095 | Unlock Exponential Growth: The AI and Marketing Playbook for Entrepreneurs with David Asarnow

Patrick: [00:00:00] What if the secret to doubling or even 10 Xing your business revenue wasn’t about working harder, but about using smarter strategies in the right tools to create unstoppable leverage? Welcome back to another episode of the Vital Wealth Strategies Podcast. I’m your host, Patrick Lonnergan, and today we’re diving deep into the systems and mindset shifts that can transform how you grow your business.
My guest is David Asano, the founder of Business Nitrogen, a leader in helping entrepreneurs unlock exponential growth. In this episode, David shares the exact strategies that have helped his clients turn stagnant revenue into massive momentum. From dialing in on your best buyer strategy to harnessing AI in a practical profit driven way, to create intentional campaigns that get results.
Whether you’re looking to scale your business, refine your marketing, or simply get more leverage out of the work you’re already doing. This conversation is packed with insights you can start applying today. And here’s the thing, if you’re [00:01:00] serious about keeping more of what you make as your revenue grows, it’s not just about generating more cash flow, it’s about having a tax strategy that works as hard as you do.
That’s why I want you to visit vital strategies.com/tax and start building out your plan today. ’cause the strategies we’re talking about in this episode don’t just help you grow. They help you keep more of the wealth you’re creating. Stick around at the end of this episode because David shares some actionable steps you can take right now to create momentum in your business.
Let’s dive in. David Asano, thank you for joining us here today. I’m excited about this conversation. I think the number one thing that businesses need is revenue, and you help people with that. We often find that entrepreneurs really good at a particular thing, but that, you know, revenue generation drives business and without it, it, it doesn’t go anywhere.
So. Thanks for joining us.
David: It’s my pleasure. Thanks for having me.
Patrick: Yeah, so I, I think of the problems that the entrepreneur has, whether they’ve been in business for a while or just getting started, growth can slow or it hits a [00:02:00] ceiling. New revenue feels increasingly difficult to unlock despite strong product or service.
Then they also are feeling frustrated or left behind by the AI boom. Unsure how to actually use this tool to increase profits without wasting time and money. And then they believe that technology should service not the other way around, and that that real innovation should lead to transformation, not complexity and distraction.
So I’m excited for you to help us sort of dig through how we can leverage AI in, in our revenue generation effort. So thanks for joining us here today. This is going to be fun. It’s my
David: pleasure. And there’s a lot to unpack in that, in that intro.
Patrick: Yeah. So if it’s okay, can we start off with a little bit of your background?
How did you get. You, you’ve been an entrepreneur for a long time. I’d like to just understand your background and then we’ll get in from there. I, I would say I’m a
David: lifelong entrepreneur. I, my grandfather inspired me when I was three years old. They sold everything, their house, their [00:03:00] furniture, and then they moved to a new state and acquired this small little business.
And when I was four years old, they flew me down and I remember it was National Airlines and had the two sons. I remember that and I spent a couple months with my grandparents as a 4-year-old, and he would take me as I grew up, I used to call it detailing doctors, but I was his eye candy. Instead of bringing a dog along, he brought a 4-year-old grandkid and he was able to get into any doctor’s office with me, and I grew up in his business.
I watched him, mm-hmm. Start from scratch to building a building and I remember. He bought this giant building, or at least I remembered it being giant, including a warehouse. And I said, why did you buy such a big building when I was about six, seven years old? And he said, because one day I am going to fill this and then we’re going to expand.
And he did. He became the largest orthotics, prosthetics manufacturer in the, the southeast at one time. And so when you look at [00:04:00] building a business, growing a business, you need. My story started with, I learned something. In order to grow business, you either A, need to get customers B. Mm-hmm. Get customers to buy more and C, get them to buy more often.
And that’s from Jay Abraham and I, it doesn’t matter in today, digital age. In the AI age, it hasn’t changed. What happened is I had an opportunity, my grandfather wanted me, told me to get some, he offered me his business and I turned him down. He said, well, you need to go get some experience. Then there’s a reason he was sick with cancer.
And he said, I only asked that you take care of your grandmother for the rest of her life, and I couldn’t take that on as a 17-year-old. That was a big responsibility. And so he said, go when you’re out of college. He ended up surviving that and he said, go get a job with a big company, get some experience, and I got some experience in sales.
The first two years I became top [00:05:00] three salesperson out of a couple hundred and I got another opportunity. And that opportunity was with a family owned 50-year-old businesses, 68 million in revenue. And they gave me an opportunity to start a new division for the company when I was in my late twenties.
