Two Founders Took Their Agency From $200 to $100K MRR

Full transcript of Josh Nelson’s interview with Seth Van Dale and Nicholas Cormier. Lightly edited for readability.

Josh Nelson: All right. Hello, and welcome to the Seven Figure Agency podcast, where we're interviewing highly successful digital marketing agencies from across the country on how they've grown and scaled their agency. And today I am super pumped. We've got two young entrepreneurs from Canada that are just crushing it. We've got Seth Van Dale and Nicholas Cormier from Home Builder Marketers, have grown over the last 12 months from a relatively small number to over $100,000 in MRR. I knew when I first saw them at one of our intensives, they had the energy, they had the spirit, they were gonna take massive action, and so I'm really excited for you guys to hear their stories. Guys, welcome to the podcast. Thanks so much for being here.

Seth Van Dale: Dude, thanks for having us.

Nicholas Cormier: Thanks so much for having us. Yeah. We're excited to be here.

Josh Nelson: Let's start off, let's start off, if you could, just each of you kinda introduce, you know, like the agency, kinda your role within the agency, kinda, and also but start with what kinda clients you serve and what the lay of the land is.

Seth Van Dale: Yeah. Sure. I can kick us off, and then Nick, if you wanna kinda take over. Yeah. We, Home Builder Marketers, we work with home builders. We have a few remodelers that kinda fall under that umbrella too, the guys that do both. But, yeah, we're working with home builders kinda all over the world. I get to say all over the world 'cause we just got our first international client in the UK. But I would say probably 80% of our clients are in the US. And we're kind of a full stack agency. We do everything from lead generation to brand voice to follow-up systems. But yeah, we found Seven Figure Agency, it was about maybe 18 months ago now at this point, and at that point we had, I think, like $200 in MRR. Like, it was practically zero. Everything was per project basis. At that point, we didn't have a niche. We were just working as like a general agency, kinda taking any client that we could, and nothing was on a reoccurring basis. And, yeah, then we came out to one of the intensives, and we were like a little bit mind-blown. And it changed a lot for us. But I guess, I guess you asked too what's my role with the company. Anybody in here that follows EOS, I am the integrator and Nicholas is the visionary. So that's kinda our dynamic.

Josh Nelson: Got it. Nicholas, if you wanna share a couple, two cents as well.

Nicholas Cormier: Yeah. Yeah, absolutely. Like, just looking back on time, like, I feel like time just like, you know, just flying by, but I remember when we first went to that intensive, like, 'cause we've been running, you know, marketing agencies since we were 18 years old. And we've been like two, I guess you could say, very ambitious guys where, you know, in the early days, like, I think we spent probably two years making 200 calls a day, five days a week each. Cold calls only. Like, it was just wild. Like, that's how we got, like, our first 200 customers with just brute force. Like, not in home builder, just any niche, and we were just… But we were always on a hamster wheel and, like, we kept increasing our revenue, but our expenses were g- creeping up, and we had no systems or no strategy, and, like, it was always like we were looking at each other at the end of the day like, "Man, we're crushing it," but, like, at the same time, we're losing at the same time, if that even makes sense. Yeah. And so when we came across Seven Figure Agency, I, we went to the intensive and I just refer back to those growth box check, that checklist because, like, you know, it was literally like we looked at that and it was like, "Dude, we have two of the boxes checked here." And then, you know, in the beginning, 'cause we started with jump marketing and then, you know, it wasn't really– We started to really gain traction when we niched down, and that was- Yeah… Like the hardest mental pivot we had to make was niching down. Like, it was like, we're gonna lose access to all these other people if we niche down. And so it was like a hard barrier to pass. And then as soon as we did, it was like n-no wonder it's like one of the first things you gotta do because it made it way easier once we… 'Cause we just had to learn the home building space, understand exactly what the problems were, and then now it's just kind of like keep duplicating that over and over and over again, rather than trying to learn a law firm, a dentist firm or, you know, a restaurant. They're all different businesses. They all operate different. They all have to be marketed in different ways. And- Yeah… To think that you can master the marketing with 50 different agencies is kinda like saying that you would be able to learn 50 different… Like, you know what I mean? Like, obviously business is business, but like, yeah, niching down was by far the best thing that we did.

Josh Nelson: So good. All right. So we're, we're, we're at 100K in MRR now in that space. Yeah. But I'd love to go back. Jump marketing was a generalist agency, had project revenue up, down, and then eventually you decided, all right, we're gonna go in on home builders. Mm-hmm. Talk to us about, like, why that niche and what your thought process was around the niche selection process.

Seth Van Dale: Yeah, that was a, that's a great question, Josh, 'cause we, at the start, when we came and visited you guys, we were like, "Well, what niche do we pick?" Like, we're working with all these different types of companies, and I think a lot of agencies, when they find Seven Figure Agency, they come to this crossroads where they're like, "Well, where do I wanna go vertically here?" And the reason how, or well, the reasoning to how we landed on home builders was when I was 19 years old, so about five years ago, I was the youngest person in Canada to sit on a board of directors for a construction association, and that was a huge in on the industry. And Nicholas and I both, we both worked construction as well. And we really, we get the blue collar industry. Those are the types of guys that we resonate with, you know? They're a little rough around the edges. You know, it's like they're our type of guys. And so we get along with them quite well. And so it was kinda just a natural pivot into there 'cause we already had a few builders we'd worked with and had gotten decent success. So we kinda took that transition of me being on that board of directors. I got to see behind the scenes the real issues that are going on in the industry and kind of apply a Band-Aid to that and, or apply a solution to that, I should say. And the other part to it was how high ticket it is. So, you know, a custom home, you're selling a custom home from anywhere between 500,000 to we have clients that sell $10 million homes. But say on average it's like a million dollars. They're making like $200,000 of profit per build that they do. So we get them one build per year, and it pays for our services and more. So that was a huge thing too, you know, versus like if you're working with the restaurant industry, like it's, it's very high volume. You gotta, you know, that's a low-ticket item. You gotta sell a lot of plates of food to cover your cost of marketing. So that's kinda… That was one of the other reasons why we went into the building industry is just that. Yeah. So then this might sound, – Go ahead.

Josh Nelson: I'd love to hear it, man. Oh, sorry. No, go ahead.

Seth Van Dale: This, this might sound counterintuitive, but like the home building industry is also super outdated where- It is, yeah… Like a lot of these people don't know technology, and we're running into this like weird time where home builders been in business 30 years, but they don't have anything in place. And like people who have been in business two years are like killing it, and they are like, "Oh, I got more than enough work." And it's,… Yeah. When there's a problem in an industry, I feel like that's the best time to come in and help solve those.

