Behind The Revenue

Chad Kodary (00:01.216)
What's going on everybody. We are on another episode of behind the revenue in this time. It's with Mr. Tyler Narducci himself. Now, Tyler, we had you on our old marketers, my mindset podcast. I want to say like two or three years ago, it's been a while since we last spoke, but from what I can remember, you are somebody who crushes it in the agency space. You have a marketing agency yourself, and you also coach marketing agencies within your high ticket coaching program.

Give us a little bit of context of kind of where you are a couple years later since we last spoke that some context for the viewers

Tyler Narducci (00:36.362)
Yeah. So still in agency coaching, still working with a lot of digital marketers, freelancers, agency owners to help them scale up their business. Uh, my business though, since I'm, I'm trying to remember when we, when we spoke last, but I think it was 21 or 22, my business, uh, has stayed the same, but it's also changed in a lot of different ways, like, you know, we're constantly growing, changing, improving our processes, our systems and

our marketing, everything, you know, a lot changes in an online business in two, three years. But, um, but yeah, right now we are running a program called, uh, the done for you leads and sales program. And primarily we do three main things. We help our clients generate leads. We help them close those leads into deals and then we help them fulfill on those leads in terms of white label fulfillment. And then the fourth thing would be coaching as well along the whole way. So it's kind of a, um,

Chad Kodary (01:06.934)
Oh yeah.

Tyler Narducci (01:32.898)
a business that helps people with the main bottlenecks that I experienced when I was growing my own agency, and that I see most people in the space struggling with if they're not struggling with one of those things, they're struggling with another one. So those are kind of the core areas that we help our clients.

Chad Kodary (01:44.428)
Oh yeah.

And you, so this is basically, is this done for you or kind of like done with you.

Tyler Narducci (01:52.246)
Yeah, so when we started, it's always been the core services in our program has always been done for you, but, uh, when we started, we had done with you elements included now we have completely gone into just like deep, deep done for you. So really like if they're, if they're completely unplugged and they're working on another business, cause we also work with a lot of serial entrepreneurs. If they're completely unplugged and they're working on another business, like.

We're not going to be held up in the things that we're doing for them, waiting for them to step in and do a thing. Right, right, right. So we, what we do is we prioritize them, you know, of course, remaining control of their business, being the CEO, being the pilot and, and overseeing and being as actively involved in our services as they want to be. But we don't, the show doesn't stop if they don't come in and do X, Y, and Z. So we've gone even further into the done for you.

Chad Kodary (02:23.564)
God, you don't want that to be the bottleneck for you guys.

Chad Kodary (02:47.652)
Gotcha. I'm curious and I want to dive a little bit deeper into this. Um, because it

And I've been, this has kind of been once again, a trend for the viewers are going to see this across every podcast is I start asking questions that I'm actually really curious about. And I ended up learning myself about so many things on this podcast. And hopefully it bleeds through to the users to the people who are watching this. But like for me, like if I come in and I sign up, let's just hypothetically say come in, uh, as somebody who maybe probably saw one of your ads or something like that. Right. And I'm looking to start my own market. Are you dealing with people who are just at the very beginning stages?

want to start their own marketing agency or is most of the people are like, Hey, Tyler, I've been doing my marketing agency for like a year and I just can't scale it. I need some help. Both. Okay. Is a major, is there a majority of one or the other?

Tyler Narducci (03:33.342)
Both. Yeah. We, we, I would say the majority are clients that have already started in some way, shape or form, uh, and have been either mildly successful or not successful. And then we're helping them fill those gaps complete, you know, the, the whole picture, you know, a lot of them, they come in and they're, they're banging their heads about one big thing. Oftentimes it's Legion. I can't get any leads. You know, I'm a great, like,

We see a lot of different profiles. There's the freelancer who's great at what they do. And they're just phenomenal at cranking out Facebook ads or Google ads or websites or SEO, but they are really bad at generating new opportunities for themselves. New leads. Uh, we see people that have two of those, like they're really great at what they do. And they're able to then do that thing to help them get leads, but they're just terrible at closing like they're, they, they completely dropped the ball on the sales.

And so their big gap is sales. Then we see people who are just starting. We also see a lot of the serial entrepreneurs, like I have this business and that business, and I know that there's a lot of opportunity in the digital marketing space, so I'm looking to start this business as well, and I'm looking to do it right from the beginning. I'm not looking to try it and figure it out. Like I want a team that knows what they're doing. So we see a lot of those as well. And then we have clients that are,

doing 50 K or more a month and they're like, and they're like breaking, right? Like their fulfillment is breaking because they're totally maxed out, they're spinning all their wheels and they're not able to bring on any more clients. Like a lot of people there's this myth out there that to scale, you just do everything that you're already doing more, like just more ad spend. And just what? Yeah, just crank it up. And like it doesn't actually work like that. Like when you actually scale a business things break.

Chad Kodary (05:18.68)
just crank the volume up.

Tyler Narducci (05:26.814)
And that's normal. Yeah. Like, but people don't realize that people, especially people that are starting out in the digital space, the digital space, they think it more is just, it will just keep going up from here. And that's not real. Like businesses are like, they're like yo-yos my own business. I've experienced that. Like things go really well and then something breaks. Then you got to rebuild it back up. Like the inner workings of a 10 K a month business and a 50 K a month business. And.

Chad Kodary (05:27.245)
All day, all day.

Tyler Narducci (05:55.39)
A 200K a month business are all completely different. A 200K a month business isn't just a 10K a month business that's doing more of the same 10K stuff. You have to kind of rebuild the whole system so that it can function at that opera at that level. And then have people teams in place to be able to handle that more volume. Otherwise the whole, the whole house crumbles essentially. Yeah.

Chad Kodary (06:20.212)
Everything breaks down. At what point do you, I have a couple of questions that I want to, I want to go dive a little bit even deeper into. Um, for one, at what point are you segmenting people? At what point is somebody qualified to be a successful agency where you put them into that profile? Right. Because there's always like that milestone or that, that achievement, like, do I have X amount of clients? Am I making a certain amount of revenue in order for me to be considered an established somewhat agency? You know what I mean? Like,

between the newbies and okay, you're a real agency. What are you seeing the trend being?

Tyler Narducci (06:56.302)
I don't think there's a specific dollar amount that's like, okay, you've hit that dollar. So you're a more established agency. I can talk from like my own experience. Like when I first got started, I was bringing in a lot of local network clients. Like I got my first clients by, you know, helping out this nonprofit that I had an already existing relationship with. I had got my first, my next few clients from.

you know, friends that were also business owners or that knew a business owner, or I frequented this establishment. So, and the, and the, the management knew me. So I pitched myself to them. And I think, and that's a great, great way to start. It was an awesome way for me to get, you know, my start back in 2014, 2015. Um, and I think when you're dealing with a business that's still at that level, like you're, you're totally reliant on referrals. You're going to your local network. Um,

Chad Kodary (07:50.925)
Yep.

Tyler Narducci (07:54.27)
and you're not doing anything with like cold traffic or anything with like people who've never heard of you before. I think that is kind of what I would look at as an earlier stage versus more established.

Chad Kodary (08:05.016)
Hmm. I like that. So not, yeah. So not, you're not focusing on the revenue being, are they an established agency? It's more of like, can you actually sell to people that don't know who you are?

Tyler Narducci (08:13.517)
Right.

Tyler Narducci (08:17.382)
Exactly. Because people think that, you know, oh, if I hit 10 K, I'm an established agency. I've hit 20 K. Like those are great milestones. But if that all that 10 K is reliant on one local client that you knew because you were friends with some guy, that's not an established agency, right? It's, I think the threshold is more like, are you able to take, like you said, people who have no idea who you are, hit them with your marketing, close them into a deal and then repeat that process.

