What's going on and welcome to the NBA DFS Q&A show. My name is Tom Vecchio I'll be here for the next 30 minutes taking your questions about tonight's NBA DFS slave. We have 11 games There's a lot to get to as always this show is every Wednesday You can find it on the fangirl YouTube twitch Twitter Facebook pages. You can follow me on Twitter at DFS underscore Tom There's a lot of news injury news to get to we already asked some questions in there Let's hop right in starting off with born to laugh start Juan Hernan Gomez over way in Gabriel So the news at least let's just preps this by the news that LeBron James was recently ruled out for the Lakers This means that the their offensive lineup is going to be changed, which means There's obviously gonna be extra offensive uses to go around, you know, realistically this lineup Isn't that good? You know, Westbrook is a fine option I guess because LeBron's not gonna be there We're talking about players that are essentially the same if we're choosing between These two and it comes down to herning Gomez or Gabriel I would side with Gabriel simply do the fact that this game has a higher over under It's not by much, you know 11 points is a good enough margin, but I just don't like this defensive matchup against the Celtics We do know that they're very solid. So I would side with Wayne and Gabriel for the Lakers You know as I said on the podcast today the daily ice So there's basically three games on tonight's slate that I have almost no interest in which would be Golden State, Miami Utah Boston and Orlando Okay, see and I say that in the grand scheme of things Comparing it to some of the other games on the slate when we're dealing with over unders that are 238 super high 237 for the Brooklyn Nets and Memphis Grizzlies. Well, this game is down at 209 this over unders almost 30 points higher So I certainly want to be you know staying away from too many options in those three games Specifically, so I would side with Wayne Gabriel for that one Born to Laugh is also asking any three by twos I like this is of course one of the bets on the final sports book Will there be two plus me three's in the first three minutes one of them would be the Rockets and the Mavs It has a little bit of juice on it minus 138 But we do see Houston in the bottom 10 the league for the most three-point is allowed per game We do see the Mavs as the best team league for the fewest three-point is allowed per game But if we actually look on the other side Dallas and Houston are both in the top 12 for the most three-pointers made so Dallas is still gonna give up some three pointers At least we have two teams that can competently hit them So I would look towards Rockets and Mavericks again that has a little bit of juice Sun's T Wolves I think is a good spot to look to as well We see Minnesota in the bottom 10 for the most allowed per game They're also making a ton of per game always good to see a little bit of plus money there And then I would look to probably the Nets and the Grizzlies Minus 106 for that obviously plenty of shooters in that game. So those would probably be my top three I'd maybe put Spurs Blazers as the fourth option I do like the Rockets and Mavericks number one overall But the minus 138 juice might be a little bit much for some people next up is the six-man question the classic Wednesday question Which is who's that player that comes off the bench for a given team that has that scoring upside that may not be immensely popular Bogdan which had a huge game last night Realistically, he's probably in a similar spot tonight just because we also see the Hawks lineup thin down a little bit They're missing some players. So he's always an option Kelly Ubrey always has three point upside in a great game environment going up against the Nicks The injury situation for the Pacers I want to say we're waiting on a little bit because Tyrese Halliburton is listed as questionable So we could be looking at some of the bench players for the Pacers now, but ultimately they could become starters I would certainly side with Dante DiVincenzo as a sixth-man option for the Kings You could always look to D. Anthony melting for the Grizzlies Again, not super interesting going to Jordan Clarkson or Tyler hero who are normally very very strong candidates for that Just do their game environments and then probably Malik Beasley. This game is a super high over under with a close spread Absolutely liking that option Grim on YouTube is asking Mati Staibull Royce O'Neill or Reggie Bullock. So Royce O'Neill certainly falls last on that order Between Mati Staibull and Reggie Bullock It's kind of a toss-up if if LeBron was playing I would almost like Thaibull a little bit more just because at least there's a hope the Lakers can kind of keep that game close this reopened with what is that a nine and a half point spread now or ten and a half points It's nine and a half point spread. It was seven seven and a half a little bit earlier So I might take Reggie Bullock in that matchup just because that it's so easy for him going up against the Rockets again He Reggie Bullock sits out in the corner and just takes threes constantly for the Mavericks Look at this 11 three-pointers all 11 of his field attempts were three pointers And he's seeing a very very high percentage of his overall shots come from three-point range So because the Rockets allow so many three-pointers Reggie Bullock is a player that could really reach value tonight. So I like Bullock. I also like Monty's Thaibull again This is also a player that picks up the steals and the blocks, you know A men's fantasy upside on a point per dollar basis from Monty's Thaibull So I would go Bullock Thaibull O'Neill in that order Grim is also asking take Sacramento on the spread Their spread is four and a half the Pacers do have They're without Malcolm Brogdon. He's already been ruled out. Halliburton is listed as questionable Right. Yeah, he's listed as questionable You know Sacramento, we know they're missing Deer and Fox. We know they're missing some bonus It's not the worst bet in the world in the grand scheme of things. These are Two teams that are essentially the same. They're just kind of like too bad You know defensive teams so almost either one can win it and if Halliburton gets ruled out I assume the line would shift a little bit. So at four and a half. I wouldn't mind the Kings I have a little bit interest in the pistons at four and a half They've covered 14 out of their past 15 games and they're at home against the Hawks the Hawks on the second I've a back-to-back and the Hawks are missing a few players out of their lineup and their rotation Grim is also asking Cole Anthony over Pat Beverly The matchup for Cole Anthony is obviously very easy going up against the OKC This game environment again, not my favorite It is the best out of these bottom three that I would say Utah Boston to 16 This is 221. So it's still certainly usable to a two-point spread Golden State Miami. I know Golden State super short-handed. So I'm not really going there So I guess this game is viable with Cole Anthony This game environment is no doubt better for Minnesota and Pat Beverly the issue with Pat Beverly He is he's not a massively high usage player and he's also not a big pure score So I would choose Cole Anthony hoping to be a little bit different in tournaments Chris is saying on Facebook saying the Sun's gonna do it this year Certainly looking good right now and they don't have Chris Paul That's always a strong indication for them. Sabana on YouTube is asking at best games to target There's a number of them Like I said, there's basically three that I don't have a whole lot of interest in I know Houston and Dallas has a lower Overunder, but we're gonna be seeing Spencer didn't witty and Jalen Brunson be very popular for Dallas a it's an easy match Up and be there's no look at dodge. So we're still targeting players from Dallas Just due to different circumstances. So outside of that Phoenix and Minnesota with a huge overunder and a one-point spread is fantastic same thing for Brooklyn and Memphis You absolutely can be looking there. I love that game Also very high over under close spread and no defense being played between either of those two teams You could certainly look to the Knicks who are in a massive pace-up spot. They're 27th in the league You see Charlotte playing up at three. So Nick charlotte's Sacramento, Indiana Brooklyn Memphis Phoenix Minnesota go into some of the Dallas options And then San Antonio and Portland. Don't forget about this game. These two teams are very close in the standings They don't play defense Etc. Etc. DJ is asking take the jazz on the spread. I don't know if that's for me Boston looks really good right now They are looking super strong, you know, they're coming back home after a long road trip where they won all four or five Other games on their road trip whatever it was. They are Boston's a tough team to bet against so I just I that's not a spot. I would be going for them I'll roll that right into Savannah's asking favorite fainting with bets of the day So the bets I made I got the nets a little bit earlier was one and a half earlier. It's one now So I'm on the nets one and a half among Kyrie over 25 and a half or 26 points, whatever it is over 26 and a half Obviously, this is a winnable game for the Nets. They're going up against Memphis who have no John Morant Memphis is still a very good team in even without Morant. They, you know, won a number of games earlier in the year when he was out I just think that Kyrie like has to make it known that He's still a member of like a valuable member of the team because this is an away game He's obviously gonna be playing it only these not home game So like this is his time to shine in a winnable matchup and the Nets are looking good They've won six out of their past seven. So I like the Nets. I like Kyrie over 26 and a half I also took Took who was it? I took Jalen Brunson over 30 and a half PRA Didn't really was a little bit higher. So I took the I took Brunson who's a little bit lower, right? Brunson, yeah over 30 and a half didn't we was a little bit higher. So I took the over on Jalen Brunson PRA over on Kyrie points in the Nets minus one and a half Who would you take core Joseph or Chris Duarte DJ and Facebook is asking I would certainly lean towards Duarte Right now especially if we do see Tyrese Halber and ruled out we already Malcolm Brogdon ruled out So that's certainly a plus for Chris Duarte easy match against the Kings pay-sub-spot high over under Not saying that it isn't a good matchup for Corey Joseph I just like the potential of extra offensive usage for Duarte ahead of Corey Joseph who really isn't the highest usage player When it comes to the Pistons offense 10% usage rate half a fan who point per minute. He is dead last in usage among their starting five I'll take Chris Duarte with definitely no Malcolm Brogdon. He's already ruled that and then potentially no Tyrese Halber Who's listed as questionable? So yeah, that's where I would look for that you didn't see the spread for the Nets game whatever might be get some clear the jazz game. It's five points The Celtics are looking too good to go against them right now. That's not my not my favorite spot to go Savannah is asking the best value. There are a number of value plays on tonight's slates I'll certainly be looking to some of the options from Dallas They're not super deep values whether be Din Whitty whether be Jalen Brunson fifty three