Josh Nelson: Yeah. No doubt. Yeah. There's gotta be a very specific problem you can solve. So I love the fact that you were like, "Okay, where do we have some background expertise?" Mm-hmm. Seth had the kind of the in from being in construction. You had both worked in an industry. You had the affinity 'cause you feel like you talk the language, and you also enjoy those types of people, and there's a high transaction value, so the economics make sense, and it's a good time in the marketplace where they're struggling a little bit right now to get these build projects. Mm-hmm. Talk to us about the first client within the space. Like, how did you get a… Like, sometimes like, okay, we're gonna go after this niche. Like, be, like how did you get that seed case study?

Nicholas Cormier: So- You should rock that one, Seth, 'cause- Okay…

Seth Van Dale: Yeah. Yeah, yeah. Well, like I mentioned, or like Nick mentioned, it started with cold calls and door knocking for us actually. Our first like two years of business, we didn't run any ads. It was no partnerships, no joint ventures, nothing. It was all just like brute force. We're gonna cold call 200 calls a day, and at one point we had six other sales guys in an office, and all we were doing was cold calling. And it generated a lot of revenue for us, but again, it was all project work. And so one of the few clients that we got in that was a builder out in Kelowna. And we… That, that's where I live, by the way, is Kelowna. For anybody who knows Kelowna, it's, where Dan Martell lives actually. Yeah. When you think Kelowna, automatically like Dan Martell pops. Yeah. Everybody thinks Dan Martell. So anyway, we got a builder out here, and we got tremendous success for him. He was one of our, you know, one of our most successful clients too. And so we pivoted that case study into we're only gonna work with builders. So, you know, I had happened to be in the same town as him. We went and filmed some testimonial videos with him, and he was like our first case study. But let me give some advice for, from at least from my perspective, for anybody that doesn't have that first person in the industry. You should do some, do some free work, in my opinion, for somebody in that, in that, new industry you're trying to break into. Like I really love Alex Hormozi, and Josh, I'm pretty sure you're a big Hormozi guy too. And, what he talks about in, $100 Million Offers and Leads is you want to basically just get your foot in the door any way that you can. So even if that means you're doing a little bit of free work to get a case study, it's going to pay dividends because if you can then get, you know, three case studies, but maybe you put out a little bit of money on your side, that will just help you break into that industry that much more. And honestly, they're probably gonna be a little bit of a guinea pig for you as well, so it doesn't really make sense to charge them full price in that case anyway. So that would be my opinion. We happen to have kind of a segue just 'cause there was a couple builders we were working with right from the start in that industry when we had, generalists. But yeah, that was how we pivoted. Love that. Yeah.

Josh Nelson: So, so kinda already had the case study client, decided, okay, we're gonna go deeper here. Let's go formulate the case study. Let's go capture some video content. But then from there, like how did you parlay that into the next handful of clients? I wanna talk… This, you can expand on this too, Seth, but Seth, you came across,… How did…

Seth Van Dale: I guess you actually met John, and that would expand into how we got our first joint venture. But I think that was our, like our, this, that was like our in to- The industry…

Nicholas Cormier: Yeah, our joint venture.

Seth Van Dale: Well- But yeah, you started that relationship, so.

Nicholas Cormier: Chris Rodriguez said something to me at that intensive that we were at, and she said that, "You're one joint venture away…" I don't know if she said it on stage, but, "You're one joint venture away from a seven-figure agency." That fears me. I was like, "Okay, I need to get a joint venture or eight of them." Yeah, I want an eight-figure agency. Well, no, anyway. We, I went and, I was just kinda like on the prowl for like who can we partner with? Who can we like, you know, start to work some stuff out with? And, I…

Seth Van Dale: At this point, we knew that we were gonna niche down into the building industry, and, we just had kinda started running some ads, and it was like we were running a testimonial ad, the one that I was telling you about that we shot that got a lot of clients for us. And, we got a builder interested in working with us that was down in Pensacola. Nick, your ringer is on too, man. I can hear- That's okay.

Nicholas Cormier: No worries… It keeps pinging.

Seth Van Dale: And anyway, we were running ads. We got on a demo with this guy, this builder that was down in, Pensacola, still one of our best clients to this day, and he mentioned that he had just started using this new software. And I'm like, "Oh, what's the software?" Start inquiring. Anyway, found out that there's this new project management software in the space, and so I'm like, "Oh, dude, set me up with a call with them. I'd love to meet them." And so what happened was really quickly after that, we got in touch with this project management software. We flew down to them the same week that we got introduced to them and went and just like locked down this joint venture. Nick and I were like taking it super serious. "Okay, we need to go and meet these people in person. They s- they gotta know how serious we are." So we hopped on a flight from Canada, went down to Dallas, met with their team for two days, and just built a relationship. And from that relationship, that one joint venture, that brought us our next, I believe, like I don't know how many clients that brought us in total. I'd have to go look. Easily over 50 paying clients on a recurring basis just from that one joint venture, and that's also, we pivoted that into multiple other partnerships with other companies they were associated with. So it's just been this compound effect from one joint venture into another joint venture, into more clients, into more content, into speaking opportunities, and everything that's kind of where we are at now has kind of transpired from that one joint venture that we got. So that's, yeah, that was a huge thing for us.

Nicholas Cormier: Powerful- I would love to share the, just quickly about the risk or like… 'Cause a lot of the times, like nothing happens in a perfect timing, you know? Like, you have to make things happen, and- Yeah… When we flew there that week, but then they presented with us like, "Hey, there's a speaking opportunity.

Seth Van Dale: You can set up a booth." Mm-hmm.

Nicholas Cormier: "There's gonna be 1,000 builders here." And they showed us the pricing, and I believe it was like 20,000 USD, and then we were like, "Okay. Well, we're gonna have to buy a booth. That'll be four grand." So anyways, we ended up having to spend like probably like 30, 40 grand just to like, yeah, to get everyone there and like make the event happen so that we would do a good job. And that was still early when we didn't have any MRR really, like to be honest. So we were like, "Okay. Well, we're niched down." Like, I think we came out with Home Builder Marketers in that period of time, and we like confirmed everything. But then like we committed by t-taking a huge risk because like we spent money we didn't have with the expectation that we could at least impact and like educate a bunch of builders about marketing and like, I feel like, yeah.

Seth Van Dale: And that was again pointing out these check boxes. It was like, well, this is a check box, and like we need to check this. And then with having every… It, 'cause it wasn't one thing either. Like, you need all the boxes checked in order to be like really great, you know?

Nicholas Cormier: And so- Yeah… I don't know, I just wanna highlight that because it's like it came with the action, but then we also had to literally put all our chips on the table, plus chips we didn't have to like, and then hustle, hustle to make it work, you know? Yeah.

