# This Father of 2 Built a $20k/mo GHL SaaS with a Full Time Job...

Channel: ItsKeaton
Video: https://www.youtube.com/watch?v=sK6TufoBSF0
Duration: 50 min
Language: English
Words: 10260
Transcript page: https://viewrankai.com/tools/youtube-transcript/sK6TufoBSF0

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[0:00] Okay, I have to say, this set, "Okay, your Google Business Profile is not optimized." When I read that, I was like, I cannot believe he closed this guy. But, it it's it works. You literally still don't [music] know how to use HighLevel that well. I do not. I have numerous people that will testify. [laughter]

[0:18] It's true. Yeah. And then you just come back and you're like, "Hey, I hit 20K a month." Yeah, I mean, it's And as we've alluded to throughout this, you have a full-time job, so you have super limited time to actually be making these calls. I used to make phone calls, too, when I was driving the kids around. Like, my 8-year-old knows the cold call script. I mean, he just heard it many times. It's so minimal. I mean, the amount of time,

[0:40] it's like maybe 1 or 2 hours a month. This is Kevin's secret sauce right here. I feel like you can just have this conversation where you're like, "Look, this is what you want, isn't it?" But, I always try to come back with something that is going to either pique their interest. It's always, "By the way, I noticed

[0:56] Do you guys do that?" How's it going, everybody? And welcome back to the latest segment on this channel called What's Working, where we talk about what's working to sell HighLevel right now in 2026. In this episode, I get to sit down with Kevin Patrick, who is a dad of two, and actually still has a full-time job, and yet has managed to scale his HighLevel SaaS to $20,000 a month. Now, the crazy part about all of this is, number one, Kevin himself admits that he doesn't even know really how to use HighLevel properly. Because he's had so much limited time, he's just focused on how

[1:27] to actually get the clients in the door. And then every time he some tech problem he can't figure out, he hops on with support or he hires a specialist to take care of just [music] that thing. And the second thing that's crazy is he has done it with just about 5 hours a week of actual prospecting. And the main way he does this is cold calling. So, he'll cold call on his drive to work, he'll cold call right before he gets home and

[1:48] his kids are about to come in the door. And from that, he's able to generate a couple conversations a week and close about one to four clients a month on a super simple offer, which you will hear in the video. So, this is an amazing one if you've been struggling with what to sell, how to start the conversation, especially in the home services industry. Let's get into it. Kevin

[2:04] Patrick, welcome to the show, man. Thanks, Keith. I'm happy to hear be here, and let's hang out for a little bit. Yeah, so what's funny about you is you just DM'd me out of the blue. I think like 9 months ago, and you're like, "Hey, I hit 13k a month." And like, "I'm only, you know, closing like a couple people a month. I want to close more. Like, do you have any

[2:24] suggestions?" And I gave you I said, "Do content and ads." And you were like, I don't know how that landed with you, you know. Yeah. And then you just come back, and you're like, "Hey, I hit 20k a month." [laughter] Uh following some of your strategies that you've been posting on YouTube. Uh and um it none of it was through content and ads, as you're going to see in this show, guys, that it's very super beginner-friendly, and super uh understandable for anybody, especially someone like Kevin that doesn't come uh with the marketing background or uh really a sales background, if I

[2:56] understand correctly, right? No, I mean, I was um teaching tennis full-time. That used to be my background. I used to love teaching kids tennis and all and at country clubs and and so on. And then uh got working into the school system for many years, and still do. And uh you know, a guy asked me um a guy who owned a tennis club um where I worked at. He started a t-shirt company at one point. He said, "I'd like you to do t-shirt sales. I'll

[3:23] give you a dollar a t-shirt you sell." So, it was during COVID, and I was like, you know, where am I going to get people to buy t-shirts? So, I went on to Facebook groups, found a bunch of college kids that were doing um hackathons. And they would occasionally do some hackathons, and they would have a t-shirt for your every attendee as uh COVID was like winding down. And then um would land deals that way. And uh yeah, so that was my first introduction to like kind of like how do I connect with people online and get them to trust me

[3:56] and then place an order. Wow, okay. Yeah. That was that was the first time you made a sale, so to speak. Yes, online. Um, yeah. So, give us a little bit of background on you, where you from, family, and how did you find HighLevel? Yeah, so I'm in New Jersey. Um, born and raised in New Jersey, got two kids and a wife and you know, been living here for a long time and basically, I was looking for a little

[4:23] bit way a way to make some extra money. So, when this guy approached me to, you know, sell t-shirts, I was like, "Well, that sounds pretty good." And then, long story short, I was on my own. Basically, he wasn't really helping me like to, you know, wasn't helping me market myself. So, I said, "Let me go online." And I did go on YouTube and I typed in something about

[4:44] marketing. I saw Paulson. He was in a video and they were talking about doing websites and reviews and stuff for businesses and I was like, "Well, some of the businesses I'm targeting are local to me and they have they're landscapers and they need 50 t-shirts and 50 hoodies and so on, but their website stinks and the

[5:05] reviews are just okay. But, those are the guys that cut my lawn. So, why don't I talk to them when they come cut my lawn in in April or March? And so, you know, being a homeowner, you have a painter, you probably know a plumber, electrician. So, immediately, I was like thinking like, I should totally talk to some of these local people at the same time as I did started, you know, as I started doing some random outreach, cold calling out of state. I was literally fearful

