How He Made ₹1.5 Crores In 6 Months ft. Moksh Vasant | Personal Branding Masterclass | #226 TSS

Added: 2026-05-27

[00:00:00]Bro, how much money do you make?

[00:00:02]>> On average between $30 to $40,000 a month.

[00:00:04]>> My lifetime?

[00:00:05]>> $152,000.

[00:00:07]So, >> bro, how old are you?

[00:00:08]>> 22, man. 20.

[00:00:10]>> And what do you do?

[00:00:11]>> I help founders and wealth creators like yourself build, scale, and monetize personal brands.

[00:00:17]There's this guy named Barry Mahajin in LA. We scaled his page from like 0 to like 12.9K within a month of posting.

[00:00:23]You know, we scaled multiple accounts to 10K actually with a niche brand of like $25,000 followers. ended up, you know, closing $65,000 in deal within just one story sequence.

[00:00:33]>> How do you make sure those videos get viral every time you post them?

[00:00:39]>> The hook when you say something that is white, you want to then go into like a bit of like flexi sitting on the chair and I was looking pretty good. So that just you know pattern interrupts.

[00:00:57]>> So how do you make sure that you make money from Instagram even if your res are getting thousand views?

[00:01:02]>> Sure that's a very interesting question man. So um hey there it's me again. In today's episode I am talking to Mukwasant a 22year-old who made $100,000 in the last 6 months. In this episode, he breaks down these three things. He breaks down his most viral reels. He breaks down how you can make money off Instagram even if you have 100 followers. And he breaks down how you can hit 10,000 followers in the first 3 months of posting. Before we begin, I would love for you if you could share this video with one person in your network whom you think can benefit from this episode. Like, subscribe, and let's begin the video. So, >> I want to know in what have you observed, bro?

[00:01:52]in your content in Arian's content content.

[00:01:57]What was the common thing? Hm. I think it's a blend of a few things, but the first thing is just the person, right?

[00:02:03]Like the people I work with are all, you know, very charismatic individuals, right? They've done something in their lives. And so when they speak in front of the camera, when you speak in front of the camera, there's weight to your story, right? Now, it's a it's it's a blend of like the visuals, right, which is like the lifestyle you're living, the way you're able to present yourself.

[00:02:23]>> It's then the the verbals, right? the way you're able to speak and articulate quickly articulate your story. And third is every time you show up in front of someone's face on the algorithm, are you able to instill a sense of oh fuck like what's this guy saying or what's happening with this guy? Like hair combing, right? When we're able to, you know, develop that X factor >> in in someone's social media is when the results compound. Some people like to call it authority. I'm not a big fan of just authority because even Alex Ramosi has authority. But I feel like Eman Gaji played his cards right where it was like visually what you're saying is straight out of the movie.

[00:02:59]>> Verbally what he what you're seeing is straight out of verbally what he's saying is is it just hooks you in and the value makes sense, right? And so it's just like there's there's a level of trust and there's a level of admiration where people just want to associate themselves with that person. I think I've nailed that a lot where like people I know a big factor of why people want to come work with me is just because of how cool they think I am right and that's an advantage I play to a lot whether it's through the music I use the visuals I show the things I say so I think that is the main X factor if we're able to name the visuals the verbals as well as the positioning of the story and the authority there's there's unlimited potential with social media >> in your content and in most of your clients contents there is a particular type of video that gets massive views >> and then there are videos where you don't focus on the views as much.

[00:03:49]>> Yeah.

[00:03:50]>> Right.

[00:03:50]>> So, first let's talk about your uh white tam videos. How do you make sure those videos get viral every time you post them?

[00:03:59]>> Right. That's an interesting question and only you can like ask me these questions cuz you've been through the process. But basically I think 20 followers or something likely I just and I had like a month left. I was like, "Now what? What do I do?" Like, so I remember pulling an all nighter and I was like hooks were, you know, normal hooks. I was like, "What should I use as a hook?" And I was like, what's the widest total addressable market hook I can use? So I was like, as a 20y old, right? And then I thought about it. I was like, as a 20-y old, I was like, I can use it technically 20-year-old.

[00:05:04]I can be a 20-year-old astronaut. I can be a 20-year-old butcher. I can be a 20-y old driver. I can be a 20-y old whoever, right? So it appeals to anyone and everyone. Visually I know you know within the visuals within the hook when you say something that is why you want to then go into like a bit of like flexing right I was like as a 20-year-old clarity of thought is my superpower that was a specific read that I was editing that night when I was doing the all nighter so I was like scrolling on Instagram there's something that has to interrupt your pattern right so some movement zoomed out and I was sitting on the chair and I was looking pretty good. So that just you know pattern interrupts and then after that zoom out okay so now as a clarity of clarity of I did it in a very tasteful man it wasn't like those like viral very tasty done >> so you >> and then it got into like more clips and the clips were switching every second second and a half >> and the background audio was house music and I used to listen to a lot of house music so when I say that's where I put Uh but now I realize that like house music works really well because it's a beat it's a range of 120 to 140 beats per minute >> and that is where your brain goes into a frequency where you want to focus on what the person say. That's why we listen to how music working as well.

