Done For You Agency Program

Episode Transcript

Mike Mark:

What's up guys? Are you here? Can you hear us? If you are, give us a like, let us know if the audio is working. I'm here with Tyler. I'm seeing us. There we go. Cool. Yeah, if you're joining us live, give us a comment and give us a like, just let us know at least you can hear us.

And, I'm really, really excited to be really breaking down the story that Tyler has been on. Like, I feel like, there was a moment in probably like three or four months into working together where you're like, is this normal for you guys? And then I was like, yeah, man, it's pretty normal. And you're like, I feel like I'm on a rocket ship.

So like that one always cracks me up. But, the journey of going from like launching an offer after, and after a bit of a false start and then relaunching the offer. And then in three months, four months getting to the place where you were hitting seven figure run rate. And the thing that like, [00:01:00] just, I like to say this because we see this a lot.

Like there's a lot of the people out there that say, Oh, we hit seven figure run rates, but then they, their cash collection is so low and their refunds are so high that they actually don't get anywhere close to seven figures. But I know like seeing what you deliver as a product and the clients and their experience and like everything is how your business is structured, it's real in your case versus with some people it's like smoke and mirrors.

So, and I know that, you know, you had built an agency before this, so what people through, you know, initially what, before you had started the second business, cause now you've got two businesses at seven figures. You're 28 years old.

That's pretty remarkable. Sometimes it's hard to realize like what we've accomplished because we're so busy doing the work.

Tyler Narducci:

Yeah.

Mike Mark:

But, in that first business, when did you start in like really ended up deciding that, Hey, this agency thing is for me.

[00:02:00] Tyler Narducci:

Yeah. So what's really cool about that, about my first business, my marketing agency. So we've our all, was that it was really born out of just a frustration of working for someone else, really. And…

Mike Mark:

What were you doing?

Tyler Narducci:

I had some terrible bosses, so I, right out of college, I was, I did, like four months flight attending. I worked at a bar. This was after I got my college degree because that's what every college graduate dreams of, right?

I ended up landing my first marketing gig, working for this company called dream water. It's like a little melatonin shot. And then after them, I worked for an energy shot company. So sleep shot and energy shot company doing like social media marketing. They're those kinds of companies that hire you because, Oh, you're a millennial, like you can do social media, right?

Mike Mark:

Yeah.

Tyler Narducci:

One of those types of jobs, right? And I realized pretty quickly while I was working for them, that I'm like, gosh, they know nothing, like, nothing about what I'm doing. And I'm just like, I'm thinking like I could do this, but times a [00:03:00] lot more, and I could help a lot more companies that are run by, you know, generations, well about beyond me that really have no clue what to do here, and, and have a much bigger impact. So I started, I realized at that point, you know, having that kind of bosses and realizing the value of what I brought to their company versus what I was being paid, like I was getting like 40K a year, as my starting salary. And I was like, this is just not happening.

So started, I decided to start taking on side clients, brought in like, you know, some really un, like clients that underpaid, like today, like it's what I joke I charged, you know, but I just wanted, I had a goal of at least make twice as much in retainer fees as you're getting paid in your salary, at least make which with 4, 40K wasn't whole lot.

So I got there and I did it through like, you know, three or four different clients. And so I felt really safe. And then I, I went to my boss, [00:04:00] I went to them, I didn't quit. I was like, I'm going to propose them to be my next mind, you know, my fifth client, right? And then I'm going to walk out. I'm going to give them all the work that I normally do.

Turn them into my fifth client and then we're off to the raises. It didn't work out so well, that, that didn't work out as well as I planned it to. They were pissed, they were prideful, they were, how could you be doing that? And they were, we need someone to have a butt in that chair because if you're not here in the office, then you're not really working.

That was how their brains work. So I, you know, and I literally offered them half of my salary in retainer form to, to just to do everything that I was already doing, but just wouldn't be in the office and they couldn't, couldn't do it. So I walked.

Mike Mark:

How crazy is that?

Tyler Narducci:

Insane. And they literally could have saved half of my salary, got everything that they were still getting from me and more, I was even stacking extra value, like offering them even more just to pay me half of my salary in a retainer form.

They couldn't, couldn't do it. They needed a butt on [00:05:00] a chair, and I walked out that day and kept growing.

Mike Mark:

So, initially those first two roles with the dream water and then the energy shot during, those were salaried roles, both of those?

Tyler Narducci:

Yeah.

Mike Mark:

Okay. So you were kind of like an in house marketer and then, then started doing this freelance thing.

And I feel like an interesting point where most people are going to get stuck is going from freelance to like real business. And so what happened there when you went out on your own? Like how long were you just like a glorified freelancer and then at what point did things start to really come to a head and then you make the shift into running like a business.

Tyler Narducci:

Years. It took me a while to figure that out, at like at least two years after I was, I was, you know, being that one man bands agency that just does it all, you know. And I would go and meet my clients. I was the account manager. I was the ad manager. I was learning [00:06:00] Facebook ads, learning, Google ads, learning, you know, graphic design.

