Yn gyffredin, rym ni wedi eu gweithio ar y cwrdd, roeddwn yn dyn nhw. Yn gyfyrdd yn dyn nhw. Felly rydyn ni wedi cael ei wneud y ffair i fynd, ac rwy'n gwaith ar y dyfodol. Mae'n ffordd ymweld, mae'n gweithio i ddweud yr organizio'r cyfnod ar y Centafol ar y dyfodol, a'r organizio'r cyfnod, fydd yn ddod yn eich cynnig o'r cyfeirio. Roeddwn i'n gweithio cyfeirio, oeddwn i'n gweithio'r cyfnod yn ddweud. But I thought we'd start with that. First of all, the slide which puts the Office of Government Chief Information Officer in place. And there is a certain nuance with the government building slide and the view of the centre there. I'm not necessarily at the moment, and I'll say this fairly upfront, I'm not that concerned with driving a centralist policy. I'm interested in the agenda around digital and the three areas which you'll see later on which is much more about sharing and co-creation of a new environment and that's where digital I think starts and kicks off. So what is digital? You may have seen this slide before, it's got the slide and it's about confluence of four forces that are going on at this moment in time. The first one is social. I said earlier today, I've said it in a couple of forums I've been in, when I arrived I joined the state in June and I had to get a PPS number. So I went on to DSPs website, as it is with plenty of content, but actually I learned more from going out into the worldwide web and internet and doing a search on getting a PPS number and asking that question. I was informed by a very worthy individual that the best thing to do was to go to the intro centre on Parnell, just off Parnell Street early in the morning and that's the quickest and smoothest place to go and get a PPS number and you fill out the form and it will get processed. If you go later in the day there will be more people and this was all in a chat room so it was all social. It was all done around the fact that I interacted digitally with somebody I didn't know. There was a series of comments around that saying yes, this was good, almost like TripAdvisor, yeah this was a good comment I learned from this and actually this was good and I followed the same process. I must admit Mayor Culpa and to my chagran I have not gone in and left a tick in the box to turn around and say yeah this was a great comment, I must do that because I've used this a couple of times. But actually that was a social interaction that I did because of the interaction around these sort of four forces. The mobile one, I won't ask how many people here have smartphones but the ubiquitous smartphone is now our modus operandi. I got here this morning because I wasn't sure of the location here and actually got here using an iPhone and it was telling me and talking to me. It's quite weird isn't it whenever you're walking up the street and somebody talks out your pocket at you and somebody walks and asks what was that. But actually it turned left in 15 metres on to such and it was a mobile journey because I walked here from South Block and that just shows you the power that I personally experienced. But our society has now gone mobile and even more so, not just our society but globally, China, et cetera, some of the rest of the world but concentrating on Ireland. Cloud is this thing that sits in the background, it's an infrastructure thing and I think we put a lot of effort into saying well we need to have cloud, we don't really know what it is. But it's more a case of a phenomenon that says we can deliver things in a shared sense, a scalable agile way that costs us less and actually is much more flexible in terms of how we consume resources from a technology perspective. And then information, I think information is the heart of the digital era, it powers everything we do and data, there's a data sharing bill memo that we're now working on to get to a data sharing and governance bill which will allow and underpin a lot of the new modern phenomenon around digital. So digital is being driven by four forces at the moment I believe. It's also being driven by this force which is under the information manner which is the growth of data. The growth of data in terms of the sheer scale that's going on, much of that data is completely unused. I think whenever you look at the amount of data we would actually usefully consume and use to generate information is about 4%. So the amount that we're generating from videos, you just have to go on to YouTube, you just have to go on to Facebook, you just have to see the amount of emails you get on a day-to-day basis and we're storing and then backing up and putting in different places. Don't worry about the numbers of zetabytes, it's a technical term with a load of noughts at the end of it, but it just shows you that the business to be in at the moment is information because the information growth curve for the planet is going off the chart. And we will cope with it, no doubt we will cope with it. The question though is how much cost will that bring to us and how we can start to design now for the future in terms of building infrastructures and capability that will deal with the sorts of on-demand video. I'll give you a factor, most of you have high definition televisions, I have a high definition television in the house and actually when you download high definition versus ordinary video it's six times the volume of data that is transferred across a high definition television. So when you think about the high definition activities, which you probably won't think about whenever you're commissioning a system that goes into an airport or goes into an office or goes into some form of delivery mechanism and you want to go and put high definition in there because you can use it for guard as your corner or you can use it for defence or you can just use it to show people where you're going in terms of YouTube, just think around what does high definition mean. It's another route to escalating the size and shape of the data that we will have to store and manipulate. I suppose our horizon in terms of where we're going, if you thought, I'm a visiting professor at the Ulster University Business School in McGee and Derry and I went up there five weeks ago, six weeks ago to talk