How He Scaled His Agency to $15K/Month in the "Worst" SMMA Niche (Restaurants)

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In this interview, Keaton Walker interviews his student Yewan, a 21-year-old student, who built a thriving $15K/month social media marketing agency (SMMA) in the highly competitive restaurant industry. Yewan shares his humble beginnings, landing his first client, and the strategies he used to overcome the challenges he faced in one of the worst SMMA niches. Dive into Yewan's approach to content vs. ads, effective hiring practices, and the key drivers behind his agency's rapid growth. This video offers a goldmine of actionable insights that can help you outmaneuver the competition and achieve similar levels of success. Enjoy!

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Yewan's IG: https://www.instagram.com/tulenagency/

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Timestamps:

00:00 - Overview     
00:17 - Introductions      
01:22 - Yewan's beginnings     
03:57 - The first client!      
08:50 - GHL Sponsor Segment      
10:38 - Struggling with your ads?      
12:25 - How Yewan Scaled     
14:16 - All about ads     
20:09 - Content vs Ads     
22:38 - Things you should know about hiring     
33:20 - Yewan's agency growth     
38:02 - Lead vs sales      
43:12 - Talking about sales     
52:12 - Creating an agency at 20 years old     
56:58 - Future plans

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#smma #gohighlevel #restaurantbusiness

Episode Transcript

Yewan (00:00):
11 million in revenue this year, just like look at
other people's stuff, copyit, change a little bit and
then run it for yourself.
See if it works.
The agency game is justreally driving results for
the businesses that youwork with and making great
connections with those people.
I recently turned 21.
I do this because I have fun.

Keaton (00:17):
How's it going, everybody?
Welcome back toanother interview.
Absolutely blessed to behere with, uh, Ewan, who is
a former agency dominancestudent and a friend of mine.
Has crushed it in the lastyear and a half or so, since
he got into the agency gameis at 15 K recurring in the
restaurant niche of all places.

(00:39):
Um, and I'm just, I'm soexcited to hear, I've heard
bits and pieces of your story.
As you know, we had got oncoaching calls, et cetera,
through the first like eightmonths or so, but I haven't
been updated since then.
So I'm really excited tosee what you've implemented.
Um, what, you know, lessonsyou've learned and what's been

(01:00):
hard, but, uh, I think there'sgoing to be a ton of value
in here for a lot of people.
So thanks for coming on, man.

Yewan (01:05):
Yeah, no problem.
And pleasure's all mine.
I mean, I wouldn't be where I amtoday without, um, really good
people around me that showed me.
How to build the things that Iwanted to build and get good at
the things that I wanted to do.
So always love to give backand meet new people, um,
and find ways to help them.

Keaton (01:23):
So give us a background.
I want to, if I remembercorrectly, you like, just
happened to find agencydominance, like on a random day.
And like, that was the daythat I was launching it
or had like, just was prelaunching it or something.
And you joined, uh, Um,is that how it happened?
And what were youdoing before that?

Yewan (01:43):
Yeah, I found one video.
I actually watched one video asa podcast with somebody who had
built a restaurant marketingagency, Jace from DineLine.
Um, and I was like,Well, that's sick.
He's done something in the, inthe, or like he knows something
about restaurant marketing.
Um, but prior to that, I hadno idea, like absolutely no

(02:05):
idea, um, what I was doing andI had signed a client actually.
So I signed my first clientand then I was like, Oh,
actually, how do I do marketing?
Um, so I sold.
Somebody first, then I was like,um, better get some education,
learn how to actually,uh, market and, and do the

(02:25):
things that I wanted to do.
I've been interestedin the space.
I read a lot.
So interested in psychologyand things like that.
Um, and just trying to learnas much as I possibly can.
Um, but yeah, prior tothat, and you're like,

Keaton (02:38):
18 at this point, right?

Yewan (02:39):
Yeah.
I wasn't even into like theonline business space at all.
Um, I was kind of just liketrying to fill needs where I,
I, I worked in a restaurantand, uh, I, prior to that,
I'd driven, like done likedoor dash and just a bunch of
different weird things that I'dlike kind of gone around and

(02:59):
just like, I had no idea whatI wanted to do and was kind of
trying to figure things out.

Keaton (03:04):
And this was like.
Almost a year after yougraduated high school that
you, yeah, you watchedthat podcast episode.

Yewan (03:11):
Yeah.
And I just likehappened upon it.
I mean, obviously I had beenlike doing a little bit of
research into the internetspace because I was served
your video obviously, but,um, not like super like, Oh,
I'm going to start an agencywaiting, waiting, waiting.
I was like, No, I'd sold theclient and somebody had come
to me and yeah, I was actuallythe, the reason that I bought

(03:34):
your course was because I hadbeen calling businesses saying,
and just trying to figureout like what to sell them.
And then people started beinginterested in marketing and
I was calling like everyonefrom a car dealerships to
auto body garages to movingcompanies, just like literally
calling them and seeing likewhat they wanted to buy.
Like that was, and I had noidea, so I had absolutely

(03:56):
no clue what I was doing.

Keaton (03:57):
And that first client was, it was a moving company,
if I remember correctly, right?

Yewan (04:01):
Yeah, it was.
It was a moving company.

Keaton (04:03):
Okay.
And, um, talk to us about thosefirst few months, like you're
trying to service that client.
If I remember correctly, therewere a few other like deals
that kind of came your way.
You're trying to niche down, butweren't really sure where to go.
How did that feel in the moment?
And, and where did it end up?

Yewan (04:22):
I still feel very similar.
I'm not going to sit here andsay that everything's changed.
Um, but during those firstmonths I was so nervous
and like, I didn't reallyknow what I was doing.
I'm maybe not nervous, actually.
I was probably justlike, I had no clue.
And so I was just likelearning everything on the fly.
How do I do this?
How do I set this up?
I'm doing everythingyourself as well.

(04:43):
And trying to doa really good job.
I think the biggest thing for mewas I just wanted to care, like
really care about the person'sproduct, about their business,
about how I can help them.
Um, cause that's whatI had sold them was
essentially initially there.
And at all times, you'realways selling a product that's
going to help somebody achievethe goals that they want.
So I wanted to be able todo that for the person.

(05:06):
Um, but yeah, it was hard notknowing what you're doing and
I don't think it gets easier.
I think you just realizedthat, you know, less.

Keaton (05:13):
Yeah.
Yeah.
You're still in the messymiddle in many ways.
Um, which, you know, it, butyou're right at the same time.
Like it never, the questionsnever stopped coming.
They're just bigger ordifferent or things change.
And like, you feel like, youknow, the right principles,
you feel like you've gotsome good SOPs written out.
And then the next weekeverything changes and you

(05:35):
rethink your whole lifeand your whole business.
And, um, it's anever ending cycle.
So, yeah.
Um, yeah.
That's kind of how it works.
So you, you got that client,you had a couple other,
just like random deals.
How did you decide toniche down into restaurants
and how did you get yourfirst restaurant client?

