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Businesses have until April 15, 2024, to file amended returns for Q2, Q3, and Q4 of 2020, and until April 15, 2025, to file amended returns for the quarters in 2021 in which they were eligible to claim the ERC.

RPS Training Course Live Training Sessions June 28, 2023

Live Calls

RPS Training Course Live Training Sessions June 28, 2023

(Raw transcription; not proofed for grammar or spelling.)

Click here for Google Doc of the transcript.

00:00:15 Brian Anderson: Everybody, welcome to the call. Sorry we’re a little bit late. I was locked. I had to go to webinar locked up it was. I’d forgotten the time. So that was on me, the delay here. I know Syd and Vanessa and the team were trying to get in. Thank you guys for being patient. We’re going to get started in just a minute. Give me a one if you could hear me or see me okay and let’s get this thing rolling. All right. Hey, Doug Starks, let’s see who else is here. Norma, shout out to Norma. Look at man. All the winner after winner Doug Norma, Bill Brown, Richard, Reggie Thomas and all that Christy Pepperdine. Look at this, you guys. Awesome guy. Good day, all. Hey, I was looking at everybody’s Commission this time. I don’t know if this person’s on the call, but let’s see what was his name? There is a guy that had a really nice deal this time. Let’s see. Catholic Church. I was just looking at this. I’m going to trigger all the payments. See. Mark Sullivan, are you here? I’m going to trigger these right now. Let’s pay these people right now. Mark, you’re not here. Kendall Hendricks, I ran down. Or with Syd’s help, I ran down the issue that you brought up to us. I think they got that addressed. But yeah, Milton. Milton Williams, if you happen to be here. I saw you had looks like a Catholic Church multiple 5 figure deal. So shout out to you a lot of good deals coming in this round. It looks like. So super exciting man. I see restaurants, I see country clubs seeing some fascinating deals, food, pantry. I’m seeing law firms, Barber shops.

00:02:06 Brian Anderson: Restaurants, restaurants, manufacturing, home, healthcare, contractors. That’s what I’m seeing right now. This, this. Go around. All right, I’ll turn my camera off. Hang on. It’s blocking me, too. I see it. It is in the way. Stop sharing my camera. Awesome, you guys. All right, Vanessa. Syd, are you guys going to join or nobody’s joining. At least Niki showed up. Slackers. Yeah, Niki, thanks for not being a slack. I don’t know what the hell those two are doing. Slack, Slack, slack. Let’s see you guys. Here they come. Now they’re going to have an excuse. Y’all watch these excuses that start flying in a minute. Let’s see. All right, all right. I’m just skimming everything. You guys any pressing before we? I’m going to turn over to Syd, but before we do anything pressing that we should talk about, any hot items, anything we can update you on maybe outside of the norm that we don’t always talk about? Is there any hot buttons that we need to talk about? Let’s see. All right. Yeah. Yeah, Doug, that’ll be the excuse. So true. Vanessa’s like 15 feet away. I don’t know what she’s doing, but my office door shut is soundproof at some level at least. So she may not know. Yeah, our lock box is working. There’s a good one from George Rogers. Hey, George, our lock box is working well with the IRS. Yeah, they are about 93% of the deals. 93, almost 94% are working as planned. We kind of always knew that.

00:03:59 Brian Anderson: It would never be 100% perfect. It is what it is, right? But yeah, the vast majority of the lock boxes are working fine. You. You know what it is, if you can do everything right. But at the end of the day, remember, we’re still dealing with a government agency that they move in their own sweet time. My first job at an undergrad, I worked for state government for two years. And I got a case study on how inefficiency really worked. So pretty crazy, but yeah, good question from George. Lock boxes are working fine. It’s never going to be 100%, but the vast majority like north of 90% are flowing through. Now I will tell you that I’m seeing issues operationally on our side that I’m going to have to. We’re gonna have to make some changes on our team. Some of our team members are, candidly they should work at a government office. They haven’t lived up to expectations in terms of timeliness and stuff, and some of the management team needs to do a better job pushing them. It’s Syd and I are getting a real world lesson. In the struggle to find quality employees , that’s probably the best thing I could say. For every great employee we have we have 5 that are not great and we do have some great ones don’t get me wrong but we have some that I would like to level up and all we do is just try to watch carefully and really watch like Hawks to fix those kind of things. Yes support teams pretty solid. You guys in general, I’m going to give Guy a nod.

00:05:49 Brian Anderson: Guy Bergstram just said I want to shout out the support team for all their help and patients. Yeah, they do a fabulous job now. I will admit they’re here. Hey Syd, there you go.

00:05:59 Syd Michael: Let me log in through my computer. It’s on via phone, but all good.

00:06:03 Brian Anderson: All right, awesome. So Doug, Doug gets the prize. Doug said they’re going to claim that they couldn’t log in to go to webinar. And I said I bet they do. Doug, I love it. No. And let’s see. Yeah. So I think, Vanessa, I want you to unmute and sit, and I want, I want everybody to hear this. Guys, Yesterday I found, like, this is the kind of stuff I find. Like, it’s a big believer in transparency. So am I. I get a message from Vanessa last night. Who’s running down a problem for Shoot, whose problem was it? Kendrick, I think. Right. Kendall. Kendall Hendricks. Sorry. And I found 64 deals. I didn’t find them. Vanessa did 64 deals that should have been called, but they were like three or four days. Is that right, Vanessa? A couple days passed when they should have been called. A few days passed, Yes, Sir. But did you ever figure out why they didn’t call? There’s a conversation behind that, but yes. Yeah, so. So there’s little things like that. We’re constantly having to monitor not only the people making the calls, but the managers for performance. I removed one of the guys off the phone who is on the calling team because we have a QA person now who’s listening to calls. And I read her analysis, her reports on one of the people and she graded this person and the grades weren’t up to par and I just said you got to take that guy off the phone.

00:07:43 Brian Anderson: Now, I didn’t mean you didn’t have to call people, but you couldn’t have that guy on the phone till he got retrained. I believe he’s back on the phone now. That was last week. But there’s a lot of little things like that. And I definitely am seeing the need to communicate better. I saw Christie’s comment, I am pushing people as hard as I can on that. It’s interesting. It’s like if I could do every little thing myself, I would. And Syd tries to carry the ball and do everything himself in a lot of areas as well. I know Vanessa’s guilty of it also. I mean it is frustrating you guys because the Syd and rocket science, it’s not rocket science really.

00:08:24 Syd Michael: And it’s going to make us buy laundromats.

00:08:29 Brian Anderson: Yeah. The running joke is we’re going to have to get some businesses with no employees in the future. But you know, but like look there’s plenty of good employees. It’s just there’s plenty of others that man, I have some stories over a beer that I can tell you but I shouldn’t say it on a recorded webinar. I have some crazy stories that I have learned firsthand about all kinds of things that I shouldn’t say. Let’s see, Reggie said. OK. I’m working some of Bill Macintosh’s phone leads in various territories outside of the US So I knew Bill was doing Guam and other places as well. We do have AEs that speak Spanish. We’ve got, I don’t know how many, but we’ve got multiple. We had one person at first, but at this point I want to say half the team might even be bilingual. It’s. The beauty of Tampa is there’s a lot of multicultural, multilingual people. I don’t know how many we have Reggie, but we definitely have them. And he’s asking what about on the front end when speaking first with prospects? Well, if you’re calling Bill’s leads and say Guam or Puerto Rico, they for the most part I’ll speak English as well. I can’t help you on the front end on that. I would actually defer you to Bill on that one. I and I actually just spent a few days with Bill down in Miami at this event we were at. But the feedback that I’m seeing on Bill’s leads is a lot of deals are getting done, they’re moving through. So is it possible you’ll get one where the person just doesn’t know, doesn’t speak at all? Maybe I’m not that Privy to that because I’m not personally using them right now.

00:10:21 Syd Michael: One of the greatest ways to get their attention immediately, Brian, is just to ask them, have you gotten your ERTC check yet? And people naturally get inquisitive and go, no, but how do I get it and say, I know it sounds too good to be true, but it’s very true. It’s a legitimate program. I was, you know, pretty blown away when I found it also, But it actually created us where ERT c.com, one of the top submission companies in the country.

00:10:43 Brian Anderson: Stop for a second. I love it. So let’s set it up. We’re at the automotive show last week. Syd did the Presession. And at the end of the early session before the event started, we got feedback instead, that was the number one line that got people’s attention right? I mean, dude, you guys say it really slow for everybody because they’re going to want to write it down or go really slow on that because that. And don’t remember, don’t talk about your T c.com, talk only about have you gotten the check. So this thing worked. Like gangbusters in Vegas last week. So I’m going to turn it over to Syd. You want to pay real close attention to this one line.

00:11:25 Syd Michael: So you just say, have you received your ERTC check yet? And everybody’s naturally, and we’ve trained this in the past weeks but everybody’s naturally inquisitive about that because immediately nobody wants to turn down or say I’m too busy to hear about getting a check, right. Everybody loves getting a check. So the best starter phrase is have you gotten your ERTC check yet? Depending on the response, I sometimes eliminate the objection right out of the gate by saying, listen, I know the program sounds too good to be true. That’s what I thought at first also. But it’s very real and it’s very true. Perhaps you could say, and correct me if I’m wrong, Brian, I’m an agent for ERTC Express. We’re one of the top submission companies in the country to immediately establish yourself as authority. We not only do. Complex submissions. But we do, we do very highly complex submissions, which makes me different than most of the competitors. And here’s why. Most of the time. And I go ahead and hit the objection right out of the start in my pitch because it really helps move forward. And I just, I don’t want to have to combat this when they all come to this conclusion, right. So I’ll say. Like me and my competitors, you might have been told or you might assume that you can only qualify through lost revenue and that’s not the case. You’re just talking to the wrong submission company. We’re able to qualify you not only through lost revenue, but also through limited commerce such as social distancing, supply chain issues and government mandated shutdowns. And if these are one of the leads then that.

00:13:05 Syd Michael: Bill McIntosh got you. They’re all in areas that were government mandated shutdown. Every single one of those are highly qualified leads as far as qualifying for ERTC Express fact, right. So you want to put that knowledge in front of them, right. So you let them know through government mandated shutdowns and then ask them were you shut down at all, You know the answer. They’re going to say yes and go awesome. Well, listen, it’s a very complex process, but it’s very simple with us and I’m here to make that simple for you. All we got to do is upload a few documents and that’ll be That’ll give us a chance to calculate your credit. You don’t. I’m not asking for any money out of pocket to calculate your credit. However, once you do figure out your credit, we do charge a fee, but only after you know exactly how much money is on the table. Then you can make an educated decision moving forward. It’s best for us just to now get your credit started. Are you sitting in front of the computer? Can I help you do it right now? And then there’s you want to take them as far as they allow you to take them and if they start pushing back on, well, I’m busy right now or hey, I need my wife or hey, you know whatever reason your mission to pivots. Your mission then is to pivot and to 1:00 making it interesting enough for them to show up for the next appointment. So tell them what they should expect, right. Oh, I need my wife. Well, great. You know what time would be best to get your wife so I can jump on a call with you and explain it to her also. I’d love to do that. Right. Hey, by the way, we’ve seen these credits range from 20,000 to $3.3 million. I can’t wait to see how much you’re going to get, right. Put the, you know, put the sizzle on the state. Do not start going so in depth and detail that you overwhelm them because then you’ll start getting responses like, well, this is a lot of work. If I’m only going to get 10 or 20 grand, that’s a direct indicator that you built no value.

00:15:01 Syd Michael: And that you made the processing too complex for them as a direct indicator that you over talked just so you know when you get that response you talk too much. Is everybody with me on that, give me a Roger that if everybody’s keeping up with me on here.

00:15:17 Brian Anderson: Yeah. And Syd went much faster than we would on the other calls, but you guys have been around the longest. You’re the, you’re definitely the most seasoned and savvy I was with. You said it made a lot of sense to me. No, I followed you.

00:15:29 Syd Michael: Yeah so that that that’s exactly how you should handle those calls and Brian we’re scheduled to role play next week and do a couple things so you know bring everybody bring their headsets and I’ll role play with each and every volunteer that we have. I’ll role play with you until the end of time. I’m more than happy to do so.

00:15:48 Brian Anderson: Well hey, I just put this on the screen you guys. I put this in with some of the field agents were asking. I’ve posted this online before, but look. There are other companies out there, right? So if somebody’s asking about other companies, really a bunch of easy questions, if you know if they’re any good. Does the company have CPA’s on staff that do the work, ideally American CPA’s. That’s a yes or no question, right? What’s the right answer to that question? You want it to be Yes, right? Yes. All right. Next question, Does the company have the accounting work outsourced offshore or use software? You want that to be no, right? This next one’s a big one. The radio guys, the ones that are all over the radio are #3 here. Does the company ask customers to attest that they are eligible? Syd, your business was affected by COVID, right?

00:16:59 Syd Michael: It was.

00:17:01 Brian Anderson: Yep, in 20 and 21, right?

00:17:05 Syd Michael: Yes, it was.

00:17:07 Brian Anderson: Okay. Perfect. I just need you to sign this, right? And then I’m going to ask Syd to sign a form where he formally attests, right, Legally states that he’s eligible. All right, this is a big issue. Big, big issue. And we’ll talk about this one in a minute. Does the company tell a business they are automatically qualified for all six periods or they’re going to get them qualified? If they do, it’s another issue. Can’t do that. You’re either qualified or you’re not guys, right? You’re not automatically qualified. All right, this number five, I’ve continued to improve the process here. Does the company provide a real audit package? Including right if it wasn’t a revenue decline situation doesn’t include the specific government mandates that had an impact on the business like state, Georgia, State law 123-689 for these dates. This is the name of the law and maybe the other three laws right then is there some kind of write up narrative that explains and math calculations? That help detail that there was an impact more than a nominal impact. So the answer to #5. If the answer is not yes, you don’t want to work with that company. I don’t care if their fee is free. I don’t care if it’s free. You’d rather pay more to get #5. You do not want to file for ERTC if the company doesn’t do #5.

00:18:52 Brian Anderson: So I gave a presentation last week at the automotive meeting and it was painful, you guys. It was in a ballroom, Syd. Honestly, one of the most painful presentations I’ve ever done in my whole life.

00:19:05 Syd Michael: But let’s tell him who came up after your presentation.

00:19:10 Brian Anderson: That’s the point, right? I’m in this meeting. Nobody’s watching, dude. It was in the ballroom, you guys. Nobody’s flipping paying attention. Hardly. I mean, nobody, like. Honestly, I’ve done thousands and thousands of webinars and presentations and stuff, but this is up there on the list of possibly worst experiences. However, after the call, hold on, let me. Let’s see, Vanessa. If I let me see how I can do this, I happen to have a picture. I’m going to put something on the screen. I think this is. Hang on, let me pull this up. A gentleman came up to me after the meeting. Oh, I can AirDrop it to my Mac. Hang on. Let’s see. AirDrop waiting. All right, where is it? All right, I’m gonna put this picture up there. Is it showing center?

00:20:08 Syd Michael: I can’t. I’m on via phone because it wouldn’t let me log in.

00:20:12 Brian Anderson: And you all see the picture. Somebody give me a one if you can see it. Trying to clean up the garbage. Are we getting any feedback? Is anybody alive on this call? I’m getting a few ones. Yeah, you gotta wake up. Come on. All right. Points to Paul, Lopez and Thomas. All right. Can y’all read who that is? Can you read the badge of the guy to the right of me? I can’t zoom in anymore. It doesn’t look like. Let me see. Yeah, I can. Oh, no. But then it’s off screen. Hang on. Oh, man. I can get it here. Yeah. Richard Furlong, Can you read his company below his name? Richard Furlong. Correct. Well, I can’t zoom in you guys, unfortunately, but say, tell him the good news. You took it. You took the picture. Yeah.

00:21:08 Syd Michael: All right. Well, I also said.

00:21:09 Brian Anderson: What do you do his best? But tell him. Tell him where he works because you can see it. IRS They’ve seen it now.

00:21:15 Syd Michael: The Internal Revenue Service.

00:21:18 Brian Anderson: Revenue 30 minute presentation on ERTC to the IRS. Well, let me let me.

00:21:27 Syd Michael: Preface it, let me preface it a little bit. The guy came up and said I’m very relieved and we’re like, oh gosh, and he was like he goes, I was so scared of what kind of ERTC company, what somebody was going to say and he goes, Brian, you were dead on everything you said. He was like, I was. It was awesome. He was like I was because I was trembling on what was going to come out of a submission company’s mouth, right. And basically said everything Brian said was dead on. In fact he’s like we need to educate consumers more and I would love to work with well, you tell Brian.

