Subscribe
Share
Share
Embed
Unlock the secret sauce of millionaire entrepreneurs: your exclusive VIP pass to the hidden world of the ultra-successful business owners!
Chad Kodary (00:02.933)
What is going on everybody? Welcome to another episode of behind the revenue. Uh, for today we have Mr. Franco or bias himself. Now I've known Franco for quite a couple of years now. It's been at least five years that I've seen you kind of transform your journey. I see all your awards, uh, in the, uh, in the back, right? So just for some context, tell us a little bit about kind of who you are and what you do.
Franco Urbaez (00:55.899)
Yeah, for
I got shouted out by him and that's kind of where things kind of took off for me because I started to make some sales and he was really pitching the thing and then a whole bunch of agency owners started to reach out to me and I was like, dude, what are you doing? And everything like that. That was a good case study for him exactly. And then a whole bunch of agency owners started to reach out to me and stuff like that. Then I fully transitioned over to business coaching around 2019.
Chad Kodary (01:11.381)
So you were a good case study for him. Yeah.
Franco Urbaez (01:25.03)
working specifically with marketing agencies. And then from there, that kind of evolved into other business coaches and consultants as well. And then we developed a very, very cool client acquisition strategy that, you know, it just been pretty much organic on Facebook, primarily, and started teaching other people that automated it using our software that we developed over the years. And then, and that's where we're at today. So it kind of gets us caught up to speed. So I'm doing a business coach.
Chad Kodary (01:53.385)
Love it, man.
Franco Urbaez (01:54.786)
and also run the software side of things as well, using the same strategies that we started off back in 2017 to 19.
Chad Kodary (02:02.373)
Nice man and how big is your team right now and if you don't mind just breaking down like what is it that you know.
Franco Urbaez (02:07.702)
I'm going to be embarrassed if you ask me that to be honest with you because I should know the actual number by I want to say 13 or 14. 13 or 14 team members currently.
Chad Kodary (02:14.837)
Cool, man. Yeah, that's fine. And what, what is, what, like those 13, 14 people, what are they doing for you? Is it customer support? Is it other coaches? Is it developers?
Franco Urbaez (02:23.594)
Yeah, great question. Great question. So yeah, so we break this down. So I've got, so we have our proprietary software. It's not white labeled, right? So we have an in-house development team. That's Pepper. Yeah. So we have two, we have two in-house development team members. And then we have one specific customer support that deals with all of our subscribers, like support tickets, things like that. So we have one person there.
Chad Kodary (02:33.373)
And that's pepper, right? Pepper. Cool.
Franco Urbaez (02:51.674)
We've got a fractional CFO that takes care of pretty much all the books and payroll and taxes, all that stuff on both sides of the business, the coaching and the software side. Then I'm thinking of my admin people, then I got my executive assistant. She pretty much is the glue that holds this whole thing together. And she's like our events manager as well. So we'll do events. We're going on a cruise in April with our clients, which is great, which is really, really awesome. She's like our events manager and she does everything else that
someone that doesn't have a role in the business, still task needing done. And then we have an in-house graphic designer and video editor as well that takes care of all of our branding. And I just got so lucky with this guy, man. Like everyone that I meet with and speak to says, yo, your branding is so on point. It's like because of this one guy, dude, he's epic. And my standard of excellence. Just like, dude, I'm not putting everything up.
Chad Kodary (03:42.105)
Love it. You're OCD, right? We all, us as entrepreneurs, we all have OCD, especially me. So.
Franco Urbaez (03:47.17)
Exactly, bro. Exactly. So that paired with somebody really good is like epic. And then we hire coaches as well and different things like as that and then appointment setters and closers as well.
Chad Kodary (03:52.825)
I wanna...
Chad Kodary (03:58.673)
All right. So you have a couple of different parts of your business, primarily split up in between the software pepper, um, which for those of you just to add some context, um, if it's still does the same thing, let me know, uh, is basically if like, kind of like a Facebook organic DM platform where it automates your DMS, little mini like CRM where you can basically manage all your messaging and all that good stuff. Right. Cool. And then
Franco Urbaez (04:18.014)
100% that you get the nail in the head exactly. And we got new features coming out and different things like that. But yeah.
Chad Kodary (04:23.261)
Now we're going to talk about that too a little bit later on. And then, and then you have your coaching side, which essentially you're, you're coaching marketing agencies, helping them scale up.
Franco Urbaez (04:31.474)
Yeah, and not just marketing agency, business coaches and consultants as well. Right? So, but yeah. Yeah. Uh-huh.
Chad Kodary (04:36.381)
business coaches and consultants. Okay, cool. Got it. That's pretty cool. That's a nice little spin. So how many, how many, uh, how many, for one pepper, let's talk about the software really quick. Um, I'm, I'm in the software space. It seems like I've been interviewing a lot of it's funny because I say this like almost on every podcast and it's now it's like becoming serious. Like I think almost every single person that I've interviewed so far was an agency owner turned into software creator, uh, which is so funny or coach, but softwares.
Franco Urbaez (05:01.75)
You know why that happens.
Chad Kodary (05:03.957)
How did it happen to you? Usually in what I'm seeing and tell me if I'm right or wrong and it happened to me at Dash Clicks, is you're trying to solve your own problem. You solve a problem that's in the space.
Franco Urbaez (05:13.134)
I got lucky with that for sure. Yeah. Because they say the best products are the result of actually solving a real problem in your experience, right? Not just in it for the money. In fact, um, you know, when we actually launched Pepper, it wasn't, I didn't build Pepper for like as a product for the market, you know what I mean? Like I had a competitive advantage over the entire marketplace that I leveraged for like six months. And then what happened was.
Chad Kodary (05:30.181)
Never do. You built it for yourself.
Franco Urbaez (05:38.71)
Back at the end of 2019, started 2020, the world shut down with COVID, right? And so everyone like sales dried up so much, right? Like no one in the world knew what was going on. And I was selling this high ticket coaching, you know, coaching and agency services while at the time. And everybody was holding their money closer to their chest, right? So Pepper actually saved us.
Chad Kodary (05:58.974)
Yep.
Franco Urbaez (06:00.702)
Right? Because we launched Pepper and it was our low ticket offer. And it was like, you know, you don't have to like now in with COVID, everything that you can save your ad spend, you can do this, we can start, you know what I mean? And so I launched Pepper at that right time and then just blew up from there. You know what I mean? So like it was, uh, it was a saving grace for us, you know, in that moment.
Chad Kodary (06:16.737)
I love that man. What, what are the price points that you have in pepper? Like just without going too much into detail of like features and segmentations.
Franco Urbaez (06:25.046)
Yeah, it's a three tier model, depending on the features, right? But it goes from $97 a month to $249 a month. So $97, $149, and $249 a month, depending on the features that you have. Yeah.
Chad Kodary (06:36.369)
Nice. And how many users are you guys servicing right now in pepper?
Franco Urbaez (06:40.09)
Yeah, and Pepper, hundreds, I'd say, I don't know the exact number, but we have hundreds and we've had thousands over the life of Pepper since it's existed. It's like over 5,000 something users and everything like that. But what ends up happening is that people that come in with Pepper end up upselling into our limitless programs. So, you know, and that's the coaching program. And so what we found, right, like, you know, with Pepper, and I'll just be honest with you, right, like one of the
Chad Kodary (06:48.318)
Dude, awesome, man.
Wow.
Chad Kodary (07:00.401)
And that's the coaching programs, right?
Franco Urbaez (07:09.198)
We had a churn issue, right? And we finally realized what the problem with the churn issue was, but a little bit too late in the game. Um, the problem was I was like, dude, I'm doing everything. The product is amazing. Like what is going on? But then you don't, you realize that it's a, it's not a convenience based, uh, software, it's a results based software. And so people come into Pepper because they think that pepper means clients. And it doesn't.
Chad Kodary (07:31.527)
Mmm.
Franco Urbaez (07:37.698)
Pepper means leads, but for every client acquisition system, there's always two components. It's lead flow, high quality lead flow, and that's what Pepper gives you, but you have to take those leads, you have to put them through an effective sales process so they actually become clients on the backend, right? And that's where the coaching comes in, and we didn't solve that until too late in the game, right? But that's the coaching aspect of it now. But people came in with Pepper, and then they would sign up for a 14-day free trial.
Chad Kodary (07:51.857)
That's where the coaching came in.
