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Student Hotseat & Q&A

Jason, I want to talk about your business. And if you're willing to come up, I want to go through the same process and see if we can do this again by way online to share anything that you found that you had an additional customer you were targeting. And then you found an entire new Custer by maybe doing your own version of this process. The Nazis years, brother. All right, so, um All right, brother. So I got a race. The board for you. Okay, Tell us about your business. And what do you do exactly my business? So I gotta clear my throat. Second. Sorry. So I am in the wedding industry. I'm a deejay, master of ceremonies. I'm also a minister, so I can officiate weddings, and, um, I stay away from everything else that I don't have to be part of. So corporate parties, school dances, bar mitzvahs, all that stuff I stay away from. Okay, So tell me just go through your customers is exact. Same processing. Everyone goes home. I'm starting to figure out how to do this, so hopefully you can help m...

e. Yeah. So well off top of your head cause I know you don't have the sheet in front of you. Right? But over the last year, how Maney wedding ceremonies. Did you T j total weddings? Probably about 25. Ok, that's what it is. Only target number. What is Your target number is about annually. That seems like a lot. It can be a lot particularly where I'm located here in San Francisco Bay area. Okay. Most weddings happen between late April early May, all the way through October. So you think there's 52 weekends in here, but you gotta cram it down so there might be to a weekend here and there, but usually I shoot for one weekend, but still trying. Oh, came from the 35. 40. Okay, so over the last years, can you tell me about some of your customers? Maybe start sorting out your mind. Who was your best customer? Maybe don't want to say their name. Give me initials or something like that. Who is your best customer revenue despite? Let's always start revenue, by the way. Started. Okay, well, we're gonna give initials. Ellen, T. Allen. T. I hope you're still married. Wherever you are right now. I hope so, too. It was only a few months ago. I hope that lasted. So, Alan, tea, if I may ask, What kind of revenues is 30? 300. That's Yeah. That's a good chunk of money for a deejay. Sounds like, uh, it is 3300 bucks. Give me your next best customer in the last year. Right? Next best? Um, a n s, uh, they're still married. I hope so, too. Uh, 27. 27. Okay. And then after that, most of them become 24 okay? And a few 20 ones and 19 there. Okay. Uh, do you ever take one's lower than that? I do. Um, and it's usually in my sale cycle. Where? Clean it up a little. All hell breaks loose now. And I'm not making any money that month and you start to freak out. I got to get something on the books. And what's the lowest? Usually about 1700. Okay. I mean, pretty much anything under 24 I consider low. Okay, so you have a relatively tight range, but are some of these more complex than other? Absolutely. Okay, So is it potential? Potentially possibly take a complex one at a low price point. Usually not so much a complex one of the low point, but sometimes the more complex ones. In fact, the 3300 I ended up having to bring somebody on and pay them a fair chunk of that money because it was in two separate locations, so there was no way I could do it myself. Okay, so I had to bring in a colleague of mine. He's a professional as well. So he's not gonna go out and do it for 20 cents? Yeah. Interesting. So they now early return when you bring someone on drops, significant little bit was Alan T or s that way, Alan t was That was a $500 ding off my okay, I actually OK, so this drops down to 2700. And what about a N S? That one was. You know, aside from travel and other expenses, I mean, that's all all in my pocket. Okay, Interesting. And there's other ones here. Assume you've brought people on. I've brought some people on, not to the tune of $500 but maybe one or $200. Okay, so then I'll start going These clients again? Our own businesses always start by revenue first. Why? Because clients are showing their appreciation for us by spending the more money they spend with us. They're showing I like you. I like you, but they're saying it. It ain't enough. So we sorted by revenue. So, Alan T and clearly like you, there's there's paying a premium. They felt they had to report with you. Which ones are your favorite clients? Maybe there's other clients here. Certainly the tough to, uh, both love. These were both big smiling? Absolutely. Okay. Why is that? Um some of it was the a team that I worked with. So wedding coordinators that I'm I was in bed with, but definitely on their top three list of people that they recommend. So they work with me as a team as well. Um, I don't necessarily have to hand hold the bride and groom through the entire process. They kind of help me out with that. Okay, so it's a little bit less work for me. A zoo, long as I'm on par with the wedding. Ok, do these for that wedding coordinator. They