00:22:06 Brian Anderson: Yeah, so yeah, I tried to get him to do a webinar, you guys. I tried hard to get him to do a webinar, but I don’t know if you’ll believe me but he was unlikely to do a webinar. They’re not allowed to do that. But Syd’s right, He said, yeah, everything you said was right. And funny enough I was talking to a tax attorney at our booth when the guy walked up. The tax attorney was trying to solicit business from us, really. And the guy walks up. And he said what Syd said and he said, I just want to tell you such a great presentation. It was everything was factually correct, blah, blah, blah. And he went on and told us all kinds of other stuff. But man, I tried hard to get him to do a webinar. And I’m working on a backdoor way to get him on a webinar with me. So I might be able to pull it off. But he basically told me they’re going after. I’m not going to, I’m not going to say who, he said. But they’re going after some of these other companies. Think about this. They’re going after some of these companies criminally, criminally. So you guys, we’re never going to be the cheapest. But when I started talking about the audit package, I even showed him one of my audit packages. He goes, yeah, that’s what we’re looking for. He said, no, you’re good, you shouldn’t, you don’t have to worry about anything.

00:23:38 Brian Anderson: He said when we find these companies that are guaranteeing all six periods, we go after every file they’ve ever done. When we find companies that have no audit package that are doing this for clients, we then are going to audit every file they’ve ever done. Think about that for a minute anyway. It was crazy. I don’t know how long we talked to. I think we talked to the guy for an hour to an hour and 30 minutes. Yeah, hour and a half maybe. So we hung out at our booth with the IRS talking about ERTC compliance for over an hour and candidly it was really positive. He was very, very.

00:24:19 Syd Michael: Positive. I thought he was going to ask you for your content. For him to create compliance videos is what I felt like they were. He was going to ask.

00:24:28 Brian Anderson: Yeah, you guys, I can’t give you this guy’s picture and name and let you mark it with it. I would love to do that, and personally would love to. Syd and I tried to figure out how to pull that off. Now I can probably come up with the one we can probably come up with A1 liner, but the reality is it’s only going to draw unneeded attention on us.

00:24:49 Syd Michael: Yeah, we got to be careful of that.

00:24:50 Brian Anderson: But. Yeah, I thought the same thing, Thomas, if somebody had been recording when he first walked up and said it, it’s the best sound bite of all time. I’m going to get with our lawyers and see if I can, if I can quote it because I mean, I can quote him & it. IRS employee. And then if somebody tried to audit me, I can show the picture and the guy’s name because it’s factually true. I mean, it’s.

00:25:15 Syd Michael: The thing is, the guy was so candidly honest with us about stuff, I almost don’t want to disrespect him that way. You know what I mean? Because he was very candidly, openly on very.

00:25:25 Brian Anderson: Open, he shared. And he told us a lot of stuff that was going down. He told us all kinds of stuff and it was fascinating. And I just said, look, we’re never going to be the biggest. I said because I don’t guarantee you, I don’t guarantee you eligibility and I don’t qualify them in eight minutes. He goes 8 minutes and I go, yeah, and he goes, weren’t you in that New York Times or the guy said this to me? He goes. Wasn’t your company in that New York Times article? Yeah, I said yeah, we were. If you go back and look Richard, we were right after the company in eight minutes where the New York Times said we had a 30 day rigorous process. He goes, I remember. So I want to tell you it was quite an hour, hour and a half a conversation with this guy. And I will be honest though when I realized the guy was at the IRS, I’m like. Here’s what went through my mind. Did I say anything stupid? Because sometimes I shoot my mouth off. I don’t mean to, but I do. I’m like, did I say anything stupid? And apparently not. Apparently wasn’t too bad. And we stayed, we stayed on track. You know, we stay on track. Yeah, no, I kept his business card. And I’m working an angle to do a webinar back door with like a little back door strategy if I pull it off. I’ll obviously invite everybody for sure. And I told him, I said what would be fabulous, as if the IRS on their own did a webinar and recommended you know things like my questions like CPA should sign the returns. The IRS should say that you should come out and say customers should not attest that you guys should come out and say that people need to be.

00:27:15 Brian Anderson: People need your guidance. You should come out and say this thing about having an audit package, say these things. That’s what people.

00:27:24 Syd Michael: Want to do? Let’s just clarify. Nobody screenshot or market that guy’s photo or name.

00:27:29 Brian Anderson: Or anything. I will disavow anybody that does it. It’s on you. But yeah, that’s obviously that’s the guy that we met with and you can see me standing there and.

00:27:38 Syd Michael: We have to, We have to protect that guy. Because he was good.

00:27:42 Brian Anderson: Fabulous guy and but he shared a lot of compliance enforcement stuff going on and honestly it just made me happy because there was nothing he said that we didn’t do, which was awesome. There was nothing he brought up that we weren’t doing and we were chatting about some other companies leaving the names off. We were talking about the lock box model. Who brought that up a few minutes ago. Somebody did and. And he loved that. And I said, well, we use your vendor and the accounts in their name because we don’t want to go collect these fees. And somebody said, well, I heard the IRS said you can’t charge a percentage. Well, they lost in court and they lost on the appeal. So I don’t think they’re playing that anymore guys. So suffice to say the IRS is paying attention. I think that was a take away I got. Suffice to say, they like the model that we outlined. They really like what we’re doing and they want businesses to take advantage of the program as long as they’re eligible. They just don’t want people to be misled by these. I don’t even like the word filing company because when I hear filing company, I think ERC mill and you know if we just wanted to automatically approve everybody, we would be doing triple the volume we’re doing, we would maybe quadruple. It wouldn’t take, it wouldn’t take three to five weeks to finish stuff, if we were doing that at all. So anyway it’s just goes to show you never know, right? Get out there, have conversations, talk. But it was a fascinating experience to say the least, completely fascinating. And I expect we’ll get more out of it.

00:29:35 Brian Anderson: Probably with like 3 months left in the program, we’ll have the IRS doing a webinar, right, three months left in the program. You know that’s just kind of how government is you guys at the end of the day. So enough. What else do we got? Let’s see, Can you update us on the number of cases we’ve submitted? I want to say we’ve got 30 or 40,000, Laurent, I don’t know the exact now. I quit looking at that a long time ago, but it’s a big number, 10s of thousands. Oh, it’s a good one from Reginald Marshall. Reggie said anything about refund turnaround time is improving. Now he did tell me this, you know, there’s this article that came out about a week and a half ago. Two weeks ago it said there about 600,000 files behind. He told me out of that 600 and something thousand, about half are ERTC applications, amended applications. So in terms of being behind, they’re really only 300 and something thousand behind, he told me they’re definitely getting a significant amount of work and some of the larger deals are getting put through additional scrutiny and larger being like quarter million plus 1/4 a period. So I asked him to speculate on how many files would be audited. I said you think it’s gonna be 5-6 percent. He goes, no, probably will be less. He said it’ll probably be 1% of the smaller ones. Now the larger files, it’ll be A, it’ll be a higher percentage. But he thought 1 to 1, 1/2% of the files overall, and out of the really large ones, those will get audited at a higher rate.

00:31:22 Brian Anderson: And if they were to uncover ERC mill that was kind of doing unscrupulous activities, they may audit all those people’s files. So I don’t know, I mean it was a lot of good stuff you guys. Let’s see what else. Yeah, Christy said the, the, the market, the program like the day before it ends, which is so true. I don’t know. I mean it was. It was fascinating. I will tell you that now’s the time if you haven’t kicked it into high gear, and a lot of you have on this call. I see a lot of names that we’re always paying out. If you haven’t kicked it into high gear, if not, now when you guys, you got to do it. You can rest assured. Is it perfect? Nope. Is it being done right? I feel really good. After the IRS conversation, I went from, oh I’m scared. I’m scared to think about what this guy thinks to wow, this feels really good. It was like the rest of the day. The rest of the day got better. And I’m going to tell you, we had a crazy event. We screwed up, one of our team made a mistake, and the person who was giving us the schedule of where we had to be when. I want, I want you to imagine we spent 50,000 to go to this event, maybe 75. And then one of the things we paid for was $20,000 and it was the keynote introducing the keynote speaker, right? It was one of the things we had and our team gave us the list of where to be when, hours and all that. And they left that out. So nobody showed up at the keynote speaker.

00:33:09 Brian Anderson: It really started, I’ll be honest, it started on a sour note, didn’t it? Yeah, it was bad.

00:33:16 Syd Michael: I thought that was right. That’s why I sent you that picture, because I was like, man, that they can’t, can’t know about this.

00:33:26 Brian Anderson: Yeah, Herb saying with 300,000 case backlog, what is that equating to in weeks and months? I think best case we’re looking around 4:00 or five months right now. The bigger ones are longer. It’s kind of weird. I saw one the other day that was 11 weeks, literally 11 weeks from state of submission to 941. But my gut, my, my personal guess is five to six months realistically that that’s kind of what I’m seeing. I know the big one that Norma had, that giant one, I want to say that was five or six months and that was a. Multiple $1,000,000 deal. So it’s hard to say. I mean I read the same release as everybody else does where they put out facts and stats, but we are seeing stuff come back in three months. But it’s the anomaly. Most of them are longer than that. If I had to answer a Herb’s question, I would say five to six months. If I was telling a customer, I would probably tell him expect six months from the time it sent in. He used the word I believe in our conversation, 20 plus weeks. So that’s five months. So here’s what it is. It’s a bit of a black hole. It’s so silly that it, you know, with all the money and technology available that it’s such a black hole. That’s shame on the government here for sure. Should not be like that, all right.

00:35:04 Brian Anderson: What can we do about a deal that is almost a year old Burgess, you should immediately put in a ticket and Vanessa please check on it. Year old. We have a little bit of ability Burgess. So we can do things like this. We can see was the power of attorney accepted this form 2848 What date was accepted Now the 941s are not electronic. They get sent in, mailed in so to speak. Right. So we look for any flag in the system, right. We have the ability to log in and do certain things and we want to see do the 941 show, the amended 941 show received. We want to look for indicators like those. Burgess, that’s about all we can do. Yeah. Norma just said her big deal took five months that just paid out recently. Yeah, that was in May I think. Yeah. Here’s a fascinating 1. Craig put in a ticket on this too. Craig Duran just said my client called the IRS and they could not find her file by EIN Syd. We get that one all the time and then those people get paid like a week later sometimes. Sometimes we end up having to refile them because we can’t find any record either. So it’s frustrating. I mean Syd, how many of those do you get on a regular basis?

00:36:30 Syd Michael: Several every week.

00:36:32 Brian Anderson: Several every week. So I think the, the, the one thing you can do Craig, on that is just put in a ticket and let us see what we can, what we can see. And my general answer has been, if it’s been long enough and it doesn’t show, I’ve refiled them again based on what the accountants suggest. Remember we’re dealing with the black hole in the American government, just remember that.

00:36:55 Syd Michael: Brian, can I point out one thing though, If a client does contact you like that don’t, don’t get weak, don’t, don’t act like, Oh no, what’s going, you know, don’t act like that, you need to know that they are getting filed. The IRS is the one that’s lacking in this situation 99.9% of the time. So what fuels that fire is if you roll over and get weak when the client questions they want to hear. You confidently give them a response regardless what the response is. So just if that makes sense, don’t, don’t just roll over. When somebody calls you with something an issue like that, make sure that you’re very clear and very precise on how we’ve seen the IRS say they haven’t received it yet. Somebody gets a check a week later. So you know, does that make sense? Yep.

00:37:56 Brian Anderson: Once Okay, here’s a good one, Laurent said. Once reviewed by ERTC Express, the CP A’s and submitted to the IRS, what percentage of submissions are approved and funded at that? At this time, it’s probably 99.1 or 2%. Laurent, there are a few that get kicked back, not the entire filing, typically 1/4. And for instance, we had one kickback last week because. They never filed the original 941. Little things like that have happened, but in the grand scheme once it gets sent in virtually 100%. But it’s not 100, it’s just below are approved. And I suspect that’s true of any ERTC company, Loran, not just us. K if I had to guess. Let’s see. Didn’t someone get paid, though? And the IRS said they didn’t have their file? Yes, that’s happened a bunch of times. That has happened a bunch of times. So all I’m saying there is, hang on, I’ll, I’ll put the questions on the screen. Hang on, sits on his phone. Hang on, you guys. Hang on. This is Donna’s question. All right, is it? Shawn said.

00:39:25 Syd Michael: I’m not able to see the screen.

00:39:27 Brian Anderson: I forgot about. I see it now on my second screen. Yeah. So we’ve had this happen. It’s weak. IT weak, weak systems. Now, is it possible that it’s our fault sometimes? Yep. In November and December. We had two employees in the closing team. I won’t bash these two guys. They weren’t bad guys when they worked here but they would just send in files in batches of 20 or 30 in the same envelope and many of the ones that went in that time frame had to be refiled. I imagine, I want you to imagine being an IRS agent and you get 30 in an envelope all like clipped together. They probably just said screw that and threw it away. So we definitely had that happen on some files from that time frame. All right, I’m going to take the next one. Let’s see. Here’s a good one. We’d mentioned a while back about the possibility of a Commission payment being advanced or paid out through the hedge fund. Yeah, So here’s what we’ve done. We. We ceased or terminated our relationship with the hedge fund because they’re working with one or two of the competitors that are doing this unscrupulous stuff. You know the, for instance, the hedge fund we were working with was also working with the company that is all over the radio and doing the customer attestations. We just didn’t want to be connected into those people at all, in any way. No, we wanted no connection point.

00:41:17 Brian Anderson: So we’re doing our advanced funding through banks, community bank, state, state chartered banks, there’s a couple thousand of them. We have a lead bank that we have a relationship with in Texas and that bank is doing advances on some of the deals we send. So for instance, the bank is. If the deal is 500,000 or less, they don’t have any tax liens. They’re not complete. They haven’t filed A/B K and they filed all their other tax documents. They’re eligible through the bank. I want to say it’s prime +4, so which is basically 12. So we are doing those and if those get funded in advance, David, then you get paid. The whole thing gets paid. So what’s cool about that is you’re not paying a giant part of your Commission, You’re not losing a giant part of your Commission. Does that make sense? So if the bank funds a deal and the whole deal funds out, you get paid and you don’t have to pay. The hedge fund was going to charge this monster fee, but that isn’t the case here. So let’s see and here’s the one from Andy Lowry. Let me put Andy’s up. Andy, good to see you. Let’s see. This is a good, this is a great little timeline that I think kind of let me put this up. Andy has one and I just took what he wrote six months ago, Saint Louis Inc. So it must be a company that has filed with the IRS after four months.

00:43:21 Brian Anderson: Saint Louis Inc called the IRS to find out how it’s going. He is called multiple times. Customer calls? Call one tax season, call later. Call 2 claims they lost the paperwork. Call 3. Check will go out on May 15th. No check the 4th call. IRS claims it wasn’t supposed to go out on May 15th. I think that’s par for the course. Cool. That’s interesting feedback. And it and it pretty much says all you need to know about dealing with large U.S. government agencies. I mean, I don’t know what else to say about that. Vanessa, why don’t you answer this one? This is about a portal question from Paula.

00:44:18 Vanessa Roberts: Yeah, Paula asks. She has a deal that’s in the portal that is noted as waiting full deferral payment, But the percentage of completion that is reflected in the portal says 88%. She wants to know if that’s a problem. And no, that is absolutely fine. That percentage is just how many questions in the application have been answered so that internally we can gauge how engaged and how far along a deal is. For quick reference, but since not every question in that application is mandatory for every business, we don’t need 100% completion to get a file done. If it’s in full deferral, you are locked stock ready to go, Everything’s complete awesome. Or Herb, that’s a good one. How do we find out if their tax liens on the business so?

00:45:13 Brian Anderson: This is an area of improvement on our side for sure. We have a new team that’s basically we spun up that’s now going to be running the tax lien search form before the end of the process. So here’s what’s going to happen. We already collect the form. We hadn’t been running it before. I don’t really have a reason why. I don’t know why actually. But now it’s going to be run and let’s say Herb’s client had a lien. Let’s say they’re getting back 100K and have a lien for 70K. We’re going to only offer them an upfront payment. There’s not going to be a deferred pay option if they have a lien. We’ve probably been, we’ve probably been bid about 8:00 or 9 times on this on the lien issue. And you know, fool me once, twice, you know the story, right? So our new team will be checking the lien status. It’s a Form 8821 on the front end. And if they have a lien, there will be no deferred option for that person. It is what it is, right? There’s nothing we can do about it. We definitely don’t want to float somebody that’s never going to get the money because the IRS is going to garnish the money. Burgess and George were asking about the bank. Yeah, the way it works, Let me, I’ll just put it up there. George Burgess. I’ll just put y’all in no certain order, All right? I just put it on the screen. I don’t know who asked. What? I grabbed him out of order. How’s the decision made?