to a PhD student around her thesis that she was talking about how did shared services arrive in Northern Ireland and I was there as CIO Director of the Government in the early days whenever we were formulating the plans around shared services and she said, right, okay, what you were building for sharing, why didn't you build for the NI direct environment which was the contact centre part of the deal. Why did you not build for these sorts of devices here and she put a mobile phone, a smartphone on the table and I said they didn't exist in 2004, less than 10 years ago. In fact, most of your tablets that you'll find now, apart maybe from the iPad, which was a little bit longer first on the market, but most of them have only been in operation for the last four or five years. Actually, you'll see it later on, tablets in the home and the mechanism whereby much of the online purchases are done by the consumer and yet they weren't around four years or five years ago in general use. So we are living in a highly multifaceted world. Primarily our life is made more complex by digital. We interact at a far greater speed. I was walking here and my wife called me because she runs a mother and toddlers group, helps a mother and toddlers group in the north and she asked me, the gentleman who was there had fat fingers and he managed to put the screen on his laptop upside down. There's an immediacy in getting the answer. In fact, I said just reboot the thing and it will come back again and it did. That's the first step, reboot. It's always an IT, good lesson. Turn it off, turn it back on again. It's a done machine and actually fix the problem. But it was done instantaneously as I was walking from the office to here. So the speed of transaction in this multifaceted world is being driven by digital. The systems are changing as well. Here's a thing about fixing education with big data. It's about how do you do data and predictive analytics in education system and it's from the US and Brookings Institute comment. I don't really mind about what the context of the actual article on fixing turning teachers into data scientists. You could say the same for Coda Dojo and turning teachers into coding specialists. So I don't want to fixate on that. But I do want to focus around the fact that our changing environment is quite heavily focused around certain things that the public service needs to be really quite keen and interested in. This is an education slide saying education is changing. We had a conversation earlier on about how the interaction in the classroom where the teacher was the Jedi knight. I'd look at it like this, a Jedi warrior with 30 people firing things and the lightsaber answering those questions backwards and forwards. Soon it's going to be on the other foot that the learner is going to have more information going into a classroom if they're focused on this and they're committed and energised. Then maybe the teacher because the teacher can't span. It's like my current job, you know, trying to boil the ocean is not possible. So the 30 individuals out there are maybe going to have more information than the teacher has at the other side. How do cultures change? How do we change the systems that support a digital environment? Also, eHealth. A clear direction of travel is into health. I was with Minister Howland yesterday and we were talking about eHealth and what it means. It was about, you know, whether you could put an iPhone on your arm against a diabetes sensor or something like that and it can start signaling backwards and forwards. Most diabetes patients are very, very meticulous about keeping books about their eating habits. They have to. Certainly depending on the type of diabetes you have to be very, very keen around managing all your intake. Technology and digital can help. Just look at the recent stuff where iPhones are being equipped for use with photography and the camera to do eye inspections in Africa, the sort of eHealth direction of travel. So that is really quite a part of working towards digital from a government perspective. And standing still isn't an option. We're here to serve the public. So we're here to design things for the future to be able to move that forward. So in this multi-contextual environment, I've been working with DCENR and you'll see in the national digital strategy a fairly big section on eGovernment. And this was only a few weeks, if not months ago now, a few weeks ago that this was published. And it's quite extant. So moving from digital, the average citizen in Ireland is spending 1,400 euros a year on online spend. And it's interesting to note where that's coming from and the majority and the largest proportion is this bit up here on the age 55 plus. So don't let anybody tell you that this is a generational thing. Actually, it spans the whole thing. Now, the fact that my son probably is using my top-end credit card here to do his online purchases maybe means that some of that 1,400 is actually incorrectly reported in my version rather than the 18-year-old who's sitting on the left-hand side. But still, it shows you the sort of volume and the importance in terms of the economy. The economy and the economic value of going digital is seen by DCENR to represent something like 7.1 billion in terms of the GDP and the businesses, etc. So Government needs to get on top of this and start planning for the future. But we can't afford to spend any money on doing the wrong thing because everything we spend on capital now, we're instilling the process of trying to balance our books to get to a point where we've got that level or the correct level in place. So we've got to, A, spend our money wisely and get a return on investment. So we can't spend money on the wrong things. So is digital the right thing? That was the question. So what's the difference in is digital the right thing? Do we need to shift the emphasis away from e-government to digital? Some people would say, well what's wrong with just the terminology e-government? I'm not sure e-government answers the overall question now in the 20th. Let me talk about my role as a government CIO and why I think digital is important. Well the five key principles, did that go forward too