did? Yes. Interesting to do all these have winning coordinators? Not always. If someone doesn't have a wedding coordinator. What's typical? Your experience. I do a lot more work. Interesting. Yeah. So your hourly return, you make more revenue if you if there's a wedding coordinator involved, absolutely, is okay. That's interesting. So wedding coordinator is good? Usually? Usually. OK, when's the bad? Um, there were times that, uh, a couple years ago, wedding coordination became something that everybody wanted to do. Uh, you know, I did my sister's wedding, and now I'm gonna do Everybody's winning and they don't get trained on it. They don't really know what's going on. So they kind of step into the fire without knowing where to go. Um, in those instances, it's a lot more work on me because I have to almost bring them up to speed Augusta where something should be going. Okay, those that know what's going on, it's it's just easy Breezy. Yeah, OK, interesting. We will exchange a few emails cause we're you know what answers each each person, Right? Right, right. Tell me about these two clusters. Why were they your Why you like them so much? I mean, the most revenue, but Why did you like the experience? They were fun and easy to work with. What's that mean? Um, why we brought it up earlier. But connecting with the bride and groom is probably the best thing that I could do in my industry. Okay, Uh, essentially befriending being their best friend on the day of their wedding without having known them for 10 years. Okay. And only knowing them for maybe two months, five months, 10 months? Yeah, it's It's gratifying in one sense, but it's also a lot easier to do your work. Okay, Um, you get to know him. You get to know where you can and can't go. From a human standpoint, is the master of ceremonies. I'm on a microphone all day long. OK, so I have to know that I can take a joke this far before I thin and Betty in the corner and those things that you learn now you're writing right now. So you like to implement humor and stuff. You're not just a straight up. No, it's it's gotta have. It's It's fun. Okay. You can have fun. Yeah. You know what's funny, Teoh? Uh, no pun intended with humor. There But what's funny is often our biggest strengths. As entrepreneurs were not even cognizant they exist. You have to be funny. Like, isn't every deejay funny? No. Most DJs suck at being funny. They try humor and the whole place goes quiet and they ruins the whole thing. So appropriate humor, when delivered right, is it Sounds like the talent of you. Absolutely. How does your customers know this during the sale stage? Um, you don't show up with your clown shoes. And usually what I do is I show up and I tell them my background I will start with this is you know, I did this before I d j This is how it started deejaying. And this is when I started my own company. And this is why. Okay. And so I kind of give them the ability to open up back to me by telling them what I dio and how I do it and how I got here. And, uh, usually, the ones that open up are the ones that hire me because they're comfortable. Before I ever started the actual sales process. And it is not even a This is my price is what I do. This is what you get. It's Hi. I'm Jason, and I'm 35 years old and I do this and this is how I got my start. And really cool story side note, blah, blah, blah. And 20 minutes later, it's Do you only show you the planning packet injuries thing? And I can tell by the point that I get to the planning packet. If 20 minutes later, when I show what price they're gonna freak out Interesting. Some customers come to you and see Jason. What's the number? Just don't act with May. Funny enough. I actually had one on Sunday. Remember? The couple and I got halfway through the planning packing The groom just goes, Just give me a number. Okay? So the B s just give me a number. I'm comfortable with you. You've said my E. He was comfortable. He point blank that has other customers come to you in judge to baseball was your number. Oh, my God. Well, we get that a lot. I mean, there's certainly, uh uh Have you taken on any of these projects? Yes. And have they been bummers? The men mediocre at best. Um, what's interesting? is. I do get a lot of people that ask for the number right off the bat because they're just out shopping. So I may say 2400 going Oh, my gosh, this other guy's going to over 600 see, You know, it's interesting and I want to get here with the club. Yeah, Tom Hobart has been with us throughout the day, Tom, saying, I think I was getting the clients who really needed a low cost on. My big package was too low for the good clients, So he raises prices, and his higher prices made him look better to the client. Interesting. Interesting. That's the first impression rule Now. What's interesting I want to talk about is called filtering. It sounds like you've set up a filter you go through certain set up of selling. See, there's a report and humor, and if not, you know, it's not good client. Usually, yeah, sometimes I worked with brides and grooms are a little reserved on. They surprised me