Whoa, if I want to, if I want to go and build my business with for me is think different theory, right? Not An agency. I mean like this is my longterm play or whatnot. I not only have to cut out that those businesses like you were talking about, but I have to cut out for me as an influencer, I have one other safety net and that is monetizing my audience. Right. And so anytime anything would go bad, I would just give up because I would just go back and be like, I can still make 10-

00:18:12   Which is terrible for your mindset too. You know,

00:18:14 It’s so bad.

00:18:16 I have a theory that the only way to actually reach seven figures is by evolving from a five or six figure individual into a seven figure individual.

00:18:24   100%.

00:18:25     So it’s like if you’re not willing to actually go all in like a seven figure individual would, then you’re never going to be able to reap the rewards of running a seven figure business.

00:18:34        Yeah. I want to dive into that a little bit further. Okay. Um, [inaudible] I’m gonna finish my thought. Finish my thought here really quick with the Facebook group first with that, my point in saying that is I think a lot of people associate a business with a following on social media and a following on social media is not a business. In fact, I would argue that like 90%, probably more like 98% plus of businesses, social media should come second to the business. Unless you’re a true content creator, unless your business is literally a producing content, your business needs to come before you focus on social media. Now we’ll talk about that later.

00:19:12   I want to talk specifically though about what you just said there about evolving into this person that is capable of getting to seven figures, right? I ended up presentation, um, at golden dawn right before funnel hacking live last year about [inaudible] and talked about quantum and quantum theory and all that type of stuff. But one of the things I talked about was in the identity shift and being able to design the person that you need to become in order to achieve your goals because you right now are physically not capable of getting to your goals. You have to evolve and become that person.

00:19:39 You haven’t earned it. It’s like you haven’t earned the right to even run a seven figure business.

00:19:43   Right? But so my question to you is where does one start on that? And if we’ve got no backup plan, what happens if I fail? I want to start with question one there, which is how do I start to become a seven figure person? Like where do-

00:19:59  Those are two really amazing questions, which can take us in two very different paths, right?

00:20:03  So let’s start with number one, which is what do I need to do to become a seven figure? The listener right now is stuck between 5,000 and 20,000 a month, right? Good month, bad month, sporadic income, and they may have a good service, right? It needs to be tweaked and honed a little bit, but they’re stuck there. What does that person need to do to go hit seven figures?

00:20:23 Josh, you asked me to be vulnerable before coming on the show. Someone I literally hit you with the truth. Let’s do it and actually tell you a good story. Um, which most people probably don’t have the balls to tell.

00:20:35       But anyways, let’s dive in. So when I was doing about 20 to 30 k and the business was stuck, a lot of the issues came from my like mental health and just my inability to actually perform at the highest level and literally, um, it was affecting not only my relationship with myself, it was reflecting my team. It was re it was effecting the people not reflecting it affecting, it was affecting the people around me and it was causing or just a lot of damage in my life. And it just wasn’t creating the space to allow me to perform at a higher level and actually evolve into seven figures. So what did I do? I went to see a therapist. Like I literally for the first time in my life I was like, well if the mind is the thing that’s getting in the way and it’s all from some trauma that I had when I was a child, what do you do?

00:21:24   You hire a coach, right? And you hired a coach for mind stuff. So it’s not necessarily a mindset coach that allows you to perform more effectively. It was more like let’s actually clear this stuff so that it can be less stressed out my day and I can just act and take, like literally take actions and make decisions at a much higher level. So I committed to go into therapy for like three to six months. I think I did like six months and do it like literally as I did that the business group, I told my therapists all the time, like you, the ROI on your invest on this is insane out of this world. And it’s not even the ROI on the business because not only did the business grow, like my also my happiness and just my self awareness of like why I act the way I do act and where it comes from.

00:22:08   Absolutely. Uh, took me to the next level. The reason I share that story is because the answer, although it’s going to be very kind of high level, the answer is to work on yourself. [inaudible] and I know that’s kind of a, a, a vague and sir that doesn’t give you a lot of practicality, but that’s also the right answer. Right? And there’s really no other way to put it. If you want to evolve into a seven figure person, it’s by working on yourself. How do you do that? You can hire coaches, you can continue learning, you can practice like taking a lot of actions, failing, failing, failing, action, action, action, failing, failing, failing, practicing really helps. Yeah. Um, you could do introspection like journaling. You could meditate. There’s no like one specific path. Yeah. But I think the, the high level answers, how do you start evolving into a seven figure person is by being patient with the process and continually working on yourself 100%.

00:23:04   And you know, I love what you said there about you asked yourself the question of like, okay, if mindset is the thing that’s going to work or if mine in my mind is what’s getting in the way, right? Uh, then how do I fix that? And I had that exact same experience. And, and for those people that listen to the show, they know this. I mean, I wrote a whole book on it, right? Mind’s your playbook. Talking about when I hit rock bottom, I was like, Hey, is mindset the key to success? If that is the key, how do I go and fix that? And ironically, um, it wasn’t at that time, it was a year later, but earlier this year I went and sought therapists, um, and was after the death of my brother. And you know, things like that. Like, so that is so key. Figuring out and investing in yourself.

00:23:41   And one of the things that I actually talked to Rachel Peterson, you know Rachel Peterson, of course, right? Yeah. I talked to her about is like you can hustle your way to say figures. Some people can hustle their way to seven figures, but very, very few. Very few can hustle your way to seven figures.