Franco Urbaez (08:05.11)
they'd be having all these conversations, not book calls and not close any deals. Then you're like, okay, well, this sucks. This didn't work. Right? But then you have to actually develop the skill set inside of Messenger to actually communicate with a prospect to get them to agree to jump on a sales call with you. And then you got to be able to close a deal. So then you need to offer all these different things. It's like running Facebook ads. And imagine you never made any money with your Facebook ads because your webinar sucked or because your funnel, your application funnel sucked or your creative sucked. Right? You're not going to be running ads for long.
Right? So you have to be able to crack that code and develop the skill sets that you need so that you actually get the outcome. And that's where I was like, what is going on? Right? So that was the issue. And that's where we ended up like... Because at first, at one point, I felt like I was running two businesses because I had the coaching side and then I had this software and so many other people beyond agency owners and beyond coaches could actually use the software. Right? And then... But I was coaching over here, so I felt like I was running two businesses. And then we finally...
pair the two and say, okay, cool, we have our mid-tier coaching program now that people, 80% of the people that are in that program are using Pepper and then we're training them up on the entire sales process so that they actually get the outcome that they wanted to when they joined with Pepper. Does that make sense? Yeah.
Chad Kodary (09:21.673)
So they'll come into Pepper, oh yeah, so they'll come into Pepper and then you're upsell into your, you said it was a mid-tier coaching program. How much is that? What's the price point on that?
Franco Urbaez (09:28.908)
Yeah. 12k. So the way that we sell it, it's $5,000 to get started, $500 a month, 12-month commitment. And if you do the math, it comes out to 10.5, but that's our best offer that we give them. But if they go through any of our funding platforms that we offer, we have in-house financing for them, then it would be 12k.
Chad Kodary (09:51.101)
That's actually a topic that I want to go into and I've been, so throughout all these podcasts that are doing, I'm meticulously asking questions that I want to learn more about. And I actually find that the questions that I ask are a lot of times questions that other people are super interested in. So the podcast becomes really super interesting when I ask those questions. Right. So here's my question to you, because I've tried, we have a coaching program for agencies as well called dash elite. I've tried.
Franco Urbaez (10:07.786)
Yeah, I find the same thing. You're right. Yeah.
Chad Kodary (10:18.833)
I've tried using the finance companies. I forgot there was one that like everyone was using. I forgot the name of it. This was like maybe like two or three years ago. We tried. Basically what would happen is we would get somebody that was interested in our product or service and then you know you get to the end of the call where they're like, okay, this is cool. I want to sign up, but I don't have any money, right? So then okay, what are the options? We can either do like a monthly fee or our program was 6k, right? So we can do 6k. We split it up into 12 payments 500 bucks a month.
Some people are like, yeah, I still don't want to do that. For some reason, I still don't have money to do that. We're like, okay, well, there's other options, right? And we used to send them to a funding company. The problem that I found with the funding company was the funding company would literally take sometimes like a week or two just to go through all of the things that they needed to go through on their end, I guess, the paperwork and all that stuff, right? And then even when they did fund, it would also take another couple of days until the payment actually hit our account.
So you're talking about the process of it being like two, maybe three weeks to go through the whole process. And what we found is a lot of times during that process, people would just get cold feet and back out. It was just too much for them. Right. So how are you positioning this and how is this working for you? Like are a lot of people going through the funding? Is it working? Are you doing something secret that I wish I knew?
Franco Urbaez (11:21.47)
Yeah.
Franco Urbaez (11:29.318)
Oh, it's definitely, it's definitely working. I think you, it's everything you said is true, um, that we've experienced as well. Some are better because we've, we've gone through different funding options as well. Some are better than others. But the way that I think I justify it in my brain, like about that whole thing, because the one that we use right now, like they'll actually have to
book an appointment with a funding company so that options are presented. And I was always hesitant to do that as well because what if that guy messes up my deal? You know what I mean? Right? Like I don't know who they're going to meet with or whatever the case is, right? But the way that I justified in my mind is that if I couldn't close this person, if they truly didn't have the money, that's a lost sale anyway. So if I get something that trickles through from the funding, you know, whether it's a week or two weeks.
Ours doesn't take that long. Ours is pretty.
Chad Kodary (12:23.365)
It also has a qualification thing too, because they need to be qualified, they need to make a certain amount of money, they need to show income or something like that.
Franco Urbaez (12:29.02)
Not necessarily. I'm actually like, we got like, that was the thing. Right. So it's like, we.
Chad Kodary (12:32.785)
What's a funding company that you're using? It might be the one that we used.
Franco Urbaez (12:36.026)
Yeah. So right now I'm currently using ease consulting, but I also, yeah, but something has changed with them, right? Something's changed with them. And that's yeah, they now have like a guaranteed approval program. Right. So they've got their name. Yeah.
Chad Kodary (12:39.261)
That's what we were using.
Chad Kodary (12:43.213)
Okay. Cause we use them like three years ago, like everyone was using them.
Chad Kodary (12:49.993)
So walk me through how that works. Resell me into this because I might want to start using them again.
Franco Urbaez (12:55.37)
Yeah, they got their main program. And so you have to have a specific tier, specific credit, specific income level, income verification, all these different things. And you get the best terms if you're on that main program. But there's a lot of times where people don't qualify for that because of either low income where they have no credit or low credit or whatever the case is. It's under 500, whatever, right? Exactly.
Chad Kodary (13:13.213)
Yep. 75% of our deals, probably more than that were in that bracket. That's, they should just deny them.
Franco Urbaez (13:20.762)
Exactly. And now they don't. Now they have guaranteed approval. Okay. And so with the guaranteed, yeah, with the guaranteed approval program, I think you have to, it's up to a certain amount and you have to be as a company qualified to be able to offer this. Right. And they do their whole vetting and everything like that. Right. But let's say you pass that, then they'll give you a certain amount that, and for us in our case, it's whatever the program price that you did. So for me, I think, I think the total amount maximum would be 17k.
Chad Kodary (13:24.101)
Okay, so what does that mean?
Franco Urbaez (13:50.498)
is what it comes down to. Don't quote me on that, but for us, we're at 12K only because that's our program price, right? So what ends up happening is that if somebody has no credit at all and no income, then you get a smaller percentage. So depending on their tier level, you get a smaller percentage of the outcome, right? Of whatever the total amount is. So you'll eventually recoup all of it.
Chad Kodary (14:11.965)
Got you.
Franco Urbaez (14:17.278)
Right. But as a cash advance, you'll only get maybe 50% let's say of the money. So if somebody finances and they're going through the guaranteed approval program, they'll finance for 12. I get paid six. Right. And the only reason I get paid six is only because it's just a low, they're taking a lot of risk on this guy. Right. And so if they pay, exactly, if they pay the first, I think it's two months or three months.
Chad Kodary (14:37.969)
And if the guy pays the whole thing.
Franco Urbaez (14:46.806)
their actual monthly payment, then it goes to no recourse. So which means that, which it's not that you get the whole thing, it means that if they charge back a refund or dispute or whatever the case is, that has nothing to do with you anymore, right? So they won't ask for their money back or something like that, right? So all they have to do is pay the first month's payment and then the second month's payment. If they get the second month's payment, then it's no recourse to you. But the way that it works is that they would have to get paid back up to a certain percentage.
Chad Kodary (14:50.805)
and then you get the whole thing.
Chad Kodary (15:04.373)
Gotcha.
Franco Urbaez (15:17.022)
right, in order of the cash advance that they gave you. So based off of the monthly payments, right, let's say that their monthly payment is 600 bucks, they paid me six grand, right, cash advance. So I would have to wait 10 months before I start recouping the extra 6K that I'm owed or whatever the case is, minus their actual, you know what I mean? So they'll give you the cash advance. Yeah, for sure, absolutely. It's a good deal because then I tell them, like on the sales call, on the sales script,
Chad Kodary (15:35.209)
Wow. And you've done this with a lot of people.
Franco Urbaez (15:45.726)
We end up saying like, and this is after, so this is always last resort, the fun thing. And I even go beyond, like even before I go to ease, I go to PayPal credit, right? So yeah, so it's like, you know, I really want to get them to come in either by just giving me cash, their own credit card, collecting the money right then and there, or going to PayPal credit, getting an instant approval right here on the call before I will transfer them to something. It's only if the only reason...
Chad Kodary (15:48.965)
Yeah, last resort always.
Chad Kodary (15:55.931)
Really?
Chad Kodary (16:12.469)
So.
Franco Urbaez (16:13.81)
is that they honestly do not have the money. Because now they don't have to put a deposit, it's just the, you know, 300 to $640 a month, depending on their.