[5:33] that someone local would know it was me. So, you know, I started talking to some local people that I knew, like our landscaper, painter and so on. And then, also talking to people out of state cuz I was just like, I could I realized I could totally sell what high level some of those simple features that I know and understood like a website and reviews cuz I've always been big on Google reviews just because I don't like to go to a bad

[5:59] restaurant. Yeah. Um you know, having a kid going to a kids indoor playground, you want to go to one that has good ratings and not one that's like people are saying that it's dirty and so on. So, I knew Google reviews were really important for small business. So, those are the two things I kind of latched on

[6:13] from the beginning. So, tell me about the first conversation with your landscaper. Like you just you literally watched the YouTube video earlier that week and you're like, "Hey, what are you doing for reviews?" Or how did it start? Yeah, I mean, unfortunately, uh English was not his first language. So, explaining that to him and he had two reviews in Google even though he was really good. Um he had a nice wrapped truck. Um but he didn't have a website and I was basically trying to tell him, you know, like we can get you so many more reviews which means you're going to get more phone calls from local

[6:47] homeowners and so on. That's how you know, that's how homeowners generally find local landscaper and he and he was just like, "Well, you know, I just go around and put these flyers in everyone's mailbox, you know, and that's how you found me." Which was totally true. Mhm. So, it didn't go over that well.

[7:04] Yeah. I did end up signing him up. He quit two or three months later cuz he was like, "What, you know," he didn't know how to do anything. I mean, getting him to to use the Lead Connector app was not exactly [laughter] you know. And that there was nothing I mean, back then there was so many things that were

[7:21] not working well with HighLevel. You know, support. Mhm. You know, I think I mentioned this to you. I believe I did, but the first paying customer was not actually that landscaper. I cold called a Ohio company for I landed a radon uh inspection company for $297 a month and I figured if I could sell HighLevel first, then I would

[7:46] go get a website built. And I got the guy to say yes. Uh I scrambled to find HighLevel Pro Tools. Paid a couple hundred bucks. They built the website for me to for me to be able to take the credit card. And the website they built me is still the one I have today. I don't use

[8:05] Nice. Right? It's [clears throat] the one that looks like I mean it literally says, "We have 100,000 clients or something." Okay. It's all over the world and it's Yeah, I mean it's this was HL Pro Tools that built it for you or some freelance Yeah. Yeah, they built it. I didn't know they were doing website

[8:21] builds. That's funny. Yeah, they were the only one of the only support people back then. I needed them desperately. So, I reached out to them. I think I paid six or seven hundred bucks. They did it in like one day. Nice. And then I went on Upwork and found a guy that I paid I think $300 to make a

[8:36] review automation for me. There you go. And uh I I want to point this out cuz this is the same rule I had for myself. I tried to start a company in high school and it was just a lot of like burning money, like spending on a more beautiful website, more extra tools, and all this stuff. And then I quit like four months in cuz I was like, "All I've done is spend money." So, I had the same rule for myself where I was like, "I have to get somebody else to pay me and then I'll use that money to build my website because I know for a

[9:03] fact that building a website is a waste of time right now. Right. And uh it's it's awesome to hear that's the same thing you did. Yeah, and I heard so I think it was Ali Boyd said at one point someone was talking in the chat group or in the HighLevel group about websites whatever and she chimed in one time and said something like, "I never website till I made 500,000

[9:22] bucks." Yeah. I was like, "If she didn't need one, I don't need one. Nobody cares." Yeah. The moment someone asked me, they'll say, "Oh, can you send me over your website or can you share your website with me?" I just flip it right back to them and say, "Speaking of websites, I looked at yours. You know, cuz my website doesn't matter. Yours is the one that really matters. If it's not converting, it doesn't showcase what you

[9:47] do." Okay, so you sell the radon guy, and that was on review automation only or a website as well? Only review automation. Okay. And how much did you charge? $297 a month. Okay. And you still have them to this day? No. Okay. No. He only lasted a couple of months. He was my first one. I totally botched it. I mean, it was I had no idea what I was doing. I mean, I was literally calling him every couple days saying, "Can you email me over your newest customers?" Like, I didn't know how to

[10:18] import anything. You You didn't know how to have a smooth onboarding process and get the leads in, get the reviews going. And um I think I mentioned or I heard you mention on another interview that you did like you literally still don't know how to use HighLevel that well. No, I do not. They have no I have numerous people that will testify

[10:41] that's true. [laughter] Yeah. Like, what What's the extent of your HighLevel proficiency? I can um I can copy and paste a workflow from one subaccount to another. I'm not that great at snapshots right now. I'm a little bit, you know, I know that you can do that, but I don't use them the way you could. And uh I mean, other than a few other things, that's basically it. Like, I don't do much. I try to really keep it simple and I actually pay for one of those supports uh

[11:17] Extendly. Mhm. I use them for myself because I Yeah, I just It's always me using it. It's not my customers using it. I need help quickly, and I don't want to wait with anyone else. Yeah. Yeah, wait for 30 minutes on standard HighLevel support. Correct. I did want to go back. You mentioned um the There was a lot of problems with your landscaper. Like, was it the mobile app wasn't up to par by that point or

[11:42] support or what was the issue? Yes. So, I think what I've learned over the years with different business owners and so on is some of them are organized and some are not. Some have CRMs that are easy to tap into or download lists and some are just on the fly. They're still doing paper pencil. So, a landscaper that where English is not his first language is more unlikely, I guess, in my opinion, to have some of those systems in place. So, that's the kind of way he was and it was just, you know, difficult for me to, you know, kind of get him on board properly to use it. Whereas,

