The MOST VALUABLE Source of Traffic (It’s Not Google Ads)

Kasim: 00:00:11

I wanna talk to you about your single most valuable source of traffic.

Kasim: 00:00:13

Can you guess, can you guess what it is?

Kasim: 00:00:15

Cuz if you guys Google, you're wrong.

Kasim: 00:00:18

Single most valuable source of traffic.

Kasim: 00:00:20

Drum roll.

Kasim: 00:00:21

I spent $150,000 a month just in YouTube.

Kasim: 00:00:23

Generating leads.

Kasim: 00:00:24

That's where all of our ad spend goes.

Kasim: 00:00:25

By the way, we're actually out of Google search right now.

Kasim: 00:00:27

We're a hundred percent inside of YouTube, and yet even so the single

Kasim: 00:00:31

most powerful source of traffic for us, and to be frank, I think for

Kasim: 00:00:34

every business is warm referrals.

Kasim: 00:00:36

Warm referrals give you the opportunity to sell to somebody

Kasim: 00:00:38

who's already really sold.

Kasim: 00:00:39

if you don't already have a referral program in place, that's what I

Kasim: 00:00:42

wanna talk to you about today.

Kasim: 00:00:43

And you might think to yourself like, oh, I don't know, buddy.

Kasim: 00:00:45

My business isn't really referral based.

Kasim: 00:00:46

I'm telling you.

Kasim: 00:00:47

Some of you might be right.

Kasim: 00:00:49

You know, like if you're heavy e-comm, dog food, whatever, like

Kasim: 00:00:51

maybe, that's not really referral.

Kasim: 00:00:53

It becomes affiliate.

Kasim: 00:00:54

But generally speaking, I think that building referral program is

Kasim: 00:00:58

accessible to most and building strong referral program, to be honest

Kasim: 00:01:01

with you is It's relatively easy.

Kasim: 00:01:03

As a matter of fact, I'm gonna give you a template right here, right

Kasim: 00:01:05

now on this video so you can build out your first referral program.

Kasim: 00:01:08

First thing is don't use fancy software links applications.

Kasim: 00:01:12

It's not an affiliate network that you're building.

Kasim: 00:01:13

A referral program is relationship based.

Kasim: 00:01:16

You are asking people that you have a relationship with to send

Kasim: 00:01:19

you more people just like them, and that's the first thing to get.

Kasim: 00:01:21

to really think about is birds of the feather flock together.

Kasim: 00:01:24

Your best clients hang out with your best prospects.

Kasim: 00:01:27

I promise they're in the same Facebook groups, same masterminds.

Kasim: 00:01:30

They take the same courses, they know the same thought leaders.

Kasim: 00:01:32

it's, every industry is incestuous.

Kasim: 00:01:34

And so if you really like working with somebody, the best way to go

Kasim: 00:01:37

work with more people like them is to ask them, Hey, if I've done

Kasim: 00:01:39

a good job for you, Can you mind?

Kasim: 00:01:41

Can you threw me a bone?

Kasim: 00:01:42

So leveraging the relationships that you have, gives you the

Kasim: 00:01:45

opportunity to get more people like that, but don't make it work.

Kasim: 00:01:48

what I mean by that is don't make it work for them.

Kasim: 00:01:50

Don't make them work in order to send you a referral.

Kasim: 00:01:53

It took me a long time to get out the way that I needed it to make sense.

Kasim: 00:01:55

First thing I'll say is send this out in whatever medium you think

Kasim: 00:02:00

is most appropriate, but also most personal, which I prefer text.

Kasim: 00:02:03

If you're on text message communication basis with somebody, it you know, I

Kasim: 00:02:06

mean, you're kind of buds at that point.

Kasim: 00:02:08

if you have that luxury use text, otherwise email, you know, direct

Kasim: 00:02:10

message, whatever works best.

Kasim: 00:02:12

But here's the template you're gonna say, Hey Copernicus I need your help.

Kasim: 00:02:15

And this, I need your help piece is actually really critical.

Kasim: 00:02:18

You're being honest, you're being upfront, and you're not

Kasim: 00:02:20

making this a veiled request.

Kasim: 00:02:23

I really like this.

Kasim: 00:02:23

It reminds me of that old Benjamin Franklin quote where he talks about

Kasim: 00:02:26

you know, if he moves into a new neighborhood and wants to make

Kasim: 00:02:28

friends, the first thing he does is asks his neighbor for a small favor.

Kasim: 00:02:31

And it's a little counterintuitive cuz you're like, well then

Kasim: 00:02:33

you will the neighbor.

Kasim: 00:02:34

But in a weird twist of fate when somebody helps you there's something about that,

Kasim: 00:02:37

that it ingratiates them to you now they, kind of feel, you've given them

Kasim: 00:02:41

the opportunity to be the hero and.

Kasim: 00:02:43

they feel positively towards you.

Kasim: 00:02:44

So hey, need your help?

Kasim: 00:02:46

Just being up front I'm excited to grow this year.

Kasim: 00:02:48

Who isn't right?

Kasim: 00:02:49

And I want more customers.

Kasim: 00:02:50

Exactly like you.

