WEBVTT 00:00:00.560 --> 00:00:06.720 Dude, check this out. Come here. I signed up for HighLevel three weeks ago. I've been working nonstop 00:00:06.720 --> 00:00:08.000 on my website, 00:00:08.640 --> 00:00:15.785 and my logo is almost done. I have a bunch of really cool work flows that are gonna make it so easy to sell this. 00:00:16.185 --> 00:00:22.585 And literally, all I'm waiting for is my logo to be done and just a few other graphics for the website. And then I'm ready to launch. 00:00:22.985 --> 00:00:25.465 That reminds me. What is your launch plan, by the way? 00:00:26.105 --> 00:00:30.320 What do you mean? I mean, like, once the site's done, how are you gonna get customers? 00:00:30.720 --> 00:00:35.760 Well, I'm gonna post about it, but I'm also setting up, like, this automated onboarding 00:00:36.080 --> 00:00:39.120 video tour so people can just sign up. Many clients do you have right now? 00:00:40.145 --> 00:00:43.425 None, but I don't if not the point. Stop you right there 00:00:43.985 --> 00:00:44.865 because 00:00:45.105 --> 00:00:47.665 you are trying to do the hardest 00:00:47.665 --> 00:00:51.825 version of this. It's what everybody does when they sign up for HighLevel, 00:00:52.305 --> 00:01:04.270 and it's the reason most of them never make money. Well, what do you mean? I mean, there's three levels to this whole thing. Okay? And you're starting out on level three when you're technically not even past 00:01:04.350 --> 00:01:07.515 level zero yet. You need to start with number one, 00:01:08.075 --> 00:01:14.235 and you're attempting to do level three on day one. What do you mean? Like three levels? 00:01:14.395 --> 00:01:15.035 Yeah. 00:01:15.275 --> 00:01:29.820 And by the end of this video, you're gonna understand why level one is the actual easy money that people talk about. Level two is where you actually grow, and level three is something that you and most people have no business attempting 00:01:29.820 --> 00:01:31.900 until they've done levels one and two. 00:01:32.380 --> 00:01:33.820 So what's level one? 00:01:34.620 --> 00:01:35.660 Level one 00:01:35.980 --> 00:01:38.885 is done for you, d f y. 00:01:39.285 --> 00:01:43.525 This is where you go find a business, you talk to them, you figure out their problem, 00:01:43.765 --> 00:01:46.645 and you solve it for them using HighLevel. 00:01:46.805 --> 00:01:51.620 They don't log in. They don't build build anything. They might not even know there's a desktop app, 00:01:52.420 --> 00:01:56.900 but they pay you because you're getting them a result that they weren't getting before. 00:01:57.380 --> 00:01:59.220 But that sounds like an agency. 00:01:59.380 --> 00:02:03.780 Like, I'm not in the business of trading time for money like all those agency owners. 00:02:04.395 --> 00:02:10.395 And this is exactly the mindset that's keeping people stuck. HighLevel is a tool. The plumber, 00:02:10.555 --> 00:02:12.235 the HVAC contractor, 00:02:12.475 --> 00:02:13.435 the dentist, 00:02:13.755 --> 00:02:23.080 the tree trimmer, they don't care what software you're using. They don't wake up thinking, wow. I really need a nice SaaS product. The business owner wakes up thinking, 00:02:23.400 --> 00:02:25.240 I just need the phone to ring more. 00:02:25.560 --> 00:02:31.915 And you make it ring more for him, and then you charge him for it. And you deliver it using high level on the back end. 00:02:32.315 --> 00:02:37.275 But doesn't that depend on me doing everything? Like, I'm trying to scale here. 00:02:37.595 --> 00:02:42.795 Okay. Slow down. You have zero clients right now. Scaling is not your problem. 00:02:43.115 --> 00:03:00.395 Getting your first client is. And this is what nobody tells you about done for you is that it's so much easier because the sales conversation is so much simpler when you're not talking about features and, hey, I'm gonna replace everything in your business, and you're gonna be able to use this awesome software. 00:03:00.555 --> 00:03:07.435 You're just saying problem is x, solution is y, and we can make that equal z together. 00:03:07.595 --> 00:03:09.275 Would you like to talk about it? 00:03:09.995 --> 00:03:14.075 Okay. But, like, what does that actually look like day to day? So you 00:03:14.610 --> 00:03:16.850 Let's take home services as an example 00:03:17.090 --> 00:03:20.130 and tree trimming as the sub niche within that. 00:03:20.850 --> 00:03:30.305 You go talk to some tree trimmers and figure out what their problems are and then you build a simple solution using HighLevel that solves that problem. 