00:23:55 I don’t believe it, dude. I don’t think so.

00:23:59    Okay, so you can also, there’re less-

00:24:00     Wait, Let me  rephrase. There are outliers and of course there’s some cases where if you have a massive audience or some unfair advantage, it can work. But if you’re truly just, if you don’t have this crazy, unfair advantage, it’s like you’ve got to work on yourself.

00:24:15   Yes. And so you can hustle your way to six figures. Some people can hit the seven figure mark, but you cannot sustain a seven figure business at all until you become the person capable of that.

00:24:25   And it gets, sorry, I’m going to jump into, yeah, go, go. So excited. Right now the synergy is insane and it gets even crazier at eight figures. Like trying to go from, uh, 250 a month to figuring out how to hit a million a month is much less about strategies and technical stuff. Proven systems. It’s much more about how do I need to evolve as a person so I can actually manage a 10 million a year company.

00:24:50  Right. Well, and so what’s interesting too is that the person that you have to become to manage a seven or eight figure company, and let’s talk about this because I don’t think enough people do. No, not everybody’s cut out for that. Now I think, I think anybody can do it, right? I think anybody can become the person capable of doing that. But I think that a lot of people would not be happy at eight figures or even like, you know, 5 million a year.

00:25:15   And I’m curious to know, do you think that some people like truly wouldn’t be happy with more money managing the teams, like doing it is what they do and they would must be much happier making six figures or maybe multi six figures a year or do you think that if you do it right everybody should try and get to five or you know, 5 million or $10 million?

00:25:36 Dude, I think that, believe it or not, I studied philosophy in college cause I was angry at my parents for not letting me drop out. And I was like I want to rebel, pick a degree. That’s pretty useless. But the one thing it did teach me is that there’s literally no right answer and that everything is kind of just very open ended. So I would say it really just depends on the individual and what they want.

00:25:57   Like I have known since I was little, like I wanted to go and go the big company. So for me, I’m like a million a month has been in my mind like a million a month by 2021 that that is going to happen. Watch me do it. Like-

00:26:10 I believe that for sure.

00:26:11 Put it, we’re putting in the work, like that’s been in my mind and that’s what I’ve wanted just because, you know, I love the game of entrepreneurship. I love the game of building things, but that’s not necessarily what everyone wants It’s like. My business partner, Marco’s, believe it or not, he travels the world in a van and like a conversion band. It’s a nice band, but he literally lives in like an eight by eight band. Right.

00:26:36 It’s incredible.

00:26:37   And uh, I call him the seven figure Hobo by the way, cause he’s got like, he’s got millions living in this like tiny fan that maybe he wouldn’t be as happy at a million.

00:26:48   So we literally have had to have a lot of comp at a million a month. So we’ve literally had to have a lot of conversations around like, what do you want? If we did hit a million a month, what would that look like for you? And for some people the answer might be, you know what, I don’t even need to hit a million a month. I just want to be with my family and you know, do multiple six figures and know that I can go on two to three vacations every year.

00:27:11   Yup. Yup. For sure. And I think that’s important, I think is a lot of people hate on Gary Vaynerchuk for a lot of things. But one of the things that, uh, I think that he has, right, is like, you’ve got to know what makes you happy, right? Like you’ve got to know what you want out of life and you know, to go and do that.

00:27:25   And I do think that there’s truth to that. Um, I’m curious to know though, so you’ve got a business partner. How’s that? How’s that work?  Meaning like what, what’s the relationship in your business, him to you? Is it like one responsible for one department, one’s responsible for another impart or department, um, you know, traveling the world in a or traveling the country or wherever he’s doing in a, in a van is pretty unstructured compared to maybe your life. Right? So like how does that relationship dynamic look.

00:27:55 So, I’m going to give you a pretty unconventional answer. I think you’re going to really like, so, uh, oh, I was talking to scuttle it for it actually, and we were talking about how there’s two types of entrepreneurs. There’s type of entrepreneur that’s driven by the lifestyle and there’s the type of entrepreneur that’s driven by the identity of it.

00:28:12   So a really good way to be able to tell who’s who. If you say, Oh, my passion is entrepreneurship, your identity is probably attached to business and you derive your self worth and your value and your sense of meaning from business, right? Yup. The biggest positive, the biggest pro of having someone that derives their sense of meaning and their self worth from businesses that they have an insane drive and insane motivation. Unstoppable. The biggest downfall is that they’re very emotional. Very impulsive. When the business goes down or they lose clients or their clients are not happy, then they’re not happy with themselves, then their self worth goes down. Then they say, oh, I [inaudible], I’m not doing well as an individual. Right. And that that stops you from being able to make decisions and act at your highest level possible to drive the business forward. On the flip side, it’s all going to come together, by the way, with your initial answer.

00:29:09   And then, uh, on the flip side, you have the lifestyle entrepreneur who like literally they just want to have, and they’re like, I want to be able to do this, this, this, and that. For Marcos, she wants to be able to travel the world. He’s a professional paraglider pilots, so he wants to fly whenever he wants and he wants to travel in a bit. That’s pretty much it. Right? And he wants to have passive income. The problem with the, the, the best part about those entrepreneurs is that their identity is removed. They don’t care if they’re literally running a toilet company. Like they’re like, I don’t care. It just needs to be making me money and I’m happy. Right. Right. Whereas for me, I’m like, oh, I don’t want to be known as the toilet guy. Right. Which is, it’s also a flow, right? But for the lifestyle entrepreneur, the biggest, um, positive, like I said, is that they can really move the business forward without being attached emotionally attached to the business.