[00:06:33]>> So that worked out and then the B was switching quick and the whole script made sense and my articulation was really good and then that video went to like a million views but with that was not the main point from the million views because it was so well positioned.

[00:06:46]I got like 25,000 followers from that one video. M >> so I had crossed 50k within you know I don't know within a few days a couple days >> and that was my new yeah and then that's when I was like okay it's worked once let's see if it works again >> I do it again different skill worked again >> and then I was like fuck it now I have a winning formula >> and it's working and then after that you know over time people a lot of people were like you know imitating the same design was working for everyone >> and then I remember from I think Jan uh not Jan Feb end is when I hired my first editor for myself.

[00:07:19]>> Okay.

[00:07:20]>> And I I I tried to like really distill an SOP like how do I tell this guy what I think about when I'm editing >> that the videos come out the way they do because I just could not edit that.

[00:07:31]>> So I did manage to do that and then over time he was just like okay Feb ends April and >> let's just do like eight 10 of such videos and let's see where the page goes. And then I think by by May first weekish like we crossed 100k followers and it was scaling like anything and there were like 90 people that were like imitating the same style. I was like damn crazy right and that's how it came about. So it's it's just really understanding from first principles >> viewer style >> for those white videos. Then there's obviously the middle of the funnel videos where you don't care about the views because >> there is, you know, for example, if I were to see you in person right now and I didn't know you and I saw you from afar and say you were wearing your sunglasses, I'll be curious who is this guy and why is you wearing sunglasses indoors, right? I would think something about you. Maybe good thing, maybe bad things, right? That's curiosity, right?

[00:08:22]But I'm I'm hooked, right? I'm like okay.

[00:08:26]Then I'll be like now I'll go and now now when I come to you and I start talking when I'm talking to you it does not matter whether you have sunglasses on or not the conversation right and so that is where trust is being built and now say at the end of it you are like hey you know whatever the call to action >> let's go grab a coffee right I'll be like let's go right and then because we've spoken already I'm curious about you right a coffee pe right and that is how I think of a funnel >> now white videos are great for curiosity you can reach a million people can be like oh what's happening right but then if you want to sell something to them you want them hooked to you to the point where like they they like you they were curious about you they followed you and then over time they know exactly what you do uh they know exactly the problems you solve and if they have those problems they should be coming to you and buying from you so that's where these middle of the funnel content formats work really well where you're just going into the technicalities of whatever mechanism it is that you're selling in your case for example it's Um podcasting for founders right now podcasting for founders is the mechanism. That is the actual problem solution problem.

[00:09:39]How do I write the right titles? What should the length of the for your podcast be? What should the structure of the podcast be? There's so many like maybe 10 20 problems right >> now. You have 10 20 solutions for those problems and all of it put together is your offer, right? That you charge them a specific amount for. That's your mechanism. But those 10 20 problems are the actual things that will get them to know that you're talking to them. Right?

[00:10:04]So again, for example, you you happen to be a founder that does not have a podcast >> and I'll just be like um uh you're curious about podcasting. You just have a conversation and if I just start saying, >> imagine not having your thoughts out there on the internet and imagine, you know, not knowing how to do that and imagine giving a podcast a shot >> and you've been trying different thumbnails and you've been trying different titles. You genuinely don't have the time to do it. you've been getting your team to do it, but it's just not working and it's frustrating. I get it. Right? I'm like talking directly to your problems and you're like fuck.

[00:10:40]And then that is when once he's hooked in, then you can solve those problems for that person, which is the value you give through your content format and then that is how you nurture the prospect. So within that middle of the format content piece, all you're trying to do is hook them in with the pain point and then give them value, painoint, value, painoint, value, painoint, value. So over time you become this authority figure where when they think about broadcasting they only think about you as a person and then there's like conversion assets. Now conversion assets can be ads >> can be retargeting ads or they can be story sequences. Now story sequences work really well because Instagram is a sort of an app where you know traditional funnels or marketing funnels work in a way where you go to a VSSL video sales letter give you an optin and then people reach out to you through email through WhatsApp through phone calls whatever right it's an indirect funnel but the beauty of Instagram is it's a direct funnel where like people come to your profile and you have so many touch points with your lead through the DMs through your stories through your reels through your posts that you're able to touch them literally every single day if you're posting on different places right your cards right the stories you just want to you know nurture them across a sequence of 8 to 12 stories the copy should be very well you know written and then by the end of the you give them a CTA a call to action they come into your DMs that's where they're in your sales cycle and your sales process so that is how I approach content formats which is like top of the funnel curiosity right middle of the funnel nurturing and then bottom of the funnel conversion uh and then there's different ways to convert You can get appointment setters on board. You can get them to go outbound and then they watch your content. But content is the conversion mechanism and the curiosity mechanism.