and then the end of having the biggest blast ever. But, um, usually you can tell people, or either just after the price or they're just they're too demanding. Not gonna be fun. So as we start building our best clients like Jason is here, we understand. I understand the elements. They want humor and so forth. It has to become a filter. And the best companies grow by saying no. Something talked about earlier. The goal to sales is not trying to track as many customers as possible. It's trying to turn his way as many unfit prospects as possible. It's actually sales is really about filter process. And when I hear people say I suck it sales. They feel they suck it persuasion. They can't do the dance enough. No, we all are. Great sales. If we understand the process, is to tell prospects to identify the bad process right away and say, You know what? I don't think I'm affect because it's how scary was like, Well, I'm losing the money down here. No. Now you can go and start hanging out where these people hang out. You can start focusing on their categories. Okay, So tell me So these specs customers you They liked your humor. You must do certain jokes and so forth. You here. We'll just depends on what they're talking about doing what they do. That's okay. So that's my performances feeding off from these two ways to get people coming up from the wedding party saying, Oh my God, D J do something absolutely and the best. They're the ones that come up and say And I just have this Couple weeks ago, the brides are the groom's parents. Never dates you had about their for five song street. Those there, the weddings that you sit there in your Where's Perry Quarter? Yeah. Okay, Okay. But that happened. That remarkable wedding, I suspect, happened at the sales process. A lot of it does because you identified a customer that's going to resonate with you. And that's other part of identifying great customers. Once you know, your ideal customer is, it's hard to mess up because they want to be a success, too. And they go down the path of being a successful, which is so you've clearly said that your prices are premium for a D. J. Yes. What? It wasn't about Ellen T and A and s and your other top clients that they were willing to pay that. Why? Who are they that What were they looking for that. Other DJs were not provide quality, I think the reliability aspect. Okay, they were They wanted to be secure that somebody was actually gonna show up on their wedding day. They knew maybe they had heard the stories. You know, we had a Craigslist E J. This guy was 250 bucks, and we haven't heard from him at all, So we don't know what to do. We got ours. So what did you do that gave them that sense of security? I honestly I think it's a lot of that opening up in the very beginning and letting them know who I am, where I come from, essentially without saying it that way. I divulge my immutable lost without really saying it's this way. I bring out stories that allow it to be told. And what else do you think that those top clients that are, you know, don't blink at your prices? What else do they have in common? That really stands out to you? Usually they've been referred to me by somebody either Another clients wedding coordinator, other wedding vendor, photographer There are from within that bubble there ones that working ones, adult videographers not so much. Then use the, um but certainly from coordinators and from photographers. Those air easily the two top referrals. And do you know what they're saying to their clients? About some? I do. Some I don't usually it's these air. The three guys I go with and I work with. Whenever I work with them, it's flawless in way just okay, party and have a good time. So these are people who are looking for flawless, reliable and a really good time. Okay. Yeah, The good time is what I'm looking for. Two nothing's more aggravating, then sitting up there just pushing play and not having any fun. Yeah. Uh, if I can't interact with a group, if I can't be on the microphone a little bit here and there and have some fun with it, I'm gonna be the most board pent up guy ever. Just like I wish this was done and I could go home. Is that one of the qualifying questions? When you sort people saying, Hey, do you want an interactive D J or someone? That's, uh yeah, but I approach it differently. I have them tell me about other weddings. They've been to. Yeah, on. That's actually one of the first probably top five questions I asked him is, you tell me a wedding. You've been to that you love. Tell me a wedding you didn't love in the last couple of years. Just anything. What do you want? To see it. Your wedding. What do you know? Okay. And they will tell me. Oh, you know, they did the chicken dance, and I'm so tired of chicken that so, Yeah. You okay? Chicken answers on the do no playlist having on what's next. So I have a question for our audience watching on the Internet right now. What are questions that Jason could ask? The further qualifies top clients. We know he likes people that want to get up and dance and move around. He wants it to be a good