Chad Kodary (08:29.994)
Oh.

Tyler Narducci (08:44.99)
If you're able to do that, I think you're now on your way or moving into established.

Chad Kodary (08:51.328)
like that. So let's rewind back. So I come into your program. Um, and you're, you're really focusing on, it seems like three buckets, it's leads sales and fulfillment for the most part. Those are kind of the main three. Um, most agencies, cause we have a coaching program too, so I can definitely relate to some of these things. Um, most, most agencies, a lot of them struggle with lead generation. I think that's like their main, the main like thing that they're trying to, yeah. The main, what do you do it? Cause you're saying that it's done for you.

Tyler Narducci (09:15.574)
The irony, right?

Chad Kodary (09:21.522)
for I come in I sign up I'm ready to rock and roll I'm in slack or wherever it is that you're communicating with people right what how do I generate leads how do I get leads booked on my calendar today

Tyler Narducci (09:32.014)
So what we're doing primarily with our clients are paid ads, uh, LinkedIn lead generation, and then lots of appointment setting in between. Right. So, so.

Chad Kodary (09:38.111)
Okay.

Chad Kodary (09:41.78)
Okay, so I like this. This is going to be a fun conversation because I want to talk about paid ads, but keep going.

Tyler Narducci (09:46.334)
Yeah. So paid ads, uh, is a key focus of our offer. We're running, we create the copy, the images, the targeting, um, all that. And then we set them live and then we generate leads that way. Then we have a team of appointment setters because as you know, leads aren't always going to, you're not going to convert a hundred percent into appointments. So you're getting leads, but then you got to bridge that gap over to appointments. So we have appointment setters that are hitting those leads to convert them over into.

Chad Kodary (10:06.817)
Never.

Tyler Narducci (10:15.434)
more appointments for them. Some of them will naturally convert directly to appointments as well, which is great. But then we have appointment setters that step in. Then we're also working on LinkedIn through, you know, our own software that we have for connector campaigns. We have appointment setters on that are generating conversations with their target audience and then booking them in, yeah, DMs, and then just regular messaging back and forth to kind of foster that relationship and book them in for an appointment.

Chad Kodary (10:34.008)
DMs, so just DMs.

Chad Kodary (10:42.392)
So I want to go back really quick to the ads. I want to peel the onion back and I want to, I want to see if I can get some juice out of you. We'll have some fun with this one. So for, for Facebook ads, I come in and you're like, Chad, run some fake. We're going to run some Facebook ads. Are you running the Facebook ads or are you training them to run the Facebook? Yeah, that's my first question for you.

Tyler Narducci (10:44.266)
Those are two big things. Yeah. Okay.

Tyler Narducci (11:02.57)
We run them 100%. Oh, yeah.

Chad Kodary (11:03.764)
you run them yourself. Okay. So you're the ones who are actually generating them leads. Okay. Cool. So you're already taking, you're taking the pressure off of them, try to now learn Facebook ads. Okay. Cool. And when you're running Facebook ads, what are the at the types of ads that you guys run to generate leads? Are you doing like opt in campaign or like lead forums where somebody's like submitting their name and email to maybe watch like a webinar or something? Can you walk me through that funnel?

Tyler Narducci (11:10.197)
Oh yeah, yeah.

Tyler Narducci (11:29.086)
Yeah, absolutely. So we have done, we've done both. We, we have done in the past conversion campaigns to a landing page funnel, then a drip email sequence with setters and that, and that whole business right now. Uh, we've gravitated more toward a lead form that redirects to booking form that then setters hit, uh, after that and, and follow up with nurture sequences. Um, so we've done both right now with.

I think with the former, which is a landing page conversion funnel, costs have gone up tremendously. So getting conversions from that with smaller budgets is much more challenging. So lead form to that redirects to booking form, uh, that's hit with followup, uh, from both automation, uh, in, in terms of SMS, messenger bots, email campaigns, in addition to.

Chad Kodary (12:11.064)
Very hard, yeah.

Tyler Narducci (12:28.054)
physical human setters reaching out as well to those leads has yielded a better response and a lower cost per acquisition for the client.

Chad Kodary (12:36.744)
Yeah. Setters. So we have an, we have appointment setters like in dash leaks. Um, everybody that signs up to dash lakes, we do, you know, all the backend email sequences, the emails, SMS is all that stuff. Right. Uh, the second we placed an actual human setter, we doubled the amount of phone calls that we were generating from the same amount of leads that we were getting. So we didn't change getting more leads. We just changed the putting the setter in there and doubling the amount of appointments. Cause a lot of people

Tyler Narducci (12:57.837)
Yeah.

Chad Kodary (13:05.524)
Look, when they get SMS is they know that it's not most likely you, man, it's, it's automations and they, you know, it's impersonal. And then when a human calls them, sometimes it's just like one question that they have that they just want to get answered and they're like, okay, cool. Let's book a demo. Right.

So human setters has changed the game for us. So definitely recommend it for you guys watching. I wanna go back even more. I wanna peel the onion back even more because I'm really fascinated with, I'm a Facebook marketer guy too. I love, I'm in the Facebook ads manager almost all day with my team. And I love creating like these different strategies and funnels and stuff like that. That's pretty much what I do at DashFlix, right? So my question for you is, so I'm an agency, this, are you first of all,

Are you using like Facebook lead forms or are you sending them to like a funnel? So you're just going straight up Facebook lead forms. What is the ad? What are you saying in the ad and who are you targeting? Is it based on me? Like do I get to pick and say I want to target plumbers or chiropractors or whatever it is and then

Tyler Narducci (13:51.446)
Yeah. Facebook leave rooms. Yep.

Tyler Narducci (14:05.582)
So like I said, we work with a wide range of clients. Some we have established agencies and we have brand new agencies, but we don't want them to be the barrier for us to do what we do. So we're kind of prepared for both. If we work with an agency that's more established that has an offer that they're selling and that they're confident in and that they want us to run that, well, the ad copy and their headlines and everything is going to reflect what they are selling, what they wanna sell. If they come to us and they're like, I need help with offer creation,

That's something else that we'll help them with. And we have white label offers that we know convert and do well. And that will, will format for their niche, for their, uh, for their target audience, put in their ads and then run that way. Um, but we leave that decision up to the client.

Chad Kodary (14:51.)
So the lead ad is not like a lead magnet that you're running. You're giving like a free, I see a bunch of people do this, like, you know, free

Tyler Narducci (14:57.942)
Sometimes if the client is adamant, we're not gonna be like, no, it has to be done this way. We'll work with them on that. Oh look, we got the iOS, yeah, I forgot. Oh really? Yeah, my iOS reaction, I'll turn those off. So if we have a client that has a lead magnet that they wanna test, we'll include that in it to see if it does any better. But typically we're running straight.

Chad Kodary (15:07.972)
Yeah, it does the little... It never works, I don't know why.

Tyler Narducci (15:26.81)
offers that we're working with.

Chad Kodary (15:28.612)
So you're going direct response and you're just the offers in there. And then there, if you're interested, fill out the lead form, that lead form is then probably either button at the end of the lead form. That's bringing them to, or how are you bringing them? What are you bringing them to like a confirmation landing page on a funnel? Okay. And on that, I'm assuming on that confirmation page is probably a video getting that show up rate up or testimonials or things like that.

Tyler Narducci (15:31.416)
generally.

Tyler Narducci (15:35.726)
correct.

Tyler Narducci (15:44.566)
Yeah.