00:47:16 Brian Anderson: Well, the business has to decide they want the money one and is there a minimum? No, but there’s a maximum there. There in theory is no maximum, but there’s a simplified approval process 500,000 or less. If it goes over that amount, then it’s more of like a full bank loan underwrite, if that makes sense. Up to 500,000 Look at the audit package. They look at all the stuff. I will tell you this, before the bank agreed to loan this money, their CPA’s and their attorneys put our process through the ringer and we had one change we had to make as feedback out of their process and it only made us better. They had eight other vendors apply to work with them Other your C companies. None of them passed. None. I was fascinated by that. The decision is made if it’s 500,000 or less, there’s a team at Express that will call and offer the business the option to do that. If it’s over 500,000, right now, we’re not calling those businesses. Doesn’t mean that they couldn’t qualify, but it’s a different approval process. Does it make sense to have the bank offer advances to delayed legacy deals? I mean maybe we just, we’ve just been doing it on deals moving forward. I mean I thought, I definitely thought about it don’t get me wrong, but none of the legacy deals had the tweak that the bank wanted if that makes sense in them and it doesn’t mean we can’t go back and do it, which is kind of the plan, but they just didn’t have them out of the gate.

00:49:09 Brian Anderson: So right now we’ve been doing them on new, new deals that have come in, Let’s see, on the portal. Is there a way for us to see the e-mail correspondence that is going, Vanessa, do you want to talk about this one? I’ll put it on the screen. This is a portal question from Lauren. Let’s see, right. All right, I’ll put it here. You see it? Let’s see. I see it. So Ron is asking, is there any way for the e-mail correspondence between the AE’s and the customer? And I’m guessing I’ll put words in this sentence for you. Also, our automated 8 e-mail campaigns to be included in the portal and no.

00:50:00 Vanessa Roberts: The various e-mail systems are not integrated into the portal, but you do have access to the internal notations. Whenever there is a communication with the AE’s to the customer, it is notated and our phone system is integrated. So whenever there’s an internal or outgoing call from our system to the customer or from the customer to us, the. The record of the call, not the content, but the record of the call and the duration of the call is automatically added to those comments. So all actual contact communication and phone attempts and live connects are all recorded for you to track that communication between the AE and the customer. Nice. OK, here’s a good one from.

00:50:56 Brian Anderson: See Reginald, is the SDR working a new team, working old account. So yeah, so we have these sales development reps or appointment setters, lower end account execs, no disrespect man at all. They’re on a very specific job. They are working old, stale, dead, whatever leads and it and this goes to show you, right. 50 to 80 appointments a week coming out of the stale deals. These are your leads that we’re trying to reactivate for you.

00:51:32 Syd Michael: Fine, but not just stale. If for any reason AE doesn’t contact them within nine days, they get queued back up with the SDR’s. Also, it’s just a double coverage.

00:51:40 Brian Anderson: Yeah, it’s the whole thing, it’s just protecting everything. And we’re managing them pretty tight. We just whacked three of them. They just weren’t doing a good job. It’s a hard life, you guys. I mean you want the same thing Syd wants and I want, right? I asked for 150. This is what I asked for. You tell me if this is fair, honest, and tell me if I’m wrong. A lot of you are outspoken. Give me your honest feedback. I want 150 dials a day and I want 3 hours or more on the phone. It’s an 8 hour day, eight or nine hour day, right? I’m asking for three hours on the phone. Is that reasonable, you guys? Or am I, am I in La land because I fired three of them in the last week who weren’t meeting that criteria? Let’s see what people think about that. Yeah. Reasonable. That should be a bare minimum, Frank. I agree. Definitely reasonable. Reasonable. Yeah. I’m just if they don’t meet that, then they’re just, they might be great people. They’re just in the wrong job, right. That’s all it is. And some I’ve taken and moved them somewhere else. But I’m not in the business of finding, you know, jobs for people that don’t do the job they are hired for. So either it fits or doesn’t unless there’s some opportunity, so to speak. All right, What else this falls into, I don’t know answer, Antoine, but I’m going to put it up there.

00:53:15 Brian Anderson: I have a multiple business deal that finished a couple of months ago, was sitting in deferred yesterday the businesses got moved to disqualified. Yeah, I have no idea on this. So I would ask you to get with Vanessa or Nicole and the team and let’s just run this down. This is one of those we got to really drill down and figure out the answer. It does seem odd, right? It doesn’t make sense. So I don’t know what’s going on. Let Vanessa, can you help figure that out because. Obviously, there’s something going on. Absolutely. Yeah. So I’ll leave you with this. I don’t want to belabor anything you guys, but we’re trying to tighten the process up. The tax lien thing is new. You know, we built it from the beginning. But I will admit, left hand didn’t know the right hand, wasn’t even ordering them. Truthfully, I’m not going to lie to you. We’ve been collecting that form from the beginning, but the lovable morons on my team weren’t running the tax lien search. I don’t know what to say about that one of the accountants. So none of the people you guys know, one of the accountants just wasn’t doing it. So there’s little things like that that continue to come up over and over and over again. Syd, what’s something you see over and over again being down there that you’re you guys have been tightening up?

00:54:41 Syd Michael: Well, we tightened up with the Scr’s first just because sometimes deals would get stuck for 14 or 15 days. And granted, the AE’s, we’re just trying to get the docks, but we still rerun them. You just got to put accountability and scarcity in there. So yeah, that’s the main thing. We yeah.

00:55:01 Brian Anderson: Yeah, we’re moving to heavy metric based evaluations. I take the emotion out of it. I don’t care how much I like the person. Like I recently had to let go of somebody I actually really liked. He or she just wasn’t doing a good job by the numbers. And not one week over like 7 weeks. And at some point it’s not about that. I like the person. I had another person cheating the Commission plan last week. The way they were compensated, they were getting a different person who wasn’t compensated in the same way to pass some certain things that triggered payouts to them.

00:55:39 Syd Michael: And it sucks because I really like that guy, you know?

00:55:41 Brian Anderson: Liked it too. I liked him a lot. I had another person that was stealing one and two W2 deals and sending them somewhere else. So I called the police and prosecuted him and I’m filing a lawsuit against him and the company that he did that with and he wanting the brightest bulb out there, you guys. This rocket scientist did it all under his primary e-mail. He’s a rocket scientist of the highest order.

00:56:15 Syd Michael: We had a complete conversation file, basically recorded calls and emails.

00:56:23 Brian Anderson: I mean the rocket scientists abound. Let’s just say that tomorrow we’re interviewing 6 new people. Hopefully I’ll hire at least four of them next week. On the 5th we have at least four interviews I see already. We’re just trying to grow the team challenging. So challenging Thomas B on your deal specific one. Vanessa, can you help him or create a ticket and like let’s solve that, Let’s at least run that down for you. Thomas, let’s see. No, Lauren, thank you so much. It’s truly we appreciate that. I hope you have a great day. Where are you based out of Lauren? I can guess, but I don’t want, I don’t want to guess on this one. Calgary Okay. Yeah. I mean, you guys, we’re not perfect. But I’ll tell you this, we fire managers too. We fired the sales team lead. I fired. We had to fire people because they weren’t leading the charge. It’s too important. I don’t care if we like somebody. I like everybody we hire in general, right? I wouldn’t have hired them, but. We’re not scared to replace and get rid of people that aren’t meeting expectations. And I think it’s like one of the most important things, very, very important. So we’re going to keep doing that. We’re going to top grade the people that aren’t performing. Like every day I see how many deals each person got done. I see how many calls they made, how long they were on the phone. I see how many contracts are signed every day.

00:58:05 Brian Anderson: As a percentage of calls made, I see all these metrics and I’m able to compute all those numbers. No one really sees this but me. But I compute all those numbers into a single score, like an efficiency score. You fall below the line, You get fired. Not in one week. I’m not an idiot, but if you’re below the line consistently, you can’t be here. It’s not fair to you. It’s not fair to Syd, our team. Anybody else? That put in the work, so it’s not fair to their colleagues. We try to do things to build morale with the team. I know John, the CEO has been buying. We bought a lot of sporting tickets and we gave them out to the team concert tickets, dinners, we try to do positive team building things. We try to pay about 15 to 20% higher than the market rate. We buy lunch and dinner for the team. If you’re working through lunch or working through dinner and you stay to 8, you get free food, said. What else we stock the restroom, the restroom. We stock the lunch room for the sales team that they can, they can kind of be on the phone, keep working, man.

00:59:18 Syd Michael: You just now caught me in the pantry myself.

00:59:23 Brian Anderson: So funny.

00:59:24 Syd Michael: I didn’t see what new stuff they got there.

00:59:31 Brian Anderson: Scott, you’re not kidding, dude. But if somebody isn’t performing one week, we try to build them up and help them. If the second week we still are working with them, we don’t fire them right away. We’ve already invested in them. But if they’re not able to make 150 to 200 calls a day and be on the phone at least three hours out of there 8 or 9 hours, you got to ask yourself, is that the person we won in that role? How would you guys feel if your deals were going to somebody that was only making 40 calls a day and he or she was on the phone an hour a day? You wouldn’t like that. We owe it to you to get rid of those people. I personally feel indebted to each and every one of you, and if I see somebody that’s dropping the ball, it’s not me. It’ll be somebody else that gets rid of them. Syd told me about somebody else that’s about to be let go performance. And I hate it because I like some of these people. But it’s not personal. It’s strictly business. And it’s not rash. It’s not an instant, Oh, you had a bad day. You don’t get fired for a bad day. We’re not jerks. But if you’re a pattern of consistent underachieving, we move them on out, let them go to the other companies, let them go somewhere else. So yeah, we’ll do. There was a question came up in the group. What about deals? And I’ll. I’ll end with this because I want you to know we ain’t playing. What about deals where the IRS didn’t send to the lock box? Let’s say the eight percent, 7% of the deals where it went, they skipped the lock box. The payments were made to the business. We have a lawyer or I guess she’s an employee with a law degree. We have an employee and a team that runs those deals down very firmly. She’s in like a prelitigation.

01:01:24 Brian Anderson: So we’re not playing. It’s your money. It’s our money. I had to pay all the work. I had to pay for all that work. So we’re not going to just say, hey bygones, yeah, screw us over. Herb doesn’t deserve to get his $18,000. We’re Herb. Herb does deserve the money. And if that company didn’t pay, we’re going to escalate through a series, starting with. Starting with calls and letters ending with federal lawsuit and it and it. Most of the time they won’t get there as the lawyer gets real as they just as they find out like these couple people what time it is, most of them don’t want to go to war. We have a pretty good rest assured we have a pretty good war chest to take those guys out. We have a contract signed 99% of the time. They sent us work. We have recorded calls where they agreed to do XY&Z and then and then all of a sudden they don’t. They’re in a really weak position, Most of them. I am seeing it happen right now. I don’t know. No, Julisa’s not here. She’s down there. But Julisa told me the other day there are three or four of the, we call them our problem children. Three or four of the problem children paid in the last week because they didn’t want to go to court. They know they’re in the wrong. They tried to skate out on paying, stealing from you and from the company, but eventually when they got called out on the table, they paid. That wasn’t me. Scott Hall. All right. No, thank you guys so much. We appreciate you. I’m going to turn it back over to Syd. I’m slightly under the weather today, so if I sound kind of off, I’m man, I’m just fighting.

01:03:17 Brian Anderson: I don’t know, exhaustion I guess. But it’s everything’s good. We are running as a company. You guys radio ads. We are doing marketing from a company level. You’re going to see some YouTube videos that I have out there, some Facebook videos. I encourage you, don’t. I encourage you to be like the platinum agents. You know what those guys are doing, right? And I collective guys, guys and gals. They don’t quit. Guys like Antoine Kerb, Rawlings, Mark Frank Sullivan, there’s so many Christy, there’s so many of the team in the platinum group, they’re no smarter than the next guy or gal. They’re just putting one in front of another. And you know what? They’ve had adversity. They’ve had deals, not going quit. So. So I encourage you not to quit. Think about those two guys in Europe. I don’t know if they’re on the call. Paul Baker and Bjorn. The Dutch, they could. The Dutchies, right. Think about those guys. They don’t quit. So I really encourage you. We’re paying out $1,000,000 if not more different months. Get your piece. I mean, there’s no reason that everybody here can’t make obscene money. If you’re not good at the marketing side, just stop in. Have a conversation, Syd’s, one liner, work like a charm at the trade show. So, all right, so I’m passing it back to you, man. Thanks.

01:04:47 Syd Michael: Yeah, And you know what? Brian’s saying is basically what we’ve been talking about. Showing up and being consistent, that’s the secret to success. I’ve watched many people have success over the years with it. I’ve watched even Bryant have success with it. Consistency is what he’s mastered, I think, personally. But anyways, I’m good. Is everybody ready? Ready to rock’n’roll? Let’s make some things happen. Vanessa, you got anything?

01:05:15 Vanessa Roberts: I’m letting everybody know that I’m about to walk next to the office next door and make Brian take some emergency. We’re going to keep him healthy, guys.

01:05:24 Syd Michael: There you go. I’m a big fan of emergency, so he definitely needs to take all that to the airport. Takes it out of you. I spent three days in the airport this week. It was miserable. But anyways, hey, let’s rock’n’roll. See everybody. See you.

RPS Training Course Live Training Sessions June 21, 2023

Live Calls

RPS Training Course Live Training Sessions June 21, 2023

(Raw transcription; not proofed for grammar or spelling.)

Click here for Google Doc of the transcript.

00:00:03 Brian Anderson: Hey, everybody and welcome to the call today. This is Brian Anderson coming here. We’re going to have Syd Michael in just a minute. We’re going to have a guest, a long time business partner of mine, a fabulous guy who’s going to come on in a few minutes as well. But give me one if you can hear us. Okay, I am a hotel Internet, so it’s not perfect on my side. So I want to check in with you guys. Let’s see. All right. I’m seeing someone come in. Excellent. Excellent. All right. Thank you, Isaac and Steven and Steve. That’s funny. I got a Stevens in a I’ve got a Stevens in a Steve that I’m about to meet. Let’s see. Covina, Brian. Okay, you guys. I’m starting to see you. Hi, Angie. Let’s see. Yeah. No, you’re in the right place, everybody. Yep. Give me one SEC. Where are you guys? I am actually in Las Vegas today. Where are you guys? Where you guys joining us from? Let’s see. And I’m going to put it, Let me put a slide up to man, It’s been a minute for me on the old webinar. Hang on, how about this? Let’s see. All right, man, we’re all over the place. We got London, UK. We’ve got Kansas City, Sacramento, Wanda, welcome. Hey, Catherine, Harvey, Let’s see Steven Biss down in Lake or over in Lake Worth and San Antonio and Houston and Sherry’s in North Carolina. We got Robert coming at us from Honduras. Welcome, Robert. Let’s see Amsterdam. Well, Steven, you’re going to love my guest. And that goes for all the other Dutch people on the call. I see two of you at least.

00:01:43 Brian Anderson: Let’s see. We got Catherine, who’s in Cornwall in the UK. Patricia is here from Mexico. Welcome. Patricia Bryant is joining us from Hickman, Kentucky. I know where that is. Shannon is in Texas, Oklahoma. Angie, welcome. Let’s see. Seattle. We got Serbia, Slobodan, Welcome. Michigan. Dale. Hearts over in Durham, NC or normally it’s over, depending on where I am. Let’s see. Carrie’s up in Michigan. All right, guys, let’s see. Frank, come on. Frank the Tank. Welcome. Frank from Baltimore. Good to see you. Brenda’s from North Carolina. Let’s see. We got India in the house. We got Utah, Houston, Helena, Mt Laurie. Let’s see Daytona. A couple more in London. Adacumby. Let’s see. Mary. Linda Toussaint in California. All right. All right, you guys. So here’s what we’re going to do. Syd and I are actually attending an event today in Las Vegas focused around car dealers. And I’m speaking at this event like 6 times, which is actually kind of exciting. There’s going to be thousands and thousands of people here, but we never, ever want to miss our Monday training or our Wednesday training. So I’m going to think of how we’re going to do this today. Let me put this picture up. Give me a 7 actually, in honor of Syd, who hit a bunch of slot machine winnings last night. I was. I was in the room asleep, but Syd went out of the casino and for what I hear, made a pretty penny in the casino. But how many of you get excited seeing people just like you? Norma’s from Rochester, I think. Rochester, NY.