time. Humor is a big aspect. What are questions that Jason could use so that when he interviews prospects, he can identify the best prospects? You know it. Most businesses are stuck in a pattern of I need this the next dollar and even next dollar. And we you will never break into growing these great pumpkin's. Once we realize These are our best clients and we start focusing on them. They'll start spring out of nowhere more often. There's a thing in our skull and actually have you sit down. Everyone share things, but they called me back up. So just get running. There's a thing in her skull is called a particular activating system. It's part of our brain stem. And what it does it czar reptilian part of our mind. It looks for scenes in the, um it looks for patterns in our environment that are significant to us. And we tell her brain, Look for this subconsciously and our brains constantly looks for it pops out. That's why they say affirmations air so powerful you're basically telling your brain what to look for you. It's gonna be a nice day. It's gonna be a nice day. And you see the sun crack through the clouds like ha. That's proof. Conversely, thing is gonna be a miserable day. You see, the custom cracked the clouds like see all the clouds so our brain is wired to look for things that affirm what we're thinking about. It's their particular activating system, and here's a real world example of it and I want to go online, asked this question. But, uh, Aaron here by a car in the last, like years. Newer use does make a difference. A couple. What could Jason kind of card you by color Silver, silver, Volvo And what year was the Volvo? Remember, I was used as a 8 4008 silver Volvo. When? The day before try. Remember before you own the car? Did you see some of them on the road? Maybe here in there or not? Do not really know the day you bought your car. Did everyone by a silver 19 are followed that day. It didn't matter what color it was. Everybody was a rush on the Volvo dealer that day. That's a particular activating system. When we take possession of something, an affirmation of physical item, we are Brain says Okay, this is important to me. Look for it and our brain just looks and that there's one. There's one. There's one. Same is true, their customers, this process so critical because Jason now has made it saying, These are my important customers, but he's gotten deeper, he said. They like humor. They get up and have fun. I could get people to dance every dance before, and they like that. He started to identify what makes a great customer subconsciously, just like the Volvo. As people come in, the room isn't able to pick him out faster and faster, faster. That's the importance of this process. Did anyone online come up with additional questions that Jason can use? We had quite a few have a good response about. Some people are asking questions of Jason, which will just very quickly away because they're saying, Obviously, your business Ninja is saying it's all about relationship building. I'm selling by attraction setting. But do you have phone conversations? Will do you meet with all your potential clients in person? Usually I try to meet with him in person, I would say probably out of the clients that I do every year. I probably only have three or four phone conversations with them. They go through the entire sales process toe, get them to the meeting. I might have a phone call, but I tried to get into the meeting and then do everything else. You're my question back and I'd be curious about his feedback is, Is that a good thing or bad thing? Because with the filtering process, we want to identify people that aren't a fit fast. And if a meeting takes you an hour of time in a phone call, 10 minutes on the phone calls, a better preliminary filter. I seriously think you're busy. Ninja also brought up a great suggestion for him that I think he needs a short video on his website that talks about who he is, what he does, how he doesn't and why he does it. Keep it under two minutes. His leads and conversions will skyrocket with their already on my website genius. You know, I wrote down the notes myself. First impression. Someone said. The first impression is the Onley impression. I'm from New Jersey on Obviously sorry the second day here because New Jersey is known, unfortunately, the armpit of the nation and I'm sorry to say, but New Jersey deserves the title. Not because New Jersey is an ugly state. Actually, I think it's one of the most beautiful states where Donna lives. She's south of me, where I live beautiful country, huge farms. New Jersey is one the bigs. Blueberry manufacturers are farming, but you'd never know it because New Jersey's first impression stinks. We have three ports of entry. You can come into New Jersey through one of the tunnels or bridges from New York City, and it goes into our industrial complex, where it's just smokestacks and disgusting. This or you could fly into Wonderful Newark, New Jersey, which lands you right into our landfill areas and more muck and disgusting this. Or you can take New Jersey Turnpike, which goes