And I was able to grow a $45 million division in the, over the next five years. I then got an opportunity to. Raise capital, acquire the first all digital portrait studio chain from a private equity company and then franchise it. And so we grew that into an eight figure business in five years. And then I was like, what do I wanna do with the rest of my life?
I just turned 40 and I wanted to speak Now that was hard doing on my own. I ended up getting an opportunity with Tony Robbins and Chad Holmes at Business Breakthroughs International. And in 90 days I became their top closing speaker. And I say closing ’cause we’d speak for free. We only got paid if we sold coaching, [00:06:00] consulting, mentorship, or their ultimate business master.
Yeah. And so it’s through the, I started realizing a, what I’m really good at is helping, hearing a pain challenge problem someone’s having in their business, connecting the dots to and having a solution right there on the spot. My mind works quickly that way. And I started doing consulting on the side and by accident my business started, I helped someone, gave some advice and they referred me business.
They referred me more business. They referred me more business and business nitrogen was launched. And then when CHE passed away, I stepped away and just focused my efforts here.
Patrick: Mm-hmm. I love this and I love the backstory. I want to hear about the. The success you’re having. ’cause you’ve got the revenue multiplier matrix, which you know is a proven path to two to 10 X growth.
And I hear that and I’m like, [00:07:00] gosh, you know that that sounds a little bit like clickbait, right? Like man, how am, that’s super interesting, but how am I gonna take my revenue up by those figures? And I’m excited to dig into to that. I don’t know where we should start there, but, uh, I think that sounds like a fascinating.
Place for us to go to, to really like, dig into and understand how business nitrogen helps entrepreneurs along that path.
David: Well, what, what happened when I was in the franchise, something I discovered be, I was doing funnels before. Funnels were funnels, and I didn’t even know it. Mm-hmm. Right? We weren’t calling a marketing funnels during the franchise company.
We had highly intelligent automation. One, my friends was the founder of the company. He sold it and we. I created videos back then, back in the late in 2008, people weren’t doing videos. People weren’t communicating that way, but we were, and so we had a video on the website. We would have emails with videos embedded, and when someone was [00:08:00] watching the video, it would notify our salespeople that X, Y, Z person is watching your video.
Now. I would tell them, wait five to 10 minutes. Call that person. If you’re on a call, wait five to minutes, call them. And they would say, oh my gosh, you won’t believe this. I was watching a video from your founder. No way. Right? And so I, that was marketing funnels. That’s marketing automation at its finest, right?
Yeah. And why today we have so much, so many people trying to do that. We have information overload. So today it is more important than ever. To really share your origin story. Why do you do what you do? Because there, there’s a lot of people, for instance, that may do tax planning or strategy. How can you separate yourself from everyone else when people know why you’re doing it, why your [00:09:00] care, what your origin story is, why you are there to serve them.
That is a value multiplier. Almost ara it’s like positioning you, is that new opportunity, positioning you is the blue ocean. So they’re like, I just know, I, I know that person now. I like that person and I trust what they’re saying. I know they’re there for the right reasons and that’s how you get people raising their hands and moving forward.
So many times when I’m working with people and we may be doing some videos that we may be, uh, creating a webinar or a challenge or. Just automated marketing for their website or even an AI agent today. We can talk about that in a little bit. Mm-hmm. I say, I ask people so often. I said, when you, I could tell, you can almost read, it’s like you’re, when you’re speaking, you’re creating anner energy and it’s translated and goes out there and I ask someone, what were you thinking when you were recording that?
And they’re [00:10:00] like, why? Because it comes across that you were thinking this. Were they going, how many people are going to buy? And they’re like, how did you know that? I said, here’s the thing. Okay. When I get up in front of a room and speak, I say, God, I don’t know what I’m supposed to say, so please let the words enter my mind, hit my heart, and come out around my mouth so I can serve the people that need to be served with whatever they need to serve ’em with.
I don’t know what that’s going to be. And I tell people, just come with that attitude. Come with a place of service. Come with a place of gratitude that you get the opportunity to do this, and guess what? The right people are going to show up. Now you’re saying, well, how does that have to do with marketing funnels?
It does, and it comes with everything. It’s like it’s who you are and how you’re coming across. It changes how you lead your company, how you lead your team, and the right clients are going, I hate to say that. The multiplier is how do you create leverage? Mm-hmm. You’ve gotta, you’ve gotta [00:11:00] understand the message and be able to communicate that message.
We communicate that message. There’s ways to get it in front of people in a different way, so the right people raise their hand, and as long as you do the right, do the right things in order, rapport. Show the value, show that through testimonials and what other clients say, you’ll have more and more people raising their head and moving forward, and then the revenue will grow because of that.
And then they’re really gonna need you because they’re like, oh gosh, I don’t wanna pay all these taxes other ways that I can minimize by doing things differently.