00:03:35 Brian Anderson: Look at that. Check, you guys, If you’re fired up, give us 3 sevens. 3 sevens In honor of sit here. Let’s see. Cindy, you Cindy was first with the three sevens. Let’s see. All right. Yeah, I’m seeing them zip in, you guys. Awesome. Well, listen, this is as real as it gets. Now this is one of the bigger ones, which is, well, obviously why I put it in a slide, but by no means is this the only one we paid out thousands of times. Lots and lots of people, over 10,000 per pop. We have so many of you right now contributing in our Deal contest are called our leads contest. And you see Corey at least for this slide was leading William and then Bjorn who’s Dutch and Paul Baker is not listed. He’s also here, he’s from Holland as well. Guys, there is nothing different. About the people with these big checks, the people on this leader board, than any of you on the call, any of you on the call, quick question, let me jump off and help Mary Russo, Mary said. Brian. I was told that several companies go through a different process and are not qualified for ERTC. So I don’t understand that sentence. But your second one says are farmers eligible, so you could be a farmer. You could be a tobacco farmer, a dairy farmer, Hogs, it doesn’t matter. It comes down to having employees, Employees, Mary. So if you have employees or the farmer has a business with employees, then he or she would be eligible. Let’s see. That check was one deal. Now the business had 12 locations. Steven, Let’s see.

00:05:25 Brian Anderson: All right. Yeah, Corey’s on the Corey’s here in the house. Welcome, Corey. Guys, anybody can do it and you don’t have to be in the USI mentioned the people from our Dutch members, or is it right to say Holland? Or should I say the Netherlands? I probably should say the Netherlands, but I’m gonna let somebody teach me. These guys have been crushing it. Now, what if I told you? That you could be from Cornwall, who I saw a minute ago, or London, or Paris, or Amsterdam, or Spain, or Israel, or anywhere in India, anywhere in Pakistan, anywhere anywhere on the planet. If you know how to use e-mail, you don’t even have to be down the street from a business. These these two guys from Holland, from the Netherlands are in the top five agents. Total overall. And that is both leads and close deals. So the Netherlands is correct. Thank you so much. Holland is only one of the Netherlands there. I knew that was it, but I wasn’t sure. Thank you so much. All right. So the Netherlands, right? Doesn’t matter where you’re from, But what I love seeing as Syd calls him his duchies, these two guys from the Netherlands are using this really fancy thing called the e-mail, and they’re just getting deals. Now if you’re interested in how to do that, you’re in the right place. Today I brought on a very special guest that funny enough is also originally from the Netherlands and fabulous guy. So while there is, there is no fee to be involved with our company.

00:07:13 Brian Anderson: You know, I want you to make money, not spend money. The reality is there are different tools and strategies out there. There are people running paid ads. They spend money. There are people driving around. They spend money, right. There are different ways to do this thing. There is no I will tell you this little over two years in seeing people make hundreds of thousands of dollars, millions of dollars. I will tell you this, there is no one right way. I, I, I if there was a right way. It’s to be an action taker. It’s to be willing to basically do what maybe you haven’t been willing to before to put yourself out there really to get fired up. If that’s you, then you’re in the right place on this call, right? I want to identify what is more than likely the exact reason you haven’t achieved your goal, right? And I’ll tell you. I’m going to tell you how to fix it immediately. I know you. I’m going to tell you how to fix this problem. Absolutely. Right now on the call. Right. Forever. Doesn’t matter where you live. Doesn’t matter if you’re rich or poor, OK at all. At the very end, myself, or more than likely my business partner will make an offer for those who are on the call. You don’t have to do it. It isn’t going to be expensive, but I want to be honest and upfront. You’re going to be able to get started for one dollar $1.00, US $1.00. Yes, yes, $1.00. Now, why would we do this? Well, I’ll talk about that in a minute, but let’s back into this for a second. Let’s figure this.

00:08:47 Brian Anderson: Thing out. What is the biggest problem holding you back? I’m going to give out. Let’s see. Niki, are you here in the background? Let me see if Niki’s here. I thought I saw her. Niki. Yes, I’m here. Awesome. Niki, let’s give out prizes. Why don’t you pick out the best problems you see coming in? Y’all let me see what your problems are. And I’m not going to pick them. Niki, she’s seen it all. We’ve worked together a long time. She’s gonna grab some that look pretty good. And then we’re gonna give out a prize for each of you right now. Let’s see. We’ll give out three. Nick. Seem fair? Yes. I have to look through this, though, right? There’s no one wrong answer, man. There’s some good problems, you guys.


00:09:35 Brian Anderson: Right. Give me one, Nick. Pick one you like well.

00:09:42 Niki Peckham: One that we have a lot of is they didn’t get their welcome e-mail. That’s not really a I don’t, I don’t know if that’s what you’re looking for. Yeah. So if you didn’t get your welcome e-mail, that’s so easy to fix. Put in the ticket and we’ll get you set up right now. As a matter of fact, don’t even put a ticket. Let us know right now. We’ll help you on the call. I am working on one right now for Robert Tracks. Robert, we’re helping you. How about Vita? I know Vita. Vita just said people not opening emails. You know why you guys, let’s talk about that, Vita said. People don’t open the emails I send.

00:10:12 Brian Anderson: You know, who knows what it comes down to get them to open the e-mail. Does anybody know there’s one thing. Well, technically there’s 21. It has to get delivered. And two, there’s one other thing. Subject line. Yeah, Sherry Johnson. Let’s give Vita and Sherry a gift card. Let’s pick another one. Oh, I I’m going to pick one. I see one, Dieter. Dieter says converting cold leads to a conversation. I like that. So we’ll talk about that. Dieter K So let’s make sure you get a gift card as well. Reach out with your e-mail address and we’ll take care of them at some point today. How about, oh, having the confidence, I like this, Nicholas. Having the confidence to talk on a cold call, Syd. Syd talks about that a lot, you guys. That’s three good ones, and there’s probably 50 more. 50 more at least on here. You guys will listen. What if I said you don’t? What if I said you don’t need that confidence? What if I said there’s a way to solve vitas concerns about people opening your e-mail, right and not having to worry about your confidence? You can be confident. This is real. I’m going to tell you what I see though, is the problem. I’m going to tell you what I see it over and over again. I’ve done. Almost 10,000 webinars, A gazillion one-on-one calls, lots of live events. I couldn’t tell you how many emails we’ve sent. We sent a couple million a month, so a lot. And it’s the same thing over and over again. And I’ve been saying this for a couple of years, about five years. I think I started saying it in 18 when I realized it was the same answer no matter what you were doing. I don’t care what you’re selling, what you’re doing. It comes down to consistency. If you can be consistent, you can do this.

00:12:08 Brian Anderson: That’s all you have to do. Be consistent. Does everybody get it? Like, imagine if your strategy is to walk into restaurants, but you only did it one day every month for about 3 hours. That’s not consistent. Okay. Not consistent. All right. So. Every single marketer. Doesn’t matter if they’re affiliate marketer, ecom marketer, local marketer, ERTC. Marketer, They have the same problem they do. So I promise this will help any other thing you’re doing. Working out, dieting. Consistency. All right, consistency. And how’s it killing you? What’s the biggest area? It’s killing you more than likely. Usually it comes down to this prospecting. Getting those top of the funnel leads, those deals at the beginning of the funnel and if you can get that, if you can get that under control, you can make some progress, right. I’m excited. Look we are averaging between 700 and a million, three a month paying out to people like each of you on the call. That isn’t the one person. Fortunately, it’s to lots of people. But you know what they what those guys are guys and gals are doing right? Some level of consistency. That’s it. You’re not going to get lucky. I mean, you might, right? I don’t want to say that, but you might. But don’t bet on luck unless you’re Syd Michael. Don’t bet on luck. So out of everybody on this call, we got hundreds and hundreds. Maybe a couple of you would, but you don’t want to chance it.

00:13:53 Brian Anderson: So what I want to do at this point, I want, I want to put all concern, all fear, all objections, all negativity. Bring it on the table. What if I told you, you don’t have to be smooth, you don’t have to be a great salesperson like Syd? You don’t have to close them. Them being the deal on a call, you may not have to do any of that. What if I told you that two people in our top five ever who have made gobs of money, whatever that means. They’re not talking to anybody. Lucky for you, our entire team talks to all your leads repeatedly when they come in. So that part and Syd works and trains those guys and gals every single. Day. Right. So what I want to do is I’m going to bring out.

00:14:48 Brian Anderson: I’m going to bring out a friend of mine, a longtime friend, over a decade, business partner, and someone that’s consistent day in, day out. He doesn’t get on the phone and close people. He could actually, he has before, but you know what he does? He’s consistent with his marketing, with his prospecting, and he’s been the genius behind retooling our. Product, right? We build a product many years ago together called Instant Reply and it goes through iterations and versions and fixes and has to adapt. And you know what’s funny? Every day, every day we send emails out. Some get opened, some don’t. But you know what? It happens on autopilot. Because I can’t trust myself. I was on a flight yesterday. I’m about to go speak to a bunch of car dealers today, and I’ve already emailed these car dealers three times. Hint. And that’s a good idea to do. So let me introduce Jack Hopman now. Jack, are you here in the background? Let’s see.

00:15:54 Jack Hopman: Yeah, I’m here.

00:15:56 Brian Anderson: Jack, Holland, Netherlands I If I say Netherlands, I’m doing it right. Right. Go act. All right. I Jack originally from the Netherlands, so I knew as I was making that mistake and I should not call anybody duchies, but that’s Syd’s words, not mine. Listen, Jack, I told you about those two guys from the Netherlands that are killing it using e-mail. They’re getting on average three to four deals every single day. They’re not talking to anybody. They don’t have to worry about overcoming objections. They let, they let the copy and they let the sales team at ERTC Express do all that forum. But they got to get in the inbox, they got to get opened and they have to drive that traffic to their sales page. Can you talk more about that? Because that’s critical to being successful.

00:16:46 Jack Hopman: So. Thanks everybody for having me on the call. Congrats. I think it was Stefan or Stephen from the Netherlands and not know the other name, but Congrats as well. So I’m kind of in the back also in the ELC Facebook group and I see all those successes and I think you had a call with Brian about a month ago. And see where we really could fit in helping closing models. Because you know Brian wins when you guys get models, but you also win through kind of a brainstorming what is working what is what is your fear. And I, I took screenshots from all the guys what your fear is and the fear was kind of. You don’t like to speak with clients. You, you don’t have consistency. You don’t have a system, you kind of follow training, but you’re not getting started. So we had to brainstorm on the system what solves all those problem that you will have leads that you will e-mail every day, that your e-mail get opened, that when they land on your website to get conversion.

00:18:06 Jack Hopman: That a lot of things are automated so that you kind of feels I’m in control, I’m doing something I you know they all say you know luck is of success is luck, but actually luck is as you create the opportunity, you create the opportunity to become lucky. Do you guys think Brian is by accident a successful? No, he’s not. He really takes opportunities. Dare to scale big. If anybody has seen his office in Tampa, you will be amazed how many people they’re working. And that is not because he’s lucky. That is because he dare to invest, He dare to scale, he dare to take action. So the only way kind of to become successful is, you know. Kind of dedication consistency follow up action so but we understand your struggle and especially when you are you are new you need a helping hand so we came up with a done for you automated system. So that means the system is that you that you we provided leads we provide the emails. We will help you with the website, we will make it, we will create opportunities, we will make it easier to get conversions from the website and once the prospect the company has subscribed then the whole backup team. But Brian teams in Tampa is already automated and.

00:19:58 Jack Hopman: Steve, you know he just nailed it with his emails and Congrats to him and but that is not really a secret. A secret is kind of, you know, we don’t tell to anybody and he’s doing something but he’s just taking action. He’s just using the correction for clients. He using the correct e-mail body. He using the correct landing base. He kind of brings set of all the easy team to follow up and he makes a lot of money and we want to give that opportunity to everybody. We want you to take advantage of a system that is called this reply which create a lot of responses because we put. Special widget on the website which calls that people if they don’t fill out the form, if they have an additional question that they can communicate with you. And the beauty of that website visit is that the lead goes into a mobile app or your phone. So you don’t need to check your e-mail, you don’t need to be check your text message. You just get everything on your mobile phone and respond to the specific lead. Now you get the mobile app and it is a system that means it’s every day you send, let’s say 100 emails per day.

00:21:33 Jack Hopman: On a way that the e-mail get open, and that was actually a good point mentioned today. You know I don’t get my emails opened. Yeah, so to get emails opened with gold prospecting is an art. You need to use the separate lines to receive a light you need to avoid that they click on the speller. You need your own dedicated e-mail server. You need to. Have your own IP address. Now with that set what we do for you is every Thursday, every Thursday you get a call the training and I call that the done for you setup meeting. Well basically it means we I can create a campaign for you. I can check the campaign for you. I can optimize a campaign for you. I can train you how to create good campaigns, everything what you like. And it is about an hour but I’m happy to do longer as long as I get questions in. So I get a question what is the average opera rate Now I did not prepare this, but I really like that question because you will be amazed. So let me let me open this. I did not repair it, repair this, but what do you feel, Corey, is a good open rate. What do you feel is good? What do you feel? 20% is really good. I agree, 5%. Anybody else what feels is good? Three percent, 10%. So let me open the real, real results. The real results, okay.

00:23:31 Jack Hopman: OK. So here 60 percent, 59 percent, 50 percent, 49%. So they are ranked in order from 20% to 60%. Those are real results. Doesn’t mean you get every campaign that high. No, but I think I when I started with Brian. I guaranteed him that we will get more than 5%. I said Brian, I guarantee you hide A fiver because I feel with called emailing 5% is good and I agree with Michael And then we went crazy, we went crazy good. So I feel I would guarantee 10% if you apply. Learning what we provided now. You already have the dedicated e-mail server, you already have the training and if you really need help I will set up the campaign. So then those are real results. Now if you go by my training, I came up with the reverse engineering method now. I don’t want to transfer this too much in the training to how that exactly works, but with the reverse engineering you’re not only getting high open rates, you also get high clicks. So that is part of the training you get because open is good. I love it and maybe they reply to your e-mail and you get response, but if you have a website you also want to go for clicks.

00:25:26 Jack Hopman: And then you need to send something. You need to e-mail something. What I really like. You want to e-mail something what I open and love and reply and click so that you get convergence. So if you don’t have currently a separate method, okay, let me. Which slideshow up? If you don’t have currently have a simple map for getting leads and turn those leads in a steady stream of paying clients, you are at the right place. We have got a simple system that turns ICE call leads so I will detail a little from a lead bucket. Mainly now you have three sources. Lead bucket is an ocean of leads like all the restaurants from a state. And you say I want to prospect restaurants or you want to prospect churches. Last Thursday we had churches. So whatever your natures, we have lead buckets for, for money, we have lead buckets for or you said I have a very special net. You can ask leads for that. So you kind of select the next you build the list you can use pool with emails but the and so now so lately but I have been doing this if you really want to know since we have implemented that most users support and the Google Docs and then here all the hot the best e-mail separate line that separate line generally.

00:27:19 Jack Hopman: Elite rich prospect, reverse engineering method, how it all works with the server client. So you kind of pick the campaign we covered in the training and then you get already the winning server client the winning e-mail campaign, so it becomes copy and paste for you landing page you can use. The landing page we provide or you use your existing one. So for the ones we said Jack, I don’t know how to start, I don’t know what to do. Then you are for sure at the right place because we will help you to set up campaign, we will help you with the website, we will help you with the Richard, we will help you with reviewing your campaign. Do you see client get it? Seriously. In specific language, multiple touch follow up and finish. So that’s following up. So there’s one thing more than consistency, there’s one thing more than it’s following up. So that is why we create the mobile app to make that following up easy, because how many emails do you get these day? And then you oversee it. You response late or get lost or get mixed up, or the ones who submitted the e-mail felt that you didn’t follow up fast enough so that the user experience was not high. With the widget with its reply, it is really instantly. Yeah, so if you want to become.

00:29:13 Jack Hopman: So one deal is actually nice, correct? But Stefan from Amsterdam, he would not be happy if you only had one deal. He has skilled his business, he has skilled his success. So he kind of do rinse a repeat of following it up. So let’s talk to how to add paying clients immediately. So before I had a system. I was. I was really struggling and we were all the same. We all started the same. Now I read the quote yesterday and it was saying I do not anybody know who struggled before I came successful. So Stefan, if you are on the call, were you really successful from day one? It takes time, no. But what makes you successful is because you put effort in it. You see what is working, what is not working and always optimized, always follow up. That is always you’re not from day one successful. Now you can figure it. All out by a salad or you can use the learning from people who are successful. So it’s your choice. Most people be happy with a solid 6 figure income. Or you know like Stephen and Brian and Masala, we have bigger dreams so more call values are around giving back to serving others. Let’s figure this out in more detail. What’s the biggest problem holding your back is?

00:31:08 Jack Hopman: You know, stick to the plan, correct? Yeah, That is everyone. Yeah. I’m no exception. Sometimes, you know, yeah, we have to scale back and be consistent if you want to achieve goals. So my name is Cassi. I’m related. Success. We should hang out more than once in a while. And you should do more than following training. You should implement them and be giving you and helping hands. So we now is what it is. I think everybody by now cracked there is drip feeder, blood drip feeder. So now doesn’t IV deliver fluid all at once or steady. Consider what happened if you would send 10,000 e-mail in a day they all go. Do spam correct. You will not see opens you have to drap for them that the e-mail provider like Gmail, Yahoo, outlook and domains accepting that it looks natural that they go in the inbox that you get high open. So that is part of the secret why answer reply has so high open rates. Exactly a consistent web everyone. Of you can change your agency and your lives with the same model, yes you can. Consistent, steady drip of activity. The only difference between you and top agency like Stefan, he has the same product. It’s not the product or service. They have a proven study that can execute on a consistent basis. Yes, I do call them with instant reply.