hundred dollars I know a lot of people are probably gonna be going to Ty's Jones at forty three hundred John Miranda's out Him sliding into starting lineup as he did the other day in their most recent start is very very clear You can be going there. I like Davion Mitchell tonight as well forty six hundred dollars for the Sacramento Kings Dear and Fox is listed as doubtful. He's gonna be stepping into the starting lineup great matchup against the Pacers the issue here ultimately is that they're both only listed as point guards And I certainly want to get up to Kyrie Irving and the John de Murray I luckily we do have dual position eligibility for both of them so when you're setting your lineups making make sure that you do have Irving and Murray set to Shooting guard and if you're using an optimizer have them set to shooting guard Eligibility so you can roster Jones and Mitchell because if you roster Irving and Murray a point guard Then you can't roster Jones and Mitch Mitchell at shooting guard So that is there Boston barely in the playoffs. Boston is looking great right now Not a spot that I'm gonna be going against it is Kyrie's birthday Dre on Facebook is saying So, yes, we have the birthday narrative in play if you want to be going to Kyrie because the birthday narrative It's always fun birthday narrative baby narrative hometown revenge narrative Whatever you want to add into play combined with the fact that again as I said like Kyrie's gotta kind of put up the points now because this Is in a way game for them in Memphis Again winnable matchup with no job or rants So I do like Kyrie tonight not because it's his birthday. It's always fun to add that in But I will be going to Kyrie like I said the over 26 and a half there are two NBA boost Would you take remember that yeah, yeah booster over here? So Kevin Durant and Kyrie to score 60 plus points combined and Tatum a score 30 plus points and Marcus smart to make two plus threes Okay, I would have more faith in the Irving Durant one And obviously doesn't have as much as much value as that one It comes to I would say it comes down to Marcus smart. How many threes is he taking per game? Five five seven four three The threes are what would what would bother me for the the map that for that boost I would have much more Faith in Durant and Kyrie combining for the 60 plus points against Memphis I mean this game is a massive over under so that's where I'd be going the threes with Marcus smart is a little bit More concerning I would have plenty of faith in The 30 plus points from Tatum. He's been on fire as of late. So that's where I would certainly be going Could you be strong grim is asking start Clint Capella for the Atlanta Hawks? Obviously a good match of them going up against the Pistons this matchup You know Center I think is an okay spot to be going if you want to differentiate Jewel and beat at $11,000 is certainly always a good play but with no LeBron I think it lowers and beads ceiling overall right if we're looking at the blowout factor Which is certainly very real for Philly tonight with no LeBron Listen, even when LeBron is in there. They're losing by 15 20 points in time So Joellen beat I don't think is as much of a priority tonight So dropping into the mid tier is certainly an option and Clint Capella would be a spot that I'd be going I like the under 18 tonight at $7,200. Clint Capella would probably be next I also have I would say slightly more interesting Yaka Pertle over Clint Capella because the matchup for Yaka Pertle Portland is very very strong So in that mid-tier at center, I would go to Yaka Pertle or eight in ahead of Capella not saying Capella is a bad choice But Liking a few options ahead of him. Who's gonna be MVP Joker Titi Yanis or LeBron? Well, it's not gonna be LeBron. It's probably to come down to Yoke itch and bead Or Yanis, I don't have a future on anyone. I don't have any NBA futures As of now, so that's you know future bets MBA is especially for MVP it can be very very close for some of these players Let's get an update on these injuries There's none. So the situation for the warrior study is another one. I think that's worth mentioning Super low over under in this game, right? That's the main thing against Miami super low over under Miami's a good defensive team It's just that we should be seeing so many minutes for some of these players because they know number of players ruled out They're on a second. I'd go back to back. So the usage should be there for Jordan pool The usage should be there for Andrew Wiggins. Is this a spot that you have to go? Do you want to be going here? You know the 209 over under frankly, I don't Think it's a priority to get to these players from the warriors who are in this lower over under game Despite what could be a strong minutes projection from some of them. So Jordan pool. I think is fine In the grand scheme of things I don't think he's gonna be super popular at point guard tonight or shooting guard just because there's so many other strong options around him So I'm fine with a few warriors players or one or two But that's not a spot that I would be going super super heavy Saban on YouTube is asking Who would you stack from the Kings and Pacers game? So this game is obviously expected to have a ton of points to 34 and a half over under four and a half point spread Two teams that don't play a whole lot of defense David on Mitchell as you see here is one of my favorite value plays on the slate stepping into the starting lineup Because the Aaron Fox is out for the Pacers if Halliburton is ruled out who's listed as questionable right now I think Christo Wartt is a great option. This is a Revenge game, you know for buddy he'll going up against this former team The extra usage could be there for him if Halliburton is out But we also could be seeing I mean theoretically we could be seeing Dwayne Washington into the starting lineup if Halliburton is ruled out That's a very very big if Washington is not a player. I would look to otherwise. So I would certainly look to Halliburton if he plays buddy he'll Chris Duarte Mitchell Probably then Damian Jones for the Kings Yeah, yeah LeBron that air is over. But yeah and beat and beat is looking great this year So that is always a spot that you have to be concerned like you know realistically if indeed were to win it I'm not gonna be shocked if Yoko twins it I'm also not gonna be shocked if Yanis, you know puts up a strong last month or so to close at the season Like he's gonna be in the conversation. Like I don't think there's a clear-cut winner It's kind of like a coin flip scenario. Do you like anyone from the New York? Charlotte game? Absolutely We always have fancy upside from teams going up against Charlotte because a they don't play defense and B They are the third fastest team in the league the Knicks are sitting at 27 So I've spoken about R. J. Barrett a number of times When he has this type of shot volume 20 plus essentially on a nightly basis His scoring ceiling is going to be immense last night He posted 51 Fandall points and he shot 9 of 25 from the field now as I've said On the podcast this morning 9 of 25 from the field is is kind of average too bad, right? Like that's a pretty Mediocre shooting performance and he still had 51 Fandall points now He did have 13 assists which is a lot for him But that shooting volume if that's gonna stay there which it is at 20 plus That's always gonna grant him a high high ceiling not to mention the fact that he shoots a ton of threes now He's been a bit variable when it comes to these three pointers, which is very clear one of seven He's four eight. He's five eleven. He's one of six, etc, etc But the scoring upside is always gonna be there for R. J. Barrett So I love him in this matchup tonight against the Hornets who also allowed the second most three pointers per game So a big pace of spot high over under no defense plenty of shot volume for R. J. Barrett You can be looking there. Alec works is also a solid, you know mid-tier play He's not super expensive. Oh be topping at the start last night because Randall was ruled out Randall is listed as doubtful for this game So we should expect OB top in the starting line up again And then Lamella ball always has like double double triple double potential to fill up a stat sheet So he's always a viable option So there's plenty of players from the Knicks and the Hornets game should have a nice back-and-forth game environment Can the Knicks upset Charlotte's night and hit the spread or no the spread is yeah, I mean Charlotte they've won Haven't Charlotte they've won what five in a row right four in a row five round for Charlotte. Let's see One two three four they won five in a row So they've won five in a row They've covered in for their past five like at a certain point like in the grand scheme of things Charlotte is like a pretty average team I mean, they're barely above 500 so like they're bound to lose a game at a certain point and You know coming off a couple couple wins. I think the Knicks could cover tonight They're well coached.  It's not like Charlotte's a defensive team you're worried about Right, it's not like we're we're worried about Charlotte's defense and like shutting down the Knicks Like this is a spot that the Knicks could easily win against our Charlotte So I would look to them on the spread at plus eight Like I said, I also like the Pistons at home plus four and a half They've covered 14 out of their last 15 games Detroit has A lot are 14 out of 15 or 14 out of 16, whatever it is But they are covering all of these games, which is great to see they've kind of you know, step things up the second half of the season So I would certainly like the Knicks tonight Savannah's asking how would you prioritize the power forward and center spots night with Kyrie and Murray being together in the lineup? so it comes down to where you are getting Kyrie and Murray in a lineup like I said, I like them at shooting guard tonight This is simply just due to the ease of roster construction when you're trying to get in some clear value plays at point guard with Jones because Miranda's out and Mitchell because Fox is out So getting to Irving and Murray is certainly viable 6,000 left you could look for some value if you want to be getting some value options in there obviously Wayne Gabriel has jumped up to the top of the value chart since the News that LeBron has been ruled out. I like Dorian Finney Smith I like some of the options on Dallas. Like I said, I spoke about Reggie Bowe before he's certainly an option can be going to Dwight Powell isn't the biggest scorer in the world But he does have a very very soft matchup going up against Houston who are dead last in the league against centers So you can be going there For value at the power forward position also looking to some of the options for either Sacramento or Indiana at the power forward slash center position both of those are in play I think realistically falling into the mid tier at centers where I want to go like I said I mentioned eight in I like y'all cup hurdle tonight easy matchup going up against the Going up against the Portland trailblazer. So we're not working with like stretching the line at bed Oh, you could still spend down at power forward if you want to get Trey Lyles in there. That's fine You'll take a bit of value in a good match against Indiana 6400 for a few players left is certainly an easy spot to go Favorite pay-up options that are under the radar is to rank and be under the radar Yeah Tatum