Patrick: Right. Yeah. I love this and I love this concept of leverage, and if it’s okay, I’d like you to talk a little bit more about that because it, I love what you’re saying around, you know, we’re getting the right.
Message out there, you know, we’re providing the right offer now we just have to get, we gotta leverage, we gotta use leverage to get that in front of the right people. And I’m curious, I’ll call it the best buyer, right? Like, we gotta get that in front of the [00:12:00] best buyer so they can, they can take action and you know, we’ve got a good fit there.
So how do we leverage that marketing message in a way that is gonna connect people? Well, funny that you say
David: Best buyer, because I have a website. We were creating a product called Best Buyer ai. And. That’s actually, it’s funny, you bring a best buyer today, more than ever we use a best buyer strategy. I call it the Target 25.
And it goes back to when I was building that $45 million division for that company. I had 25 prospects. That’s it. Because I was going after billion dollar companies. There’s not many billion dollar companies that needed custom plastic packaging and. So I used a very targeted outreach approach. I remember reading something when I was in my early twenties from Harvey McKay.
He was the envelope guy. Mm-hmm. And he wrote, was it Lumpy Mail? Like it was lumpy mail. And he mail it. [00:13:00] Was talking about mailing a sneaker to someone saying, now that I have my foot in your door. Right. I remember it. So here’s what happened. I was calling McDonald’s. I called him for six months and no one returned my call.
So I put a sneaker in a FedEx box and I used a little bit of Harvey McKay, combined with Anthony Perello. He wrote a book called Selling to Vito that my dad called me to read when I was 22 years old. Right. He said, so Ken, now that I have my foot in your doormat, please have five minutes of your time.
I’ll be calling on Friday at 8:00 AM to talk about how I can help McDonald’s increase your brand recognition and profitability. David Asado, which is a bold claim, but I believe that claim, ’cause I knew that I had something the McDonald’s didn’t have. Well, I called on Friday and the receptionist when I said, Hey, I’m calling, my name’s David Asar.
I’m calling for my appointment with Ken. Meanwhile, my heart’s beating, hoping that it’s gonna work. She left, she said, you’re the [00:14:00] sneaker guy. I said, yes, and she put me through the cat. I won’t go into that whole story now unless you want to. What I can tell you is that turned into a meeting in person.
That meeting in person lasted two and a half hours. It got me in a a training with their entire product development committee, and six weeks after that, it turned into $1.6 million contract. Right? Yeah. So when you talk about best buyer. Today. Mm-hmm. There are so many ways to do it differently, right? With clients, if you have that kind of very targeted approach, let’s, I’m doing it with a client right now.
Her goal was, okay, I want to double my business. Well, if we can identify 10 clients, each and every one of those could probably get you 50 to a hundred percent revenue. Is that better than focusing in on a thousand others in and in less than a year? She’s now got agreements with two of ’em, right? Yeah. So it doesn’t take many to [00:15:00] create that, that, that growth.
I have someone that invited me to be on their podcast. It’s funny, we did a cold Best Buy. AI was cold email outreach, but it’s ultra personalized about them. What’s different? And they responded, listen, you got through my filter. I delete most of these, but I’m not the right person. My partner is, here’s his email.
Good luck. He’s harder than me. We got through that became a personalized email and mm-hmm. They invited me on their podcast to talk about these kind of strategies because they’re like, you got through to us. No one gets through to us. Right? Yeah. So when you talk about Best Fire, the most important thing that you need to know is who you can.
Why you and understand that you, why you can serve them better than anyone else. And if you have a company and you’re out there, you need to believe beyond a shadow of a doubt that you’re better than anyone else. Because if you don’t believe that, there’s no reason why anyone should work with you. So if you know how you can [00:16:00] serve someone better than anyone else, you can use sit email today.
You can use AI to do outreach. Believe it or not, you can mm-hmm. Use. Direct lumpy mail. By the way, lumpy mail, direct mail works better than it ever has because people are lazy. They don’t use anything like that. Yeah,
Patrick: yeah. This is great. So I wanna highlight what you’re talking about here. I’m hearing we have to have a best buyer profile.
We have to know who that person is, and then we have to have a way to get their attention. And that attention could be. Through a podcast. It could be lumpy mail, it could be an email. It could be lots of different ways, but we’re trying to get the attention of that, that best buyer. Now, one thing that you mentioned was leveraging AI to do that.
Now I’m for outreach. I’m, you have my attention on this one. I’m very interested in AI and the future and how we’re going to use it. I saw this video [00:17:00] of a guy that sells. He’s a salesperson and there was, he called this number and was talking to an AI agent that was selling him and answering his questions and he was like blown away by it.