[00:12:18]>> If you're watching this video, I'm sure you're somebody who wants to create their personal brand on Instagram. And I'm sure you're aware that a very big step in that playbook is automating your DMs. But if you've observed lately that Instagram has banned creator accounts for automating DMs, you are not alone.

[00:12:35]And in this section, I'll share with you exactly why that happens and how you can automate your DMs without getting your accounts banned. See, here's what actually happens. You find an automation tool, you set up AutoDM, you write your message, you write the keyword, and that same message keeps on repeating itself over and over again for 100 times a day each time somebody comments on your reel or your post. And Instagram flags that as bot behavior. To avoid that, here's a list of five things you have to keep in mind which will help you avoid getting your Instagram account from getting banned. First thing is to rotate your DM copy every 3 to 5 days and never drop a link in the first message.

[00:13:16]Use specific keyword triggers, not generic ones like yes or send. Also, make sure to cap your AutoDM messages to about 100 words per message. And the most important thing is to not overdo it. So cap your posting to one or maximum two reels every day on which you are using your automation feature and by chance if your automation delivery stops pause at that very instant and pause for 24 to 48 hours. That is the best way to stop your account from getting banned and I truly understand that keeping these things in mind and finding a tool that obeys these guidelines is very difficult. So I've done the job for you.

[00:13:56]I have found the tool. The tool is called Super Profile and it follows Meta's official API system. See, it's naturally Meta compliant and it has built-in safety limits. And the best part about this tool is that they have a very responsive team. I'll quickly show you how you can basically automate your DMs using their autodm feature on Instagram. Right. So, this is how the tool looks like. Once you log in for the first time, it will show you connect IG instead of setup here. So, go ahead and do that. Once you have logged in and connected your IG, you can click on setup.

[00:14:31]Now it will show you all your posts and res here. Just go ahead and select whatever you want to set up your automation with. Let's choose this one.

[00:14:40]Now you have to basically put in your keyword. The keyword for me is impact.

[00:14:45]And add that keyword. Right now I'm on the free plan. That's why I have only one keyword limit. But if you upgrade to pro, you will have that limit upgraded as well. Right now, you can choose to take this dialogue box which will allow you to auto reply to the comments on the post. You can choose up to three responses here even on the free plan. I leave them as it is for the sake of this video. Click on next. Once you do that, you have to just decide on the type of DM you want to send. I'm choosing text plus button. You can finalize your DM text here and just add a button.

[00:15:23]Finalize the button text and add your link here. Once you click on next, your AutoDM will be live. And it is that simple to automate your DMs with this autodm feature on super profile. So if you want to check it out, just click on the link in description and you can check out this tool for yourself. All right. Now let's resume the video from your white tam format. is that there are three major aspects which you touched upon.

[00:15:51]>> Hook, tasteful clips.

[00:15:54]>> Yeah.

[00:15:55]>> And winning formula.

[00:15:56]>> Yeah.

[00:15:57]>> So, let's go into all of them separately.

[00:16:00]>> Sure.

[00:16:00]>> What makes a good hook a good hook?

[00:16:03]>> A good hook is a hook where you're able to interrupt someone's scrolling pattern.

[00:16:09]>> Now, if I were to get into the specifics of a good hook, a good hook should be filmed in good sunlight.

[00:16:14]uh because I don't know dark clips just don't are not bright enough to catch someone's attention so good sunlight good outfit right and face is visible right um and you should play your unfair advantage working with like for example he's a fitness coach and his unfair advantage is his physique so I'll get him to be shirtless in some light so and for example if he's like throwing a ball at the screen >> it's like oh shit like you're you're hooked right and you're like >> and then over time you're like hooking and then you get into the script right which is >> by the time someone's hooked script normal they watch the full thing >> but I would say yeah visually good sunlight good outfit >> or maybe no outfit and then you get into and you say something that is polarizing >> so you know if I were to go as a 21-year-old building India's next unicorn if I say shit like that people like what's what is it all about that's Like the flexing works a lot on Instagram where people flex the money they make and what they do. For some people they want to do it, some people don't want to do it. We approach it based on the person and how they want to do it.

[00:17:24]>> So that's why like uh if what you say >> needs to have credibility and authority and a bit of flexing >> on what you show needs to just like interrupt someone's matter. That's a good >> Now for your B-roll voice over format.

[00:17:36]>> Yeah.

[00:17:37]>> What do you mean when you say tasteful flips?

[00:17:40]>> Tasteful flips. That's very interesting.

[00:17:42]tasteful clips. So, there's a few different kinds of clips that I I personally use and I use across, you know, I get my clients to film as well. There's work clips obviously, right? Where you're working.