I was learning it all so that I could write then deliberate to my clients. Also trying to pitch new clients. I was, it was just, it was a ton of work. But at that time, I mean, I valued my freedom so much that, you know, I was willing to put in that hustle and everything. And it wasn't until maybe two years after that, that I really kind of, the light bulb went off and I'm like, why am I doing this?

Like, why am I doing everything? Like I need a team. And I, and then I, once the, what, what really ignited Sobeviral into much, much more revenue and enabled me to scale much faster was partnering with contractors. That was really the linchpin.

Mike Mark:

Hmm. What, so what happened? Like, what was the moment when you were like, this sucks and I can't keep doing this. Do you remember it or does it…

Tyler Narducci:

Well, there was a, there was a few, I fired a few clients, just because, you know, you, you [00:07:00] take on.. The cheaper the client, the more of a pain in the ass, they typically are. It's always. And so when you're at that freelancer level and you're working with the cheaper clients that you let come in for like $1,500 a month, and you let them in for like a thousand dollars a month that, you know, and you're doing everything, they just use and abuse you.

And you know, I had a few of those texting me at like three in the morning and if they need something and then, and Oh God, and I was just like, I'm not, I'm not doing this anymore. So I was like, I'm gonna need to inc. First take a look at my prices. I need to charge what I was worth, because I also saw the value that I was providing to these clients was way above what I was charging them.

Like I was in their ads manager. Like I see the re the results that we're getting. And I, and I see what we're doing here. And I know what the value that I'm bringing to your, and it was kind of like this, this a moment where I'm like, well, wow, I get this once in the nine to five, right? Where I saw the value I was providing.

And [00:08:00] I got my exit strategy, build my client, started getting clients and then moved to this. And now I'm kind of doing it again. Like here I am providing all this value and undercharging for my services. And so I was like, you know, I started looking at, you know, where my prices should be. And then, with fixing my prices, enabled me to hire contractors to then take those accounts for me. And I was able to then shift my focus from fulfillment to sales, which really helps a lot at that point.

Mike Mark:

Okay. That makes sense. Did you also notice like a common trend among the clients that you were able to get really good results for? And if you did, what was the trend that you picked up on, besides from higher prices? Because I know you mentioned that one.

Tyler Narducci:

Yeah, yeah. No, that, so the trend, the clients that we were able to get really good results for, there's a lot of personality involved, honestly. Like I talked to the DFY agency members about this all the time [00:09:00] that when you're on sales calls, like, it's not about just like selling to anyone who will buy from you.

You really want to suss out, like who's going to be a good client for you as well, because there are some, you know, I call them the agency hoppers. People that dive into an agency, get services for like a month or two, you know, leave the contract, hanging, go hop to another person, see if they'll do it cheaper.

Like, and they've just, there's some really bad fits out there. So the clients, first of all, that we had a really good, really good success with are the people that, you know, believed in the service. So you didn't have to convince them that Facebook ads work, right? They know, they know Facebook ads work, but they know that they're not doing it the right way, the right way themselves, or that they had a bad experience with someone else.

And so the ones that, you know, worked well where they had, the right personality type, like they were a good client persona but they also believed in the service, they just needed to be sold on us as the provider. And then with that autonomy, that, [00:10:00] that, that, that gave us really as the service provider that enables you to then have a successful client relationship.

Mike Mark:

Interesting. That's an interesting distinction to, they go from like where you have to convince someone the value of your service, as opposed to share with someone, what is compelling and different about you, when they already value the service, it's just a matter of which service provider. So like in the, the, levels of awareness. There they're more solution aware as opposed to just problem aware is what I heard you say.

And then, then by being able to shift into that solution aware, and then it gets down to like offer and the actual provider awareness that they need to get to. That's a, it's interesting. It's a subtle one and it's sometimes hard because like when you're talking to the person, they all look and sound the same until you pick up on the subtle nuances of the difference.

And it's so easy when you first get in the game, it's like, [00:11:00] you just need money at all costs. And so you'll take on all those people and then it really ends up stunting your growth. And, and it's not until people will have that realization that like, okay, cool, they can search…

Tyler Narducci:

You can tell, you can tell a lot by getting in and out account and doing an ad account audit. Some of the things that you see in there are just, it's just, it's sad. Like it's really depressing. Like you, they say they'd been doing Facebook ads, but really they were just boosting posts or they had another agency before that, and I've seen it so bad before with other, you know, other providers that they will name the ad sets a different interests thing, different interests, and then you get in them and they're just doing retargeting.

So that their numbers looked good, but they actually weren't even spending money on prospecting. They were just doing retargeting and like lying in the ad set titles because their client didn't fully understand. So there's so much mystery, it's shady, right? So there's so much mistrust in the industry, right?

And so where [00:12:00] you have those best clients are the people who understand the value that, that the service itself can be for their, for their business, and just they're looking for the right fit, the right provider that's gonna be able to, you know, really get the results that they're after.

Mike Mark:

Yup. Yup. That makes sense. And then, so as you transitioned from the glorified freelancer agency into having a team, you said getting contractors. But what did he mean by that? Was that fulfillment contractors? Did you get contractors in terms of VAs? Like who did you bring on board? And then did you have any failures with the people that you did bring on board and did it take a few tries or what, what did that process look like?