00:30:01   The biggest downside is they lose motivation very quickly. As soon as they reach their goals, they don’t have that unstoppable drive. Like Gary B, like you mentioned, he was like, I just need to do this all the time. I can’t stop. Um, so to answer your question, how to me and mark was actually balanced each other out, I would say it’s much less specifically at this point about the tasks and about the specific actions that we take within the business. And it’s much more about the personalities we have. I make sure is that identity entrepreneur that I’m always pushing him, always driving him forward, always, you know, lighting a fire under his ass. On the flip side, he’s helping me emotionally detached from the business and not have my identity be so wrapped up in it so that we can make the best decisions and take the biggest actions possible to move the business forward.

00:30:50   So I’d say no, that was kind of a very long tangent, but that at this point in our business, we balance each other out in just who we are as individuals and the sort of energy that we bring to the business.

00:31:07 That makes sense. Huh? I mean, and I think that’s super important. I was out, you know, it sounds like, you know, or have been mentored by Scott Olford?

00:31:15  I did one day with them.

00:31:16 Okay. So you did a day with him. So I went out there for, I guess it would be two days, I can’t remember. It was two or three days. We were out there for a mastermind out in Santa Monica or where, wherever they were out there. And this was back when he was with Zion. Um, and like they owned a, I forget what it was together, but we sat down with Zion who I think is also very smart.

00:31:38   I have a lot of respect for Scott, a lot of respect for that both. But, um, Andrew Cruisey and I were actually going to do business together and we were going to go in and start something and we sat down and we got, uh, you know, how did this big long conversation about personalities and driving factors and balancing others out and Yada Yada. And through that conversation we actually decided against working together simply because of the fact that our personalities were going to clash. And we knew that right from the get go. And so we avoided that ketchup catastrophe like from the beginning because we understood that our personalities did not go and work well together. You know, two dominant figures, two very, very similar in a lot of ways. So I think it’s interesting that you say that. Like you’ve got to know yourself and you’ve got to know your business partner and they have to know themselves.

00:32:26   They’ve got to know you and you’ve got to find that balance of not just in roles of the business, but specifically in, if I heard you right, at least not just in roles of the business but specifically in the [inaudible] type of person drive that that person.

00:32:42 100%. And I think like I could tell you, oh, at the beginning he did sales, I did fulfillment. But that answer is like not going to be helpful to anyone that’s in your audience, the people in your audience. It’s all about like mindset and evolving and really understanding entrepreneurship on that deeper level, which is why I kind of wanted to share that.

00:33:00 Good answer.

00:33:02  That being said, with Marcos and I, I feel like I had a thought and I just lost it.

00:33:09  Well, I want to dive into the actual business now if, if we can go that direction because I think that this is one of the things that a lot of people are going to have questions about.

00:33:19   So I want to kind of dive into maybe business structure, how you have the business structure on what you actually did to get to seven figures. I think people have a little bit of context around what you’ve done now and how you like you know, where you’re at. So let’s, let’s talk about the actual way that you grew from the $20,000 a month or $10,000 a month mark to seven figures. So for those people that don’t know, what is your business specifically, like what do you do and who do you serve?

00:33:45   Great question. And by the way, I remembered what I was going to say. If you want me to share it. Oh, I’ll just drop it. Let’s start there I’ll drop it super quickly. Another thing that I see with people that are having partnerships do incorrectly is they don’t actually have a trial period.

00:34:01   So a lot of people don’t know this about me and Marco is. But for the first 90 days we actually didn’t sign one paper. We didn’t commit to anything. It was all just verbal agreement. And we were just going to feel it out and see how our energies either collided or came together. So I just wanted to throw that in as a little golden nugget. Like if you’re thinking of bringing on a partner, like you have to absolutely. You’re willing to try it out before you just sign the papers and get married to that person.

00:34:30 That’s a good point. I think that’s super. I mean, Andrew and I did the same thing. I mean it was a week, not in 90 days, but we knew within a week it wasn’t going to, you know, work out you go. And so yeah, that’s actually a super good point.

00:34:41   And I would say for those of you that are thinking about getting a business partner, that’s a really good piece of advice that you should follow. So, okay, cool. So transitioning. Yeah, transition. All right. Transitioning back to the business. Okay. So who do you serve? What do you do?

00:34:53 So I run a digital marketing agency called atlas digital and we help doctors. So chiropractors grow other practices with Facebook ads. Okay.

00:35:03   First thing that I noticed is that you’re very specific, like you know, your market really, really well. Why that market? How did you get to that point?

00:35:14 Great question. So we were, as I mentioned earlier, uh, trying out a bunch of different niches and this point, we had like five chiropractors on board. We also had, so we were in a bunch of different niches and uh, it was getting crazy and I was literally losing my mind trying to figure out how to fulfill on all these different types of clients.

00:35:35   And then we realized, you know, we had five chiropractors and we were getting them very good results. So we honestly didn’t think about it too much. And then Marcos and I were just like, let’s just completely go all in on chiropractors. And that’s when we made that commitment and that’s when it really started taking off.