00:03:30.465 --> 00:03:34.385 It might be speed to lead. It might be like a call connect workflow. 00:03:34.545 --> 00:03:36.625 It could be Google review requests. 00:03:36.785 --> 00:03:40.910 It could be voice AI or chat AI if they're running ads, 00:03:41.150 --> 00:03:42.670 any of those small 00:03:42.910 --> 00:03:45.710 little services that solves a specific 00:03:45.710 --> 00:03:46.430 leak 00:03:46.590 --> 00:03:58.015 in their current business. And then you sell one client, you get a case study, and you use that case study to sell the second client. And they never log in to the software? Like, I spent so much time building this. 00:03:58.415 --> 00:04:00.255 Maybe, and I mean maybe, 00:04:00.335 --> 00:04:06.495 you give them the mobile app so they can respond to leads every once in a while. But they're not in the workflow builder. 00:04:06.655 --> 00:04:23.655 They're not in the funnel builder, they have no business being in there, and every time you give them access to something else, one of two things is gonna happen. Number one, they're never gonna use it, or number two, they are gonna use it and then they're gonna break it and you're gonna have more support problems than you want. But, 00:04:25.175 --> 00:04:35.255 like, this still feels so small. I see all these people with, hundreds of SaaS customers completely do it yourself where they sign in and build everything themselves for $800 00:04:35.255 --> 00:04:39.310 a month. Yeah. But how many of those people do you think started 00:04:39.630 --> 00:04:43.310 by building a software that people could just go to the website, 00:04:43.550 --> 00:04:46.350 check out, and sign up with everything themselves? 00:04:46.670 --> 00:05:06.360 Literally, maybe five of them, and all of them had a massive audience that they launched to. Most everyday run of the mill successful high level agencies got really good at solving a run of the mill everyday problem for a specific niche, and then once they got to 30 customers, 50 customers, a 100 customers, 00:05:06.520 --> 00:05:19.480 they started getting into the economies of scale in level two. Okay. But when does level two come in then? Level two is done with you. This is where you give the core system to the client, 00:05:20.305 --> 00:05:25.425 but you're still involved in supporting them and actually using that on a day to day basis. 00:05:25.745 --> 00:05:35.550 To be honest, if you're in home services, you may never get to this point because you'll still be building so much on behalf of the clients, but if in a different niche, 00:05:35.710 --> 00:05:44.590 this may make a lot more sense. What do you mean about the niche? So think about dental, for example. If you're working with a dental office, you've got the dentist himself or herself, 00:05:44.910 --> 00:05:52.045 and then you've got the front desk people. They're the ones that are actually using the software. They've gotta know how to use the calendars, the conversations, 00:05:52.125 --> 00:06:13.540 and maybe a few of the other manual tasks that you have to do every day inside of HighLevel. So what you would do for them is package a snapshot that has all of the automations that they need inside of there, the calendars and the text templates, and then you would train them on an ongoing basis on how to actually use that. And that's harder than done for you. Why? 00:06:14.100 --> 00:06:19.395 Well, because you have a training component now, and it's up to the client to actually 00:06:19.475 --> 00:06:22.835 adopt the product. And driving product adoption 00:06:22.995 --> 00:06:24.995 is actually much more difficult 00:06:25.075 --> 00:06:31.300 than just doing everything for the client. It's its own problem. It's its own set 00:06:31.300 --> 00:06:39.220 of solutions that you have to come up with for it, and your churn is gonna be higher if you're relying on them to actually use the software every single day 00:06:39.620 --> 00:06:42.165 when it's not a 100% automated for them. 00:06:42.565 --> 00:06:43.605 So 00:06:43.605 --> 00:07:03.380 would this be where, like, third party support companies come in? This is where they start to make sense for some people. If you've got 30 to 50 dentists on your software and the front desk people are asking questions about how to use it every day and they reach out to you every single time for every single question, 00:07:03.620 --> 00:07:07.875 your time is better spent trying to get new dentists on your software. 