Tyler Narducci:

Oh yeah. Oh yeah. I. Yeah, that has been, some, some of the greatest hits, in the Sobeviral journey has been, in the beginning of hiring contractors and, go in with a bad one. The worst thing that you want to do and agency owners, that are watching this and he lifts the end of this, [00:13:00] listen up. One of the worst things that you can do is focused solely on lead gen. Get an awesome lead. Close them and then scramble to find someone to actually fulfill on what you've promised in that sales process. That is a nightmare scenario, and it will come back to haunt you because what will happen then it's, you'll scramble and you can find contractors everywhere. You can find them in Facebook groups, you can find them online all the time.

And everyone's got screenshots of their amazing success that they'd had in the past, right? But, you know, screenshots can be bias, right? And, you know, I found myself, you know, I've done a lot of trial and error as I grew Sobeviral. And I found myself in this situation hired, you know, you know, two contractors.

They got in new account and, they just ran it into the ground within sixty days. And it was just like a complete dumpster fire. And, you know, at that time, in that specific situation, they weren't also doing account management, like they were contracting just for the ads management. So I am the [00:14:00] face. I am the responsibility. I have to explain everything. They get their fee and gets a walk with no, you know what I mean? So it was just like, totally learn that lesson the hard way, right? And so, you know, you always want, and I, I teach my DFY agency, program members is the first step is finding your team running good contractors that you know, can produce that, you know, can fulfill, at high levels that can give you case studies, right?

Because like, if you get a team,you get case studies. Now you have more authority even in your sales process. And if they can fill out high levels, you have that competence in the sales process and you won't have to worry about getting burned when they actually start. So, you know, don't scramble to find your contractors after you have the lead, like have them in place then really go in on your lead gen. It's a huge part of the process.

Mike Mark:

Makes sense. So once you put the contractors in place, you started focusing on sales. What was sort of the before and after there? [00:15:00] What, what happened?

Tyler Narducci:

Yeah, so, so once I was able to take, you know, my day to day time out of ads manager, it freed me up to do so much. It freed me up to, you know, work on, my pricing, my offers, services that I wanted to offer.

What, getting more case studies, partnering with more contractors like, the operations really, building out the business, right? Because at that stage, you know, you go from you're going from a one man band to an actual business. There's so many things that are in place. And then I think the biggest, the biggest transformational thing that happened at this point was building out a SOPs.
So building out standard operating procedures, because up to this point, you're just flying by your seat. You're doing everything as it comes in, and there's no process for anything. And so as you start seeing these repetitive tasks, start documenting how it's done so that you can then hand that in to contractors and have them take the, take that process on, [00:16:00] take that process on a, and that's what it enabled it to grow a lot faster, but that's really what was happening in that phase.

Mike Mark:

So what, what was the thing that helped you become a good operator? Because interestingly, like I have to give you kudos, you know, like there's no way that we could have scaled as fast as we did, if you weren't a good operator, you really are a great operator, especially compared to a lot of the people that we see behind the scenes.

So like what, what was one or two of the kind of main tools or, you know, maybe it's a book, maybe it's just a, something that you had learned in idea, but like, what are those things that you feel like make you particularly good at operating?

Tyler Narducci:

So I think, I think, adaptability, right? So not really, you know, growing a business and growing it really quickly, you have to constantly be okay with not knowing what's coming next, not [00:17:00] knowing how to solve the next problem, but knowing that someone else does being able to be resourceful, find that person that does, and then trust them with, with the answer, right? Like I, I've worked with many agency owners that have, you know, they're starting out brand new.

They don't know what they're talking about, but they're sure of their answer. And that, I think that, you know, that mental block stops a lot of people from growth. You know, maybe it's pride, maybe whatever, but just get putting, getting, stepping out of your own process and, or your own way, I guess. and letting you know your team, which we already talked about is so critical.

Because with the team, I always brought in contractors that were smarter than me and better than me at the thing that I brought them in for. If I'm bringing in a Facebook ads guy, he better be four times as good as Facebook ads than me then instantly doubles my business up. Same thing with every, [00:18:00] every person I've ever brought into my team, they're smarter than me or better, better than me at something that I'm bringing them in for.

And what that does is it collectively levels the business up, we all learn from that person about their, their, you know, their strengths, then we all grow. So, I've never brought in someone and then worked over time to teach them how to do something. It's been the other way around, in most cases. And I think that has really, really made a big difference.

Mike Mark:

There's one thing I do want to highlight for anyone watching this. So if you're watching this and you're hearing what Tyler is saying, and tell me if you agree or disagree with this, I'd be curious, but I want to make this as like a caveat emptor for someone out there right now, that's listening to this and thinking.

Oh, wow. I just need to hire people that are smarter than me. Therefore, I don't actually need to know how to do the thing. You knew how to do it, but you knew, well, someone else was better at doing menu and you didn't just go hire it out so that you didn't have to learn how to do it.

Tyler Narducci:

Right, right, right. [00:19:00] No, everything that I hired out, I had already done myself many times over and knew a baseline of it, right? So, I didn't go straight to, so that's and that's beauty of the path of freelancer one man band to successful agency, right? Is you learn all of these things, right? You know, when people want to have a sales closer, you know, I, in my elite program, You know, you get a sales closer, but you don't get them right away.

