"Why Does One Bad Number Ruin My Whole Day?"

0:00Yes, sir. >> Hey, Alex. >> Hello. >> Uh, yeah, I just wanted to say thanks for everything you and the team Hundred Donut has been awesome. Uh, I am a dentist. I created a course to teach dentist how to do uh, clear liners. >> Okay. >> Um, >> It's like Invisalign? >> Yeah. >> Okay. >> Uh, but brand agnostic. >> Yeah. >> Um, went all in on this uh, last year. So, I don't practice anymore. Um, my wife helps me with a lot of like the back end financial stuff.

0:26>> Yeah. >> I struggle with whenever the numbers come up. Uh, she's big into data and like I've learned super important. Uh, I tend to get just like really emotionally charged about that. >> Okay. >> Um, >> What do you mean by that? >> Like, >> Like sales numbers down and you're like, I paid this thing. >> Uh, like, >> Like yesterday, big roller coaster and you're like, zero for 10, let's kill everybody. >> Partially that, but also she'll just kind of tell me like, hey, like business isn't doing that great and then I'm kind of like,

0:52>> Yeah. >> kind of living in my own like head. Um, how I guess like what is a better way to kind of like approach that and just be more like still have passion for the business, but like remove the emotion out of like the decisions. >> I mean, this just gets into like anxiety management, which is, you know, for me, I mean, I I talk about my philosophy, you know, philosophical views because I just remind myself that I'm a little monkey on a tiny little rock in the middle of the galaxy that no one gives a And I will die and I will be forgotten. And so, the fact that my page isn't converting that well just doesn't bother me that much.

1:29And so, that's how I get around it. Uh, I'm just being really honest. So, like I I mean, I I go through that mental like loopty loop like probably 20 times a day. And it's like right when I'm like, oh, I'm about to be upset, I'm like, oh, wait. Nothing matters. Okay. Got it. Back. And so, I mean, that's that's how I diffuse me. I think everyone's a little bit different. Some people work out, some people, you know, do Kumbaya, whatever. That's just what works for me. Um, but I I think probably answering the question is like, what am I so afraid of?

1:57Like you have some emotional charge cuz you're afraid of something happening. And so a lot of times it's like the fear of it is a lot greater than what it the reality of it is. Cuz the absolute worst case scenario in this entire thing is that you go back to practicing. >> Yeah. >> So like your worst case is you're a rich dentist. >> [laughter] >> Yeah. >> Right like what are we talking about? You know what I mean? So it's just like the only upset I have is that my greater ambition doesn't achieve but like I will be able to eat and live in the best neighborhoods and travel whenever I want to make my own schedule. Like that's guaranteed for you.

2:27It's just you know what I mean? >> I just don't want to go back to practicing dentistry. >> I get that. Yeah, but I'm saying like the worst case is that which is like you know there's people who have it a lot worse. I'm just being real like that's how I think about it. Um but yeah, I mean if your wife brings up the data then it also might be just like hey um when she brings it up and how she brings it up. It'll probably just be a conversation which is okay. If I just get off stage and I just did a big pitch and then you're like that sucked, not the right time. Right like like give me a cool down period. And if it's like hey when you have bad news, by the way for everybody, um humans have like a really really big capacity to take bad news if you brace them.

3:08So they train doctors on this and you might know this but like they train physicians on like if you have to say like a family member died or they have cancer or there's some sort of big bad news, they train the doctors on how to get someone to brace themselves and say hey, I have bad news you might want to sit down for this. Right? And so if you were like okay, I'm ready. And so I think basically training on training her on how to give you news would be really valuable. >> Okay. >> Cool.

3:33>> Cool. Thanks. >> Yeah. Yes, ma'am. >> Hi, how are you? >> Good. How are you? >> Good. Um I have a PR agency and I think yesterday specifically the cuz I have a recurring model of 3 months, uh 1,200 a month, and then 6 months 997 a month. >> Okay. >> And I think the what really struck me yesterday was getting like charging quarterly, so getting more cash up front. So, I'm definitely going to apply that. Thank you.

4:01Um my question was more >> Great. >> My question was more around I want to incentivize the customer to pay me up front, the quarterly. And so, I'm Of course, I could think of discounts, but I was trying to come up with more bonuses. >> Just give them a guarantee. >> Yeah, I I wanted to to have more money, but also to to My my thought process was do I give like a free article? Do I give a free month of PR? I just wanted to pick your brain about that.

4:30>> them a guarantee only. >> A guarantee specifically on like another article placement? >> Or yeah, or do you have a guarantee right now? >> Yeah, I do. So, every month, 20 pitches a month or one and one guaranteed article. >> Okay. So, you could have So, you have two for the front >> Yeah. >> You could probably just guarantee the pitches, and then if you prepay, I'll guarantee the article. So, you could split it like that. >> Mhm. Okay.

4:56>> And just see like if that if that just gets people like, "Well, shoot. I want to guarantee the article." And you're like, "Great. Well, then just prepay, right?" And you can also put some reasoning behind that. It's like, "Listen, I'm going to front a lot of resources and burn some relational capital in order to get you in these places. I just got to make sure you're serious that you're in it." >> Okay. >> Right? And so, that's that's one version. In terms of bonuses, what bonuses are you thinking about? >> I was thinking of giving Let's say if they did cuz I want them to do the 6-month cuz I'm also working on improving the LTV to CAC ratio. And so, I was thinking of giving one free article if they do the 6-month like 50% up front.

5:27>> Mhm. >> Or one one free month with the 6 months or one free article with all of it up front with the 3 months because >> probably want the stuff. >> Okay. >> Cuz the a month actually has zero value. >> Okay. >> Like you just bill on months, but they want articles. So, give them the articles, not the months. >> Okay. >> Well, >> cuz I think a caveat to that was just >> [laughter]

5:52>> I think a caveat I thank you. A caveat to that was I have current clients. How do I go about transition like okay, let's say I do take away the guaranteed and then make that part of our like incentive to pay 50% up front, which I like, but how how would you recommend going about that with the current clients that I have saying like oh, I'm going to take away the free article? >> Well, you're not so the people you sold in the past you sold in the past. That's done. The people that you're new selling you can bring the new offer to. In terms of incentivizing the existing base, it's usually going to be some either like probably a higher level some mini higher level of service or deliverable that you can give them that is now only for people so you can just say listen, you're going to pay the same amount you're currently paying you're just going to prepay it and you're going to get this extra thing.

6:37That's I mean you just let them know and a certain percentage going to do it might be 20% and that's fine. I mean you're going to hopefully you want to be in business for a while and so real real some of those people are going to turn out. New people are going to come in and they're going to take a bigger bigger you know slice of your thing and then overall the business will grow. >> Yeah. Thank you cuz I would rather get that cash up front. >> Me too. If you like this video and you're business owner who wants to break through your current revenue ceiling, I distilled every lesson from scaling 10 businesses past 10 million and three businesses past 100 million into a completely free scaling roadmap that I've used to go from zero to one, zero to 10, and zero to 100 plus. And so you can click here and you can check it out.

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