Tyler Narducci (15:53.682)
Yeah, we don't, we're not, if the client has that, yes. But if we don't have that to work with, then we just confirm the call and then hit them up with our setters.

Chad Kodary (16:07.328)
Okay. And are they booking a call through the lead form or they just sending their information? You can't book a call, right?

Tyler Narducci (16:11.954)
No, they're not booking the call through the lead form. They're filling out the lead form and then they're going to book the call on the redirect.

Chad Kodary (16:19.196)
on the redirect. So I'm booking the call. And then after I booked the call, I hit a confirmation page. And then that's it. I'm done. And I, I go way back to Facebook and see what my friends are doing for dinner. That's it. Right. So that's the whole funnel that you guys have. And then obviously in the back end, you have the nurture sequence and the center. That's basically cool. Now. Okay, cool. Got it. Um, how much are your, I know it's, it's vague, but what are your costs per lead right now? Like kind of floating around.

Tyler Narducci (16:31.809)
Yeah.

Tyler Narducci (16:46.918)
Uh, generally, so we, we target less than 20, but depending on the less than $20 per lead, but less, but depending on the niche, we have clients that are doing a dollar 25 a lead and we have clients that are doing more than that. I would say the average, if you average them all out, would be about eight to $10 leads.

Chad Kodary (17:08.948)
eight to $10 per lead on Facebook. Now I know Facebook leads obviously are a lot cheaper than sending people off Facebook. We've tested that in our agency. I wanna go into the targeting for a second. So let's go back to the target because I'm really curious about this. So let's say I'm an agency owner and I wanna target, I don't know, my niche is pool repair companies, right? I deal with pool repair companies. How can you target people like that on Facebook? Because it's almost impossible to target

Tyler Narducci (17:14.957)
Yeah.

Chad Kodary (17:38.882)
pool repair you know I mean like the targeting on Facebook is so tricky

Tyler Narducci (17:42.826)
Yeah. So I'm really fortunate that I have an amazing ads team. You talk about how you're in ad manager yourself all the time. I'm not, uh, I stepped out of that, uh, long, long time ago, but my, but my team does that primarily and they, they manage the targeting. What I do know is that when you can't, when there's not like an actual interest based group that you can go after directly, what they're doing is they're going after things that interest group would be.

Chad Kodary (17:54.73)
Okay.

Tyler Narducci (18:12.914)
affiliated with, associated with, and then they're making it super clear in the actual ad copy and imaging itself that this is who this is for essentially. Yeah.

Chad Kodary (18:14.157)
Yeah.

Chad Kodary (18:18.252)
the messaging.

Chad Kodary (18:22.284)
Gotcha. Oh, can you give me an example of what an ad might look like? Like what am I, am I literally like, just think of any offer that you have, maybe one of the white labeled offers that you have, is it like, Hey, we're going to generate you, you know, 10 leads in the next 30 days. Like what are you actually saying in that ad to get that person to fill out the information?

Tyler Narducci (18:42.614)
Yeah. So it's, again, it's going to depend on the client and what they're offering or, uh, what we help them with. But generally speaking, it's always going to be, it's always going to be focused on the outcome for that person. Right. So what we, what we know works and what we know doesn't work breaks down pretty simply, what doesn't work is services. And I think a lot of people get this mixed up. Services is not an offer.

Like, what's your offer? Oh, I do SEO and I build websites. Okay, well that's gonna flop on an ad. If you say, website $5,000 or SEO $2,000, whatever, that's gonna flop. But you need to talk about the results that you're gonna get. So if we're talking about dentists, just for example, they want cosmetic surgery patients. So we'll help you generate X amount of dental implant patients.

Chad Kodary (19:22.968)
Yeah, that's the old school.

Chad Kodary (19:35.662)
Yep.

Tyler Narducci (19:41.694)
in the next X amount of days, that kind of direct response for the results that they're after. That's generally what the ads are going to look like.

Chad Kodary (19:45.176)
Gotcha. I like that. Okay. So, so you're getting somewhat of more qualified leads versus somebody like, Oh, I downloaded your, uh, your PDF on how to do this. And, and yeah, so we know that that's like the old school tactics.

Tyler Narducci (19:55.435)
Yeah.

Yeah, I, it's a very, very small percentage that are, uh, that we're running a lead, uh, sorry, a, um, a lead magnet for, and only the only people that we really run, run lead magnets for in the lead form itself is people that are, they come in and they're like, I really want to test this. So we're not, we're going to tell them, no, okay, sure. Let's test your lead magnet and see how it goes. But generally speaking, our strategy is yes, we're willing to pay a little bit more per lead if it's going to be more qualified, right? Because keep in mind.

Chad Kodary (20:06.593)
Yeah.

Chad Kodary (20:16.141)
Yeah.

Chad Kodary (20:27.)
Fair enough.

Tyler Narducci (20:27.938)
We're also taking the sales calls for them. So we don't want to flood our guys lines with a bunch of people that are like. Yeah.

Chad Kodary (20:32.352)
Yeah, we're going to get into that too, because I'm, I'm curious. All right. So let's, all right. So let's just call it 10 bucks a lead, whatever on average, whatever we're averaging, let's say $10 a lead, right? So are you, are you telling me Chad, give me a thousand bucks. I'm going to generate you a hundred leads on average this month. Like what's the app, what's the ad spend they usually need from a new member that's joining? What are you seeing? Like most people just spend with you.

Tyler Narducci (20:53.954)
So right now we're, we asked for about $75 a day to join, to start because that way we get a good amount of lead flow coming through and we're able to, you know, crank it up pretty fast for them. Because just as an agency, you know, one of the things I think can be a fatal mistake is to not, not be able to show something quick. That's why I think a lot of SEO agencies struggle. SEO is like,

Chad Kodary (21:19.148)
Yeah, oh yeah.

Tyler Narducci (21:23.026)
a really painful service to be in because you got to, it takes so long to show anything. And people today have no patience, right? They need to see something like right away. So with, you know, with the ad spend at that level, we're able to, you know, generate quite a few, you know, leads straight out the gate.

Chad Kodary (21:30.744)
Zero, dude. Yeah.

Chad Kodary (21:40.1)
So 75. So, so here's my question for you. Um, I'll, you know, we obviously we have a coaching program and it's already hard enough getting people to spend money to join the coaching program. How do you also get, is everybody running ads that's coming into your program? Is that like the thing it's like, if you're not running ads, like, dude, you're wasting time here, right? Okay.

Tyler Narducci (22:01.802)
Yeah, yeah, a hundred percent. Like we, you could go the full LinkedIn route, but, and, and don't get me wrong. Yeah, exactly. You could go the full LinkedIn route. We, we used to offer a package without ads and it's just LinkedIn, but it's such a slow grind on LinkedIn, like you, you can, you can get leads and sales and that's why LinkedIn is still a part of our.

Chad Kodary (22:08.6)
takes time and it takes time because we do that to it takes time

Tyler Narducci (22:27.586)
but it's so much slower than ads. And so, yeah, we kind of, we would rather work with clients that understand the power of ads and are willing to invest in that because we know that that's what works.

Chad Kodary (22:39.138)
Yeah.

And how much is your let's say go like the ad side. How much is your program to join if I wanted to like join today as an example.

Tyler Narducci (22:49.438)
Yeah. So we have, uh, we have three different packages. Uh, the, and the entry level package, our starter package is three K a month and our premium package, um, which is, you know, everything in it is 17 K and it gets you six months. No, no, it's, it's 17 K for six months.

Chad Kodary (23:04.788)
A month? Oh, six months, okay, 17K, Jesus. Okay, so 3K a month, and I'm assuming most people are probably on the monthly option. Is that what it, are you doing month, or no, they're not, okay. Wow, okay, great.

