Black Entrepreneur Blueprint 547 - Jay Jones - Why Isn't Your Business Getting Leads Every Day

[00:00:12] Welcome to Black Entrepreneur Blueprint, the number one podcast and resource for Black entrepreneurs.

[00:00:19] I'm your host Jay Jones and Black Entrepreneur Blueprint was created specifically to educate and inspire Black entrepreneurs to launch, build and grow successful, sustainable businesses.

[00:00:32] Join us as we help build an economic power base in the worldwide Black community by building and supporting Black owned businesses.

[00:00:41] If you're currently an entrepreneur or want to be an entrepreneur, you're invited to join us each and every week here at Black Entrepreneur Blueprint.

[00:00:50] Welcome to the BEB family and get ready to elevate your entrepreneur IQ.

[00:00:56] Welcome to the Black Entrepreneur Blueprint episode number 547.

[00:01:07] I'm your host Jay Jones and today we have another outstanding and informative show in store for you.

[00:01:13] Today's show topic is why isn't your business getting leads every day?

[00:01:19] Why isn't your business getting leads every day?

[00:01:23] Guys, I'm telling you right now, if you want to change your business, you need to start to be able to generate leads, qualified leads every day.

[00:01:34] That's what's going to change your business and for some people it's actually going to save your business.

[00:01:40] And for the life of me, I do not understand why this is not the number one focus in your business.

[00:01:47] And we're going to dissect and discuss that today.

[00:01:51] On today's show, I'm going to discuss why you aren't getting a consistent lead flow.

[00:01:56] And I'm going to show you how to create a simple lead generation system that will exponentially grow your business.

[00:02:04] And you'll be able to do it within 30 minutes.

[00:02:06] It can be business changing and life changing.

[00:02:10] So make sure you stay tuned.

[00:02:12] Now, before we get to today's show content, I just want to share a few things with the Black Entrepreneur Blueprint.

[00:02:18] First and foremost, I want to welcome all first time listeners to Black Entrepreneur Blueprint.

[00:02:23] Welcome to the BEB family.

[00:02:26] Please stick around until the end of today's broadcast.

[00:02:28] And I'm going to share all my social media contact information and resource links, such as the link to the new revised revamped website, blackentrepreneurblueprint.com.

[00:02:40] Guys, don't sleep on the website.

[00:02:42] Make sure you go there.

[00:02:44] Click the learn tab.

[00:02:45] And we have all types of free content to help you elevate your entrepreneur IQ.

[00:02:51] We have content on marketing, e-commerce, scaling your business, strategy and mindset.

[00:02:57] Everything that you need to move your business from point A to point B.

[00:03:03] So make sure you go to blackentrepreneurblueprint.com and check that out.

[00:03:08] Also, for all you first time listeners, we drop a new episode.

[00:03:12] New heat comes out every Monday morning, 5 a.m.

[00:03:16] Eastern Standard Time on all your major podcast platforms and YouTube.

[00:03:21] So wherever you're listening to this or watching this, make sure you hit that subscribe button so you'll be alerted when the episodes drop.

[00:03:29] Now, let's get ready for today's show content.

[00:03:32] I was at a conference about two weeks ago prior to Thanksgiving and it was an entrepreneur conference and they were talking about some of the pillars or mainstays of having a successful, sustainable business.

[00:03:47] And one of the first things one of the lead speakers talked about was lead generation.

[00:03:53] And guys, I'm telling you, I talk about this ad nauseum.

[00:03:57] Now, as a serial entrepreneur for over 25 plus years and a business coach for over 20 years, guys, I see it all the time.

[00:04:07] When I do a diagnostic, when I look to take on a new client, a new coaching client, one of the first things I ask is, do you have a lead generation system?

[00:04:17] And the answer I get probably 70% of the time, which is way, way too much is, no, I don't have a formal lead generation system.

[00:04:27] You know, I get referrals here.

[00:04:29] I do this.

[00:04:30] But you need to have something that is predictable.

[00:04:32] And we're going to break down why you aren't getting a consistent lead flow and how to create a lead generation system within 30 minutes.

[00:04:41] A simple, super effective way to generate leads consistently for your business.

[00:04:49] So let's start off with why your business isn't getting a daily flow of qualified leads.

[00:04:55] And I want to highlight that qualified leads.

[00:04:58] You can get a ton of leads, but if they're not qualified, guess what?

[00:05:03] It's a waste of time.

[00:05:04] Now, you can put them through a pruning process or a marketing process so you can bring them up to speed.

[00:05:12] And eventually they may be a qualified lead for you.

[00:05:15] And I will give you a real life example of one of my businesses, how I'm doing that.

[00:05:20] And this is something that you guys want to possibly take notes on or at least take some mental notes.

[00:05:26] Because everybody that comes in through your lead generation system is not going to be ready to do business with you instantaneously.

[00:05:34] So you need to have a follow-up marketing system to nurture that prospect to become a client or a customer.

[00:05:42] Okay?

[00:05:43] So why your business isn't getting a daily flow of qualified leads is simple, guys.

[00:05:48] You don't have a true lead generation system in place that creates a predictable amount of qualified leads on a daily basis.