Chad Kodary (16:16.745)
So look.
Chad Kodary (16:23.417)
I want to understand. I want to break it down a little bit because this is actually something that interests me. Um, your, your program would taste 12 K. So you get them, they're interested. At the end of the call, you're presenting payment options. You're saying that the first payment option you're presenting is a one pay option, which is probably just 12 K upfront.
Franco Urbaez (16:41.842)
No, with the way that I, they never even heard it. And this is a new change that we made. Cause, and this is a big, you know, like, maybe you will get some value from this or your audience will always have that. But this is a big change that I made that I was like, dude, one sentence changed everything for us.
Chad Kodary (16:51.746)
Oh yeah, hopefully.
Franco Urbaez (17:00.126)
The way that we sold it, the one sentence bro in the script, the way that we sold it in the past would be like, okay so Limous Entrepreneurs is a 12 month program, okay it's only $12,000 for the year. If you pay it in full then you get a $2,000 discount, it's only 10k or we have different monthly payment plans, right? And they'd be like, okay what are the monthly payment plans? All the other things and that's the way we sold it for a long time.
Chad Kodary (17:00.437)
Stay it.
Franco Urbaez (17:21.998)
Right? And then I realized, okay, if we go into the monthly payment plans, then you're like, okay, so what is it? $1,000 a month and blah, blah. I was like, well, if you need that, but we can do a split pay, we can do a blah, blah. But what's the benefit of doing anything else? You can just get started with $1,000. Right? So like, why would they do anything else? So we're only collecting $1,000 on the first, you know what I mean? So it's like, why are we doing this? So then, and I learned this from just...
Chad Kodary (17:22.729)
That's what we do.
Franco Urbaez (17:45.942)
credit where it's due, Alex Hermosy, just a reel, just a random reel, bro. I'm like getting out of the bathroom or something like that and then my wife's there, I just grab my phone and then I'm just like, she's sitting on her bed like doing something and I just like go on YouTube real quick and then just like three swipes down, just watch this one reel from Alex Hermosy. I'm like, bro, I was like, what am I doing in my life? And then I just changed up, I just rushed down the stairs, changed up the, I was like, okay, this is what we're doing. And I spent like an hour trying to figure out like all the numbers to make it all work out.
I was like, okay, this is a new thing and we implemented it the next day. And it's been so much more cash collected. It's crazy. But the way, what I, what I ended up doing was, okay, we're never going to tell them the price of the program of 12,000. That's no longer the price. It's just $5,000 to get started. And then only $500 a month after that. Right. Now we say limited entrepreneur. Exactly. So limited entrepreneur, you want to get started. Yes, but what's the price?
Chad Kodary (18:36.675)
So you change up the whole payment plan.
Franco Urbaez (18:43.518)
So Limitless Entrepreneur, it's a 12-month program, okay? It's just $5,000 to get started and then $500 a month after that. So now what's easier to swallow? 12K, and yes, you have to pay $1,000 and $1,000 a monthly payment is like, that's a good chunk. So $1,000 a month, I have to deal with that and I'm paying 12K on this thing. Or...
I have $5K on my credit card. I could do $5K. Right? It's like, you know what I mean? And they're only concerned about one or the other. They're only concerned about the monthly payment plan or they're only concerned about the one-time cost to get it, which is only $5K. Right?
Chad Kodary (19:20.433)
And then let's role play for a second, right? Yeah, let's role play, let's have some fun with this. It sounds good, I don't have the 5K.
Franco Urbaez (19:23.766)
Okay.
Franco Urbaez (19:31.634)
Oh, okay. So you want to actually, okay. So let me just ask you this really quickly, Chad. Is it that you want to get started with me and then the only thing that's stopping us is the $5,000 to do so? Or, you know, if like you did have, imagine you had the money already, like, would we be working together already?
Chad Kodary (19:32.849)
Yeah, I don't have the 5k.
Chad Kodary (19:37.845)
Sure.
Chad Kodary (19:51.057)
Yeah, no, it's just, it's a money issue. I just don't have five grand in my bank account. I have like 500 bucks in my account. I'm living paycheck to paycheck. What do I do? Yeah, for sure.
Franco Urbaez (19:56.994)
I gotcha, I gotcha, okay. But this is something you really, this is something you really wanna do, right? Okay. Thank you for being transparent. You said you got $500 in the bank account. That's literally it.
Chad Kodary (20:08.677)
Yeah, I'm living paycheck to paycheck right now.
Franco Urbaez (20:11.538)
no credit card or anything like that, you can put this on.
Chad Kodary (20:13.961)
I have a credit card but my limit is like a thousand bucks.
Franco Urbaez (20:18.91)
I gotcha. So it sounds like if you max out your credit cards and you've depleted your bank account, you'd only be able to come over $1,500 right now, is that right? I gotcha, okay. Well, there's a couple things that we can do here, right? Ultimately, at the end of the day, you want to work with me, I'd like to work with you, right? I don't think $5,000 is an insurmountable obstacle for us to be able to make that happen. Would you be open if I just shared with you different options that might make it easier for you to jump into a program like this? Okay, cool.
Chad Kodary (20:27.477)
Pretty much.
Chad Kodary (20:46.481)
Yeah, definitely.
Franco Urbaez (20:48.542)
Excellent. So we have different funding options up at that. How do you feel about your credit? Would you say that you have good credit or bad credit or no credit?
Chad Kodary (20:59.346)
Probably like 600 credit score 650, so it's not that good
Franco Urbaez (21:01.943)
I gotcha, okay.
Cool, cool, cool. Well, good news for you is that we've actually partnered with a funding partner that, and they had to do like all sorts of, you know, hoops that they put us through to be even able to offer this to you, to our prospects, right? They had to like scour the internet and see that no one's ever said a bad thing about working with us. They had to see like a million case studies and video testimonials and everything like that for them to trust the financial institutions that work with them to me. So they trust me and now I get to give you
for you to be able to jump into a program like this, okay? So that one, I mean this partner, they have a guaranteed approval program.
Okay? And so what this means is that regardless of your income, regardless of your credit, whatever the case is, you'd still be able to jump into a program like this. And again, depending on credit worthiness and your options, you could jump in with as little as $300 a month on the low end and up to like around 600, 650 bucks on the high end. You feel like you could swing a $650 monthly payment to jump into a program like this?
Chad Kodary (22:05.745)
Yeah, dude, I just need to get clients. So that's why I'm signing up.
Franco Urbaez (22:09.286)
Exactly, exactly. And that's what we hope you do. Right? So and you know, the best thing about this is that if you pay it off in full within 12 months, it's same as cash, 0% interest. It's like free money. Okay. It's a soft coin. Really same as cash. Yeah, 0% interest if you pay it off within 12 months. Now, so you're telling me you can swing a $604 payment if it came down to it?
Chad Kodary (22:22.341)
Nice, that's awesome. Is it really 0% cash? Wow.
Chad Kodary (22:36.177)
Yeah, I think I could. I mean, but how long would it take me to get in? Because I'm excited right now. I just want to get inside the program. Can I get in today? Would I be able to get in?
Franco Urbaez (22:44.242)
We can do it on this call. We can go ahead and start the process of the application process, right? And then you just set up a time and they're really, really good about it. It's like 2.40 right now. So if we do it quick, we could actually get you in with on a call with them so that they can present their options to you probably in the next hour or so. All right. Is it cool if I drop a link for you to go ahead and apply? Sweet. Drop a link. Get the reply.
Chad Kodary (23:03.857)
Yeah, sure. Then I'm assuming that's where good. And then you're saying that it takes how many, how many days until the whole approval paperwork phone call, all that crap? How long does it take? Oh no. Yeah. I'm just saying just for, uh, like for
Franco Urbaez (23:13.89)
I wouldn't tell them on the call. I would do exactly. Yeah. So for them, I think it depends, honestly, like it depends on what like they're really fast when it comes to.
Chad Kodary (23:26.429)
What's the fastest you've seen it and what's the longest you've seen it?
Franco Urbaez (23:30.182)
It's not about the company, it's about the prospect. Because the fastest, like 240, if you wanted to get in right now, all that would happen is I'd give you the link, they say whatever, it takes one to two hours for somebody to reach out to you, but I already gave you the booking link. So you click on the booking link, you check it out, and then you sign up for any open slot. And let's just say that's in two hours.
cool, it's in two hours and they're going to present their options to you. If you say, yes, I accept on that call. And then you say, um, here's my first month, $640 payment. Then we're in the funding process already. You've selected it. You said, yes, you paid them and then I can onboard you today or tomorrow morning. But it's on the prospect because they might say, Oh, I got a review or I got a bubble, but they could go through the whole process on the call and sign whatever agreement, whatever the case is. But.