[00:17:56]There's calls and meetings that also is included in work clips where you're talking to someone and that's your like day-to-day lifestyle, right?

[00:18:02]>> What are your different filmable environments?

[00:18:04]>> So, work clips obviously you're on the desk, there's a shot from the back, there's a shot from the top, there's a shot from the side. Ideally, the object or the subject of the video should be isolated, right? Clean lips.

[00:18:18]>> Lifestyle could be you driving, >> could be you out in a good outfit, just out for dinner, uh walking on the street, right? You maybe tying your shoelaces, you maybe picking up something from the table, right? Those are all lifestyle clips. Just you going about your life, but it's it's kind of documented, right? It's like life in motion documented. I think you really nail those types of clips, right? where it's like someone's recording you and you're just doing your thing and it's just documented. And what that does is psychologically gives that feeling that this guy is always on the move and there's something going about him.

[00:18:49]That's why people want to document what he's doing. That's the like underlying psychological emotion.

[00:18:53]>> Then there's object clips. Object clips could be fancy objects, could be fancy shoes, could be a car steering wheel, could be a tire, could be something written on the wall that's like zoomed in just specifically isolated. Then there's POV shots. POV shots is a POV of what you're doing desk, you know, messy desk.

[00:19:10]>> Um, and there's um, what else? There's work fitness clips, right? Like workout clips, you in the gym, you know, and then when you mix all of these together and you're able to match the right colors together, it looks visually very clean and aesthetic. So that's what I would say tasteful. But obviously, everyone's taste, it varies. Some people like more warmer tones in their videos and they like, you know, showing oranges more and yellows more. That's their taste. Some people like dark aesthetics, right? Like the Batman himself obviously like underexposed, dark, you know, um cold undertones, right? And that is their vibe. So based on that person's taste and their visual identity, that is how we tailor to to how they should film and how their brand should look like.

[00:19:50]>> What works better?

[00:19:52]>> Um both of them work really well. Both of them work really well. Yeah. Um I I personally like the warm look on my page, >> but I I vary based on the season. So just right now it's winter, right? So a lot of my clips will be warmer, darker.

[00:20:07]At night I'll be even the audios I'll be using won't be as bright. I won't show a lot of like water in my videos, right?

[00:20:16]Then you know obviously nationally also travel to places that are more tropical.

[00:20:20]a lot of my B-roll then then that I'll show will have a lot of blues in it like the ocean blues and they'll be warmer clips right overall sunnier clips >> because that psychologically plays a huge difference it just those little things and those little details make a big difference but there's not one particular you know type of visual aesthetic that works better than others it's kind of like in your life what are the visual aesthetics that you can elaborate and create >> like I can get to like you know be like robot sit in the middle of it and that works right but that's not the case with everyone other people it could be uh for example someone has a mad creative studio and has a mad setup okay cool let's get the warm lighting in the background the plants in place let's put on a very funky outfit and let's get you in front of it that's what works well so tailoring it to the person what is the importance of script and how do you script your videos like is it all manual or you use AI as a >> so made it personal videos I obviously I script them with my own hand because I sort of like um was the person that came up with right in the first place >> but when I work with clients it's tough for me to get them to write scripts with their hand it'll take a long learning curve right >> so I we've set up this custom AI workflow internally which you've used before Yeah, >> where we gather all this context that we've gathered from the client within the first couple of weeks >> and we put it into claw and there's a certain custom that we use wherein we go into okay there's the hook obviously right now the hook could be a specific scenario right 4 a.m. uh Paramount Hotel balcony. I was chain smoking cigarettes with two millionaires from private airways. That could be the hook, right?

[00:22:13]But that just gets you in the scene, right?

[00:22:15]>> Or it could be the classic, you know, as a 22 year old, as a 24y old 25y old like hooks that have worked in the past or new hooks that we're trying out.

[00:22:24]>> Um that and then we get into the actual storytelling of it. Now with the storytelling of it, it's very custom, right?

[00:22:33]that will only talk the way you usually talk based on all the context you gather from it. So your scripts will come out differently. Someone else's will come out completely differently.

[00:22:42]>> Um but it just has to be a cohesive story, right? It should not sound like AI. The whole point I think we nail we've nailed our AI systems to the point where it never sounds like AI and then yeah that's that's how I go about the script. But the main thing is the hook.

[00:22:55]If you're able to nail the hook in the first four to five clips, you have a video that will perform well and then the remaining will be does not matter honestly. Yeah.

[00:23:02]>> What have you observed helps you get the most retention on your Instagram res? I think when I match everything together, right? And the script is flowing well, right? And the posting time for everyone post certain posting times work well.

[00:23:31]And that depends if you already have an audience then okay when is it most active and we want to post 30 minutes prior to that most active time post and then if we have good initial attraction the whole post at the right time the video just works. This is like a proven formula and a checklist that I know I have to take every time. There's audio, >> the visuals, they need to be switching fast. The background uh audio should be, you know, building up. Um the script should the hook should be, you know, a little bit bizarre. Uh the script should flow well and it should be within like 60 secondsish >> and it works out.