[00:05:56] You need something that is automated.

[00:05:59] You want to be generating leads 24-7, 365.

[00:06:04] Now, if you haven't listened to this show for a long period of time, you might not have heard me say this.

[00:06:11] So I'm going to say this to you again and I want you to really clue into this.

[00:06:15] The number one metric that I look at every morning is not how much money is in my bank accounts.

[00:06:22] It's how many new leads did I put into my databases.

[00:06:25] And I have multiple businesses and multiple databases.

[00:06:30] And I have multiple lead generation systems for all of those businesses.

[00:06:35] And what I learned and what other astute entrepreneurs learned is that your database is a direct correlation to the money that's in your bank account.

[00:06:46] Your database is a direct correlation to the money that's in your bank account.

[00:06:52] The more people you have in your database, the more leads that you have, the more money you're going to make.

[00:06:59] Okay.

[00:07:00] And that's what a lead generation system is for.

[00:07:02] It's to build your database.

[00:07:05] So if your database is comprised of 100 people and you put out an offer to that database and your conversion rate is 5%,

[00:07:13] that means five people took your offer.

[00:07:17] Okay.

[00:07:17] Now, in contrast, if your database is 10,000 people and you have that same 5% conversion ratio,

[00:07:26] that means 500 people accepted your offer.

[00:07:30] So there's a big difference, guys.

[00:07:32] So you have to understand that you need to generate leads to put in your database so you can consistently market to them.

[00:07:42] There's a thing that's called attrition.

[00:07:43] So if you have a 1,000 person database over time, that's going to erode because of attrition.

[00:07:51] People are going to drop out of the database.

[00:07:54] They might not want the information anymore.

[00:07:57] So you always have to get new leads every day.

[00:08:01] And I promise you, the more qualified leads you get in your database that you market to,

[00:08:08] it's going to correlate directly with your bank account.

[00:08:11] How many new leads did I get today?

[00:08:14] So for example, on one of my businesses, I checked this morning and I got 73 new leads in my database.

[00:08:21] That was a pretty good day today.

[00:08:23] And I wasn't doing anything super special.

[00:08:26] I was just running my lead generation system.

[00:08:30] So now 73 new people came into my database.

[00:08:34] And every week I check on my attrition, how many people dropped out.

[00:08:40] So you obviously want to have more people come in, obviously, than drop out.

[00:08:44] And that's the way that you build a successful, sustainable business.

[00:08:49] Why isn't your business getting leads every day?

[00:08:53] And the reason is you don't have a true lead generation system that's going to create a predictable amount of qualified leads on a daily basis.

[00:09:03] So that's the reason why you don't get leads.

[00:09:06] Now, let's talk about how to create the most simple and effective lead generation system out there.

[00:09:12] Now, I know a lot of guys you're into funnels and I have funnels, so I'm not knocking funnels.

[00:09:20] But sometimes funnels can be complicated.

[00:09:23] The software costs a lot of money and you have to learn how to build the funnels.

[00:09:28] Nothing wrong with that.

[00:09:29] So I use a company called System.io, S-Y-S-T-E-M-E dot I-O.

[00:09:37] And it's like ClickFunnels, but it's a lot cheaper and it has the same, if not more, functionality.

[00:09:44] So if you want to build funnels, use that.

[00:09:47] But what I've found is my most effective lead generation system is a quiz funnel.

[00:09:54] And we're going to talk about why use a quiz funnel.

[00:09:58] I'm going to give you nine reasons why you may want to use a quiz funnel.

[00:10:02] And I want you guys to pay attention.

[00:10:04] So a quiz funnel can be a powerful tool for lead generation, customer engagement, and also building your list.

[00:10:12] All right.

[00:10:13] And here's some of the benefits of a quiz funnel.

[00:10:15] And then I'm going to give you some real life examples.

[00:10:18] And I'm going to talk about some of the software that's going to help you build it.

[00:10:23] Number one, you get higher engagement with a quiz funnel.

[00:10:27] So quizzes are interactive and fun.

[00:10:30] And I'm not talking about what Star Wars character are you take this quiz.

[00:10:34] I'm not talking about this silly stuff.

[00:10:36] I'm talking about for business to develop a database that you can market to.

[00:10:42] So quizzes are interactive and fun, which naturally capture attention and encourage participation,

[00:10:48] making them a great way to engage a potential customer.

[00:10:52] Okay.

[00:10:53] Okay.

[00:10:54] So if you are a CPA and you have a quiz, and I'm just making this off the top of my head,

[00:11:00] if you have a quiz that find out the number one mistake that people make when they file their taxes,

[00:11:08] and they go and you take the quiz, it's seven to 10 questions.

[00:11:12] And at the end, it's going to spit out an answer based directly on how you answered the quiz.

[00:11:18] And we'll get more into that a little bit later.

[00:11:20] So number one, why use a quiz funnel, funnel higher engagement.

[00:11:24] Number two, generates high qualified leads, highly qualified leads.

[00:11:31] Okay.

[00:11:31] By asking specific questions, a quiz funnel helps you collect valuable information about your audience.

[00:11:38] So now you're learning.

[00:11:40] It's just like if you were doing an intake call with a customer.

