 Awesome. So we got another student here from WFA who's absolutely crushing it in the same industry as us, which absolutely love and he's absolutely rocking these guys. So why don't you go ahead and introduce yourself and then we'll dive in. Hey, Eric Askin, I'm in South Carolina and Charlotte, North Carolina, just on the border there. And so let's see, I've been in WFA for almost two years now, and kind of ups and downs because of my background. But yeah, I just, that's me, Eric Askin. Awesome. Awesome. So, yes, I mean, you've been in WFA for two years. And I know you didn't start in personal injury. Which, which market did you start in like the first, the first bit when you were in WFA? Yeah, so that was part of the problem, I think is, is I went in and I was just like, I'll do anything for anybody. I just want to figure out how to make this work, right? Because I've been in software software development and the kind of agile framework and project managing those things and selling those things. So this was intriguing to me and I was like, I want something that's not so difficult to do, right? And projects, software projects are just a pain to run because things break and there's glitches and you got to run those down and figure them out. And so I got into this to say what, you know, but then when I got into it, I was like, I'll do anything for anybody. And goodness, yeah, I was, I had people in every niche. I had, I've got, let's see, I started out as like massage therapist, financial advisor, a tree service company, commercial cleaning company, a computer repair guy in town. And it was like, you can't effectively market that for everybody because you have to learn what it's going to take for every single one. And so because I was struggling with that, I had those clients and I was producing leads for them, but I had this, you know, big software project come along and I just kind of said, I can't do this and this. And so I'd, you know, anyway, that software project has come to a close. And then all of a sudden there's this sales challenge that popped up. What was like September of last year. Yeah. Yeah, like four or four or five months ago. Yeah. And yes, I mean, with that, like, I mean, so it's obviously we ran that the whole idea that for those who don't know is was really just to help folks drive more sales, you know, put some accountability, put them a little bit of fire under the butt, you know, a little bit of that. I, so I mean, when you saw the sales challenge when you joined it, you know, what was like the reset and mindset that you're going in with was it just like, well, I'm just going to follow this thing and see what it does or I think it was one of the first, well, I knew from previous experience that I was going to have to figure out a niche that I could work in. And just master that niche and spend, you know, 3060 days working that niche to figure it out, you know, fully so that I knew what I could, you know, I knew I could work with that one. And so I think that was the first thing one of the videos or trainings or maybe it was even a call, I'm not sure what it was, but you're like, you know, you got to figure out which niche is for you. And there was a whole list of all these niches that work really easily. Right. So it was like, well, I've got a friend that is a personal injury attorney. And so I started picking his brain a little bit and to the point where he's like, dude, don't call me right now. I'm busy with, you know, with with legal stuff and depositions and plaintiffs and dealing with, you know, so I can't, you know, and so I was like, all right, sorry, sorry, sorry. But anyway, he and I have got a good relationship anyway so I was able to kind of get some of that information and ask him some of those questions and learn a good bit. And also, you know, just watching YouTube videos about it because, you know, attorneys have YouTube channels and so they're out there. And so you learn the lingo anyway. So that's what, once I jumped into the sales challenge and picked that niche. I was able to kind of aim and focus on just that. From there it's easy, right from there, you just follow the prospecting and the process and set your mindset to I'm going to do this same thing every day. And, you know, and it's from there it's just it seems monotonous, but yeah, the payoff, you know, four months later, you know where I am today. You know, I'm at that point where, you know, initially I was like, I need I want to grow this part of the business to 10 to $15,000 a month. And now I'm there. So it's pretty cool. And so I think you had some relative delay in getting that first client, almost the same as as as George which we did an interview with for the folks on the YouTube channel didn't interview with them a couple weeks ago. And I think you guys both had the same like delay in getting that first client going. I think at least it was what it was like near the end of the sales challenges when it kind of snowballed for you and just the floodgates open right right and I don't know why that was for me, other than maybe I didn't have my offer dialed in. Most likely it was I didn't have my conversation and sales process down because I was, you know, I was again trying to just take on anybody that would let me run their ads for them. And I think