You have to take your own calls first. And there's a very important reason for that. And it's, you have to learn who you're selling to. You have to learn your product. You have to learn your markets, learn your industry. These are very critical things in order to be able to manage someone else successfully.

So even though, you know, a closer may be more highly skilled at sales, than me, I knew the product better and what they're selling better and the business better. So ordinary, I marry my knowledge of the business and the [00:20:00] product with their experience in sales. And you have a winning partnership.

Mike Mark:

Yup. Yup. Yeah. And, and you knew your market, you, you intimately understood your market and like from all ends from the beginning, middle and end, you know, when they're a prospect to lead to then sale to then, coming on board so when you have that intimate understanding of their emotions throughout the entire journey of working with you.

Tyler Narducci:

Yeah.

Mike Mark:

It's a big difference. But yeah, I wanted to highlight that because it's very easy for someone watching this to draw the conclusion that, Oh, the secret to getting far fast is to hire it out as quickly as possible and not doing it myself. And if you do that, you'll literally crash and burn. And that's like, those are really bad operators.

Almost every time we deal with them and they try and come to us being like, Hey, we want to do this. We, for the most part, we'll turn them down because it's just like, you don't understand, you don't have the grip on your business that you need to in order to have the control.

Tyler Narducci:

That's so true. And it honestly, what that boils down to is just, there's no easy way out [00:21:00] to success.

It isn't easy. Success is not something that you just wake up one day and purchase from somebody. You don't buy success. You have, if you want your business to be successful, you have to get in the mud, learn the processes that you can have, you know, in the Done For You agency program, you know, we install these three awesome systems that crank out leads, give them the contractors and even, and give them really great sales, training and a closer.

But even with those amazing pillars in place, if you're not a great operator, like you're saying, if you're not going to take the time to really understand your business and, and get in the mud and, you know, manage the processes, they don't manage themselves. You have to be the CEO, right? Either going to be the, the, the, the, everything, or you're going to be the boss, but the boss isn't sleeping all day.

Like the boss is managing the systems, knows the process, like the back of their hand. And that's what makes a successful agency or a potential business general.

Mike Mark:

Yep. That makes sense. Cool. And then, so [00:22:00] once you started to get the contractors in place, you started to focus on sales then, like where were you, what was the revenue level that you tapped out at as the freelancer? Then what was the revenue level you tapped out at you know, when it came time to start to get these contractors in place?

Tyler Narducci:

Wouldn't that be the same level? Hello, I cat's out at, I needed to bring in contractors, it's the same level, right?

Mike Mark:

Yeah. So what I'm asking is when you tapped out at freelancer and then to like, fulfillment's only going to get you so far, right? So when you bring in the contractors on fulfillment, where did they, like, what was that next ceiling that you hit? Does that make sense?

Tyler Narducci:

Yeah, so my, my own capacity, like doing everything myself was about $3,000 a month, is where I kept out like I just, you know, I couldn't take on any more clients because I was totally kept out. Bringing in contractors allowed me to scale, more than twice that, cause I, they were taking on the clients at that [00:23:00] point.

So, you know, it immediately doubled my capacity, as a business owner. And I mean that, wasn't just the ceiling, the doubling that could have gone a lot, a lot more, did go a lot more, but that's just where it went in a shorter period of time. But you can always continue to hire contractors.

That's another thing, when you hire your contractors, you have to make sure that they have capacity cause oftentimes contractors, I mean all, all contractors have their own capacity, right? So if you're hiring specifically for that, then that's a really, that's something that you really have to dig down in, in the contractor, hiring processes, make sure that they have, the hours the, and connect him, manage the accounts. Cause I've run into that problem too. I've hired a contractor that didn't have much capacity. And that was, that was frustrating.

Mike Mark:

Yeah. I mean, feel like they finally got here relief only to find out…

Tyler Narducci:

another one. Yeah.

Mike Mark:

So then from that point, you've kind of figured this out and then you decided, hey, let me start to help other people do the same thing that I've more or less gone through [00:24:00] from being a guy working at a nine to five, to being a freelancer then to having basically a seven figure business that's specializing in ad agency world.
And then, then you said, okay, let's take this and teach this. And then this is where things really got fun because, you know, you went from the zero to about a million a year in terms of your run rate inside of three to four months, what, what happened there? Like how, how did that happen? What's your perspective on it?

Tyler Narducci:

What happened there was, so I think a lot of, a lot of the stars aligned, for that, honestly, and I like, there's a lot of credit to give out, where it's due, really. First and foremost, hot shout out my, my program manager, Jane, she's like the backbone of my whole program. She does so much. And then I was able to grow really fast with her assistance.

But, you know, beyond that, I, like you said, you [00:25:00] mentioned earlier. I knew my product really well. So I had lived for the last four years prior to starting this program. The experience of my clients like myself lived it. I knew the words they spoke. I knew the terms that they used. I knew the problems that they faced.

I knew the questions that they had, and all the struggles. I knew it all. So, you know, when I, when I talked to my members, I, one of the big thing I always drill down is know your niche, know, your niche. For this program, the niche is agencies and helping agencies and I just, I lived in that experience fully.