Chad Kodary (24:12.449)
Okay. So.
Yeah.
Chad Kodary (24:21.181)
but they're taking an initial payment. They're taking, okay. So that's a different thing. So before, back in the day, they weren't taking anything. It was just like, I have to wait till you get approved for the whole thing. And then once they send me the whole thing. Okay. All right. Well, I have to reach back out to them for that. So you're saying, and just out of curiosity, if you can give me just a random, I know you probably don't have the right number, but let's say I send 10 people there, right? I know it's different for every person, but like what are you seeing the approvals? Like, you know, you send them 10 people,
Franco Urbaez (24:22.862)
They're taking the payment.
Franco Urbaez (24:31.947)
No, yeah, but now we can, it's pretty, it's pretty sexy, yeah. Yeah.
Chad Kodary (24:50.981)
Out of those 10 people, how many usually a hundred, a hundred percent. No, but I'm saying how many people are using that don't like back out of the whole process, you get what I'm saying? Cause we had a lot of people that would just be like, dude, this is like, I don't like all this, this is too much for me. Like to go through the whole funding and all that, like they start getting cold feet immediately.
Franco Urbaez (24:51.666)
100% Now it's a guaranteed approval program bro. It's
Franco Urbaez (25:00.523)
Oh.
Franco Urbaez (25:08.766)
Well, frustration comes from unmet expectations. So if you pre-frame them correctly, right, then we might be able to reduce that issue, right? So you have to tell them like, kind of the way that I walked you through it, blah, and then just set the right expectations of what's gonna happen next.
Chad Kodary (25:18.729)
Got you.
Franco Urbaez (25:27.738)
Right? So you just gotta let them know that. What's the deal is if they come in and thinking that it's supposed to be one way and then they are met with something different, then that's gonna cause that, you know, like, ooh, this doesn't feel right. You know what I mean? But if it feels exactly like it's supposed to feel and the only way that they know what it's supposed to feel like is how you explain it to them. You know what I mean? Then you can probably mitigate that back.
Chad Kodary (25:40.21)
Yep.
Chad Kodary (25:49.525)
I like that. So you, you are literally, and how many, how many people would you say usually go, you have three options you have, they can pay you direct. I know you said that you have like a PayPal option, and then there's also the ease financing option, right? So those are the three, basically those are the three ways.
Franco Urbaez (26:03.786)
Yeah, we're finding, or I would say we're finding, if I'm being honest, man, Ease is helping out a lot. We're finding it's probably over 50% that go to the funding.
Chad Kodary (26:17.721)
I would expect that because I'll be honest with you. 75% of the calls that we have in our coaching program are people that want to jump in, but just can't afford, you know, they just can't afford it right now. It's a, it's a, you know, it's a big gulp for them.
Franco Urbaez (26:29.942)
Yes. And I think there's also something earlier maybe in that process, right? Because for us, we will cancel calls that don't meet three qualifications, right? So it depends on who... Yeah. So it will depend on what you're saying will depend on the quality and the category of lead, right? Because if the large majority of people are coming in that have, like you said, $500 in the bank account, right? Then we got problems. You know what I mean? It's like...
Chad Kodary (26:41.319)
Oh, hit me with him.
Franco Urbaez (26:56.69)
maybe this is not the program for you, right? I am very, very big on making sure that, because what happens, right, is that every problem in this whole sales process is going to create some sort of collateral damage later on, right? So if we can, yeah, if we bring on people, exactly, if we bring on people on the low end that don't have two pennies to rub together, then what's gonna happen is that they're a type of person that, because everyone's...
Chad Kodary (27:10.001)
Yep, that's why we don't bring them on. For us.
Franco Urbaez (27:23.606)
Life is the sum of the decisions they've made. Right. And so they've either got mindset problems, they got something's wrong where they can't put two pennies together. Right. And now all of that stuff is going to bleed into the group coaching calls. And then the real high caliber people are going to be, you know, feel, why am I in the room with this fricking person? You know what I mean? And then
Chad Kodary (27:44.293)
Yeah. Yeah, oh yeah, I get it. We've had people like that in our group. We had to kick people out.
Franco Urbaez (27:50.234)
Exactly. And so that's where it's important that we have to, you know, maintain that culture. So that comes down to like, okay, the call the calls that we actually take.
Chad Kodary (27:58.101)
So he asked three questions on I'm assuming when they're
Franco Urbaez (28:01.19)
On an app, exactly. Yeah. We ask a lot, but the way that we word them is, there's only three that we're really looking for. Okay. But the one, there's a flow. Okay, so just, you know what I mean? It's not like I'm just gonna ask these questions just like that, but it feels good. Yeah.
Chad Kodary (28:16.113)
Yeah. We have, we asked 10 questions as well. And we have basically, we have one, two, that's really the main qualifiers for us. I'm going to say mine first, cause I want to see if they're similar to yours. So yeah. So the first question that we ask is how long has their agency been open? So that's definitely one qualifier. If their agency has been open, they just start, you know, they'll say just started and we know that that's okay. This is probably not going to be a great call.
Franco Urbaez (28:27.774)
OK. Oh, that's the one. OK, cool.
Chad Kodary (28:44.569)
If they're like, Oh, I've been open for three years. We know that they're invested in their agency. Right. Actually I take that back. We asked three questions that are qualifiers. The second one is also how many hours a week do you work in your agency? Right. So if they're saying, Oh, I only work five hours a week. Well, we know that they're not really dedicated to scaling their agency because they're only working five hours a week. Right. And the third question we asked them is, do they have, uh, or we asked them how much they can afford to put into their agency to see growth.
Franco Urbaez (28:55.566)
Interesting.
Chad Kodary (29:14.065)
Right. And then we give them like, um, like a thing where it's like zero, it's like $0, uh, zero to 500, 500 to a thousand, 1000 to 2,500, 2,500 to 5,000, 5,000 plus. And they have to select an option. And we know basically on those three qualifiers that like, this is going to be like, if somebody comes in to like, I'm brand new, I just started, uh, I just started my, I I'm dedicating, uh, five hours a month to my, uh, a week to my agency.
Franco Urbaez (29:16.014)
Okay.
Franco Urbaez (29:28.107)
Yeah.
Chad Kodary (29:41.837)
And I have $0 to jump in that calls getting canceled, right? Cause there's nothing to do there. Right. So those, those are, and then obviously we ask all the other general ones, like what's the biggest issues you're struggling with, you know, like stuff like that, like, you know, your basic qualifying, your basic other application questions to help steer the call. But what are the three that you're asking? Are they similar?
Franco Urbaez (29:45.07)
For sure, yeah. Yeah, yeah. Yeah.
Franco Urbaez (29:52.096)
Yeah, yeah, yeah.
Franco Urbaez (30:01.126)
Yeah, okay, so cool. And no, I don't ask any of those questions that you ask. Yeah. So I'll talk to you about the three main qualifiers and then I'll give you the rest of them that I also ask. So the one that I think of as a qualifier is like, and again, the reason I brought this up is like, because it's so direct, there's a flow, right? So the qualifier is where are you today in terms of monthly income?
Chad Kodary (30:05.113)
Okay, alright, I was hoping you'd say that, because I might get some new questions to ask.
Chad Kodary (30:15.765)
Cool.
Franco Urbaez (30:31.834)
And then there's an asterisk that says, feel free to include all income sources. But before that, it says, what is your monthly revenue?
Chad Kodary (30:35.177)
Yep, okay.
So you're not asking them agency and you're asking them just because you want to see, I see what you're doing there. Yeah.
Franco Urbaez (30:41.218)
Well, that's what I'm telling you. I'm talking about the three qualifiers, but like if I were to, you know, take you from top to bottom, it would be like, are you a business coach or an agency owner? Because that's who I want to work with, right? And two is, if so, how many paying clients do you have? But I don't consider these qualifiers. So that's my point, right? If so, how many playing clients do you have in a drop down zero to five or blah, whatever the case is, right? And then it says, what is your monthly revenue go by this time next year? Okay. And then this is the one I consider a qualifier, which is, and where are you today in terms of monthly income?
Chad Kodary (30:50.066)
Yep.
Chad Kodary (30:54.426)
Okay. Yeah.
Chad Kodary (31:10.491)
Mm.