the mindset changed in that, hey, I can do this, whether you want to or not right, whether the client wants to or not. I can manage these ads and help them get more leads, more prospects, but once I've basically said, I don't care whether or not you come, you know, as a client, if you come on board. And once that kind of shifted my mindset to, I can do this is just, you know, whether they they want to commit to it or not. So I almost said to, you know, I don't say this to my to my salespeople or while I'm talking to my potential clients, but the attitude is they can say no, and it doesn't bother me at all. You know, because if they say no, then that's they don't really want more prospects they don't have the bandwidth and they don't want to take the time to get them right so some of some people are going to say no so forget it. But if I get on, I've got this down if I get on the phone with somebody and do a demo. 30% of the time I'm going to close so if I talk to three people I got one. Right. So I just need to talk to three people a week. And that's just one more client every week. It's a that's a big one to really nail down in your head is like they I mean a being okay with the no there's so many folks that aren't okay with the no. But it's I mean it's a natural thing with sales with sales you're going to get knows with with anything you're going to get knows whether whether it's the dating market or otherwise you didn't know is at some point. But knowing your numbers in order to get that is also the other big one. And with that with that one in three was that was that something that just like after having calls you dialed into or was that something that's something that's happening that I figured out in the last six or eight weeks. Yeah, since the end of December. Now there was a there was a point there right at the end of the year where I talked to probably six people and I closed half of them. I actually got four commitments from six people. Now, unfortunately, I didn't have my, my closing process down perfectly with those folks so I've got a couple of them still stringing along trying to get them signed and signed up. They're committed but they just haven't completed the paperwork and, you know, paid me the first invoice and, you know, so we're working through those challenges but I, you know, I'm sure I'll get there with those folks is just if I'd have done it the way I'm doing it now, it would have been done already, you know, I'd already be running their ads. Yeah, but yeah, so that was the last several weeks. You know, I've just kind of, you know, looked at how many sales calls have I had I mean, I mean first initial calls just intro calls have I had and then how many demos have I had. And what's the, you know, I'm closing, you know, one out of three. So, yeah, it's pretty good. It's just, yeah, I mean, it's just understanding where we need, and then just filling in the numbers at that point. Let's take a quick step back then so when you started the sales challenge, you basically just started from slate zero right like awesome let's start this brand new and let's just make it happen. I had, had run some stuff before, like, I was trying optical dental, heating in air plumbing electrical. I'd reached out to, you know, hundreds of people across the country and I was like this is just, I got to stop and reset. And so, you know, with this sales challenge, I built everything from scratch, you know, new new domain, new prospecting. The prospecting email made sure I redid my Facebook page for my profile primed it for personal injury specific type, you know, leads same thing with my LinkedIn profile. And so I got all of those prospecting engines running. And, you know, so now people come in from all different directions, but you just have to be consistent with it. So, 100%. It's the one that, I mean, even as big as you get, consistency is what is going to make up 90% of your success. And some, some folks just don't get that some folks it takes a long time for them to have that click. But, so, okay, so you basically started from slate zero star the sales challenge has been four months give or take a little bit right now. I mean, where, where, where are you at right now if you're willing to share in terms of clients and things like that. I've got nine, nine clients. I started this little trial thing for some clients. So I've got a couple in that trials, you know, this I haven't paid, you know, the full month or whatever. But yeah, I mean I'm making, and I'm doing other stuff for some of these guys too. So, but just Facebook marketing. I'm only charging $1,500 a month for what I'm doing for these guys, which I probably can start charging a little bit more as my confidence grows and the ability and stuff, and asking for money. That's a, you know, another thing is, it is used to asking for money. But, but anyway, you know, that's where I'm at non customers non clients. And you know, inevitably one's going to drop off because it's not going to work out for them but you know, the everyone that drops off hopefully I can replace them with three or four. 100% 100% yeah we we got to work on getting your ads up and running, you got to get pulling in way more than that. But that's, that's absolutely phenomenal. And so I mean with that it's funny that like it is like