Tyler Narducci (23:16.498)
No, no, the vast majority, 80% or more of our clients are on our premium package.

Chad Kodary (23:23.128)
Gotcha. So 17 K. Okay. I'm the worst at math. So if you divide that by six months, what does that average out to? Is that like two or three? It's about something like that. I'm horrible at math. Probably the worst math person ever. And what am I paying as an agency? And because whatever I'm paying, I have to pay you. And is that one shot, one hit 17 K or I'm assuming you have payment options and financing and all that stuff too, right?

Tyler Narducci (23:35.506)
Let me see. I am too, I am too.

Tyler Narducci (23:47.702)
Yeah, we have payment. We have, we can split it into multiple payments and we have financing partners. We used to work with like an in-house style financing partner but that was just like a slog. Like I, yeah, it wasn't fun on our end because when you work with like an in-house financing partner on a coaching program or an agency, first off, they're like sharks. Like they take so much.

Chad Kodary (24:02.193)
Nightmare. Yeah.

Tyler Narducci (24:15.49)
from the service provider to even accept it. And then God forbid the client like falls behind on a payment or whatever, they just pull it all back from you and you've already given your services and then you're chasing the client for the, it's like a nightmare. So we have like third party financing companies that we'll refer them to and work with, but and then we'll also provide payment plans as well.

Chad Kodary (24:26.944)
Yeah.

Chad Kodary (24:40.132)
Cool.

So I come in, I give you the 17 K right. And now you guys on top of the 17 K I'm obviously up. I'm at $75 a day because I need to run ads. Right. So that's on top of that or without the 17 K you have to pay for ads. Okay, cool. So 75 bucks a day I'm paying. I'm starting to generate leads. They're going to my CRM. I'm excited, right? I'm starting to get warmed up. I'm seeing some type of action happen, which by the way, I really like that because you're a hundred percent right with these agency owners, especially the newer ones.

Tyler Narducci (24:52.33)
Yeah, yeah, you have to pay for ads on top of it. Yeah.

Tyler Narducci (25:10.208)
Oh yeah.

Chad Kodary (25:10.806)
within like two to four weeks they're out like they're done they're done dude yeah they're done that's it it's like this shit doesn't work it's another Amazon store thing like I'm out right so I like that you're doing ads I think that's why when you said ads at the beginning I really wanted to dive deep into that because not many people are doing ads so I come in 75 bucks a day I'm getting ads I'm getting whatever I don't know five seven leads a day at 10 bucks a lead right what's

Tyler Narducci (25:12.77)
They're out, like, they're completely, they're done with the whole business model of like, what?

Tyler Narducci (25:21.247)
Yeah.

Tyler Narducci (25:36.503)
Mm-hmm.

Chad Kodary (25:39.232)
These leads by the way, are leads that come in and then there's a setter that you said that within that three K a month or the 17 K whatever it is that I'm paying the setters included. So you already have the setter is included in that that's calling and scheduling and doing all that. So.

Tyler Narducci (25:51.434)
Yeah, oh yeah, yeah. For this, yeah, on this 17K package, everything that we offer is included. Like you get the whole house.

Chad Kodary (25:56.948)
Okay. And then setter calls closes. I don't know what's your, by the way, what's your scheduling rate from the leads that you're getting? What percentage are you scheduling?

Tyler Narducci (26:07.626)
So you want to, our target is to get more than 30% booked in. Now, depending on the industry, it could be more, it could be less. I mean, yeah.

Chad Kodary (26:13.025)
Okay, okay, cool.

it varies. Yeah. Especially if you're talking to people with gatekeepers and all that stuff. Okay. Let's call it 30% for the sake of the conversation here. Let's say you're, you're shooting for at least 30%. Um, I get a hundred leads at $10 a pop. I pay a thousand dollars. 30 of those people, uh, have booked an appointment on my calendar. So it's costing me at this point. I'm going to try to be good at math. It's costing me, uh,

Tyler Narducci (26:37.976)
Mm-hmm.

Chad Kodary (26:44.696)
30 divided by a thousand. It's cost me $33 about for a scheduled appointment. Um, and that's fucking great by the way. Um, yeah.

Tyler Narducci (26:50.698)
Which is phenomenal. Like insane. But like just for reference, I mean, like people don't realize how good that can be. Um, and we'd like, I want to just, I want to say this because it's something that, uh, my business has had to learn over time because I'm, I'm surrounded by a bunch of really smart digital marketers all the time and our client, and you have to remember that your clients are not like your clients are gentle, like they could be digital marketers, but maybe they're like,

Chad Kodary (27:01.786)
No.

Chad Kodary (27:17.907)
or not.

Tyler Narducci (27:20.486)
website developers or maybe they're like SEO or whatever they are. Like they don't know the KPIs like, you know, so it is so important to constantly be drilling your clients, letting them know what KPIs are, how they're well exceeding them and, and share your excitement as a team, as you're doing well, because if you don't, you can end up with a client that's getting $30 book calls and you know, they're, they're not happy or they think that that's expensive or

Chad Kodary (27:43.944)
Yeah, dude, even if you gave me $100 booked calls, I'd be happy. Cause I've seen it in the agency space.

Tyler Narducci (27:47.826)
Right, right, right. And $30 book calls, like that's like, that's high-end KPIs. Those are really, really good. Not everyone is getting a $30 book calls. We've had much more than that as well, depending on the industry that you're in.

Chad Kodary (27:53.944)
Good, yeah. Yeah.

I'm sure.

Chad Kodary (28:04.408)
So let's keep going down this, this path. So 30, 40, 50, but whatever. Okay. I get a booked call. What am I? I'm not jumping on the call, right? Cause I'm scared. I don't know how to sell who's to jumping on the call for me. Do you have, so within this, within this, uh, program fee, you have closers that are closing deals. Okay. And are they selling? Yeah, go ahead.

Tyler Narducci (28:10.857)
Mm.

Tyler Narducci (28:26.091)
Yes. Yeah. So if you're in our premium package, we have in-house closers. I manage a team of closers that... So...

Chad Kodary (28:34.828)
How many closes do you guys have?

Tyler Narducci (28:42.542)
Six, six, I have six employed right now. And then we have a recruitment partner that as we need more, we bring on more. Correct. And so each of our closers, no, no. Yeah, in fact, I used to have another coaching partner. I definitely won't name any names, but I used to have another coaching partner that was like really, really expensive and not coaching partner, sales partner.

Chad Kodary (28:43.614)
Okay, great.

Chad Kodary (28:52.228)
scale happens they'll get you more yeah you guys using col gordon he's super expensive

Chad Kodary (29:11.053)
Yep.

Tyler Narducci (29:11.394)
But now I have one that works with us is super great. And I also like, what is it? I was looking for an analogy. I know that I know there's a perfect analogy for this, but I also use my own recruiter for my own sales team. So like they're all together.

Chad Kodary (29:27.788)
Got you.

Chad Kodary (29:32.772)
So, so, so let's say whatever, let's go back to the calls, 30 calls booked on the calendar, your sales team. So I'm completely like at this point, I'm just giving you 75 bucks a day. I haven't really done anything. Right. Okay. So you guys call and you're closing deals. Are you closing my offers like the deals that I want? Are you closing like Facebook ads or is the salesperson trained and has like a bucket of things that they can sell? How does that work? Because everybody has different offers and stuff.

Tyler Narducci (29:44.909)
Mm-hmm.