would be like the ideal under the radar call because he's in this lower scoring environment And he's a still a player that can go for 50 plus points. So it might be Tatum Again because you're playing the game that no one's super interested in this game environment of 216 When you can go to games that have overrunters that are legitimately 20 points higher So Tatum is gonna be the player to go a bit overlooked He would probably be the best because he obviously has a massive ceiling So that would probably be the player. I would go to a 94 hundred like you were going out of your way to be different in Tournaments Because you're expecting Tatum to still put up 50, but he's also not gonna be popular Just due to that game environment 216 compared to some of these games that are up in the high 230s DJ is asking take Bruce Brown or save with buddy healed and get more expensive guard like Kate Cunningham Take Bruce Brown save a buddy So I love Bruce Brown. I spoke about him on the podcast not just him specifically But a player that's around his salary that's in a game environment such as this one So we're dealing with a super high over under close spread which you can say about a number of games tonight, right? Like that's what we're ultimately looking at Brown is 6700 and he's filling up the statue in a variety of ways. He's doing a some scoring He's you know grabbing some rebounds and assist He's always been good at stealing the ball and because this game environment is so strong back and forth with so many possessions There's a multitude of ways that he can reach value So I love the idea of getting to players like Bruce Brown tonight like Kelvin Johnson for Saint Antonio Kind of the same situation where it's not like anyone's starting their line-ups with Kelvin Johnson But he provides tremendous fantasy production, especially against the weak defense So I would side with Bruce Brown right now if I will say if Halliburton is ruled out Buddy healed could see plenty of shot attempts against Sacramento So it's Bruce Brown right now if Halliburton is ruled out I would have interest in going to Buddy healed and then getting up to a more expensive guard That's certainly fine. Grim is asking how do I feel about Tyus Jones? Love Tyus Jonestad He was one of the value plays that I wrote up on numberfire.com as one of my top value plays He is projected as one of the top value plays overall Just due to John ramping out great game environment high over under both teams in the top 11 of the league in offensive pace You know, it's not like Brooklyn's been winning games, but it's not like they're super strong on defense So Tyus Jones and Davion Mitchell are my two favorite value plays at guard tonight I also have a little bit of interest in going to Joshua primo for San Antonio. He's $3,500 the minimum salary He's seen 30 plus minutes in each of the past two games. He's been in the starting lineup each of the past two games He's not putting up a ton of fantasy points. I get that but Him reaching value at $3,500 is really really easy to do. I Don't expect him to go for 40 plus points. I don't expect him to be like the best value play on the slate But he can reach value at $3,500. It makes a lot of construction easier. It's a great game environment going up against Portland He's not gonna be jumping off the charts in terms of the best value plays tonight But I still have interest in going to a player like Josh primo get some of that min salary 30 plus minutes for San Antonio is always nice That's so that's so always an option you can be going to you know seeing lineups that have these two players plus Brunson in there, you know, maybe you swap one of them out to get into Spencer Dinwiddie That's certainly fine. You want to get Doreen Finney Smith. That's always an option We're dealing with tremendous amount of money per player remaining. Even if you wanted to spend up for Kyrie here you wanted to get to Durant or you wanted to spend up at center and you wanted to get to him bead You still have plenty of salary remaining You're locking in players that are stepping into the starting lineup like Jones and Mitchell Brunson's gonna see an increased workload because Lucas at same thing with you know Doreen Finney Smith He'll see a couple extra touches on the ball easy match against Houston Etc. Etc. So some of these value plays are really really clear tonight and it gets even easier You know, I think primo was a good value play. I certainly don't think he's a great value play I'm certainly willing to embrace a little bit more risk considering. He's $3,500 and if he does go for 25 fable points that's certainly a win right there and he's 3,500 so you can spend up wherever you want So the guard positions tonight or just both guard positions tonight offer a tremendous amount of value, which is always great to see DJ is asking Trey man or RJ Hampton Trey man or RJ Hampton. I would certainly start with Trey man And just the coin flip to kind of decision Trey man There are obviously a different salary tiers, which is the question you have to ask like if you are Trey man he's point guard. So if he's 6,500 if you're getting the Trey man over RJ Hampton Who's 3,800 like where does your lineup change? If you are taking the savings on RJ Hampton, where are you spending that? What is it? $3,500 just under or just under $3,000 $38 to 6,500 like where are you spending that? $2,700 difference to upgrade what part of your lineup? I would take man for the higher upside RJ Hampton's been okay in the grand scheme of things So I would side with man in that matchup. It's looking like a great slate I think we're gonna see a ton of scoring tonight. I think we're gonna see a ton of high scoring lineups some of the injury news We do need a few updates on Larry Nance, okay, that's for tomorrow slates ruled out So the news for tonight SGA Kat Halliburton, I would say are the are the main three you want to be looking at We know Fox is doubtful Randall didn't play last night Wendell Carter does have a good matchup if he's gonna be out there I would have interest in Wendell Carter, but SGA Kat and Halliburton are the main three Injury notes you want to be looking to because if SGA is out it makes Trey man that much of a better play in the the Trey man to RJ Hampton matchup if Halliburton is out we could be getting some value with Chris Duarte We could be seeing Dwayne Washington Maybe in the starting lineup if Halliburton is out but also should offer extra shot attempts for someone like Buddy Heald and Duarte over on Harden or Curry well Seth Curry For the Nets he's he's a game-time decision tonight So I wouldn't be going there Steph Curry. We know is out So Harden because he's the healthiest among them Seth Curry you would want to get that injury update from the Nets because he's been dealing with this ankle issue Alright, so that yes Steph is out Steph's been out for a couple of games And he's gonna be out for the foreseeable future. So I would say do not roster Steph Curry tonight Yeah, so that that's that's a pretty clear and go with Harden over Steph Curry tonight All right, so that does it for today's show we'll back next Wednesday at 4 p.m Right here in the family YouTube twitch Twitter pages you can follow me on Twitter at DFS underscore Tom until next time Good luck in your contest


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the end there's always an offer at the end but I can guarantee you I'm not selling you a course there's no digital product at the end the only thing I'll be offering you is a limited time chance to work directly with me which is something I have not been offering for years so there's nothing that I'm going to save from you here you're going to learn every single thing that I know at least as much as I can cover in this short video and I'm going to give you a quick introduction into where I came with this knowledge my my insane story over the past six months so about six months ago me and my partner opened up a company called Primatica and our initial decision was to open a company that would deal with automations that would help business owners automate parts of their website automates things that their employees are doing basically a company that helps people with efficiency and right off the bat I knew that the way I wanted to market this company was using cold emails the reason for that is a friend of mine who happens to be a client today basically grew an SEO company right in front of my eyes from zero to about $250,000 in monthly recurring revenue over just two years and he did that without spending a single dollar on ads and the process that he used was very simple actually he would basically email somebody that he didn't know somebody who was in his target market he would then offer to make them like a video that shows how like in a competitor analysis for how they can basically beat their competitors in the SEO game the people would watch the video they would get on the call with him and he would sell to them so he he built again a $250,000 a year business while spending almost zero dollar in ads maybe just retargeting and and the confidence that he had and the speed in which he grew is really what fascinated me into this strategy and made me want to try it for myself so I started off with emailing people myself I basically found businesses online that fit kind of the the the type of what we were looking for at the time I would send them an email I would say hey you know I saw some stuff on your website I'd love to make you a quick video analysis and people would generally reply and say yeah sure I'm interested send me the video and I would send about a hundred emails I would get about three or four replies and out of those usually about one of them would actually go on a call with me now we started off with that and what I was just sitting you know we didn't have the money back and then to to delegate to hire employees to hire programmers or anything so I just did it all myself basically I would sit down in the middle of the night I would just look for leads online I would basically search for a company type like for example a roofing contractor and then just to the location and I had like a spreadsheet for that so for example roofing contractor in Houston Texas and what I would do then is I would add every single company that I find to a CRM I would then email them personally just type out the email and this will basically take me about eight or nine hours of my time to find about a hundred to 200 leads and then message them all by the way if you guys can hear me well please make sure to give me a comment in the chat if you can't hear me let me know just in case but let's continue so thank you so much so we started off doing that now again I realized it's stupid I realized there's really no point in me doing that over and over and over again but also hiring somebody to do that felt like really really stupid at the time because why would I pay somebody thousands of dollars just to do some manual work and I happen to have a bit of a background in python programming and I said hey why not maybe build a robot that goes online and basically does the exact same thing for me and then takes these leads and puts them in the CRM automatically so I would basically feed it with a list of industries and a list of locations and it would then look for them manually so literally like go click click click open up the website grab the email grab the phone and kind of build me a database like that and I did that and I was like whoa