Yewan (05:56):
I hated competing with other people.
Um, and every agencycoach online, after I had
watched your stuff, I waslike, Oh, there's other
people teaching this stuff.
So I went and listenedand they'd like did
like these tier lists.
And every single tier listthat I found online was like,
restaurants are terrible.
Don't go into restaurants.
Don't do it.
And I was like, perfect.
Nobody's going to bedoing restaurants.

(06:16):
I won't have to competewith a bunch of people.
Like the dental industry orany of these other industries
are going to be awesome.
Awful, horrible.
I don't want to have tolike be like the fifth or
seventh guy that they've beencold called by to that day.
So I was like, yeah, I'mgoing for restaurants.
It's going to be easier.
Um, and yeah, so I nicheddown and I really quickly

(06:36):
started making content.

Keaton (06:37):
Okay.
And it was short formon like Instagram right?

Yewan (06:41):
Short form on Instagram and Tik TOK and also long
form for my videos as well.
So YouTube content, oneYouTube video a week.

Keaton (06:48):
And I just want to applaud you, anyone listening,
like follow in Yuwen'sfootsteps here, because he,
if I could describe him, youwere talking about that, you
know, feeling uncertain, butalso feeling like you want
to do a really good job.
What I saw was likeirrational confidence,
um, which is awesome.
It's such a good skill, even ifyou're not, your skills aren't

(07:11):
a hundred percent there, justthe sheer willingness to go
out there and publish contenton stuff that you're learning.
And you're a couple of stepsahead of the next person on
being willing to do that.
Instead of getting inyour head about it.
Um, I saw you progress alot faster than a lot of the
cohort that kind of came inat that time, because you were
willing to put your face outthere, put your Knowledge out

(07:34):
there and start to attractpeople instead of solely
relying on outreach, which isuh, what a lot of beginners
feel like they have to do.

Yewan (07:42):
I think even if you're just living life, you
should be making content.
I mean, I'm pretty big oncontent and I think it's
just because when you canreiterate the things that
you're learning, um, itlike reinforces the things.
I mean, and like, youdon't have to make content.
Obviously if you have ateam of people underneath
you, you're teaching them.
So that's reinforcingwhat you're learning.
But, um, or, or it can be likewriting a blog or whatever.

(08:06):
I think finding a way to carveout your space on the internet
and attract people is really,really how you want to grow
a business online these days.
Now, obviously I don't knoweverything, so I'm sure
there's other ways to do it.

Keaton (08:22):
I put my stamp of approval on that
message for sure.
I like the idea of rehashingthings and kind of putting
a journal, maybe a publicjournal out into the world
about what you're learning or.
Business, uh, content, whatwould you say to someone who's
starting out and it's like, Idon't even know what type of
content to make because youwere, if I remember correctly,

(08:42):
like, it didn't take youlong to start booking calls
from a lot of the, the poststhat you started making.
Right?
Like.
A couple weeks.
Yeah.
Yeah.
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Yewan (10:39):
Look at other people's content.
And then go, you have tobe confident enough to say,
you know, I can do this alittle bit better than this
person, or I can say thisin a different way from my
perspective, a life perspective,that'll be more interesting.
And that's probably like thetwo things that I would advise.
And if you're stressedabout making content, I

(11:00):
started making content and Iwouldn't even post my face.
And I would literallyrecord into like, My phone's
microphone and I would justpost like black and white
videos just to like practicelike speaking on camera.
Like, and the, thecontent is horrible.
Like it was absolutely terrible.
I had no idea what I was doing.
Um, and yeah, youjust have to try.

(11:22):
I mean, you don'teven have to post it.
Like you can just record avideo, edit it and then keep it.

Keaton (11:28):
Yeah.
And you get that first onemade, even if you don't post it.
Like for me, it took a monthto make my first video,
YouTube video from actually.
Like starting the preparation,like scripting, making
the slides, all thatkind of thing to when it
was actually publishedbecause I was so nervous.
And so decreasing the importanceof that by just saying, I'm

(11:49):
not going to publish this.
If it's not good enough, um,and getting over that initial
month of not doing anythingis going to get you to the
point where you're comfortable.
Faster.
And everybody that's abig time influencer today
started thinking that theyweren't good enough or
weren't interesting enough.

Yewan (12:10):
The other thing that I'd add to this is like basically.
You think that other peoplecare about your content.
And I did, I thought that myfriends were going to bully me.
I was, I like, I mean,obviously I wasn't that
worried about it, but likethat's definitely a fear in
the back of people's heads.

Keaton (12:26):
So how did you go from getting one or two restaurant
clients to, uh, you mentionedyou got, you had like a
20, 25 K a month recently.
The MRR is kind of stabilizingaround 15, um, what made the
difference between, you know,2 to 3 K a month to 15 a month,

Yewan (12:47):
I guess, hiring people.
So, like, finding people,like, I was willing
to hire people before.
I even had enoughmoney to hire people.
Um, I think that might be alittle bit backwards, but I
knew that I didn't know verymuch about, like, Delivery and
what we could, what I could sellto restaurants as a product.
And so I was constantlytrying to make connections

(13:08):
with people, um, constantlytrying to find people that
knew way more than me.
So like, I now work withlike really closely our
media buyer, who's has like10 plus years of experience
in the restaurant industry.
So they know everything, theyknow how to set up all the
conversion tracking that leadsto really good reporting.
And so like.

(13:29):
They're just superstrong and know things
that I would never know.
And that gave me the confidenceto go out and really say,
you know, we can do this andwe can do this really well.
And you should signup and work with us.
Um, and I think the differencethat really helped me was,
um, obviously content andthen direct outreach, um,
and also running paid ads.

(13:49):
So I was running, I was sayingto people, Hey, look, I can grow
your business with paid ads.
And then I was like,well, can I grow my own
business with paid ads?
And so I turned on paidads, took me a while.
I spent a bunch of money,lost a bunch of money.
Um, but, uh, prettyquickly took like that.

(14:11):
And that gave me anotherstream of inquiries and calls,
which is, which really helps.

Keaton (14:17):
Okay.
There's a lot to unpackin what you just said.
Let's talk aboutthe paid ads first.
Um, how much would yousay you spent before?
You got your first clientand how long until you
actually had an ROI?

Yewan (14:32):
Ooh, probably like, I probably spent about
like 3000 until I got myfirst client from a bid ad.
Um, now I don't think that'sreally like super right.
Um, because like you candefinitely, if I had to go
back and do it again, I wouldlook at my competitors, like
a big agency that's doing ads.

(14:53):
Um, and I would just, Literallycopy and paste their videos.
Uh, it's like, it soundskind of like, like, I mean,
obviously always put a spinon it and always try to do
better and put your uniqueinput into it, but like.
Look at their funnels,look at the way that
they've set up their VSL.
Look at, um, try to understandwhat they're selling.