Tyler Narducci (29:58.914)
So generally speaking, right. So our, we have two, two different types of our premium package. We have our agency premium package for marketing agencies that sell digital marketing and sorry, our closers are trained on how to sell digital marketing services. So even though they may be different formatted offers within the digital marketing field.

Chad Kodary (30:16.388)
Yeah, you're good.

Tyler Narducci (30:27.39)
They're generally similar. So our closers are steeped in the clients that they're assigned their offer and know how to sell it. If we get a client, because we also work with clients that are not agencies, like other B2B business owners, they will get a separate closer that's trained only on their offer, because you can't have a closer that's like trying to sell Facebook ads and also roofs. You know what I mean? Like that just gets too watery. So...

Chad Kodary (30:46.456)
Gotcha.

Tyler Narducci (30:55.558)
It with our in-house closing team, those guys will sell first the offer that's already established in the agency. So if the agency comes to us, they have an offer, they've been selling it. That's what they want us to sell. We'll sell that first. But we also have down sell options available to them for our own white label packages. So let's say we have a client that sells like a 70 or $7,500 web design and Facebook ad package.

Right. We will sell that first. And if they don't have the money or the budget or the will or whatever, uh, they can then, our closers can then downsell to a paper appointment style offer or something like that, or one of our white label offers. Um, and obviously we get the permission from the agency owner that is this something that you actually do want to sell? Um, and do you want to use this as a downsell option? If they do, then we'll downsell to that. If they don't, then we'll just pitch their offer.

Chad Kodary (31:41.604)
Got you.

Tyler Narducci (31:54.75)
Now we make it clear to them if we're just pitching your offer and you're set and so on your offer and we can't control that, then your numbers could be different from what, right. Your conversion rate could go down. I mean, it could go up if they have a really great offer too. We've also seen, we've also worked with really great offers, but if you have a garbage offer and you're stuck on it and you won't, you won't, you know, work with us to finesse it, then your numbers could be totally different. So we just kind of make that clear from the beginning.

Chad Kodary (32:03.704)
They're going to go down your conversion rate. You have to have down cells.

Chad Kodary (32:23.264)
What's like a normal conversion rate like, uh, that you guys see across your sales team? What's like your, or what do you try to shoot for?

Tyler Narducci (32:28.318)
So we shoot for 20%, but anything between 10 and 20% is generally what you're dealing with if it's a decent offer in the space, right?

Chad Kodary (32:37.261)
Yeah.

Chad Kodary (32:42.548)
And are you talking is most of the sales that you guys are doing one cane up like is it more like high ticket or are you selling like Facebook ads packages? Okay. Cool. What's a normal ticket?

Tyler Narducci (32:48.786)
Yeah, absolutely. No, it wouldn't sell anything less than 1k. Yeah, and 1k would be like the... So a normal ticket would be like...

Chad Kodary (32:58.336)
What better question? What's your number one selling package?

Tyler Narducci (33:02.594)
So people really like a pay per appointment. And what we'll do is we'll stack several appointments on the front end so that there's some type of setup fee for the client. Then we fulfill those appointments, and then they build them on a weekly basis. Those are the easiest to sell because there's less skin in the game. It's more of a performance-based offer, that kind of thing. Once you move into more retainer style, then an average ticket could be like a $5,000.

upfront for Facebook ads and then a 3K month retainer after that for like an initial three month agreement being 11K total.

Chad Kodary (33:39.512)
Gotcha. Fair enough. Somebody that's running $75 a day for 30 days. Well, how many clients are they usually getting at the end of the whole thing? Like, what can I kind of expect? Is there anything I can, let's say, I'm just running like a normal Facebook ads package or something pretty basic, like nothing crazy.

Tyler Narducci (33:57.654)
Yeah, so 30 days is a really short period of time. Let me first say that. 30 days is a super short period of time, especially if you have an untested offer. But if you have a more basic offer that's easier to sell, like a paper appointment, then ideally we're looking to close one to three a month, at least, as they start coming through. Yeah.

Chad Kodary (34:21.909)
Okay.

And now, now the sale is done, right? Leads come in, sale is done, what happens next? You said you have white label fulfillment, right?

Tyler Narducci (34:35.09)
Yeah. So then, so we also, so this is, this part of the, of the, of our, our service has evolved over time as well. We used to, um, you know, bring them in and, and handle everything for them. But when we did that, it, it kind of disengaged the actual agency owner from their business a little too much. So now what we do is.

We do all the fulfillment, but it's, it's white labeled, not white gloved. So white gloved would be like, we do all the client communication. We do all the fulfillment. We do all the onboarding. We do all the setup and everything. Now, in terms of the white label piece of our, um, puzzle, we have, we. Remember, we provide coaching. So in the coaching, we're teaching our clients if they don't already have systems and processes in place for this, how to set up a Slack account.

invite their client over, we'll give them a white labeled in onboarding form. They'll also give that to their client. We'll get all that information that we need and the access that we need through that. And it's unbranded, so it's not our name on it. And then we have another Slack channel for us and the client to communicate about that client specifically, separate from the Slack channel that we have with the client to communicate about their campaigns.

Right. And so we communicate with them. We fulfill all the work and then they have at their own Slack channel where they're speaking directly with their client. Uh, yeah. Right.

Chad Kodary (35:58.873)
Yep.

Chad Kodary (36:06.456)
They're they're project managing basically. Yep. And you got, are you doing this in house? Like you're running the Facebook ads or SEO, or I don't know, whatever people are selling with you. Are you using also white label fulfillment partners?

Tyler Narducci (36:19.41)
No, just we used to use white label fulfillment partners, but now we brought it in house. And now we have, it's the same ads team that's running the client ads is the white label.

Chad Kodary (36:26.388)
Nice. I'm a, it sounds like you guys doing a lot of ads, just like you're selling a lot of ads in general, like selling ads, using ads for it's like a paid ads. Seems like the majority. Okay. Cool. Awesome. Um, man, that's a, that's, it's a pretty cool program that you put together. That's very unique as to, yeah, I've seen you. Yeah. You've evolved the heck out of it, man.

Tyler Narducci (36:33.89)
Yeah, we're knee deep in ads for sure.

Tyler Narducci (36:44.95)
It didn't happen overnight. It's, it started in 2019. So it's been five years getting to this point. Yeah.

Chad Kodary (36:52.536)
but that sounds really awesome. And like for you guys, for your company, like, and this is all you offer. This is like your main thing, right? The coaching stuff. Okay, cool. And you said that you still run your own agency or is that just kind of like something that like runs on the back burner?

Tyler Narducci (37:00.258)
Mm-hmm.

Tyler Narducci (37:07.766)
That's so we still have clients like original, like non agency clients that we work with. Um, I wouldn't say that pushing, you know, trying to get more clients in that fashion is really my focus. Like what we're, we're more, we're more kind of helping the, you know, the people that were coming through the program. Now we also help non agencies as well. So we're working, we also work with like B2B business owners because

Chad Kodary (37:21.908)
Yeah, same with us. We had an agency, too.

Tyler Narducci (37:37.806)
One of the cool things, I mean, I don't know if it's cool or if it's kind of annoying for my closers, but like people like our offer, so they book in even though they're not a marketing agency. And we looked around and we're like, okay, do we want to just like throw all these leads away that aren't, you know, marketing agencies when we could still do most of our systems and processes for these other B2B businesses? So we have a separate premium package that's non-agency. And those guys aren't going to get our in-house closers.

Chad Kodary (38:03.268)
Cool.

Tyler Narducci (38:05.762)
But those guys will get a commission based closer that will recruit for them and place on their offer. So, and that's just the main difference. So we're still running ads, still generating them leads, still closing deals for them through a commission based closer. Um, and they won't, but they won't get the fulfillment because obviously they're, they're a separate business or doing their own fulfillment, but we're still doing leads and sales for them as well. So I would say my agency, it would be taking in new clients through that. Um, and then the program is with agencies.