Josh Nelson: Good point. So you guys took a big swing. It was a risk to fly out there. It was a risk of your time. Maybe it turns into nothing. And then like, okay, now we're gonna have to put some money we don't have on the table, and, you know, may or may not work out. Fortunately, it did. I love the fact that you guys- Yeah… You took that risk, and it really, you know, you said something, I believe this wholeheartedly. I say it again and again. You're just one joint venture away from seven figures or your next seven figures in your agency. Yeah. But it started with getting clear. We want a niche, right? Mm-hmm. Okay, we're gonna focus on home builders. Then like proving yourself as experts in that space by having proven results and actually documenting that with the client, which you did. Mm-hmm. And then I think both of you guys naturally just have great charisma, great salesmanship. You've been like, you've made the calls. You can close the deal, so you kinda proved yourself in that right. And so when you got that opportunity with the ideal perfect joint venture partner, you were ready, right? You were primed. They were like, they saw the win-win. Can you talk a little bit about, like what that relationship, is it like a JV like financial, or is it just like they like you and believe that you're gonna help their builders? Like- Mm-hmm… If you can talk a little bit how you structured that relationship.

Seth Van Dale: Yeah. Yeah. Absolutely. So actually no money transfer in that specific one. It's literally when we flew down there, they had a big office building, still do, and they had like probably 50 or 60 employees in there. And, what we did when we flew there, the benefit to why we jumped on this, was 'cause we got to present in front of their whole team.

Nicholas Cormier: So we met all- Mm…

Seth Van Dale: 60 of their team members and got to talk to each and every single one of them and explain what it is that we do, why we're, you know, why we're a good option to refer. And what we came up with was anybody that they send our way, we'll give a 10% off discount. And now there was no money transfer in that case, but what they used it as was if you sign up with us and you use them for marketing, the percentage that you save with using them will actually cover our fee. And so we become free if you use them. And so that was kind of a big plus for them. So then they started kinda, you know, on sales calls, the sales guys would be like… And then it would kinda be like, an easy transition into a referral to us. Like, "If you wanna save some money with us, you should, you know, go with them, and then you can save the percentage, and it works out to cover our fee." So that was kind of a, that was a big one. Another joint venture though that we structured was, this is a really neat one that you could even think about possibly doing, Josh. What they do is they actually, we get 10% off. We give 10% off our services when somebody comes in as a referral through their platform. I'm talking about, Association of Professional Builders. They're a big company out of Australia. I'm not sure if you've heard of them. Okay. Anyway, what they do is they get, we give 10% off our services, okay? But they invoice us directly. So the APB, the Association of Professional Builders, invoices us the 10% that they save and gives an 8% rebate to their client. So this incentivizes anybody that is in the APB program to use anybody on their marketplace, any of their partners, and then they get a rebate directly paid to them by us. It's a unique system how they have it set up, but it allows us to not go around them, not that we ever would, but, it keeps people in their program. Yeah. And, and for them it's like, while they're getting these, stroked these big checks back that it feels like, "Wow, look like I'm glad I'm part of this association because I'm- Exactly… I'm getting these funds in my rebates," which is, which is epic way to structure it.

Josh Nelson: It is. Very cool. So it's not always, it's not always a percentage of revenue, right? Mm-hmm. I think you, you like shared that perfectly. It's like sometimes it's, "Hey, look, we're just gonna exchange business and it's gonna make sense." Yeah.

Seth Van Dale: Sometimes, you know, you can, we'll give that discount to the client, and now they feel- Mm-hmm… Good about you 'cause you're passing the referral.

Josh Nelson: Yeah. Gail's got a great question here. What, like you mentioned The main one, it sounded like, was a CRM.

Seth Van Dale: Yeah. It started off with a project management platform in the industry, but it's kind of branched out from there.

Josh Nelson: What, like, what are the other types of organizations that you form these relationships with?

Seth Van Dale: Yeah. So coaches are a big one. There's a lot of different coaching companies in the home building space particularly. Actually, probably there's massive amount of coaches in almost any ind- industry right now. And so those are really great referral partners because oftentimes when somebody's hiring a coach, they wanna grow their business, and when they wanna grow their business, marketing needs to be involved. And if you can be a great solution to that, it's a great joint venture. That and then project management has been a big one, and then also f- part of a few, like, referral groups, with just other vendors too. I'm in the works of a really big one right now too of, it's like seven service providers that are all in the home building industry. We, there's like lenders in there. There's multiple different industries all in there, but they just share referrals and then it's like, it's like almost like a BNI structured group, but it's different. Only for the building industry. So you just have to look at who else is servicing your clients and in what way, and then you wanna kinda go one step ahead of yourself. And what I mean by one step ahead of yourself is who are they gonna contact before they need marketing? Okay, well, they're probably gonna talk to a coach, or they might talk to an accountant, or they might talk to, you know, this type of person, right? And then if you can build relationships with them, then they'll refer you 'cause you're further down the line.

Josh Nelson: Yeah. Super good. Gayle, hopefully that answered your question. So we've talked about kinda like the niche, how you chose the niche, like how you've landed the first handful of clients. Let's talk a little bit about w- the program and like what is it that you actually deliver, how you charge for it. Like what does the mix of services look like for your, for your ideal client?

Seth Van Dale: Yeah. Absolutely.

Josh Nelson: Nick, you wanna take that?

Nicholas Cormier: Yeah. So we structured it, with three packages. Like it's essentials, growth, and scale. And so we've really structured it and like I feel like we've switched our, yeah, our model over time. And so the essentials is like a website. It includes ads, and it includes go high level. So essentially, like we're your support team to like bring the leads in, help you edit the video creatives and the graphic creatives. We don't actually film the content, but that like gives you what you need to bring the leads in using Meta. And then our growth package is like, is a step up, is the middle package where we're doing the SEO, where we're doing, you know, Google My Business posting. We're doing Google Ads. So we like expand on the service offering. And then we have one that's called the scale package, and then again, it's just a higher, a higher price, and that includes more and more automation, more follow-up, and then you could say more foot on the gas. And the biggest thing that I love about our packages is like taking responsibility specifically for everything. Like, you know, we're gonna run your ads. Okay, let us make the images, let us edit the videos, let us take control of your go high level. Like let's make sure these opportunities are dialed in because then we set them up for success, and if somebody does, like then we see, "Hey, you haven't phoned your leads." Well, now it's in their court a little bit. "Hey, you better phone these people." Like, you know, "You gotta phone them in five minutes." The, it's- Mm-hmm…. It's the best practice, you know. And so, and then every, yeah, every package is more foot on the gas, but I love the structure, right? 'Cause like essentials, growth, and scale, like lots of companies in, especially in marketing, it's about building the trust and being able to start them off on the essentials and then, you know, as they grow, they can choose a larger package or depending on where they wanna go. But the biggest thing is taking responsibility of the whole process 'cause I feel like as soon as we give, like it's like, "Hey, here's the things you have to do every month," now you're gonna get a lot of backlash because like they get busy. You're not gonna get it. You're like, "Hey, I didn't launch the ad 'cause you didn't get me this." Like- Mm-hmm… More structuring, like, "Hey, you don't get me this, we're launching the ad for you unless you tell us you don't want more leads," right? But like just like really taking full responsibility of the process of the wins and the losses and that's, that's the best thing. Yeah.