(15:16):
The biggest guys in my spaceare running, uh, in the
restaurant space or runningGoogle ads for restaurants.
And there's something calledlocal store visit conversions,
um, on Google, and that's whatthey're tracking for results.
And.
I didn't know that for areally long time, but I
did a bunch of research.
I just dug into their company.
I was like, Oh, what arethey running on YouTube?
What are their, you can go oneway that you can see like what

(15:40):
they're doing is just by lookingat, um, like their client
testimonials and then goingand looking at their clients,
the most recent testimonialsand looking at their.
Those venues or those, like,let's say it's a dental
office, those dentists ads,and then you can see like
what they're running rightnow for their ad campaigns.
But yeah, just like look atother people's stuff, copy

(16:01):
it, change it a little bit,and then run it for yourself.
See if it works.
Cause they've spent like abig agency will have spent
like thousands and thousands,thousands of dollars in the ads.
So you're takingsomething that's proven
and it's worked for.
Essentially years and years.
Now I'd recommend likewatching a podcast about
them or like seeing how longthey've been in business
before you copied their ads.
But like, yeah, you can,you can copy their ads.

(16:24):
Um, and I'll always tryto improve on stuff.
Like I didn't justcopy people's stuff.
I try to improve on itand take it to my niche.
And I was, I try to be.
Respectful.
One of the people that, um,actually learned a lot from
was, uh, Jarek and the guysfrom hitched, just because they,

(16:44):
they're doing, and now they're,they're working with wedding
venues and I'm working withrestaurants, but like their,
their sales, those ticket sales,the type of sales translated.
And so I was just like,I was like, it was a
blessing to have them on.
Keaton brought them on and Imet them for the first time.
Both of them actually.
And it was amazing.

(17:05):
I got to like, I think Iprobably asked the most
questions out of anyone.
I'm put the call.
So I was just bombarding them.
Cause I was like,this is perfect.
I need to interviewthese guys, um, and get
as much information out.
But yeah, then I went inand looked at their funnels,
looked at all their stuff.
And I was like, Hey, I couldprobably duplicate this and take
their winning strategy, bringit over to the restaurant space

(17:25):
and use some of their stuff.
Some of the structuringfor the way that they
book calls for their,

Keaton (17:31):
their, yeah, looking like just a couple degrees over.
Um, I heard, uh, this inthe YouTube space applies to
any content, but like, don'tlook at people who are like
light years ahead of you.
Look at people who areone to two steps ahead
of what you're doing.
So if you have 5, 000subscribers, look at

(17:52):
the person who has 10,000 and like, see what.
Worked for them becauselooking at the person who has
3 million subscribers, likethey're in a different league
and it's a little differentthan what you're describing.
But, um, it's the same asit's, uh, you know, I think you
should start a new Instagramand call it like barely ethical.
Life hacks, um,because the amount of research

(18:17):
that you're describing thatyou did, like copious amounts
of diving into how do otherpeople run their business and
it's, it's all free and online.
And, and, um, I'm glad you putin the caveat of, of changing
things and not just copying.
Cause there are people thatwill just straight up do that.
Um, but it's, You know, it's,it's the way a cookie crumbles.

(18:39):
Like that's how it works.

Yewan (18:40):
Yeah.
I mean, there's people thathave done the things that
you want to do before you.
I mean, Keaton started anagency, built an agency.
And I went and learn from himto learn how to build an agency.
But there's also people whoare running the agency that you
want to run and just have, like,are doing like a hundred K.
So you should definitely golook at what they're doing, copy

(19:03):
them, but definitely improveon them, what they're doing.

Keaton (19:06):
Or even just do it a little bit.
Sorry to cut you off.
Do it a little bitmore personalized.
Like they're going to cop, likethe big agency is going to be
doing a lot of copy pasting.
If you can just say like,Oh no, we don't copy
paste like those big guys.
We're going to customizeand make sure it
works for your area.
You've differentiated yourselfenough to get the sale.

Yewan (19:26):
A hundred percent.
The.
And I say this like, Oh,I went in like, cause I
think it's funny, honestly,that I went in and I copied
other people's funnels.
But like the, and honestly,everyone's done that because
if you've ever watcheda video online on how to
build a funnel or how to getclients, whatever, you're
copying somebody else's work.
But the thing is, isthat if you were to take

(19:49):
somebody else's stuff.
And reinvent it, makeit, especially if you're
smaller, make it morepersonalized, make it feel
like you're doing a service.
And we're still small.
So that's what we do.
I mean, that's literallywhat we're doing right now,
which is we personalize ourservices, um, to a client's
needs within a certainrange of like, Customization

Keaton (20:10):
as, as far as going back to the original conversation,
which is how did you go from,you know, 2k to 15 K it's
like a hybrid approach ofcontent ads and outreach.
Did you see those start to playinto each other where someone
would be like, Oh, I saw yourcontent and I saw your ads
and you reached out to me ormaybe just two of the three.

Yewan (20:34):
Usually it's ads to content.
Um, and then, uh,yeah, outreach.
So if you're running yourfunnels properly, you should
be collecting people'semails, phone numbers.
Um, and name so technicallyquote unquote, like it's not

(20:54):
outreach because they've signedup to your email list, but
like, yeah, outreach as inlike, yeah, they opted in to
my, oh, I'm getting balloons.
Um, so outreach as, uh,outreach as in like, they've
opted into my funnel.
I'm reaching out to them,

Keaton (21:14):
but you were doing like cold calls at one point, right?

Yewan (21:16):
Yeah.
Yeah.
Yeah.

Keaton (21:18):
I'll still do any of that or cold.
Oh yeah.
You got to

Yewan (21:21):
humble yourself.
You got to hear peoplesay, what the heck?
Why are you calling me?
Where'd you get my number?
That's important.
Yeah.
You got to jump on thosecalls once in a while.

Keaton (21:32):
So how are you doing it today?

Yewan (21:36):
Not often.
I have actually a teammember that does all of
the outbound calling.
So I don't even do it anymore.
I mean, I, it's like, I don'treally enjoy it that much.
Um, to be completelyhonest, outbound calling

Keaton (21:49):
as in.
He's cold calling foryou or he's calling leads

Yewan (21:53):
calling leads and then they'll do some cold calling
once in a while But like usuallyit's just it's just all outbound
to leads where it's interesting.
We're at a transition phaseSo like we're scaling up to
actually do way more outboundand change a lot of the stuff
So hmm for right now thatthat's what we've been doing
to get to here but like a lotof this is gonna change to get
to our goals which are I wantto get to like At least I want

(22:17):
to get up to like 30, um, KMRconsistently, which means I
will need like some fluctuationand the, the strategy is a
little bit different for that.
So we've been building up andproductizing our service more
so that it's really easy toroll out to more venues faster.
And, um, yeah, this entireyear has been like getting to a
point where we feel comfortablelaunching in that direction,

(22:38):
which is just trying to scale.