quickly? My overall role is to define and implement an enterprise wide ICT strategy. That's what I'm here to do and improve the overall performance of public service. That's what the ICT strategy is supposed to do. And I believe I can do that using three different steps here. A step change in citizen and business experience when they're dealing with government online, which I am following in terms of the stuff that's been put and was in place in front of me digital first. Developing a government ethos and mantra around building once and using many times. And then using the ICT strategy with metrics to drive forward a very, very positive and metrics driven approach to getting return on investment. The five key principles of e-government are still extant. They still work. However, focusing on two of them here, public services delivered through most appropriate channels and public bodies should work to ensure that the online channel is the most attractive option for customers. Have a direct interrelationship I believe with digital because they're channel specific and digital is much more a mobile channel than it is a necessarily a fixed PC channel. The government strategy is a jigsaw puzzle with 44 actions in it, but it doesn't really represent, I think, a modern view of where digital is going. And I think it does need a slight refresh in terms of just bringing those bits of jigsaw puzzle back into focus in terms of a picture. So moving from e-government to digital, we have to remember that actually government was, I think, written around the sort of 2000s, late 2000s and into 2010-ish where people were still focusing on driving forward desktop RJ45 connections and a home base getting people online and web and website view of life. Rather than focusing on the new modern digital environment, which is about how do you raise that expectation? How do you deal with the speed of response that is needed in the new digital era? In fact, there are four key factors. Excuse me if a couple of people may have seen this before last week I was using this, the same thing. But the four key factors, I think, the first one is the autonomous customer. And actually the customer is becoming much more autonomous in what they do. And I'll give you an example.   And he's not a technocraft. In fact, he's not an engineer. And it's dangerous to go into his bedroom without a tetanus injection. But the key element is when I did go into his bedroom a while back, he was able to pause his YouTube video playing on his TV via his Xbox with his mobile phone. And I said, how did you do that? How did you do that? I'm a technocraft. I couldn't do that. I said, how did you do that? He said, I just went on to YouTube and showed me how to do it with my device, with my Xbox. And now he can slob it in bed even more without having to get out and do anything. So he's become an autonomous customer. He's consuming things via YouTube and doing things himself. He doesn't want, in many cases doesn't need, because we're in a business of satisfying need, he doesn't need our help to do these things. And yet in many instances we do do that. And we spend money doing that. The second one is new media. And we've dwelt on the types of new media that are out there. But I think video is the upcoming media of choice in many consumption models in terms of digital. YouTube, how to use YouTube to inform. And I was lucky enough to be at a presentation last week where Vivian from Revenue Commissioners was talking about putting YouTube up to do local property tax and how to get through that. And I would encourage people to start thinking in those sorts of ways about how to use a free channel like YouTube to inform this autonomous customer of how they can do and get access to new services in a better way. And of course mobile consumption we've talked about but actually this YouTube phenomenon video as a learning mechanism I think is really a key factor in moving us towards digital and how we can exploit it. And then there's the internet of things. The internet of things is about the devices that we carry around being able to help in terms of the route forward. If you go to the airport at the moment, queuing theories in places, mobile devices are being monitored backwards and forwards in many airports to show you where the herds of passengers are going because whenever you have more than a 30 minute queue in a security line you end up breaching international rules that say this is the security line number that actually is the cut off of you becoming something that can be fined in terms of international air transport. So the internet of things is in our pockets. It's in my car as I go back through and up and down through the e-flow system. The internet of things is an extremely powerful factor when we're moving to digital. Let's move forward. I've probably gone forward two clicks now. There you go. So in developing this formulating the ICT strategy you can see that my first focus is on delivering a step change through this digital first activity. Trying to get an awareness in my early days that digital is important. That it's a new phenomenon. It's not just e-government on steroids. And that we develop government platforms on a build once, use many environment and that we actually build it through metrics and we manage things through numbers. But we do need to invest in the right things and I do believe as I would posit that doing more with digital is the right thing. We should do it in a measured way but we should certainly start investigating how we're going to respond to the drive towards digital that our customer base is consuming and how it can offer us really quite great value for money by stopping doing things that we don't need to do and helping this autonomous customer to start to gain traction in terms of moving forward the issues we have with spend. I am a digicrat. I have an email address. Although interestingly enough my son doesn't, when I walked into his room and said can I have your email address now I'm moving down into Dublin and stuff like that. I'd like to communicate and he said daddy I don't have an email address. I'm on Facebook and I'm on iChat and I'm on instant messaging. I don't have email so don't bother talking to me on email. So actually now I Facebook him from my mobile phone on instant messaging until we're backwards and forwards. Those are the modern movements in terms of how are we dealing with the citizen on those sorts of mechanisms. I'm on Twitter. I'm on LinkedIn and that's my mobile number because I'm seldom in the office. I'm out with people around the bazaar. So there you go and thank you very much and we can open it now into questions.