So in my marketing, it's spoke really well to my audience. And you know, the path, the program itself that I put together solves all the problems and the pain points that, that they have, or a lot of the main ones that they have. And so it worked really well cause I lived at basically.

Mike Mark:

Makes sense. Yeah, and I think, you know, the, the offer works really [00:26:00] great. Like the, you know, as much as sometimes we want to take credit for like the sales reps being amazing and what not, it doesn't matter. You can put a sales rep on a shitty offer and he can't sell anything. So a big component of when something works like this, it's because we got the right offer, you got the right message, you know, your audience, and you're able to line up all of those things.

And that's, I mean, definitely in my experiencing what it was, it's like the right offer just flies and it sells like hotcakes. Whereas the, when someone's off like slightly off with their message market alignment, there's so much more work to get them close.

And it's, it's really interesting to see that difference. And I think that like the way you had designed and drill down your offer, a lot of it comes from knowing your audience. But a lot of it comes from hiring people smarter than you. And that combination kind of really, I think set the stage for it to [00:27:00] go so fast.

Tyler Narducci:

Yeah. I mean, I honestly, people ask me like, Oh, you know, how did you, how did you put together the program? Or like, how did it, how did it come to be and everything, and, you know, I literally, so, I had, I actually, no one really knows this. I had a failed course that came out before this program, learned so much from it.

And it's really cool because it kind of goes along with what we're talking about, which I learned the hard way and got into it, got involved, what failure feels like and what, you know, what mistakes not to make. You know, I tried to drop a Facebook ads course, unsuccessfully like two years ago. And it just totally fucked. And I learned so much from it. I learned a lot and I, after that experience, I was like, you know, why don't you focus on what you do know? I was like, Oh, duh, I just had like this like, aha moment, like, Oh, you do know agencies, like, why are you trying to do Facebook ads? So I had this revelation and then I, then I sat down.

I said, what, what would I have [00:28:00] needed five years ago? What program would have allowed me to rapidly grow, and all the things that I needed. And that's how I, you know, literally built the three pillars and the program and, and, the services that we offer basically.

Mike Mark:

Makes sense. And then, so as you're scaling and you're scaling so fast, like just for anyone watching, so you understand context and history, what was it? It was March, February of 2019 that we started working together, right?

Tyler Narducci:

February. Yeah. And I think at the very end, so it was starting in March, but yeah.

Mike Mark:

Yeah, it was like February 22nd. I think if I actually remember the right day, but, something like that. And then, so we started working together in February. By that point, you, well, you had hired a sales agency or what someone proclaimed was a sales agency. I think that's, being a little generous with what they were doing. But you had hired someone to help you with the sales at least one, right? And that didn't fully [00:29:00] work. You had sold, how much of the offer had you sold beforehand?

Tyler Narducci:

Hmm, I think we were at like maybe, we're at like 30K months. At that stage?

Mike Mark:

I don't think so. I think if I remember you did 15 grand in December or something like that, and then.

Tyler Narducci:

That was then, but like, February, I think itself was 3K.

Mike Mark:

You did thirty?.

Tyler Narducci:

Yeah.

Mike Mark:

Okay. And then, so then we got the sales reps on, and then now here we are..

Tyler Narducci:

…close to their ethic, but the close rate was just a Bismal. At that time, I would kill to have bleeds that cost of what we had a pipeline that was just, for the pipeline that we had, the, that revenue was just like horrible.

Mike Mark:

30,000?

Tyler Narducci:

Yeah. Yeah.

Mike Mark:

Who did the sales at that time, was that you?

Tyler Narducci:

So I had hired someone, directly to, to take the sales calls. And then I, I unsuccessfully hired a few different people for the program to try.

And, you [00:30:00] know, I went kind of against what I said earlier, which was hire someone, and. I tried to like train them on how to do the sales calls cause I had been doing the sales calls before. Again, I, you know, I had experienced in this, I knew what to expect, so I get to kind of coach them on that. But you know, at the end of the day, I'm not a sales coach, right?

Like that, like, I'm, I'm really great at really agencies. I'm not the best at coaching salespeople. So I found myself trying to do something that I really wasn't equipped to do. And it just didn't, it didn't work well. But the, the offer was, the offer was good, the pipeline was there, the other pieces are all there, but, it, we were just like this sales bottleneck really.

Mike Mark:

Yup. And then, so, so from there to fast forward now to give the listeners context, basically late in June, what was it? It was three, three what, 365 or something like that? More?

Tyler Narducci:

No, [00:31:00] you're talking about last month?

Mike Mark:

Yeah, last month.

Tyler Narducci:

No, it was just over three, just over 3. And we're pacing for, just about four this month.

Mike Mark:

So pretty much between like a $4 to $5 million run rate right now.

Tyler Narducci:

Yeah. Damnit.

Mike Mark:

Which is insane. I mean, like in that course of a year to a little over a year, a year and three months to go that, like at that scale people. For the average person, they think like that's not even possible. You know, and then, but this, it really is what happens when you get the right sales reps on the right offer with the right systems to scale.

Like everything can just go at such as work speed. And I mean, granted, you paid all your dues and you learned a lot of stuff the hard way upfront. So this is really like when you see someone do it this fast it's because it's an amalgamation, all of the previous experiences combined as well.