Kasim: 00:02:51

This is a little honest flattery and that's perfectly fine to employ

Kasim: 00:02:54

because it's absolutely true.

Kasim: 00:02:56

It's like, Hey, you're a rockstar.

Kasim: 00:02:57

And you know, if there's more context here, if there's more specificity

Kasim: 00:03:00

that you can apply, I say do it.

Kasim: 00:03:01

I want more customers exactly like you.

Kasim: 00:03:03

If someone comes to mind that would benefit from, whatever product or

Kasim: 00:03:06

service I happen to be providing, would you send them my way?

Kasim: 00:03:09

I will make sure to roll out the red carpet.

Kasim: 00:03:11

This is critically important too, cuz you have to make sure they know,

Kasim: 00:03:13

look, I'm not gonna phone this in, I'm not gonna make you look bad.

Kasim: 00:03:16

I'm gonna put on my, white gloves and make them feel like a million bucks.

Kasim: 00:03:19

this is the primary objection to referrals by the way, is people feeling like,

Kasim: 00:03:22

gosh, I just, you know, I'm always afraid that it's gonna reflect poorly on me.

Kasim: 00:03:25

If you have a gift that you share or you offer, and this

Kasim: 00:03:29

could be, one time recurring.

Kasim: 00:03:31

A gift card, whatever it is, you can let 'em know about it or can

Kasim: 00:03:34

hold this back as a surprise.

Kasim: 00:03:36

This really depends on the relationship that you have with

Kasim: 00:03:38

your potential referral partner.

Kasim: 00:03:39

I like to be really clear about it though.

Kasim: 00:03:41

I don't wanna tell 'em like, oh yeah, we always share a percentage,

Kasim: 00:03:43

because then if they think 20% and you think 5%, now you've kind

Kasim: 00:03:46

of gone and pissed 'em off later.

Kasim: 00:03:48

if you are going to give them something, you can say, Hey, we

Kasim: 00:03:50

get $500 flat, or we give 10%.

Kasim: 00:03:52

whatever it is that end up offering just be really clear about it

Kasim: 00:03:54

if there's a specific offer and if you're gonna surprise and

Kasim: 00:03:57

then, maybe leave this part out.

Kasim: 00:03:58

But this template's super short, super sweet.

Kasim: 00:04:00

the key to it though is, being really consistent and sending this to them at

Kasim: 00:04:05

the inflection point, the referral gift or commission or payout that's sensitive.

Kasim: 00:04:10

Sometimes, depending on the industry you're in, don't give anything.

Kasim: 00:04:13

I'm trying to think about a good example, like if you're a mortuary, just kidding.

Kasim: 00:04:17

Don't have a referral process if you're a mortuary.

Kasim: 00:04:20

if you have a really high touch, a midwife, it'd be a

Kasim: 00:04:23

really good example of this.

Kasim: 00:04:24

Or a therapist.

Kasim: 00:04:24

Certain personal trainers, to be honest with you.

Kasim: 00:04:26

Anything where it's like really personal.

Kasim: 00:04:28

This is where I'd be careful about the gift because.

Kasim: 00:04:31

You don't want to taint it, so you have to decide whether or not a gift is relevant.

Kasim: 00:04:35

Now the thing about that is you don't wanna withhold either.

Kasim: 00:04:38

So you can decide, is this flat fee, is it a percentage?

Kasim: 00:04:41

Is it, maybe it's a gift basket.

Kasim: 00:04:42

Maybe you don't even tell 'em about it, but you wanna make sure that

Kasim: 00:04:44

you've considered that in some way.

Kasim: 00:04:46

the big piece to this though is your referral program's

Kasim: 00:04:48

not gonna off overnight.

Kasim: 00:04:49

As a matter of fact, most people are gonna respond to that initial

Kasim: 00:04:52

message then nothing's gonna happen.

Kasim: 00:04:53

And you're gonna think, man, I listened to that idiot on YouTube and he got me again.

Kasim: 00:04:56

But you've planted the seed.

Kasim: 00:04:57

And I promise you, if you do this with every single client, you send that message

Kasim: 00:05:02

to every single client that you have.

Kasim: 00:05:04

Over time, what you're gonna do is you're gonna see that, seed starts to take root.

Kasim: 00:05:07

And then, you know, 3, 6, 9, 12, 18 months, somebody's like, oh,

Kasim: 00:05:11

hey, know what actually ran into somebody that's interested in.

Kasim: 00:05:13

Working with you would be a really good, fit.

Kasim: 00:05:15

It's a slow burn.

Kasim: 00:05:16

the way to accelerate this, by the way, is to make sure you

Kasim: 00:05:18

capture clients at the right time.

Kasim: 00:05:19

Don't send this text message right when they sign up, obviously.

Kasim: 00:05:21

And I say text message by the way.

Kasim: 00:05:23

And, you know, I mean, everybody wants to scale things with email,

Kasim: 00:05:25

but I like text because it's like, Hey, it's just you and me.

Kasim: 00:05:27

It's just showing me text is super ultra personal.

Kasim: 00:05:29

I think anyway, if somebody texted me, I'm like, we're not buddies.