Josh Nelson: So you've got these packages. Can you give me an idea what the price point is for each?

Nicholas Cormier: Yeah. Yeah. So the essentials pr- program is $1,800 a month. We actually really, we just changed our pricing model. So we started off with essentials price at six fifty, then our growth package was 1,600 and then our scale package was, I believe it was like 2,500, Seth. But then we increased it. We had to check one of those last boxes, minimum fee of 1,500. So we were like, "Hey, let's make it 1,800." And then we got a little bit of friction because like obviously not everybody's gonna be able to afford, let's say, 4 or 5,000 a month in ad- advertising cost. But then we started getting better clients and so like, now the pricing is 1,800 a month for essentials, 3,000 for the growth, and 4,000 for the scale. The biggest thing is like it gives us more fuel to give them an even better service, and these customers understand the process. They have salespeople maybe in place. Like, they're organized. Like the biggest reason that I've found that marketing wouldn't work for somebody is if you're disorganized because any business any- it needs to, you know, the more clarity you have, the more you can grow and like feel like you can't scale disorganization. You create more disorganization, if that's even the right terminology for that.

Josh Nelson: Yeah. Totally. So give me that. It's very clear kinda what the deliverables are, how you price it. Thinking back to that first case study, what were the results that that client got like? Just walk us through j- like what does a typical client get on the other side?

Seth Van Dale: Yeah. So typical client gets an extra two to three builds per year is kind of our thing. I do wanna add one thing on the packages though. Yeah. This is a probably a ninja hack. I don't know if this one's been covered by you yet or not, but we invested with Alex Hormozi, and one of the things that he taught us was instead of charging monthly, charge on a four-week period. And this adds an extra pay period every year. So rather than 12 pay periods, you actually get an extra one at 13, and it adds an instant 8.3% to your revenue by having that extra pay period. So we actually structure all of our packages on a weekly basis rather than a, monthly basis. And then we also created a downsell too. So we use conditional logic in our, in our forms on Facebook. That's how we typically generate the most amount of our leads other than the joint ventures. And if somebody gets disqualified in that conditional logic, we have a downsell where we give them everything that we would do in our essentials package. We created that into a video course that we can give to people, and that helps them get their revenue up so that they can afford to work with us, and then it builds trust while they do that as well.

Josh Nelson: So you give that for free to those- Yep… Disqualified opportunities to kinda plant the seed, like in the future- Yeah… Like once you get some results with this, like you're gonna, we're gonna be your guys. Exactly.

Seth Van Dale: Yeah, exactly that. To answer Tim's question too, ad spend is not part of our fee. So that $1,800 for us to run Facebook ads, build the website, and, you know, do the go high level and all that, everything included in there, ad spend would be completely separate. We created an ad spend calculator, and I'm working on making this into like, if anybody in here has read Endless Customers by Marcus Sheridan, that's gonna be our self-serve tool on our website, is gonna be an ad spend calculator where they can kinda… We'll put some benchmarks in the different industry- like in the building industry that they can go off of and then calculate what they need to put in to what they wanna get out.

Josh Nelson: Yeah. Fantastic. All right. So it's the monthly fee plus the ad spend. It sounds like getting the website ranked, driving traffic, generating the lead. Are you tracking at this point? 'Cause I, like it's a very high transaction value, relying on them getting at least one or two projects over a, an extended period of time. Yeah. Are you helping them figure out like what percentage of those leads are actually qualified, who schedules in, and what turns into a job? Like how are you closing the loop with the actual sales on the back end of that?

Seth Van Dale: Yeah. Yeah, absolutely. We're taking a big deep dive into that right now actually, so that they can, they can have a calculated ROI, like a true ROI on everything, where we're actually…

Josh Nelson: You guys all use an- agency analytics for the most part, I believe, right? A lot of our members do.

Seth Van Dale: So- Yeah… Most, that's what I believe you teach to use at the, on the higher end. So what we're doing is we're creating dashboards and then connecting it with their project management software, where it'll be able to calculate profit based on have, or money put in, and then our field be associated with that, and there'll be just tons of analytics that they can break everything down and see, you know, I put this much in, I put this much, or I got this much out, and then there's different things that it'll pull from go high level to see what w- what was the average duration of like when was a g- a lead generated versus like when they actually came in and became a paying customer. What's that average time between stages, between when they generate, come in as a lead to when they sit down with you for the first time? And then how long is it on average from when they sit down with you to when they send the deposit, and so on and so forth, so that they have analytics on all of that. Love it. Yeah.

Josh Nelson: Super good. So I know you guys are big students of sales process. You've invested a lot in this. Yes. Talk to us about the sales process. So whether it's a referral from a JV or somebody that schedules in from one of your ads, walk us through like prospect to client.

Seth Van Dale: Oh- Yeah… I would love to- Nick's our- Love to share this one…

Nicholas Cormier: He's our man for that. Yeah, like, I love, I love like getting somebody on a demo and like jumping on and not actually even pitching them. I take their website and I'm like, "You know, one of the best things is like one thing that we definitely have case studies, Josh, but one thing that I think works that's like unbeatable, when I jump on a demo with somebody, I put their website in SE ranking, get a report, see their authority, see what's going on. I look, "Hey, you're not running any ads. You have no traffic." Says you're getting 50 searches a… You know, like you're hardly getting nothing. And then showing them live results on like 15 companies running ads and being like, "So these are 15 different home builders in 15 different markets, and the average cost per lead here is $37. You know, this guy got 50 leads, this guy got 20. Hey," and just being real too, "Hey, out of those 50 leads, 20 of them then classified as garbage. But here they have 12 that are great. And would you also like this?" "Yeah, of course I'd like that." "Okay, cool. Perfect. This is go high level. Do you have a CRM?" "No, I don't have a CRM. What's a CRM?" You know, just educating them. And at the end- Yeah… It's almost like they're like, "How much does this cost?" Like, you know, "How can I get started?" And it's like I almost avoid ever pitching them. I'm just showing them all the loopholes and the gaps and, I feel like a lot of people have went and interviewed like six other agencies, and then they come back, and I'm like, "So why are you choosing us?" He's like, "You didn't have a out of the box canned sales pitch. Like you actually cared and showed me what I needed." And I'm like- Yeah…