Franco Urbaez (31:10.59)
And so that's why I say it's a flow because it feels better to word it that way. It's like, where are you going? Where do you want to go, right? In terms of monthly income by this time next year, and where are you today? Right? So that we're just like building a gap and building a bridge. And it's just like, okay, this is a next logical comment, but it really tells me with the asterisk, feel free to include all income sources. You might have a day job. You might have something else. You might have whatever the case is. And I'm okay if you're brand new, right? Because we're going to sell you into our mid-tier coaching program.
Chad Kodary (31:12.933)
Yeah, I like that. I like that.
Chad Kodary (31:33.042)
Mm, truth. Cool.
Franco Urbaez (31:39.118)
you would be disqualified from our limitless mastermind, right? Which is our 30K program, right? But this, I can sell those people all day long, right? That's fine. And then there's other questions where it says, where do you feel you need the most help with your business? Check all that out, apply. And then we go through the six, you know, different things in the business. I can give you the answers, but if you'd prefer, we can just move on. Yeah.
Chad Kodary (31:44.146)
Got you.
Chad Kodary (32:01.629)
No, you're good. Keep going.
Franco Urbaez (32:03.102)
Okay, and then the next one is consider this call a complementary coaching call with an elite seven figure business coach. What do you hope to get out of it? And then is there anything in particular you're struggling with that you'd like to receive some clarity on during the call? I really, because when they're coming into this particular app, they're like, this is a war room session. We call it a war room session. So they're coming in and the idea of all the pre-frame that happened leading up to them filling out this app is what is a war room session? It's the first...
Chad Kodary (32:09.693)
Ooh, like that too.
Franco Urbaez (32:31.438)
thing that we do with all of our clients. Right? You cannot work with us in any long-term engagement without a war room session, because this is where we create an absolute game plan on how do you get you to your financial goals in fastest, easiest, most assured, most surest way possible, right? It's about 45 minutes or so, but they go over. But they go over, yeah.
Chad Kodary (32:49.873)
Yeah, and how long is this called by the way?
45 minutes, yeah that's what ours is too. And who's taking the call, you?
Franco Urbaez (32:58.842)
So we have a close, we had another closer on our team as well. I'm looking to replace myself, but yes, currently I am taking those calls as well, depending on how they answer these questions. So the one qualifier so far was the, where are you today in terms of monthly income? And then after, now these are the other two qualifiers. If we found that it made perfect financial and logical sense for us to work together on a deeper level, how willing would you be to invest in the growth of your business right now? Right. And then I gave them, I gave them three, three options.
Chad Kodary (33:23.785)
Super direct.
Franco Urbaez (33:26.986)
Now the first two, it's okay. The third one, it's a disqualification. So it's like, the first answer is, I am ready to shortcut my success by investing in my business' growth. I am willing to consider the possibility of investing in my business' growth. And the third is, I will not invest in the growth of my business right now. So that's how willing.
Chad Kodary (33:30.673)
Red flag, yeah.
Franco Urbaez (33:45.674)
And then the next question is, if it did make sense for us to work together, would you have access to the capital you needed to invest in the growth of your business right now? We don't ask that. We don't give them options of how much... They have no idea how much it's going to cost, right? If it did make sense for us to work together, would you have access to the capital you needed to invest in the growth of your business right now? I give them those three options. I have the financial resources to invest in the growth of my business right now. I can access the financial resources I would need to invest in the growth of my business right now, if the opportunity made sense. And third...
Chad Kodary (33:56.742)
Yeah, yep.
I like that a lot.
Franco Urbaez (34:14.99)
I have no access to any financial resources to invest in the growth of my business right now, nor would I be able to obtain any." Then the disqualification is just like, I will not... If they're making... The qualification is, if they're making under $5,000 a month...
Chad Kodary (34:21.941)
That's fire.
Franco Urbaez (34:30.61)
Okay? If they say, I will not invest in the growth of my business right now. Or if they say, I have no money and I can't even get money if I wanted to. Right? So those all three of them are disqualifiers. They don't need all three. Any one of them would be a disqualifier. The way that we go about doing it is since we have appointment setters, they'll, if somebody answers incorrectly, then they'll reach back out and say, hey, I noticed that you mentioned x, y, z. Right? Tell me a little bit more about that and blah, blah. And then they have scripts that...
Chad Kodary (34:40.989)
near out. Yeah.
Chad Kodary (34:59.609)
Ooh, so they're going through deeper. How are you getting, maybe this will help me understand like how these people, how are most people booking right now or are they coming through Pepper? So you're just, you're doing straight DMs, that's all you're doing? Okay.
Franco Urbaez (35:00.414)
Yeah. So, and then, yeah. And then they'll say.
Franco Urbaez (35:09.102)
through Pepper and our appointments that are, yeah, most people. We just recently started doing ads to our, uh, an actual funnel that we created. Right.
Chad Kodary (35:21.009)
And the DM strategy that you're using for this, just like high level overview is just like, are you giving them something for free and then, you know, DMing them a little bit later, asking them if they're interested in a coaching program and then doing the app, like what's your just top level.
Franco Urbaez (35:36.562)
Yep, yep, yep. So inside of Messenger, I believe there's really two main ways. I mean, I guess you just introduced the third, I thought, you know, if I think about it. But when we think of like shortening the sales cycle, I think there's two main ways that we go about pitching somebody inside of Messenger. One is what we call the perfect Messenger framework, and this is where we're going deep into their pain points, their current situation, their goals, their ambitions, their desires, et cetera, et cetera. And then we simply offer them a recommendation.
Cool if I offer you a recommendation, man. I feel like I have a good understanding of where you're at. I was up at that, are you okay if I share with you, you know, some, an insight here, right? And they're like, yeah, sure, hit me. And you're like, dude, I really think that we should jump on a call, right? Or I really think that you should meet up with my partner Thomas or my partner Tony, right? Because he's really good when it comes to whatever problems they said. And I think that you guys would really hit it off and you'd probably get a lot of the conversation, right? Would you be open to that?
And so that's where it's like, we go deep. They feel like knowledge understood, heard, all that stuff. Then we offer a recommendation, which is jumping on a call to speak to somebody. Right. And then, yeah, exactly. So then when they say.
Chad Kodary (36:41.385)
Now when they're jumping on a call, they're going through that app though, right? So at that point, they know that this is like a sales thing at some point in this, because I mean, most people.
Franco Urbaez (36:50.33)
Well, that's and sometimes we get pushed back there, right? Because we say blah, blah. And then, but what's cool about this is that we give them a link and they're like, most people just book. Most people just book. You know what I mean? But some people will either.
You know, be kind of clever on the answers and stuff like that. But the only thing that we leave in terms of a mandatory requirement, these aren't required questions that they have to answer. The only required question is the last one, which says, time is the most valuable resource we have. I will respect yours. Will you show me the same courtesy by showing up on time in a quiet, distraction-free environment, ready to work? That's the only required one that they have to say yes to, right? Everything else they don't, but most people answer them, right?
Chad Kodary (37:31.305)
Got you.
Franco Urbaez (37:35.914)
um you know because they've already agreed and the reason why is because they feel like they'll read an egg they'll feel like they're going to go back on their word i just agreed to a call and now i'm here to book and blah and like i don't want to answer these questions but i'm going to anyway right
Chad Kodary (37:36.745)
I like that, that's cool.
Chad Kodary (37:42.899)
Yeah.
Chad Kodary (37:49.938)
If you don't mind me asking you how many of these sales calls are you guys booking every month for your mid ticket program?
Franco Urbaez (37:55.974)
Yeah, so each appointment setter will do generally around in a month. Probably if they're ramped up, it'll be between ideal situation would be 40, but it's probably more realistic around 30 to 40. But it takes probably a two to three month ramp up period to get there. Most people are probably doing like 15 to 20 or something like that. You know what I mean?
Chad Kodary (38:18.069)
So great, dude, because each one of those are high. That's high ticket. You're high ticket. You know, what's your close rate? What's it? What's a close rate that you guys have right now? And that's in this mid ticket department.
Franco Urbaez (38:21.779)
It is high tech, yeah.
Franco Urbaez (38:27.21)
You know what's so funny is that my Thomas is just, so he's been doing it, you know, like I'm training him up and everything like that, right? All these different things. And he's taken a lot more calls than I have recently, but he's beat me the last couple of months in terms of a close race. So which is like, yeah, it's a great thing. It's a great thing. It's a good thing. And I would say it's not entirely, you know, but I don't know, whatever. I don't have any ego about it.