00:35:53 So for that person that’s out there though, that’s getting started in an agency, right? They’re like, hey, like, you know, I don’t know what’s working right now. I don’t know if I want to serve chiropractors or if I want to serve restaurants or online agencies or like ecommerce stores, like I’m just going to try a bunch of different things because I don’t know which one I’m good at. What would you tell them is it and I don’t, I actually don’t know the answer of what you would say because I have an agency but I never went through that phase with my agency because I knew what I wanted to do.

00:36:25   Like I knew what I was good at like going into it, but for that person that’s just starting out is the answer. Okay. Try a bunch of different things until you find the one that you like or you can get results for and then double down on that or you just like pick one and figure it out.

00:36:39  Great question. First things first, don’t pick the one you like. Like unless you’re, unless you have $5 million sitting in your bank account, like build a business that makes you money. Like agencies are meant to be cash cows. And I know a lot of us are like, again, identity driven entrepreneurs. You want to drive meaning out of it, but that is a fatal flaw, right? Because then it stops us from maybe going into the niche that would actually help us succeed and build the seven figure business.

00:37:00   So I would pick the one. What I would do if I were starting all over again is I would just show up to a BNI. And for those of you that don’t know what BNI is, it’s a referral networking group of local businesses that will literally say, Hey guys, uh, I’m brand new to the area and if you’re not brand new, I’d say, Hey, my name is Joel. I just launched a marketing agency. I’m looking to bring on five clients for absolutely for free to run their marketing. If you’re interested, talk to me at the end. That’s it. And you’re going to have a bunch of businesses coming to you. You’re going to schedule calls with more than five because more than five are going to be interested and you’re going to do five free trials and select the five that you want to work with the most.

00:37:42   Not based on how much you liked the niche, but based on how confident you are that you can get them results. Right? And what you’re going to do is you’re going to say, hey, let me cover the ad spend. So the traditional curious student approach, but you’re just going to do it in person. And that way you don’t have to like literally post on Facebook, you can find the five businesses, get them scheduled and test it out with five different businesses. Then I would go and find the bill after trying it out. I would figure out which business can I get the most results for and then I would run in that direction. That’s what I would do.

00:38:15  So you go ahead?

00:38:17   I would say I would not start by going all in until you have that sort of base level of experience. I think a huge flaw in our space is that we want get cash in so quickly. We want to make all the money right now instead of actually building a longterm business. And if you are thinking, oh, how can I get clients without case studies, without testimonials, without even knowing how to run Facebook ads, how can I get someone to pay me if I don’t even know how to run a Facebook ad? That’s you’re asking the wrong question. The right question is how can I get a few businesses on board so I can learn these skills and get good enough at it so that I can start charging money?

00:39:02  Yeah. One of the things I think is interesting that you said there as well is, and I don’t want to talk like I want you to touch on this. You’re literally getting local business owners, right? I think a big misconception in the agencies based with a lot of the people that I talk to is there like how do I get clients online, right?

00:39:23   Like how do I get clients without leaving my living room? And it’s interesting because like there’s this thing that’s like, oh, if I can make money on the Internet, I shouldn’t have to leave my house. Right. And it’s like you’re basically saying, hey look, the internet is a tool that you can use to get more clients. But that doesn’t mean the traditional business practices of networking with local businesses and going out there and getting their information, you know like you know, meeting them, sitting down with them, talking with them in person. Like those are traditional business practices, those still work and they’re still going to get you clients when you’re just starting out.

00:40:01  And guess what no one else is doing because everyone is sitting at home. So then you’re going to be the only marketing agency that shows up and you do the curious student approach and you get as many free trials as you want.

 00:40:10   Literally as many as you want. Yeah. Especially, and this is BNI meetings guys. Where, where would someone go to find a BNI meeting in their local town?

00:40:18   I would literally Google, I can give you guys a website. Hold on. It’s bni.com.

00:40:26   bni.com. I like this. This is, I mean it’s very, very practical. It gives people exactly where they need to be, right? So if I’m wanting, let’s, let’s, let’s go to this entrepreneur that’s out there, that Dave, they’ve gone and I’m trying, I want to speak really to who I believe my target market is on this because this is really good information. Okay. This is the entrepreneur out there that they have some skillsets. Maybe they do some website design, maybe they do some coaching or consulting or whatever. But they, they’ve got real no real business online, right? They’re just kind of doing stuff and now they’re going to go start this agency.

00:40:58   Right. Are when it comes to actually learning the skillset because you, you don’t do the actual fulfillment. You personally, I mean you have a team that does it now, right?

00:41:07  I used to. Now I don’t.

00:41:08   So at the beginning you used to do that. So how important is it to learn the actual skill itself and when do you bring in someone else to start doing the Facebook ads? Like there’s like, I feel like there’s two trains of thought, right? It’s like one of them says, Hey, sell and get someone else to fulfill. Don’t worry about selling. Get someone in their zone of, I mean don’t worry about fulfilling, get someone in their zone of genius, don’t learn ads like get someone else. And then there’s a flip side of it that’s like, no, learn the Facebook ads, learn everything about it and know your business inside and out, and then bring someone else in. So for that person that’s starting, which what’s the right answer for you?

00:41:46 Okay. You’re getting guys that comes to like, I’m here to build a longterm legacy. So it would do me no service to literally outsource it to a white label agency where I don’t own any of the intellectual property. I’d rather suffer at the beginning figuring out how to do it myself and own the process so that not only am I not tied to a whole other company, which is a huge vulnerability, but also I own it. So if I ever wanted to sell the business, I can sell it. If I ever needed to make some infrastructure changes, I can make them. I own the process. So again, that’s more of a longterm thinking approach. Whereas a lot of people are thinking short term and thinking, oh how can I just make money today?