[00:11:43] Hey, you know, Hey, thanks for calling.

[00:11:45] Bob, Bob, Bob.

[00:11:46] Uh, what are you interested in?

[00:11:48] What's your budget?

[00:11:49] Bob, Bob, Bob, Bob, Bob, whatever your, your, your intake questions are.

[00:11:53] The funnel quiz funnel does it for you.

[00:11:56] So it gets valuable information about your audience.

[00:11:59] This also allows you to segment your leads based on their preferences or needs or their pain points.

[00:12:05] So if you're doing a quiz and you have a question, what's the most important thing when you file your taxes, get the most money back, owe less money, uh, not go to jail, whatever it is.

[00:12:19] When people answer those questions, you can segment them and now you can market specifically to that, that pain point or that answer.

[00:12:27] So it's making your followup more targeted and effective.

[00:12:31] You're not talking in generalities.

[00:12:33] So now when you have a, a, an email or marketing campaign that's attached to that quiz funnel, and we'll go into that a little bit later, you can speak directly to what the customer is, their pain points are or what they want from you.

[00:12:49] Okay.

[00:12:50] So that's, uh, why use a quiz funnel.

[00:12:53] Number two, it generates highly qualified leads.

[00:12:56] Number three, personalized customer experience.

[00:13:01] Everybody has a personalized experience based on the way that they answer the quiz.

[00:13:07] So quizzes allow you to tailor your results or recommendations to the individual's responses.

[00:13:14] Okay.

[00:13:15] Okay.

[00:13:15] And I'm going to give you a real life example with my mortgage business.

[00:13:19] Now this creates a sense of personalization and builds trust that increases the likelihood of conversion.

[00:13:26] So when you're talking in generalities, that's one thing, but when you can speak to my specific pain points and you give me an answer or recommendation, uh, based on what I just told you, just like you're speaking to somebody.

[00:13:41] If you're in a sales call and you're talking to somebody and you're trying to ask questions to find out, you know, what their hot buttons are.

[00:13:50] The quiz funnel does the same exact thing.

[00:13:53] Okay.

[00:13:54] And a lot of times people will answer a robot or quiz more so than they will tell you the truth because it's not personalized at that time.

[00:14:04] And what we're talking about is why isn't your business getting leads every day?

[00:14:08] And we're talking right now about why use a quiz funnel.

[00:14:12] So number three, personalized customer experience.

[00:14:15] Number four, this is super important.

[00:14:18] Increased conversion rates, increased conversion rates, personalized outcomes and targeted offers at the end of the quiz.

[00:14:28] Product recommendations or solutions are more likely to resonate with the users because it is leading them to a higher conversion rate.

[00:14:38] It's going to resonate with them because you're speaking to them based on what they told you.

[00:14:43] It's just like having a sales conversation.

[00:14:45] So number four, increased conversion rate.

[00:14:48] The number five reason why you want to use a quiz funnel is it's a cost effective lead generation method.

[00:14:55] So quizzes tend to have a lower cost per lead compared to other marketing methods due to their ability to go viral and attract organic engagement.

[00:15:05] So a lot of times if you take a quiz and you're an entrepreneur and it's an entrepreneur IQ quiz,

[00:15:12] you may send that quiz to some of your friends that are entrepreneurs.

[00:15:15] So you have the ability to go and go viral based on what the quiz is.

[00:15:21] So it's a cost effective lead generation system.

[00:15:25] All right.

[00:15:25] Very simple.

[00:15:26] Number six, it builds your email list quickly.

[00:15:30] Now with those quizzes in order to get the answers or the results, you require an email address to view those results.

[00:15:39] And then that grows your email address and it builds it consistently.

[00:15:45] So at the end of the quiz, not at the beginning, but at the end of the quiz to get your results,

[00:15:52] what type of entrepreneur are you?

[00:15:56] Put in your name and email address.

[00:15:58] So now you've captured that information along with all of the answers to the questions where you can now segment that customer.

[00:16:07] And you know exactly what the pain points are that they may have based on the questions that you have.

[00:16:13] You know, the hot spots, the hot spots, you know, the pain points, you know what their their objectives are.

[00:16:19] So now you can tailor a recommendation based on what they answer.

[00:16:25] OK, number seven insights into audience behavior.

[00:16:30] You have an insight into your audience.

[00:16:32] You're engaging with your audience.

[00:16:35] So the data collected from the quiz responses gives you a deeper insight into your audience preferences, their challenges and needs.

[00:16:43] And you can help refine your marketing strategy and product offerings.

[00:16:48] So if you have a thousand people go through the same quiz and you see some commonalities with the answers that they're giving you,

[00:16:55] then now you can kind of tailor your message to that.

[00:17:00] So it gives you insight into your audience behavior.

[00:17:03] Guys, what you're literally doing is you're having the quiz pre-qualified people to see if they're a good candidate for your products or services.

[00:17:13] And we'll give you some real life examples.

[00:17:15] OK, reason number eight why you want to use quiz funnel.

[00:17:19] It increases social sharing.

[00:17:22] I just talked about that.

[00:17:23] Quizzes with shareable results can go viral on social media.