Chad Kodary (38:44.605)
That's a great thing.
Oh yeah.
Chad Kodary (38:53.097)
Dude, if I hire somebody and they're closing more than I am, that's a great thing.
Franco Urbaez (38:56.554)
I think I was in a rut though. It's not, I think where he's at is expected. So it was around 30%, right? Yeah, exactly.
Chad Kodary (39:02.173)
That's great, dude. That's a great close rate for a high ticket product like that out of a cold DM. That's nuts. And these DMS, you share, man.
Franco Urbaez (39:07.954)
Yeah, yeah, exactly. You know what's really, dude, can I share something with you? You know what's really cool? You know what's really cool is that, like I'm really proud of and really excited about. So like the concept of Limitless Mastermind is like building a limitless business, right? And so we define a limitless business as a business that can run without you and grow without you, right? So like, how do we get out of, how does the entrepreneur get out of the business, right? That's a limitless business, a business that can run without you.
Chad Kodary (39:26.897)
Hmm cool, I like that.
Franco Urbaez (39:36.082)
and can grow without you and you're an actual owner of the business instead of just an operator. So what's really cool is that I'm practicing what I'm preaching and I'm getting out of this. And so in Limitless Entrepreneur, and maybe people see it, but like I do a weekly group coaching call, but I don't have the interactions with the Limitless Entrepreneur clients that I do with my Limitless Mastermind clients. So there's people that get into this program that
Chad Kodary (39:47.412)
Yeah.
Franco Urbaez (40:04.706)
don't know who I am. So I'm the coaching, you know, I mean, like, it's my company. I'm like, you know, because in our space, yeah, but in our space, bro, that's uncommon. That's uncommon, bro.
Chad Kodary (40:06.993)
Yeah, it's amazing, dude.
Chad Kodary (40:10.961)
Yep. That's how our coaching program is. It took a long time, dude. I ran the coaching program.
I ran our coaching program for like the first year and a half. Then we had a, another guy that came in angel who ran it for like about two years. Um, and then we, we just, we switched another coach after that ran it also for almost two years as well. Um, and right now we're actually rebranding, um, we're new coaches, new brain, new education. Like we're re renaming the whole thing. We're just, we want to re we want like a facelift for the whole thing. Cause we've been running for like six years.
Franco Urbaez (40:45.132)
Yeah.
Chad Kodary (40:45.769)
And we just want something fun, fresh, like a new theme, new environment, new everything. I actually have a couple of questions where I wanted to dive a little bit deeper into this before we run out of time here because I'm interested more in the coaching stuff because it's a project I'm working on right now with our new head coach that we just brought on.
So at first of all, I learned a lot from the stuff, like the financing stuff. I'm, I'm 100% going to be implementing that back into our strategy. I'm glad that they changed a bunch of things because last time we did it, we had like a handful of people that went through and you know, that was cool, but like, it just was such a hassle. So I'm glad to hear that they, they made some changes there. Um, I'm definitely going to make some changes to our county, uh, appointment system.
Franco Urbaez (41:11.148)
and.
Franco Urbaez (41:18.326)
I hear you.
Chad Kodary (41:25.853)
Um, another question I have for you is the people that are actually getting the DMS, right? Are these people that have like just joined your Facebook group and then, you know, they're going through the DM process.
Franco Urbaez (41:35.81)
That's where I was excited to share is because there are people that are going off of my appointment center's personal Facebook profiles inside of Messenger and it's never about, hey, you get to work with Franco. It's about the outcome of what they're looking at. And then they get onto a sales call with our closer and then Franco's name is never mentioned on the call. And so they'll get into the program with legitimately never knowing or having ever seen my face.
Chad Kodary (41:51.625)
Gotcha.
Franco Urbaez (42:03.23)
So the DMs that they're getting is using Pepper, which is essentially the lead generation from various different Facebook groups and from the appointment setters personal profile, right? And then starting those conversations. And then they have a script, which is the second aspect, because I talked about the perfect messenger framework and that second component was the Power Offer script, which is a very compelling quick paragraph. It doesn't start off like there's one message.
Chad Kodary (42:14.997)
Cool.
Franco Urbaez (42:30.434)
designed to get a response and then from there, it's just one qualifier to make sure that we're talking to the right person. And then we have one quick paragraph that makes it so compelling, so intriguing. It's just like, the answer is yes, I'm interested. And when they say yes, I'm interested in learning a bit more, then they've already subconsciously agreed to a call. And then we just say, sweet, let's jump on a call.
Chad Kodary (42:34.505)
amazing.
Chad Kodary (42:50.409)
How many new coaching members did you bring on last month into this mid tier program? Like how many people did you sign up?
Franco Urbaez (42:56.398)
Last month, I would say probably just over a dozen, I think, you know, last month. Yeah.
Chad Kodary (43:03.229)
Dude, that's great. Because you were talking about a high ticket, you're talking about a $12,000 sale, 10K, 12K. It's amazing.
Franco Urbaez (43:07.966)
Yeah. And again, depending on like, you know, but cash collected wouldn't necessarily be done unless they're paying full, but yeah.
Chad Kodary (43:11.729)
Yeah. So I, let's say I come in, I want to go through the journey of now the user for a minute or two, cause I'm interested about this part too. So let's say I signed up. Let's just continue that. I signed up, um, but whatever payment option I do, it doesn't matter whatever, right? Let's just say I'm in, um, I paid somehow, right? What do, what am I getting? Am I in?
When I asked, what am I getting? I'll give you examples. Like, am I getting slack for communication? Am I in school or Kajabi? Am I getting calls once a week? Do I have private coaching sessions that I get like, what what's like the top level included in your program that I'm actually getting? No, no, in the mid tier, but what's like just like a high level overview of what I'm actually getting?
Franco Urbaez (43:46.935)
My top level or the mid tier?
Franco Urbaez (43:52.326)
Oh, hi, I got it. Yeah. So, so there's like the three C's, right? So it's like the coaching, community and content portal, right? So the content portal, you sell these all differently, right? But our content portal, and I could like walk you through things if I would share screen, but I'd probably get to you in depth.
Chad Kodary (44:01.873)
Yep.
Chad Kodary (44:09.073)
Yeah, just real quick. Like where's your content hosted? Is it on school? Kajabi anywhere else? Kajabi. Okay.
Franco Urbaez (44:13.858)
My content is on Kajabi. My content is on Kajabi and there's like a roadmap. So we have a roadmap on if you check off all these boxes and each box is assigned like a module inside of the content portal, right? So then we go through the selling and that's the roadmap, right? And that would be the Kajabi content portal. The coaching is done on Zoom. We have four weekly coaching calls that are all focused on different pieces of the client acquisition system because
Chad Kodary (44:25.961)
Got you, in Kajabi.
Franco Urbaez (44:41.97)
overarching goal of Limitless Entrepreneur is to have a reliable client acquisition system where you get leads every single day and clients every single week, right? So that's the idea. You're going to build that. No. So we have different coaching and guest experts as well. So Mondays, for instance, and not everybody, majority of them are using Pepper when they get into the program, because that's the hook that we use to get people in. But the system is built that
Chad Kodary (44:51.793)
and who's doing those fours at the same person doing the four calls.
Chad Kodary (45:08.231)
Yep.
Franco Urbaez (45:10.59)
even if Pepper died, I would still be selling this thing, right? Yeah, exactly, because of the coaching, the education that's involved in the help. So Mondays are paid ads, which is happening right now as we're talking, right? So it's like the paid ads workshop as well. So anybody that's running paid ads.
Chad Kodary (45:12.805)
Yeah, you could still.
Chad Kodary (45:27.157)
So you have somebody, is it just like your main person that just runs the calls? Like you have a Facebook ads.
Franco Urbaez (45:31.53)
It's our media vibe. We have a dedicated client success coach for every single, you know, team member, but one of them facilitates all of the coaching. Yeah.
Chad Kodary (45:38.185)
That's what I was asking here.
Can I ask you something? Cause I was always interested. I see a lot of people doing this and we wanted to do this too. How do you pay those people? Like do you pay them a hundred bucks to come on and do a call every week or something like that? Like, you know what I mean? Like how, I've just given you an example. Like how I know it's not a hundred bucks, but like, how do you work deals with these people?
Franco Urbaez (45:53.31)
Oh, I'd be making a lot more money if I paid him only a hundred bucks. Yeah. It's a great question. I think, uh, so just talk about the quality of people, the caliber of people. Right? So one of our coaches, um, sold his agency, um, for $2 million on a five year buyout. So he's making like 30 K a month. You know what I mean? He doesn't need this. Like I can't pay him enough. You know what I mean? Yeah.