And it was fascinating and I assume it was real, but I’m curious what you, how you’re seeing AI in the future of marketing and how it can help us really. Lean into these outreach opportunities that you know may be time intensive for us as individuals. So can you walk us through AI and what the future looks like there?
It’s here, it’s now?
David: Mm-hmm. Uh, I also have an AI company, I think I mentioned to you offline, and that came about because when you drive leads to someone, if they’re not able to book the appointment, they don’t follow up on the lead. But here’s a fact, if you answer a lead live. You’re 500 times more likely to book that appointment than if you even follow up 10 minutes later because so many we short attention spans and they’ve gone on to something [00:18:00] else.
People don’t answer the phones from people they don’t know the numbers for. So, um, how do you go about doing that? One, you can do cold campaigns. You can do direct mail to people and give them a QR code and a reason to engage if you understand your buyer’s persona and you know who your best buyer is.
You can actually, with intentionality, create campaigns, ai, you can train it, you can train it to have empathy, you can train it to listen, you can train it to build rapport with people. And that goes into the, to understanding human psychology. If you think about it, there’s people who are saying, well, this stuff is great, but then we look at the work that comes out and it’s average and some people are harnessing 160 iq.
Why? Because they give it different set of instructions. This morning, I have a good friend of mine, in fact, the friend who [00:19:00] referred me that first piece of business 15 years ago. I went over his house this morning and he wanted some help with ai. He’s an author speaker, and he was doing something and I, he says, I’ve got this custom GPT, but it doesn’t always do what I want, and it sounds too, and I said, let me see it.
And he showed me and I said. Okay, let’s work on giving you a perfect prompt for you. And we spent 45 minutes. I have a framework that I utilize. It’s a five step framework, but 45 minutes to create a prompt. Okay. And he’s like, wow, you know, I can actually follow this process for anything. I’m like, yes. So why do some people get good results and others average.
Because when you spend that much time in developing exactly what you want, the great thing about AI is it can do anything that you want, but you [00:20:00] have to be explicit in the instructions. You know, so many times when we have ask people on our team to do something and they don’t do it, we say, well, they weren’t paying attention.
We may wanna ask that. We give them good instructions that we, how do we communicate? Yeah. And the great thing with ai, if we’re not good communicators, we can see very clearly because of the result. We’re really good at communicating what we want and how we want to think, how we want it to behave, what we want the outcome to look like.
We get a very good result.
Patrick: Yeah. I am so interested in this ’cause there, there’s a few things you brought up that I want to touch base on. I think about the book by Robert Kini Influences Psychology or Persuasion, and I think about in that book, he talks about. The click were mechanism. And what he means is like when we do these certain things, our brain goes on autopilot.
Or when somebody interacts with us a certain way, our brain goes on autopilot. And we just sort of respond almost in a very known outcome, right? Like [00:21:00] if I do this thing, that thing will happen. And it’s kind of scary from a marketing negotiation sales perspective, like the influence that is out there, and we probably all think, oh, it won’t happen to me.
But it does and he proves it. And so I think about that book and I think about the things you’re talking about with AI and how we can sort of marry these things together, right? Like if I get the AI to leverage those principles of psychology and influence, I think I can create a pretty powerful tool.
Now, I think the thing you also said that I’m like, I don’t know how to do that, is spending 45 minutes getting the prompt correct. And so. David, this is all really fascinating. In light of all of those in things we just talked about on the influence side, marrying those two ai and do, I’m very curious about your AI business because you just talked about, uh, the 45 minutes it took to create that prompt, like that, that sounds amazing to me, but is also outside of the realm of things that I understand or know how to do.
Can you walk [00:22:00] us through. How we get plugged into the structure that you outlined that that allows us to do that?
David: Sure. I’m more than happy to walk through it now if you think it’d be valuable. Yeah, I think that would be wonderful. So since I have it on my laptop right here in front of me, since we just worked on it this morning, I did a 90.
So here’s the thing. I do have, I have an AI company. We do AI consulting, AI strategy. We will map out all the different ways that you can create leverage in your business. I’ll give you an example, a client of mine and then I’ll go through the prompt client of mine had never used AI before. They had a problem with first lead generation.
First communicating their message. We fix that. Mm-hmm. Then they’re like, well, how do I get more people to see this? Uh, we talked about the target 25. The best buyer strategy, so it’s so, so glad you brought that up because today you need to lead with who’s your best buyer so you can communicate with them.