through our industrial parks. Unfortunately, or actually, fortunately, that represents about 1% of the state. Get all of our ports of entry coming into New Jersey go through that. So any visitor to New Jersey says I I saw all this industrial stuff in landfills in jerseys. Gross. It's 1% of us, but it's the first impression, and therefore we get the armpit of the nation title. It's not deserved, but kind of is because if you came in through a brute blueberry lands or if you came in through Kate Meg Pride, the most beautiful ocean front you'll ever see Cape old buildings, Victorian houses. If that was the entrance, you big jerseys. Incredible. And everyone wants to be visiting New Jersey, your website, my website. The way we dress the way we present ourselves are all our first impressions is the port of entry for customer seeing us that will determine how they interpret the rest of the experience with us. You got more comments about video Tom Hogle saying videos are a great way to promoter business. But Putin 9 11 Thanks for this. I'm gonna get through this one there agreed that video testimonials from happy couples on the website taken during the reception be really great on other people. VDs suggesting can create Hashtags and ask guests to put it in their picture on instagram videos that they take. That's great. That's great into the question, James, back to use your website. Does it represent the humor? The Does it give the emotion for the specific customer you want? Do you feel not as much as I want it to? Okay, I do know that it is evident to me that the price tag is in there somewhere because usually I'll get people that ask those This more than 2000 is an under 4000 is an interesting number for people to start with because the average in San Francisco is probably about 1200. Yeah, um, toe. Have someone immediately asked me if it's or more or less leaves me to believe that they're getting a little bit of that first impression I want them to. But maybe not so much of the humorous way that I would like. I wonder for your website having a big billboard title, saying, If you're shopping for price, I'm not your deejay. If you're shopping for the time of your life, I'm your deejay. I wonder if that would attract the right customer because there's certain customers. Say I want the time of my life and paying a premium is well worth it. Well, we're gonna come in. They're saying he may not be the cheapest, but you're the best. That's a good hook line. Tory Dough is saying that perhaps asking your clients what your favorite TV comedy, comedian or comedy movie is on that would immediately radio. That is a great one. That's a great warning. Its young Frankenstein's the answer. Done. Frank E interesting to think about, um, picking and selecting the clients as, ah, habit, something that I will always be doing in my in my business, on something that I have to get better at over time. It's not something like I want to get rid of those clients that aren't perfect in my business. And but really, I want to develop the skill of everyone who comes into my business that I'm really good at identifying who are the ones that I want toe subtly deflect away to another business. And who are the ones that I really want to pull in and spend my time and my energy on? Yeah, that's a great point In one way to deflect back customers. Bar those prices once you identify the best customers, is to realize the week customers pay you less, but they take a disproportionate time and emotional energy. It's across the lives. Don't talk about the emotional drain and distraction that the week customers can cause, but they also take a lot of time. If we get rid of just one or two, it frees up, usually double the amount of time. I mean the amount of time to pick up doubled amount of customers up top and we'll start getting this great Momenta mama top clients. So the question I get asked often is how to get rid of those weak clients. You know, they just won't leave me alone, and I got to do it for the money. One classic way is raising price, so I want you all to see prices a different thing. I don't want to see it as a cost or even investment. I want you to see it as appreciation points. You see, the more appreciation points a customer gives you, the more they appreciate you. So someone it gives you 3300 appreciation points is putting a lot more value in you than someone's paying you 1700 appreciation points. And that's more of someone's paying you 500. And if you could get someone to pay 6000 appreciation points, they really value. And there's a lot of truth, including appreciation points, because you'll notice customers that pay you the most are really invested in its success and really do appreciate you and they will run, block and tackle for you. In many cases, I wouldn't be surprised. Jason, your your case if Alan T and A and S. We're kind of running, blocking, tackling, making sure the event was phenomenal because they paid a premium. They right? Okay. Have you have you experienced that? Tell me. In your business you have a portrait client family that spent well over five grand