Chad Kodary (46:17.765)
Yeah, that's what I'm, that's what I'm asking. Like these people that are coaching are usually making a lot of money or else they wouldn't be a coach.
Franco Urbaez (46:22.534)
Yeah, and so exactly, right? But in his case, right? So the reason I'm bringing this up is because the three head coaches that I have are absolutely in love with me, right? So, you know, one of our sales trainer also, his house is unbelievable, bro. The guy is making bank, you know what I mean? Like, and he doesn't need to do this, but it's so much fun. But I paid for that. Well, he does it.
Chad Kodary (46:48.281)
He does it once a week, every week.
Franco Urbaez (46:52.082)
three times a week and only because he runs the Tuesdays and the Thursdays. But then we have a mastermind call. We have one weekly mastermind call that is only reserved for top level, limitless mastermind. So our mid tiers, so we got five throughout every you get four exactly. But for the mastermind, all of the head coaches have to be on that call every Friday.
Chad Kodary (46:59.003)
Mm.
Chad Kodary (47:03.942)
Got you.
If I'm in the mid tier though, I can, I get four. I get four.
Chad Kodary (47:15.929)
Yeah. Got you. So, so that's a confused anything or get out of context. So if I'm on the mid tier, I get four calls just really quickly. It's, it's a Facebook ads call. What are the other ones?
Franco Urbaez (47:20.492)
Yeah.
Franco Urbaez (47:26.118)
It's paid ads and then it's appointment setting. So any one-on-one conversation with the prospect, we call it Roast My Messenger. So people come on with like 10 tabs open of their one-on-one conversations and then they'll share their screen and then our sales trainer will go in and say, this is why, you know, there goes to you, so you should have said instead, this is what we can say now, blah, blah. And then they're training them on prospecting. The third one, it's
Chad Kodary (47:30.345)
Okay.
Okay.
Chad Kodary (47:41.589)
Cool, all right.
Franco Urbaez (47:51.562)
we cycle through, that's the one I run, and that's what on Wednesdays, and we cycle through whatever the community needs. Sometimes we'll bring on guest experts and trainers, and other times we'll do a hot seat, and other times it will be a content clinic, right? And we'll be focused on any of the content, right? One to many, so a webinar, YouTube, emails, anything content, Facebook profile, reels, et cetera. And then on Thursdays, it's actual sales call reviews and role playing sessions. Yeah, so then.
Chad Kodary (47:59.037)
Like open Q&A pretty much.
Got you.
Chad Kodary (48:18.261)
Cool. Like that. So four, four calls a week is in four separate people doing each one of those calls.
Franco Urbaez (48:25.671)
One of them, the sales trainer handles two of those calls, but yes. Yeah.
Chad Kodary (48:29.021)
Both. Okay. So go on. Sorry. So now I get the context. So like you were saying the guy he sold that sold the agency $2 million, make it 30 K a month. Like how do you, what do you pay this guy to get them to do to dedicate an hour a week or whatever? How long are these calls? One hour, 90 minutes. Okay. So an hour and a half.
Franco Urbaez (48:38.315)
Well, it's not, uh...
Franco Urbaez (48:42.834)
90 minutes. Yeah. 90 minutes. I have a different deal with each of them in terms of like... But again, the big thing is the extra added, you know, benefits. So I'll say it's... I pay them a monthly salary. Right? I pay them a monthly salary. So anywhere between, you know, let's call it $1,000 to, you know...
Chad Kodary (49:02.811)
Okay.
Franco Urbaez (49:12.438)
5,000 depending on the extra stuff. So in that figure. And then other people and then other people depending and other people depending on how many calls they attend. Right? You know what I mean? So if they don't attend a call, right, they don't actually make that so they can make up to a certain amount, right, depending on what they attend.
Chad Kodary (49:15.237)
Yeah. Oh, that makes sense. Okay. And they're just showing up to the calls. They're not.
Chad Kodary (49:31.721)
Got you. Yeah.
it and are they just showing up and doing the calls and leaving or are they actually servicing the community through maybe your next thing that you were going to say. So where is like the actual chat posted? Is it Slack? Facebook group.
Franco Urbaez (49:49.414)
No, they're not even, they have zero obligation to speak to the clients in that way. But that's what I'm saying. It's just like, it's not line items, if that makes sense. Our agreement is not like line items, this is what I get in exchange for this, right? It's, they freaking love me, dude, right? And I love them and we're like family, you know what I mean? So it's like, you know what I mean? So that's what it is, right? So it's like, I mean, I don't know if this plays anything, right? Where it's a Christian based organization and all of my...
Chad Kodary (50:02.761)
Yeah, they're just coming in helping out. Yeah.
Okay, I like that.
Chad Kodary (50:16.821)
It's amazing dude, yeah.
Franco Urbaez (50:17.806)
coaches and team members and everything like that. You know, I don't want to say my team members, but all of the coaches and stuff like that are believers. And so everyone is working unto the Lord, if that makes sense, right? So, you know, what's cool is that like I pay them and I just gave you a range because I really don't want to put out people's, yeah. But yeah, but I give you a range there of like what I might pay depending on the role that's in, but they go over and above and beyond like.
Chad Kodary (50:28.157)
That's cool, dude.
Chad Kodary (50:34.021)
Yeah, you don't have to and that's fine. That's fine. I get it.
Franco Urbaez (50:46.77)
I mean, like I trust and they'll never leave me dry. I've never in years that I've been doing this, I've never been left high and dry in the sense that, they just didn't show up or something. Exactly, right? It's respect and then, but if they do have to take whatever the case is, right? Like we just all cover for each other. It's amazing. Yeah.
Chad Kodary (50:54.73)
That's respect. Yeah, it's respect. I love that.
Chad Kodary (51:05.605)
Nice. So, so your, your content on Kajabi, um, calls are on zoom. And then where's your, is it Slack communication community?
Franco Urbaez (51:12.899)
So community for our mid-tier is in Facebook group, but our high level is on Slack. And our high level mastermind.
Chad Kodary (51:18.057)
Facebook group.
Chad Kodary (51:22.077)
Why'd you separate that? What's the thing there?
Franco Urbaez (51:24.938)
because I wanted to get off of Facebook. So I'm not on Facebook anymore, bro. I don't know if you saw, I don't know if you saw, but I haven't posted anything. And this is crazy because in 2017 is when I jumped into the space and I was just like, everything was my content and everything like that. But now we're using Pepper and appointment setters and the script and people are coming in and there's no need for me to do content anymore, right? So yeah, so I just got rid of Facebook, dude. So I haven't posted anything since.
Chad Kodary (51:29.609)
Oh, I got you. Got you, got you.
Chad Kodary (51:44.601)
Awesome, dude.
Chad Kodary (51:48.617)
It's amazing, brother. It's amazing.
So you high ticket on a higher ticket is on and that's a 30K program. So they wanna pay 30K, they get you in Slack and that's where you're hanging out and answering questions and coaching and doing all that stuff. So who's in the Facebook group? Is it the coaches in the Facebook group? Who's actually manning the communication?
Franco Urbaez (51:54.254)
July of last year.
Franco Urbaez (52:03.87)
And that's my, yeah, exactly. But they get a lot of water.
Franco Urbaez (52:09.558)
Um, the, the facilitator that is the client success coach that handles all the zoom coaching calls and stuff like that he's on, so there's always a head coach that is running the, the thing. But then we got the dedicated client success coach that is like facilitating it. So he's the common face for everyone. Right. Um,
Chad Kodary (52:18.473)
Gotcha.
Chad Kodary (52:23.645)
Yep.
Chad Kodary (52:31.089)
Yeah. It's awesome, dude. I I've learned a lot. Um, because, um, and I'm, I'm really, really happy I did this call because we're making so many changes to our coaching program to just make it 10 times better. Um, and we were going to do a lot of the things and some of the things I'm not going to do anymore after having this call, like I'm, I'm
Franco Urbaez (52:37.231)
Thank you.
Franco Urbaez (52:51.262)
Cool.
Chad Kodary (52:52.453)
I'm going to, yeah, I'm going to, I'm going to take a lot of the advice that you gave me. Um, and then, so now you just started running ads. Now you're now getting into the ads game. And that, by the way, this is a big eye opener for a lot of people in the game that are doing coaching or selling courses or coaching programs or anything like that. Like you've been doing this for years already and you've been doing it straight up organic using Facebook DM.