He had this software that he could identify all of [00:23:00] his dream clients. He’s a lawyer, so you could see cases that were going on that he could interject himself in. And I said, you know, I don’t have time for this. Great. Let’s hire a va. Then we said, okay, how can AI do this? Well, you can actually have. Chat, GBT, create an agent that will log into the software, follow the instructions, find what you want, and then put it in a spreadsheet for you.
So guess what you wanna ask? How do you make that happen? You know what’s, AI is great because as long as you know what’s possible, you can really create anything. You can create a lot of leverage. Now, when we look at reverse engineering mastery or having a prop. I’ve spent, the most, I spent on one prop before I even hit submit was an hour and a half.
Okay. But people say people are using AI are are going brain dead. You know why? They’re like, write me a script, write me an email, write me a landing page. If you actually looked at the power of it and said, [00:24:00] I’ve got an opportunity to clone myself, in fact, I’ve got an opportunity to clone myself as someone who thinks at the level or higher than I can think.
It’s gonna make me better and challenge me to think differently. All of a sudden you can do a, you can do a heck of a lot more. And so that begins with, I call it becoming, when I’m speaking in training and doing live talks, like I’m speaking in a conference in the beginning of September where there’ll be, I’ll have 90 minute basic introduction, and then day two, it’s gonna be a two hour workshop for those who want to go deeper, there’ll be a few hundred people there, right?
Mm-hmm. So number one is roll. Okay. And I’m saying when I put it into the prompt, I’m saying, roll colon. You are, you’ve gotta tell them who they are, how they’ve gotta think, how they’ve gotta operate. Okay? Number two, and obviously you want to go deeper, we can get on one-on-one. Number two is context. Okay, here’s what I’m trying to do.
You’re this, here’s who I am, here’s what I’m trying to do, and here’s where I’m having [00:25:00] challenges with it. Yep. Okay? Love it. Number three, command. You gotta start with the, begin with the end in mind. Okay. This is what I want. This is the result that I want to create, and when I can create that result, this is what it’s going to look like.
And I want, you know, I’ll even do it like make it so clear that a five-year-old would understand it, even though you’re speaking at a PhD level. I need to understand whatever it is. I mean, mm-hmm. We can use this for so many different things. And then the format, this is how I want you to present whatever it is to me.
Now here’s the secret sauce. You ready?
Patrick: Yep.
David: Refinement Before you do anything, and most people just would type all this and put submit. This is where it becomes great and it becomes authentically you is before generating the answer, ask me three powerful diagnostic [00:26:00] questions, one at a time. To clarify exactly what success I’m aiming to decode and where I may be stuck in achieving it.
Well, that was for this prompt, but you get the idea. It’s refined. Yeah. And it’s asking the powerful questions, asking those powerful questions one at a time.
Patrick: If this episode is hitting home and you’re serious about scaling your revenue, then you also need to make sure you’re keeping more of what you earn. That’s where smart tax strategy comes in. Vital strategies.com/tax will help you build a proactive plan to reduce your tax burden free up more cash flow and put your money to work building long-term wealth because here’s the truth, growing your business without a strategy for what happens to those profits is like filling a bucket with holes.
Don’t wait until the tax season comes to find out how much you could have saved. Visit vital strategies.com/tax today. Start building a plan that helps you grow smarter, not just bigger.[00:27:00]
No, I think this is fantastic because if we, we have to think about AI for a second and what it’s doing. It’s, it’s hallucinating, right? Like it’s combining all of these things to come up with an answer and so. We have to take this hallucination and narrow it down to a specific set of prompts like you’re talking about.
And I think the thing that we start to narrow that hallucination when we’re like, Hey, ask me one question at a time, you know, or three questions at a time, or whatever the thing is to like, anything that you’re confused about. So yes, um, ahead. The other thing we
David: did when we was helping my friend this morning, I said, you have your book, you have all your videos, all your keynotes.
We wanna take those and put them in the transcripts. ’cause part of it is I only want you to formulate information based upon what I’m providing you. I don’t want you going out on the web, I don’t want you doing this, you only can use. So these are extra things that you can do. So I’m like, [00:28:00] okay, this morning, what do you have?
What can you use? So that, so yes. Does AI hallucinate? Absolutely. Mm-hmm. And. We have to figure out ways in its own rag or its own in own unit. When you can do a custom GPT, it gives you an opportunity to control a little bit more on what it’s doing and how it’s doing it.
Patrick: Yeah. Yeah. This is fantastic. And one, one last little thing that I’m curious your thoughts on.
I’ve started asking it not to guess. Like I need you to know the answer and cite your sources because there’s times where it’s like it’s giving me an answer and I’m like. I don’t know if that’s correct or not. And I have to go do research to make sure I, you know, chat’s given me something. Correct. And that’s been a useful Yeah.