00:42:28   And um, I’ll just hire someone to do the work and then keep growing that way. But as we talked about earlier, what’s the difference between a six seven six figure person or a five figure person and then a seven figure person? One of the key differences is that six figure people think short term seven-figure, people think longterm.

00:42:47 It’s amazing. That’s super, super true. And what’s interesting here as well guys is like, guess how many followers you need on social media to go do this?

00:42:56 Zero

00:42:57 Zero right? And so many people are so caught up in followers, this ridiculous man.

00:43:01   I actually highly, highly recommend everyone to go and do in-person like promotional things like go into a BNI group because even if you land zero clients, you’re practicing the act of putting yourself out there, which if you’re trying to run an agency which is a service and people based business, you have to get good at that skill even if you’re doing it through a zoom call.

00:43:26   Yup. Building rapport through a zoom call. You need to get used to just putting yourself out there and building relationships. So even if worst case in there you go to the BNI and no one wants to do a free trial, which is never going to even happen. Let’s assume worst case scenario. The beautiful part about it is you still get to practice putting yourself out there and practicing the art of a people and service based business.

00:43:50   And just having the experience of doing that like one time or two times. Even if you don’t get any clients like I mean I look at like the guy who Howard, what a Schulte’s or whatever his name is to start is for Starbucks. He got turned down by how many dozen banks? I was like 80 something banks turned him down for a loan.

00:44:08   Yeah, it was to get started. If he would have given up after the 85th one instead of the 86 one like there’d be no Starbucks. Right. And like you look at that and you go, he over and over and over again. People ask me, they’re like, Josh, how are you? Good at know giving interviews. How are you able to go and get people, you know on the podcast? I’m like, because literally for the last three and a half years of my life, I’ve, I’ve done interviews, I’ve done over a thousand live streams breath thousand like why am I good at it now? Because I’ve done it so many times and they’re like, oh, you’re naturally talented. No, I didn’t know what to say. I didn’t know what to do on my first one. I just went out there and did it and like three people watched.

00:44:40   But who cares is that constant act of just going out there and taking action in the right direction. And if you fail, like who cares? Like I just don’t get, and that’s one of the things that I’m very passionate about is that if you fail, fail, right? Like quote unquote, who cares if your identity is where it should be, which is inside yourself and not tied directly to results and not, you know, so the amount of money in your bank, if you’re okay with who you are as a human and you fail, you go, Oh Dang, I failed. What can I do to make it better this time? Oh man, that didn’t work. What can I do this time? And that’s why like I look at every single day I wake up and if I have a bad day in my business, I go well at wrong, how can I learn?   And so many people are just so, gosh damn afraid of what everybody else is gonna think about it. But they don’t even want to go to a BNI meeting.

00:45:31 Like Tiger Woods, I guarantee you the first hundred golf swings, he sucked. I guarantee it. I would put my money down. Do you want to bet right now? First a hundred he was not, oh my God. The Best Golfer in the world. You literally are even a decent goal. What’s what’s fascinating is that you literally need to actually fail in order to even see if you’re good at it. Yeah, and people already ride themselves off if they’re not naturally good at it. On the first attempt, like guys, I used to have panic attacks before going into sales meetings, panic attacks. I was literally have major anxiety and I’ve closed deals now at this point that are over six figures.

00:46:05   I’ve closed $150,000 deals where literally $150,000 check in one shot, one shot. How did I know that I was good at it because I literally kept stepping into the fear, kept stepping into the fear of gifts, stepping into the fear, and I knew that the only way for me to actually see if I was even good at it was to go through that. I’m out of practice and failure. Yup. Like my, my sales Guy Amir he literally did not close one deal in four months. He failed and he failed and he failed and he failed. I literally, and I love telling the story because there’s such a huge, one of my biggest motivations, I literally almost fired him. I remember after dinner we were eating at southern Sun. It’s a restaurant here in boulder, Colorado. We went out to the parking lot and I said, “Amir, you don’t sit close five clients in the next month.We’re going to have to let you go in the next 90 days.” He closed over a hundred people.

00:47:00   Oh my gosh. And I’m not, you got to set hard deadlines for yourself. [inaudible] I know j r Reavis is out there with you right now. I mean that dude. Yeah Dude wrote a cheque to the KKK.

00:47:14 Like what. That guy still stayed up till three in the morning cause you said he was going to work out twice. Like the reason I share that story is because, Amir,  would have never actually realized his potential as a salesman if he did fail. If you didn’t say, you know what, I want to go through four months of not closing one deal. Yeah. Now everyone is like, ” Oh Amir, you’re such an amazing salesman.” Oh, I’m sure people are going to start saying you are born with this talent.You are naturally gifted. I guarantee you he was not.

00:47:40   Yep. Well it took me 37 calls to make my first sale in social media and-

00:47:46 That’s a great actually, but it’s fantastic.