Chad Kodary (38:08.672)
Oh, that's cool. So, well, you just opened up wide in the bucket for yourself.

Chad Kodary (38:24.8)
Yep.

Chad Kodary (38:31.256)
Gotcha. So like just for the coaching program, if you don't mind me asking, how many like new members are you bringing on a month?

Tyler Narducci (38:40.378)
Um, well, it depends. Uh, like every business we have, uh, big yo, oh yeah, we have huge yo-yos. We definitely have a good, a good month would be like maybe 25 to yeah. So a good month would be like 25 or more. Um, uh, on the lower end.

Chad Kodary (38:46.164)
Ups and downs, dude, yeah. We have it too, all the time. Well, what's like a good month? What's a good month? What's a bad month of new members onboarded?

Chad Kodary (38:58.796)
Wow, that's great.

Tyler Narducci (39:08.662)
between 10 and 15. And these are premiums. These are premium, yeah.

Chad Kodary (39:10.884)
still great. Yeah. They're premiums. And how many, how big is your team? Like that, I guess that are 30 people. Okay. Cool. Yeah. Cause you need a bigger team. You take it. That's a lot of people. All right. Now I want to get to the fun stuff because that was really fun. I want to get to the fun stuff. Um, this is behind the revenue, right? So let's talk about the flip side of it. So you just walked me through me going through your whole program, which is really cool by the way.

Tyler Narducci (39:16.682)
About about 30. Yeah.

Yeah. Ha ha ha.

Tyler Narducci (39:38.146)
Thank you.

Chad Kodary (39:38.404)
How do you actually you, how do you get new members? What are you doing? Are you running ads? I'm assuming. Facebook ads or tick tock. Walk me through that, because that's what I'm curious about, too.

Tyler Narducci (39:43.447)
Yeah.

You guessed it, yeah, running ads.

Tyler Narducci (39:52.946)
Yeah. So, uh, for my program, I would say 99% of our clients are going to be coming from our ad campaigns. Um, if you're watching this podcast or listening to this podcast, uh, you've probably seen my ad at some point in the last five years, like it's hard to miss, uh, in the digital marketing space just cause we're just cranking it out all the time. Um, and we, that's, that's our main

Chad Kodary (40:07.766)
I've seen them.

Tyler Narducci (40:22.55)
We've tested Tik Tok. There was a blip in time where Tik Tok was amazing. And yeah, and Tik Tok, I mean, you won't right now. We may dip our toe, I mean, I go back and test it out every so often to see if the good old days are back, but we ran our offer on Tik Tok for a while back in 22. And it was doing great, but then cost just went through the roof and Tik Tok became, you know.

Chad Kodary (40:28.372)
I saw you used to see your ads on TikTok.

Tyler Narducci (40:52.354)
the whole like gold rush. Yeah, it came super popular and it just like, yeah, it kind of in terms of what we were doing, the costs skyrocketed way past what Facebook was. And I'm like, okay, well, not sustainable. So we pulled back from TikTok. Now I definitely plan to retest TikTok again here soon, but we won't put a ton of money into it, but primarily Facebook ad, yeah, Facebook and Instagram.

Chad Kodary (40:52.78)
super popular yeah everybody's running ads

Chad Kodary (41:17.437)
Facebook and Instagram.

and a YouTube.

Tyler Narducci (41:22.878)
We tested YouTube, couldn't crack it. Nah, we cracked TikTok. We cracked TikTok for a good six months and it was great while it was great. But then it fizzled out. YouTube, we never cracked. Like never even once.

Chad Kodary (41:25.312)
YouTube's so hard.

Chad Kodary (41:34.72)
YouTube is so hard, dude. Like I can't crack YouTube cold ads for our, for a lot of our offers. I just use YouTube for remarketing so I can hit them in another place. Um, but I cannot, it's so hard.

Tyler Narducci (41:44.702)
Yeah, I think that's why Alaric, Alaric Heck, he does so well with his offer, so well, he kills it. Because everyone struggles with YouTube, and he has, and his whole offer is like, I'll help you crack YouTube. That's why he crushes.

Chad Kodary (41:50.516)
He crushes it. Yeah.

Oh, yeah. He's coming on our podcast. He's he's booked with me. So he'll be on here. I think next either this week or next week. So keep your eyes out for that next episode guys. Yeah. Lair keck is awesome. I was actually just at I went to traffic and funnels. And we went to a private event and he was there with me. We were at it was like a private gambling night that they did in Vegas. So that was fun. But he's a great guy and YouTube is super hard, man.

Tyler Narducci (42:03.295)
He's awesome.

Tyler Narducci (42:17.869)
Nice.

Tyler Narducci (42:22.591)
It does.

Chad Kodary (42:23.804)
So Facebook and Instagram ads, I'm assuming you're probably, or you're not running lead forms, right? You're sending them to an application funnel?

Tyler Narducci (42:32.022)
Yeah, we have, we've done both, but right now we have a, a conversion funnel. Um, the, the thing that works well for us is we've been around for awhile. So we have a lot of testimonials and videos and stuff like that. So, and you can't shove all of that into a lead form really. So we, we are doing better on our costs. Now here's the, here's the kicker. My cost per lead and my book call is like four to five times more than our clients.

Like I pay on average 150 to $250 per call for my offer. Now it's okay per call. And so when my clients, that's why I always, that's why I did that sidebar earlier in the episode about like preach to your clients how good their results are because they have no idea. And like if you skip that part, you're gonna, you're fatally shitting yourself. Like my own ads cost, you know, north of 150 per book call.

Chad Kodary (43:08.28)
per booked appointment.

Tyler Narducci (43:30.594)
for as long as I can remember. And currently we're at like $200 a call. But that's okay because we're selling a $17,000 product. It's not okay if we were selling some low ticket thing or weren't getting any sales, right? So, right, right. But that's, yeah.

Chad Kodary (43:43.896)
like a thousand dollar course or something like that. What have you done the metrics to see, uh, how, what's the cost per acquisition to acquire a $17,000 client? Like do you have to spend three grand, five grand? Like what are the numbers for you?

Tyler Narducci (43:57.599)
Yeah.

Tyler Narducci (44:00.914)
Yeah. So it, of course, like all these questions, it varies per month, but ideally, um, we're looking at like between two and three, um, generally to close a deal, it's still great, but we also have a ton of in-house expenses. Like I just walked you through that whole model. I have to pay ads managers. I have to pay coaches. I have to pay sales closers. Um, all of that, like, and my, my closers.

Chad Kodary (44:04.504)
fluctuates, yeah.

Chad Kodary (44:12.852)
Dude's still great. It's still great.

Chad Kodary (44:25.54)
commission sales reps. Yep. That's normal business though.

Tyler Narducci (44:31.306)
want my closers, they're in-house. And so one of our features is zero commission sales. So if you're an agency, we're not charging a commission on the sales that we make. So they keep all their profit. So how do I make up for that? I pay for that internally. So even though our cost per closed deal could be good, we have a ton of other internal expenses that make up for that. Um, you know, and then there's months where it's not that good.

Chad Kodary (44:44.492)
Really well, yeah.

Chad Kodary (44:54.476)
I'm sure.

How much you spend a month on ads? Like what your ad spend?

Tyler Narducci (45:00.822)
My ad, we've spent about $2,000 a day.

Chad Kodary (45:03.312)
2k a day. Wow. 2k a day and you're pushing everybody just to that one funnel.