And you put that in your
David: command. In part of the command or what you’re gonna do. You cite all your sources. Everything that you give me that’s based upon fact. I need to know where you got that from.
Patrick: Yeah. Yeah. This is great. Now, [00:29:00] I know we were talking marketing, we took a little AI tour and now I’m thinking back to.
Just where you bring a ton of value, you’ve got a lot of experience on the high ticket sales side of things, and I think that’s, that’s who you, I think can, can really drive revenue with is somebody that like, has a high ticket offer. Yeah. Can you talk a little bit about, you know, if I’m, I’ve got a nice offering that you know is somewhere between five and 50,000 or five and a hundred thousand dollars.
Something along those lines. How do you go about, you know. Getting that Target 25, getting in front of those people, getting those, you know, leads converted to sales. Like I know that’s a big question, but it’s, I think our listeners fall into that category. They’ve got high ticket sales and they’re looking to make these things happen
David: multiple ways.
Believe it or not, we have people that hire us to create these Target 25 campaigns, thinking through every bidding component and messaging exactly [00:30:00] how to execute it. And then I’d have to sometimes do some coaching on the sales outreach side to, on the follow up because mm-hmm you still gotta pick up the phone and connect with people.
And the reason that this works better than ever is most people like to hide behind ads. So number one. Number two, if you know that your client, your ideal dream client is searching, if you’re, if they’re searching for tax strategy. So entrepreneur tax strategy, they’re like, how do I set up a family office?
Guess what? We have something that we’ve launched using AI called Lead X-Ray. We are in virtually intercepting someone, Google or Bing or chat BT or Gemini keyword search. Tying it through enrichment ai. We can append that. To the person who’s searching and we get their name, their email, their [00:31:00] phone number, their address, and we can automate a direct mail postcard within minutes or actually hours, within hours of the search.
’cause you could see when they searched and which keyword they were searching. We have it tied into a mail house that you can mail a postcard, you can mail a package, you can mail anything to them. Then at the same time you take that data. Automatically, you set it up into a custom audience targeting them using meta, and you can have a video that’s speaking exactly to that person.
Hey, you’re watching this. I have a feeling that you’re an entrepreneur and you’re looking for tax strategy. See? Mm-hmm. By the way, all what you ask for, I’m just showing you as an example, but best buyer. Mm-hmm. You can use it through ai. You can use old school methods. What works best? Is when you have a complete strategy, knowing who you wanna serve, how you can serve them better than anyone else, and then architecting and engineering that process that will automate it for you.
So now you’re only talking to [00:32:00] people who are interested that are raising their hands. So that’s one of the things you can do today. And we’re doing,
Patrick: yeah, I, I love this. And so questions about, ’cause my brain is a little, I’m about to short circuit because you just gave me a bunch of amazing ideas. And I’m like, David, how do I go and execute on all of that?
Right? Where do I start? It sounds like too much. Do I start with some direct mail? Do I test that? See how it works? Fine tune it. Do I start over here on the digital side? Like I, I’m trying to figure out, and I’m sure you’d be great resource. I’m, I’m gonna share
David: something that I tell people all the time when I’m, unless you’re willing to see it through and follow it with excellence.
Don’t even start. Because your ability to, for this to work, you’ve gotta have a plan. I’ll give you an example. Well, Bob Proctor, I was listening to a Bob Proctor, a [00:33:00] friend of mine told me about Bob Proctor. Once he passed away, they launched out like his best of on Audible, and I was hiking and I listened to it and Bob told the story that, and I was like, oh my gosh, that’s where I heard, that’s where I know this from.
And so Bob was talking about. Every, every week he, when he was in life insurance sales, he would call the CEO of this company. And then on week 53, when they didn’t return his call, he didn’t call and the receptionist or secretary for this executive called and said, so and so wanted to make sure you’re all right because he didn’t get a message from you today.
And Bob went in. That was his end. They set the appointment. He became a client. He had to sell executive insurance and key man insurance and everything. Well, I’m telling you that story because I didn’t, until I listened to that. I’m like, where did I get what I do? So I often tell people, if you’re going to do this, you need to set [00:34:00] a 16 to 18 week plan on what you’re going to do.
Here’s the direct mail I’m gonna mail in week one. Here’s the follow up phone mail. I’m gonna call if, or the phone call I’m gonna make if I get their voicemail. It’s like, Hey, this is David as Sarno, I’m calling you, as I told you I would if you had, this is, I know this is a voicemail, but if you’d reached me live, this is what you would’ve heard, or I reach you live.
This is what I would’ve heard. And then you leave the voicemail to them. And by the way, you can reach me at this number, and if I don’t hear from you, I will be calling you back the exact same time next Monday at 5:19 PM mm-hmm. And so guess what you do.