00:07:08.035 --> 00:07:10.515 So you could hire a third party support company. 00:07:10.675 --> 00:07:18.835 They come in. They can answer those level one support chats so that if anything needs to get escalated, you actually have time to help with that. So 00:07:19.155 --> 00:07:23.190 if I get five clients and I'm paying for a support company, 00:07:23.510 --> 00:07:27.990 you're paying somebody to do something that you should be doing yourself. 00:07:28.790 --> 00:07:36.310 If you only have five clients, you should know all of them by name. They should be able to message you, and you should be taking care of their needs 00:07:36.550 --> 00:07:38.445 on a done for you basis. 00:07:38.925 --> 00:07:42.925 Done with you doesn't come into place until you have dozens of clients. 00:07:43.325 --> 00:07:43.965 Okay. 00:07:44.765 --> 00:07:48.925 So now we're at level three which is what I wanna build anyway. 00:07:49.005 --> 00:07:53.780 Yeah. The thing everyone is trying to build because it's what gets sold as the dream. 00:07:54.020 --> 00:08:05.315 This is where the client finds you. They sign up on your website because it's so compelling and amazing. They onboard themselves using your knowledge base and product tours, and then 00:08:05.635 --> 00:08:20.170 they start using the software in their own business every single day, give you amazing reviews, tell all of their friends, and there's no long term commitment from you, and you ride off into the sunset on unicorns and rainbows. Yeah. But that's the dream. Right? Passive income, recurring revenue. 00:08:20.330 --> 00:08:25.690 Yeah. But let me ask you something. Do you have an audience? Not really. I mean, I have a few 100 followers. 00:08:26.730 --> 00:08:30.090 Do you have a proven offer that you've sold to more than 10 people? 00:08:31.465 --> 00:08:35.945 No. Do you have case studies, testimonials, or proof that what you do actually works? 00:08:36.825 --> 00:08:38.185 I mean, not really. 00:08:39.305 --> 00:08:46.190 Then who is signing up for this SaaS? Like, genuinely, who is making it to the checkout page and actually putting in their credit card? 00:08:46.510 --> 00:08:50.990 Because you just told me you hadn't thought past finishing your beautiful website. 00:08:51.230 --> 00:09:02.025 And I'm not making fun of you. This is where most people are, but the dream that's sold around this skips past the hard part that most people don't wanna face. What's the hard part? Distribution. 00:09:02.105 --> 00:09:16.880 Getting eyeballs. If you're Dean Graciosi and Tony Robbins and you launch a high level SaaS to your massive email list and literally everybody on earth that knows you, then, yeah, build a self serve SaaS because you've got the hard part taken care of already. 00:09:17.360 --> 00:09:19.840 But you with no testimonials, 00:09:19.840 --> 00:09:25.360 no proof, and no idea where your next client is coming from have basically built an automated 00:09:25.600 --> 00:09:35.415 amazing convenience store in the middle of the desert and you're wondering why nobody is walking in. So it's not that the model itself is bad? No. It's actually great. 00:09:35.735 --> 00:09:38.615 It's just that it's the last thing you should build, 00:09:39.095 --> 00:09:58.695 not the first. And here's what's really happening. Most people try to start here where you are and end up doing all the done for you work anyway. They can't get the self serve sign ups, so they eventually just go out and start doing prospecting and closing people one on one. But they don't change their pricing, so they're doing done for you with a do it yourself 00:09:58.775 --> 00:10:08.615 price point. And they're paying for a bunch of extra tools like third party support, white label knowledge base, and white label onboarding tours that nobody's actually using. Ouch. 00:10:09.015 --> 00:10:21.710 I'm not saying it to be mean. I'm just saying it because I see it every single day. People spending weeks trying to make their website pretty when they should just be spending the afternoon calling 10 to 20 businesses and starting conversations. 00:10:22.030 --> 00:10:32.725 Because the reality is the afternoon of calling people could get your one client closed that actually covers your high level subscription, and then everything after that is profit. So the white labeling, 00:10:33.365 --> 00:10:34.405 the, like, 00:10:35.045 --> 00:10:42.990 knowledge base, the custom theme that I've put in there, you're saying none of that matters? I'm saying none of it matters yet. 00:10:43.230 --> 00:10:48.830 They don't care about the colors of your app because they probably shouldn't even be seeing the desktop app anyway. 