a lot of the folks I've talked to in the last little bit. It's the same same type of process like you kind of got into it, you had some success with the clients, and then you kind of wipe the slate clean and we're like okay this way is not going to scale but this way is. And then you kind of restart with it. So all of that what what's kind of like the biggest piece of advice you'd have for either, and we'll kind of look at it two ways one, someone who's new to setting up their their agency first time will be like the big piece of advice for them. And secondarily for the person who's in an agency who may be in, maybe taking that side of like, well, you know I serve roofers and solar folks and, you know, HAC and all that. And I mean what would be the big piece of advice for them to get them refined from maybe one or two clients up to, you know, getting to 910 clients. Yeah, so my right. So, on the first side, it's, it's. All right, so this is air casting philosophy, we're, we are inherently aiming creatures, right, that's why we have eyes because we can aim at something. And so, you know, physically just I can go in a direction, but that allows us mentally because we have that ability to think and to set a plan and a goal for a long term structure right so I'd say mindset is kind of number one thing, set a goal, what do you want to achieve $20,000 a month okay great, how are you going to do that. I'm going to break that down to the steps that's going to take to get you there, and niching down to a niche is key, because you're going to do and you're going to copy that same thing across every client, right, even though the, the outlines are the same for different niches, it's not the marketing the copy you put the creative you use the follow up systems the funnel it's all different right so just niche down and make it easy on yourself. Pick the right niche right so look at the niches where you can actually scale somebody that's got 50 or 60,000 people in that market right so personal injury attorneys are roofers they're going to be you know HVAC there's 100,000 of those are more in the United States and they're not all created equal and some of them are really big companies and some of them are small but most of them that are well or decently run can afford what we provide and we'll love it right just got to work with the right people. Alright so that was part of the answer maybe. No, that's good. That's good. Yeah, I mean, I honestly that's absolutely phenomenal, absolutely phenomenal advice, and I mean it really is it's, it really falls alongside alongside the same pattern that I've seen with some other folks I've talked to who have gone and kind of restarted from, you know, a clear slate it is just the focus the mindset and, you know, making, making it easy for yourself it really is if you're working commit, commit to 60 days, you know, do that stuff every day. So if, if you want to be better at something, you have to do something different than you did yesterday, and doesn't have to be a huge gap and you know it can be just a little bit better than I did yesterday a little bit more a little bit more and two months, three months, you'll be that much further in ahead, right so it's just it's just being taken those steps daily. 100%. Yeah, I love that. Awesome. I mean that's that's all the questions I have for you I mean is there anything you want to leave folks with, you know, advice or otherwise, and then we'll wrap it up from there. I mean, you know, at the end of the day, I think I hit it it's it's being consistent, but the other thing that I could say is the reason why you start with mindset and all these different trainings is because that's, that's what's going to drive you to make that decision so set that goal that big hairy audacious goal that you want to get to and then once you achieve it, set another one, and while you're on the path, you're going to learn stuff and so your goals going to shift, because your direction is going to shift a little bit, but just, you know, put that goal out there and then constantly reevaluate your where you are and where you're going and that's how I got, you know, I now I know that that takes me, you know, three conversations to have one win, because I've looked at my numbers right and then kind of a hindsight and said, where am I what am I doing, and what is my go forward plan. So, I'd say, you know, look at that, and if here's a plug for you, if, if you want to really achieve something, be a part of the lab. Because that's daily actions, you know, and so that's, you know, there you go. I appreciate that. Yeah, that was 100% unsolicited. But yeah, I mean, we'll leave some details below on that. But also, you know, if you're, if you're an attorney, you want to work with with Eric. I mean, we'll leave, we'll leave, I guess an email or something that they can contact you with below as well. Because at the end of the day, he absolutely rocks it for personal injury attorneys. But I appreciate you taking the time. This is absolutely phenomenal. And I really hope some folks take your advice because it's, it's really all you need. I mean, it's focus and a direction. And I mean, you're going to get there. But phenomenal. Thanks for having, having the time and we'll, we'll see you on the flip side. Thanks for your mail.