[12:21] you know, a guy that I just signed up 2 weeks ago, um that's uh glass shower door enclosure, he's got a CRM. So, he's going to just download the entire list and then Yeah. we'll be smooth sailing. Nice. So, it wasn't so much HighLevel's issue. It was his issue integrating into HighLevel or like learning how to use

[12:43] the tech. Right. And I'm assuming at this point when you were selling, you leaned in heavier to, "Hey, there's this awesome app and you're going to be able to use all this and everything." And now I really, correct me if I'm wrong, but you're not leaning into that part as heavily. You're just talking about, "Reviews, we're going to fix these problems for you and you're not mentioning we're going to add something

[13:04] else to your tech stack, right?" Right. I try to lean more on just these are the results that are going to happen that you said you wanted. And do they end up downloading the Lead Connector app or no? Yeah. Yeah. I I Yeah. And that's a great segue into, like, what are you selling most of the time now? You have about $20,000 a month in recurring revenue, but it's split between a few different things. Can you explain what's your favorite, why are some of them not on that, and how do you typically go in the sales process and decide what

[13:35] to sell them? Yes, so for me, it depends on the business. I try to just assess the business from the outset. Like, how long have they been in business? Is it a business that is something that kind of has some structure to it, like they've been around for a couple years, they may have a sales guy on their team, or they have some people actually doing the work themselves, or sorry, doing the

[13:59] work for them. Um like an installer or something like that. Or a painter has painters that are subcontractors. So, those guys seem like more legit businesses to me. And so, for them, I I still almost always go in at some point and talk about Google Business Profile, how important it is, optimizing it, um the reviews, and the website. And I don't try to talk about the reviews as like, "Hey, reviews are really great. It'll help you help you um

[14:29] you know, have a 5.0 rating and so on." I try to sell it from a homeowner's standpoint. Like, the local homeowner, you know, husband or wife is looking for a painter, plumber, whatever, they're going to pick the company that has the best reviews, looks the best online. Do you want to look like that? And they'll

[14:45] usually say, "Yes." Or, you know, "Keaton, would you be opposed to being the number one ranked painter in the area?" They never They never oppose that. Yeah. So, I try to speak it uh speak it um to them in those terms. Like, I always say like, "Hey, I'm a I'm a homeowner. We use a landscaper, we use a plumber,

[15:03] we use a painter. And so, you could be in the mix with all these local people, but right now you're invisible." I don't try to tell them like, "Hey, we're going to add 200 reviews. That's really important." I try to speak it in different terms, and then I'll tell them like, how we're going to do it later.

[15:23] Okay. And I I think you really like this is Kevin's secret sauce right here is like it's like copywriting. If you're listening to this you don't know what that word means. When you write an ad or the words on a website or the words on like a billboard, that's copywriting. And Kevin is a master of like taking the copywriting principles that you're supposed to put in ads and then just doing it in a one-to-one format, which I

[15:52] guess is just called sales. But especially in a home services like context where people are a lot less technical I feel like you can just have this conversation where you're like look this is what you want, isn't it? And they're like yeah. But I get 20 calls like this a week. I don't know like you're still able to whittle that down into a sale eventually because you can explain it in terms that don't feel inaccessible to them. Would

[16:22] you agree with that? People say all the time that I get these calls daily. And I usually get off the phone quickly, but with you I'm still talking to you and I don't know why. And I think it comes back to the fact that when I'm chatting with them, I try to be as real as possible. Pepper in either real tidbits about my life like my kids or my wife or that I'm a homeowner and relate that to them and their life somehow someway. And it's not always perfect or smooth, but it just

[16:54] makes you sound like a real human. And you're there to help them someway and you may not know right away how you're going to help them, but that's your mission and you just want to have a relationship and just chat with them for a few minutes. So that's how my calls often go. And it's been I think something that's made a huge difference with all of the

[17:15] calls I've done. If that makes sense. Yeah, so how does that usually play out? Like what's the opener and then how do you get to like chatting about your kids or do you start with chatting about the kids? So, 99% of the time I will start off with the It's a very common cold call opener. You know, hey, this is actually a cold call. Do you want to hang up now or do you want to hear me out for 30

[17:36] seconds and then decide? And obviously in the moment I'm a little more impactful with the the words, the way I say it. But you get a little of a chuckle out of them usually. They'll say, "Oh, what are you you know, what are you selling?" So, in that moment I have a choice. I have to try to figure out a way to connect to this person in like 30 seconds that makes me seem really uh like a true real person human and not just like, "Hey, I'm trying to sell you on something." So, I try to pepper in something that's like uh personable and humanize the whole

[18:04] conversation. So, I'll say something like, "I'm a local homeowner. Last week my wife was, you know, complaining about the trim in our kids' room. We've been here for 7 years and you haven't we haven't got any good painters. So, you got to find somebody. So, where am I going to go? I'm going to go straight to Google, type in painter near me, find the painter with the best and most reviews, and I'm going to give that guy a call. Now, you could be that guy. You could show up number one and everyone's going to call you. And I'm thinking right now there's a good chance that

[18:32] you've had dozens and dozens of past customers who have not left you a review on Google. And they're only telling one or two people. But if we could get them to leave a review on the largest search platform of of all, now you're going to get all these calls from all these local homeowners. And would you be opposed to having a giant spotlight on your business in the next 6