that's cool and that saved me like four or five hours a day and it was about five or ten times faster than me in the same amount of time so I was like okay we've got something here and then the second thing I started to realize was hey why am I sitting down and basically copying and pasting emails and personalizing stuff when maybe maybe I can also automate that and so I tried that and it took a while because Google did not like automating their email sending and we had capture problems and login problems and we had to learn about G suits it was a very very short but very arduous process and suddenly we've had a system that basically took what I did which worked which was finding businesses online and sending them a personalized email and it worked completely automatically so basically we took eight hours of my time and created a robot now that robot did not cost us money it worked on my computer it would send out about a hundred emails per day and it would just work and I showed it to the person I talked about earlier the owner of the SEO company and he said like I just sent him like a video screen recording of the system working and the moment he saw it he just called me and he said like we need to work together I'm gonna pay you like what what do we need to do to move forward with this I want this now and that's when I realized that we've built something special so funny enough as a as an automation company we've built a tool to market ourselves and ended up saying whoa we've just built the perfect product or service so long story short six months later from this and again six months I'm saying from the moment we just got started from zero we're now at over 50 customers with about half of that time not even war not even marketing ourselves like half of the time just building the system making it better and better working on it because the fast we grew so fast we actually had to stop marketing for about two full months of the company's lifespan so 50 when I say 50 companies I don't 50 customers I don't mean 50 customers that pay us $50 a month or $100 a month I'm talking about people that commit to pay us $2,000 a month for our system and we also grew to about 20 employees in in literally three or four months and we did that while building the system while thinking while fixing the bugs while thinking about different strategies realizing what we're supposed to do and we did that because we've managed to build a cold outreach process that as the webinar describes is consistent automatic efficient scalable and it just works and we reached points where I would turn on the automation and I would just send emails for five days and I would literally get 30 40 companies scheduling calls with me uh in those three four five days and I would close about 10 12 of them so the the results were absolutely insane and that was like the holy grail of of what we're looking for in terms of our service uh we were obviously our best clients and and to this day we use our system to do anything we want and basically are able to reach anywhere from 2000 people a month to three million people a month like the the scalability is is perfect so here's this is where I'm at this is where the webinar is is being taken taking place in terms of my progression me as a business owner I've talked to hundreds and hundreds of business owners in the past two or three months and I'm going to share with you the the actual strategies how we did that how you can do it in your business not just using our system how you can build your own system that's going to save you all the money you're spending on on advertising that's going to give you control and we're just going to get into that right now so why would you want to build a system like that what are the benefits and there's so many countless benefits but I've just picked out like five benefits that I think are stand out immediately as the best ones so first of all I've always been big on being at the cause not at the effect taking the initiative anything that I respond to I always considered as less good than something that I initiated so I would literally prefer to contact somebody and have them say no then have somebody contact me and get them as a client and the reason is I did not create that and the fact that I did not create it I did not initiate it means that I don't have possession of it I don't have control of it I don't feel like I own it like I did it which means I can't really replicate it and I can't multiply it so I've always preferred to be at the initiative and by building a system that does outreach meaning I'm not waiting for them to come to me I'm coming to them you're always at the initiative you're always at the cause the other benefit is that it allows you to pick your targets so what does that mean it means that because you're the one who's choosing you're basically able to choose who you contact and that has so many benefits and I'm going to explain them in a moment but just to name a few imagine that when somebody comes to your website from SEO from a Facebook ads campaign or a LinkedIn email campaign you can't really know who they're going to be basically somebody's going to contact you you can't control the variable so you don't know who's coming in on the other hand if you're a marketing agency that works only with roofing contractors you can literally target only roofing contractors in only certain places and only of a certain size and you can literally create the process where every single person that says yes is the exact person that you want and this leads to consistency now consistency is the holy grail of scaling and the reason is because I've been able to control which type of leads are coming in using our system I've been able to start predicting what's going to happen because when you have hundreds of people scheduling calls with you and every single call is the same because you're scheduling calls with the same type of people the same industry or the same locations or the same company size you're then able to quickly learn how to really do a good process and because again every call is the same you use the same process every time you don't have to try a new thing every single time so what that leads to is you'll say something like one way and then you'll say it a different way on the other call you say oh that worked better and oh that worked better and just naturally you'll start building a process that just works and the way that we've really maxed that out just to give you a tiny example of what I'm going to explain later we've actually been able to take the three to four minutes demo video that we use to schedule calls with people and I've literally been able to take my sales call turn it into a 20 minute demo presentation and basically just send it to people right off the bat so we'll email them they'll reply and say yeah I'm interested in learning more we would send them a video and I would get people who have literally watched a 20-minute video which includes the overview the pricing how it works how to get started questions and answers so by the time they actually get on the phone with me they're super warm they're super interested and I have about 40 to 50 percent closing ratio with these kind of leads imagine that being able to email somebody you don't know and being able to get a 50 percent closing ratio on a cold email on a sales call this is the type of power that you can get using our system now compare that to what you get on a facebook ads platform or a google ads platform and you'll start to see the difference another huge huge benefit and I'm actually going to go a bit beyond what I wanted so instead of five we'll do six is that if you build a proper cold outreach process it's actually scalable so the problem with most other processes is that they're not scalable when you're dependent on inbound marketing so facebook ads google ads stuff like that like you cannot scale it you cannot scale seo you cannot scale facebook ads and the problem with that and you might be saying oh of course you can you just increase the budget but the problem of that is if it was so simple and you could just scale it and just get the same amount of results like 10x the amount the money 10x the results if it was that simple it would just work but why haven't you done that yet so if you get a good ROI on your ads why haven't you scaled in 10 times and the reason is if you scale it 10 times you're going to get about two three times the results and the reason for that is because you're competing with other people and these companies do not have an interest for you to scale your campaign I know it sounds like oh why wouldn't they have an interest the reason is they prefer you to either invest a million dollars a month because you really don't care you're a huge band or just have a lot of small clients they don't want a client that kind of shoots up the ladder and that's going to always cap you that's why only about one percent of of the ad campaigns that generate revenue actually managed to survive scaling to 10x or 100x quantities unlike a cold outreach system which would always survive the growth another huge benefit and we're really almost done with this and now we'll move and then we'll move on to how to actually build the process so another huge benefit is that you have full control of the process you can literally dictate every single part of the process you're not beholden to Facebook or Google to tell you what you can or cannot say and I mean I've seen ad accounts that spend $50,000 a week get banned for no reason because they don't care and and that cannot happen to you if you have a process that you've created that is yours because you're not beholding to anybody you're not dependent on anybody else which leads me to the final benefit is being your own master being able to control your process and being able to really really do what you want to do if you guys have questions feel free to write in the chat feel free to write in the questions below I'll go over those soon but now I want to actually get started with you and I want to discuss how to actually build this process what you can do to actually create a process that's going to allow you to do this amazing thing that I'm telling you about so in order to build the process there's a certain number of steps and anybody who's attending this call I'm going to send you the entire thing like the whole summary so you can go over it at the end of the call first step you need to do is to build the process and the way you build the process is you decide on an end goal and by the way for this part we are going to now transition into kind of a viewing mode so I can draw for you and this way I'll be able to kind of demonstrate so first of all you want to start with an end goal so the end goal is basically where do I want to get to with my results so for example my end goal is I want to have a client that pays me $4,000 every single month and is from this industry and gets these kind of services so you must first of all decide on an end goal now the next step you want to hypothesize the actual process so the way that you hypothesize the process and let me kind of put that here to make it very very easy for you to to read it as well so the way that you hypothesize the process is that you want to kind of sit down and say okay what would a process like that look like what would a funnel like this look what steps does a person need to take in order to reach the end goal that I'm striving to get to so let me kind of explain