00:33:02 Jack Hopman: This is literally the only thing holding you back from taking the leap. So all this problem, everything changes. Everything. More leads, more clients, more revenue. What should the system be that you put into action? So what is the real system? I can tell you that in the single market channel is not enough food to talk 23. Now Stefan, I don’t know if you do this, but if you add something to the e-mail. Like leaving a virtual message, you have more success. Here are a few things you must do to be successful. Focus on an H or a single service. Yeah, don’t be all over the place. We’ll feel that they’re all over the place, kind of. Today this and tomorrow that. You’re not focused. That’s not good, Kathy. It’s very hard to become successful that way. It’s very hard. It’s too hard one do one thing good, but has a proven record. The likelihood that you become successful is higher. Identify your target list of process, so select the next. Like restaurant or churches or contractors, design your marketing match to address a real problem That next phase. So what is the How do you want to sell your service? Since we have proven records, we can help you with that. Then it’s not so easy to figure it out, I have to say.

00:34:58 Jack Hopman: You don’t know in the beginning what converts and what doesn’t convert you here. You need to help it and then consistency consistent market across multiple channels of those prostate. Yeah, you will not become successful if you only do one thing once a week. It doesn’t work that way. You have to do preferably every day now. Not we didn’t became Internet market because we want to work every day. But you want to use system, you want to use a system or work for you every day and you only want to respond to real people, to leads, to hot leads that they might have a question about your service and you convert them. And then yeah, the first e-mail, the first contact might not get you the conversion. So you need to follow up, follow up for the same leads. Follow up to the questions you must put lead generation, lead capture, emailing, SMS, voice drops, call tracking. Of course you want to scare you of time always works to get an action, limited quantities and Omeo. So let’s take it deep. Three years ago, I completely changed my strategy. Yeah, that was just before the COVID. And then I felt like you. I was too busy.

00:36:52 Jack Hopman: I really was too busy and I was all over the place. So I sat down with the brain and we just we brainstormed about to have these assistance because that really do everything manually is I want to say hard, but it’s time consuming It’s you don’t get. You don’t get the same result when you automate things from a single channel to multi channel, from generic to specific, from sporadic to consistent. Yes, you need to apply consistency in your business. Let’s be equal. It is. So Stefan, do you have a weak agenda? Do you have a to do list? We have kind of a thing. I need prioritize things. How do you work consistent? So you need kind of a system to do things in an order to do. Stefan has a spreadsheet, so that’s very good. I love spreadsheets. I since Google sheet. My business changed. It’s much easier to share, task and follow things up. So you have inquiries, lead, opportunity, sale. And in a spreadsheet from Stefan. He has First contact. He has following up, he has opportunities, he has convergence. He keeps us all in a spreadsheet because he doesn’t want that the deal falls true.

00:38:48 Jack Hopman: Correct. You want to make sure that first contact don’t get lost and Cory said I use HubSpot to track the deals from stage to stage. Very good. So, but I think Stefan and others can confirm that you can get. Conversion in the first contact, but it very well might that you need multiple contacts sometimes 7 e-mail vodop e-mail VOD drop e-mail VOD drop e-mail without taxes. So you’re not allowed to do call text messaging, but when you do e-mail and you leave a voice message and they call you back. Then you then you have the permission to text them back and now you are in the phone and now they much easier to get back to you. That’s the strategy. No, not everyone responds to the first touch. Now, I wish that’s not what works. That’s not how it works. Yeah, business owners are busy. You need to kind of build up some trust. You do that. Good. Soft emails in the beginning from day one and people are just busy, are not running. So you need to kind of build up your story up to the point that they have a moment they are not busy, they check out your website, they like your message and they thought, hey, can you send me more info, contact me or.

00:40:47 Jack Hopman: Or they just fill out the info on the form. That would be the best. So those are all success stories Brian has received in the e-mail, so they’re all to Brian, so you. The first next evolution of this automation How do you manage hundreds, thousands of leads and manage your attention? How do you scale? What do you say? How do you take the effort and the time and labor out of this process? Correct. So by now you probably feel still feel overwhelmed and Jack, do we need to e-mail? Do we need to collect leads, emailing, voice or text message? We still feel it is a mountain of work, so we want to very overwhelm it. Yes, So we want to solve that with the system. So let the process work for you. You need to consist of your prospect list, emails, text messages about phone calls, and then they just follow up over and over and over again. Yes. All automated, but how? First you need to talk about it to drive somewhat interest people to your website. We’ll have an EXC website, yes or no. You have set up a website to drive traffic to Yes, yes, yes, very good. So if somebody said no, you can solve it right away.

00:42:46 Jack Hopman: Very good. We need to capture those people that are hasn’t raised their hands. Yes, they subscribe to the form or to the widget. I will show you the widget in a second. So let’s start with how you can collect leads so. I took a screenshot from the website which is a ratify, but you your website is also good. So only for the ones who don’t have a website and supply comes also with the website. But if you have a website for Brian it’s good. Now what I would recommend to you is to put a video on the website. And video is much more likely to convert than text and video. You can put much more information than text. So that’s the if you have a website and don’t have a video, that’s the only change I would make. No the one more change. I would come back to it, the widget. So yeah, people don’t like to fill out boring forms. They don’t. They like interaction. They like a widget where they can text, phone, e-mail, appointment, chat. You give them options correct? That will work much better than a form. Now if a form cover this happy but eating and not ready and they want to ask question.

00:44:33 Jack Hopman: You should make that very easy. And this widget need to get connected to a mobile app. So if they click it as a mask, they text you. Now you have the phone number or they call you, now you have the phone number or they e-mail you, now you have the e-mail or they book an appointment and you follow up with the appointment or you just chat. All as a mass phone e-mail appointment. All those five options are possible. And now you see him in the back, back end. So there’s a widget on the right hand side, but you see in your website as a preview and it’s easy to customize with everything, with your emailing, with the text, with the labels, and you see all those leads coming in, all those leads. In your backend which you want to follow up which you can put in another campaign or you call them directly. I kind of like when they subscribed to the widget now got them in the phone and it’s so easy to so easy to respond inside your mobile phone if marketing becomes much. When you get responses, Stefan, do you feel at the same so you can send emails and all those things and you don’t get response. You kind of feel I sending into the to the moon or I don’t know how to say it. You don’t get small but when you get responses now you’re talking now the comfort and then you reply to those responses.

00:46:29 Jack Hopman: And you got a conversion. That is the time you want to celebrate. That’s the time you want to eat something nice or whatever your celebration is. That is kind of where we go for if you keep track, that is the real breathing hot leads in a month. So we are blind really scaled it off. Of course not everyone is ahead but now I have my pool of is that I just follow up with yes. So now you have all those leads and they might not only be interested in need to see but they if you. I don’t know if Stephen does this but you can offer other marketing sales if you have a certain Nets they might they can also use a widget on the website. They can also use Google My Business. They can also use Google Apps. Whatever. Your service is SEO so it doesn’t need to stop there. When you have all those leads, So what make those leads hold on than any other? They took action, correct? They responded. They either reply to your e-mail, they called you back, they used a widget to respond to you. They checked out your offer on your website and those websites now are really good, they’re optimized, they’re not new anymore. They know they have the right message on it and in principle, once they read the message and they describe to the widget.

00:48:21 Jack Hopman: They are warm, I want to say hope, but they are really warm. You just want to make sure you don’t mess it up. So the system we just described, typically you need three or four tools to e-mailing to text to call the widget. That is basically where the overwhelming comes in, correct? That is, say Jack, I don’t know how they all work together. So what we did is we created a tool with all those modules and show you the way how to use them. I’m going to show. Let me say that widget is the best. I’m not saying I personally like text messaging from the widget. I really like that they text. Actually I use a widget and I have text and e-mail and I get more leads from text and e-mail. I love it. Now what I also did this Shannon is. Because I’m not checking the e-mail that often. I convert the e-mail to a text message and then I never miss it. So and then I get notified that I get a hot lead feed e-mail. So how to get your phone ring? How to get your e-mail box. How to get the leads tax and increase you convert and follow up with all of your leads.

00:50:14 Jack Hopman: Twist it for call team and how IP address is warmed up and how long does that take. Now every day we sent a couple of more emails, so it’s a warm up table all automatically. It takes about two weeks that the IP address is warmed up. But it’s all ultimate. You don’t need to do anything, it’s all automated. So this opportunity after five years we completely imagined how to consistently generate qualified leads for our agency. Our platform creates a real world feedback for most active members recognize shifted mark away from brute force marketing based around multi channel marketing, maximize those to follow up and tracking. I see some of you guys ask Jack, how do you check? Yes you need to track with reply with emails the open percentage about a B split testing move. You guys do a B split testing for emails. The A/B split A/B split testing is the easy way to improve your results by far. So quick screenshot of the INS reply from the multi channel system login page. There’s a full pipeline marketing system now from lead to clients to dollars. The leadership team in Brian, Jack, Vanessa, the support team is Niki and Jack and there’s a strong.

00:52:07 Jack Hopman: Programming and support team on the back as well. It’s use proven campaign, multi channel, the snow, external phone system or whatever is all not needed. You don’t, you don’t need any third party application. You don’t need, you don’t need Sandra, you don’t need Gmail, you don’t need whatever. You don’t need anything. How to make the follow up close? Small leads? Simple. The focus really is on simplicity. So for all of you, when you said I’m overwhelmed, I want one system. I’d like to have it set up for me. I want a mobile app in my phone and I just want to reply to leads. If that is you, then listen, in my car features the website Capital Widget is really underrated. The widget works. I actually lost a couple of months ago in Tampa and I met somebody who got this lead from the widget and I got a testimony. I don’t have it up yet on this presentation, but he really. Thank me for the lead, voice drops, e-mail, text matching, call tracking. You want to be able to set appointments if you really want to go the next file. You want to be able to invoice if you use other servers. You want to dynamic buy buttons that you can put buy buttons on your website if you offer other service like if you.

00:54:05 Jack Hopman: Not only do ELC, you can also use for those marketing servers. We have a unique lead bucket technology. That means we have an ocean of lead. You can select your net, you can select your state and those leads get automatically implemented in your campaign. We use smart campaigns that means. You can say if somebody opens the e-mail or somebody clicked on the link, I want that lead goes to another campaign because I want to treat them differently. And there’s a complete mobile app build it with the widget. It is actually the mobile app started screen guys recognize his face. We choose his face because it looked like Brian so. Has the phone and the e-mail and results so you get all those leads you see this is the campaign, tax, manage phone, e-mail and tutorials all in the mobile app and that is how the campaign will look, how many sponsored the calls, emails and SMS. This is amazing, this mobile app. This takes all your technology to a simple level. Who of you guys has a mobile phone? Everybody correct? No. But the stronger the better. Question is how far from you is the mobile phone? One feet 2 feet? 3 feet when I go walking or average?

00:55:59 Jack Hopman: Go to a restaurant. Almost everybody has a mobile phone. Frankie does not have it, but I think 99% do have a mobile phone. And not only did you have a mobile phone, but you also have it handy. And then you see that ping, a notification on your phone that lead, that you get responsible lead and that is the moment. That is the moment you are looking for, correct? Somebody responded to your e-mail, somebody responded to your service. That is an excited moment. Now you have business. Now you know you feel okay, I’m close to conversion. I just have to ask a couple of questions and then. He subscribed to the to the EFC service and then I hand them over to the Vanessa team and I just watch now when the check is coming I would be total overwhelmed by all the leads coming in at once time and having no help responding to them. Please advise Jerry. Would you like to have the most figures asked questions with the answers what they will ask you? Like a list like a list for most figures asked question? Like would you like to have an?

00:57:55 Jack Hopman: An example of a conversation. So how you have to handle the conversation with question you asked, which question they can ask and how you guide that conversation. Now for all for you and for everyone who signed up today for the $1.00 I will provide it to you. Actually I created that already. I don’t have it included in his bonus, but I will. So you just read those questions and you kind of prepare yourself with the answer. Can you monitor different campaigns for one mobile phone app? Yes. So this is all I don’t know. Where is the screen? You see? Here’s the campaign. The campaign has three elements. As calls, emails and SMS just all with the same app. You will love. You will love the app, I guarantee emailing tutorials, this is all in one platform. A post list from business data, your accessing campaigns, create your own and. In the past I use a lot of accessor campaigns, but now I also give you specific campaigns and you just copy and paste them. Pull list, user accessor campaigns, multiple tasks, e-mail, text, voice, log Consisted, Automated follow up and repeat You consisted by lead Burkett.

01:00:01 Jack Hopman: Is a technology consistent? Actually it’s really solves your consistent problem and with our support and with my training on Thursday, I will set up your campaign. How do we ultimate follow-ups. It’s all done by instant reply. You just schedule, send this out day one, send it out in day three, send it out in day five, it’s all automated. And if they follow-ups you when they reply to e-mail, you can move that contact to another list and that list can have its own campaign to follow up. Can we get this widget onto our ET base? This widget will work on any website. Website and the group website if your website from Vanessa. If you have a website, I don’t care which website you have, it works. LinkedIn is not integrated. So here’s kind of the interface how it looks like for the voice drops, for the emailing, for the instant text, for the track that means call tracking. You can have specific tractor phone number so the call portal it also works instant reply campaigns that is here we have the campaign Day one, day 2, day three, day five. So that is kind of the follow up and here you select the audio to send out as a voice drop.

01:02:01 Jack Hopman: Yeah, Voice drop. Is there any language in your emails that we pre addresses the usual concerns like it is a scam? We don’t qualify. No. You do unsubscribe link. We always provide unsubscribing at the bottom. Is that what you ask Mark? So this is how the replies look. Call, text, phone, e-mail. This is the lead bucket. You can search on certain Nets and you select now which net you want, which count you want, which state you want. You can also request leads, so if the lead bucket doesn’t provide the. The net you’re looking for, you can submit the request Okay Darcey is on the call today. Darcey has also success with a lot of social posting. She had to really luck with that. It’s kind of show who has met Darcey in the Tampa. She’s really good in social marketing. But are the real people saying about his reply this means you can’t respond right away. Yes. Wow this platform and shine up exchanging issue. I don’t know what I do in the future. This is so powerful. So well talked out. Yes, this is really talked out the system.

01:04:02 Jack Hopman: It’s really fantastic. I can even actually get this working, yes. So today spoke with Brian. We offer $1.00 trials. There’s no resistance. You can test it out for a full month coming Thursday. You will get your first training and everybody who asked me to set up, I will help. The main leads come from Google, so the link is. I don’t know how to put that in the chat here to see bundle. Let’s see if I can do this or you guys see it or not. Can you confirm that you see it? Because I cannot see it if you got the message. So we now if you had one of those challenges like not consistently not know how to start overwhelmment, not now what to do not what to say. Needing helping hand financially struggling. All those things we can help Okay is the S all not working. That is possible. Maybe use it without us Okay not connecting.

01:06:08 Jack Hopman: Maybe use it without as that probably will work OK. I created a short leg yesterday so probably forget about the ass OK? It’s working now. Kind of. To make it easy, EFTC bundle.com. OK, so maybe what I do is.

01:07:04 Niki Peckham: Yeah, Jack, I could only get that last one, that last link that you posted, the digital local agency one to work, the other ones didn’t.

01:07:11 Jack Hopman: OK. Thank you. Okay https E and we only take leave the E replace all. Okay it’s fixed. They should work. Easy, but no. So I created a forward yesterday. So I see Allison, thank you for signing up so it works. The link oh, in you have 30 days and then it’s 197 per month, but you should see result within 30 days. You should have a campaign running in 30 days. You should have good open rates in 30 days. I like you to put effort in it. I like you to come on Thursday meetings. I’d like you to ask me to set up your campaign. I’d like you to train you how to use your waste. I’d like you to.

01:08:37 Jack Hopman: Install the mobile app and I’ll like you to have success. So it takes effort. I do agree, but it is an effort what you set up automation. That is the effort. So $1.00 is only the commitment the 1st 30 days. So if you only have $1.00 there’s no problem. Then I want you, I like you to take action. I like you to follow the training. That is the key if you allow me to help you. That is half of the battle. I will train you how to respond to leads. I have those documentation already, I just have to share the links. That’s basically what it is. I have the emails ready, I have the shop ready. I have the mobile app ready, The leads are already there. Can mask class people get to set up sites for us? Also yes. If you don’t have a website, I will set up your website. A website is included but you don’t need it if you already have a website. Can this be used for other things than easy? Yes. Now most of you guys are interested in ELC, but.