[00:24:05]>> So from your personal Instagram page to getting your first client, like what did you do and how did you land your first client for me?

[00:24:13]>> Wonderful question. Thank you for that.

[00:24:15]So I think building the offer $100 million problems solutions ICP >> offer meteoric boost protocol >> cool now that offer is ready now I I need to market it right >> to you know I knew that I'm going to market it through my stories and through my Instagram and the one thing that I did not know then was how to sell >> right how do I actually get on a sales call and close someone for thousands of dollars I just did not have that skill So initially luckily the first two three leads that I had were almost pre-sold like >> and one lead was my best friend.

[00:24:57]>> Okay from university.

[00:24:59]>> So I just he knew what I was building for the longest time. He's like let's let's meet in person once let's iron out the details and let's go from there. I was like I never actually had to sell till July rolled by and I was like now I have to get on actual sales calls to sell. So at the end of the day it comes down to like offer >> leads offer up what's the pricing >> leads like potential customers in this case it's Instagram >> and then there's like how are you actually selling right and converting them and that's fulfillment. Are you fulfilling for these leads? Getting them the best results, documenting the testimonials, and then showing them in your marketing again to get more leads.

[00:25:38]>> That is the simple, you know, in first principles, that is all that's involved.

[00:25:41]>> So, everything was pretty much dialed.

[00:25:43]Obviously, I didn't have client results then cuz I was starting out. But how do I sell? How do I get on a call and I sell?

[00:25:48]>> So, I was fumbling leads left, right, and center. I just wasn't able to close.

[00:25:52]And that's when I I hired a sales coach and I used to sending my Fathom recording. I file him as a tool you use on uh your online Google meets to record the meeting. I would send it to him and then he would give me very specific feedback on how to close, how to have more authority on calls, uh what frameworks to follow, how to understand if the prospect on call is getting into the right emotions, is he feeling the pain or where he's right now? Is he able to visualize the dream outcome well enough? Is there a gap between the two?

[00:26:18]Does he see you as the most credible source or the solution to his own problems? And then by the end of when you pitch the price, there's always objection, right? How do you objection handle? Now, a lot of times, for example, on sales calls, if someone is saying, I need to think about it, right?

[00:26:32]I need to think about it. It could mean multiple things. It could mean the fact that they don't have the money, right?

[00:26:36]That is one. Or it could mean that they genuinely don't see you as a credible solution. Or it could mean that they're talking to two other people that are your competitors and they don't want to sign up, right?

[00:26:45]>> So, you want to understand what the underlying objection is and then you want to play with it, right? And you want to like go deeper in it, right? And you want to keep asking questions and get two yeses out of the person. So objection I have now you want to go into understanding the objection. So I remember you were on a sales call. I don't know do do you mind if I share like >> so you were on a sales call and you said you know I need to think about it >> and I think I had played to your ego the entire right and then by the end of the I need to think about it. I was like okay cool like you know obviously I haven't taken you through a sales script cuz I know you're a founder who's genuinely looking to build leverage and I respect that and I want to on board you as a B2B founder. I think I said that to you and you like you know you're speaking to multiple people. So I was like, you are facing a problem. You want a credible solution. You want to build this brand.

[00:27:27]>> You can't do this yourself cuz you've spoken to multiple people before.

[00:27:30]>> So why not on board right now?

[00:27:33]>> And he's like, "That's a very fair point, right?"

[00:27:36]>> And then I was like, "Do you think then I think I went into reclo?" So I was like, "Do you think I'm the person that can help you do this out of everyone else?" You were like, "Yes."

[00:27:43]>> I was like, "Do you think now's the perfect time to get into this?" You were like, "Yes." I was like, >> "Do you think you don't want to do this yourself?" you like yes like oh now now I have three yeses and then why not on board right now and then once you've gotten multiple yeses and you've kind of handled every objection the person has then they have no option but to close on so that is how I go about closing but like that getting to that level and getting to that understanding took a while it took a lot of reps but yeah once sales was then from there it was just like right and all of this has happen together.

[00:28:32]Clients will be angry. How do you fulfill for them? Now, if you start doing all three things, you will die, right? You don't have time. How do you build a team around it? How do you build around? How do you build systems around?

[00:28:42]>> Fulfillment focus.

[00:28:44]>> So, it's it's a it's managing all four.

[00:28:46]Building the right structure, systems, and team around it. So that you are not involved in every single process but you're involved enough so that everything is running like a dollar machine. I think that is the scale bit of it. That is that that happened over the last few months.

[00:29:00]>> Yeah.

[00:29:01]>> Take me through bro take me through your toughest sales call objection that you have faced. Yeah.

[00:29:05]>> And how did you overcome that?