What is up everybody, welcome back to the channel. It is December 2019, I'm fired up. Spent a lot of energy this month, man. Just wrapping up the year, closing out the year and really, really visualizing and goal-setting for the next. And one thing that I've always done, man, one thing I've always, always done, I've been in sales, man, for the past 20 years. And that all started in 1999. So going on 21 years, just different sales jobs, right? Whether it was working for a company, whether it was owning my own company, like an actual physical building where employees came to report to me every day, whether it was network marketing, whether it was in 2016 becoming my own boss again and building a social media agency, whatever it may be, man. I've been in sales for a very long time. That's what I'm saying. And I've always started my new years in December. And it was more towards the middle of December because in sales, the majority of sales, it starts to slow down. A lot of people start to check out in the middle to end of December for the obvious reasons. Christmas is coming up, a lot of people, a lot of salesmen that are actually selling different products. A lot of the times their customers or their clients have already checked out. And that makes both of them checking out, right? The salesman checks out, the consumer checks out, everyone's focused on Christmas, everyone's focused on spending time with their family. And so there was always this downtime. And I don't know if that was just me, but I'm willing to bet a lot or just people that I worked with. But I know it was across the board as well. Things slow down in sales mid to end December because everyone's focused on their family and getting ready for Christmas. And so it was in that time period when I would always mastermind and I would always goal set and I would always prepare for the next year in the middle of December. So as people were setting their New Year's resolutions on December 31st, I was already setting my New Year's resolutions in mid December. And I was already knowing what my numbers and projecting what I had to do for the next year. And my goals and just setting the bar higher come January 1st. So I was always trying to get a couple weeks jumpstart, a couple weeks ahead of my competition. And that's kind of how I always planned out my month and my New Year. And so I spent today, what's today? Today's the 19th. So I am grinding until tomorrow. On the 20th is when I check out. And so I already have my plan on what I'm doing from the 20th to the 31st. I'm gonna spend a lot of family time, but I'm also going to be structuring and restructuring a lot of my business components and parts that I have going on as well, right?  I'm not gonna be bringing on any clients. I'm kind of just checking out. I'm checking out for the last couple of weeks of the year, right? Because I grinded hard, man. I grinded hard this year. 155 new clients came in through my business in the year of 2019. And I have a few appointments tomorrow. I actually have a couple more appointments tomorrow. Just a couple. Let me, so I might end up closing the year at over 155. I might, let me see. Let me see my calendar for tomorrow. Nothing big, but I think I do have a couple appointments tomorrow. Okay, so tomorrow I'm speaking with, actually today's Thursday. So tomorrow, tomorrow I have a call with Carrie, which I'm bringing aboard. That's for sure. And then I have a call with Tim, but that's a strategy call. And then I have another call with a potential client at once. So I'm actually bringing these two clients aboard in the blue right here in the light blue, Carrie and Lethe. I'm actually bringing both of them aboard tomorrow. So I'll end up closing the year. Actually, you know what? No, I take that back. I take that back. These are already existing clients. What I'm gonna be doing now is going on to the next step with them, which is the whole point of this video. The whole point of this video was not 155 clients. I didn't really care to show you that part, but what I wanted to care, what I did care to show you was the difference here. 155 clients came in, but 212 of them successful payments. Where's the difference, right? The difference is in the upsell. So there was out of 155, let's do the math real quick. 155, let's go 212 minus 155. That is 57. So 57 of them, I actually upsold. And I'm gonna show you how I upsell them. 57 of them, I actually upsold to go to the next step with me. And I'll show you what that next step is, okay? And I'll kind of walk you through. So grab some popcorn, grab something to drink, smoke a blunt, if that's your thing, because I might go on for a few minutes on this one because this right here, man, is where I'm wrapping it up. This right here is gonna be a good video to kind of learn from it, especially how I'm building my agency and how I was able to bring on these many clients in 2019 alone. And if you really wanna dig deep on how I'm building it, I'm gonna be teaching people exactly, exactly, exactly my methodology in 2020. So make sure you're on my VIP list. The link is in the description, digitalagencyblueprint.com. The link is also pinned in the comments section. But jump on that VIP list with me and allow me to share my secret strategies because I don't share everything on YouTube, but this one I'm gonna get into some details. So 57 of the 155 I upsold, okay? And I brought them on as monthly clients, okay? Some of them stuck, some of them didn't. Some of them needed me longer, some of them didn't. A lot of my passion comes from teaching people. So once I teach people how to do it, I kind of let them go. I don't need to keep you on monthly because I don't, first of all, me, the way I'm building my social media agency is not by bringing on hundreds of monthly retaining clients. That's not my model. That's not what I wanna be doing. Some of you guys wanna be building a business like that where you have 50 clients paying you 2,000 a month. That's fine, but that's not the circus that I wanna be a part of. That's not my model. My whole passion and my business model is digital courses. Building an agency and then getting my clients to wanna learn how to do it themselves. I wanna teach people how to fish, not fish for them. That's where my passion and that's where the whole digital courses and that's where Carter comes in and that's where my whole passion for digital publishing, being able to take your knowledge and package it all up and sell it.  