Tyler Narducci (45:09.997)
Yeah.

Chad Kodary (45:11.156)
And that funnel is basically break, walk me through that funnel. What does it look like? The pages, like what's there.

Tyler Narducci (45:17.562)
Optin that triggers a 10 day email sequence. Uh, VSL short VSL, mini VSL, like Joel Urway style, which love him. You should have him on the, on the show. He.

Chad Kodary (45:27.52)
Yep. Any little webinar he's coming on. He's booked with me too. He was booked with me yesterday. He rescheduled for next week, but yeah, he's coming on really.

Tyler Narducci (45:34.486)
Joel Erway like helped me make my business with that VSL back in 2015. He's amazing. Um, many VSL with app with a application for monet application, then routes. Qualified bookings to my sales team. Um, and then we stay on them forever with retargeting with email campaigns, with my podcast, with my social media, all of that, we very often will close deals that have been.

in our pipeline for three years. We closed one that was there for four years. We had four years worth of history in our CRM on a recent deal. And that's why another thing that I constantly am talking to our agencies about, like if you give up after two months or three months and you're banging your head against the wall, like we're closing deals that have been in our pipeline for four years worth of follows. How many email broadcasts and podcast episodes and social medias and.

Chad Kodary (46:32.344)
They probably got hit with...

Tyler Narducci (46:33.518)
how much money I've spent on them and retargeting, like I can't even fathom, right? Like they're probably awash with how much I spent on them to get that in or negative, but you know, that's kind of what it takes to build up over time, you know?

Chad Kodary (46:49.304)
Dude, 2k day nads been sending them to one funnel, one core product and just scaling it and making sure that you have a quality product. It sounds like you're doing the right thing. And I'm assuming at this point, you're a multi seven figure business, right? Obviously it would make sense. You're spending 2k day. Okay, cool. And.

Man, I'm actually, I'm fascinated by the whole thing. Cause I've been watching your journey for a while and you're crushing it dude. And I'm really happy for you. I genuinely am like you deserve it. You've been crushing it for years already, man. So dude.

Tyler Narducci (47:28.558)
Thanks so much. Yeah, one of the things that is cool about the company is we'll hear people that decided to go with somebody else for whatever reason, and then they'll come back and we'll get feedback like, I should have known that, I seen you for multiple years and that you weren't like a fly by night company that pops up and like promises the world and then disappears. Because if we were, we would have already been gone a long time ago by now.

Um, and so that that's cool for you. And they're like, I should have gone with you the first time because this company that I chose or went with, like they're gone now or they're, or, you know, it was, you know, it didn't, it didn't do anything. Yeah.

Chad Kodary (48:05.76)
happens all the time in the coaching space. I have two more quick questions and then we'll wrap it up here. So first question I have for you is, um, you're booking all these calls. Um, uh, what's your show up rate for, for the calls that you're booking for your coaching program?

Tyler Narducci (48:21.039)
Oh, for my own show-up rate?

Chad Kodary (48:22.588)
Yeah. Like your show up rate for the call. You spending 2k day and ads running ads. People are booking. What's a show up rate on that? You know, you're getting, you know, 150 to $200. Now you said that's per showed call, or is that just per booked appointment per books? Oh yeah. That's what I thought. Yeah. No, I know it goes down like 50%, 50% show rate, 60% show rate. What are you, what are you at? That's where we're at right around. Usually around 60%. It's hard, man. The show up rates.

Tyler Narducci (48:34.999)
No, no, that's for booked call. So it goes up when we talk about showed calls, yeah.

Tyler Narducci (48:45.565)
Um...

Tyler Narducci (48:48.774)
So 60% is, is right about normal. We'll have periods where it could be way worse. Um, and like, well, actually very recently earlier this month, we were dealing with, we were dealing with, uh, a lot of just like broke leads or bad leads, bad fits and no shows. And so we literally just reset the ads. Like we didn't change anything. We just relaunched new campaigns to just.

Start over algorithm and that tends to work shockingly. If, if like things are getting bad in terms of lead quality, just relaunch campaign relaunch the same campaigns over and all of a sudden the algorithm hits. It's weird. Um, but yeah, 50, 60% is normal.

Chad Kodary (49:29.7)
Dude, the other week for the first time in six years of DashClicks history, we had a hundred percent show up rate for the first time ever. We had 75, I think 75 booked calls for DashClicks demos. 100% of them showed up. It was insane. I've never had that in my life. It was one week, five days, it was a five day, a hundred.

Tyler Narducci (49:44.248)
Mm-hmm.

Tyler Narducci (49:47.99)
Was this over the span of how much time? Wow, you had 100% people show up before an entire week? I don't know if I've ever had that.

Chad Kodary (49:55.168)
Yeah. A hundred percent show up rate. I've never had that in my entire life. And I thought I was looking at the data. I was like, something's fucking wrong here. Like am I, is, is something not triggering? And I had to actually go through cause we use Calendly and I went through to Calendly and in Calendly, if an appointment doesn't show up, we cancel the call through Calendly. So it will show you like the ones that are canceled and the ones that are not. And we had a hundred percent show up rate. And I think

Tyler Narducci (50:01.928)
Yeah, right?

Tyler Narducci (50:15.32)
Mm-hmm.

Chad Kodary (50:19.52)
So a couple of things that we did, because we changed a bunch of things, but I don't think it resulted in 100% show up rate. I think that was just like a fluke to be honest. But there's a lot of stuff that we do for show up rates. Like a couple of things that we do is, first thing that we do is obviously when they schedule a call, we bring them to a confirmation page that gets them all excited for the call with like a video, right? Normal stuff. And then what we'll do is we'll actually send them in countly, we send them three reminders,

five minutes, but on the one hour reminder, it's actually a reconfirmation link that Calendly has. It's like a little feature that basically will send them, Hey, if you're going to show up to the call, click this link. If not, we're going to cancel the call out automatically. Right? So we'll have a lot of people kind of get like a little scarcity and reconfirm. And then we also send a voice drop 30 minutes before the call. Uh, that's all automated. We do it through Zapier.

Tyler Narducci (51:01.864)
Mmm.

Tyler Narducci (51:06.346)
I love that.

Chad Kodary (51:13.16)
Um, and we do it, uh, 30 minutes before the call and it's me on the call on the voicemail and it's like, Hey, Chad from dash lakes. Um, I see that you have a call coming up here in the next 30 minutes. We're super excited to speak to you. One of our account executives are like really pumped up to have you on the call. Just make sure it's a zoom call show up three minutes before, you know, all that stuff, right? So that, that definitely helps a little bit. Um, and by the way, those, those confirmation and the reminders from Cal and Louie sent emails and texts is just in case, right?

Tyler Narducci (51:35.436)
I love that.

Tyler Narducci (51:41.102)
Is yeah, I'm doing that too. All right. Where's your voice drop going to? Is that, does that go into SMS or no, no. Like how are you getting into an email SMS or

Chad Kodary (51:45.272)
Drop cowboy. We use drop cowboy.

Chad Kodary (51:51.637)
Were the voice drop?

Tyler Narducci (51:53.034)
Yeah, how is that getting to them?

Chad Kodary (51:55.352)
phone.

Tyler Narducci (51:57.041)
Oh, a call?

Chad Kodary (51:58.24)
No, it's a voicemail. It's like a prerecorded voicemail, a voice drop.

Tyler Narducci (52:01.203)
Oh, a voicemail. So, okay, so the phone doesn't ring, they just, boom, they have a voicemail. Got it.