to you how you want to build your process the first thing you want to do is you want to make sure you have a good data gathering process so the data gathering process could be anything from for example going to basically building a spreadsheet imagine a spreadsheet where you have here you have a bunch of cities so for example you have here Los Angeles you have here New York and then Houston basically a bunch of cities and here you have a bunch of industries and then what you do is you do a search for the city plus the industry and then basically grab all of the results and put them in a spreadsheet so for example I could be looking for a roofing contractor in Houston Texas and then the end result would be that I would get here a lot of roofing contractors now the way that you want to really know if you're looking at a listing website or a good website is based on the arrows if you see these arrows it's usually a listing website and you want to avoid it these websites are good so you want to really look for websites like this and basically you go into the company you go to contact us you collect their information and we're going to talk later about optimizing about delegating automating we're going to talk about all of that in the next few minutes but again first step you really get just the information you need the email the phone number based on the process you're building but at the very minimum you want to get the company's name and the company's email and the industry so you build a process that has data gathering now the next part is you want to build your approach so the approach is what's called like the debate this is where you find a way to approach them in a smart way now the approach could be anything from sending them an email so basically sending them an email like hey I start your company and I noticed there's something on your website that you could improve it could be a cold call it could be approaching them on LinkedIn it could be a Facebook approach and I've really seen everything I mean I've seen everything to the point of like I've seen companies where their inner their inside approach is to basically contact the business owner for a consultation like actually pretend to be a client and then which obviously only works with a non-local business but I've literally seen that happen where I've had people that I've worked with and coached that are sales trainers and would literally go on sales calls with companies which would basically just guarantee them the meeting and then on the actual meeting they would then add value and actually turn the the prospect into a client you know from them being this prospect to the other person being prospect so again first part is the scraping and again you don't need to do that with Facebook you can do that with LinkedIn you can do that with Google you can do that with Facebook it really depends on your targets and again we're going to go into questions and answers very soon the next step is you want to add value and basically give them the bait so value slash bait now the way that you do that is you want one of the best ways is it could be a demo video so for example you could record a video for them that would basically get them really interested so a simple screen sharing video that kind of presents your personality another way you can do that is a free call where you can give them some value you can go over some stuff that's important and valuable to them and another type that's actually very interesting and we've worked with companies like that and it has been fantastic it's just really an amazing front-end offer I mean I've worked with companies for example a company that we've been working with for about two and a half months called OTR PR just so you see them I'm going to give them a small a small signal a small ad here so this company basically says look we'll give you we're the best PR company in the world we charge this much but we guarantee your publication so we have 100 success rate and we guarantee that we're going to get you the results or if not you get your money back basically the world's best offer and you know what they what people don't really know is that they're extremely picky but they've been using our system and they've basically been beating everybody in the amount of leads and the reason they've been doing that is because they have a better process a better front-end offer than almost anyone else because the front-end offer kind of sells itself I don't need to give you free value because the front-end offer is so bold it's so courageous and takes so many risks that basically it's you know it's very hard to say no to now let me go back and continue another company by the way that we work with is a logo company I'm not sure if they're willing to have me give out the name it's a it's a company that does custom branding it's one of the best companies for that in the entire market of North America and what they're offering because they work with large companies is we'll design your shirts for free like we have the best technology in the world we'll give you a free custom tailor design and send a sample to you for free obviously they're getting a ton of leads and it just it's working amazing so again you have the scraping the scraping process which you can use any kind of service that you want then you have the the value the bait you actually get them to come to you and again the idea is I come to you so I actually I approach you if this is the target I will be the one who approaches you but when I approach you my goal is to have you come back then to me so I approach you but you need to come back to me so it's about attracting it's not about pushing towards the person and forcing yourself on them just about getting them interested enough so that they'll come back to you now the next step is you move them up the ladder and you qualify them so let's say that you've had a short call or they watch the demo video or they applied for the front end offer what you that want to do is you want to have a good good qualification process and let me show you a quick example of the way that our qualification process looks somebody wants to schedule a call with us it's a 15 minute call if he even wants to schedule a call he needs to fill this entire form I need to know how much money they're spending on ads I need to know how much money they're able to invest in case they're are interested I want to know some extra details about them so I can say no at any point this is a good qualification process and of course every company has their own qualification process which is a critical critical part of the process and finally then you get the sales call where you really want to make it perfect you want to have the the you start off and you kind of obviously you're going to maybe blunder in the first few but once you get good at this or if you already know your target market well you're going to have an insane rate of success now a couple of quick tips for you so you want to be following up relentlessly with people so whenever you finish a call no matter what you do make sure that you send them a proposal at the end no matter what a good call that call send them a proposal because if you have not sent them a proposal they literally have no way of saying yes or getting started with you or anything of that sort so they cannot move forward there's a zero percent chance then what you want to do is you want to follow up so create reminders either using your CRM or your phone or whatever way that you use every week you want to check up on them and the types of messages that you want to be sending are simple simple messages like hey David just wanted to quickly check up on how you're doing or hey Alex how are you moving forward or hey Max is there anything else that we need to get started just quick small messages and really that type of value offering would get you insane results i mean i've closed about 10 deals in the past two three months just from people that you know they we have sent them a proposal had a great sales call and then just send them an email like two weeks later hey are we moving forward and then the person like wakes up and they're like oh yeah you know let's do it and then you just have them as a client like that one final tip regarding that also at the end of each call make sure to let the prospect know if you need any more information if you want to if you have any second any doubts any second thoughts let's do another call i'll be happy to do it offer it from from the beginning my motto is i want you to think about it you know i have a very special selling style which is also part of what i teach which is actually super relaxed super light where nobody feels pressured and still i have a 40 closing ratio and i do that because i just shower the prospect with love with attention with support i never pressure them in a way that doesn't feel extremely natural and then the the results of that is that you're building a process together and again that's a whole another topic for a whole another video which we're probably going to do one day in the future another webinar so that's step one step one building the process now let's say you've started that you've kind of built the process you have an outline you got started and you know you you script some leads you started sending some emails or making some calls or scheduling a call with them and again you really want to test out a bunch of different things i have gave that that example really on purpose of the sales trainer guy that would literally uh book himself sent in sales call with companies because he's a b2b sales guy why does he care so you know he just does the sales call with him and he treats it as their demo so they give him sales calling say oh it wasn't good because of this and this and this and then the prospect usually you know if they're really not good they'll be like oh really tell me more and at the end they'll pay him and he actually did that to me by the way which just shows you that it does work amazing once you actually are able to find the right person and give them a lot of value the whole script changes so again the whole process is you email them there's a bait in there so you they come to you so you don't need to push them you don't need to qualify yourself you're not pushing you're not trying to force yourself they're saying yes to you they're coming at you and to you then you get on the call or email or video and then you give them enough value so that they come to you again so again it's about attracting it's not about forcing then step number two you want to test and optimize so first thing you want to do you want to make sure that you're doing is you want to make sure that you're measuring everything like literally measure every single thing that you're doing so the reason you want to measure everything is because if you don't measure everything then you don't know what's not what's not working you want to make sure that every single part of the process is really really fine tuned and you need to find your bottlenecks so let's say you have the process and then somewhere in the process here there's a huge tightening so the funnel kind of goes like this it goes like this there's a lot of emails being sent out you're getting a lot of people interested in replying but then they actually send them the video and it shrinks down to a tiny tiny amount now that could be because you have a really special offer which is a completely different scenario but assuming