Patrick: Call it five
David: 19. Do it again. And this is from, from Bob Proctor.
I now know that where I actually heard this, um, listen to you. I’m like, now I know where I learned this from. Mm-hmm. This works. You know, why, what do people wish their own sales team would do [00:35:00] that they wish that they would follow up? They wish that they would do what they say they wish that they did.
Just go for the lowest hanging fruit and then let all the leads that they’ve invested money into go by the wayside. So that’s why the best buyer, I’m gonna go right back to it. The best buyer program works if you create with intentionality the entire program and campaign on how you’re going to do it, how you’re gonna do the outreach.
The great news is you can create that on your own, saying, here’s who I wanna serve, here’s who I can serve better than I will, and this is who I wanna do business with. Or we can use something like a lead x-ray to find the people that are raising their hand and automate a lot of that. Through ai, like we’ve got an AI funnel that when you’re doing ads like that, when people raise their hand, it is designed to get that buyer intent, getting them raising their hand, getting them chatting with the AI agent.
We call it our triage sequence because within 72 hours of someone opting in and raising their hand, if we can’t get them to take the action, [00:36:00] they’re probably not going to. And the reason is we send over 28 messages, combination of email. Conversational text that you can talk to an AI agent all designed to book the appointment.
Patrick: Mm-hmm. Yeah,
David: and
Patrick: this is so interesting, and one of the things that I love about what you’re saying is I think there’s a level, I think we’ve been conditioned in the United States for a drive through breakthrough. Like I want the five minute abs. Right? And so when. When something doesn’t work on the first phone call, we’re like, I didn’t answer the thing.
You know, like, dang it. But I, I heard this analogy from a marketer that I like, and they, they said, you know, you have to, you can’t bury the seed and then like dig it up every day and see if it’s growing right. You gotta water the thing and you gotta stick to the plant and we’ll start to bear fruit, but it’s gonna take a minute and we have to like keep doing the thing over and over again.
[00:37:00] And we can’t just take the low hanging fruit, like you said, like we have to. Show up, keep putting in the work. And I, I think that there’s a little bit of, that’s entrepreneurism and business owner in general is, you know, I have to do the hard thing. Um, and, and we have a saying around, you know, our house.
It’s like we do hard things, right? Yeah. Relationships are hard. Business is hard. Having good health is hard. You know, all of the stuff that really matters at the end of the day takes some work. And so, uh, I think the same is true in our marketing and sales efforts. Like we gotta put in the work and stick to it and then we’ll start to see the results.
So, I dunno if there’s any comments on that, but I, I, I wanted to like, take that key piece of data that you gave us there and be like, look, you know, we’ve got 16 to 18 weeks minimum that we need to engage in this process, and then we can start to reassess. ’cause then we’ll have some good information,
David: but you just gotta do it.
I mean. TR Veer. I remember reading Secrets of the Millionaire Mind and going to his mm-hmm. Three day event and they talked about roots and fruits and you, [00:38:00] everyone wants the fruit, but they don’t realize that you have to plant the tree, grow water, the tree fertilize the tree in order to get these magnificent fruit.
And that’s what you just said. We’ve gotta do that in our business.
Patrick: And there’s a name I love t Har Becker. He was the first person to give me a money management system That wasn’t a budget that I was like, I can get down with that. And so I think that came outta the Millionaire Mind Intensive or something along those lines.
I lines, I went to, I went that and
David: actually my speaker training, first speaker training was TR Becker Train the Trainer.
Patrick: Yeah, I love it. Uh, trip down memory lane. That’s good stuff. Yeah, I think I had it on cd. I think that’s, I was listening to some of tee’s stuff on, uh, on CD back in the day, driving, uh, across the country, but, all right.
This is fantastic. I love all these pieces. We’ve covered a lot of ground. What else do we need to be talking about when it comes to generating more revenue, growing and scaling our businesses to really, you know, I would [00:39:00] say have the impact that we’re excited about and we believe the marketplace needs.
David: Here’s what I want people actually, if you.
You have a high ticket offer is understanding that customer indoctrination sequence. How do you build relationship? What kind of information can you do to serve them? I read somewhere a long time ago, if you’re willing to give your best value upfront, they’ll wonder once they pay you, what are they going to.
So many people look at the opposite. I’m not giving that away until they, they buy from me. And so if you look from that psychology of serving and adding value and giving it out there, like some of the best YouTube, they’re giving their stuff out there for free. Once you sign up for the program, you’re really not getting anything different except you get access to them and the ability to communicate.