[00:17:27] OK, so that can extend your reach, not just to the people that that you targeted for the quiz,

[00:17:33] but you may get additional organic reach also.

[00:17:38] And number nine, it's easy to automate and scale.

[00:17:42] And this is where I'll talk about some of the software.

[00:17:45] So quiz funnels can be automated with different software tools.

[00:17:49] I use several.

[00:17:50] I use one that's called try interact dot com T R Y I N T E R A C T.

[00:17:58] Try interact.

[00:18:00] And that's just a regular quiz funnel.

[00:18:02] There's another one out there that I've been looking at called score app.

[00:18:06] And here's one guys that I use for my mortgage business.

[00:18:10] And I'll tell you about this in detail in a second.

[00:18:13] It's called video ask dot com V I D E O A S K video ask dot com.

[00:18:22] And what it is, it is a quiz funnel that is a video quiz funnel.

[00:18:27] So you can take video asking the questions of the quiz and you'll give several answers.

[00:18:35] You know, hey, what's your favorite color?

[00:18:37] Blue, green or red?

[00:18:39] They hit red.

[00:18:39] Great.

[00:18:40] Then it goes to the next question.

[00:18:42] And then you have a video that pops up and ask them the next question.

[00:18:46] So what this video quiz funnel does, it gives people a chance to see you

[00:18:52] and to get familiar with you before they start to work with you.

[00:18:57] Now, it may be a negative based on certain industries or it could be a positive.

[00:19:03] So in my mortgage business, I this is what I use.

[00:19:07] I use video ask and I'll talk about my whole quiz funnel in a quick second.

[00:19:12] But it's easy to automate.

[00:19:15] So I have try interact.

[00:19:16] You have score app.

[00:19:18] You have video act video ask.

[00:19:20] And another one that's out there pretty big is try interface dot IO.

[00:19:26] Try interface dot IO.

[00:19:28] And all of these softwares make this very easy to automate and scale.

[00:19:34] What I do is I attach my ConvertKit email automation software to the quiz funnel.

[00:19:41] And that way I can send out email campaigns based directly on how they answered the quiz.

[00:19:47] And I'll talk about that briefly.

[00:19:50] My whole quiz funnel for my mortgage business.

[00:19:53] But before we get to that segment, let me just share all my social media contact information and resource links real quick.

[00:20:01] Everything I'm about to tell you guys is on the website black entrepreneur blueprint dot com.

[00:20:06] Make sure you utilize that.

[00:20:08] So if you want to connect with me anything long guys, hit me on my email.

[00:20:12] Jay Jones at black entrepreneur blueprint dot com.

[00:20:16] J A Y J O N E S at black entrepreneur blueprint dot com.

[00:20:21] Facebook black entrepreneur blueprint.

[00:20:24] Instagram.

[00:20:24] Instagram.

[00:20:25] I have two I.

[00:20:26] G accounts.

[00:20:26] The first one is Jay Jones for real.

[00:20:28] J A Y J O N E S.

[00:20:31] The number four.

[00:20:32] R E A L.

[00:20:34] Second one is black entrepreneur blueprint.

[00:20:36] Twitter or X.

[00:20:38] Hit me there.

[00:20:39] It's Jay Jones.

[00:20:40] Zero zero one.

[00:20:42] J A Y.

[00:20:43] J O N E S.

[00:20:44] Zero zero one.

[00:20:45] LinkedIn.

[00:20:46] Connect with me there.

[00:20:47] Go and type in Jay Jones.

[00:20:49] Black entrepreneur blueprint.

[00:20:51] And connect with me there.

[00:20:51] Also YouTube.

[00:20:53] Make sure you guys subscribe to the YouTube channel.

[00:20:56] I have additional content on YouTube that is not on the show.

[00:21:00] So go to YouTube.

[00:21:02] Type in black entrepreneur blueprint and hit that subscribe button.

[00:21:06] Also make sure you go and utilize the new revised revamp website.

[00:21:10] Go to black entrepreneur blueprint dot com.

[00:21:13] Hit the learn tab.

[00:21:14] There's a drop down and we have free resources on everything you need to help elevate your

[00:21:21] entrepreneur IQ.

[00:21:22] Marketing sales.

[00:21:24] Scaling your business.

[00:21:25] Strategy and mindset.

[00:21:27] Side hustles.

[00:21:28] Real estate.

[00:21:29] Everything you need to help you move from point A to point B.

[00:21:33] Now let's get back to today's content.

[00:21:36] Why isn't your business getting leads every day?

[00:21:39] So we talked about why you're not getting a steady lead flow.

[00:21:43] And that's probably because you don't have a real lead generation system in place.

[00:21:48] We talked about one of the simplest ways to create lead generation.

[00:21:54] A lead generation system is with a quiz funnel.

[00:21:57] And I gave you guys nine reasons why you want to use a quiz funnel.

[00:22:02] Let me give you a real life example of one of my quiz funnels for my mortgage business.

[00:22:08] So if you guys haven't listened to the show for a while or your first time listener, I

[00:22:14] have a new mortgage business.

[00:22:15] I used to have one back in the early 2000s that was, you know, 50 employees strong, making

[00:22:22] millions of dollars a year.