01:10:30 Jack Hopman: Many people use it for Google, My business for Google ads, for leads, for SEO, for social. It’s the same system. So is there any obligation to contain you? For one, I said no, you just send us an e-mail and I said Jack, I don’t want to contain you. How do I run it? Smartphone. Now? Basically you don’t use the mobile app. Easy, works without mobile app. It just work. You just read your e-mail. You do it on a traditional way after 30 days 197, but it’s optional. It’s optional. We want you to try it out for $1.00. The calls are two PF ESD if I might do. I’m thinking to change it to 11 maybe I haven’t decided yet because I have to speak with Brian, but because you guys kind of like 11:00 o’clock, we have to see what is on your list, what you have all the training. I’m open for now. Let me say this, I will be available as long as you guys. Say okay, I want to join a certain time. I will be there. They will all be recorded. So we will do the first Thursday at 2:00 PM. If we get a lot of requests to do it on another time, maybe we do we do it on another time as well. I don’t care so much. I’d like you to allow me to help you.

01:12:38 Jack Hopman: After 30 days is 197, but let me help you to set up the campaign so you see how it all works out, Frankie said. I’m not. I’m a newbie and not computer savvy. Show me the steps it takes to run this business with my computer only for starters. Now it’s not only for starters, but it is for everyone but. I will set up the campaign for you, Frankie. You will get the leads via your phone or your regular e-mail and but if you have a mobile phone with the app, kind of kind of that’s the Holy Grail. That is what it makes so much fun that you get all those notification. And not because somebody posted on Twitter on Facebook. Now there is somebody who is in hot lead and they will they have a question about your service. I will do the training on Thursdays. Maybe Syd can join once in a while. But I kind of know everything about in supply. This is kind of my baby. I know how to set it up. I know how to create a company. I know we have to get the leads. I know how to which e-mail do work. I know how the mobile app work. I will help you set up. I help you to do the A/B split testing. Will the train is be recorded? Yes. Include the closed caption. I’m not sure what you mean with closed caption. That means Mary.

01:14:33 Jack Hopman: So if the training will be at this point 2:00 PM ESD. So two hours from now on Thursdays, if we Sign up today, when can we campaign be set up and running? Now you can do it now you get the e-mail, you get it, you get a step plan. You follow the interface. But if you are struggling, if the stop line from the Internet is not clear, I will do it for you together with you on Thursday. Oh yeah, I haven’t enabled it with text on the video. You know what I can do? If you really want, I can transcribe the video. Is that what you like, Mary? Do you like to have the video transcribed? I can do that, yeah. Now, it will not be perfect English, sorry for that. But I can. I can do this transcription and I can go with the I can smooth it out a little bit with Grammarly. Yeah. So you’re kind of have the grammar fixed and polished a little bit. Yeah, that is I can do that for you. Do we have set up different accounts for different business? I would do that. Yes, I would do that. So it’s all better organized.

01:16:38 Jack Hopman: But you only have to set up its reply, but inside its reply you can set up complete one, complete two, complete 3. How many needs can I hold when doing call Teams? Do you recommend transferring leads that may no longer be called to save space for call leads? Now it’s not really limited to the amount of leads you can hold, but. It is more related to how many called emails you can send per day. Because you don’t want you don’t want the emails go to spam. If you send 10,000 emails from the day one, they will go to spam. We all waste that. But that’s not how it works. So you want to build it up to let’s say one of emails consistently. Each day, consistently, each day. And that is what we do. Now do you say if their response should be moved to another list? I would do that. I would all the people, all the we opened or replied. I would move that, go to another list and then or run another campaign to it because they kind of already showed into it. So now you get a warm need. And I also would put the leads who are who responded to the widget respond to the widget. I would also put them in another list because those are hot leads. So each e-mail has an unsubscribe list and once they click on unsubscribe they don’t get any emails anymore.

01:18:39 Jack Hopman: And it is the way you work. The intent of the e-mail need also intent of the e-mail need also always be that you have them so they not receive the e-mail as Pam and when you sign up you also get ratified with it. That is for if you do not have a website. So if you have a website you don’t need Rapify. If you don’t have a website, Rapify will enable you to install a website for you. Good. Any questions? So let me of course I have all my. On my phone I have also those sales notification. I love text messages, correct? So Stefan is in, Carla is in Fade, Boyd is in, Dieter is in, Laurent is in, Peter is in, Consultant is in. Jonas in another, Jonas in Stephen is in. Gary is in. Gina is in. Roy is in. Kane is in. Jocelyn is in. Jay, Lance is in. Tammy is in. Christopher is in. Russo is in. Hobine is in. Bryant is in. Jerry is in.

01:20:47 Jack Hopman: Cherry is in. Margovi is in. Issac is in. Herbert is in. Shannon is in. July is in Iris. Allison is in. Thank you everybody. So Roy said you have to deliver to stay in. Roy, I like it. Challenge me. But Roy, promise me one thing. Promise me one thing. Join the training. So give me chance. Okay. Don’t only sign up. Okay. Give me chance. Okay. Follow the training. Okay. Let’s make this a corporation. So the automation has to get set up. Okay, we have to get your domain for the dedicated e-mail server. We set up the tracking numbers, We decide on an edge. We create a campaign, we send it to your website, we install the widget on your website. Will any be training in Dutch? Stephen, I’m open to discuss it with you. You are successful, so Congrats with that. Frankie, for someone who’s newbie, I would greatly appreciate a look over your shoulder. Appreciate start approach of learning, especially for someone who only can run this business from a computer without a mobile phone. Yes, I will oversee it Frankie, the only thing I want you to do is join the training.

01:22:47 Jack Hopman: Mary question, can we put the ERTC Express website link we already have on the your new web? Yes you can Chris. I want my business partner to see the expertise on the West Coast. Will this $1.00 be offered until class time until Thursday? Yeah, probably yes, it is only $1.00 quiz. It’s not end of the world. Your business partner. Do your principal really trust you for $1.00? Do you really need approval for $1.00? Not end of the world. It’s not 197 or three hall note or whatever Joe said. I have a business name as well. I use your name, Good Rack said. How long does it take to set up a campaign? Now, I can do all of this in an hour together with you. Now, there will be many on the call on Thursday, but this is my plan. I do multiple training to set up your campaign. That is my plan. And as long as you guys attend those training and ask me questions, we get this thing. They’re done. So I will commit my time to you. So we need the website even if you have OE C prestling. No, you don’t need. If you are happy with your website, you’re good, you just use that website. What you might want to do, what you might want to do is install the widget on it. I highly recommend that.

01:24:43 Jack Hopman: It’s up to you, but I highly recommended it. So if you already have some traffic to your website and you haven’t seen results, the wicked might be the missing link. Okay, you get those leads then in the mobile app and I promise you the feeling will be so excited that you see those requests, those pings in. In that mobile app Chris sent me in supporting it. We can work this out for the Philly link. Mark. I cannot do the training yet, but I can do that Thursday her. But should we use? Wide label easy website we created already. It’s yes. So if you’re happy with your website it’s fine. We only want to provide this as an option so we want you to make it. Yeah, no brain of course, but super simple. We feel there should be nothing left to get started and to get going. The e-mail automation get all automated. The warm up get all automated France. You don’t need to worry about it. It was sent emails and look at the results. If the results are good to send more emails. If it’s all automated, inside its reply there’s even warm up table. You can all follow the process.

01:26:44 Jack Hopman: I set up my account. Congrats Lori okay. So let me congrats a couple of more of you guys. Tammy Shepherd, Congrats moment. Nelson, Congrats. Lloyd Carrington. Congrats Karen Cole. Congrats, Lovey. Schaeffer. Congrats. Yvetta Mixon. Congrats. Kathleen Sigris. Congrats. Brian Senquist. Oh my God. I have so many new names. I really excited to work together with you, Stefan Homie. Congrats. Sure. It’s Carlos. Congrats, Robert. Tracks. Congrats. Stephan, Diss Congrats. Carla Gibson, Congrats. Fade. Boyd Mittinger, Congrats. Veins Dita veins. Congrats Laurent, Zoika Congrats. Peter, Congrats. Constantinos couple Los, Congrats join Jon Bezel, Congrats. Jon Young, Congrats.

01:28:39 Jack Hopman: Stephen Smith, Congrats. Gary Sanders, Congrats. Regina, Lloyd, Floyd, Congrats. Roy Haywood, Congrats. Kane, Jackson, Congrats. Jocelyn Mokmuks, Congrats. Jay, Lance, Zales, Congrats. Tommy Joe, Congrats. Cressoffer, Madison, Congrats. Mary Russell, Congrats. Robin Pringle, Congrats. Bryant Wilson, Congrats. Jerry Hall, Congrats. OK, If I miss your name. Then I’m sorry for that. It’s floating inside and I don’t want to keep mention name but Joseph, Catherine, Tammy, the names floating. So Thursday will be one of my best day and I want you to make one of your best day as well. I want you to join the training pick a domain name. Referral before the training so it’s propagated and I’m going you’re going to learn the reverse engineering method. The reverse engineering method is the best method to get conversion. So help please send a support ticket with that message.

01:30:34 Jack Hopman: And we will find it out for you. For your case, Okay. We have to see which country you live in and those things the support thing. e-mail is supported instant reply, but you guys already had that figured out not support instantreply.com. Okay both you guys like to join coming Thursday training and yes or no. If you really want me to help you to set up the campaign, the e-mail campaign maybe you do voice rob check your website now not only the campaign so. I will do the reverse engineering method. It’s kind of, I don’t want to go in too much training but that’s really the campaign. But to see the most results with and then we will do the widget and the mobile app. Now if you don’t have a phone, you can’t do the mobile app then to land to your e-mail and your phone, but if you have a phone you will enjoy the mobile app. Deter send an e-mail and a bit that the info and then we will fix it for you. What is the what is the necessary phone requirement to handle all this incoming so you get those text? Magic quiz. You don’t need it but you like it that.

01:32:54 Jack Hopman: They respond to you. So we’ll see. Sherry, if we do the multiple times, I don’t care as long as I get enough attendees and I get a packed agenda. I will do multiple times to training. So let’s say we do we start Thursday 2:00 PM ESD. If I feel you know I don’t I. Yeah, I didn’t get everybody helped. Then we do another day, another training, maybe on Tuesday or Thursday, whatever. We’ll see Now my promise you is you will get enough time. Marty said this was a thank you, Jack. So glad to hear that someone is helping us. Yeah. But Niki is also great and for NASA there’s a whole team. If so, I will help you to get leads and a tax, easy taxes and they will contact the business. So there’s a whole team around you. I’m just, you know, part of it kind of, but sit is really good. If you have, if you feel shy with what to say, sit can help you with the conversion. I will put it on paper. I have actually it on paper so you can train yourself. Do we need the domain? I highly recommend to get a new domain so you get a dedicated e-mail server with your dedicated IP address with no bad history.

01:35:04 Jack Hopman: So each company can have their own login. I don’t know that the answer your question. I could be done. I could look here. So each can’t have one login. So if you use one company they have all the same login. If you set up 10 companies you have 10 logins. Is this the best? Use your Gmail address that is not the user e-mail. Now you order a new domain and that domain response can forward to any e-mail address. You cannot send emails from Gmail because Gmail is not an specific domain and they will go to spam. If you already have an access domain it is possible. But it needs some setup. You can set a support ticket and we will help you with that. But it’s not a click, click, take thing. Now Mary said how many hours per week will it take for non-technical people to spend learning to set up a user software? Now Mary, I will do it for you in an hour. So then the system is set up, then you install the mobile app. And the only thing you need to do is to respond to the leads. So are you okay When I say one hour per day? Are you okay with that? Does this replace the outer responders? Yes, there is an outer responder.

01:36:55 Jack Hopman: Where do you suggest you do? You should get an e-mail. Any suggestions? Where do suggest do you should get an e-mail? Any suggestions? I don’t not follow, but you are the domain insights into reply. Actually that’s free for up to $15. Free and then you can forward to any e-mail address. So you just use your normal e-mail address to see the replies. But at some point you will not use that e-mail. You will work in the mobile app. Okay, many of you guys really, really signed up. It is really. I’m really thankful you guys that you let me help. Thomas, Francesco, Richard Joseph. Catherine Sutton, Tammy Shepherd, Thomas Tulare. Can you clarify please? Can you buy the names from Google? I would not do that. Don’t make it complicated, Okay. You can do almost everything, but then you say Jack. I’m not trying to kill, I don’t know how to do it. So just follow the screen order, domain name inside, int, reply. Everything gets set up for you. Okay. So there’s a lot of things possible, but then the setup time takes longer and you kind of want an easy system, correct? You want an easy system, have a mobile app responds to the leads.

01:38:58 Jack Hopman: So it’s possible, but you need to have tangled knowledge. Oh, including it. See sub agent that is from if you really want to run if you don’t have ERTC If you don’t do, do not have ERTC right? So you can send. Yeah, Jack, I could only get that last one, that last link that you posted, the digital local agency one to work, the other ones didn’t. OK, so Max of bonuses are kind of you know what app to download. When you log in supply on the footer you will see a mobile app link. So bonuses don’t for you next generation. So we provide leads for you. We have leads from Google ads, we have leads from. This would just create a new domain. This is my favorite lead source from HomeAdvisor. Real estate agents, mln networks, insured agents. You can choose a campaign from template or we set it up from scratch. This is how it looks like. Day one, Day 2, Day three.

01:40:57 Jack Hopman: It includes funnels so that you can do with smart campaigns, go to another list, she can website client reactivation. So somebody said what can I do more than need to see website client relation, appointment database, marketing, this expanded campaign funnel library. So we will start with the of course with the whole niches. And then there’s an appointment book. It says a minute. If you want to set I need an apartment system you have if you want to sell products or sales online. You can create buy buttons on any page you integrate with Stripe, people or otherwise. If you need a website, we provide a website with a video. If you already have a website with a video, I highly recommend. Install the video If you need a website. We provide the installation for free of course support for free and the free hosting. If you already have a calendar then you can just add that link into the widget we provide the Digital H website if you need one. You can start for $1.00 and you get bonus for $1000. One at 1:00. So we will do those trainings as money as needed and it comes with credit. So you know those voice drops for those 197 basically every month they cover those voice of credit, tax credits and a call credit.

01:42:53 Jack Hopman: So for $1.00 we cover all that for you. But after that, of course you need to be aware that calling you don’t need Twitter account, you don’t need an e-mail account, you don’t need any third application we covered at all. Does it all make sense? Crystal clear. So enter. Yes. If you I can expect you on Thursday and then to know if or maybe I guess if I can see you on Thursday. Yes and maybe. So I kind of get used to the names. Margaret, Yes. Joseph, Yes. Stephen. Yes. Gina said yes. Cat is a yes. Stephen said yes. Hi, Stephen. Margie said yes, certainly yes. Robot. Yes, Son said yes. Leslie said most likely. Sherry no. Moo said yes. Canoe said yes. Jerry said yes. Laura said yes. Laura said yes. John said yes. Francisco, you can expect Frank to thank on Thursday for sure. Tammy said yes. He’s like yes. Fade say yes. Hail. Say yes. Time is it? Yes. Care. Say yes. Thanks. I will sign up soon. I want my partner to see the info too. Stefan, order the main. Ready. Stefan, You’re an action taker. Stefan. Boy Horny say yes. Peras CAF key say yes. Sherry. Say yes.

01:44:57 Jack Hopman: Mary say yes, March, say yes. Giga say yes, no. The credits are included. They all included Gigi Thomas say yes, Okay. So I want to go and go all that. Everybody was signed up if I did not answer your question. You can e-mail me to support at answer reply support at answer reply. I’m happy to answer your question. I will make sure I’m energized on Thursday. I hope you set it sometime apart as well. I want you to get going. I cannot wait to show you the reverse engineering method. I think that is the key. You’re missing in your emailing approach. I cannot wait to install the waited for you and that you experienced the mobile app and I’m I think that’s what the next 30 days just let you to feel the experience from. Got many experience from the EXC service, those checks with blinds and Vanessa sent to you guys every month. And with that said, I thank you guys for your time and the recordings will all be recorded. So if you are not available or you miss one, you can always see the recording and Francis.

01:46:42 Jack Hopman: The main setup uploaded ready to action. Yes the Don for you setup is included in the $1.00 Mary. Don’t worry okay, I will help you. I like that you ordered the main name so that is the domain is propagated. That is the easiest way. Okay, thank you so much and see you on the next training.

RPS Training Course Live Training Sessions June 14, 2023

Live Calls

RPS Training Course Live Training Sessions June 14, 2023

(Raw transcription; not proofed for grammar or spelling.)
Click here for Google Doc of the transcript.