Kasim: 00:05:32

are you doing?

Kasim: 00:05:33

So make sure that you've established that relationship with them, let's

Kasim: 00:05:35

say, but I'd like to hit people with this message at the inflection point.

Kasim: 00:05:38

for us, let's say it's maybe right when we've proven concept and we're

Kasim: 00:05:42

about to scale up, which is usually 90 days to six months, depending

Kasim: 00:05:45

on the size of the campaign, that's when they're the happiest.

Kasim: 00:05:47

It's actually worked out.

Kasim: 00:05:49

They're not regretting their decision and working with you, and that's

Kasim: 00:05:51

when you come to 'em and you, you get to say, Hey, Joffrey, I'm.

Kasim: 00:05:54

Looking to grow, would love more people just like you.

Kasim: 00:05:56

And you know what's interesting about this approach too is I've gotten not just

Kasim: 00:05:59

referrals out of it, I've gotten speaking gigs podcast interviews, like people are

Kasim: 00:06:03

like, oh yeah, I'd love to help you grow.

Kasim: 00:06:04

I had a buddy put me in his, email blast, which is super cool.

Kasim: 00:06:07

I don't know that we got much out of it, but it, are very

Kasim: 00:06:10

guarded with their email list.

Kasim: 00:06:11

So just to give an example of what it is that ends up being accessible to you, if

Kasim: 00:06:14

and when somebody's really happy about working with you as far as what you pay.

Kasim: 00:06:16

This is up to you.

Kasim: 00:06:17

Chances are your industry's already established it.

Kasim: 00:06:20

So pay attention to the industry norms for agencies.

Kasim: 00:06:23

10% is the deal.

Kasim: 00:06:24

And most agencies pay 10%.

Kasim: 00:06:26

Sometimes it's 10% for the first year.

Kasim: 00:06:27

I don't like putting a cap on it.

Kasim: 00:06:28

It always felt kind of dirty to me.

Kasim: 00:06:30

So 10% recurring.

Kasim: 00:06:31

Now 10% is not small.

Kasim: 00:06:32

By the way.

Kasim: 00:06:33

Agencies are fighting for 20% margins, and so 10% is effectively half of the profit.

Kasim: 00:06:37

So if you can't afford that, it's no big deal.

Kasim: 00:06:38

What I'd like to do if, I can't afford to pay 10%, which we do,

Kasim: 00:06:41

by the way, here's solution date.

Kasim: 00:06:42

If you wanna send us a referral, pay 10% sign up as a referral partner.

Kasim: 00:06:45

I couldn't do 10%, I'd give 'em a flat fee, but I'd make it tax relevant.

Kasim: 00:06:47

You know, like 500 bucks is tax relevant.

Kasim: 00:06:49

It's like, oh.

Kasim: 00:06:50

that's a bill.

Kasim: 00:06:51

That's like not a small amount of money.

Kasim: 00:06:52

So just make sure you're putting something in front of 'em that

Kasim: 00:06:54

doesn't feel like an insult.

Kasim: 00:06:55

It's like, dude, I sent you a client.

Kasim: 00:06:56

What are you doing?

Kasim: 00:06:57

The other piece of this too, and this is a pro tip, is if somebody sends you a

Kasim: 00:07:00

referral, update them on how it's going.

Kasim: 00:07:02

Hey, just wanted to let you know, we were able to, get ahold of Princess Hufflepuff

Kasim: 00:07:06

and she's signed up and she's super happy.

Kasim: 00:07:08

We're at the 60 day mark.

Kasim: 00:07:09

Things are looking really good.

Kasim: 00:07:10

Really appreciate the referral.

Kasim: 00:07:11

That way they know, oh, you're really taking care of people.

Kasim: 00:07:13

And in, an ideal world, princess Hufflepuff comes back to Joffrey

Kasim: 00:07:17

and says, dude, thank you so much.

Kasim: 00:07:18

this is phenomenal.

Kasim: 00:07:19

And that's when the referral train really starts, really starts humming.

Kasim: 00:07:22

Speaking of.

Kasim: 00:07:24

I wanna help you with your Google Ads or somebody you know with your Google Ads.

Kasim: 00:07:27

Minimum ads spend is $10,000 a month.

Kasim: 00:07:28

We do take some people that are sub 10.

Kasim: 00:07:30

We call it our incubator program.

Kasim: 00:07:31

It's not for everybody.

Kasim: 00:07:32

But if you know somebody or you need help with Google Ads we'll give you

Kasim: 00:07:37

a free action plan as long as you're spending $10,000 a month or more.

Kasim: 00:07:40

Go to soly.com/ap.

Kasim: 00:07:41

I'll have one of my strategists who are the smartest Google Adss people

Kasim: 00:07:44

in the whole world, by the way.

Kasim: 00:07:44

Walk through and give you step by step, line by line everything that we

Kasim: 00:07:47

would do in order to improve upon your campaign with the hope that you hire us.

Kasim: 00:07:51

But you don't have to.

Kasim: 00:07:51

You can just take the action plan and run with it which some people

Kasim: 00:07:54

have done, and God bless them.

Kasim: 00:07:55

I wish them well.