[18:54] to 8 weeks? Can you handle more work? They'll almost always say yes. So, that's kind of the way I I typically frame it and then regardless if they say, you know, if they say yes or sure that sounds good or whatever, I'll immediately just go right into another story. You know, I'll say like, you know, 2 2 ago, to give you another example, we were looking for an indoor kids playground cuz I got two

[19:14] boys. I don't know if you got any kids. Do you have any kids? And they'll answer. So yeah, I got my two kids. They're I call them the mud brothers. They're always playing outside. Well, you can't play outside here. It's freezing. So we had to find an indoor playground and sure enough, we went to this place over, you know, in

[19:28] Cherry Hill. They had great reviews. Reviews are such a key component of it and I just imagine that you've had so many great customers over the years and they haven't left you a review. So where do you have all this information stored? Do you have it in your phone? Do you have a CRM? Do you have it typed up somewhere? And then they spill the beans on that. So that's

[19:46] how I kind of how I I work. Super cool. And you just get into like even local sports teams or like maybe they start sharing details about their kids and you just like how much of it is business versus personal and like obviously you're just trying to come off as human as possible, but do you ever like get off into these tangents and you have to steer them back in or is it pretty simple to to get it

[20:10] to the next step? So I often always tell them that I don't have a lot of time. So I'll tell them like I got to go pick up my kids soon or I have to get my kids off the bus soon or we have basketball practice tonight. So I'm going to keep this short. I'm not trying to draw it out too long, but at the same time we will often talk for 10, 12, 15 minutes. So I'll try to relate to something that's in the local news or local sports, something like that. I may ask them if they say they have kids,

[20:34] say, "Cool, what are your kids into?" Just leave it open-ended and they'll say whatever, whatever. Whatever they say, my kids can relate to that unless, you know, they're they have only girls or something like that. I have boys. But I can somehow relate to them and then just seem like a real local person,

[20:49] right? Yeah. And I'll always drop, name drop one or two other local businesses that I've helped and still help and that goes a very long way as well in establishing trust. To say, "Hey, have you ever seen those trucks on the road? Those guys, those big red trucks, those asphalt guys? We helped them. We've helped them for years. Or have you ever had your windows cleaned by Tyber's window cleaning. We've helped

[21:11] them get 800 Google reviews. And so, what's the next step after you finish a 10, 15, 20-minute call with these people? You still have a full-time job. You're making these cold calls between when you get off your full-time job and your kids get off the bus. So, you don't really want to get on a sales

[21:29] call, either. I always tell them, "I will send you a Loom video. Have you ever heard of that? You know what it is?" Cuz, believe it or not, I've gotten some people they were afraid to click on the link thinking it was like a virus or something. Yeah. So, it's a Loom video. You click on it. It's going to be It's going to be me recording the screen. I'm going to show you three or four things that we would need to fix on your Google Business Profile to make it look better. And I'll probably find one or two things on your website that need to be improved. So,

[21:55] I'm going to send it to you. Uh how about I send it to you on your Facebook Messenger? Do you check that? They usually say, "Yes." And I'll say, "You know what? I'll text it to you as well." So, now I'm going to hit them up two spots. I can see Loom will tell me

[22:07] if someone opened it and watched it. Yeah. And then from there, now I'm either texting them or I'm going to be DMing them from my personal Facebook page, which shows me at a Phillies game with my kids. So, I'm not going from some marketing agency whatever Facebook profile. I'm thinking about how much it has to do with you being a dad in the same stage of life as these home service business owners, and you're using your unfair advantage and like jujitsu-ing these guys into like, "Look,

[22:37] I'm just I'm literally just like you. Let's make you more money and I'll, you know, charge you for it. Like, how's that sound?" Yeah, I I definitely think it helps. Uh most of the guys I'm working with are between, you know, 35 and whatever, 65, something like that. So, they often have kids. They've often lived in my area for a long time. Or, if I go out of state, same thing. And, you know, it's it's still someone that I can

[23:00] relate to somehow, some way. Yeah. With kids, family, and just being a homeowner. Homeowners always have something to to complain about. I mean, there's always something to do in the house that needs to be fixed, remodeled, painted, or whatever. Breaking, maintenance, all that kind of stuff. So, Yeah. some of the people that I are I'm in the follow-up game now. I'll be sending them text messages. I have iMessage on my computer, so I can message them that way, too. Or I can send them a DM on Facebook. So, I'm following up with them constantly, but I always try to come back with something that is going to

[23:35] either pique their interest or make them think, you know, I have something of value that I just told them. So, it's not "Hey Keaton, I'm circling back. Did you get to take a look at the, you know, the website I built for you?" Or, you know, "Hey, circling back. Like, did you get to think about our conversation?" It's always "By the way, I noticed this." And then I tell them something that's probably like a little bit painful for them. Like, "By the way, I noticed that Joe's Painting says they do wallpaper removal. Do you guys do that? That should probably be added on your

[24:05] website." Mhm. So, always coming back with something that makes them think that jeez, this guy actually took the time and came up with something that was like worthwhile. And then, I do also often, um, mail the Google review cards in the mail to them. So, I'll tell them like, "Hey Keaton, I activated these two Google review cards. I'm going to mail them in the mail to

[24:25] you. They'll be there in a couple days. They will work for your business. Uh, and this is how you how I I mean, you know, use them. Mhm. And so, that's another another reason to have to respond to me, right? Then, I can follow up with them three or four days later and say, "Did you get the

[24:40] cards in the mail? Did you try them out?" Yeah. They work really well. And then, you know, keep going from there. Very cool. So, the the follow-up game is very, uh, human. Again, that's the whole like name of the game in your sales process. Yeah. And so, I go to my local post office and I stand there and I hand write, you know, I'm hand writing the the address on there. Like, there's nothing sophisticated about it, so they get it in the mail. Now, when they sign up, they get a package of brownies in the mail that I send to them. Those are not homemade. I do use a company that's, you

[25:15] know, sends them right in the mail. But, I'll follow up again and I don't tell them they're getting the brownies, obviously, and they always like, "Oh my gosh, those were great." You know, and I always respond with my kids love those, whatever, you know. And that's usually after they close, you'll send them the brownies.