[00:22:23] And it was going great until the crash of 2008.

[00:22:27] Got out of the business for a while and I decided to get back in.

[00:22:31] Not necessarily because I love the business so much.

[00:22:34] I do enjoy it because every deal or every loan is different.

[00:22:38] So it's some variety in there.

[00:22:40] But because I know how to market and the industry is so lucrative, it just made sense for me to

[00:22:47] get back into this business.

[00:22:49] And so one of the things that I did is I created a video quiz funnel.

[00:22:54] And this is pretty much how the quiz funnel goes.

[00:22:57] You would go to the main page of the website and it would be me in a video.

[00:23:02] Hey, you know, welcome.

[00:23:04] You know, let's take a quick quiz.

[00:23:07] You know, are you mortgage ready?

[00:23:09] That's basically what it says.

[00:23:10] Are you mortgage ready or how to get mortgage ready?

[00:23:13] I have several different quizzes.

[00:23:15] So what happens is I give them a series of anywhere from seven to 11 questions.

[00:23:21] And based on the answers, then I'll direct them to one of three specific outcomes.

[00:23:28] So when you create a quiz, you want to have your outcomes before you even start your quiz.

[00:23:34] And so I'll ask them about when are you interested in purchasing?

[00:23:39] And these aren't the exact questions.

[00:23:41] I'm paraphrasing because I don't have it in front of me.

[00:23:43] But when are you interested in purchasing?

[00:23:46] Is it ASAP, six months, three months, whatever, blah, blah, blah.

[00:23:50] So that gives me a time frame.

[00:23:52] How is your credit?

[00:23:53] Right.

[00:23:53] So that lets me know if they're credit ready or not.

[00:23:56] Many times, most people don't exactly know what their credit score is, but they do have an idea.

[00:24:01] Are you do you have a realtor?

[00:24:04] You know, are you working with somebody currently?

[00:24:06] And several other questions.

[00:24:08] What what state is the property in?

[00:24:11] What's the sales price?

[00:24:12] Is it a refinance?

[00:24:13] Was it a purchase?

[00:24:15] So it's a whole series of questions.

[00:24:16] Now, after they go through with this series of questions, the software video ask is dynamic.

[00:24:24] So based on the answers, I already have three outcomes that are predetermined based on how they answer the questions.

[00:24:34] It's going to give them that outcome.

[00:24:36] So, for example, if they're looking to purchase within the next 30 to 60 days, they have good credit and they're either working with a realtor or not.

[00:24:47] It doesn't matter.

[00:24:49] Then that outcome of that is going to be book a call.

[00:24:52] So that's somebody that's pretty much ready to rock and roll.

[00:24:55] Now, if they take the quiz and they're not quite ready, maybe there's six months out, a year out.

[00:25:04] They're just looking.

[00:25:06] Haven't really started yet.

[00:25:07] Then I'll direct them to my mortgage ready course.

[00:25:11] And this is a course that teaches them how to get ready to get a mortgage.

[00:25:16] If you've never purchased a home before, it's a lot when you go to it for your first time or go through it for your first time.

[00:25:22] So I'll redirect them to that course.

[00:25:26] And that course costs $97.

[00:25:29] Now, if you're interested, you go through the quiz and you have bad credit, then I direct them to my DIY credit repair course.

[00:25:39] That course costs $97.

[00:25:42] So I'm trying to get people mortgage ready.

[00:25:44] But I've already had these three buckets predetermined based on the quiz.

[00:25:50] The quiz basically just sends you to one of the three buckets.

[00:25:54] Now, what I'm also doing is I'm monetizing this.

[00:25:59] So when people get the mortgage ready course or they do the DIY credit repair course, that costs money.

[00:26:08] So after they go through the quiz, in order to get the results, then they put in their name, email address, and phone number.

[00:26:17] Based on the way they answered the questions, it's going to give them one of these three results.

[00:26:23] And it's going to be a couple of paragraphs and I'll have a video.

[00:26:27] Hey, thanks for taking this short quiz, blah, blah, blah.

[00:26:30] Based on the information, it looks like you're ready to go.

[00:26:34] Here's a link to my Calendly.

[00:26:36] Set up a call and I can help walk you through what we can provide as your mortgage broker.

[00:26:41] That's for somebody that's booking a call.

[00:26:44] If you're not quite ready and they're still looking, hey, thanks for taking the quiz.

[00:26:49] It's a little video, a couple of paragraphs.

[00:26:51] I see you're not quite ready to make a move yet.

[00:26:54] But you need to make sure when you are ready that you are mortgage ready.

[00:26:59] Here's an opportunity to go take my mortgage ready course that over X amount of people have taken.

[00:27:06] And it walks you through the whole mortgage process and helps you get mortgage ready.

[00:27:11] So when you are ready to go, you call me and we'll set up an appointment.

[00:27:15] And then the third bucket, if their credit is jacked up and they're just looking right now,

[00:27:21] then I send them to my DIY credit repair course.

[00:27:25] And what that does basically, it helps them get ready.

[00:27:28] But the first step is you got to have income and credit, right?

[00:27:32] But it goes through all of that in terms of the credit and how you can repair and fix your own credit.