Keaton (22:40):
Okay.
I want to get to the futureplans, but, um, I want to back
up and talk about what you saidabout hiring and that giving
you the confidence to go from.
2k to 15k.
There's a few pitfalls.
I think that a lot of peoplewill fall into if they just
take that advice at face value.
It's just like, Oh, I just hiresomeone with more experience.
I'm good to go.

(23:00):
Um, so tell us, tell us thepitfalls to watch out for it.
Tell us how you found your mediabuyer and then talk about how
you transitioned from what yousaw most of the other agencies
doing, um, to what you're doingnow, which is more like high
ticket in the restaurant space.

Yewan (23:19):
The pitfalls and hiring in general, um, for me,
it's been pretty intuitive.
I'm not going to say like,I've figured it out and
I haven't done enoughinterviews to figure it out.
I mean, there's, there's peoplethat have like interviewed
like thousands of candidatesand those, I would respect
them as like somebody wholike knows how to hire people.
Um, for me, it's like prettysimple, like past experience.

(23:39):
Have you done this before?
Um, do I like spendingtime with you?
Um, are you interestedin learning?
So like, do you read books?
Um, do you, I'm like,my interviews are fine.
Like they're like, likeyou get on a call with me.
It's like super casual.
Um, and I just want to know.
You as a person, um,cause I'm going to be

(24:00):
spending time with you.
You spend a lot of time withthe people that you work with.
Um, so you want to spendtime with people that you
want to spend time with.
I think a pitfall wouldbe not knowing your stuff.
So I say that like, thesepeople know a lot more than me.
They do.
They know a lot ofthe technical stuff.
Way better than I do,but overall I can look

(24:22):
at something and I stillunderstand what it looks like
to go through an ad account.
I understand how toaudit these things.
I understand how to build theright creatives, the right copy.
Um, I'll still create adcreatives and I'm still doing
tasks within the businessbecause I want to learn.
I want to get betterand I want to keep.
Trying to drive improvements.

(24:44):
Um,

Keaton (24:45):
and it's bottom line, like nobody's ever
going to care as much as you.
Um, like that, even if you'repaying them, I mean, maybe if
you were paying them a hundredpercent, but that wouldn't
make sense, like you wouldn'tbe running that business, you
like, I feel like what I hearyou saying, and this is a
light bulb moment for me, causeI've struggled to express it.

(25:08):
It's like, you cansee the big picture.
Whereas the people thatyou hire, their visions
are kind of fitting withinyour, bigger vision.
And so even though they may besmarter than you in a certain
area or have more experiencethan you in a certain area,
they, they're, they're stillkind of like the employee
employer dynamic because youcan see a little bit more of

(25:32):
the vision that they can't.
Is that what I'm hearing?

Yewan (25:35):
Yeah.
You look at the business aslike, like for me, I've tried
to look at my business as aproduct because I want it to be
Something that is like able tobe scaled and able to be grown.
And that works reallywell and is efficient and
drives as much return forour clients as possible.

(25:55):
I mean, at the end of the day,that's what keeps clients.
That's what, um, Is the agencygame is just really driving
results for the businesses thatyou work with and making great
connections with those people.
Um, so like I understand thataspect and like, I understand
the pieces that go intoevery sort of section of the

(26:15):
business, whether it's likeclient acquisition all the
way down to media buying andjust trying to, I look at the
whole picture of the thingthat we're trying to build,
which is to lend our company.
Now, the.
Individual roles withinit, they get the pieces
and they're trying tofulfill on those pieces.
And so I guess it's trying toarticulate the entire thing to

(26:38):
them and, and hold that yourjob is to hold that while they
deliver and produce results forthis section or their technical
basically enabling them toexecute really well on what
they're technically competent at

Keaton (26:52):
has been on it.
What do you mean by hold that?

Yewan (26:55):
I feel responsible to create A really great
product and to build somethingthat our clients love.
Our media buyers worriedabout, um, creating
results through ads.
They're not looking at like theway that we're communicating
with clients as much.
Other things that youmentioned, like, Oh, people

(27:16):
won't care about yourbusiness as much as you do.
And I would say that,or my hope is that they care
to the extent that you care.
So if you don't care aboutyour business, they're
definitely not going to care.
But like, I'm up at like 12 atnight, like on calls with people
trying to like, like on callswith the team, like trying to

(27:37):
get them to like, see the waythat I see the business and,
and try to also help them out.
And like, if there's like,if we're onboarding three or
four clients, I mean, they'redoing delivery with them.
Like, that's like, forme at this stage, I mean,
obviously as we scale,that's not going to be.
Something that I can do,but like, as it stands right
now, that's, that's the waythat I show that I care.

(27:59):
And I think that's somethingthat has helped a lot.
Um,

Keaton (28:04):
with

Yewan (28:04):
them showing up and then putting in,

Keaton (28:06):
yeah.
Breathing that vision into them.

Yewan (28:09):
Yeah.
Breathing vision, but alsojust like, I mean, as simple
as it sounds like just showingthem what it's like to like
how much I care so that theyshow up in the same way.

Keaton (28:20):
Yeah.
Yeah.
I think it's personality typescertainly play into this because
there's so many people that arejust like, it doesn't matter how
much woo woo we believe in this.
Like we're helping people.
You give them, they'relike, I'm here to collect
my paycheck and go home.
And some of those peoplecan be amazing workers.

(28:41):
They can be incredible employeesto have on board, but if
they don't fit culturally.
It just depends on likewhere you fit and what your
goals are with the business.
But I would say I'mprobably a bit more cynical
than you at this point.
Just having more, moreexperience with more people.
Like,

Yewan (28:57):
yeah,

Keaton (28:57):
a hundred percent.
Um, but I love, I also haven'trun a Twitter or a Facebook
or like some massive companywhere culture would really play
into, um, the success of that.
And.
A lot of CEOs talk aboutit a lot of the time.

(29:18):
Uh, but I, I feel like in the,the deepest darkest moments
or the most honest momentsof the employees, it's, it's
still about the paycheck andlike my work life balance and
you know, whatever, I can gofind another job type thing.
Like they're, they're aclient in that way where it's
like, if you're not makingthem money and treating them

(29:39):
right, they're going to leave

Yewan (29:41):
for

Keaton (29:42):
sure.
Are you seeing that?
Are you seeing thatyou're, you're.
Efforts to breathe that visioninto your team is working.