Chad Kodary (52:03.264)
Yeah. No, no, no. It rings for like a split second. And then they have a voicemail like 30 seconds later. Right. Um, and we use, uh, we use drop cowboy for that and we integrate it with Zappia. What we do is we just have a zap that basically says every time a county appointment is booked. Um, we will then create a filter or a delay on the zap and we're like delay it until 30 minutes before the call and then hit them with a voice drop.

Tyler Narducci (52:09.511)
Okay, that's cool. Okay.

Tyler Narducci (52:26.619)
I love that.

Chad Kodary (52:26.936)
So that works pretty cool. And then on top of that, recently, a couple of months ago, we would also have our setter. We just recently lost one of the setters that we have. So a new setter starting on like, I think like a couple of days from now. Um, but what we've been doing with that setter is, um, she'll call and reconfirm the appointments. So we have the setter manually calling and also reconfirm the appointments. So all of those things put together, we'll start bringing up your show up, right? So those are some of the things that we've been doing that we've been playing around with.

Tyler Narducci (52:53.278)
Oh, for sure.

Chad Kodary (52:57.172)
Um, obviously the majority of the stuff is just fully automated. We're not doing anything except for the setter. Um, and it works. It increases the show up rate. And obviously like just in general, like if the quality of your leads suck for the viewers, like you can do all that stuff and they're still not going to show up, like they just, a lot of people, especially with ads, a lot of people with, we'll see your ad, they'll get excited for the moment, they'll book a call and then they'll forget that they booked the call.

Right. Uh, one other thing also that I will say that has that I think that has had the most impact is same day or next day bookings. Um, if you have people, like if you're, if you don't have the availability to book calls same day, because maybe your capacity, you're just booked out and like, you know, like the times are not available till the next day, right. Which is normal in, in a sales organization, right? You have times where there's just the, the closers packed out for the day. Right. Um,

Tyler Narducci (53:22.231)
Mm-hmm.

Chad Kodary (53:50.792)
or no show rate skyrockets when somebody books more than 24 hours or if it's not like same day, same day is usually like super high, like 80 to a hundred percent show up rate. Anybody after that, the show up rate just depletes like crazy.

Tyler Narducci (54:02.475)
Wow.

Wow. Yeah. We're, we're usually, uh, booking next day or third day. Yeah. I, oh my God, my closers, my closers are going to, my closers would hate me. I give them no warning on a call.

Chad Kodary (54:11.62)
Change it. Change it the same day. If you can change it the same day.

Dude, we put, we put in Caldly, cause any booking system does this. It's like how the delay between when they can book a call. Right? Sometimes people will like want to give their closures like a one hour or five hour notice. Right? Dude, we put five minutes.

Five minutes, you can book a call within five. I know it's crazy. And you know, your closers are like, shit, like I have to like keep refreshing my page to make sure I don't get any, but the reality is, if you can do same day bookings, do it. It completely changes the game for your no show rate. It's insane what it can do.

Tyler Narducci (54:35.446)
God.

Tyler Narducci (54:50.922)
I'll pitch that to my closers and see how they take it. My closers can be divas. I'm not even gonna lie. They're, they're, they wanna make the money. Yeah, yeah, yeah.

Chad Kodary (54:57.069)
What is what it is if they want to they're there to close deals

They want to, they're so like, if, if you are more likely to speak to somebody, then just, you got to do it. Right. Um, so that's, those are some of the things that have been working, um, for us, like obviously our demos are for, are like software and white label fulfillment, um, uh, not necessarily so much for our coaching program. Um, in fact, and I'm, I'm really happy that I did this call because once again, this happens every podcast is like, I told you at the beginning, I was like, I learned all these things and then we can go back and start implementing and iterating, but like, we haven't ran ads.

for our coaching program. I don't think really ever. I think if we ran ads, it was maybe for like a small period of time. We tried like, you know, like, oh, you know, like a little mini webinar funnel or something like that. Right. But most of our coaching program sales comes from direct cross sells from dash clicks. So people will come in and they'll use our software, right? Though they're coming to our user fulfillment. Yeah. Well, they're free. I don't pay anything for them. They're already in my system. Yeah. They're already in my system.

Tyler Narducci (55:50.658)
Those are so much more affordable though. Like for cost, yeah, cost for acquisition is way better on those. They've already paid, they're paying you for something else. Yeah, it's an upgrade. It's much more affordable than cold.

Chad Kodary (56:00.164)
Yeah. And what happens is a lot of the time is they already know, like, and trust us has already using one of our products. So literally what I do usually is once a month, maybe I'll send an email blast out to our whole user base with the offer for our coaching program, or maybe like a free coaching call or something like that, right? To kind of get them in the mix. And we'll just book like 50, 60 calls.

And it'll fill up the calendar for like a week or two for our sales reps. Cause our calls are 45 minutes. By the way, another thing is we just brought them down to 30 minutes. We're testing that out because we've got the pitch dialed in for both demos and our, our dash elite calls, um, our coaching program calls. We brought them down to see because.

We have so many people that come in and are just not qualified sometimes, you know, when you get up and it's like, now I have to waste 45 minutes and you kill my whole day, right? So we brought them down so we can get more calls and we're working on where one thing that we're working on is qualifying. Um, we're actually going to be, I don't know if we're going to be hiring.

Tyler Narducci (56:49.91)
Yeah.

Tyler Narducci (56:59.391)
Are you not putting time in between the calls for the closer? You're closing, team. They're going through it. Hey, but if they're closing and they're making money, then they're happy.

Chad Kodary (57:02.12)
Now we go back to back. It's crazy.

Yeah. It's yeah. It's it works. We got it to work. But it's we have a lot of automation settings to play where they really don't need to do anything. Like even when they're running when they're running a card for our coaching program.

Tyler Narducci (57:13.645)
Nice.

Chad Kodary (57:23.34)
Like they run it through one of the funnels that we create and everything gets automated in the backend. Um, like they get set up everywhere and it's, it's fully automated. DocuSign goes out, like they sign it when they sign it, it moves them over a stage and our pipeline sends them invites to everything. Like, so like they just need to worry about running the credit card. And then we have an, uh, an admin that will reach out to them, make sure that they set up and then they get an onboarding call, they get a link to do an onboarding call with the head coach.

Right. So like all, like, it's just like, all they're worried about is just like, let me make sure that they're a good fit, run the credit card, all the, all the manual stuff kind of happens in the backend. Right. And then I'm just on, onto the next call, right. I just move it over in my CRM. That's all they do. They literally move it over in the CRM in dash clicks. Um, shameless plug. Uh, but yeah.

Tyler Narducci (57:48.013)
Nice.

Tyler Narducci (57:59.009)
Yeah.

Tyler Narducci (58:02.836)
Love it.

Chad Kodary (58:07.616)
But yeah, so this has been, I know we're running out of time here, so we'll wrap it up, but this has been an awesome call. I know I can talk about this stuff for literally days. Um, I'm sure that we will have you on, uh, again, here in the near future, because I like to see progression. Um, if anybody wants to, by the way, see our last podcast that I did with Tyler, this was probably a couple of years ago, like 2021, 2022, something like that. It's our marketers mindset podcast, which is our old podcast that we used to have. It's actually on our YouTube channel or on Spotify. If you want to check it out, go in there. You'll see.

or his name, you can click and watch the old podcast and see the progression that he's made throughout the last, you know, three years, maybe from when I spoke to him and I'll show, I'm sure we'll do another one soon. So Tyler, if anybody wants to reach out to you and connect with you, where's the best place.

Tyler Narducci (58:53.098)
our website, ProfitPeak.co.

Chad Kodary (58:56.28)
profit peak.co. All right. Awesome. Thank you so much, brother. Appreciate you. And we'll see you again soon.