And so give a lot of value. Uh, put the systems in [00:40:00] place. For those who are raising their hand to capture that and then to educate and inform so that way those who are ready to take that next level are do it. And then the other thing is, if they’re not ready, most people just put ’em onto the newsletter list.
I always say, if it’s a no, is it means not now. It doesn’t mean no. And so what are you willing to do to engineer that process? To add value. I, another thing, I’ll give you an example. A guy I became friends with, I went to, I was invited to, I met him at a mastermind and we were talking, commonality is back then, our favorite movie was the same movie, and so we, he sent me a cd.
This is when we could put CDs in our car. And it was a CD of him interviewing someone on a podcast. And it said, Dave, based upon our conversation, I really thought you would like this. So I listened to it in my car. Then a couple weeks later, he [00:41:00] sent me another one. Hey, this is my wife talking about what?
It’s being married to an entrepreneur. I thought you’d get a laugh out of this and your wife would probably relate. Mm-hmm. Anyway, he invited me to his birthday party. His mastermind members were there and I said, what’s this mastermind thing that everyone’s talking about? And he is like, he said to me, don’t worry about that.
Have fun at the party. We can talk next week if you want. And I joined his mastermind. Right. So yeah, this stuff works if you do it with intentionality and know why you’re doing what you’re doing. So begin with the end of mind and who, what do you, what outcome do you want? Where do you want your business to, to grow to?
And then you can engineer all the different steps along the way.
Patrick: David, I feel like I need to like sit down and catch my breath. This has been like, just incredible, just so much quality. Business life information coming my way that it’s hard to take it all in. This is definitely gonna be something that I’m listening to a [00:42:00] few times and I think we’re probably gonna have to set up the time to talk just because I, there’s so many things that you’re talking about here that we’re doing some of it okay.
In our business, but it’s like, man, we could, we could really take this to the next level if we started applying some of these principles. And, uh, you know, I agree with you where I see, like we, we give a ton of our information away for free. The problem is most of our entrepreneur clients are too busy to go do it on their own.
So we do it for them and we vet all the sources and we’re bringing them the information and then just to the decision making point versus the execution and having to, uh, you know, do all those things. And so I think that’s where the value comes, is like, it’s not necessarily the how to, it’s the, you know, hold my hand and walk me through the process and, uh,
David: and as an entrepreneur get the opportunity.
I don’t have time. I may wanna do it. I may have good intentions to do it. But I’m probably not gonna do it unless someone does it for me.
Patrick: Right? Yep, absolutely. This has been fantastic. So I would like to, business [00:43:00] nitrogen.com is your website. So much good stuff in there. What, where should people go if the, if somebody’s like ready to like dig deeper into understanding more about you and all the good work you’re doing, what’s a good place for them to go next?
David: They, they can go to business nitrogen.com. They can go to david a sarno.com. Or just hit me up on real David a Sarno on Instagram. Um, I actually see my own still to this day. I love it. Although my daughter helps me a lot with it, I actually do read my messages.
Patrick: Yeah. Wonderful. We’ll have links to all of that in the show notes.
Again, your website has all sorts of, uh, great information on it, and this has been, this has been wonderful. And when I think about, you know, the. The stakes here, right? If we don’t adapt, if we don’t lean into ai, we don’t lean into our marketing and revenue generation. We get left behind and business is hard enough the way it is with the changing landscape with technology, we’ve got to [00:44:00] adjust to that.
And you know, I think about implementing your systems and your processes and unlocking that exponential revenue growth. You get to reclaim time, create more business, create more enterprise value. That’s exciting stuff. So I do appreciate you sharing all of this today. I think this has been fantastic.
Awesome. My pleasure. Thank you so much for tuning in to this episode of the Vital Wealth Strategies Podcast. I hope you found real value in today’s conversation, and then it gave you ideas you can take back into your business right away. If you did, I’d love for you to share this episode with someone who could use those insights.
Another entrepreneur, a colleague, or a friend who’s ready to take their growth to the next level. And don’t forget, if you’re ready to start building out a tax strategy. It keeps more of your hard-earned wealth working for you. Visit vital strategies.com/tax. It’s the first step towards putting a smart, proactive plan in place.
And remember, you’re a vital entrepreneur. You’re vital because you’re the backbone of our economy. Creating opportunities, driving growth, making an impact. You’re vital to your family, [00:45:00] creating an abundance in every aspect of life. And you’re vital to me because you’re committed to growing your wealth, leading with purpose, and creating something truly great.
Thank you for being a part of this in Wow.
Thank you for being a part of this incredible community of vital entrepreneurs. I appreciate you and I look forward to having you back here next week on the Vital Wealth Strategies Podcast, where we help entrepreneurs minimize their taxes, master their wealth, and optimize their lives.