Yewan (29:50):
I definitely can like tell if somebody
is really transactional.
Just when, like, usually whenyou're interviewing someone,
you can tell if they'rereally transactionally.
I think the way that you tellis like, if someone's interested
in learning, like if they getexcited when you show them
something new that they haven'tseen before, and they want

(30:10):
to learn this thing, that's areally good marker for somebody
who's going to take the go theextra mile, take the time and
be interested in actually, like,not just collecting a paycheck.
But.
I, in this case, trying tolearn, but if learning is a
great point, doing great things,then that would be a, I think
that's probably what I've gotfor the Morris most, which is

(30:31):
like that, like that learning,that learning principle, because
like, for me, like I knowsort of my character, which is
like, and so I'm like, well,I can just try to sort of find
people that are not like meactually, I think that that's a.
You want to find people thatcompliment you, but people
that have and want to learnusually care or are going

(30:55):
to do extra things to learn.

Keaton (30:57):
Yeah.
And that's a great point.
And maybe I think you, youarticulated better than
what I was trying to say.
Cause there's, what I'mtrying to say is there
has to be an X factor.
That's like, I'm here.
For this and not just the moneyin order for somebody to really
have that buy in and I thinka lot of the like corporate

(31:20):
bullshit, whatever that peoplelike to throw out, like people
just choke on that and it'slike suffocating, but the
real reason they stick around.
in startups or other businessesis because it's interesting
and they're learning somethingand that kind of growth mindset
type person, um, would be theright person to have around.

(31:43):
And that's a great point

Yewan (31:45):
for sure.
And I mean, don't beafraid also to like hire.
For me, I've had goodexperience with hiring
people that are like.
To maybe even like 5 percent orno five degrees off of like the
actual, like, they're like, notlike they still need like kind
of training, not super training,like a lot of training, but like

(32:06):
they've done the thing that youwant them to do in a different
industry in that essence, likeyou can hire for mindset and
the way that they see the world.
And not worry abouttechnical expertise.
Cause you can have someonethat's doing the thing that
they've been doing for 20years and absolutely hate it.
I mean, and so like, you want tofind someone that like, is more

(32:28):
like interested in learning.
Loves, um, is, wants to dothe thing that you're offering
them, like essentially yourvalue prop or your job and,
um, the way that you wantto hire more for what they,
what they're looking to do.

Keaton (32:45):
How did you find your, your media buyer
with 10 years of experiencein the restaurant space?

Yewan (32:49):
Content.
He watched my content.
He was, he was learning.
He was researching and hewas like, this is cool.
If you're interested,like for myself, like I
go out and I watch everyvideo that I possibly can.
I watched the podcasts for the.
Uh, or listen to thepodcast for the top, like
agencies in our space.
I try to find asmuch information.

(33:11):
There's usually a really goodbreadcrumb shell left behind by
successful or bigger businesses,so you can go and find a lot of
stuff in there, but he was doingthe exact same thing and he
just happened to buy my content.
Send me a DM.

Keaton (33:22):
Yeah, that's awesome.
Um, so how did you make thetransition from quote unquote,
typical restaurant marketingand for our listeners and
viewers fill in what mostagencies are doing and how you
decided to go to this othermore high ticket space and
how that's been going for you?

Yewan (33:43):
I mean, we can start with what most, what I
initially started doing andwhat most other agencies are
doing, which is they're tryingto get customers through
the door at restaurants.
So they're trying to drive.
Just revenue numbers up,get more people to come into
restaurants, sit down, eatfood, um, book a reservation.
One thing, it's not supertrackable, so it's challenging.

(34:06):
One way that you can do quoteunquote trackable marketing
is just by being a Googlepartner and sending people,
like, the amount of peoplethat visit the location, the
store, like in store visits.
I think that has someimplication and like is
accurate and I think it's good.
I mean, it's not, the issueI had with it was like, it's
not like, it's not like atrue revenue number at the

(34:30):
end of the month, whichis like, this is how much
business we drove for you.
For example, for Keaton, whichthis was actually happened.
I knew that I wanted tofind something different to
sell for these businessesbecause of the time I spent
in agency dominance, whichwas basically, King was like,
yeah, we would understand theamount of revenue that we were

(34:51):
generating for our clientsbecause a new patient start
was worth X amount of dollars.
And we were at, or, and likea new, and like, we knew that
we were going to generate themlike whatever, 18, 000 over if
we got this person to actuallybook in, uh, and, and show
up to their appointment fortheir orthodontic treatment.
But I was like kind of, becauseI'd seen that I was looking

(35:13):
for that always within thespace versus Just like, Oh,
uh, we're generating salesthrough, um, like people
seeing you, people see youonline basically, and they're
coming to the restaurant.
That's the alternative.
And it works like the guysthat DineLine did a video

(35:36):
and they're on track to do 11million in revenue this year.
Maybe I, maybe I'mcompletely off.
The point is that they've scaledup doing it the other way.
So there's notlike one right way.
I wanted somethingdifferent for the business
that I was going to run.
Which was moretrackable results.

Keaton (35:54):
What did you land on and how has the process
been of building a, a qualityproduct in that, that sector
of the restaurant niche?

Yewan (36:06):
Yeah.
So within the restaurantindustry, people.
So walk in business, whatI was just talking about.
And then we also sell cateringand, uh, private events.
Um, and those arehigher ticket sales.
So like one private eventis like 5, 000, um, catering
orders, depending on the typeof catering and what it is

(36:30):
that those will be anywherefrom 300 and all the way up to.
Um, they can be really,really large as well.
Orders now, I mean, theseare revenue estimations, but
that's been the, uh, yeah, Iwas like, Oh, this is like,
and honestly it hit me when Iwas looking at the way that,
cause I was like, the guys thathitched were selling weddings.

(36:53):
Jeric and, uh, I'm blanking on

Keaton (36:57):
Hunter,

Yewan (36:58):
Hunter, Jeric and Hunter were selling weddings
and they're like, that's howthey're, and people seem to
really love their product.
And I was like, Oh, okay.
That's.
That seems more enticing.
And then I was like, thereis for us, it's like, well,
we can sell private events atrestaurants and they are people
booking these large parties.

(37:19):
Um, and they make highermargins on those parties and
it drives sales and, and, andrevenue for the business, um,
in a much more trackable way.
And at this point, we've alsoset up our, um, tracking so
that we know The total amountof a contract that's booked in.

(37:41):
So every single time thatsomebody like closes out a
deal, it gets assigned, uh,in, in the space called a BO
or, uh, just like a assignedcontract, um, we'll have that
revenue tracked in that report.
So at the end of the month,we know the amount of leads
that we generated, theamount of, um, Book either

(38:01):
book calls or book tours.
And then we'll knowthe final sales amount.

Keaton (38:05):
What is the conversion end up looking like?
Like how many people areactually looking to book a
private event and spend, youknow, 5, 000 on food for their
friends and family in an area.
And then how many ofthose that reach out
actually convert typically

Yewan (38:23):
the Interesting thing about the agency space,
which is the differencebetween leads and sales.
Um, you can generate a lotof leads for a business, but
not drive a lot of sales.
And it's dependent on so manymulti variable factors, like
the biggest one being theactual sales team at a company.
Um, so it's reallyvenue dependent.