[00:27:38] And if they need additional help, I have additional resources too.

[00:27:42] So when people come into the funnel, then it's always looking for a monetization.

[00:27:49] I'm trying to be able to help them.

[00:27:51] I can help them get a mortgage if they're ready.

[00:27:54] If they're not quite ready and they're still looking, I can help them get mortgage ready through that course.

[00:27:59] If they need to clean up their credit, I can help them clean their credit up with my DIY credit repair course.

[00:28:06] But I'm bringing them through a funnel.

[00:28:08] And each of these outcomes has email campaigns attached to them.

[00:28:14] So when it gives them that outcome, if it's a credit repair customer,

[00:28:18] I have a 22 email sequence that follows up with them.

[00:28:23] Make sure that, hey, you know, in order to get a mortgage, you need to get your credit.

[00:28:27] And it's an email campaign through ConvertKit that's connected to the back end of this quiz funnel.

[00:28:34] And this way, oh, and here's another monetization.

[00:28:37] So if somebody comes into my funnel and I'm not licensed in that state,

[00:28:43] what I'll do is I will sell that lead to another mortgage broker in a state, you know, that they're licensed in.

[00:28:51] So if I'm licensed in probably about 12 states.

[00:28:55] So if something comes in for Montana, which I'm not licensed in, I'll reach out to somebody.

[00:29:01] Hey, I got this qualified lead here.

[00:29:03] They went through my quiz funnel.

[00:29:05] I'll sell you the lead.

[00:29:06] So it's all about qualifying, making people raise their hand.

[00:29:11] So if I literally sat there and had conversations and I'll give you some numbers.

[00:29:17] Yesterday, I think I had 23 people go to the quiz.

[00:29:23] 22 people completed the quiz.

[00:29:26] And out of those 22 people, five people actually set up a phone call, right?

[00:29:34] The other ones went to two or three, option two or three.

[00:29:38] And out of that, three, four people purchased.

[00:29:42] So I made $400 yesterday from four people that came through the funnel.

[00:29:47] 23 came in.

[00:29:49] 22 completed the funnel.

[00:29:51] I got, uh, I think it was actually five, uh, calls that are scheduled and four people bought courses.

[00:29:59] So that's a pretty good average.

[00:30:02] So now I'm not losing money and I'm not talking to all 22 people that went through the funnel

[00:30:08] because I don't have that time.

[00:30:10] I let them qualify themselves.

[00:30:12] And that's why you need qualified leads and a lead generation system.

[00:30:17] You let people qualify themselves.

[00:30:20] It's in a, uh, it's, it's not invasive.

[00:30:23] So a lot of times people may not necessarily want to talk to you right away, but you're

[00:30:28] still getting the data and the information that you can utilize.

[00:30:32] So now you can market directly to their hotspots.

[00:30:35] So I know the people that have bad credit.

[00:30:38] I know the first thing that they need to do is get their credit cleaned up.

[00:30:42] So my communications and my email campaigns are going to be focused on credit.

[00:30:47] I'm going to give them tips.

[00:30:48] I'm going to give them, you know, make sure you follow through with the course.

[00:30:52] I'm going to do a follow-ups with them.

[00:30:54] And it's about a 22 to 23 email sequence over a period of time.

[00:31:00] And then hopefully I'll, I'll move them to the next stage, which if their credit gets

[00:31:05] straight, it could be a phone call or you can go to the get mortgage ready, uh, program.

[00:31:11] So it's all about a strategy and sequences and being able to move people from prospect all

[00:31:20] the way to customer.

[00:31:21] Okay.

[00:31:22] And that's what a lead generation system does.

[00:31:25] And with the quiz funnel guys, it is super simple.

[00:31:29] You're not creating a lead magnet.

[00:31:32] That's a general lead magnet.

[00:31:34] So for my mortgage business, instead of having a lead magnet that says, uh, get mortgage ready,

[00:31:41] right?

[00:31:42] Somebody may be mortgage ready already.

[00:31:43] They may have a seven 50 credit score, good income, you know, tax returns.

[00:31:49] They're ready to rock and roll.

[00:31:51] So I put them through a seven to 11 question quiz, just a mini quiz, but it actually sorts

[00:31:57] them out.

[00:31:58] They sort themselves out.

[00:31:59] And now based on the answers, it's a dynamic quiz.

[00:32:04] Remember the word dynamic, meaning that based on their answers, that's, it's going to give

[00:32:09] them a specific outcome.

[00:32:11] I have three outcomes.

[00:32:14] Remember book a call with me.

[00:32:16] That's for somebody that's ready to go.

[00:32:17] Now.

[00:32:18] The second outcome is, uh, take my get mortgage ready course.

[00:32:22] That's for somebody that may be three, six, nine months out.

[00:32:26] And the other one is if you got bad credit, I give them a DIY credit repair course.

[00:32:31] Cause they're not going to be able to do anything without decent credit.

[00:32:35] So I'm funneling all of the people that come into the quiz funnel to a specific

[00:32:41] bucket.

[00:32:42] Now, once again, if somebody comes in that in a state that I'm not licensed, then I can

[00:32:48] still monetize that by selling that lead.