00:47:47      Here’s the thing, I did 500 doors, door to door sales, um, for businesses, zoned business to business and made one sale the summer. That’s the whole summer. And then I switched to my own business and did 37 sales calls before I made my first sale in my own business. So I just keep picking up the phone. Okay. We’re running short on time. So I want to continue moving on because all right, so I’ve started a business. I’m going, I’m getting clients in. I’m at the $20,000 a month mark, right? And I want to get to the seven figure mark from a structural standpoint. I get, you’ve got to work on yourself. I get, you know, you’ve got to invest, you’ve got to, you know, do the different personal thing and that, no, and guys, I want to be very clear and Joel said it early on the podcasts, like no tactic, no strategy, none of us going to work unless you first work on yourself and become the person that’s worthy of getting to seven figures.

 00:48:35   But let’s assume that I’m working on myself. I have a mentor, I’m working out, I’m gay. I mean the mindset from a structural standpoint. If I’m at 20 to $30,000 a month, I probably have some excess income now at this point, right where I can invest back into my business. Uh, w what structural changes or strategic things did you do to set your business up to get to seven figures?

00:49:00    I would say even if you’re less than 20 k like let’s say you’re five to 10 k at this point you need, you absolutely need to niche down and go all in, in the business that you’re tardiness trying to build. And earlier you asked like, you know what happens if we go down the other path and uh, or no, no, no. You asked me what happens if we go all in and fail? Yeah.

00:49:20   Well the alternative is you go after bunch of niches and then you’re guaranteed to fail and it’s like, oh, literally bet all my money down that you’re going to fail. No doubt about it. Right. Um, so really the only option to get to success is by going all in. So the first thing that I would do is have insane focus. The second thing that I would do is start working on my systems so you don’t know what slps are. I would literally start looking up standard operating procedures. And for those of you that don’t want to do that, you can literally start by recording yourself doing a specific process. Yeah. So for example, I’m at, we work right now the coworking space and the first time I came here I had to literally book out, the space for five days. And instead of me just doing it and then having to do it again next Sunday.

00:50:09   Cause you have to do it once a week. I recorded myself actually sharing my screen on loom video and walking myself through recording. Uh, I recorded myself booking the actual space. Then I sent it to my virtual assistant. I said, hey, every Monday please go and reserve for the following week. And I sent her that video. So you don’t have to build all these crazy systems, but you have to start building systems just like that.

\00:50:32 Do you use any software specifically for that? Outside of like gloom and making standard operating procedures?

00:50:38   We use slack, Asana loom, Google drive. That’s how we build all of our systems.

00:50:40  I saw it. It’s not like a a Trello.

00:50:44  Yeah, it’s more advanced. More advanced in trial.

00:50:46  Okay. Cause we use Trello, but I’ll have to look into this ana. Okay. Yeah. And then so again, number one, going all in. Number two, starting to build systems.

00:50:55   Uh, number three, I would start hiring. That’s key. Like part of reaching seven figures is accepting the fact that you can’t do it alone, which again, for entrepreneurs that have their identity tied to their business, it’s very hard to let go because you’re literally, your self worth is coming from the success of the business. So you’re like, oh, I don’t want to let it go and fail. Right. Because if I fail then I feel bad about myself. Yeah. Uh, the next step is to hire, start hiring a team. You can literally, if you don’t have much money, start by hiring part-time VA’s. If you have more money, our full time VA’s, it’s like 500 $600 for a whole month, 40 hours a week.

00:51:31  Do you, do you have like a, a specific like head assistant person or head person that you work with that kind of manages everybody else? Or do you, I mean I know that’s not where you would start, but like let’s say I’ve got four or five vas, like do you have a, a manager of those VA’s? Are you that manager?

00:51:53  Like at this point? Like their tasks are so systemized and they know exactly what they need to be doing that they don’t really need a manager. Um, we also track every single data point in our agency using something called simple KPI so we can literally see if something’s not getting done in a heartbeat and you just, and then we can just, uh, you know, recalibrate, talk to them and make sure everything’s getting done. Um, so what I would do if I were to 20 k going all in huge, um, number two, I would start building systems. Number three, I start hiring. If you don’t have much money, start with part-time VA.

00:52:31   You have more money for hire full time VA. If you have even more money, hire a part time u s employee. If you have a lot of money, you feeling like this is it, let’s go for it. Higher US-based employee. Here’s why that is so heat you have literally just by, if you hire a US-based employee, you have doubled your time. Instantly. Cool. You literally double your time. You go from being able to put in 40 to 50 hours a week to be able to put 80 to $100 a week.

00:53:00 Yep. Yeah. Um, I just hired my first, I hired my first full time employee a year ago, yesterday, US-based fulltime employee.

00:53:10   And how has that changed things for you?

00:53:12   Absolutely. Fundamentally changed my life and many other people. No, on her name’s Carrie and like, I don’t like you. You get into this state where you’re like, I don’t know how I functioned without that person.

00:53:21   You know what I mean? It’s just like such a radical change and for the, you know, several thousand dollars a month that you pay out. Like yeah, obviously there’s expenses there, but the reward or return on investment from spending, even if it was $5,000 a month, right? But that’s a chunk of change. Don’t get me wrong, it’s 60 grand a year, but the reward that you get from that is just unreal.

00:53:43   Again, six figure people thinks short term, seven figure. People think longterm. So seven figure person would say, oh well I’m at 20 k a month. If I pay another five grand, I’m left with 15 k and now I have someone else to be able to take me to 50K a month. Yup. Longterm. Whereas six, you know, people that are not at seven figures would be like, well I can’t, I can’t invest 5 k.