(38:45):
We like to see about 20percent conversion rates.

Keaton (38:48):
And it's, is it typically like a 5, 000
ticket price or whatwould you say on average?

Yewan (38:53):
It's really variable, honestly.
They, yeah, 5, 000 for like 50,like it's a hundred per person.
It would be like an averageof how much they charge.
And then, so like ifit's a 50 person party,
then that's 5, 000.
If it's 20, that's 2000.

Keaton (39:12):
And what about like, do your clients call the leads
or do you have to hound them?
Have you thought about puttingan employment setting agency
in, um, how does that work out?

Yewan (39:24):
So really quickly.
We were doing like Legion,like a while ago and.
It was great for some peoplewho just like love leads, love,
love dealing with the prospects.
And it was horriblefor other people.
Um, who were just likesuper busy business owners
who just didn't want tofollow up with prospects.

(39:46):
So really quickly, I hiredsomeone on to do a lot.
We lost a client and Iwas like, this sucks.
And then I was like,what can we do different?
I was like, wentback in the course.
I was like, Oh, I didn'tcan do, he did appointment
setting for his clients.
I was like, well, Imight as well do like.
Quote unquote appointmentsetting, which is just
somebody for them.
It was like somebodywho just outbound dialed

(40:07):
every lead for us.
It was, they outbound dialed,they took the prospect
and they, um, they madesure they were qualified.
They had an event, the eventwas more recent than not,
and then they transferredthem to the client to close
out, send a contract to.
Which helped a lot.

Keaton (40:25):
So you're, are you doing that for all your clients now?
Or it's like an optional?

Yewan (40:29):
No, it's, it's not, it's we'll usually suggest it
or advise it if their existingprocess is horrible or, or
it's not producing results.
So, because that was the biggestunlock or the thing that I
loved about the space, which islike, when you're able to look
at an entire pipeline and go,this stage isn't converting,

(40:50):
this stage could be better.
Our response ratecould be better.
I mean, like most agencieslook at like the first, like,
they look at the cost per leadthey look at, and I'm really
generalizing here, but like,initially, this is what we
were doing, which is we werelooking at cost per lead.
We were looking at theamount of people that were
responding to our messages,like automated messages.
Um, and then wewere looking at, um.

(41:13):
The amount of peoplethat were, um, moving
forward in our pipelines.
And we were like, we don'treally know what's going on.
Um, and so like, then wewanted to be able to look
at everything, which is,

Keaton (41:26):
yeah, you're blind, you really are blind if you
don't follow up with the leads

Yewan (41:29):
that you're really blind.
If you don't follow up the leadsand you're really blind, if you
don't know sales attribution.
Um, like, I think that'swhy e commerce and these
other like super trackable.
Advertising and in thatspace, like they do so well.
It's just cause theyknow their data and then
they're able to go and makedecisions on what's working.

(41:50):
What's not.

Keaton (41:51):
Sorry to go back.
I wasn't, I didn't understand.
So everybody that comeson has to get the warm
transfer outbound caller.

Yewan (41:59):
No, no, no, no.

Keaton (42:01):
Okay.

Yewan (42:01):
So only for like, we'll look at the business
and we'll be like, okay,these people already have a
really great established salesprocess or these people, we
know that they just don't.
So we usually askquestions about that.
Like even when I'm onlike a first meeting with
some, a potential client.

Keaton (42:19):
And how do you price it?
If you do follow updeletes, we'll usually add

Yewan (42:23):
like

Keaton (42:24):
a

Yewan (42:25):
500 service fee for follow up.

Keaton (42:27):
And you have somebody that works for you like on
a contract or hourly basisfor all those clients or
what's, how do you make surethat you have enough clients
on there to warrant havingthe person on your team?

Yewan (42:42):
Yeah.
So they're on a variable rate.
All actually team memberson my team are on variable
rates depending on the amountof accounts they're on.
Um, and that's number one, tiedpeople's, uh, like they're tied
to the success of the company.
Okay.
Not just like their hourlyrate that they're going
to make no matter what.

(43:03):
So.
If we lose clients,they lose money.
We all lose money.
We lose together.
We went together.
Um, and so that's howwe've structured that.
And then

Keaton (43:13):
we just pay them.
Uh, talk to us about sales.
Um, how has your salesability increased over
the last year and a half?
And what are maybe the oneor two takeaways you would
give to somebody who'sstruggling with sales?

Yewan (43:28):
I was worse at sales a year ago, but I was pretty good
at presentation and like, justlike, Pulling people in, getting
them excited about workingwith, um, me at the time.
And then you,

Keaton (43:42):
you don't know everything that can fail.
It's easier to be confident,easier to present better, not
like go into all the detailsthat you're like, this is
what could go wrong or getin your head on the side.
I had no idea.
I had

Yewan (43:53):
absolutely no idea

Keaton (43:54):
what could go wrong.

Yewan (43:55):
Like, yeah, yeah, I could, I only knew what was
going to go right, which is theywere going to get more business.
Um, but now, yeah.
Yeah.
Sales has been morecalm, um, and collected.
I've learned tolisten a lot better.
Um, and I have.

(44:16):
Spent time obviously watchingmy sales recordings back.
Um, I've learned that like formyself personally, if I do a
really good initial productpitch, I like for myself, I
like to do one pitch and talkwith a client, understand the

(44:36):
problems, show them our product,and then schedule a followup
meeting if that's necessary.
Um, And that'sworked really well.
Um, yeah, usually peoplethat buy are going to buy
if they like your product.
And I'm come to a point whereI'm okay with letting, like

(44:58):
a lot of people like willhound other people, follow up,
follow up as key follow up.
Uh, but for me, I'm like, Idon't follow up with people.
Like you either want my productor you don't, and you can go
talk to other companies and,you know, I just want to make
sure that my initial pitchis so good that if they go
interview somebody else to dothe position or find another
agency, they're going to belike, this is absolute garbage.

(45:21):
What is this?
I want whatever our product is.
That's been like such

Keaton (45:25):
an underrated for all the sales advice
out there in the world.
It's amazing to me how littleit's like just get in and say
the pitch and make it amazinglike yeah this How would this
affect your family if youwere able to do this or okay?
You said you had a dog Yourdog's life would change.

(45:48):
I assume if you're ever toget them better child like
nobody cares about that.
It's weird Like ask somequestions about their business
and then just be like fiveminutes, 10 minutes, 15 minutes,
whatever you need to actuallyexplain, get to the point.
So they can start askingthe questions that, that
they have doubts about.
And if, if that pitch, themore you give that pitch,

(46:10):
the better it will become.
And the more you'll be able tokind of snipe the objections
before they actually get to you.
Um, but I've, I see a lot ofbeginners fall into this trap
of like trying to follow this.
20 question script andnever actually get to the
pitch because by the timethey've asked all the
questions, the hour is up.