When you have multiple clients calling you every day, it's like shit, that's not easy and that's not the business I wanna be in. I don't wanna be in the client services business where I'm taking on that many clients. My whole model in 2020 is gonna be taking on just a few. Just a few monthly retaining clients, people that actually don't wanna learn it themselves, people who don't have the time to go do it themselves and people who actually have a monthly budget like a good size, that's who I'm taking on. I'm not taking on everyone in 2020 at all as far as monthly clients. But my model as far as starting them small, that's gonna remain the same because I mastered that part. So the whole point of this video is how did I upsell 57 people? Out of the 155, there was 212, let me refresh this just so you guys know I ain't playing. There was 212 successful payments. So that means there was a difference of 57 payments that came in extra, right? So let's refresh this real quick. 212 payments, 155 clients. And so the clients that I actually have, and so here's what I'm saying. These two clients that I have calls with tomorrow, Carrie and Lethe, that's gonna take the 212 to 214. So I'm gonna end up finishing the year at 59 extra transactions from the 155 clients. Okay, so I hope that makes sense. How did I do that? How does that happen? And how do I automate that, right? Because I'm definitely not calling these people, hey, I can sell you another package. Hey, let me tell you about our newest program.  I'm freaking, I'm automating everything, man. And that's why the cartridge system has been an absolute game changer for me because of the email auto responder.  You got your landing pages through ClickFunnels. You got your email auto responder through freaking Sendlane or MailChimp. You guys are dealing with random multiple services and you don't need to, everything is in Cartra. So there's a 14-day trial in the description, profitwithCartra.online. I'm doing everything through one service, okay, through one software. And it's the email auto responder. It's the follow-up. I did a video on that a few days ago. The fortune is in the follow-up. So these emails, I'm gonna show you exactly how they're going out. That's how I was able to upsell tomorrow after I speak to Carrie and Lethe. Tomorrow it'll be 59. It'll be 59 extra transactions. So this 12 will be 214. And I'm telling you, it's all because of my email auto responder. So here's how I do my business. Here's how I've been building my business, okay? So I started my agency in 2016 and just started trying to really master my craft, trying to see what the hell the market is demanding, trying to see the pains and what people are missing, trying to really find my lane. And what I mean by find my lane is find the actual services that are gonna bring value and that are gonna actually benefit the market, that are gonna actually benefit the end consumer. Because you have to come into this game different. You have to be pitching something different. You can't just be offering the same Facebook ad campaign. You gotta have something different, like whether it's your pitch, whether it's your personality, whether it's your strategies, there has to be something a little different. And I truly believe, man, when I started my agency in 2016, everyone and their mother was offering 2,000 a month to a small business owner. Okay, 2,000 a month, 2,500 a month, 1,000 a month, I'm gonna run your Facebook ads. Or 1,000 a month, I'm gonna manage your social media platforms and I'm gonna be your social media manager. It's like, dude, thousands and thousands of digital marketers came onto the scene in 2016 going after small businesses offering them the same shit, same pitch, same service, same everything. And I started realizing this and I'm like, man, everyone's doing the same thing, everyone's getting pitched the same thing. What can I do differently? Like how can I have a different pitch? So when I'm reaching out to these business owners, they're like, damn, David, no one's ever taught me that. And so I had to learn what my market was missing, what my niche was missing, and I had to learn what they were not being pitched.  They're just not, that's not gonna happen. It's not gonna happen. And also that whole pitch is burned out. Like it's played out, it's burnt. Everyone in their mother's trying to pitch 2,000 a month, 2,500 a month. You gotta have a different approach, man. And I just truly believe my approach was different. My approach was different and my approach is different. And that's what I'm gonna be teaching a lot of people in 2020 and that's digitalagencyblueprint.com. So that link is in the description. If you're looking for a different proposition and a different approach and a different pitch and a simple pitch and something that's basic and something that every business owner out there will pay you for, digitalagencyblueprint.com. I'm gonna be teaching you exactly my strategies. So it started in 2016 into 2017 into 2018 and then I ended up mastering it in 2019 is where I mastered my approach. And so this year in 2019, I brought up, I brought aboard 155 clients, right? 