Tyler Narducci:

I think another, another, like a little indicator that's really cool. It's, [00:32:00] it's, it just feels really cool. It's, I happens on almost every re every closer that I bring on to the program, they end up wanting to do the program and they start doing the program themselves because they, they love the, they end up loving the product so much that they ended up, starting their own agencies as well, which I think is just, it's so cool because it just shows the, you know, the success of the product and they, the, the, faith and trust that they have, you know, in it themselves. Cause you know, I've, I've brought on closers that have worked in other, that have left other offers because they just really didn't believe any offer. And they couldn't sell it, you know, because they didn't, they didn't like the experience, but mine it's the complete opposite.

They all are starting eight, the bank sales guy, they're all starting their own agencies, which is really cool.

Mike Mark:

Yeah. Yeah. And I think that also goes down to like, when you get the offer, right, you know, you can say, say the offer in front of people. And then it's like, okay, I got to talk to you about that. If [00:33:00] you get a good offer people, like, I, I need to talk to you about that.

And, you know, so that's, what's happening to that. That's, that's really cool. So what happened being like in the second go round where you know, oftentimes it's easy to not learn as much from success because for the most part, it's been a lot easier than the initial, like false starts or like ceilings that you hit and whatnot.

But if you were to really like unpack the, the major ahas from this go round, like what have been the big takeaways or the things that you felt like you really leveled up as an operator?

Tyler Narducci:

You know, it's, it's definitely about bringing in the right people. I mean, I, I said that in the beginning, but it's, it's still about that, you know, even from, you know, a $30,000 company to a, you know, 4 million, $5 million run rate, it's still, it's still about, bringing in the right people, [00:34:00] for the job.

And it's really, because there are so many programs out there and there are so many offers and that people are just like, you know, almost numb to so many different offers in the same space that you really have to do something to stand out and really show your clients that you care. And that you're really truly invested in their success, right?

So like for example, you know, I have a coaching call with all my middle tier and top tier program members every Tuesday. And, I, you know, it's supposed to be an hour, but it's been going like, well past two hours and I'm not going to hop off there if there's still somebody on there that needs some help, like in, they noticed that I noticed that.

And, and they'll, you know, the level of attentiveness for all of our clients is, you know, is really high. We don't, they're and they're surprised by that because they've often come from another program that was like nine 99 or nine 97 buy now and then, you know, we'll never see you again. And so it's a, it's a different experience really, because we're, we're really invested in their success. And [00:35:00] like, we like to see, you know, the systems that we put in place come to fruition and, and do really well for them.

Mike Mark:

Okay. Carlos asked a question, Carlos, if you're still on with us, I, can you, I don't understand the question. I'm sorry. It says how to apply our own marketing for grow the agency.

Tyler Narducci:

Like how do you get the marketing for your own agency?

Mike Mark:

I don't know. I don't know. So Carlos, if you could clarify your question, that would be super helpful. And then that way we can make sure to answer it for you. I think the overall and like, there's a lot of stuff that I, you know, I have kind of kid with you about, but like, we haven't tapped into certain media channels yet we haven't done any sort of backend offer structures, really.

Like you're just now starting to formulate it. And, you know, there's a whole set of other things that we can do in terms of like geometric expansions on it.

Tyler Narducci:

Yes, they're in progress. They're all in progress. I [00:36:00] swear.

Mike Mark:

Bad time. Bad time.

Tyler Narducci:

I know, right. It's only taken a year, but when you look at how fast everything else has grown, it's like yeah. Makes sense.

Mike Mark:

And then, yeah, I think too, like sometimes, sometimes when you get to the level that you're experiencing right now, it's like, you never imagined that you would be at this point in this short of time frame.

Tyler Narducci:

Told me, here's the, here's the cool thing. So like, I, I'm a, definitely a lot more of a mindset guy than you are. Like, I totally am a believer in it. And then, and then, I'll have my own mindset routine. I talked to my own members about it and everything. And I remember, when we first started working together back in February of 2019, and you, you were like, Oh yeah, you're looking at this and you're like, yeah, we could have this at 250K months easy. Yeah, for sure.

And I, and I was looking at you and like you said, like you didn't, you don't really believe it and I'm looking at you, I'm like, Hmm. Really? Like you think so? really? Like, and I'm like I wanted to believe it, [00:37:00] but at the end time, like, yeah, you're almost even skeptical of like your own potential, at those, at those early stages, which you shouldn't be. And that's the lesson you should take away from this little side bit.

Mike Mark:

Yeah. And I think, I mean, it's interesting, right? Where, I feel like with a lot of the clients that we're working with, they've talked to a lot of salespeople and don't salespeople oftentimes talk a good game, which is fair, but like in the, in this situation when, when we're looking at it, like, I don't know, it's just, we do this so much. I look at it as scaling a business as opposed to sales, you know? And so it's like the pieces you had in place. It was like, Oh, okay. Yeah, this is easy. And then, but the crazy part is like, because you had never thought that it would hit this level in this timeframe, then it's like, now you have to almost get reacclimated to like, shit, what are my, what are my goals now?

Tyler Narducci:

Yeah.