Yewan (46:29):
I don't think I've ever followed a script.
Um, I've, I go into a salesconversation and I want to
have, I want to genuinelylike meet someone, like I
went on the street and Iwanted to build a connection.
And that's kind of like.
It's maybe a bit backwards.

(46:49):
Maybe I would produce betterresults, but the people
that I want to work with arepeople that I, I like and
that I enjoyed meeting andI think that they appreciate
like the right people willappreciate that the same way.

Keaton (47:04):
Yeah.
And striking all I'm tryingto say is strike the balance
between that connection andlike, honoring their time
and actually getting good atpitching what it is that you do.
Yeah.
Be efficient.
Nothing's worth to thesalesperson that just,
yeah, waste all your time.

Yewan (47:19):
Yeah.
I would like, if I could,I just have an e commerce
checkout where peoplecould just buy the thing.
I know that my market isn'tsophisticated enough that they
still need to be educated on theactual product that I'm selling.
Whereas like for other companiesI look at, I'm envious of
people who are selling.
Stuff through an ecommerce checkout, but

(47:44):
yeah, I know that that's.
That's the future.
If I do a good job making abunch of good content, one
day I'll have an e commercecheckout and you can come
find my products from thate commerce checkout and
I will have to actually

Keaton (47:55):
piece of advice.
Uh, one thing we've been doingrecently, um, is write out
your pitch on a Google docand just send that to people
before they get on a call andjust make it really concise.
Like, Hey, this is, theseare the three things
we're going to implement.
This is how it's goingto change your business.
This is how, you know.

(48:17):
The actual process works, butmake it like three pages, max
it with a lot of white spaceand just a very clear language.
Like, Hey, thisis how this works.
Um, and if you send thatbeforehand, the call.
People already know the price.
First of all, they're goingto get on the call and

(48:38):
be like, I have a coupleof questions about this.
It's essentially likea VSL just written out.
Um, the, the original, you know,the VSL is actually the, uh,
evolution of the sales letter.
It's technically a salesletter, but it's short.
Um, and just, I justcall it an offer doc.
And if you send that,um, I just had a student

(48:59):
message me out last week.
Like we worked back and forth,back and forth on this doc
for probably two months.
And he finally was like,I just needed to get back.
I needed to get out andlike, start prospecting.
Like I'd just been holding back.
And like the first personI sent it to was like,
yeah, let's get on a call.
So he's not to the point ofgetting rid of the call yet.
But if you can articulatethe offer concisely

(49:22):
enough, eventually.
The call can go away.
So something I wouldmight look into for you.
That's super cool.
Yeah.
Calls are, and it's justgetting harder and harder to
book calls, especially fromoutbound as the first step.
Like you kind ofneed a middle step.
That's like, Hey, canwe do an audit for you?
Hey, can I send moreinformation over?

(49:44):
Not like, Hey,let's get on a call.
Whenever anybody pitches me ona call right away, I'm like.
Literally no, likethere's no chance in hell.
I'm getting on a callwith you right now because
you sent me one dm.
Um, yeah, you're going tosend me a five minute loom
video pitching me whateverit is that you have first
and I'm going to watch thaton double speed and then I'm
probably just going to move on.

(50:05):
But if it's good enough, then.
You know, I'll probably emailyou back and I still won't get
on a call, but keeping, um,keeping in mind that business
owners are busy and respectingthat, honestly, like I see
a big trend towards thathappening in the next five to
10 years where the call willbecome less necessary than it
has been in the last 10 years.

Yewan (50:26):
And that offer doc, would you send that in your initial,
like, Like, would you send thatjust like right off the bat?
Somebody else into your, I mean,

Keaton (50:35):
you, you have to have some, depends on the context
of how the scenario is going,but like, let's say somebody
reaches out, like you you'rerunning ads, they generate.
Like there's a, uh, yougenerate a phone number and
an email, you call them.
They don't pick up,you leave a voicemail.
You're like, Hey, I'm goingto send you a document
that has information on it.

(50:56):
It has everything you needto know about our offer.
If you'd like to talk,we can talk after that.
And the genius of thedoc is that you're not
dropping the price.
Before you're able to giveall the value, which is the
big thing that most peoplesay, like, don't get on a
call or tell people that theyhave to get on a call because
you need to pitch the valuebefore you show the price.

(51:18):
But the doc, you can do that.
You show all the value.
And at the end, you say,here's the price and just
picture like somebody, thisis like, I would say probably
50, 60 percent of leads are.
This way, like they opt in andthen they're done with their
lunch break or they're donewith whatever they're doing.
And then five, 10 minutes later,they check their phone again,

(51:39):
and they're on the toilet.
They're on a walk there at a redlight or something like that.
And they pull it out andthey can click on something
quickly, read and be like,Oh, I, I think this is for me.
And as long as it's like reallyhyper optimized, you should
convert more people from.

(51:59):
Being able to make aconcise pitch like that.
Then if you forcethem to the call,

Yewan (52:04):
well, you've just changed.
We'll do an update in a year,

Keaton (52:07):
right?

Yewan (52:09):
And see how the selling went for you.
Yeah, we'll see.
I'll, uh, I'll test it out.
That's super cool.

Keaton (52:15):
So with the time we have left, I want to cover
what it's like to be your agegoing through all of this.
Um, I can relate to in alot of ways where it feels
like I grew up really fast.
Like I started hiring people.
I started like getting on salescalls and getting myself in
situations where I was probablya little bit over my head.

(52:35):
Too early and like, do I haveregrets about that in some ways?
Yes, because I, I like morein a youth that I, I spent
too much time working, butalso on the other end of that,
the financial freedom and thelike time freedom on the other
side of it now is amazing.
How are you experiencing that?
And how do you think about.

(52:56):
How much time you want to spendworking versus, you know, doing
whatever else is interestingto you at what are you 19, 20?

Yewan (53:04):
Yeah.
Um, yeah, I recently turned 21.
So yeah, still, still young.
Um, I just asked myself, like,

Keaton (53:11):
am

Yewan (53:12):
I having fun?
Cause like, I, and peopleare always like, rah, rah,
like you should go do like,just put the work in, dude,
you should grind this out.
Like, dude, do you really wantto live a life that you 19, 20?
Absolutely hate everything youhate waking up in the morning,

(53:32):
but you got to put the workin because you're going to
be like Whatever you whateverthe thing is in 10 years.
I mean for me, that's likeI do this because I have fun
I have fun creating vsls.
I have fun making contentUm, i've stopped making
content for like the past Twomonths, just cause I was like

(53:53):
not having that much fun.
I've obviously startedrecording content again
and I'm stoked on it.
But like, for me, it's like,yeah, I just look in the mirror.
I go, is this fun?
And am I having fun?
And then, um, you can doso much with your life.
Like, there's not likeone, this is like some
motivational raw, raw stuff,but, um, the, the, uh, you

(54:15):
can do a lot with your life.
So like you can go to school,you can, like, there's
not really one right path.
Um, and so like.
You should be doing thingsthat you like to do.
Um, that's my sort oftake on take on that.
And I probably am sacrificing.
MRR or revenue, but I'llgo, um, out and I'll go surf

(54:41):
or I'll go do other things.
Like once every, notall the time, but I'll
do it once in a while.
Like go for, do stuffon the weekends that I
wouldn't otherwise do.
Um, yeah, I mean, just sportsand yeah, so I try to find
balance, but also I just love, Ireally love building companies.