Franco Urbaez (53:02.42)
Yeah.
Chad Kodary (53:16.025)
And you've made millions of dollars. I see the two comic club awards on there. You've made millions of dollars doing this and you haven't ran any ads.
Franco Urbaez (53:26.119)
Yeah, you're right. Thanks.
Chad Kodary (53:26.985)
dude, it's amazing because people always think people always think I don't have a following. I need to run ads, right? I don't have a big following. I need to run ads. It always goes to that. But the reality is there's other ways to get there. Um, I'm going to ask you one, one more question. I'm going to close this out. Um, in your mid tier package, what you're teaching them for, cause usually most agency owners that come into our programs, really what they're struggling with is like the, I call it the domino effect, right? It's like, well, if I can't,
get anybody on if I can't prospect that's issue number one. If I can't book calls, that's issue number two. And if I can't close, that's issue number three. And it's kind of like a domino effect, right? So like the problem that we see is on the prospecting side of it, right? It's people are like scattered. So like, I want to do code calling. I want to do Facebook DMS. I want to do email blasts. I want to do Facebook ads. I want to do this. I want to do that. And they're like, they're all, there's like a hundred different ways that you can prospect realistically, right?
What are you teaching in your coaching program that you're seeing is the best way to do it like an, and are you teaching multiple different prospecting methods or are you just, is it just like pepper and that's it, or is it you teaching other things too?
Franco Urbaez (54:39.466)
Um, I've had a lot of experience with all of them, except for ads, which I'm recently jumping into. So strategic partnerships, affiliates, you know, like through pepper, we've got like affiliate army and everything like that, right. And then, um,
and then through the cold outreach, obviously, right? And then through content, because we've been doing that forever. And then the only other way to do it is paid advertising as well, right? So we have experience in all of it, okay? Because our sales script and our outreach method to get new clients primarily has been using Pepper, and then we show that somebody's actually going through the same process that we're then going to be teaching them, so the proof's in the pudding. Then the majority of people come in.
with that in mind and we're very, very good at that. But then there's other people that come in that...
it might not work for their business model because they might be a marketing agency for a different type of business owner that you won't just find on Facebook, you know what I mean? Or they're very specific or, you know, customer, they want to do work locally or something like that, that maybe Facebook groups aren't the answers for them. And then we'll still solve, you know, those problems. It's just the sales presentation will shift depending on what it is that they need. Right. So, so in terms of like, I always say what works.
Chad Kodary (55:42.365)
Yeah, yeah.
Chad Kodary (55:58.985)
But if I go into like your portal in Kajabi, if I go into your portal in Kajabi, do you have like multiple different, or like we, for us as an example in Kajabi, because we host ours in Kajabi too, we're actually moving it over into school now for another conversation, right? But, uh, we've been hosting ours in Kajabi for years. And when you go in, you log in, it literally, there's a module there that says prospecting and then there's sub modules where it's like, um, it's like a cold calling and then a bunch of stuff on cold calling.
Facebook DMS actually think we have you there for pepper. Uh, we have, uh, um, you know, uh, emails, right? The list organic email stuff, right? Like just multiple ways.
Franco Urbaez (56:35.658)
Yeah, we, yeah, we, uh, you have something a little bit different than we do in that, in that regard, right? Cause we don't teach them cold calling. We don't teach them cold email. What we would do if those situations did come up, we would bring in a guest expert that would come in and just do a full blown training A to Z, right? Which is our core thing would be the cold outreach. Yeah.
Chad Kodary (56:52.213)
I like that.
Yep. So what's your, what's your core thing? What for prospecting? Got you. Okay. I love it, dude.
Franco Urbaez (57:01.638)
We're prospecting with Pepper exactly, right? DMs or LinkedIn or anything like that, right? That would be the core thing if I were to say. But also, that's just, it's not... How do I wear this? When somebody jumps in...
we'll give them different content portals depending on what it is that they needed in the sales presentation. So they would have the Limitless Agency content portal and then they would learn so much more beyond even the scope of just prospecting, if that makes sense, right? Because I can't get somebody excited about taking on 12 new clients a month if...
Chad Kodary (57:31.933)
Yeah, it does.
Franco Urbaez (57:40.586)
they would break their business to do so. So then we have to deal with the foundation and the infrastructure of their agency. And then the way that they jump into the program is because, oh, I have no idea what I'm doing. And Frank was going to teach me what I'm doing, which is the content portal right there, to update the foundation so that we can then install later the client acquisition system. You know what I mean? So yeah.
Chad Kodary (57:59.402)
And for all those guys, the Asian students that are coming in, how are they fulfilling their orders? Are they using dash clicks?
Franco Urbaez (58:05.39)
We teach, yeah, I tell them, I tell them, like, I tell them, like, the big thing for us is that when I say this, and it's funny because I can't use this anymore really because since we got that media buyer that comes in and trains them, I was like, you're not going to learn SEO, you're not going to learn PPC, you're not going to learn Facebook ads, you're not going to learn all these different things, right? It's like, you know, the difference is, you know, between my clients and other agency owners out there, stuff like that, it's like other agency owners, they make money with their hands, right?
our clients make money with their brains.
Okay, so we are going to show you how to actually build a business. And I use this analogy and I'll share it with you as well. So we call it like if you wanted to build a world-class restaurant, there's only two ways to go about doing it, right? Well, one is you would go to culinary school, become a world-class chef, and then open up a restaurant. Boom, you get a world-class restaurant where you're slaving over the stove, cooking delicious meals for the hungry customers. Or the other way to do it is to open up shop and go find and hire world-class chefs and cooks.
and then you get paid the lion's share of the profit based off the ambiance you create from the hungry customers and your people, your chefs, that will actually be the ones slaving off the stove. You tell me what sounds better to you, right? And then they're like, yeah, I want the latter. I was like, okay, you just spent the last three years learning SEO, why?
Chad Kodary (59:17.105)
Yeah, dude, that's fire, man. Yeah.
Chad Kodary (59:24.529)
Yeah, I think for us, like the, one of the biggest attractions of our coaching program that we have is the fact that we obviously being a fulfillment company, right? At dash clicks, we heavily lean on that. So we're like, dude, you can come in. We don't even need to learn any of this stuff. Obviously you need to learn the basics to how to sell it. Right.
Franco Urbaez (59:41.906)
Yeah, and you're in ours. You're in ours in terms of fulfillment. Yeah.
Chad Kodary (59:44.705)
Yeah. It's like, you don't even know, you don't even know how to sell. And that's why I think dash X has blown up so much is because every single agency code, not every single, but a lot of the agency coaching programs. I'll give you an example, like Grant Cardone. He has a marketing, like consultant, you know, start your own marketing course. We are the affiliate for white label fulfillment and software providers. Right. So it's like, yeah, it's not just Grant Cardone. It's a bunch of other people. I think you said we're in your suit, like, and it's the reality of what it is. Like fulfillment is.
Franco Urbaez (01:00:04.194)
Let's go.
Franco Urbaez (01:00:10.444)
Yeah.
Chad Kodary (01:00:14.537)
half of the headache. So if you can cut that and just teach them the first 50%, then they don't need it. It just makes things so much easier. Right. So that's pretty cool. Well, anyways, look, um, I have learned a lot of know we're going on about an hour now and I could go on for days with you because I really enjoy these types of, this is like where I live. That's why I love doing this podcast. Right. So thank you so much for jumping on. Uh, thank you for your time, brother, Franco in case.
Franco Urbaez (01:00:16.946)
70% to 100%.
Franco Urbaez (01:00:30.542)
you
Ha ha ha.
Franco Urbaez (01:00:37.751)
Absolutely.
Chad Kodary (01:00:41.282)
uh, they want to reach out to you about anything. Where's the best place that they can find you? I know it's not Facebook anymore. So where is it?
Franco Urbaez (01:00:48.564)
I don't know what to play here, bro. But if you guys want.
Chad Kodary (01:00:50.589)
What's your website? Where's the best place that they can, they can reach out.
Franco Urbaez (01:00:56.193)
Alright, so limi You'll learn my story, yeah.
Chad Kodary (01:00:57.449)
There you go. Limi Franco, as always, uh, thank you so much for jumping on. There's been another episode of behind the revenue. I'm sure we will have you on here probably again in the near future, uh, looking forward to all your success and amazing milestones to come brother. And thank you once again for your time. Have an amazing day.
Franco Urbaez (01:01:12.33)
shit.
Franco Urbaez (01:01:16.106)
YouTube, really.