[00:29:07]>> I think the toughest sales call objection was this one time where I was on a call with this person who was based in Hong Kong.

[00:29:15]>> Okay.

[00:29:16]>> And this guy has been in sales himself.

[00:29:18]Okay.

[00:29:18]>> And obviously like he knows every objection that came >> and he came to me and it was a 2hour long sales call by the way.

[00:29:26]>> 2our long cuz I just I hopped on that call like just with I just had coffee and I was like >> I'm not letting this guy off the call like I know this guy wants to sign up.

[00:29:34]Right. So he's towards the end he's like you know I want to start in two weeks time. I was like cool it's fine.

[00:29:41]>> Um why two weeks time right? He's like, "Look, I'll be traveling at the end of this month. So, as soon as I'm back from the travels, I want to get started." I was like, "That's wonderful. That's perfectly fine because 2 weeks is exactly the time that we take to build the foundations of your personal brand to get as much context as we can from you, build a team around it, >> get you on boarded onto our systems properly, do the first batch, and so that when you're away for your travels, we'll actually get the batch in production >> and once you're back, you're ready to post." So, why wait till then to actually get the process started? Rather than that, once you're back, you can start posting. He's like, "Fair enough."

[00:30:14]Right? Like he that was objection hand that was handled right well. He's like >> he had come through someone's video >> who made a case study breakdown of you.

[00:30:24]>> Okay.

[00:30:25]>> Right. So he's like did you pay that person to make that video? I was like I didn't even think about this idea but that's a brilliant idea but I know I did not pay pay that person. Right.

[00:30:35]>> He's like you know that is a very brilliant marketing strategy if you use the right way. I was like yeah 100%.

[00:30:40]He's like, I want to do things like these for the SAS tools that I'm building, right? Genuinely find people, pay them, get them to do these things.

[00:30:47]And he's like, these creative ideas I can only get if I take these two weeks and I think about them and I come to you with these brilliant ideas and get you, you know, to execute on them.

[00:30:57]>> I was like, that's a very valid point, but why not brainstorm these together?

[00:31:02]And he's like, um, you know, I I I would much rather have it done myself and like do it myself and go away and do it this and that. So then I went back to his pain points, right? His pain points were the fact that he's been trying for 2 years, right? He's bought all the fancy camera equipment in the world. He has all the lighting in his rooms, right?

[00:31:19]And I was like, this person, this person had a lot of ego because he was a pretty successful founder, right?

[00:31:24]>> And so I was like, I have to play to his ego at this point. I was like, what do you think the person that has already built the personal brand and is already thought leader in the space and is tired of uh you know you know he's already thought leader in the space and he's lapped everyone that he knew for a fact was doing worse than him but had better social credibility than him. um what do you think that founder actually does, right? Who's who's already beat his competition? He's already at the top.

[00:31:50]He's, you know, he's a thought leader in space. He's being reached out by different venture capital funds, right?

[00:31:54]Your SAS tools are scaling. What What do you think that person does?

[00:31:57]>> He's like, that person would um would obviously sign up, right?

[00:32:02]>> I was like, then >> I'm a big believer in acting like the person I know I want to be rather than acting like the person I am today because otherwise there's no growth. So, what do you think that person needs to do right sign up? I was like, "Cool.

[00:32:14]Then then let's get you started."

[00:32:15]>> And then he's like, "You know, I have a client payment that's coming in a week time, >> so I can I'll clear I can only clear your check on that day, right?"

[00:32:23]>> I was like, "Okay." So I was like, "I'll pay you again." I was like, "Is it a cash crunch, man? Is there any logistical issue, right?" And he's like, "Uh, no, not really. There is there is no logistical issue, but I just rather than that, I'll just get an invoice that's coming in and then square that invoice away." So I was like, "That's completely fine, right?" And I, you know, the whole point of us on being on this call is to get your personal brand started and off the ground rather than me take as much money from you as I can, right? Because that was gen that's never usually the goal, right? Um, so he's like, "Fair enough. So then I can pay them, right?" I was like, "Sure, you can definitely pay me then, but I would love to, you know, get a deposit from you today, >> right? I'll get you on board. I'll get you signed up and then once you get that invoice, you can clear it out, right? I know you're a business owner. You have your ways of, you know, managing cash flow and we can definitely create that."

[00:33:06]Uh, and he's like, "Cool, perfect. Let's get started." And that's how I closed it. But that was a 2-hour long converation. At at some point, you know, uh he's like, why do you want me to sign up, right? And I was like, um, look man, I talk to a lot of people on these calls, right?

[00:33:19]>> There are certain people that I work with that I learn a lot from that I get on a lot of conversations, calls with, conversations. I like to meet my clients in person. I mean, as we are right now, right? That's how I like to build a genuine relationship with the people I work with.

[00:33:32]>> Um, and that's how I see myself spending my youth.