Seth Van Dale: "That's awesome." If I can add- So I don't know… Onto that too. Needs-based selling is one of the biggest things that differentiates us. So we don't sell people things that they don't need. We literally, like if we feel as if they aren't gonna be successful with us, we'll be the first ones to tell them that. And we take more of a consultant approach. The same thing with our account managers, like we're putting them through different trainings to make it so that they are very well-versed in how marketing should go, and they can act more as consultants than just account managers. And that's how we kinda go right from the start, is like we're gonna tell them if we think they'll be successful with this. And, I think that really separates us based on our competition that are just trying to hard sell. Another thing, like what Nick talked about, there's a saying that we live by, and it's, "People believe what they see, not what they hear." Mm-hmm. And so that is kind of the experience that we wanna give them. Another one that we also say over and over again in our sales process is… Oh crap, I just literally blanked on it. I had it loaded and then it disappeared from my brain. Yeah, people believe what they see, not what they hear. That's exactly it. It'll come back to me later, but, yeah, we only sell people what they need. We're very consultant approach rather than sales approach, and we don't follow like, "Here's our, here's our PowerPoint presentation." It's just- No pitch deck, right? It's like, "What's, what we're trying to do, let me show you. Like here's where you're not coming up. Here's some of our clients getting great results," and leave it there.

Josh Nelson: You mentioned the high level component, which I- Yeah… Which I really like, and the fact that they don't… Are you including that in your program? Do you sell it separate? Talk to us about how that integrates to what you do.

Seth Van Dale: Yeah, that's all connected in all the packages. Every package includes it. It's just how much are we implementing and how much are we building out within the account would depend on like what platform. But, you know, I feel like the CRM is just as, it's almo– I-if you don't have a CRM, in my opinion, I tell people, "Don't even run the ads 'cause you're not even gonna do a good enough job following them up. You're gonna lose track." Like, somebody's gonna say, "Hey, I want to build in five months," and then it's in your email 15, you know what I mean? Like 15 pages back in the email. You're not gonna remember. Even you're like, "Yeah, I remember that person," but you're gonna have a hard time finding them. And so, yeah, I feel like the CRM is, it's the most important for our clients, but it's like even I think of us, you know, to add onto the sales process is like we're spending a lot of money on ads, but we're also have 300 outbound calls per day, right? Mm-hmm. Like we're trying to sign… We're doing f- like our goal is to sign up 15 clients, 15 to 20 per month, and 300 outbound calls a day, five days a week. You know, like, and I would like even more people make, you know, like I wanna grow even more so we can have more outbound calls. But, like, I feel like that's like, in the marketing space, like people are like, "Hey, like it's gonna be so easy." And it's like just following the process is actually pretty easy, but the amount of calls that it actually takes to get these deals closed is wild. Like- Yeah… I just closed a deal today, but it took three weeks, three meetings, and it was great. Like I'm ex- super excited, but like, you know, probably 20 calls went into like actually confirming that deal. And so I know some people are like, "Ah, I'm too scared to phone him back. He's gonna think I'm annoying." Well, make the call 'cause if he– It's better to, for him to think you're annoying and then help him with his problem than him just forget about you, or him or her, you know?

Josh Nelson: Mm. No doubt. I'd love to drill down on that 'cause, you know, it sounds like multi-channel's working well, right? You've got the Facebook ads. You've got the case study funnel. You've got the JVs. Talk to us about that outbound engine. Like where are those people based? Who's making these calls?

Seth Van Dale: Yeah. Yep. Funny story. I actually just hired my dad, and my dad, he's very blue-collar guy. He's got no sales experience at all, but he has drive, and he's got, he's got the n- the want, and he believes in our product because he's watched Nick and I for the last, you know, five, six years in marketing. And so he's one of our outbound callers, training him right now. But then we have two other guys that are actually phoning from the Philippines. But when I tell you that these guys don't have an accent, I mean like they sound like they're from Brooklyn, New York. Like if you talk with them on the phone- Sure…

Josh Nelson: Like they actually, like they sound more English, more American than I sound.

Seth Van Dale: And, these guys have high… Like we pay them very well. We believe in paying our people very well. So even people overseas are getting paid, you know, competitive American wages, and we just give people opportunities. And so this guy, these two guys, they're brothers. They live in the Philippines, pay them super well, and they treat them well as well. And, they do outbound calls for us, and they had not too much experience when they came on with us, but they've been with us almost a year now, and they've completely sharpened themselves into weapons. And I meet with them on a weekly basis, and I'm teaching them everything that I know about sales, and eventually they will replace Nicholas and I on like closing deals, and then they'll have the next setters come in under them. So that's what we're trying to work towards right now. But yeah.

Josh Nelson: So- It's wild too, like you're-… So 300 dials a day. Can you give us an idea what the basic scripting is? Like are they trying to go straight to appointment? Are they offering a resource?

Seth Van Dale: Yeah. So they're just strictly just going for an appointment set. The resource, the only time we would do a resource would be… Actually, I don't think we've ever called to try and offer a free resource. That could be a good play, a good idea, Josh. But it's strictly just like we're finding local businesses on Google and on BBB, doing a little bit of research on them to see if they have a bad website, and then going and phoning them, and then just asking qualifying questions. And if somebody says, "Well, you know, why should I pick you guys?" "We don't know if you should yet, sir. That's why we're gonna ask, we're gonna ask you some questions and see if it's a good fit and go from there." So really just trying to sell the appointment, not trying to sell the deal on the call, and then again, taking that consultant approach.

Josh Nelson: Yeah. So good. Nick, Nicholas, I'm sorry I cut you off. It sounded like you were gonna say something there on the, on the cold calling.

Nicholas Cormier: Yeah. I was just gonna say, just expanding on what Seth said there, is that Jerome and Jerick have gotten so good that like somebody will phone, and I'll answer the phone, and they'll be like, "Well, I was spoken to, speaking to Jerome. He understands me. He understands my situation. Like I don't want to repeat myself." I'm like, if they're, you know, like, you know, that impresses me 'cause I'm like they don't even want to speak to me anymore. Jerome and Jerick, they got them like, I don't know. You know? They handled the situation enough to where they feel supported already. You know, that was like a weird feeling for me at first, but I love it.

Josh Nelson: So Paul here is asking, are, how are you guys implementing AI?