you don't if this happens then you know this is where your bottleneck is and whether your bottlenecks are this is where you want to spend all your time because you want to get to a point where the entire process just works perfect because when you get to this point where every single part is just flowing and is good enough not even perfect just good enough you're going to be making more money than you've ever made while spending less money than you've ever spent on advertising or delegation or automation now once you've done that you want to really make sure so just to summarize one final point again find the bottlenecks everything yourself so keep trying until you figure out everything and keep numbers so obviously you want to have numbers how many people reached this point at this point at this point at this point and a really easy way to do that by the way I can show you a quick example of a CRM that we used to to work with I still have it just to give you an example for people you want to have a process so for example we have an inbox meaning people who came to us we have people who replied to our video people who watched the video analysis who got the video analysis watched it we scheduled a call we're qualified who got a proposal who we're currently negotiating with and then with this process you can actually break down where everything is working and things are not working and by the way this is really outdated this thing is from like three months ago and I can tell you that at least 15 names on this list are currently clients so this is how you do the test and optimize part of the process that's step three step number four you want to delegate and automate now what does that mean what does delegate and automate mean so most people think that there's only one type of way that you can make a process more efficient so basically you need to delegate it and how do you delegate it oh you hire employees usually somebody from your local area and it's an employee and you have to train them and you have to pay for their insurance and you have to pay for their health benefits and they complain and it's a communication cost because they'll talk to you all the time and they're next to you and you don't like their breath it's a super expensive process that's why most companies they don't even delegate or if they do they have like two or three employees that's one thing that they do and then the other one the other kind of side of the of the coin for them is they have automation and they think okay automation it's either super complicated and I'm happy to do it or only a programmer can do it and it's going to cost me a lot of money so this is not this doesn't cost a lot of money and it's not correct you can actually easily automate and delegation can be super simple super cheap and I'm going to explain exactly why and how right now so you can actually delegate by using cheap labor and me and my partner really perfected this and reached a point where we have a staff of about 20 people that cost us about as much as three or four us-based employees would cost now you might be saying oh this is probably crap right they're working with unprofessional people like people that are really stupid or or not very good at what they do no we work with absolute insane professionals we work with developers we work with beautiful design artists we work with salespeople marketing geniuses and all these people are basically we're able to get by by paying them about 20 of what you would need to pay a regular us-based employee and we've really built a process to find these people in literally a matter of days so we reached a point where we're able to find somebody like that in about two three days qualify them get a ton of people into the bucket get them qualified end up with from 200 candidates about three or four candidates give them a quick a quick interview and then hire them for about again 20 percent of what they would cost and it's actually more efficient it's better and me and my partner happened to create a full course about that for our clients but because you're attending this webinar you can email me at this email in the chat so robby at primatica.com just email me please send me the hiring course and I'll send it to you personally it's really a comprehensive course on everything from how for free by the way it's a comprehensive one-hour course on everything from how to qualify your candidates how to find them how to get a ton of them in the bucket how to get them filtered how to discuss salary how to start working with them how to interview and see which ones are better or worse and we've really perfected this I mean we've reached a point where we can find high-quality developers high-quality design artists genius marketing people for again 20 the price in about two or three days and this is really one of the ways that we've built these companies by using what we call like human automation now the other part of what we've built is the automation side so when you're able to control simple processes like softwares like zappier or integra mat which again is something that I'd be happy to work with you on your with you can actually automate processes extremely simply and when you're able to do that or hire alternatively use our hiring course to hire really cheap developers that will cost you a few hundred dollars a month and would literally develop amazing projects for you you can then start to automate and delegate different parts of your process so the scraping part you can automate or delegate that the the part where you reach out where you schedule calls and emails you can delegate it you can have somebody do the call instead of you you can have somebody send out the email instead of you you can create an automation for that and again this is really our proficiency this is what we're good at this is what we do and I'm going to talk about that later once you actually did that once you've actually been able to kind of automate or delegate the entire process you're then able to scale it as much as you want because imagine now you have a process it's your own process it's 10 times cheaper than anything else you have it's the most effective process in the world you can actually improve it all the time it's custom tailored to you and the best part about it is now it's fully scalable because now if you want to scale it all you have to do is either add more cheap labor which has like an insane ROI or you need to just bump up the numbers in the automation so for example because we at the beginning for our email sending we actually had an employee that would like literally we had like 50 cloud computers and we had an employee from India that we paid like 200 a month that would literally just have to click and start 50 computers every single day just to have this work and at this point everything is automated so that means that we can go like we can go from zero to 40 000 emails per day on about a three hour notice if I build it for myself I can do it in about 20 minutes and that's really how efficient we've made this process out to be imagine that just going from zero to sending out 40 000 targeted emails to any industry you want in 20 to 40 minutes and that's that's really the magic and the amazing power of building your own outreach process and really there's nothing you can compare there's nothing you can tell me that would even come close to comparing to this finally now that you have the process now that you've been able to scale it up this is where you can actually start scaling and start growing very very fast and we've done that and and again that's how we went from zero to more than 50 clients in just a couple of months with again really stopping most of the time just to handle all of the incoming new clients and we're planning to go to 100 by the end of this month and probably probably a thousand by the end of the year because we finally built the infrastructure to go in that route now this has been really an amazing journey for me and when you do that when you scale like that it's very important that you pay attention to a lot of stuff it's very important that you pay attention to that you don't have any bottlenecks bottlenecks are going to kill you and really if you're offering a service-based business this is where you really want somebody like me with experience to help you kind of guide you on how to go from those 10 clients to 50 clients without crashing and burning what you prepare of ahead of time how to build the right processes the right manuals for that as well as the parts of the of the actual outreach that are not automatic so for example the last thing that we automated was making the sales calls super super easy and this took us two three months to even think about and get done and this saved me so much time I mean I went from doing like 45 minutes to one hour sales calls to doing a 10-15 minute call and that person basically pays at the end with about 40 closing rate why because I automated I actually consolidated the part of the process so instead of them getting an email or replying and then getting a short demo then going on a call then having me explain the whole thing they basically send in we send them an email they reply they see the whole thing but again I've been able to do that because I've done 300 plus sales calls and know how to explain about my my product and services in a really compelling way that answers every single question at this point that's why I've been able to consolidate it and basically compress what would have been 100 hours of my time every month to only about 10 hours a month to get the exact same results and actually attract even better higher paying clients so we at this point we pretty much wrapped up the lecture part of this webinar feel free to send any questions here in the chat or below if you have any and I'm going to reply to them quickly but before that I want to talk to you about the offer so obviously it's a webinar at the end of the webinar there's always an offer and what I want to offer you is a chance to actually work with me so this is not something that I offer I haven't done coaching business coaching or any kind of coaching in about two and a half years I mean at this point my time is just too valuable I don't have time to own and manage a full company as well as do that which is why I'm offering it to only three people it's a very time limited offer and what I'm offering is to basically work with you over about five meetings where we go together over a few weeks and build this process together so it's a five-week process five meetings and we're going to build everything together so I'm going to help you with the step by step strategy to execute this 10x war plan and by the way I'm putting up the at the top you can actually see here the button you can click on to go to actual payment page to get started with this I'm offering a step by step process to work with you I'm going to work with you hand in hand we're going to build this entire process together just you and me we're going to get you're going to get a ton of attention from us again we have 20 employees so we're going to have a lot of backup if needed we have designers we have marketing people we're going to get give you every single resource that you need to help you build your own cold outreach process now I guarantee you at the end of this process at the end of the year you're going to 10x your investment you're going to reach a point where instead of finishing this year because of corona and