[25:28] Yeah, after they close, yep. And as we've alluded to throughout this, you have a full-time job, so you have super limited time to actually be making these calls. How many do you actually get to do every week and then how many of them turn into a good conversation? So, one or two days a week, I'll try to

[25:44] make calls in the morning at 7:00. Literally, 7:00 a.m., you will find a lot of home service people will pick up the phone because they're not on the road yet doing their thing. So, I will chat with them for 10 minutes if possible and tell them that I got to go. My kids are waking up. I got to get breakfast ready. I will send you a Loom video later today talking about what we talked about what we need to fix. That Loom video goes out around 1:00 when I go on my lunch break

[26:09] from school. That's my half hour, 45 minutes where I do maintenance or other calls if I have to. If I don't get stuff done then, then I'm calling at 2:45 when I'm leaving and I get a chance to make some more cold calls then. Sometimes that time is also following up with someone who texts me the day before or needs some sort of update to their website or maybe, you know, um they notice a review came in. They got a bad review, like, you know, if you're doing reviews, you get customers that ask you, "I got a bad review. How do I fix it?" And it could be a spam review

[26:44] or something and I I will tell them how to fix it or or report it. So, it's really 15 minutes one or two days a week, couple days a week, 2:45 to 3:15. But 3:15's my my my cutoff cuz that's when I get home from school. Kids are getting off the bus. I'll send a Loom video later that evening if I had a good conversation with somebody. And then the follow-up

[27:04] will go on for a couple days. I'll typically just try to keep peppering more value over the couple days and then you see where it goes. Okay. So, you maximum are getting what? Like 10 cold calls out in a week? Yeah, about 10 cold calls a week. Probably having two to four really good conversations. And then obviously not everyone's going to close. Um I'm averaging about one to two to three

[27:29] customers a month. Which isn't a lot. For 10 cold calls a week, like If you If you That's 40 calls a month and you close two to three, like that's For someone without a job, I can do 20 calls in an hour. I mean, I did just I used to make phone calls too when I was driving the kids around. Like my 8-year-old knows the

[27:50] cold call script. [laughter] Through and through. Yeah. They I mean, they just heard it many times. And um Yeah, I mean, I don't have a whole lot of time. So, I think that's been an advantage too is that I have such limited time. The only thing that really mattered, and I don't know who said this, was like having meaningful conversations with business owners is the only thing that

[28:08] matters. Yeah. And I know it's one-on-one. It's not the most effective way. That's why I've leveraged the Loom videos a lot. Yeah. But I do notice that I get better responses if I at least get someone on the phone for a few minutes so I sound like a real person. I'm not a sales person working for a big marketing

[28:25] agency. I'm a local local person or at least I'm a homeowner, I'm a dad, and so on. And you got some problems I can show you, and then we can follow up, you know, over DMs or or texts and so on. You actually sent me a conversation that you had with someone. So, you cold called a roofer, right? And describe what happened and then I want to go through the messages that you sent him cuz I think this like this is a real brass tacks of like how this actually turns into a sale, and I think it's

[28:56] pretty interesting. Yeah, this was this was last week. I forget it was maybe I thought it was maybe Monday or Tuesday, and I figured let's call roofers. So, I typed in roofing roofers in like I think the Princeton, New Jersey area. Couple popped up. A couple had like not so many reviews, so I was like, "Okay, let me call them." Called one or two of them. No one answered. And within a few minutes I got a text back from someone saying like, you know, "Hi, do you need roofing help?" or something like that. So, I Googled the number that they called me from and noticed that it pulled up a

[29:29] painting company in New Jersey. Hey Kevin, good morning. My name is David from Roof Maintenance Services. Tell me how I can help today. So, then he you sent him his Google Business Profile. Right. And say uh let's see. What did I say? Is this you or something like that? Yeah, is this you? Yes, so you're a painter. We do general painting, power

[29:48] washing, and roof maintenance. Yes, of course. How long have you been in business? We have many years of experience, but the website is new. Do you have a list of past customers info? Yes, of course, we have a lot. My son and I figured out way to get lots of real Google reviews from past customers. You only have two right now. Yes, because we're in Google two

[30:06] weeks now. Or two weeks ago we was working with a contractor before. Okay, your business profile is not optimized. I'm working on it. Okay, I can fix it for you today. Okay, I have to say [laughter] this said, "Okay, your Google Business Profile's not optimized." When I read that I was like I cannot believe he closed this guy. But it's it's it works. Like Yeah, I just texted him today actually, the guy. Uh

[30:34] Uh-huh. So, I sent him the Google review cards. He got them. Uh But tell me tell me about this text. "Okay, your Google bit profile is not optimized. Like are you are you just in between stuff with your kids or is this like how you always text? yeah, I mean sometimes yeah, it's just like, you know, I had a moment and I'm just peppering him quickly cuz I just noticed that. I pulled it up real quick and just, you know, say that and just get with the