00:00:03 Syd Michael: Yo, hey, what’s going on? Everybody just change around my screen real quick. Let me know you can see it. Let me know your Hey, Bruce. What’s up, Buddy Guy Paula. Always we got bejourned with us. I was just talking to you on messenger. Let me see if you’re here. No, I was going to answer you live on some of your questions. Coastal Omaha. There you go. Hey, Jeff. Always good to see you, buddy. Hey, so I see your buddies with my friend Schofield. That’s out in San Antonio selling cars. Please tell me you didn’t buy a car from him. Please tell me you didn’t go buy a car from that guy, a dealership, man. Gosh, he tells me some nightmare stories. Yeah, he drove to Oklahoma and picked up that CTSV, though. That’s a hot ride. Good for him. I’m proud of him. Working hard, working hard, man. Cardios are charged and all kinds of crazy stuff. I help the HR girl down here get a car this last week, you know, like it. It’s so hard to negotiate because they just don’t even care. Like they’re going to add five grand worth of fluff, you know, fabric protection. I know Nick adds 2 years of windshield insurance for 1500 bucks.

00:01:58 Syd Michael: Like, come on, bro, I’d have to break 5 windshields in the next two years to even cover the cost of that. But that’s what dealers are doing right now, man, because inventory scares. And they’re trying to, you know, at least make it to the bank. Look as if they’re given valuable products for the ad. It’s just not a good time to buy a car. It’s not a good time to buy a car. So you heard it from me. If you got to buy a car, try the hardest not to buy one right now. If, and at all possible, because you’re going to pay to the moon on all of them. Horrible, horrible, horrible, horrible. And if you do get humble and look at something, look at something a couple years old or in reality, you know I haven’t had a car payment in 20 something years. Buy a car that you don’t need a car payment. They make cool cars. It’s a lot of cool cars out there for 10810. Twelve, 15 grand, you know what I mean? There’s no reason you got to drive the newest, baddest, coolest thing. Stay, stay, stay within your lane. I don’t know. I’m ranting. But we’re here to talk about ERTC. I’ve got the new standings. The new standings, man, I tell you, everybody’s showing up. But. But I got to be honest, really surprised how many field agents are in this money. Like, I didn’t realize. I didn’t realize we had that many that were. I thought you all were going to just steal the money. Honestly, I thought you all going to run off with it. But a lot of these field agents are in the play. They’re keep, they’re keeping up. Let’s say. It’s amazing. All right. So what do you want to talk about today? Seems like everybody’s a little quiet. What do you want to talk about today?

00:04:04 Syd Michael: What is lock box synchronization? DMR registration completed mean. It means that they’ve set up the lock box and the money. You know, everything’s been shipped off to the IRS and it’s ready to come back in. It’ll get distributed accordingly. Is there a customer on board training? Not a field agent on boarding? Not sure what you’re asking for. Not sure what you’re exactly asking for there. Hey Doug, what’s up, buddy? Thomas says he hopes he’s getting a check tomorrow. I hope you are too, man. Hope you are too. Only found field agent onboard training, but you mentioned watching the customer onboarding. I think it’s kind of our job to do the customer on boarding. I don’t know that we’ve created anything for that. Just to be honest with you, Bill, I didn’t mean to mislead you keeping it real. When a lock box deal goes South by the IRS sending the money directly to the client, how does the RTC Express deal with that? We build them. We build them. And that was just, that was just a handful of deals back in between October and December just shooting it straight. And what caused that was they were sending in the 2848 with the rest of the package and evidently you got to send in the 2848, they approve it then you send in the package. So those deals they send in all packaged up, kicked back like that.

00:05:46 Syd Michael: How do I listen to conversations between the client and the web in the back office? They don’t have that. They for privacy reasons, they remove that. Am I right, Nicole? I know they accidentally had it for a little bit which I thought was awesome, but they can’t do it right. They can’t hear the conversations. But you can see the notes. The notes are getting more details. So what you can see is the call instruction. So if they called and they got the voice message or.

00:06:15 Nicole Heard: You left a message. You’ll be able to see what happened on the call, not necessarily what was said on the call. All right, let’s keep going. Y’all ready to see the standings. You want to know where you’re at Coming. You want to see who showed up? Oh no, hang on, I got the wrong.

00:06:45 Syd Michael: No. That’s right. No, it ain’t. Yes, it is. Yeah. There you go. Corey’s out front. Corey’s out front, running hard. William coming up strong with Jordan, of course, he has one other deal, but it didn’t qualify for the three W2s, just so you know. And Todd Trahan. The Ranch says eight in a week. That’s killer. Yeah, it is, man. It’s a great job. Steve Brands, Steve Brands. You know how he’s getting his deals? They’re all from Bill McIntosh. He’s just calling and getting them up, Signing up that easy. Julian Alexander and Mark Clips both have been with us for a very long time. Good dudes. Yep. I’m excited. Absolutely excited. So that’s the standings for this week. Now it’s when’s the last day exactly? I believe tomorrow. Is it tomorrow? Let’s look and see real quick, if you don’t mind. I know what the ends because.

00:08:09 Nicole Heard: The last one was 6/1 through 6-7. This one was 6-8 through 61568 through 6:15. Yeah, yeah. So that ends tomorrow. It ends tomorrow at midnight. Tomorrow Tonight at midnight. I’m sorry, you did the 1st through the 7th. And so we’re doing the eight through the 14th. So that’s for tomorrow. Will be through tonight.

00:08:39 Syd Michael: 11, you know. All right, all right. That’s the deal. Thomas. I’ll have to ask him, I think. I think he’s maxed out, just to be honest. But I have to ask him, ask him right now so I don’t forget. Sorry about that. See what else we got here. Guy says congratulations, right. All right, all right. So did anybody run into any sort of rebuttal, rebuttal, objection, any of that kind of stuff we can talk about? Man, I don’t know if gotowebinar is you’re slow or if y’all are sleepy today. Very interested in Ice Breakers. I’m cold calling going in cold. What is the first opening line did you do You say I’m not cold going so I can’t tell you 100% for sure what I would say, but. I can help you kind of think of some things. One thing that I really liked or I really thought was cool Bud Clark taught me. What he says is he always asked people, did you receive your ERTC check yet? Because it really kind of breaks the ice and opens and how many people, how many people really want to respond with? No, I don’t want to check, right. Everybody wants a check, so.

00:11:03 Syd Michael: It is strong. However, if you’re calling in, calling in completely cold, you definitely got to make sure. You definitely got to make sure, you definitely got to make sure that you’re talking to the right person or they’re going to, you know, think you’re crazy, right? But if I knew for fact I was talking to the decision maker, the first thing out of my mouth would be, did you receive your ERTC check yet? Think about it, if you were asked that, how would you respond? Right. I want to go over this real quick before we keep going and I want y’all to keep thinking of a rebuttal questions because I want to talk about it. But if you all remember at the beginning, I, I honest everybody, do you want to be trained or entertained right. And that’s. That’s still up for vote because I can switch to entertain and everybody. I just want to explain, and I know most of y’all know this because we’ve been on the calls for quite a while, but training people is not entertaining. It’s entertaining sometimes, but it’s not agreeing with everything you say, right? And it’s not blowing smoke up your, you know, shirt or whatever. Okay. Like it’s telling you the truth the facts not always agreeing with everything you say and not making you feel all Ruby lovey dovey and I apologize for that. So it does make it sound as if I’m a bit mean at times which I’m not. I’m not a mean guy. I got a huge heart and I and I definitely want to help each and everyone of you and leave you all better than I found you. But I just want you to know I’m not being mean you know and.

00:12:56 Syd Michael: I just don’t want y’all to think I’m being mean. And I know some people think I am. Because you’re sending in support tickets complaining and I’m mean. So I just want you to know I’m not here being mean. Don’t take me as mean. Even though I might and probably won’t agree with what you say I want. Yes, yes, yes, you. I’ll tell you what’s truly my experience and what to expect. We’ll keep it 100 that way. Is that fair? Everybody on board with that. Just want to make sure, man. Just want to make sure it does, man. Thomas, it does make you. Sometimes being honest does make you sound mean, you know? But I just want to reiterate because I wouldn’t. I don’t want people to think I’m mean. And I don’t want people. You know, even if you’re sensitive as hell, I don’t want you. I don’t want you to, you know, think that I’m attacking you. I’m truly, 100% here to leave you a little better than I found you. That’s my whole purpose. So and that’s what gets me up in the morning and it makes me show up every week to these calls. But all right, so let’s see here. What Check. That’s how I would respond. Right. Right. What check? Well, let me tell you more about it. I’m glad you asked that. Let me tell you this. When I first heard about it, it sounded too good to be true. But it’s very true. And let me explain. Right? What are you doing when you respond with something like that? Think about real quick. Let’s get psycho. Let’s get some psychology going here. What are you doing when you respond with something like man, when I heard about it, I thought it was too good to be true, but it’s very true. Let me explain. What would you think with that?

00:15:08 Syd Michael: What are you doing with that response? Thomas, it seems like go to job crusher. He says he’s got two spots open. Jobcrusher.com. Finbay’s trying to get on Bill’s leads. Job crusher.com. Showing empathy, right. Good. Good, Disarming Good one, James. Empathy. Yep. Confirming their doubt and then sharing the good news. You’re closer, guy. You’re closer. What else? All right. How soon can we get started? Right. Let me tell you what it’s really doing. You’re eliminating an objection that you’re going to hear 50% of the time when talking to somebody. Think about it. How many times have you heard? And this just sounds too good to be true, but you hear that after you go through your whole pitch and lay all your cards out on the table. The best way to pitch right the advanced pitching is when you start hearing that. And if you’ve talked to more than 10 people promise you’re going to hear this sounds too good to be true. A lot. Okay. You want to start eliminating objections before people even have them come to their mind. Essentially, when closing somebody because that’s what you’re doing, you’re closing them when you’re closing somebody. Think of sitting in a room in the walls. You’re boxing in smaller and smaller and smaller and smaller until eventually there’s no more oxygen in the room and they’re closed. So that’s what you’re doing with.

00:17:23 Syd Michael: Taking objections off the table to where there’s no other decision to make than Kayla’s do it. So if you’ll notice in a lot of my verbiage and rebuttals right, a lot of my rebuttals include a lot of common objections that I hear every day I go I. I want the quickest path from A to B, so I eliminate them in the conversation. Same thing with when somebody goes, well how long is this going to take, right? I know I’m going to hear that. So what do I do? I immediately let them know. Listen, it can take between seven days and three weeks for the CPA to do their calculations. We definitely don’t want to rush them, so we want them to make sure they do a complete and total full, you know, detailed submission, however. I’ll be honest, the way I’ve seen these things drag out has not been from us doing our calculation. It’s been from the clients not getting their paperwork uploaded quickly. How quick can you get your paperwork uploaded if, if, if, if you decide to do this today, right, what do you do? What, what is that? That’s a double. That’s a double objection right there. Or double rebuttal. What are you doing in addition to putting it on them? For not dragging out. But what else are you doing Starts with a T. It’s part of the road to the sale. What else are you doing? It’s a trial close. You’re not saying will you buy. You’re saying how quick can you upload forms. Nobody wants to buy shit, that’s the truth. Nobody wants to buy anything. So when you say the word buy or any sort of.

00:19:17 Syd Michael: Definitive movement like that, sometimes you’re going to scare people off, even though this is not buying. But if you just say how quick can you get your forms uploaded? It’s the same as saying if you didn’t buy a car today, whose name would you put it in? Here, hold these keys, it’s your car. And if they hold the keys, guess what? You don’t. You don’t have to pencil them. You don’t have to sit there and negotiate with them. You know that they’ve already taken mental ownership because they grabbed the keys. Everybody understand that. You should preemptively say, I know it sounds too good to be true. I thought that too. Yep, I totally agree. Totally agree. And you’re also building up. You’re getting in their bubble, right? You’re getting in their bubble because people like to be around people that are similar to them. You’re naturally going to attract people that are similar to you, right? Did that make sense? Does everybody understand what I’m talking about? I see Bruce said. Roger that, so he gets it. Thank you, Bruce. Everybody on Lauren. Cool. Bill. Thank you. All right. Hopefully, hopefully that helps you. James said it. Perfect. Phil felt bound, right? Thomas says he likes to lower the tone and ask why would you? Why? Why do you say that? I’m with you. I’m with you. Same thing with somebody says man, this is scam. The scam. How? Why would you say this is a scam? Don’t scams take money upfront and then leave. Don’t make Bernie Madoff yet. We’re not asking for any money upfront. In fact, we’re going to do all the hard work and do all the calculations and put up all the hard costs at 1st. And you don’t have to make a decision until you know exactly what your calculation is.

00:21:14 Syd Michael: But let me go ahead and share with you exactly what that’s on our customer service agreement. So that way you know, because we do got to sign that today in order to move forward. However, you don’t have to make a decision on which way you want to go until you know exactly what, what, what your credits are. If you do choose to pay completely on the back end, which a lot of people choose and we’re the only companies that truly offer this full contingency, it’s only 25% now. Please understand that I’ve seen rebates come back as from 20,000 to as high as $3.3 million, and I’ve seen a lot of people that get these bigger credits make sense and decide to go ahead and pay upfront. Let me tell you why you save a substantial amount of money. The fee drops all the way down to 18% and even though I initially, as you probably are with thinking you know what I’m, it’s safe to pay on the back end. If you’re getting a $3,000,000 credit, it sometimes makes sense to save the hundreds of thousands of dollars. That percentage would save you and pay the 18% up front. The good news is, you don’t have to decide right now. Let’s find out exactly what your credit is. Then you can make an educated decision on which one of those ways you want to go. But before you go reading through the C, our customer service agreement, and wondering what it says, I’m just the guy, the guy that wants to tell you right up front. That’s exactly what it says. Fair enough. Are you sitting in front of a computer? Good. Can we get your forms uploaded today so you’re not sitting around waiting too long? Awesome. Let’s get started. Fair everybody with me on that. No deposit bill. We took that away about a month ago. No more deposits. Very simple.

00:23:02 Syd Michael: 1825, that’s it. Well, you can always listen to the replay and write it down and listen like I would be, you know, as much as I would say that you want to be as close to that message or you know, I like the way, you know, because it’s me saying it. I like the way I say it. It might not be the way you would say it. So don’t feel that you have to go word for word on any of that stuff, but understand the message. Right. And does anybody hear the psychology and that whole role play right there? There’s a lot of psychology in it, right. Why am I going ahead and telling them what the CSA is? Let me go ahead and tell you what the CSA is. By the way, we have to sign today to keep moving forward, although you don’t have to make a decision on exactly what to do, but you know we got to get the paperwork up and running. So we can get it moving fast. Remember I told you what takes a long time. People that drag their feet on the paperwork, drag feet on paperwork. This thing can take forever. Let’s get it rolling, right? I’m basically preempting them. If you tell them what’s in the CSA, they’re not as apt to go. Want to read it word for word or have their attorney go over it, You know what I’m saying? Not that I care if they do, but that slows down the process. Remember, sales is the quickest process from A to B. And then I’m sitting there, hem hauling over the customer service agreement and then getting in some kind of pissing match, trying to prove who knows the law better. You know what I mean? All you’re doing is slowing down your deal, slowing down your deal. My job as a good, proper agent is to get them to sign the CSA, upload their docks and get into the Tampa team as fast as possible.

00:25:03 Syd Michael: With no snacks make sense. That’s why I go ahead and just tell them what the CSA is. There’s no reason to go further into that, right? Tell them what’s on the Carfax and they won’t pull a Carfax. Everybody with me on that, give me a Roger that if you understand what I’m saying. Word. Roger said it in caps. Roger that. Good. Hopefully. Hopefully that brings some value to all of Y’all. Does that all make sense? A good friend of mine, David Sprague. I don’t know if y’all know him or remember him or whatever used to say when the path is clear, the decision is easy and that’s the truest statement. Ever. It’s very true. And what makes the path clear? What would clutter the path? Objections. Objections. However, if you’ve talked to enough people. If you talk to enough people, you know we know, we all know I can almost you can almost call me out and say what objection did you hear And when they when you tell me, I can almost tell you exactly what part of the deal they’re in. Because guess what? I know we want to think we’re all unique and individual, but we’re really not that unique and individual when it really comes to core beliefs and core understanding. And we all come to the same complexities, we all have the same buyers remorse at the same time when going through something, right, when somebody gets in, then all of a sudden they’re like, oh God, how are they going to get me? Your defense mechanism kicks in. Well guess what? Everybody has that defense mechanism because the world’s created it.