(55:01):
So like that challengehaving that my life
would be worse without.
the agency without havingthe ability to work
and build a product.

Keaton (55:11):
Would you say you do you, you're typically pulling
like nine to five type schedulewith a lunch or how many
hours would you say you work?

Yewan (55:21):
Uh, it depends on the day.
Uh, but like, I'll work fromlike nine in the morning till
some nights I'll work To like12 at night, but like other days
I'll work, like some days I'llwork nine to four and then go
do other things for the evening.
Um, and, uh, yeah, usuallythe late night stuff

(55:44):
I'll do like a break.
So like, I'll do likenine to five and then, or.
Yeah.
Nine to five and then take likea four, four hour break and
then go like, or three hourbreak and then go like for the
evening up to like 12 at night.
If you're not having fun,you're not going to do
the things like you're notgoing to do a good job.

(56:04):
I think that for me, my mantraand like what I've come to
realize is like the personthat's going to do the best
and build the best product isthe person that cares the most,
like about the client, about theproduct that they're making and
about the solution that I have.
And like, I mean, you'regoing to have, if you're just

(56:26):
grinding it out, trying tomake cure, like you, there's
so many ways to make money.
So you should do it ina way that you like to,
and try a bunch ofdifferent things.
And like, for me, that's yeah.
Yeah.
But I, I, yeah, I lovebuilding the product.
I love thinking about,like we were talking about,
like holding the, holdinga space for the company.

(56:48):
I love that.
Um, and I love the challenge.
Like you wake up and youhave a problem to solve.
You're like notwhere you want to be.
You want to be.
Um, you want to build somethingor do something better.

Keaton (57:02):
I love it.
So talk to us about,give us five minutes on
your plan for the future.
Uh, you said you're goingto go heavy into outbound.
You feel like you're kindof at the point where your
product has enough to try togo heavy into scaling or what's
the, what's the impetus fortrying to go from 15 to 30?

Yewan (57:22):
Starting out, I thought that I would scale up my
business and then I'd feel good.
Now I can actually say that Ihave built my business and I
still want to build it bigger.
So, um, I think that like,it's more of a challenge for
me and I just want to have.
Like a really, I want to be ableto more so than anything, I want

(57:44):
to be able to hire great people.
I want to have a bigger team.
Um, I want to give jobs topeople that are really cool and.
There's been peoplethat I haven't been
able to hire because weweren't big enough yet.
And that's been like hard.
And I think that like,for me, it's just like the
challenge of building somethingthat's really awesome is, is

(58:05):
what I'm striving towards.
Um, and my plan todo it is productize.
So make it really easy,have SOPs for onboarding,
SOPs for everything.
Um, we already haveit all built out.
Um, and templatized.
So really the thing isfor me is just increasing
sales throughput right now.

(58:25):
That's my biggest focus.
I've spent the past sixmonths building everything.
Um, everything up to thepoint where we're going to be
able to jack up the amount ofclients that we're bringing on.
Uh, per month,

Keaton (58:40):
but it's not what's for outbound.
Are you planning ondoing calls or emails or

Yewan (58:46):
I'm going to do email.
I think cold email outbound.
Um, and then, uh, although Ido like cold calling, I do, I
do love me a good cold call.
Um, no, I'm going todo email and then yeah,
uh, ads and content.
Um, I really like contentbecause it's just this

(59:07):
asset that keeps like, it'skind of, I mean, you have
to nurture it obviously,but like people go back.
I have people watch my videosfrom old videos and they'll come
through and talk to me again.
Um, yeah, contenthelps with every other
piece of your business.
Like, well, it helps with everyother selling method that you're
going to do, because it's away to practice your pitch.

(59:30):
People want to be partof something, um, that's
like new cutting edge.
I mean, if you're postingcontent about the stuff
that like, if you're postingcontent, that's valuable
and showing that you're likelearning other people watching
that content, it's going tobe like, Oh, this is like,
like, it's just like, yeah, itbuilds an ecosystem around the
product that you're selling.

(59:51):
Um, but yeah, I think beingaware that I don't really
know that much and I wantto keep learning and that.
The, um, yeah, the scalepart or the scale piece,
it'll be interesting to see.
I think like I wantto scale in a way that
doesn't diminish the product.

(01:00:12):
Um, so there's, we'vebeen, because we're
smaller, we've been doingpretty customized stuff.
So templatizing harder andgoing for scale is going to be
interesting to see how it works.
Um, I think we've doneeverything that we can
in our power to makeour product really good.
And like, All of ourclients right now are on

(01:00:33):
this templatized thing.
Um, so they're allon the template.
It's performing.
And that means that like, Ihave confidence to go and put
more people on it and drivethat, um, drive sales for that.

Keaton (01:00:47):
Excited to, uh, have you back on when you're at 30
and then a hundred and then 11million a year, like dine line.

Yewan (01:00:56):
There we go.
Dine line.
I'm coming for you guys,Chase and Jason Brett.
No, those guys are great.
I love that.
They put out contentand the stuff.
And I just love, I love the,I respect the people that
have put the time in to builda really great business.
And then.
Taking the time to share whatthey're doing with other people.

(01:01:19):
Um, there's so manygreat examples of it.
And so, um, yeah, if you cando that, if I can do that,
that'll be something that I'mreally proud of for a long time.
So yeah, I'll be happy to comeback on when I hit a bigger
revenue numbers and I'm helpingmore people have a bigger team
and feel maybe like I learned alittle bit more, um, don't know

(01:01:41):
a little bit less, but yeah.
No, thank you.
It's been a, it'sbeen a real pleasure.

Keaton (01:01:48):
Yeah.
Um, if anyone wants toreach out to you and I
will, uh, put his Instagrambelow, is that probably
the best way to reach out?

Yewan (01:01:56):
Damn me.
Damn me.
Um, if you're interested injoining our team, I don't
know whether we have positionsright now, but, um, yeah, if
you want to just talk, I'malways keen to talk marketing
and learn from other people.
If you're doing somethingreally cool, show me it.
Um, I'll hop on a call sometime.

Keaton (01:02:15):
Beautiful.
Thanks.
We'll see you next time.