[31:00] responses. I'm working on it. Okay, I can fix it for you today. What are the three cities you want more customers from? Morristown and what other two? So you don't need a service? I can hire painting for a roofing issue. Would you hire a plumber for landscaping? Right. [laughter] You're it's like it's I I feel like it's very brash, but these these You're over text like what? What do you

[31:26] have to lose, you know? Yeah, I figured like, you know, if I'm not blunt, he's, you know, I don't know. I was trying to be like get right to the point like um and just poke at him a little bit, I guess. Uh all good. Have a great day. Right, who did you pay for leads? Silly, you

[31:43] paid for that. Right. [laughter] What can I do? What kind of jobs do you want? Only a forward pay a painter to fix a roof. You will help bring me more leads? So I This is the point where I would have stopped and you just I you know, you have nothing to lose. It's great. I Yeah, and I couldn't I couldn't pick

[32:04] up the phone and call him or anything. Oh, okay. You know, I was just tied up with, you know, whatever I was doing. So I was like, let me just keep texting him. So I have a couple of testimonial videos that are really good. And obviously he knows I'm in New Jersey cuz I said the town that he's in. Yeah, and he got the the area code

[32:21] probably, right? Yes, that was another, you know, one or two area codes in New Jersey, so he figured I was close by. Um and I just one thing I always do too is I never answer the question that they ask. Like he asked two or three questions. I just just ask another question. You know, just flip it back to him. Do you what kind of leads you want or whatever. Instead of answering him like you will bring me more leads. I didn't tell him yes, I will. I just said what

[32:44] what what kind of what do you want? Okay, so you say where's your list of past customers phone numbers? Is it typed up? Yes, do you want painting jobs? Yes, of course. Okay, so we need to fix your Google business profile. Where's your list of past customers? You literally just sent the same. Right. [laughter] You cuz you didn't answer it. So, first

[33:04] who you are. Uh so, you send um this is one of our customers. Do you have a website or some business card? Most common question you'll get by the way. Right. And nobody actually wants the website or business card. They want you to make them feel like you're actually know what you're talking about. Um I'm in South Georgia Jersey. We could do a free trial because you're new to online. Just giving a random reason for a free trial there or

[33:29] do you typically do it? Sometimes. I just figured throw it out there. Why not, you know? Sure, okay. Sound good. Tell me what I need to do. Okay, first where's your [laughter] Where's your list of past customers? You literally just copied [laughter] We need to get you a lot more Google reviews. How many reviews more I need?

[33:49] As many as possible. I have three now. Up from two this morning. How many painting jobs did you last month? Three. You got this guy 200 from his past customers. Okay, do you have the customers name phone numbers from last month? Yes, I have it. Okay, we will send this. Obviously, it'll be for your company's Google review. Awesome. We'd

[34:06] rack up reviews fast which helps a ton. How are you currently getting jobs? I bought a much better website for you. Look great, more professional. I like it. Nice. Um I have somebody but he sent me a little ones. I also want my own customer cuz I have good people working with me. I don't have Facebook. Can you do cabinet painting? You can read it and do the rest of this. But you closed this

[34:27] guy, right? Yeah, so he's just $97 a month. Um send him the reviews. We So, the reason I was asking about the cabinet painting job is cuz I want to run Facebook ads for cabinet painters. As a homeowner, that was one thing that we fix in our kitchen. Kitchen cabinets were old. And instead of getting them replaced, we got them painted and we saved thousands of dollars. So, I know homeowners want that. I don't know if guys I don't know if I don't know if guys complain about their kitchen cabinets as much as women, but like I Oh, there's a lot of women that are probably looking at their

[35:02] kitchen cabinets and say, "These look terrible. We just need to paint them for a couple thousand." So, I said, you know, I I did call him, that guy, and told him I said, "We should probably run Facebook ads for kitchen cabinets, but we need to fix a few things in your Google Business Profile first. So, let's start you off at $97 a month, get you on boarded, and then we got to get you a few reviews." So, he's gotten

[35:24] up to about 12 reviews now. Nice. And then, you know, we got to run reviews. I mean, sorry, sorry, run ads. Yeah. And get him spending $20 a day to get some leads in the door. So cool. I love it. But there's been other people just like I mean, if I don't know on that um conversation there, I could tell there was someone else or two that had called that was another uh potential lead cuz I just have them all in my in my messages thread. Yeah, I was at basketball last night and uh you know, I had a few minutes. A guy called me back from Texas, the tree guy,

[36:01] and I started talking to him and before you know it, we're talking longer and then send him a testimonial and you know, we're talking tomorrow. You just fit it in in the nooks and crannies. It's great. Yeah, I mean, the biggest customer I have, I closed them I mean, I met him at CVS.