Seth Van Dale: Mm. Yeah. Okay. Well, there's a lot that we do with AI. We actually just hired an AI implementer that's like doing a full audit on everything in our business and coming up with like a plan on how we can use AI more than we already are. Right now I would say the biggest way that we use AI is to help with like content creation, ideation, that kind of stuff. We don't use AI for, like design really at this point. Like we're not using it to generate like first drafts of websites or anything along those lines. I would say with GoHighLevel, we use AI for our clients with like the chatbot, but I think that's pretty standard. We don't do anything with like outbound dials with AI yet. I feel like that's not quite where it needs to be, in my opinion, just to like represent the brand well. Ask me the same question in a year, it might be a completely different answer, but right now it's just not quite there. And then we've tried using AI for, – For like video editing and then like cloning ourselves. The only way that we've been able to use AI with video so far, anybody that's listening to, go check out our Instagram. We try to be super aggressive on there, like posting quite religiously. But we use AI to come up with B-roll for our clients. So what we'll do is a lot of them are really bad at taking pictures and videos, and so we'll take some of the bad pictures that they have and then optimize it, make the lighting better with AI. Or if they're shooting videos and they don't have any B-roll, we'll take finished photos of their, that they've sent us, and we'll actually turn that into a video B-roll using like Nanabanana or, any of these other ones. So- Yeah… That's, that's a few different ideas that we're implementing right now. But Nick, what am, what am I missing here?

Nicholas Cormier: I think you covered most of it. I think AI is amazing, but again, I don't know, Seth, you told me, you said the Wild Wild West. I feel like AI is like the Wild Wild West right now 'cause it's like- Yeah… Such a buzzword. Like, how can we automate our business? And you should automate it to the max that you can, but like I still feel like AI is the best when you have still great people running the AIs. You can't just like expect to, take an AI and it's gonna like really like revolutionize some– Or at least maybe I don't have the information yet. I wanna find that information. Yeah. But like I still feel like you need great people to like, even if you're using graphic design using AI, you need a great graphic designer to like maybe use AI, save some time, then spice it up with the actual skill.

Seth Van Dale: Yeah. I'd say- But that's it, yeah… One of the bigger things that we're doing with AI is our in our onboarding. So this kind of touches into, to Gail's question too earlier. So we found a way to kind of automate most of our onboarding call or like most of our onboarding. So when somebody like, for instance, signs our contract, that's the beginning of… I mean, a lot of people mix up automation with AI. They think that automation is AI in a lot of cases. This is more automation mixed with AI. But like it's, as soon as that contract is signed, it auto-generates a, like an invoice, and then it, auto-sends an email based on what's in that contract. And then in there is like another set of automations that like books their onboarding call and sends them, various different reminders and things that they should have prepared. It goes creates a project in ClickUp, notifies the team. There's a few other things that go on in there. I'm not the one that set it up. It was our team, but, there's some, there's some good stuff in there. And we're just honestly putting some final touches on that too to make that like super 10 out of 10. But that's, that's probably one of the bigger things that we've done with it, is just kind of take a lot of that burden off our team with miscellaneous tasks. That's awesome. Yeah.

Josh Nelson: I think, yeah, let's, let's dig deeper then. We've talked about the niche. We've talked about what the program is. We've talked about how you land clients and kind of the strategies that you're using to schedule sales, close deals, bring clients on board. Let's talk about the onboarding process. You mentioned some of the AI, but like what does it look like when a client is onboarded, and what's that experience and how are you retaining? Like you've had rapid growth. There's lots of work to do on the back end of that as well.

Seth Van Dale: Yeah. Yeah. Hiring people are smarter than us. I would say the biggest- Go ahead, Nick.

Nicholas Cormier: Yeah. Yeah. Like in retention is like when we go and we're in the onboarding process, let's say I'm the one who, let's say, closed the deal, I'll jump on with an account manager, and our– we only allow so many accounts per account manager so that we have like room to think and give them the greatest attention so that they get the best results. But then having, being able, like the biggest thing for our retention I feel like was me and Seth being able to let go and be like, "Hey, we hired this great person. They are going to take care of this client the same way we would." And then, yeah, like obviously having… But that's been the biggest thing. And then we set up weekly meetings, but like we're implementing agency analytics now, but for the last year, one of the biggest things is just going over like the actual stats that matter to them. Because we also had agency analytics a few years ago and some clients were like, "Hey, I don't m- I don't care for this 15-page report on all these numbers. All I wanna know is how much am I, how many leads am I getting?" Yeah. "How many deals am I– How much money am I making?" Keep it simple.

Seth Van Dale: But I guess- I'd love to add my two cents too… That's been our- Is- Yeah… One of the biggest things, like what you touched on, Nick, our account managers, we don't overload them. So you, I believe, say that 25 to 30 is kind of what your sweet spot is per account manager. We've actually done it so it's like 20, accounts per account manager. So it's a little bit lower and definitely have to hire a little bit more, but each account manager can have a personal relationship with the project, take on a more of a consulting role, and just they have more attention to give to the clients. And I think there was another question that was earlier in, that was asked earlier, how often do we meet with our clients? They're getting met with on like a regular like weekly basis. So we set up either, weekly scheduled calls or bi-weekly scheduled calls, depending on, what the client wants. If they wanna be more hands-off, heck, we'll even do a one month, you know, a monthly review. Typically, clients are pretty hands-on though for the most part. And so then we'll meet with them on like either a weekly or bi-weekly basis to go over results. And we're like, one of the biggest things is in that onboarding call. We want to get everything that we possibly can up front, making sure that we're nailing everything, and then one thing we actually recently started doing too is we'll transcribe the onboarding call and then transcribe all the exercises we get the clients to do ahead of time, put that into a GPT, and share that GPT throughout the team so that everybody can reference to that as a resource on what that client talked about, what their service area is, what exactly makes them different, so on and so forth. So that's a big thing that's helped us with retention is how much attention goes to them on the account manager side. But then also just, you know, doing, trying to get the most wicked results possible is huge too. Staying on top of trends, staying on top of like, you know, separating them versus their competition is These are all great things, and getting quick wins, like you mentioned in your training is, is huge. You don't wanna wait two months for them to start seeing results. You wanna get them some kinda quick win. You know, whether that's going in and optimi- getting their Google Business Profile verified that they've been trying to do for the last 12 months, or, you know, getting, you know, their website copy re-rewritten on their homepage. That's like a quick win you can do that can, you know, reap some quick rewards for them. Or, you know, write them an e-book and use that as a lead magnet. That's another really quick win that you can do up and get that on their website. They can start seeing results from it. Th-this type of stuff just gets, you know, gets them… They're starting to see a little bit of progress. They're starting to like, "Okay. Whoa, that was quick. These guys are on it." And then, you know, even though the SEO might take a little bit of time to work, they're still seeing some wins on the back end. So yeah, those are all things that have all– It's, it's honestly, it's everything put together, all the small things done right is what gets the results and handles the retention. But like Nick said, you have to be hands-off on the owner side for you to get to that point, because Nick and I can't be the ones meeting with the clients anymore, doing all the small things. And so learning how to, in order to elevate, you must delegate, as Dan says. Mm-hmm. And so you've gotta learn how to delegate. You gotta learn how to put people in charge of these different things, and then having SOPs per small… Every small task that's assigned to somebody should have an SOP attached to that task, so they know how to do it. And then you never run into an issue of, "Well, we didn't know how to do it." It's either they didn't follow the SOP or the SOP's broken. It's one of the two, and you can fix either/or. You either replace the person or replace the SOP. So yeah.