00:26:56 Syd Michael: Right. It’s just the truth. You got to be cautious. So go ahead and take those. Go ahead and take that rebuttal off and the person’s going to go, man, I don’t know why I like you, but I do, right? And that’s how you get tradeins with full things of gas. They had no intention of ever trading it in. And you know why? They met a salesman, Dame, said Michael. Careful who’s handy, Shake, because I pity the fool. They just ain’t ready. They do it once every three or four years or at once in their lifetime. With this, I do it 20 times a day. They’re bringing a twig to a gunfight. But the path is clear. The sale is near. That’s right, Doug. I like that one better, right? That’s awesome. All right, so any other. Let’s just answer some random questions, I’m sure. If you have any question, shoot. If I got the answer to it, I’ll answer it. But I don’t know. I’ll ask Nicole. And if we both don’t know, well, we’ll actually send in a support ticket and we’ll find out. But how many of you got? Anybody got a question? Objection. Anything they want to get off their mind. Anything I can help you with? Fire away. Fire away. No, nobody has anything. Are you right? In the long ones I get, I want to check with my accountant a lot and then I can’t get back on the phone with them. OK, so you need to hit that objection right on. OK, when somebody says I want to check with my accountant, go, no problem, you should.

00:29:06 Syd Michael: However, what are you going to ask them? Because I probably already have the answer to it and I can help you out. What kind of questions do you want to ask your accountant? Right, your job’s to be Columbo? What are you going to ask your accountant? I might already have the answer to it, right? Or you know, let them know, say yeah, you absolutely should talk to your accountant. However, please understand an ordinary accountant can’t do what I’m talking to you. Most of my competitors do only do lost revenue submissions. However, we do complex submissions. We use attorneys and CPA’s. So I don’t know what you’re going to ask your accountant, but they only know a piece of this. They don’t know all of this. So understand that they’re not going to be able to answer the questions really apples to apples as what we do because they don’t know how to do everything that we do. Just telling you straight up, just telling you straight up. You know, you want to defend yourself. You want to give yourself the best chance. Is there sales calls recorded we can learn from? Yeah, James, they’re in the Facebook group. You have to find them. But I recorded several of them. Unfortunately, I can’t record all of them being honest because people don’t know how to use 3 way on their phones. So I, you know, it messes it up if when I do the sales calls with people, if they can do the three-way, then I’m able to use my 3 way to record. But unfortunately all the time what are your go to CSA bullet points to go over with a customer? I don’t, I don’t go into bullet points with the CSAI, don’t spend a lot of time on it. I do exactly what I just said. Let me go ahead and tell you what’s on the CSA if you want to go completely deferred and I totally understand it, we’re the only companies in the country of all my competition that actually offers a full deferred.

00:31:01 Syd Michael: A full contingency deferred because these things are expensive and quite complex to be honest. But if you want to go full contingency all the way deferred only if you get a credit, you owe us nothing, if you don’t give us, if you don’t get a credit. But if you do get a credit, then it the fee would be 25%. Now as you please understand, I’ve seen credits go from 20,000 to over $3.3 million in the last 18 months and when you get into the millions, percentages equal 10s of thousands. So if you want to save a significant amount of money once you find out what your credit is, you might want to choose to pay the 18%, right? So let’s see here what’s the organization called with the CPA’s at ERTCAICPA? American Institute of Certified Public Accountants. James, good question. Yes. If we have a lock box, we know it’s the purpose of the lock box. It sends us a notice. Brian Hahnemann’s asking does the IRS inform you when they send the checks to the client, we can check on that. That’s also why we got the 20, which form is it that actually allows us to do that. Nicole, do you know it’s 2848 or the it’s one of those forms that that that allows us to do that. I mean until the IRS sent checks they’re saying they don’t have any. So if you have something saying IRS has sent them, maybe we can find them. They do have employees that are afraid of being, you know, let me reach your thing. Fired of being fired if they get paid because they tried to stop the filing.

00:33:00 Syd Michael: And you got a lot of complex stuff, right? How you getting yourself in all these messy deals, sending a support ticket? They can find out if it’s what all’s been submitted. But dude, you do. I mean, how many people get fired trying to stop filings and what kind of crazy crap, jeez man, it was already in a waiting payment does the lock box completion. Mean it is closer. I don’t know. I’ll have to be honest. I can’t honestly because they’re moving that stuff around so much over there. I can’t keep up with it. Sorry, Brian. I would definitely send in a support ticket and see what they can say. Even a CPA accountants have pointed out how the IRS is always making updates changes. Yeah, totally agree. Yeah, Thomas, I saw that too. Thomas was talking about some of the deferred clients, just got a letter from the IRS stating they are being processed and looked for a check in four to six weeks. That’s good news. That’s good news. I mean, I don’t know about y’all, but, you know, I feel like the kid in the back seat of the car going on vacation, going to Disney, you know, I mean, I can’t help but the one to say, are we there yet? I mean, just can’t help it, man. You know what I mean? Oh, Gary Vinder’s got a guy that I deal with who’s cool as crap. I love him to death. His name’s Danny. But, you know, Danny calls me about once a week, you know? Are we there yet? You know, I get it. I get it, man.

00:35:01 Syd Michael: Everybody wants their cash, Everybody wants your cash, all right. Any, any last second questions or anything I can answer for anybody, any good news, any, any accomplishments or anything? If you’re speaking to a new client, do you fill in the intake form on the website or send them the link and let them do it themselves? All right, let’s talk about that for a second, Thomas, because I’m going to be honest with you. I’m going to shoot everyone to be straight on this. The most abused customer is the current customer. Does that make sense, Meaning? So many people and a lot of people do this naturally and it’s just bad, bad business, if you think about it right. I’ll relate it to the car industry just because that’s what I know a lot of and I know everybody’s bought a car kind of can do it. Like when a salesman sits you down and says okay, finance will be with you in a minute and you sit there for an hour waiting on finance and the salesman’s nowhere to be seen. Used to drive me bonkers. You said drive me bonkers. Go sit with your customers. Talk about grandkids, grandmothers, whatever the heck you got to talk about. But don’t go. Leave them alone for an hour and make them feel like. All right, we’re done. We’re over. You signed my paperwork now you’re off. Now. I know you got to go get the car cleaned up, so let them know I’m going to go clean up the car. I will be back in 10 minutes. Can I get you anything while I’m out? Are you thirsty? You want something to drink? Court them. Court them.

00:36:57 Syd Michael: Right. So when I’m speaking to a new client, do I take them to the intake form on the website? I would offer to fill it out for them or I can send you a link and you can fill it out which would you prefer, but I would white glove and me and Ann power on a deal called not too long ago with a customer. The customer let her court them all the way to uploading the documents. It’s beautiful. But when you just send over a link, go okay. Yeah, there you go. Just click that link. You’re not properly doing you’re the best you can do. You’re not putting your best foot forward. You’re not giving your best chance. And then all of a sudden the customer’s not going to answer the phone or call you back in here and go. What happened? Why? Bill’s lead suck. You know what I mean? It’s God you didn’t court the customer, right? You should always court them. Treat them like they’re your Mama. That’s a great, great mindset to have. I want to treat them like they’re my Mama or the way I’d want somebody to treat my Mama. You with me. Hope that answered your question. There’s a great question, by the way. Everybody get that? Let me know. Let me know. Everybody’s with me on that program. Cool. All right. Just making sure, Just making sure. Because I know sometimes I start random. All right? What else? Anything else? Any other questions? Or do you know what Bill Mcintosh’s people say to the leads before handing them off to us? I don’t know exactly.

00:38:54 Syd Michael: I don’t know. I know that he runs up through a series of questions. He makes sure, tries to make sure they have 3 W2s and meet the minimum qualifications that we require. I know that. And listen, I mean, let’s, let’s, let’s get real. Like, you know, I’ve called with a lot of you on these leads. They’re people who just kind of pretty much was told about ERTC and said, yeah, they want to know more. You know what I mean? He’s not, they’re not, they’re not closed leads. So don’t, don’t, don’t think that that’s what they are. They’re not. They require much more massaging and convincing and you got to sell them trust and you got to on board them and you got to get them but it’s a warm person saying I am interested in ERTC. So for that reason alone you know it’s easier to talk to somebody like that than it is talk to somebody completely cold but they are not closed leads. And nor did you expect them to be. And if you wait a week or two weeks to call them after you get them, guess what? They cool off. They cool off. Had several people call me up and go, hey, we got to call my leads. When did you get them? Three or four weeks ago. Well, why are we just now calling them three or four weeks ago? You can’t let them cool off. You need to call them as fast as you possibly can. Let them know that you are their agent. Give them your phone number. Let them know that if they have any questions, whether it’s 5 minutes from now, 5 seconds after we get off the call or five days from now, you can always get in touch with me. I’ll always be here to help you, but let’s get you started right now. You want me to fill it out or you want me to send you a link so you can fill it out? I can do it for you. You want me to do it for you real quick? No problem. I would gladly do that. First off, have you received your ERTC check yet?

00:40:50 Syd Michael: Okay. So you haven’t received anything good. Did you get your first two PPP’s? You did. Good. That’s good news. But you do know you left money on the table because there’s still plenty of credits we can get you with the RTC if we get this process started now, right? Just walk them through the path. Cool. All right. Any last questions, anything else anybody else wants to talk about? I’m in the UK, so calling with my mobile will show the UK Well, you shouldn’t call with your mobile. That’s the truth. You should call the Google number. There’s plenty of apps to get US based numbers. We talked about this a few weeks ago. There’s plenty of ways to do it. Call from a US base number, but totally cool that you have the UK accent. Trust you trust me on that. It’s a plus. We just got a good news. Commissioned received $34,456.62, one account. Awesome. Thanks. Congratulations Donald. I like to see people when they get paid. It’s paycheck Wednesday. Just a little $34,000 little, little hit. Still a little $34,000 little hit. That’s nice. Couldn’t have went to a better guy. I appreciate that, Donald. Good job. He said 30% at work. OK, all right, all right, all right.

00:42:48 Syd Michael: Very cool. What else we got going on? Anything else? How long did it take, Donald? So how long did it take? When did you submit it? Let’s go ahead and calculate that up real quick so everybody can chew on that, if you don’t mind telling us. And if you remember how many W2s they’d love to hear. That said, it was upfront 18%. Oh, they paid 18% up front. Okay. Great. So if they paid up front, like give us that timeline. So you got paid quickly, 42 W2s, Get a pin. Write this down, everybody. 42 W2s, 18% front. Paid in one month, paid in one month. There you go. From the cat’s mouth, you. You know what I mean. Young people. Well, I got to wait until I get paid on one before I feel comfortable doing a second one. I think Donald didn’t think that way. He’s got paid 34 diesels. That’s 18 dugans. That’s almost 7 nickels. Bathroom refurbishing company. Bathroom refurbishing company. By the way, Yep, in one month. Good job, Donald. Good job. How did you, How did you get the lead? Was it a warm lead referral? How did you obtain the customer? Let’s just be transparent here. Everybody’s chewing on this like crazy. Everybody’s saying good job too, Donald. So good job, buddy.

00:45:09 Syd Michael: Think about that real quick. Why? Why Donald’s writing that in. Think about that. You make the decision to show up today, right? You make the decision to put on the gas, to make it happen. Leave it on the field. Damn it. If I’m going to get, if I’m going to fail. I’m going to get beat. I’m not going to fail because I didn’t try. I’m not going to. I’m not going to fail because I didn’t try hard enough. I’m not going to look back with regret thinking, man, I should have taken that more seriously right now today, if you make that decision and you’re like Donald, in one month you can pay next month’s mortgage with 34G Commission. And they’ve been much bigger than that. Of course, they’re some smaller, but they’ve been much bigger than that too. But think about that, making your mind up right now to show up. You’re only 30 days away from a hit like that. Existing company owners, known but very reluctant to move forward, kept wanting to quit. Our support team is amazing. They rocked it. So man, very good, very cool. 34G Commission would pay your mortgage for a year. And most people. Some people, yeah, you agree. I agree. How much was the deal? Well, you got to just do the reverse math on that, Donna. I don’t know how much credit did they get? Donald, do you remember, Sorry to ask you all these questions. 600 grand. There you go. 600 grand. Capali, listen, I’ll tell you 600,000 is a good deal.

00:47:16 Syd Michael: But, I’ll say this, I see every week deals twice, three times that size. I see seven figure deals going like crazy. He says he has another 1.2 million in the works with another group. That’s what I’m talking about. That’s what I’m talking about. Where can we see a list of deals? Well, unfortunately going that we’re not going to press that out because that’s privacy. We can’t just go sharing that kind of information, just being honest. That’s why you say like bathroom remodeler, Omaha, bathroom remodeler, Georgia, you know we got to, we got to be a little bit trans, you know, a little bit cloaked on some of that stuff. What happens when you go to dinner with Uncle Syd? You know we’ve done that the last two days, right? I took them out last week. They had a blast. I took them to this Italian restaurant that I found. They hit a sales goal that we were shooting for. So I took them out. Nobody else is in town, so it was just me. But Luigi owns it. And in fact, we’re doing his ERTC now, right? And but dude, they have the best lasagna you ever had in your life. Like, it’s insane, but all their food’s good there. But anyways, they ended up bringing out one of the waiters was a classical guitar player and so he started, they started, they had a piano and a classical guitar and so they were singing and serenade and all the women at the table. It was really Italian, very cool. And one of the A e’s here. His name’s Tyrell. He’s actually a musician, like, straight up.

00:49:06 Syd Michael: Travels on the weekends, goes and sings at churches, gets paid musician. He jumped up, started playing piano also and singing. So we basically took over the entire restaurant, had a concert there, and tell me how Italian this is. I love it and This is why I took Norma for dinner. By the way, me and Norma was the one that found it, but right before we left, right before we walked out, they gave each of the ladies a rose. Before we that they cut from their own rose Bush. The owner has like this massive rose Bush that is on his property at home and he cuts roses and brings them to work every day to give out how cool is that good times And then so and then this week when Brian and John came in town finally we went over to Del Frisco’s got into their got into their private room and you know. It’s pretty cool. I don’t know if you guys got to hang out with John or whatever, but he’s like a shepherd, you know what I mean? He takes care of us when we. When you go out to eat with John, you don’t order. You can order. If you want something you can order, but you don’t have to. He takes care of it. Like he’ll order like two or three of every appetizer, make sure everybody has one, and then he’ll order like 3 of each steaks, Have them slice them up. Make sure each person has one you know has some so you just need a little bit of everything. We kind of family it up like that. That’s why if you look at my Facebook when I said this is my Duck Dynasty it really is like we totally family it up and get it like that. So Monday we took out all the managers to Del Fris goes into that room and then last night we went to Kona Grill and took all the AE’s and the closing team and I mean excuse me, they are QC people and our new SDR’s.

00:50:59 Syd Michael: We took all of them out. We had two tables of people. The pictures are a little dark. I started to post them, but they were a little dark. But we went to Kona Grill and just to give you the style of Kona, they had a lot of sushi there. They serve avocado egg rolls, you know what I mean? It’s a little bit more of a healthier kick, but delicious, fricking delicious food had some calamari again. Right again John orders three of every appetizer on the table. We ate. We ate like literally. Like it was like Thanksgiving. Like I mean we must have had like 10 times They were bringing more food out, more food out, more food out, more food out. If you want some steak, grab some steak. You want a hamburger. They got sliders, you know like you just eat whatever you want. And you know and we bond. We bond. We make sure everybody understands that we’re real and. We all have feelings. We understand. I want to know about their kids. I want to know if they’re going to baseball. I want to know how they did it at dance recital. I want to hear how they did it. Taekwondo, you know, all that stuff is very, very, very important with employees, especially nowadays. Listen, I’m going to tell everyone of you it’s very hard to hire good people, right? And we hold the bar high like they have to fit and mess with our mission. Are it doesn’t work. Like if somebody, you know, if, if, if somebody, if you open the door, they don’t say thank you, They ain’t part of the team. You know what I mean? Like we make sure everybody’s got good core values. And if you don’t have good core values, you, you pop out of here. You’re just not. We’re not. We don’t even have to run you off. You’re not going to fit in around here. That’s just the way it is. So not the rant, but again, you know, I buy in on buy in, so I bought it.

00:52:50 Syd Michael: Right. We’re trying to create the best atmosphere to change as many entrepreneurs and lives as we possibly can. And I don’t think we’ll ever get an opportunity that’s going to be bigger and more important than we do today with this opportunity right now. That’s the truth. So, all right, everybody having fun? Cool. Yeah, no problem. Nicole rock’n’roll. Everybody cool. Good. All right. Hey, thank you so much for your time. I appreciate you, James. James said he took his wife there, Del Frisco’s, for her birthday. Very cool. Jay. Are you in Tampa, James, or do they have them over everywhere? They got a couple of them. DC All right, cool. Yeah, I’ve got a bunch of. I had my best friend graduated from James Madison, so I know Tyson’s corner, that Hilaria pretty well. Been up around that, that part. Obviously. If any and all of you are any close to Tampa, give me a shout. You’re always welcome. Come on by. We are going to orchestrate another event, so be on the lookout. All right. See you everybody. Thank you so much. I appreciate you.