[36:16] Mhm. He showed up and and I've walked up to people at gas stations cuz a lot of times at gas stations you'll see branded trucks. Yeah. You know, nice painting trucks, plumbing trucks and so on. They're not always the owner, but sometimes you will get you'll find the owner, you know? So, I found an owner walking into CVS. I was like I said, "Is this your truck?" I said, "You

[36:35] guys I've seen your trucks around." "What are you guys, you know, currently doing to get jobs and customers and stuff?" And he told me, he said, "We're using a company out in California." I said, "California?" I said, "I live right down the street." That's so cool. So, but you got to be willing to talk to anybody pretty much anywhere. So, when I see a guy with a branded shirt on or I see a landscaping company or riding bikes in the neighborhood, we always carry the Google review cards with us

[36:57] everywhere. You know, we can just stop and say, "Hey, you the owner? Give this to the owner." And even though if it's some guy that doesn't really speak English, he'll give it to the owner. And I'll call the owner and say, "I'm the guy that gave you those cards. You were cutting lawns in my neighborhood." So, when are you going to quit your job,

[37:12] man? So, we've been thinking about it for a little while. Um, the the number one number one thing that I think most people that have a job right now uh the benefit they have is that if you lose somebody, it's not a big deal. Even if you lose two or three, not a big deal cuz there's something that's always in the background. The cool thing about this business is that it's recurring. And so, when you start stacking up couple customers, it really it really starts having an impact month to month. So, right now, I mean, this year we have about 40-ish customers. I always have two or three that go on pause. And

[37:52] I don't even honestly know if I handle it correctly, but someone says, "Hey, like I'm an asphalt seal coater. I don't do asphalt seal coating in the winter in New Jersey. Can we pause?" I'm like, "Sure." Right? I don't even I don't fight them on it. Um, and I have a landscaper that pauses as well. So, I get those people reactivated in the next two or three weeks, and my

[38:10] goal is to get to 100, honestly. Um, because I want to get that high-level award. Yeah. I I think I'm going to go uh I'm I'm going to start running some ads soon. And uh you know, do I've never done really any advertising like that. I joined a a little net networking group um that's it is all online because I can't I don't really have time to do

[38:33] those in-person things. Yeah. So, that's the goal is to get 50 to 60 more customers over the next couple of months, year or so. Uh leave, go do this full-time. And um you know, get my wife more involved. She's a project manager or by you know, by profession, you know, used to be. So, she can run a lot of the the behind-the-scenes things, and I can be

[38:57] the sales side, which I really enjoy. Um Yeah, imagine if you were like using snapshots or like [laughter] had any semblance of an onboarding process. Like you could probably scale up pretty quick. Yeah, my onboarding right now is I I I make Loom videos to get the people to you know, like, "Hey, you need to do this on your account." Get them

[39:19] onboarded that way. And then if I have to, get on the call with them or someone in their office and walk them through a few things. But for the most part, I try to do everything over Loom videos. I have made 2,500 Loom videos. That's top 1% of Loom users. You know what this reminds me of? I read this thing, someone was like it was a a mortgage broker, and he had uh done I can't remember whatever good number a mortgage broker does in a year, like he had hit the the 100 customers like threshold in the high-level world, the equivalent in the mortgage world. And he

[39:51] was talking about how he's listening to Hormozi, and Hormozi is just like, "Do more of like what you're currently doing." And so, he's like, "I just have a cold call script for realtors, and I call the realtors, and I say, 'Are you willing to, you know, meet with me and add me as a potential mortgage broker as a referral?'" And that's how the the loan officers grew. He was like, "I did 10,000 last year, and I'm just going to do like 50,000 this year, and I I I'll probably do another 20-30% of loans or

[40:18] whatever his number was. And for you, it's like if you could if you could have even 10 hours of cold calling a week instead of one, like it's it seems like a no-brainer. You'd be able to get to exactly where you want to go, plus you could have your wife involved with customer support or like really have some some better

[40:37] systems there. Um it does get scary when you lose a customer, but you have a job and you have 40 other customers, it's fine. But when you don't have a job, it's like, "Oh, that one stinks a bit more." But if again, if you were adding you're adding one to three with one hour cold calling a week. So, if you could just

[40:54] add 10 in a month, you'd be fine. Yeah, and I know there's other guys out there that are that are doing it full-time that are adding five, eight customers a month cuz they're just doing more of the cold calling. It absolutely does work. Yeah. And um you know, mindset-wise it's definitely something in the beginning like I tell a lot of new people like your goal is just to have conversations. Like don't try to sell, just have real conversations with people cuz these people are all struggling with something. HighLevel probably has a a solution for it. And you don't want to force or shove your solution on them if it doesn't make

[41:31] sense. Now, that said, most of them need more reviews. Most of them need some Google Business Optimization. Most of them have a website that needs to be improved or don't even have one yet. So, that's why those things are the two or three that I've always kind of leaned on the most. But it's all about just having

[41:49] a conversation with a business owner. And sometimes you're going to catch them on a bad day or they're not going to be happy to hear from you. They you might be the seventh person that called them, but you're not calling from some giant financial or giant marketing company that's got this huge financial backing of a cold callers and Yeah. You know, just doing 100 cold calls a day. So, you like if you can come off a little bit real a little bit more real, a little bit more different, they'll actually talk to you and then they're like, "Wow, this guy might be worth talking to a little bit more." And that's all you

[42:20] really want to do is just build a tiny bit of trust. And I've been thinking about this idea of I think we need to come up with a name for it and I still don't have the name, but it's like you have the SaaS people who are like, "Yeah, you can sign up people and never talk to them and they're just going to onboard themselves

[42:38] and you got a SaaS." And then you have the agency people that are, you know, minimum charge $2,000 a month and all this and then you've got people like yourself that are in the middle. You're charging SaaS prices, but you're kind of doing agency onboarding. And on the surface to me, I'm a snob. I'm like,

[42:56] "Oh, it's it's too much work." But the relationship that you build up front and then the ticket on the bottom being like it being one of the lowest expenses they actually have in their business is this kind of magical combo where the retention is insanely high and most of the work is just done up front. Like you're not going to be taking care of a million things for them every single month like you would if you were