00:54:05   Yeah, scarcity short term. Um, so what happens here is you double your time and then you start transitioning from a business employee, like an employee of your own business into a business owner. And again, this is all about the evolution, the evolution of becoming a seven figure person. Part of it is transitioning into a business owner. Right? So by hiring you again start to take those steps forward outside of go for it. Go for it. I was going to say.

00:54:36 I have one more question specifically on that that I’ve gotten a lot when it comes to systems that I’d like to touch on before we wrap up here. And that is if you are, and if you don’t know the answer to this cause maybe it, maybe it is different for you, but like if you are the business or if you are part of the product that you’re selling, meaning like someone’s paying for coaching specifically from you or consulting for the business specifically from you, how do you or, or even like with the Facebook ads, like, you know, how to do your Facebook ads, right?

00:55:08   You’re writing the good copy. You, you figured the whole thing out. How do you remove yourself or create a system around a task that requires thinking and not just a step by step formula like it changes every time has done?

00:55:25  Those types of businesses. Like if I was trying to build the Vayner media type of marketing agency, like the Gary Vaynerchuck type of marketing agency there infinitely harder to scale because they’re only scalable in relation to how fast you can train someone. Uh, to literally just do exactly think like you act like you, all that good stuff. Um, but for those of you guys that are in this situation, what I would recommend to you is to try to 80 20th, maybe you can’t automate everything. Maybe you can’t systemize everything. Maybe there will be a part that’s still depends on you, which is a vulnerability by the way.

00:55:59   Um, but I’m sure you can automate 60, 80% of it and knock out any other part of the process that doesn’t require your original thinking. Um, that being said, like I just, I wouldn’t want to build a business that 100% depended on me. Yeah. So, because then that’s not really a business. It’s more like a consultancy and if that’s what you’re after, hell yeah. But in a way, you know, you have a job, right. Um, which is okay. I’m not saying that that’s wrong. It’s more about what you want as an individual.

00:56:36  Yeah, that makes sense. Yeah. And I think, I think people do need to understand that. One of the things that I think for me personally, which you know very different than maybe average person doing, you know, building an agency is that I was, you know, when I hired Sam Ovens and gotten into all his stuff and whatever it was, build a business, remove yourself from the process, move yourself from the process, remove yourself from the process.

00:56:55   And I really haven’t removed myself from a large majority of the process when it comes to, you know, from the podcast, like for scheduling or whatever. But I woke up one day and I realized, I was like, I love podcasts. Like I love talking into a microphone. I love the camera on me. I love, you know, what would I do for the rest of my life if I got paid any amount of money, like I would still be in front of the camera, I would still be talking. So I’m gonna automate all the crap that the scheduling, the content. I mean, I don’t do any of the processing. When I get done with this interview, I hit and record, I upload a file and then I forget about it. And it’s published, right? Everything gets sent out, the whole thing is done. I’m automating 80% of my process, but I’m still doing what I love. Nobody can replace me on the podcast, but I’m okay with that because that’s the type of business that I want to build.

00:57:38 Boom. I don’t even know what to add to that. Perfect man. It’s just like the magic of not having to do it when the plastic.

00:57:46 it’s like there’s, there’s so much into that and like empowering roles and things like that. Like, Eh, just hire somebody guys. Like just do it. Just like bigger. Like you’ll figure it out along the way. Um, hiring like that first person is, I feel like it’s super scary, right? But at the same time, like it’s just the best thing that you can do. 

00:58:04 Josh, let me throw in one last variable and then for the scaling to seven figures. So again, it’s systems. Hiring a team, I’m going all in on one focus and instead of having multiple businesses, and then finally I’d say it’s having, having a proven, an automated prospecting system, whether it’s paid ads, whether it’s cold email, whether it’s Linkedin, you need to be able to tell me, Hey Joel, I’m going to be getting 10 appointments this week pretty much consistently across the board for the next few months.

00:58:35   If you can’t say that, it’s going to be very hard for you to scale to seven figures. Um, I would say that there’s a lot of people out there that don’t run seven figure businesses, so they haven’t been able to crack the code on that. But there are people out there that can help you build those systems that you literally don’t have to worry about appointments. Again, like I know for a fact my agency is going to close between 20 to 30 clients every month. I can say that with confidence because we have those prospecting systems in place.

00:58:35  That’s amazing. That’s amazing. Joel, I want to thank you for your time. I want to go to rapid fire questions, but before we go to rapid-fire, um, where can people find more about you? And if they wanted to potentially think about, I don’t know, high, I don’t even know if you offer coaching or consulting or anything on the back end there, but like, where would people find out more about you if they wanted to learn more about what you do and learn from you?

00:59:25   Everyone has to absolutely go and follow me at, uh, official Joel Kaplan on Instagram post a lot of valuable golden nuggets there. And then also check out my free Facebook group of marketing agency secrets. And, uh, this is top secret stuff. I literally have not shared this publicly.

00:59:45    I am thinking that they are exclusive. Yeah. So Josh Forti, exclusive.

00:59:48 If you’re looking to scale your agency to seven figures, I just launched what I’m calling the most hands on coaching program for agency owners on planet earth. Wow. You’re looking to scale to seven figures. So if you want more info on that, it’s still pretty new. The results for the students have been absolutely insane. A bunch of people have already cashed a cross cheque 50 k a month. When I talk about having an automated prospecting system, literally everyone is getting appointments left and right. There’s not one person in there that’s not a, so if you want to learn more about that, just DM me, it’s still again, a little top secret.