Mike Mark:

Now, what am I shooting for? What, what is the next level? Cause even then I couldn't conceive this level. How do I conceive what the next level is? And [00:38:00] it's like, that whole set of problems is really.

Tyler Narducci:

Absolutely. It's definitely, it's honestly, even now it's, it's like a month to month thought process, like cause every month beats, it's typically right now it's beating the last month. And so it's just like, okay, you know, what are the levers that you can pull to continue to scale? Which is like more ad spend, more bookings, you know, more team members. You know, at all at the same time, you're, you're never not working on the business too, right?

So the product that we have today, the DFY Agency Program today is not the Done For You agency program that launched in 2019. Like it is evolved and grown. The training has changed the so many things that changed. So you're working on improving the actual product itself and also trying to scale the product itself all at the same time.

So there's, there's a lot of things going on that kind of goes back to the operator, right? That all that doesn't happen without the operator doing it. It doesn't happen on autopilot. The product doesn't get better. The end, the end, the [00:39:00] sales don't scale, without an operator, actively making those things happen and making sure that they don't go off the rails.

Mike Mark:

Yup. And the thing is you could take time off if you wanted to. And I mean, you ha you, you went to Australia and like basically were off the grid for the most part for a week, two weeks in Australia. And you've been able to take the time off. But it's true. Like anytime you take the time off, you're good and a sacrifice, a little bit of the edge that you could push out of your team and the ads that you can push out of the machine if you're there forcing the additional results, it still can grow without you. But there is a sacrifice of edge, you know,

Tyler Narducci:

For sure, for sure. I even, like, I just recently removed myself from another part of the process and, and, and just that, you know, that one little step alone has allowed me to now rework, on my offer again and rework on another things.

And so it's, it's constantly, I think at this stage, it's about looking at [00:40:00] literally the hours in the day that you spend and what you're spending your time on and what can you delegate and then what can you do with that time instead? That's going to push the game forward.

Mike Mark:

Yup. Yup. And it's really interesting like I think they get to seven figures. Most people know all the things to do. You know what I mean? Like you kind of know everything that you need to do in order to scale to seven figures for the most part, right? You get your messaging dialed in and you get your PR your predictable lead generation and scalable lead generation in place.

You get your product built and consistently delivered, and then you, you get your sales handed off and consistently going without you. And then at that point, like that's basically all you really need to hit it, right? Then the crazy part though is then,to push to like pass. I think there's a moment at like 250 to 400, 500 grand a month, that once you start getting into territory out there [00:41:00] for the, like, most operators can't even conceive what the hell they need to be doing at the spaces.

Tyler Narducci:

Yeah. Yeah.

No, I totally know what you mean. And honestly, for me, it's just like, like I had a, I had a team meeting, so we do our internal meetings every Monday.

And they're growing because we keep bringing in more people and like, I was, I was having dinner with my friends, socially distance of course, yeah, last week. And I was telling him, I was like, you know, talking about the business and how much it's grown and everything. And I was like, there was definitely a moment where like, I'm looking around this internal zoom call and I'm looking at all of the people on my team and I'm like, shit, like these are all people that are working now for Sobeviral, this little company that started because I hated working for somebody else and being, you know, getting, getting in trouble for walking in the door, five minutes late and everything, you know? And so it went from this little, you know, I'm going to do my own thing [00:42:00] and, and, and really believing myself and putting in the work to where it is now, where I have like this whole team everyone's talking and explaining, you know, their, their roles and there expertise.

And it's just like one of those, like pinch yourself moments, like, this is real. This is happening. Okay. Stay focused kind of thing.
Mike Mark:

Yeah. That's really cool. That's a, it's a really wild feeling too cause then you, you know, when you especially consider, like all these people are paying their rent, they're feeding their, their kids. They're like all the things that are happening as a result of the ecosystem that's growing, it's really pretty mind boggling to see.

Tyler Narducci:

I'm like the youngest by like 10 years which is the funniest part.

Mike Mark:

We had, we had a moment recently where it was like I came in back from, when we took off with Mia and it was like, who's so, and so, they're like, Oh yeah, we hired her.

You, yeah. She's, she's doing this department. I'm like, Oh, that's cool. No big deal.

Tyler Narducci:

Great.

[00:43:00] Mike Mark:

Yeah, it was pretty weird, but, and that's, that's a new one for me. I haven't, haven't ever experienced that one but it's wild. And I guess for you, I think one thing that I would like to go in on before we wrap up is there's something unique about your culture, for sure. I think that, you know, like we have a belief that the fish rots from its head, right? So that the, the, the leader determines if it's gonna succeed or failure, the leader determines the culture, the, the like, every thing, culturally, principally and value wise about the organization emanates from that fingerprint or thumb print of the founder.

So, what are you doing consciously and sometimes, maybe even unconsciously, what are you doing to engineer that culture? What values are you establishing across the team? What are, how are you uniting them? And like, how are you developing that vibe?

Tyler Narducci:

Yeah, so, well, it starts, it starts at the [00:44:00] hiring process, right? So there, there is a natural culture fit to start with, right? So, I believe that you, you can't just bring in anybody and then make them a culture fit through the vibes or through training. Like they're either a culture fit from day one, or they're not. Then after you get past that and they're in, then they can become an even better culture fit than they already were from day one.