the lockdowns and all that mess instead of finishing it and saying oh fuck I've lost 2020 you know and I'm stuck here and and my my referrals are down 30% my ads are done 70% I guarantee you we're going to get you 10x results on what you pay this is going to be the most amazing process of your life you're going to learn everything from how to sell how to mark yourself how to build the offer how to pitch it how to build this process how to automate every single part of the process and again you're going to get five meetings with me we're going to take as much time as necessary in these meetings I'm going to be available for you for questions and answers as much as you need you can feel free to email me text me anything that you need we'll be there for you we'll have the resources of our company to help you with that you'll be able to use our scraping process which can get you tens of thousands of leads of any type of industry that you want of any location so we'll already be starting off with a huge database and all that will also not limit you at all this is again extremely limited in availability offering it to only three people today so if that sounds something good if you it sounds like something that you'd like to work with me you like my energy you believe that I can help you I guarantee you this will be the best investment you've made in this entire year it will completely transform your business and the way that you work and the only question you'll be asking yourself now is how do I handle all these extra clients that I have now and again that's something that will help you with as well so now we've done that let's go to the questions and answers if anybody got any questions this is the time to to ask because we'll be finishing really really soon so I'm seeing a question from grace what if you're not bottleneck is limited number of prospects or industry specific so if you have a very limited number of prospects let's say that you have only a thousand prospects in the entire united states what I would suggest to you is you need to change your focus you cannot build a thriving growing powerful business if you only focus on one vertical and that vertical is very small you want to have a powerful business you want to have a business that can withstand crises like coronavirus you need a lot of clients they say that the most dangerous number in business is one you know one employee super dangerous one client super dangerous one type of industry super dangerous you want to really really avoid that because again I've worked with tons of clients this year where their business just crashed I mean corona started and they've lost like 70 of the client base just cut off at the neck immediately and that's what happens when you're dependent on one industry so you want to make sure that you're targeting at least a couple of verticals or at least two or three industries and that your target audience is big if you only have a thousand targets in the world uh first of all that means that they're the prize not you because there's barely any people to sell to and secondly it means that you're not going to be on the offense not going to be able to really just 10x your efforts because you'll always be worried about what's going to happen next you know as somebody if if I make a bad impression would that person then talk about me to other people and and then I'll lose like 200 potential clients out of a thousand you don't want that you really want to expand your industries expand your market expand your offers how soon after someone accepts your LinkedIn connection and should you message them any suggestions on the message yeah sure I'll be happy to demonstrate that right now so let me show you a quick example of what we found over about sending about 5 million emails every month what we found just works the absolute best so what we found works the best in terms of your approach is something like this whenever you approach somebody from anywhere your approach would be like hey like hey this is and then your name and then you could you don't have to from company you don't have to write your company's name but you can do it and then you want to start with how you got to them and by the way where did I learn to do this I learned how to do this by doing cold calling actually that's where I learned how to actually do a good process so you first of all they want to know who you are so I start off with way then they want to know how you got their number or how you got to them how did you get to me and if you don't are not able to answer that question quickly you're gonna have a lot of trouble so just be honest like I found your company and again you can actually be personalized I found your company and then you can say wow looking for a roofing contractors in LA and wanted to send a quick message so just how did you find me how did you get to me second thing you want to next thing you want to explain is you want to give them like what's called like a good good good pitch and most companies again even marketing agencies just have no idea how to pitch themselves so the way that you pitch is what you do is you by the way before that yeah okay so you get a pitch how you pitch you basically tell them a guarantee something big I'm contacting you because I believe I can get you a 358 percent increase in your convergence let's say it's a website website convergence in 30 to 60 days now now that you've pitched the person is interested and before we continue with this let me say once again guys limited time offer if you're interested in working personally with me let me pull up the thing again here just click on this button you can actually go to it later now let's go back to the recording so sorry for that so I'm contacting you and then this is the pitch and after you pitch the next part that you want to do is kind of like a quick qualifier about you by your company we're a local web design company that specializes in XYZ and has a 99 percent let's say 100 success rate with companies like and then the name of the company and then here you want to have the bait so and again this is the format you want to have in in in a cold email in a LinkedIn message in a in a text message in a cold call any type of warm of cold contact needs to have these things in there because again if you miss even one of them the person's gonna think oh who is he or why should I pay attention to him or or you know how do I know how I can trust him and again this answers who you are how you found me why should I why should I listen to you how can I know I trust you and finally a bait a really really good bait I'd like to send you a quick video explaining a quick two three minute video explaining exactly how I can do that for your company and then the magic words can I send it to you or are you the right person to receive this or another one is are you interested in in this you always want to end with a question always always always always and cold calling cold emailing whatever it is always ended with a question because if you don't if it's not like a yes or no or very simple sure or or or again just a very simple limited answer then you're not going to get half or even a quarter as many replies because it's too open-ended to apply and then finally the name so Robbie Frank Primatica and then if you really want to go personal you can put in your number so this is how you do cold outreach contacting sorry for that okay yes Alex very much like the answer okay awesome guys if there are no more answers we'll be finishing the podcast the webinar right now again thank you so much for attending again I'll give like half a minute more for last questions again you have the offer here at the top let me also add here the link just in case so you can review it I'm going to put it right here in the chat so here you go this is the 10x consulting package with me I'm looking forward to working with you helping you 10x your investment and get a massive massive boost in your business growth and your personal growth as a business owner the end of this year thank you so much and have pleasure to meet with you pleasure to talk to you feel free to subscribe to webinars with me you'll probably have that option in one of the emails that you got from me and there you can actually you can actually keep following in case I do another webinar which I'll probably do thanks Alex really had fun with you guys and looking forward to working with some of you thank you and have a great rest of your day


from San Francisco. It's theCUBE, covering Red Hat Summit 2018. Brought to you by Red Hat. Okay, welcome back everyone, live here in San Francisco, California at Moscone West is theCUBE's exclusive coverage of Red Hat Summit 2018. I'm John Furrier, co-host with my co-sense, John Troyer, co-founder of Tech Reckoning and as an analyst firm and community development advisory. Our next guest is Stormy Peter, senior manager, community leads at Red Hat. Welcome to theCUBE, good to see you again. Yeah, good to see you too. Thanks for having me. So obviously the success of open source is grounded in community. We love talking about community and there's a lot of new things happening, new dynamics that are somewhat similar to what's in the past but a new generation is coming into open source. It's clear by the growth. I mean, go to any event, just at the Linux Foundation event, Jim Zelen is always at the slide up. Exponential growth, more code coming in. So, you know, you have to trot out all the ethos, contribute, be part of a project. And so the lines are still there, but it's evolving. And what's your thoughts on it as it grows? I'm looking at the big ecosystem here, growing at Red Hat, more contributors, more projects, more products. Yeah, we definitely have, the communities are growing and we have more participation in all the projects across the board. And I think one of the things that's interesting is the projects that we're working on are things that one person can't develop or use all on their own. We're talking like software defined storage, we're talking open stack, big solutions. And so companies are paying people to work on them. And I think over the last 10 years that's been the really big difference. I talked to Dirk at VM, we was heading up all their open source and we were just in Copenhagen. And he was reiterating and reminding me because I found myself falling into the trap. And a lot of new companies that come into open source, I'm going to get people involved in a product. Going to join that project so we can commercialize the project versus commercialize their offering and being part of a project. So Dirk when I were talking and he was emphasizing language is everything. Language defines behavior and that the project is an open contributed project. People work on it. The product that's commercialized is different. And this is not new to Red Hat but it's worth just re-amplifying some of the language as new people come in. Your thoughts on this. Yeah, so Red Hat were really clear on what's upstream, what's the open source version that everyone is working on together and then what's the version that we're supporting for our customers? And they have the same code base, they have the same features but the upstream version we call a project and the downstream version we call a product and sometimes they're even branded differently. For example, ManageIQ is the upstream project and CloudForms, Red Hat CloudForms is the downstream product. And that's where the action is for Red Hat to commercialize