with us. That's just here and every event that happens. Like any birthday Shorter's another album. And I'm just saying Appreciated points literally. Yeah, that's awesome. So they spent $5000 on you, and we're and you've had customer space spend maybe $50 or $500 right? No, because our our family session cost is is quite a bit higher. What's the lowest Someone 250 isis to someone paying 5000 someone paying to 50? Who is easier to work with the top and then shocking? The more people badly you don't work with? Get entrepreneurs generally don't get that right. Oh, if they pay less will be easier. It's smaller. They'll be happier. The less people pay, the less they appreciate you, the more their national get of nag and be a problem and so forth. So step Number one Ranger prices and the online community I want to hear your tips. Wherever there, you're over there. Now I want to hear your tip. What are ways to get appreciation, to get customers appreciating you more and how to get rid of the bad customers. So one way is raising prices. I got another one While the tips come in. Here's how you get rid of some bad customers. Introduce a contract. It doesn't have to be a real physical contract, a contract with your best customer saying that you are exclusively committed to them and it prohibits you from doing certain work. Now could be a certain type of customer, you could say in the wedding's services that I've worked with. I'm working enough now with the Catholic Church. That was where your best clients are, that we've got into an agreement that's going to prohibit me from working with other types of denominations, like the Protestants, like or something. Or that I'm working with this family now, and we've become their exclusive photographer for certain things, and unfortunately, our agreement precludes us from working with you. So we have to find you someone else. It's a real soft way of kicking them out. The door by bringing someone else in. Now in businesses where you're working B two c business to customer, it's a little more challenging. Where you work be to be kind of the environment done, and I work in a lot. It's much easier to say. Well, we just form an alliance with Mega Corporation and it's a commune exclusive Agreement is gonna be precludes us from working with these other businesses, and you're one of them. Goodbye. But you can do that, too. Any tips coming in from online? We've got so many comments echoing exactly what you're saying about your price being the determining factor in the lower the price, the more difficult client. And Tom Hogle has a possible solution for that. He's saying the prospects first question is how much? Then you could say you may not be the right fit for them, but you can ask, Well, what is your budget? And then we can see weaken decided we can work together. So it's a softer approach. Yeah, I like that. Good. Good. Um all right, so now I want to dig into the vendor Well, And so, Jason, when you back up here one more time just so we can see you through. I told you, be running up and down goes Give me time while you coming up. I'm gonna have foot bar slide here. Okay, This is you. This is your brain, Okay? This is your brain on drugs. Remember that? Everything. The crying? Yeah, I never took drugs. Well, never because of that different. Seven different. All right? Right. Your talk plan. We've identified top clients now. You were saying that they also have some had wedding planners? Yes. Who are the other types of vendors that your client could you be dealing with when they hire you? Uh, really Depends on how all out there going with their extravaganza. Ok, um certainly wedding planners, um, photographers. OK, right fast. Wedding planners, photographers, photographers, videographers. Okay. And then you get into the mawr decor oriented weddings way have decor, but you have lighting lighting. You might have a photo booth. The really unique wins. I have people that actually do live portrait paintings at their They went Now you're talking my language, brother. Ice cream sundae bar's okay, you name it. I probably see. But Flores? Yeah, rare that I get referrals from florist, but it has happened. Well, they're usually in and set up before I get there. What else? So there's, um uh what else? What else? Teoh? Yeah, uh, there's certainly a part of the equation. OK, I have a different connection with them, though, that I would necessarily through the actual events that I do. And that's just because of a charitable organization I work with. So they kind of one and one with that. Okay. Catering halls that usually Oh, yeah, I guess I don't have you on their E. That falls under venue, but there are a lot of venues do bring in outside catering, other ideas. Special online community to how else could he be working with your business? Just speaking up against it. Are you on a preferred vendor list for hotels, conferences and meeting spaces, which I am, you find sometimes that works against you, though, because unless they really vetted out that list and have it tightened down 2345 vendors, you might be on a list with 15 