Josh Nelson: Love it. I love it. So like we get them the onboarding form. We leverage AI to kinda make that- Yeah… As smooth and as quick as possible. Go deep, capture all of the details. Yeah. Give them some exercises, transcribe that, get into a GPT so you've got the raw materials to hit the ground running. And then super frequent communication with the client, sounds like on a weekly or biweekly basis, depending upon their preference. And then- Yeah… Reporting on the things they care about, not all the minutia, but like how many leads did we generate? Like, what's our return on investment? And, and continuing to nudge the, the needle forward. Something you said that I really resonate with is, you know, the b-the best retention strategy is to generate amazing results, right? Yeah. All other things being equal, if they're winning, they're gonna stay, but they also need to have great relationship and know that you guys care, which it sounds like you're doing really well with. Let's shift gears now. So now we've, we've talked about how we land the clients and how we're retaining the clients. Mm-hmm. But let's talk a little bit about how you think about scale. Now at $100,000 recurring revenue, elevate and delegate, like what does the team structure look like and how are you guys managing that?

Nicholas Cormier: Yeah. Yeah. So it's really, it's been like a very fun journey over the last like 12 months growing, like from just me and Seth and a few team members. So right now we have 25 people. I feel like we're like really structured to scale right now. We have a really reliable, great team. So our team, we have nine of us in Canada. So like, you know, three people are in Kelowna. We have three of us here, and then we have a few in Newfoundland. And then we have, yeah, people in the Philippines, a couple of people in Bangladesh, one in India, and then one actually immigrated to Thailand, so that was kinda cool. Like he moved countries. But so yeah, our team is all remote, and honestly, we've built such an amazing culture. I feel like that's one of the reasons why we have grown this fast is because one of my philosophies is 1% better every day. And you know, if the business is only as good as the people in the business, because if the people weren't there, the business wouldn't exist. And so I have this like philosophy that like, hey, like every three to six months, everybody has to make more money. Otherwise, that means you weren't getting 1% better, 'cause if you're stalling, then somewhere in the business is gonna start stalling. And then, like, that's been huge. So like painting the vision of like where we're going with the company, but then actually backing that up, and every time that we do hit a new mark, it's like everybody on the team's getting rewarded. And, and yeah, I don't know. It's a… We've created, I would like to say, people who've joined our company, they're like, "I've never…" Like I add all of our people on social media, you know. You know? I like to stay connected, and one person was like, "Hey, like I've never had my, somebody follow me on social media for my work. Like why, like why did you do that?" I'm like, "Well, dude, I care about you, man. Like, I mean, we're gonna be working together. Why wouldn't I wanna know you? You know? Like of course I'm gonna wanna know you." So I feel like also on the team side is like caring so much about your team. Like some people have this like egotistical like, "I'm the boss." Like no, like you're a team. Like every person on the team's so valuable. Mm-hmm. And, I've, that would be like my biggest, I think that's the biggest win on why we've grown so much is, yeah, sales and we're doing everything from Se- everything from 7-Figure Agency has got us there, but then at the end of the day, just building a culture that like me and Seth love showing up to, but then also the people on our team love showing up to, I think is like the, I, that feels like my biggest win to date just 'cause like- Yeah…

Seth Van Dale: Happy team, I mean, you know, happy life. Yeah.

Josh Nelson: Yeah, it works that way, doesn't it? So I love that. Yeah. You've intentionally built a virtual environment. You've got national as well as international, but you've created a culture where there's a team, you know, team vibe going. Like any intentional things that you've done, either from meeting rhythms or the way you're connecting on Slack to develop that culture?

Nicholas Cormier: Yeah. I would say every morning we have a 15-minute meeting, and that's like a meeting where we connect and we sync, and then we have independent like department meetings where they have like their own leadership meetings. But I would say it comes from like just constantly staying interested on those calls and like honestly, like Seth, every morning we do this thing at the end of our call where he's like, "Everybody pick a number from one to 10," and then we'll throw like a motivational quote or like something that's like, that will expand our mind to get 1% better and it's, it's pretty awesome. People get jacked up. And then do you know on like on Wednesdays, do you know the like Geico commercial, like the camel in the office video? Hump day. He's like, "Hump day. It's Wednesday." Like, I don't know. Like just like play funny videos and like just like, yeah. Only live once, so make everybody laugh and like, but we're all serious about the targets, but like keeping it like serious and fun- Mm-hmm… If that makes any sense. Like… Yeah.

Josh Nelson: That's a good point.

Seth Van Dale: Just to add on to that too, I think like, yeah, the environment that we create as leaders I think is very important. You know, the vibe that we carry into that morning sync that we have every day, we try and go in there super high energy, super positive. Like, we don't meet for very long with our entire team every day. It's literally just a 15-minute sync where we go over all the wins from the previous day. We don't discuss anything negative. We start the day off with a really high note, and then we go at the end of the day, like Nick mentioned, you know, motivational quote, you know, throw some jokes in there. Everybody's like super high energy. Sometimes I get everybody to get up and do jumping jacks. If I ask in the morning, "How's everybody doing today?" And I get like one or two answers, I'm like, "All right, it's a jumping jack kinda day." And then we're all standing up doing jumping jacks, and then everybody's smiling and laughing after that. But you gotta, you gotta be like super positive, like, 'cause you, as the owner, kinda carry the vibe of the whole company, and if you come in and you're like just rolled out of bed, you know, your hair's messy and, you know, you're like a little bit like slow and tired and you got… That, that type of stuff translates into how you communicate. Your, your, like your voice is how you communicate. 63% of your communication comes from your tonality, and you gotta be like amped up when you hop on these meetings with your team. 'Cause if they're coming in and they're feeling like you're, you're just like, "Oh, he's, he's kinda slacking today," I mean, I'm gonna sl- kinda slack today. But no, Nick and I hop in there and we're like ready to get after it. And I think that's, that plays into another thing that Nick and I also believe in, and this is something that we've said for the last five years, is everything is everything. And that might not make a lot of sense until I explain it, but like we believe that everything's connected. Now, if you're like neglecting things in your personal life, that will come into your, into your business. Meaning that like if you're not doing your laundry and you're fighting with your spouse and, you know, you haven't gone to the gym in the last month, that type of stuff comes back into your business whether you like it or not. You gotta be firing on all cylinders in every area of life. You gotta make sure that your bills are paid on time. You gotta make sure that you're going to the gym, you're eating right, your relationships are taken care of, and that all comes back into your business, I truly believe. I believe that it's connected one way or another, subconsciously or not. But yeah, you gotta have your faith right. You gotta have your relationships right, your fitness right, your health right. Everything's gotta be right, and then you will be able to absolutely crush it in business, and people can see that when they're talking to you.