01:00:26   So yeah, you going to DM on Instagram or Facebook will link both the Instagram account and the Facebook group in the description of this podcast episode. So make sure to check those out and follow Joel over there. He goes, he’s, he’s smart dude. If you can tell like he knows what he’s doing and uh, I really appreciate you taking the time to come on here.

01:00:43   Okay, let’s go to rapid fire questions real quick and then when we wrap it up, uh, rapid-fire is basically asked like five or six questions just super fast and firm fast and the end with the same question with everybody. So rapid question number one, what is your favorite airline to fly?

01:00:57  United.

01:00:58  United? Okay. You’re not afraid of getting beat up. Sorry.

01:01:03  I kind of like it now.

01:01:04   I’m just kidding.

 01:01:06 It’s cause comfort. I grew up flying United then that’s just like, it’s like you’re like what, you know.

01:01:10  Yup. Yup. I’m a delta person, so like I totally get that. You just pick your line and you go with it. Um, are, are you a sports car fan? And if so, what’s your favorite sports car?

01:01:20 Dude, I’m actually like, people probably hate this answer. I like my jeep Cherokee. I live in Colorado. I drive a jeep grand Cherokee. Dude, I love my jeep. The next car I’m going to get is Tesla. 100%.

01:01:30 Yeah, Tesla’s are awesome. Awesome. Okay. Um, coolest place you’ve ever traveled to in the world.

 01:01:36 Oh, metagene is my favorite place.

01:01:37 Okay. All right, cool. Um, biggest lesson that you’ve learned in growing your seven figure agency, building a seven figure agency is like putting a mirror in front of yourself that highlights both the good and bad about you. And if you don’t deal with a bad and learn how to leverage the good, you’re never going to scale to seven figures.

01:01:56  I love that. I love that. All right, last question. It’s flipped that on. Let’s put that on an Instagram post. We should, I need to start like an Instagram wall of awesome quotes from people on the podcast. That’s actually a really good idea. Um, okay, last question though. I asked this question to end.

01:02:15   Um, last question is, I asked this to everybody. If you’re fat, fast forward your life, you’re on your death bed right now. Okay? You’re at the end of the life and all of your success, all of your money, all of everything is gone, right. Um, everybody that you’ve touched, nobody knows who you are. It’s just you on your death bed. However, every single person that you’ve touched and influenced either directly or indirectly, you get to leave them with one final message. What is that message?

01:02:43 Wow, that is an amazing question. Um, I would say, uh, right now this message will probably change if you ask me in 10 years because you know, nothing is permanent. But, uh, right now the message that I’m trying to preach to the world, especially in our game, in our online marketing game, is focused on making money but also focus on making a difference just because it goes round and round.

01:03:05   And you know, the more people that you help, the more impact that you have, the more problems that you solve, the more money you’ll make and when the more money that you have and you can go out and do amazing things for the world. So, um, you know, I went through a period of time where I was like, just money, money, money, money, money, money, money. And I just lost a more genuine and compassed compassionate side of myself. And I’ve really tried to step into this idea of yes, ending in an integration and being like, yes, I can make a lot of money and I can do good for the world. Yeah. So right now for everyone watching, I’d say go out and make money, make a difference.

01:03:42 Make money, make a difference. I like that there’s a lot of people that uh, focused on one or the other, but I think a combination of both is good.

01:03:47   Joel, thank you so much for your time man. I appreciate you coming on the podcast guys. Seriously go make sure to follow him. Uh, like I said, we’ll link it down below if you are interested in the agency space. Joel is one of the people that, you know, I really do recommend there’s a reason we have them on the show. Like he knows what he’s doing. I not only know him but I have several friends, um, that are in his programs and have followed what he does and are friends with them closely. I think Justin Saunders actually is one of those, right? I mean shadow Justin, he’s in there as well. 01:04:17    Just closed like three deals yesterday.

01:04:18 So there you go. Shout out Justin, shout out that, follow him seriously. Like he will like what he teaches actually works and it will make you money. Clearly you can’t fake a a quarter million dollar.

01:04:28   Happy to show you guys my bank account.

01:04:29   Yeah. I want to be that guy. So he’ll be that guy. You all. Thank you so much again guys, as always, hustle, hustle, God bless. Do not be afraid to think different because those of us that think different are going to be the ones that change the world. I firmly believe that being different is not just a way of thinking. It is a way of life. I mean it will change radically change everything about you, become the person that needed to become. I love you all and I will see you on the next episode. Take it easy fam. Peace.

01:04:56   Yo, what’s up guys? You’ve been listening to The Think Different Theory with myself, Josh Forti, which I like to call, “A new paradigm of thinking”, and real quick, I got a question for you. Did you like this episode? If you did, I want to ask a huge favor. See, the biggest thing that helps this podcast grow, and that will spread this message of positivity and making the world a better place, is if you leave a review, a rating and subscribe to the podcast. What that does is, it basically tells the platforms that this is out on, that you like my stuff, and that I’m doing something right. So if you could take like three seconds out of your day and subscribe, leave a rating, and a review, I would be forever grateful for you. Also, I want to hear from you. I want to know your feedback, your ideas, and your questions for future episodes. So be sure to hit me up on Instagram in the DM @JoshForti or via email contact@ThinkDifferentTheory.com