other people that air. Then you turn into a price shopping comparison. You rarely get the quality. Okay, That's something that started with wedding with weddings in particular, they've started businesses where they find a referral group of everything you need for a wedding. And it's one place that refers everything out that I have just found. I don't know. Yeah, they're huge. And that's actually it doesn't exist. If it does exist, you enjoy. It doesn't exist. Part of the vendor well, method is create your own. Now here's the trick. And this is where most referral groups don't focus. But I think you can Is looking at all these you You really have customers? All these people, you know, specific people police category because you've worked through with your best costume, right? The question is, which one's master immutable laws. Which ones have the same vision? Is you? Because perhaps they're certain to Corp companies on businesses that focus on fun, engaging humor, even your funny photos or something. And there's other ones that are very like it's gonna be right old traditional English caterers saying my name wrong. I give you much more traditional, and maybe that's not for you, right? Okay. Any of these that you can think of a company that really meets your values that you work with in the past that they totally get you. And you get that? But seven company. Um, then he's kinder wedding planning of probably Twitter pated weddings, Twitter painted twitter pated twitter pated p a T t e Thea. Something like that. What was that? Yeah, they're Twitter pated. What's paid it? Um, Twitter pages kind. Like when you have the little heart flurry. You know, you kind of get that feeling, and you're telling a lot of stuff. Okay. Interesting feeling of love and joy and, yes, shop your fees. Twitter pated weddings. It's a wedding planner that gets you. And I presume then they've referred to more than one. Uh, the owner of the company is Amy for golly. And she has, In fact, I'm working with her next weekend. Okay. Meeting with her tomorrow night. Where you with this? Okay, so you work with Amy often, and I sue the vast majority, even supplies the bomber, but the vast majority must be great. Absolutely. OK, so here is the first vendor that we've got to facilitate this relationship with. This is where you go to them and say, Listen, we've been working together. I want to amplify things. What can I do to make your job easier to make this experience better? The thing is, if you look at the vendor, well, this is a me right here for Here's Jason. Here's Amy. Amy has, in this case, one of the client that's just like this. A clone like this and she's already in actually giving it to Jason. The power really happens when we build up this. Well, we'll keep going through it. Where here's a client that's just like this type client. And now this. Clients here of Jason through 123 other vendors. And now for this client, it's not even consideration. Jason's your guy, Every vendor saying, Jason, I hear you all the time for us to have that demand. The market we need to go through our entire vendor. Well, that makes sense. OK, so, uh, like I put lightning. But is there lightning of 100? Yeah, lighting. I see lighting any of these other categories Ice cream sounds like could be fun, but maybe it's not. It can't be fun. Um, what I find it. Sometimes it depends on the company because they can actually compete with my dance floor. Interesting eso. You've got to kind of think in that term as well. Interesting. What about portrait painting? Sports repenting. I only know one guy and I can name off my head. He's gonna kill me, but he will fly in anywhere t your wedding and he spends the reception just painting the guests in the head table. Does that fit to the theme of the fund? The humor elements that you want, It fits into the unique seem okay, because I certainly consider myself a unique talent. Uh, maybe not so much on the fund side, depending on what you have been asked to paint to when he could have been asked to paint the dance floor with everybody on it. Right? In that case, then, yeah, probably does fit into it cause I can get perhaps oppose of everybody on the dance floor, their hands in the air, and that's what he's working up. So we could go on forever. But I want to go on forever. But we could. What we want to do is we want to look for vendors that have the same immutable laws, the same vision, because they're going to offer the best clients to you often to we want to go. What I call Level two or level three level one is the obvious things, of course, a wedding planner. But Level two could be the portrait painting guy who ever thought of that. Level three could be some of this pre K nine. That's the Catholics, right? You know where you maybe have like a priest who's like this really funny guy, and there's certain couples that does resonate with them. And now he's setting you up, you know, a year in advance with people. And that's how you do the vendor. Well, can you guys see vendor relations That you could be building in your business is in my business. I kind of created