[00:32:51] Okay.

[00:32:52] So quiz funnels guys will help you build your database quickly.

[00:32:56] It gives you so much more information.

[00:32:59] And now you're able to attack or direct your correspondence with what their specific hot

[00:33:06] buttons are.

[00:33:07] What are their hot buttons?

[00:33:09] What are their pain points?

[00:33:10] You got bad credit.

[00:33:12] You're trying to buy a crib.

[00:33:13] Guess what?

[00:33:14] That's not going to happen.

[00:33:15] Let me show you how you can clean your own credit up.

[00:33:18] And then we can move to the next phase, getting mortgage ready.

[00:33:22] Where we talk about income, debt to income ratio, all types of different things to have you

[00:33:28] mortgage ready when it's time for you to pull that trigger.

[00:33:33] And so this is what a quiz funnel does.

[00:33:36] Lead magnets or other lead magnets are great.

[00:33:38] Okay.

[00:33:40] But when you speak directly to somebody, then you know exactly what their hot buttons are.

[00:33:47] So if you go to the website, blackentrepreneurblueprint.com on the bottom right corner, it's going to

[00:33:53] ask you, are you a business owner?

[00:33:55] And it's going to be a series of questions that's going to direct you to a specific page

[00:34:00] on my website that can help you out.

[00:34:04] You know, what are you most interested in scaling your business?

[00:34:07] Okay.

[00:34:08] It'll have a couple of questions.

[00:34:09] Then it'll take you to the resource page with content to help you scale your business.

[00:34:14] I'm giving you a personalized tour.

[00:34:16] It's not a one size fits all.

[00:34:18] It's based on how you answer the questions to the quiz.

[00:34:23] It is so much more effective guys for you and your business to be able to have data on that

[00:34:31] person.

[00:34:32] Okay.

[00:34:32] So it doesn't matter if you are a, an e-commerce person.

[00:34:36] Let me give you an example, right?

[00:34:38] So in e-commerce, you can suggest personalized product recommendations.

[00:34:43] I have a hot sauce business, right?

[00:34:45] Hot sauce company.

[00:34:46] You like a super hot.

[00:34:48] You like spice.

[00:34:49] You like this.

[00:34:50] You can recommend based on your hot sauce profile.

[00:34:54] This is the best hot sauce for you.

[00:34:57] That can be an e-commerce way to use quiz funnels, a service-based business.

[00:35:02] Say you offer tailored solutions based on quiz responses.

[00:35:06] So say you are a, um, you have an ad agency and you work with businesses.

[00:35:12] You know, you ask them X amount of questions and then you can give them tailored solutions

[00:35:17] based on their responses.

[00:35:20] So say you're a coach or consultant.

[00:35:22] You provide results that highlight how your services can solve those specific problems.

[00:35:27] Oh, you're a business coach.

[00:35:29] Uh, you're not generating enough revenue.

[00:35:33] Here's a couple of questions, blah, blah, blah.

[00:35:35] Based on your answers, Mr. Jones, this is my recommendation.

[00:35:39] And here's a service that we can provide to help you solve that problem.

[00:35:44] So quiz funnels do not sleep on quiz funnels.

[00:35:49] Remember, I mentioned to you some of the software.

[00:35:52] Try interact.

[00:35:54] That's I use that one.

[00:35:56] Uh, I'm looking at score app.

[00:35:58] That's not necessarily down my, you know, my lane, but it's a good quality, uh, software.

[00:36:04] The other one I use is video ask V I D E O A S K.com.

[00:36:11] That's the one I use for my mortgage business.

[00:36:13] When you have a video quiz funnel, it allows people to see you.

[00:36:17] If you want to be seen, right?

[00:36:19] Sometimes you might want to be invisible.

[00:36:22] You don't, you don't want the customers to know who you are,

[00:36:24] but if you're in like a personalized business, like the mortgage business,

[00:36:29] I want people to see me.

[00:36:31] Now, some people may see me.

[00:36:32] Oh, this is a black dude.

[00:36:34] I ain't messing with him.

[00:36:34] Cool.

[00:36:35] You already disqualified yourself.

[00:36:37] You weren't going to do business with me anyway,

[00:36:39] because that's the way you felt.

[00:36:41] So you save me time by, by disqualifying yourself.

[00:36:45] But somebody may say, Oh, okay.

[00:36:46] I can identify with this brother.

[00:36:48] He seems pretty cool.

[00:36:49] I'm going to be working directly with him.

[00:36:52] And that could be a benefit.

[00:36:53] And all I want is the people that want to work with me.

[00:36:57] I don't want to have to twist somebody's arm to work with me.

[00:37:00] And that's why you have inbound marketing.

[00:37:03] And a quiz funnel was one of the best ways to create inbound marketing.

[00:37:08] So when somebody is coming to you,

[00:37:10] the whole dynamics of that conversation is totally different

[00:37:14] than you trying to knock on somebody's door and sell them something.

[00:37:18] Hey, you came to me, right?

[00:37:20] You already took the time to answer these seven to 11 questions.

[00:37:24] Now, based on your, your responses, let me see if I can help you.

[00:37:29] And that's what I do with my mortgage business.