and for productize. For productize, yeah. And get all around it but then they contribute everything back upstream. Everything's developed upstream. So you and the other community managers, are you at Red Hat? It's a little bit different, right? The open source way and open source ethos. So you do have these open source communities as well as user communities. Are you involved with, I mean, how do you meld the two? How do you differentiate the two in the context of Red Hat, if I'm a Red Hat customer? Yeah, so they're all the same or overlapping. So usually you'll have a core group of contributors some may be Red Hat employees, some may work at another company that's either a user company or a partner company, some may be individuals working on it and that's kind of your core base. But then you have people that are participating, watching very carefully, maybe contributing once in a while that are watching that and then you have users. So they're not separate groups of people, they're overlapping groups of people. That's great. In terms of community here at the show, once you have community, that's 365, right? You come to an event and it's kind of like homecoming. So how has the experience been this year for you at Red Hat Summit with the Red Hat community, people coming together, community activities, that sort of thing? It's a really great place to bring people together. So we have all of our customers, we have contributors and everyone is on the floor talking. So we're in community central here in the floor and our booth has been full of people all day long even when they announced that it's closing, there's still people around and talking. And we have everything from customer events where we talk to customers about how we work on upstream to actually that we've had contributor meetups where everyone gets together and meets all their fellow contributors in person. How do you guys handle the growth? Because with growth you have still new ideas coming in. So you want to keep an open inclusive environment. Is there any new things you guys are doing that make sure all the best ideas are being surfaced up or is it the same program that seems to keep going that way? So I think the best projects evolve over time. So we're always looking at the governance of our project and does it fit where that project is right now. So when a project first starts out, it might have a benevolent dictator and then later when it has more contributors and more companies involved, you might evolve to a board or to a technical group. So for example, Gluster, we just graduated to a group of maintainers that make decisions as opposed to just a project lead. Is there like a norm or is there a certain pattern that averages for the programs? I mean, the projects having certain format that you've seen that works best or is it more ad hoc based on who's involved? It's a little ad hoc, but I think most of them start with a very strong personality who has a vision. And so a lot of them start either as benevolent dictators or as someone who's the main project lead. And then as they grow bigger over time, you end up with more of a voting membership board of directors style. So like Apache. And then now today, there's a lot of foundations involved too, right? Some things are in the red hat orbit more closely. Other three, you know, like we were just at KubeCon. So the, all the Linux foundation different to the, for instance, the Kubernetes, the CNCF, as well as stuff like, you know, the Cloud Foundry and OpenStack Foundation. So I mean, can you talk a little bit about the role of foundations now in modern community and social open source? Yeah, I think it's part of this evolution from all the contributors we're working as individuals, which they still are, to companies being able to pay for people to work on these projects. And so the companies want to not just give people time to these projects, they also want to donate money and pool their resources to do joint marketing or to push Kubernetes forward. And so organizations like the CNCF, the Linux foundation enable those companies to work together more effectively. The CNCF's done a good job of balancing. I mean, they got a lot of logos. I mean, a lot of people paying them money. So there's a commercial aspect, but they've been very transparent about, they're trying to create a great core community and they've separated the technical steering committee from the membership, which is smart. Most of the foundations are really good about leaving the technical steering committee to work as it's worked well in open source and then having the companies pool their money for marketing or for filling in the holes where they're not getting volunteers. Start. Go ahead. No, go ahead. Well, Stormy, I just wanted to extend the governance conversation a little bit to culture as well. I mean, we're in an interesting place again, in 2018 in our bigger culture. Those of us who've been involved in online culture and online communities, we know the ways these things can go wrong and we've seen it. How do you as an individual and your team develop and foster an inclusive and participatory culture in the communities of Red Hat? I think you said we've all seen things go wrong, but I think we also have a lot of experience now about how to foster the culture that we would like and how to include people. So you're seeing a lot more efforts. I mean, most of the online communities are pretty nice places to hang out these days and you're seeing a lot of effort to make sure there's code of conducts for the projects, that there's code of conducts for the events that people are welcome. There's a diversity event tomorrow here. So I think we're seeing a lot more inclusiveness and a real effort to bring people in. You guys attract a younger demograph that we were talking earlier with Denise. And because of its open source, you got academic. You can go into high school is seeing everything from robotics clubs to coding early on. So you get, Red Hat's getting them early and so she made it kind of, we're going to grow our own talent. So, you know, kind of tongue in cheek, but you guys have access to a lot of the younger developers. Any commentary on the orientation? Obviously there are a lot of mission driven, the younger folks love mission driven and tech. But is there any kind of new school kind of concepts you're seeing coming from the young guns that are coming up through the ranks?  Like they knew what open source was. They were familiar with licenses and they all wanted to like make their app or make money, but they were really focused on humanitarian causes at the same time. And so I was really impressed with that. I want to do well on my career, but I want to make a difference in the world and a better place on that. I was really exciting to see. And now more than ever, you were the global footprint. We just had UNICEF on earlier here, Red Hat Labs doing some pretty cool things around, you know, code for good. So I think that's cool. The challenge we're seeing is that, okay, as enterprises come in, the continued balance, it's always been the case. You don't want the big one vendor coming in throwing their weight around. And we're seeing, like even with Java, you know, which is Oracle, Java E, might as Oracle, seeing movement, that's kind of opening up. So it seems the business model seems to be pretty clear, opens winning. We certainly think so at Red Hat. Like the best model is to be open. What's it like to work here? It's a really awesome place to work. I love all the people that I work with. Everyone, Red Hat really takes the open source culture, not just to its code base, but also to the culture that it has within the organization. And decisions are made openly, discussed openly. Everyone gets input. Everyone doesn't always get to vote, but everyone gets to have a say and is listened to. And it's a great place to work. Technical culture as well, obviously techies. Very technical too. As the ecosystem grows, right, there's obviously a lot more participants in the community. And so if a company wants to get involved, either say like in the Kubernetes community, or in the OpenShift community, what's the right way for a company to come in and participate in that kind of a community? And maybe what are some wrong ways? If a company wants to get involved in the community, I think the first thing they do is find them online. Are they on IRC talking? Are they on Slack talking? Join the mailing list.  Just go to the big events if you can. And just put people on it. People that know what you're trying to do with it and can contribute, you know, either with getting started documentation or with bug reports. Yeah, I think it does have to come down to the people. You have to send actual people in. It can't be some sort of corporate motion. And in some ways, community is all about people and making connections. It's absolutely about people. I'm sorry, talk about your experience this year, Redhead. So obviously the numbers are bigger. They're getting great, the company's getting great reviews from financial analysts. OpenShift has been very popular. Some of the policy this is with Kubernetes has been phenomenal. OpenStack's got a bunch of life into it. You're seeing separation. Clear visibility now on how things are kind of clicking together on the app side. CoreOS is in. It's just interesting, right? This is Redhead's kind of going to a whole other level. What's the conversations like here inside the hall? People who aren't here watching didn't have a chance to come. What's the main conversations? The chatter, what's been the focus? So in the community central booth, I think the focus has been on how things work together, like how our different products work together and how you can use them together. As well as like, how do I follow along? Like how do I participate? If I want to know where RDO is going, where do I go to be part of it? What's the coolest thing you've heard here at the show that you could share, story? Oh, the coolest thing I've heard. I don't know if I have a moment, but it's just been all the conversations and like the fact that there's people flowing through all the time. It's like standing room only in the booth because people want to talk. There's a lot of action. A lot of face-to-face engagement, all right? Oh, I do have a story. So we had, we taught these, these red hat went to Boston and taught these middle school girls how to make cameras out of open hardware and open source software. Has anyone talked to you about this? No. And so they made these cameras and then we flew a couple of them out here and they taught a group of people here at the event on Monday how to make so these 11 year olds, 12 year olds taught them how to make cameras out of open hardware and open source software. And I was talking to one of them about what was different about teaching it. That was probably my favorite moment. It's hard to be a teacher when, yeah, you got to know the material. But that's paying it forward. That's the open source ethos. That's what we're talking about. Sorry, thanks for coming on theCUBE and sharing. Great to see you again. Congratulations on all the success. And again, the community's buzzing. You guys are doing great and exciting. So thanks for coming on, Sharon. Appreciate it. Thanks for having me. Live CUBE coverage here in San Francisco for Red Hat Summit 2018. I'm John Furrier, John Furrier. Stay with us. Day two coverage continues for three days of coverage after the short break. Be right back.