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This is Anil Gupta from Toronto, Ontario. Canada. My question for you is what are your first three actionable steps to creating a lead gen business? And what are the three Industries you would go after in small
communities? Okay, we can do that.
Hard to come up with three but I think we can just talk about it in general.
Well II got all right. I got in this business a little bit. I was testing on Allegiance, site. What I did was, I emailed another lead gen site and I just said, would you buy leads from me? How much? And they said, if your leads were qualified using these parameters, we will pay you $100 per liter as for a trucking website that I was working on. And they said, if they are long
Commercial driver's license folks and you are able to verify that by getting a picture of their license. We will give you $100. And so I assumed $100 with the cheapest, it would cost. And then if I also went on LinkedIn and I emailed the marketing and growth managers at the actual trucking companies, and I said, how much do you guys pay and they said $150 and that kind of gave me that range of I can acquire it for 100 to 150 dollars. And then what I did was I went and drove ads and traffic to a website that
That got this information and I was able to get leads for $250 and I thought, huh? Okay, if I just undo, if I just fold around and got it for 250 bucks and they're willing to pay $150. Like I think there's something there that I can actually make this profitable. That's
what I did.
Yeah, I think my first step would be because I don't know a ton about Legion. I'd be like, okay. Well who's killing it with lead gen. And so I would just my first step would be like, find a blueprint of success. So who is, who is a new ish Legion sites? I wouldn't be looking for one that likes started in 1998 has just been cranking since then I beg. All right, what's a newish? Lead gen site? So something that started maybe the last 23 years and I would go look at their stuff. I can read an article about them and then I would contact.
Hey, really interesting your business and I'd either be like I mentioned buying your business. Can you tell me a little about it? Would you be open if you know at the right price, would you be open to selling your business and they say yes or no? Or I would say hey, I'm really trying to learn about the lead gen business for a different category. Would you, you know, would you be down to, you know, talk to me for 15-20 minutes whatever and they might say yes to my to know, if I wanted to make it juicier. I could say hey I'm doing an article on
My favorite five, you know, truck truck driver lead gen businesses or truck driver. Recruiting businesses. I want a future. You guys just need to hop on a call 30 minutes. I'll ask you a few questions and I'll use it in the article and then in that, you know, article I would base it. While doing that that call about the article. I would ask them how they started, how they get it. You know, how they get the leads. What's the hardest part about of Law? And I would try to figure out a blueprint to figure out? Is this even the business I want to be in?
And is there a common formula that these businesses use? Like, oh they all use Facebook ads as their traffic Source or do they all use Google keywords as their traffic Source? Then they take you to a landing page with a quick email capture and then three question qualifier right after that. And then their business models that they sell those leads to whoever at certain price and this only works if the leads are like, you know, $100 worth $100 or more the ones that are below that seem to struggle. And I would try to figure out how much money they make and how they do it. And now, that would be my first, first thing is, I'd be searching for a blueprint essentially that I can.
Remix, it's like all right, I'm going to 80% is going to be the same and 20% is going to be different. So the 20% that's different might be. I'm in a different category or I do it from a slightly different like, you know, I put a greater emphasis on copywriting or newsletters or whatever. In order to generate those leads. That would be my first first step
and which
industry. So we have a couple examples here. So you did, you did Trucking went on your own before that. You've shown me an apartment one.
Was apartment. What was the Legion for? Well, the company was leads to. They want
the company that bought my company years ago was called apartment list. Originally, they were called vertical Brands and they just owned lead gen sites for Senior Living. They owned a legion site for a Rent-To-Own housing, which was like they bootstrapped, I think, like six or seven million in Revenue, then they own apartment list, which eventually became the main company, but that was
Was a legion for apartments and then they owned it or cars called Auto list.com, which was acquired by CarGurus, like 30 million dollars. And so that was really effective. But I would the math is basically like,
How valuable of a purchase price is the product multiplied by the frequency. That they one person buys the product multiplied by the number of people who have that need. So, for example, if it's lead-gen for CEOs of large of like small to medium-sized businesses, so it's like a job board for potential CEOs. A small business would be one to spend like fifty thousand dollars on that and but they're only going.
Fire once every eight years. So like that kind of gives you like how and there's like not that many people who are into that kind of gives you like the math behind the opportunity as you know what I mean?
Yeah, exactly. If you're looking for high ticket pricing, so I was going to say Senior Living, my father-in-law does senior living and I see that like, he wants customers a customer to him is going to pay maybe six grand a month for a room. So their customer in and they'll last on average, you know, two years at the place, right? So you're getting 24 months times 6,
Thousand dollars, their customers are very valuable. They're willing to give you six thousand dollars for, you know, for a customer if you can send them one. So their leads might be, you know, a few hundred bucks that they were willing to pay for her if you're qualified, right, if you're in the area and whatever else. So, Senior Living was one. I was going to say and then the other ones are like, you know, I see this with like, moving companies or construction companies or like pool construction companies like oh that's a fifty thousand dollar project to build a pool in this area and maybe the pool construction companies are not the best at SEO.
Oh, like optimization. So I'm going to go after that category because I think that that's, that's one where I can, I can beat them at their own game and sell the back. Those customer leads. So I would look for a really high ticket price. Things like moving pool construction senior, you know, Senior Care,
there's one more that I was thinking of. That's
alright, slip my mind, but yeah, things like that. I think those are those are great categories to go
after.
Can I share one that I just heard about that? I actually think would be pretty valuable here is because it's related to what you were saying about Senior Care Facilities. There's this new kind of facility that's coming online. That's essentially like mental health triage. I think is the way to think of it which is essentially like you walk in and there's a bunch of lazy boys and they've got TVs in front of them. And if you're having like an episode, a mental breakdown, you go in there and they
Might help medicate you, if you need that. And I'll set you up with a therapist on this big TV and just like, make sure you're okay while people figure out what's going on because mental health issues are becoming more prevalent. Okay. So this is like actually just coming online in these are the like a new type of care facility. And I feel like there's probably not a lot of competition yet for finding those types of leads. So there might be some
Some opportunities. I think that, you know, the general principle is, you want a high ticket, you know buyer of your leads. So you need any them to be making a ton of money off of the thing you want to have low competition? If possible. The other thing is, can you use content as like your legion? So you're not just playing a Google keywords bidding game or our Facebook ads keyword bidding game. But like if you are educating people about something. So like I don't know, let's call it like
What's that like surgery that a bunch of looking like Brazilian booty lifts or something like that? It's like there's some surgery, some new thing that a bunch of you are curious about, right? And the topic itself, like kind of lends itself to content or ratings or reviews, or like, you know, pros and cons and stuff like that. Like, can you create YouTube, or Tick, Tock content? That's just talking about, you know, the pros, the cons, the good stories, the horror stories, the whatever else. And then basically, if people are, and then you capture interested parties.
Or like they were Googling to try to learn more about it. And you as the educational Source become like, you know, slightly trusted. You never need to operate the underlying business. You just sell that lead, you know, Farm them to a partner who's basically, like, you know, your vetted partner to do that that procedure or do that. We do whatever it is. In a given geography
said, did we answer that been? I think it's a good answer.
That's it. One question,
Friday.
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