00:10:48.990 --> 00:11:03.005 They don't care about the white label knowledge base because you're gonna be doing the work for them. And you trying to figure out what color to make your website and your app and which third party support company to hire is just procrastination 00:11:03.245 --> 00:11:04.605 disguised as work. 00:11:05.165 --> 00:11:33.055 Alright. This feels like a personal attack. Good. Because the people selling you theme builders and the fact that you need white label support for your clients with zero clients are just making money off of the idea that you have that you're going to be a SaaS owner. But it's literally cosplay. Like, you're dressing up like a CEO when you have zero clients. So what's the point? Okay. But at some point, you do need that stuff. Right? At some point, absolutely. 00:11:33.295 --> 00:11:34.655 Invest in the brand, 00:11:34.895 --> 00:11:42.690 make things as seamless as possible, make it so that you can close 20 clients a month instead of just four. But that's a level three problem, 00:11:42.930 --> 00:11:44.290 not a level one problem. 00:11:44.690 --> 00:11:47.490 So what's the move then? Like, 00:11:47.810 --> 00:11:50.370 somebody's watching this. They're just like me. 00:11:50.690 --> 00:11:53.570 They feel personally attacked by everything you just said. 00:11:54.050 --> 00:11:59.275 What are they supposed to do? Stop building. Start selling. And if selling feels scary, 00:11:59.675 --> 00:12:29.435 then just do research. Walk out your front door, get on Facebook Messenger, get on Google Maps, and just start talking to people. And be upfront about the fact that you're doing research research on the x y z business model, and you want to see if they'd be willing to have a chat. Figure out what their day to day problems are. Sometimes they'll tell you. Sometimes it's kind of coded in what they're saying, and then build a simple solution in high level that actually solves that problem. It's not gonna be nine times out of 10 what your favorite YouTube guru told you to sell. 00:12:29.915 --> 00:12:34.955 It's going to be whatever your niche actually needs that they will say yes to. Okay. 00:12:35.915 --> 00:13:03.075 That's level one, and then here's what happens after that. You close your first client, and you learn more in the first two weeks of setting them up and getting results than you would in six months of building a do it yourself SaaS that nobody actually uses. And what you'll learn is the things that they actually need, the things that they lie about, the things that they tell the truth about, and all of this will support the infrastructure that you build to then go to level two and level three because they're built on experiences, 00:13:03.510 --> 00:13:04.470 not guesses. 00:13:04.950 --> 00:13:13.190 So level one helps you build level two. And level two teaches you how to build level three. You can't skip this natural progression. 00:13:13.350 --> 00:13:14.310 You can try, 00:13:14.630 --> 00:13:22.635 but you're just gonna end up back in the same spot six months later, but you're gonna have spent a bunch of money on tools you don't need, and you're gonna be demoralized. 00:13:22.875 --> 00:13:28.395 Look. If you're watching this and you realize you may have skipped a step or two, that's okay. 00:13:29.035 --> 00:13:40.050 Most people just need somebody to sort of tell this message to them in a way that resonates so that they can start working on the right things. If you want a clear path on how to actually do this, 00:13:40.530 --> 00:13:46.610 everything from picking a niche, building an offer for that niche, getting sales meetings, having sales conversations, 00:13:47.175 --> 00:14:10.160 delivering for them, retaining them for a long time. We cover all of that in my community, the HighLevel Guild, which you can join 100% for free by signing up for or upgrading to the next level of HighLevel with my link. There's also a direct pay option available if that's better for you. All the links for that are down below. Please stop building a software company and start building a service that uses software. 00:14:10.320 --> 00:14:12.720 Ditch the SaaS. It can come later. 00:14:12.960 --> 00:14:14.000 Go get your first client.