[00:33:35]>> And you happen to be one of those people. And so I don't want to I don't want you to number one let go of the opportunity that you have in front of you to build the person back. Second, I also want to kind of build this relationship with you. So I don't want to let that go. Right? And when I said that, he started laughing, right? To take away the frame. He started laughing. He's like, "You're too good at this, man. You're too good at serious."

[00:33:54]So yeah, that was that was the that was the call. But I think the the main takeaway is just never lose your frame on the sales call. No matter what the other person says, no matter how much they try to get you out of your character, never do that. Third, u emotionally just connect with the person. and forth. Um, just don't leave the call till you close.

[00:34:09]>> Yeah, >> perfect. Now, tell me, how do you price your services? How somebody starting can put a price to their service? And more importantly, how do they attract >> that particular individual who can afford that particular service?

[00:34:23]>> Sure. So, in terms of pricing, a lot of people I see price based on deliverables, which works in a done for you service based agency. Like for example, with you, uh, I don't know, do you guys place price on deliverables or do you guys >> It's a done with you model. Done with you model. Yeah. So with done with you, usually the best thing to do is calculate the pro. So the problems you're solving. You not being able to film is a way more expensive problem than a kid in school not being able to film. A kid in school not being able to film is not like he's letting go of a lot of leverage, right? Like there's no not much value to it.

[00:34:55]>> But a founder not being able to film the right clips, not being able to build the right personal brand. There's a huge opportunity cost to that. uh building a very successful say for example your Instagram grows to 100,000 over the next year right the leads could be worth like literally cres right from them so that >> opportunity cost is a cr right now if I'm solving that problem for you then I'm solving a problem that's worth a c let's put that as an example right >> now you want to charge a very small percentage of that value that you're about to bring that person >> right so the problems and solutions right you want to you want to like put a number to every problem you're solving for the client and how valuable is it for that particular ideal customer?

[00:35:35]>> And then when you get a total price of it, you want to charge 5% of that, right?

[00:35:40]>> That 5% is going to be a huge number still, right? It's going to be a huge number.

[00:35:43]>> Um, and so you identify that >> and that is how you should price your services. And over time, as you bring client results and as your closing rates are high, you want to always bump up your prices because at the end of the day, there's two ways to scale.

[00:35:56]>> It's either you on board more people or you like raise your prices. And if you onboard more people, you're not able to pay attention to the clients you're working with. Your team will die in like fulfilling for the clients will literally burn out. Right? Third, um people will be angry with what you're doing. Right? So I personally believe in you know charge as high ticket as you can and that is the best filtering mechanism to attract the best type of founders and uh in terms of attracting that those kind of founders as I said like is just understanding on a very very deep level how that person thinks >> like I I for for a fact know how you think right? I for a fact know how valuation my client thinks >> because I've spent hours finding that out and figuring that out everything from like that day-to-day routines.

[00:36:34]>> How do they think about work? How do they delegate? What do they do? Right?

[00:36:38]Um what are the big biggest pain points and fears in life? Uh what are they most successful in? What are they most proud of? Right? And then I put some pictures to the ICP as well. Like people that I think are my ICP and when I know them so well, I can speak directly.

[00:36:53]>> I think that is the best way you like attract those people. I've seen that people often amount Instagram success to the number of views they get.

[00:37:01]>> Yeah.

[00:37:01]>> But with you, you have some particular section of clients, >> right? So, how do you make sure that you make money from Instagram even if your res are getting thousand views?

[00:37:13]>> Sure. That's a very interesting question, man. So, um you're at that point if your res,000 views, right? And that is because we're not trying to go viral, right? uh with someone that is you know genuinely not trying to go viral. They have there was this one particular client of mine his name was Dh and he you know has a consulting company where they build offshore dev teams for oil and gas companies in the states right um what we did was at this point you understand okay the content is there just to nurture a prospect before they actually buy right just to build that trust and we have that in place now we want to identify right for example followers.

[00:37:58]>> We go into your followers. We'll find out, okay, how many of these are actually SCP could be 20, could be 30, could be 100, could be 50. We make a list of those people.

[00:38:07]>> Then we post content on the page, right?

[00:38:09]That is not getting views, but it is very valuable, very high trust, right?

[00:38:14]>> Page optimize, right? And then the best way to go about it is one long form video, right?