155 people went through my pipe as far as my running the damn credit card through. So 155 divided by 12, that's 12 clients, almost 13 clients a month. So that's four clients a week that I'm able to get a credit card from, okay? All through my direct messaging. I haven't ran Facebook ads for clients at all. At all, I haven't ran one single Facebook ad, one paid ad, one YouTube ad, one Instagram ad. I have not ran one single paid ad to get a social media client. The 155 people came through direct messaging through social media, bottom line, okay? Now, as I kind of broke down in my previous videos, I start people off small. I literally have them cut me a $500, I literally have them cut me a $500 check, a $600 check, a $700 check. I start them small. No commitment, no monthly retainer. It's a few hundred upfront for me to go fix your problem, right? And that's literally what I call step one and two. 155 people paid me anywhere from 500, let's just call it anywhere from 500 to 1,000, okay? Anywhere from 500 to 1,000, 155 people gave me that in 2019, okay? Now, again, the difference after tomorrow, it'll be 214, that 212 will be 214. So 214 minus 155, that's 59 people said, you know what, David, I want more. Let's go on to the next step. What do we gotta do? Tell me the next step. And so I tell them on the first initial call, I tell them all the steps, but then I also tell them, hey, you're not ready for that right now. Let's do step one and two first.  And then when you're ready with the monthly budget, then we'll go on to step three. And that's the 59. So the difference here, those are people that came on for the next step with more budget, okay?  It wasn't that at all. It all came from my email automation, okay? So here's how I do it. When I onboard a client, okay? When I onboard a client, I send them through a simple landing page, a simple, simple landing page, which is this one right here. I'll send them to a simple landing page to have them opt in. This is what starts step one, okay? So I'll actually email them this link, okay? I'll email them this URL and I'll have them enter their name, last name and email to start step one and I have them do it from their end. So I email them this link. Now, I used to, you caught me on a few other videos where I used to do this myself. I'd come in here and I would opt in because this is what starts the email auto responder, okay? This is what starts that. But because I have my Facebook pixel track and everything, now it's not on this one because it's a new page, but because I actually have my, actually, you know what? The Facebook pixel is not tracking this first page, it's tracking the thank you page. Let me just opt in just so you can track just so I can prove, you know, just so I can show you what's going on. So let's say someone comes in and a new client comes aboard and I send them this link and I have them start step one. This automatically sends an email out to them right away and my Facebook pixel is tracking it right here. You can see up here, this blue, now it's number three. You click on that and it's showing you page view purchase. I have it categorized in Facebook under my standard events, under my pixel code, under purchase. This is a client that literally just gave me money, okay? So I have it categorized under purchase through my Facebook tracking. Now, I send them the URL so they can do this on their end because I need Facebook to track their IP, not actually my IP. I need Facebook to track their IP. So what I wanna do is I wanna actually, I send them that URL, I send them that URL and then what I do is automatically my auto responder sends them a welcome email. It sends them an email of what I need from them, okay? That's the first email. That's the reason why I set it up as a landing page. So when they opt in, it triggers the email auto responder. That's the reason why I set up the landing page rather than taking their name and just entering it into my email. I'm sure I could do it that way too but it's just easier for me to just opt them into a page. Opt them into a page that page is tied to an email auto responder and those emails are already set to go out, okay? So right when they opt in, they receive the first email, okay? The first email is just a simple email. Now we're on step one, that was the whole purpose of that email going out, right? To start step one and step two. They get an email right away of the information that I need back, right? They just pay me 500 to 1,000 to make that happen. Step one, step two, okay? Now, because they're on a specific email list because they opted in to a specific opt-in form, I have set up seven days later, they're gonna receive another email, okay? This email is just we're catching momentum and this is seven days later. So again, they opted in today, right away they received the first email. That's what I need to complete step one and two for them. They just paid me money. Now we gotta get step one going, okay? Seven days later, I'm sending them this email. We're catching momentum. It's just a simple hello. Hey, Jack, we're catching momentum. Just wanna let you know, hey, man, everything is set, step one, step two. We got Facebook ads, everything is going well. If you need anything, let me know. I'm gonna be a phone call away. Message me, text me, email me.  So I'm excited to be working with you. Have a great day. That email goes out seven days later, okay? And they appreciate that. They're like, damn, okay, cool. This guy, David, he's cool, he's following up. Great email, great to hear from him. That's that second email. The first email was what I needed today. Seven days later, that second one goes out, okay? Seven days after that, I'm upselling them. I'm upselling them on wanting to do a little bit more. Not a major upsell, just a little bit more. Maybe add a little bit more budget to that first Facebook ad that I got going for them, okay? The Facebook ad is going great. I'm saying, hey, man, I'm getting ready to set a few more ads tonight. Let me know if you wanna add more to the budget. And this is a mini upsell that I'm doing with them, a mini upsell, okay? This third one that's gonna go out, it's really the fourth one, but it goes out seven days later. This is a simple value-based email, showing them a video of social media marketing for their industry. It's a value-based video. There's no upsell. I'm just saying, hey, man, watch this. I thought it'd bring some great value to you. I'm always a phone call away. If anything, let me know. That's a value-based email that goes out. Seven days