They need to be kind of a culture fit from day one. And, and we were really fun team, and, and, and, everyone is so supportive and helpful, right? Like I have, you know, members of my sales team that will take, you know, a follow up call for another member, help them close a deal that they're not going to get a penny on, just so that they can help them, you know, bring it across the line and help the help the company, help them.

That's the level of camaradie that my team now has, and there's never a wind that goes unnoticed or unannounced. And so everyone is waiting to announce [00:45:00] their next biggest win, right? So, you know, whether it's, you know, on the operations side where our wins are, our client wins. You know, those are the ones that I get to announce that I get, I get my, my positive bias terms.

I'll let the whole team know, hey, our client just did 45K in 45 days for their agency and they didn't spend a penny on Facebook ads. Then like the whole team will go crazy cause it's their successes, it really energizes us. And that's, those are the wins I had to put in. You know, Jane, our elite success manager, she gets to put in, wins that, you know, she hears directly from our elite clients because she often hears them before I do.

So she gets to share those with the, with the team. And then obviously the sales, all of their, all of their wins that they, when they close deals, they share those. And so everyone is just waiting really for that next win to share with the team. And then it's just like a mean, mean Fest or Jiff Fest? Gift?

Mike Mark:

Yeah. Yeah.

Tyler Narducci:

It's like a gift fest. And like everyone has like million gifts ready to go for when a deal is closed or a client has [00:46:00] success or whatever. And so there's just tons of positive energy, and reinforcement and camaradie. And when, if you're new and you come in, that's the first thing that new people to my team tell me, they're like, Holy crap. Like your team is amazing. Everyone is so supportive. Like I, you know, I just got a call from so-and-so to help me make sure I nailed this to make sure that it works. They took time out of their day to help me. I'm like, yeah, that's, that's the team you're on. So it, it builds upon itself kind of.

Mike Mark:

Yeah, it's interesting too, right? Because like, when you design that a lot of the times, like when someone's talking to us and they haven't worked with us before they have questions about like, well, how do I know that the closer's gonna stick with me? And it's like, well, you don't right? That's literally why you have to engineer culture because you have to make it to where, like, where else can they meet these needs?

And I think that's something that you've done really well. And I, I'm happy that you shared the idea of like a wind never goes unnoticed. Well, the amount of positive reinforcement in that like [00:47:00] positive feedback loop, then, then you get addicted to sharing your wins. I mean, effect of sharing the wins, the laughter and then kind of the joy of everybody putting their funny gifts in and as well, like that's real and that's really powerful.

And then it makes people addicted to performing in their role, right? And so like, they get obsessed with their performance and that's all they're thinking about is performing and looking at other people performing. And it just rubs off in this like really contagious way. And like even our team, like, cause, cause we'll see that the gifts and we'll see some of the stuff and like our team's noticing it and saying like, dang Tyler's, Tyler's channels popping off. Like…

Tyler Narducci:

I'm like, I'm like, 11:00 PM on a Sunday when like, you know, no, like no one's required to put, you know, at that time you're totally, you know, whatever, but they like Sunday night, Sunday, night clothes there and everyone's going crazy. Like it's, it's, it's a really cool, a really cool thing. I think you're right.

There is a [00:48:00] level of like endorphins, literally that get released when you have all of your team also cheering you on and, and having that, that positive feedback loop that it does becomes winning becomes addictive.

Mike Mark:

Yes. Yep. Yep. That's cool. So if someone wants to learn more about Done For You agency or going about, you know, getting something where they take themselves from, if maybe they have an agency and they want to figure out how to scale it better, or if they're in a situation where they are, maybe like you where you're at the nine to five and your bosses nagging you for coming in five minutes late. And they think an agency might be a good route. Where can they find you? Where can they check out more about the program and how it all works?

Tyler Narducci:

For sure. So, sobeviral.com, S O B E V I R A L.com/application. On that page, you'll have a whole explainer video where I go through, you know, exactly how the program works. The four pillars. We [00:49:00] build your team for you. We give you a expert, contractors. It give you case studies from day one so that you're not a, you know, that beginner that wants to hit their first client. You have a team, a pro is ready to go with case studies.

Then you get a lead generating system. We pump out high ticket leads, and then you get the best sales, coaching, in the world and eventually a closer, from the best team in the world. So it's a, it's a rock solid program and you can find out more about it on sobeviral.com/application.

Mike Mark:

Awesome. Well, this has been fun. Thanks for taking the time out. And, I hope if you guys, just so you know, if you're watching this, you're catching the replay. If you had any questions or if there's anything you want to ask asset in the comments, we'll come back and make sure you get it all answered.

If I can't answer it, I'll tag Tyler. We'll just make sure that you guys get your questions answered. Hope you guys enjoyed this. And Tyler, it's just been super fun watching the whole journey and like being able to play a small role in it. So.

[00:50:00] Tyler Narducci:

Yeah. Imagine, imagine what our next podcast episode is going to look like. Let's do another one in six months and see where

Mike Mark:

We'll do. We can.

Tyler Narducci:

Yeah, exactly. All right.