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[Music] this is neil duketa from toronto ontario canada my question for you is what are your first three actionable steps to creating a lead gen business and what are the three industries you would uh go after in small communities okay we could do that it's hard to come up with three but i think we could just talk about it in general well i i got all right i got into this business a little bit i was testing on a legion site what i did was i emailed another legion site and i just said would you buy leads from me how much and they said if your leads were qualified using these parameters we will pay you a hundred dollars per lead is for a trucking website that i was working on and they said if they are uh long commercial driver licensed folks and you are able to verify that by getting a picture of their license we will give you one hundred dollars and so i assumed a hundred dollars was the cheapest that it would cost and then if i i also went on linkedin and i emailed the marketing and growth managers at the actual trucking companies and i said how much do you guys pay and they said 150 and that kind of gave me that range of i can acquire it for 100 to 150 and then what i did was i went and drove ads and traffic to a website that got this information and i was able to get leads for 250 and i thought huh okay if i just if i just fooled around and got it for 250 bucks and they're willing to pay 150 like i think there's something there that i can actually make this profitable that's what i did yeah i think my first step would be because i don't know a ton about legion i'd be like okay well who's killing it with legion and so i would just my first step would be like find a blueprint of success uh so who is who is a newish lead gen site so i wouldn't be looking for one that like started in 1998 and has just been cranking since then i'd be like all right what's a newish lead gen site so something started maybe the last two three years and i would go look at their stuff i could read an article about them and then i would contact them and be like hey um really interested in your business um and i'd either be like i'm interested in buying your business can you tell me a little about it would you be open if you know at the right price would you be open to selling your business and they sell yes or no or i would say hey um i'm really trying to learn about the lead gen business for a different category would you um you know would you be down to you know talk to me for 15 20 minutes whatever and they might say yes they might say no if i wanted to make it juicier i could say hey i'm doing an article on my favorite five you know truck truck driver lead gen businesses or truck driver recruiting businesses uh i want to feature you guys um just need to hop on a call 30 minutes i'll ask you a few questions and i'll use it in the article and then in that you know article i would basically while doing that that call about the article i would ask them how they started how they get it you know how they get the leads um what's the hardest part blah blah blah and i would try to figure out a blueprint to figure out is this even the business i want to be in and is there a common formula that these businesses use like oh they all use facebook ads as their traffic source or they all use google keywords as their traffic source then they take you to a landing page with a quick email capture and then three question qualifier right after that and then their business models that they sell those leads to whoever at certain price and this only works if the leads are like you know 100 worth 100 or more the ones that are below that seem to struggle and i would try to figure out how much money they make and how they do it and that'll be my first first thing is i'd be searching for a blueprint essentially that i can remix it's like all right i'm gonna 80 is going to be the same and 20 is going to be different so the 20 that's different might be i'm in a different category or i do it from a slightly different like you know i put a greater emphasis on copywriting or newsletters or whatever in order to generate those leads that would be my first first step and which industry so we have a couple examples here so you did you did trucking on your own before that you've shown me an apartment one what was it apartment what was the lead gen for well um what leads did they want the company that bought my company years ago was called apartment list originally they were called vertical brands and they just owned lead gen sites for senior living um they owned a legion site for a rent to own housing which was like they bootstrapped i think like six or seven million in revenue then they owned apartment list which eventually became the main company but that was a lead gem for apartments and then they owned it for cars called autolist.com which was acquired by car gurus for like 30 million dollars and so that was really effective uh but i would the math is basically like how valuable of a purchase price is the product multiplied by the frequency that they one person buys the product multiplied by the number of people who have that need so for example if it's a lead gen for ceos of large of like small to medium-sized businesses so it's like a job board for potential ceos a small business would be one to spend like 50 000 on that and but they're only gonna hire once every eight years so like that kind of gives you like help and there's like not that many people who are into that that kind of gives you like the math behind the opportunity do you know what i mean yeah exactly i'd be looking for high ticket price things so i was going to say senior living my father-in-law does senior living and i see that like he wants customers a customer to him is going to pay maybe six grand a month for a room so their customer you know and they'll last on average you know two years at the place right so you're getting 24 months times six thousand dollars their va customers are very valuable they're willing to give you six thousand dollars for a you know for a customer if you can send them one so their leads might be you know a few hundred bucks that they're willing to pay for if you're qualified right if you're in the area and whatever else so senior living was one i was gonna say um and then the other ones are like you know i see this with like moving companies or construction companies or like pool construction companies like oh that's a 50 000 project to build a pool in this area and maybe the pool construction companies are not the best at seo like optimization so i'm going to go after that category because i think that that's that's one where i can i can beat them at their own game and sell them back those those customer leads um so i would look for really high ticket price uh things like moving pool construction senior uh you know senior care um there's one more that i was thinking of that's uh all right slip my mind but yeah things like that i think those are those are great categories to go after i can't find this client info have you heard of hubspot hubspot is a crm platform so it shares its data across every application every team can stay aligned no out of sync spreadsheets or dueling databases hubspot grow better can i share one that i just heard about that i actually think would be pretty valuable here is um because it's related to what you were saying about senior care facilities there's this new kind of facility that's coming online that's essentially like um mental health triage i think is the way to think of it which is essentially like you walk in and there's a bunch of lazy boys and they've got tvs in front of them and if you're having like an episode a mental breakdown you go in there and they might help medicate you if you need that and they'll set you up with a therapist on this big tv and just like make sure you're okay while people figure out what's going on uh because mental health issues are becoming more prevalent uh okay so this is like actually just coming online uh and this is like a new type of care facility and i feel like there's probably not a lot of competition yet for um finding those types of leads um so there might be some uh some opportunities to to help that's a good question uh i know my buddy dennis is like helping build one so he he told me about it but i don't know what you would call them yeah mental health care treatment or something like that but like i think that you know the general principle is you want a high ticket uh you know buyer of your leads so you need them to be making a ton of money off of the thing you want to have low competition if possible the other thing is can you use content as like your legion so you're not just playing a google keywords bidding game or a facebook ads keyword bidding game but like if you are educating people about something so like i don't know let's call it like um what's that like surgery that a bunch of people getting like brazilian booty lifts or something like that it's like there's some surgery or some new thing that a bunch of people are curious about right and uh the topic itself like kind of lends itself to content or ratings or reviews or like uh you know pros and cons and stuff like that like um can you create youtube or tick tock content that's just talking about you know the pros the cons the the good stories the horror stories the whatever else and then basically if people and then you capture interested parties who are like they were googling to try to learn more about it and you as the educational source become like you know slightly trusted you never need to operate the underlying business you just sell that lead you know farm them to a partner who's basically like you know your vetted partner to do that that procedure or do that or do whatever it is in a given geography [Music] sid did we answer that ben i think it's a good ass answer that's it one question friday all right uh and uh if you want your question read live on uh on the show go to mfmpod.com and click on the microphone ask us questions bye [Music] you