later, okay? So now we're still within a 28-day period, okay? They opted in, they got that first email, that's step one. Seven days later, seven days later, seven days later, seven days later, okay? So we're in a 28-day period where they've already received five emails from me, okay? This last email, this is where I wanna get them back on the phone. This is where I want them to now be thinking of the next step. And I've already talked to them on the first call. I've only had one initial call with them, okay? I've only had one call and that was the very first call. That was when I took them for 500 to 1,000 and got some good stuff going for them, right? In this last email, and in that first phone call, I'm already prepping them for what's next. I'm saying, hey man, when your budget increases, here's what else I wanna be doing for you. And that's monthly, that's the monthly retainer. So I'm already planting the seed on the first call. And while most of you bozos are trying to take them for 2,500 on that first call when they don't even freaking know you, that's my unique difference is the fact that I'm not taking them. I'm not pitching them for some high random price at that point on our first call. Got them for a few hundred and then I'm just bringing value, value, value. And then once, this is 28 days later, when this time to capture local leads, when that email goes out 28 days later, I've already done a phenomenal job for them on step one and two.   And that's where I'm getting them and I'm upselling them. 28 days later to now go on and let's schedule a call because I wanna talk to you about our monthly package. I wanna talk to you about what I'm gonna be able to do for you because at the end of the day, all you wanted were leads. These business owners, all they want are leads.   And so everyone wants that, but that's not what I pitched them right away. I pitched them something a little basic.   Your Facebook business page ain't up to par. Like let me do these little things for you first and then we'll talk about doing future business. That's the fourth automated email that went out 28 days later getting them to schedule an appointment, okay? Because I already prepped them for this call. I even tell them on the first call, I say, hey man, check my emails over the next couple of weeks, we're gonna stay in touch, okay? So it was either today or yesterday, actually it was yesterday. So look, time to capture local leads. Let me open up this email right here so you can see it. This is where the other 57 and then after tomorrow, I'm gonna bring two more aboard. That's where the 59 extra transactions, extra upsells came from. It came from this email, okay? It came from this email. This is an email that I have set up, okay? And you gotta also look at the touch points. How many times am I reaching out? How many times am I touching that client in a 28 day period? I'm touching them five times via email. The first time is a phone call. So, and it's not on the phone, it's actually on Zoom. I use screen share, I use Zoom. That's what you heard of, I've been talking about that forever. I don't do a phone call, I do Zoom so I can visually show them all this. But it was that first phone call, right? That first Zoom call and then five emails, five more emails that go out through this automated system. So that's six times that I'm actually getting in front of that person. Six times that I'm actually touching them in a 28 day period. So this is the email that I have automated, ready to go out 28 days later. And then so here's the title, Time to Capture Local Leads. Hi, Jack, Time to Capture Local Leads. Let me know if you have a few minutes tomorrow so we can schedule a quick call. I have some simple strategies we can implement right away to start capturing local buyer and seller leads. I'm excited to literally turn you into a local real estate celebrity and capture more leads than you could possibly handle. Now's the time to go all in with local Facebook ads. Let's chat ASAP, schedule a call here. They click on that and it goes to my calendar, okay? It goes to my cartridge calendar. Again, everything is in cartridge, man.  You don't need all these damn services. Everything is in cartridge. So they click on that. They go to my cartridge calendar and they schedule an appointment or they'll reply to this email and wanna schedule an appointment. And that's what happened to that. That's how the 57 extra transactions came in and Leticia right here, she's gonna be 58 and then Carrie is gonna be 59 tomorrow. So this email, let's see, this was on the 18th. Today is the 19th. So this came in last night, okay? And so if I click on this, here's what she put down. So here's my automated email. Here's the email. That's the exact email that I just showed you guys, okay? I just showed you that. And then what I'm doing is they reply or they'll click the link, but they'll reply and she replied this, yes, we need to. I try to schedule in your calendar, but it didn't work, which I gotta fix that link. And I'm glad we're here, let's fix that right now. I would like to do 10 or 11 CST. Please let me know what worked best. You guys, Leticia already gave me a few hundred. I've already knocked out a few basic steps for her. She's fired up. That automated email went out 28 days later. That's how I got people to upsell, okay? That's how I do it, you guys, that's how I do it. On that first call, I plant the seed. I let them know to be checking their emails. On that first call, I let them know what the next step would be should we ever get there. I also let them know, hey, man, it's gonna take way more budget. It's gonna take way more budget. It's gonna take a monthly budget. And I even tell them to up front, man. I say, hey, I don't bring on everyone. I don't bring on everyone. I tell them that up front just to kind of take it away and give that little fear of loss. I say, hey, man, I don't take on everyone monthly. First of all, not everyone has the budget and not everyone is consistent with the content because what I wanna do is have people do video. And a lot of people are video shy. They're camera shy. They're not putting out video. So that's not a client that I really wanna work with. Shout out to Robert. I brought a board, Robert, out there in Norman, Oklahoma.  