it like a partnership with a vendor. They actually approached me initially about my social media and my hangouts and said that they were they were launching Project Management Gamification business and that they would they knew that their clients would be needing some social media and hangouts and the type of help that I can provide. So we partnered Teoh, refer each other's clients back and forth. Okay. Cool there. Yeah, Yeah. Awesome. Yeah, I have a whole bunch of clients. Vendor well, idea clients that from real estate agents when a house is being sold or somebody's moving, they need to unload their stuff. So they contact me. You then the organizer's people pay big money in San Francisco Bay Area for people to organize them. So there's a pile of eBay good will, you know, sell or whatever. And then I get those clients, and it's just it's growing so quickly that I cannot even keep up with it. That's a good problem. Yeah, often, well, finders benders earlier down the line that can get us in earlier, and now we jump or any of our competition. Jason, thank you for being a patient and victim. Appear so I definitely want open up to questions. If there's any questions in community and questions you guys have about client assessment applies your business. The vendor well, dialect invite you back up to in case there's questions for you. Sure, Yeah, yeah, I would be going through. Let's take the baby as my top client example and other vendors. So you would think like what? I asked them what other brands they sell well, like if they sell like a specific I don't know something else that sells well in their store and contacting them about like that in forming a partnership. Maybe with that company like is that what can happen there is if there's another item that doesn't compete directly with yours, somebody's obviously watching and they want to talk. Teoh. Right now, baby probably is. So let's say there's a complementary baby product that people are always buying and they're buying your product and they're buying this other product together. And you could get in touch with that company and say, Hey, you know what? I'm serving the same market as you. Here's what I'm providing. I think it would be great if we could figure out how we could serve this market even better. And maybe you come up with some innovative ideas together that you wouldn't have necessarily come up with on your own. Then they say to themselves, This is a great partner for me. They go, maybe they have another store where there's stuff is really selling and they say, Hey, my stuff sells great even better than it normally does when it's right next to this product. This baby cover and they introduce you into that store and you do the same for them. And it becomes that kind of relationship where your complimentary and you're helping each other grow your business. They call the Power Celebrity Association. You'll seize commercials. Where a famous celebrity comes on says, like, buy this product Well, the reason they do that because it works and we see someone that we recognize and no, and it gives a little more trust. If you align with the product may be a carriage that is really popular, and now you have an exclusive relationship with them and they start recommending you were just the fact you have exclusive for them. Include. Increases your perceived out. Yeah, that's that's a great point. So maybe you have a specific line where you say I'm going to do one just for your customers. The idea dio that that royal design keep calm and baby on our designing that that that design is so popular and or or latching onto the whole royal baby. And apparently Kate is pregnant again, already so big. Huge news that you could talk about and start designing like Royal type of designs. And when we're talking the next session, we're gonna really dig into marking. I want my favorite subjects were gonna come up with some radical ideas, were brilliant, brilliant. And we're gonna do a brainstorm. I'll give you the money later. Yeah, we're todo brainstorm to about crazy ideas. The one crazy idea which may not be appropriate, but this is born ideas is what if you put on a fashion show with just carriages like that was the whole fashion show and you got media and stuff involved, and I know that sounds crazy. It's expensive, but maybe I'll spawn another idea, or maybe even partner with someone but ways Teoh make your product not just a fashion statement. It's the fashion statement, like over anything else. Any questions? Air constant online? I think we've just exhausted, you know, We've just imploded them. They're just way. Do you need to think about a 15 minute break? But before we do, we'd love to hear what we have for us when we come back. So we talked about authentic marketing. You know, we've all learned about marketing and persuade the class might persuade the customer that's part of it. Persuade the customer in the line with who you are. That's all of it. And I'm gonna share some radical techniques of how you can persuade customers, do it at no cost and have them raving about you. That's what's next.