[43:24] charging two to $5,000 a month. Yeah, I definitely think a lot of them like I have numerous people I've not talked to for months. Like 7, 8, 9, 10 months sometimes. Yeah. It's, you know, and they're paying three, four, five hundred bucks a month. I've sold more recently $600, $700 a month. And it's pretty much the same because it's just very simple automated service for the most part. And yeah, you get an occasional email here and there and I have to email them back and figure something out, but for the most part yeah, it's this in between thing. It's

[44:00] um it's not straight SaaS by any means. Yeah. And yeah, it gets it's bit sticky in in a way like you have to figure some things out. You might have to do more work for them than like a person who says just do the SaaS thing and never talk to them again. Yeah. But it it's so minimal. I mean the amount of time it's like maybe 1 or 2 hours a month I'm actually like dealing

[44:21] with someone that's current. I think for the most part for most high-level beginners it's just a dream to have somebody sign up on their own and like even if like you you know what they need. Let's say you had all the time to put together the snapshot that was perfect for them and you convince someone to go sign up and then you had automated onboarding videos for whatever local home service company that signs up guaranteed they're going to cancel the next month because they don't they're not going to connect Zapier to their CRM and make sure that they're getting the Google reviews and make sure they

[44:55] have the right picture on they're just not going to get time to do it. Yeah. No, they're definitely not. Yeah. They're definitely not. They the last thing they really want is more tech stuff, more time and all that. So Yeah. it it's you have to get a little more involved I think sometimes than some of the SaaS people have sold

[45:13] Mhm. for the beginners. And honestly you get to know them better and they trust you more if you're more hands-on especially in the beginning. You can always back off after you get everything set up and I've told them before like hey listen now that we've gotten these seven things straight now and I didn't realize there was going to be seven things we need to

[45:34] straighten out. But now we're on autopilot. You probably won't need to hear from me for quite a while. But how about you know 6 months from now we check in and make sure everything's still running smoothly and if I see anything that doesn't seem right I'll be the first to let you know. Yeah. And if anything comes up on your end shoot me a text or an email and they will if something does. But for the most part you can get them on that autopilot streamline system. I get occasional DM like every two or three months from a lawn mower repair shop guy and he'll send tell me hey I'm sending over

[46:07] another list of customers from my CRM. That's great. It's all I that's all I ever do. Yeah. And as far as the um like technical aspect where you haven't learned most of this stuff. I know you have a few people on Facebook ads. You have a lot of people kind of on basic automations just solving the Google review, Google business profile, website

[46:28] problem for them. When it comes to some of the services that you're providing, the higher you know, higher ticket $1,000 a month clients you have, how have you managed that and especially with your lack of technical expertise? So, I've had one or two white label companies I've been using and it's funny you mentioned that

[46:49] because they'll send the report. I would make a one or two minute video Loom video over the report just saying like hey, this is what's going on. This is going good. We need to approve here and so on. I've often gone back to the to the white label company and saying like what does this mean? You know, can you fix this? And they they've come back to me sometimes and

[47:11] say like that's not really our role. Mhm. You know, and we can't really advise you on some of the things. So, sometimes I've been like kind of at a loss. Um but for the most part, most of the time the white label company does a good job and everything's going good. But some of these companies obviously have seasonality cuz most of them are home

[47:27] services. So, the asphalt asphalt paving company, their costs, you know, or or their their leads go way down in the winter time cuz no one's paving, right? Or not much. Some of the terms I've had to figure out and learn and just kind of um I guess say them in in in layman's terms

[47:48] that they would understand them. Yeah. Um but it's been a challenge sometimes because I don't have time or all the technical knowledge. Um I don't know Google Ads in and out and then just hand it off to someone else. I literally just said had someone say I want Google Ads and immediately went to Google and said white label Google Ads company and signed up because they wanted them fast and they didn't have a

[48:09] chance to learn myself. Yeah, but I think your price is lent to more of a they call it like billboard ads um as a model where it's just like hey, we're just going to make sure your company's getting out there. You're going to get few extra leads a month, but at least you know you're staying top of mind. And again, it's not for some of these people there's $50,000 a month going on their credit card and or every week [laughter] for some of these home services businesses. And so one $1,000 charge every month for one extra job is plus the publicity as they would see it

[48:45] is a really fair trade plus they can call you whenever they want and ask for a little bit of marketing advice. Yeah, so couple of my bigger customers, I do suggest we meet like once a year at Panera Bread or something like that and I'll send them the monthly Loom video which makes them feel like I'm obviously monitoring their their account. But yeah, it's that that sweet spot between $500 and $1,000 a month I think is pretty reasonable for a lot of these small businesses and they don't require

[49:10] a lot of uh time out of me. Love it, dude. This has been awesome. If anybody wants to connect with Kevin, I'll put his Facebook below and um rumor has it you're going to start some cold calling uh video soon. So we'll link the YouTube channel, too. Yes. So I am working on that. I bought a little TGI camera. It's actually right

[49:29] here. And um Nice. I figured out a way to hook it up to my uh sun sun visor in my car so I can you know, use it while I'm driving. Then I just need to figure out how to pull the video off and get it done. So yeah, I want to I want to share that because I I I get a lot of people reaching out and asking me like for tips and stuff. So

[49:51] like to help them out. Nice. The world's least technical man is about to uh start a YouTube channel. So, what a day and age to live in. Yes. [laughter] Thanks so much, Kevin. This was This is great. Thanks. It's been fun. Thank you.

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