He can do videos in his sleep. He puts out so much video content on social media. It's not even funny. So when I come across someone like that, I'm like, holy shit, this is a match made in heaven. Not everyone's like that. Not everyone can put out video like that. Now, if you're running image ads and just capturing leads for people, you could do that too. But the true branding effect when you're building a local business, the true, true branding effect is when you're putting yourself out on video. That's when your entire audience is gonna take you seriously. They're gonna get to know you better. They're gonna be attracted to you. They're gonna be indoctrinated in your content because they see you.    That's all it is, man. If I was writing blog posts, none of you guys would be here. It's the video content that I continue to put out on YouTube that has brought you here. Bottom line, there ain't nothing else to it.  And again, I tell people up front, I'm like, hey man, not everyone is down to put out video content. So to tell you the truth, John, we may not make it a step three, but I'm glad I could be doing step one and two for you right now. That's fine. I'll take your 500 right now. I'll go knock this out by tonight. It's all good. But should we ever get to video, you know, step three, video content is gonna be a huge part of it. A consistent monthly budget is gonna be a big part of it. So not everyone makes it that far, John, but if we do, again, just check your emails over the next few days and you'll have a chance to schedule a call with me so we can get back on the phone and I can tell you exactly how we'll be able to capture local leads in your backyard in no time. And that's what this is all about, you guys. This all happens because of my email automation. Okay, now if I go back, this is the second upsell. In fact, let me fix this link right now. Most people reply to the email and maybe they reply because my damn link hasn't been working. Let me double check this damn link. Yeah, see, I think I already updated it. I already updated it. So now it should be working. Now it's working. Okay, so let's, let me show you this real quick in closing.  Man, I hope you guys know how serious I take this. This stuff is basic. It's basic and I truly believe most are missing it. Most are missing it. Most are missing it. Let me go back to this sequence so you can really see these upsells. Okay, so again, that one went out seven days later. This second one went out seven days later. That's where I many upsell them. And then seven days later, seven days later, this is where I upsell them on a monthly package, okay? So the difference in 57 over here, 155 and 212, the difference of 57 came from either someone replying to this second email over here, should we go up? That's a mini upsell. And then also replying to the last one. This last one is when I take them on a month, take them on as monthly clients, okay? So that's the difference of 57. The 57 didn't all come from the fourth email, the last email. Some of them came from this mini one where I many upsell them on this second email, okay? So this right here, you guys, is automation. This is how I was able to upsell the other 57 clients to give me even more money, to allow me to bring even more value to them, okay? I speak to people once and it's my email automation that allows them to give me more money and get them back on the phone when we need to talk about a more consistent monthly budget to even bring more value to them. So this is what I've been able to do, you guys, in 2019. I'm freaking fired up for 2020 because I'm gonna be teaching people, again, in my niche, I'm gonna be teaching them how to do all this themselves because, again, my model is not to bring on hundreds of monthly retaining clients. That's not where I wanna go. That's not what I want. That's not my business model.  Shout out to every single one of you.   Like you got headaches from clients calling you all the time and you probably got headaches because now you got employees and you have an office and you have overhead and you have expenses and you're building a traditional business. No more online. You're now building a traditional business because you got clients that you gotta deal with every day and you need help to fulfill and deal with them. So that's not the model that I care to go, Ben. I'm going more digital course and just teaching people how to do it themselves. So I'm gonna be teaching my niche, how to do a lot of this themselves and I'm gonna be teaching people how I built my agency and that's digitalagencyblueprint.com.  So if you're interested in that, man, make sure you're on that VIP list, make sure you check the emails digitalagencyblueprint.com and if you haven't tried Cartram, man, I don't know what the hell you're waiting for. It's a 14-day trial, it costs you a buck. It's one freaking dollar, one dollar to try for 14 days. It blows my mind on how most of you guys haven't even done that and you're over here trying to build a business. Yeah, right. You better go into 2020 with a different perspective, a different mindset and you better be ready to kill it, man. And here's the thing, don't think that any of this should have saturated. You can't be thinking that way at all. You cannot be thinking that way. I truly know for a fact that everyone has their own audience. You have your own personality. You have your own characteristics. You have your own strategies. You are able to go build your own tribe. You don't need the whole entire world. You don't need the entire market to be your client. You don't need all that. You need a handful. You need a small percentage. And when you can grab a small percentage from a billion dollar, multi-billion dollar freaking industry, trust me, man, finances aren't gonna be the issue.  Give me a crumb of a multi-billion dollar company and I'm fine, all right? So don't think you need everyone, man.  I'm telling you, man, bring value, bring value, put a twist to what you're doing and do it to the best of your ability.  All right, guys, so I wish you nothing but the best, man. I'll catch you on the next video over and out.