[00:37:32] Everybody isn't a client, right?

[00:37:34] Somebody may have perfect.

[00:37:36] Matter of fact, I just, uh, kicked, uh, kicked out somebody that, uh,

[00:37:40] they were giving me too many problems calling me every day about the rates.

[00:37:44] You didn't even lock in.

[00:37:45] You don't want to lock the rates because you think you're a guru.

[00:37:47] And you know what the interest rates are going to do on a daily basis.

[00:37:51] Interest rates in the mortgage business change daily and they change multiple times throughout

[00:37:56] the day.

[00:37:57] So I'm not going to be sitting here, you know, you can't call me five times a day talking

[00:38:03] about what are the rates doing?

[00:38:04] You know, you know what?

[00:38:05] You're not a great fit.

[00:38:07] Um, you know, you have a nice day.

[00:38:09] Here's somebody I recommend for you.

[00:38:11] I'm not putting up with it.

[00:38:13] And the reason why I can throw or get rid of prospects and customers is because I got

[00:38:18] enough in my pipeline guys.

[00:38:21] That's what it's about.

[00:38:22] Now, the problem is when you don't have enough leads or qualified leads to work with, you're

[00:38:29] going to start taking anything.

[00:38:30] One of my boys that used to work for me in the mortgage business, uh, the first time,

[00:38:35] you know, we used to joke around.

[00:38:38] He's carrying around these three loan files like they were his babies.

[00:38:42] And we're telling them, dude, you can't rest your laurels on these three loan files because

[00:38:47] out of those three, maybe two were going to close.

[00:38:50] And what happened was only one of them closed.

[00:38:53] So you have to keep generating leads on a consistent basis, but you want to do it with a system,

[00:39:01] systematically generating a predetermined amount of leads every day.

[00:39:06] Guys, there are people making tens of millions of dollars selling leads.

[00:39:11] And I've done shows on this paper call leads, uh, clicks millions and millions of dollars

[00:39:18] because they know how to generate leads.

[00:39:21] If you know how to generate leads for somebody else, guess what?

[00:39:26] You can damn sure generate leads for yourself.

[00:39:28] So if there is one skill that I would implore you to understand, it is building a lead generation

[00:39:36] system.

[00:39:37] Now, I just told you that when somebody comes into my mortgage system and I'm not

[00:39:41] licensed in that state, I sell the lead.

[00:39:44] You know how much I sell the mortgage leads for a hundred dollars.

[00:39:48] So I literally could build a business on selling qualified mortgage leads for a hundred dollars.

[00:39:55] If I get 10 of those a week, that's a thousand dollars, right?

[00:39:59] That's just side money.

[00:40:00] You know, the leads are qualified and people will buy them.

[00:40:04] From their companies out there, all they do is generate leads for mortgage companies, insurance

[00:40:10] agents, you know, auto insurance, all of that type of stuff.

[00:40:14] You'd be surprised how much money is in that lead generation space.

[00:40:19] So if you can generate leads on a consistent basis for yourself, you'll never go out of business.

[00:40:26] Then you can take that skill.

[00:40:28] And if you want to, you can create a lead generation system with your overflow like I'm doing, or

[00:40:34] you can go into different verticals and make money that way.

[00:40:38] That's a whole different story that I'll show that I'll probably put together later on, maybe

[00:40:44] in early 2025, because I do have a lead generation system company too, that I'm, I'm playing around

[00:40:51] with and it's going pretty well.

[00:40:53] And guess what I'm using a quiz funnel, a quiz funnel.

[00:40:57] It's the simplest, easiest way to get qualified leads.

[00:41:01] And you're having a dialogue and a conversation with a prospective customer without picking up

[00:41:08] the phone or doing anything.

[00:41:10] The automation is doing it for you.

[00:41:12] You can sell anything through a quiz funnel.

[00:41:15] Some people may use the quiz funnel to set up a phone call like me.

[00:41:19] So when you do mortgages, I'm not selling a physical product.

[00:41:23] So I need to get on the phone, see if this makes sense, help the customer find the best mortgage

[00:41:29] based on what they're trying to do.

[00:41:31] So quiz funnels, don't sleep on it.

[00:41:34] Today's show, why isn't your business getting leads every day?

[00:41:38] If you're not getting leads every day, guys, you're going to be going out of business.

[00:41:42] No leads equals no sales equals no business.

[00:41:45] And there's no such thing as standing still when it comes to business.

[00:41:50] You're either going forward or you're going backwards.

[00:41:53] I say this each and every week, family, we get more and more downloads because of you,

[00:41:58] the BEB family.

[00:41:59] I appreciate you guys so much.

[00:42:00] Please continue to spread the word about the podcast, the blog, the website, the whole

[00:42:06] ecosystem, the books, everything in the online courses, everything designed to help you elevate

[00:42:12] your entrepreneur IQ.

[00:42:14] Remember, it's not about me.

[00:42:16] It's not about you.

[00:42:17] It's about us.

[00:42:17] It's about building an economic power base in the worldwide black community by building

[00:42:22] and supporting black owned businesses.

[00:42:25] Love you guys.

[00:42:26] See you same time next week.

[00:42:27] Peace.