[00:38:20]Because before you hop on a sales call, if you're able to send someone a long form piece of content, 20 to 30 minutes, going deep into their problems, their dream outcomes, and the value you provide to them with your solution, >> right? That pre-sells them before the sales call, right? And then getting an appointment setter on board and getting them to do a certain number of outbounds on a day-to-day basis, right? Outbounds could be anywhere from 50 to 100 a day, right? To these ICB people, engaging them in conversations, figuring out over time open rates get there, reply rates get there. Soaps show no shows and then how many people are actually closing. So at that point you know your call show rate your DM to percentage. So if you if your DM to converting opener is really good. The way you starting conversation is really good. If your calls booked are high, then that means the conversation flow is really good. If the call show up rate is great, then that means your you solve the logistical issue of constant reminders through calendarly through, you know, through WhatsApp, maybe if you're able to get that number, right? And then if your closing rate is high, that means you're able to close really well and your offer makes sense and your pre-sale assets working really well, >> right? So that is how we'll figure that out. And if we're meeting the threshold, you will have like a good amount of calls booked on a week- toeek basis, right? Um now that is how we get those people on calls. The content is what converts them over time which is very high trust content. And assuming your service is not content, right? If your service is content and views and credibility that that is like a non-negotiable. But if your service is not content and your service is something very niche, then those people have no issues signing up with you even if you have a small following because your solution solves their exact problems. You have some content that builds trust. you have one piece of round form that builds the pre-selling before the call and on the call you kind of sign them out. So that's what I would do with someone who has very less views but still wants to just send clients phones and Instagram.

[00:40:17]>> Yeah.

[00:40:18]>> How do you build that system and how do you delegate your tasks and detach yourself so that as a founder you are able to focus on what is your uh expertise and what you want to focus on to bring in more business. Yeah, that's a great question and I think all of us like are addicted to the word leverage because that is what we're trying to build over time.

[00:40:36]>> Um I learned this a lot when I was working in private equity where there was something that my um you know uh the the boss that I was working under this guy was a you know accomplished operator worked in investment banking across countries. He was also part of OO as head of partnerships when they were scaling really fast. So he told me from day one I want your communication to be topnotch. M >> I want you to give me end of the day updates every day. I want you to document every single process as like if you're doing a simple outbound calling agent, if you're building a simple outbound calling agent, I want you to document it somewhere. Google, right? But at least document it so that tomorrow if someone else has to do that same process, you can give them that process script and that documentation and that person is able to follow that SOP and is able to execute on that task.

[00:41:27]Then there is like vision and leadership right. So he knew so that I feel like oh this guy actually cares about me and he knew when to push me the wrong way as well.

[00:41:45]He knows so he knew exactly when to push me what way and I could see that I could tell that. So that was more to do with leadership right. So once I learned this now I was like okay cool now within meteor like how do I document my processes I love using myro obviously as you know myro is a digital whiteboard notion I use for all the databases pages etc etc so any process that you are doing over time you're repeating again and again you want to number one be able to track it if there's if it's content for example there's metrics from the content if it's appointment setting and DMs then the DM track data number simple spreadsheet works >> notion to view you can have tables right databases >> then there's okay now once we have databases it's been tracked second you know >> what what indicated a high data point right if your call booking rate was high your closing rate was high or your DM to call percentage was high >> then just take screenshots of those chats for example right very specific use case take screenshots of those chats and see what was the open what was the conversational flow like why did it work hypothesize Then you just want to put in the reps, right? Repeat the same over and over again. Is the data coming out to be the same? Is the DM2 percentage still the same? If it's the same, then it's working. It's a two word and tested formula, right? Same happened with my white time videos. Like I just dragged that data and understood double down >> and then you want to delegate it to someone. I mean, just talk exactly the way I've showed you, right? happy to hear feedback from your end as to how we can improve the process and we tweak it over time and we go right and then that's and then it comes down to a lot more to do with culture like a lot of people hire people that need micromanaging in my case I've been blessed with people that don't need micromanaging like literally like I never have to ask my team have you done the job or not because I know they'll get the job done if you're hiring killers if you have really good processes documented within your company and if you if people buy into your vision and if your SOPs and systems are strong like um there is there is no way you're not to build leverage and you can't remove yourself from a process.

[00:43:45]It's very easy to do that. And so once you master the art of delegation, the art of leadership, um you can move on to higher and higher and higher and higher leverage tasks so that you can start scaling the company again and again. And that's probably the biggest reason why we've scaled as a company at Meteor is because team is insane, systems are insane, and we we have a vision of what we want to go towards.

[00:44:06]>> Awesome. On this note, why I love to ask you my most favorite question I as to all of my guests. Okay. What has been the best piece of advice that you have ever received?

[00:44:16]>> Know yourself.

[00:44:17]>> Yeah, because if you know yourself, then you know how who you are at the end of the day. Like I I don't know if you guys are like into spirituality and meditation. But >> um I think just knowing yourself as an individual goes a long way because then you can be anywhere in the world >> alone, not alone. If you know yourself, you're able to just be yourself. That's that's it. Like simple. I can't explain it exactly but know yourself. That's the best piece of advice I've ever got.

[00:44:43]>> Know yourself.

[00:44:44]>> On that note, >> thank you so much book for your time for sharing our experience. I loved it.

[00:44:50]>> I hope the audience gained something or two from this conversation.

[00:44:53]>> I hope so too, man. Thank you for making this happen, man. It's an honor being on this podcast. But yeah, lovely.