Nicholas Cormier: That, yeah, set the vibe. You create the energy for the team.

Seth Van Dale: Yep. How you do one thing is a representation of how you do everything. It's not just- It's true… How you show up at work. It's how you show up with your health, your fitness, your family, your faith.

Josh Nelson: Mm-hmm. I love that Paul says, "You guys, it's so refreshing to hear this. You guys are crushing it." It's not just about the revenue, right? It's not just about the growth. It's, it's really about the impact you're having and the way you're showing up- Yeah… For your team. Couple questions that I just wanna make sure we get to before we start to wrap up. Gail is saying, "Do you guys have a monthly newsletter or a general marketing info session that you offer your clients to attend?" Or like is that something you guys aren't, aren't doing?

Seth Van Dale: No, that's not something that we're doing right now. No. Definitely a good idea. That's something we should do. Definitely something that we should do. We've never, we've never done a monthly newsletter, like a general marketing info session before, but it's a good idea to kinda keep your team active, or sorry, your clients active in your, in your company. I think another really great thing that we're wanting to implement for Q1 in 2026 is the Facebook community. That's something that we've never done before. We just haven't had the bandwidth, but now we have the team to kinda handle that, and so that'll definitely be on somebody's rocks for Q1. Kinda create that cross-pollination of the client base. Yeah. And I think that would sync perfectly with maybe doing like monthly trainings of some sort and yeah. Yeah.

Josh Nelson: Another question here- Well-… Is from, Swampna. I'm sorry, Swampna, if I'm saying it wrong, but, "Have you lost any companies that are like thinking this should all just be done by AI?" – Hmm… Says that's an objection he's getting frequently and wondering if you deal with that or how you would address that objection.

Seth Van Dale: Yeah. Honestly- We just lost one customer… I don't, I don't think- One, one actually Oh, yeah, we did, we did just lose one, but then that was also because like I think that the monthly fee was like way lower with this like AI platform for 70 bucks a month. But the answer to that, I don't think… We haven't had too many objections simply because it's how you use, it's the still the people behind the AI. So it'll like make you more efficient when you have great people running it. But at the end of the day, like these people need to r- like they're hiring you for the result. Mm. And most of the time, if somebody's in a position where they're like, "Hey, I'm just gonna like use this AI platform," 99% sure it will not work for them because like you still need some level of genius to like have all the boxes checked to like make sure it's successful. And maybe, somebody could prove me wrong, but I think that you still need great people, and that'll make you, your, the outcome really good, and you can use AI to buy back that time. For the person who's like, "Hey, I'm just gonna use this AI machine," then you could probably say, "Hey, like I respect that, but like at the end of the day, like let's see you do it." Like, you know, get them to pull open the website and say, "Hey, try to get what you want out of this." And then they're gonna be like- Yeah… "Ah, I can't do it." And then you can show them the way.

Nicholas Cormier: To add on to that too, I think that the type of clients that we're trying to attract don't want to take the easy AI route. They wanna deal with real people. They wanna deal with somebody they can pick the phone up, have a conversation with, that knows their business, knows them And wants the best for them, not some AI program that's two clicks and now you're all of a- automatically number one on Google. It's the type of clients that are using that. And now there are probably a ton of people in the building industry that are using that, but a lot of them are gonna be ones that are trying to cut corners, that are lower end customers. And so those are the people that we completely avoid by displaying our pricing on our website, doubling our pricing, and having our minimum fee at $1,800.

Seth Van Dale: I agree. I think the higher you go up the market, the more you're gonna be dealing with sophisticated business owners- Yeah… That understand, you know, there's strategy, there's work that n- needs to be done to make all this stuff play. Yeah.

Josh Nelson: Perfect answer to that question. Guys, to kinda come into conclusion, first of all, thanks for coming on and sharing. Thank you. And congratulations on your success. Thank you. Cannot wait to see what you guys accomplish in the next couple of years, 'cause I, I think you're just gonna continue to have accelerated growth and momentum. But, you know, if you had one last piece of wisdom for that agency owner that's just trying to get- Mm… To the next level, what would that be? And we can start with you, Nicholas, and then we'll go to, we'll go to Seth.

Nicholas Cormier: One piece of advice that I would have is just, like, honestly, if, yeah, you're on here, Seven Figure Agency, you gotta take action, number one, because that's the first thing that you need. But, like, I don't know, action, but then follow the Seven Figure Agency plan because honestly, like, that's like, it sounds cliche, you know, but, like, seriously, we just followed the plan and, like, really hammered the plan. And- Mm-hmm… We were implementing this stuff. It wasn't perfect. Nothing is perfect the first go around, but then you implement it, you have something that's, like, kind of all right, and then you keep making it better and better and better and better. That'd be my, like, yeah, show up every day, be ready to work, and follow the Seven Figure Agency platform because it's seriously like, it's like, I'm not sure, Josh, hundreds of agencies have now hit this mark because of literally the platform- Hundred and eighty-two is the current, is the current count. Yep. Hundred and eighty-two. And you're literally giving away the checkbox for free on your, agency growth system. So, like, that system is like the crème of the crop. Now, I guess you just need all the training so that you implement it correctly, 'cause your platform offers… One reason why Seven Figure Agency is so amazing is because, A, you're like, "Hey, there's this box that I need to check." Now you can go to the resource section, click on it, watch the videos, educate yourself on it, and then most of the time there's a playbook involved. So now it's not even like, "Hey, I gotta spend 40 hours trying to develop something." It's already developed to be successful, and I think that's truly amazing.

Josh Nelson: Mm. I love that. Nicholas, thanks for sharing that. Yeah, that, that's, that's great. Follow the, follow the process. You know, like, you guys brought a lot of energy, a lot of innovation. Like, I don't want anyone to think, like, you just magically followed the steps. Like, you guys took it, you executed, you innovated, and that's why you guys are where you are today.

Nicholas Cormier: Yeah. A hundred percent. But, but I give so much credit. Like, yes, we put in so much effort, but, like, we did for years, and until we followed the system, we never had, I guess you could say, a steady, like, a great business. So I guess I'm just forever grateful for that training, Josh, everything that you've done, because I couldn't imagine if I was on the hamster wheel for more years. That would be no good.

Josh Nelson: Love that. Amazing share. H- how about you, Seth? So this piece of advice is for what type of agency? Let's say a- any agency, let's say, that, you know, trying to get out of the 10K, 20K, 30K, 50K through the seven-figure level.

Seth Van Dale: Okay. I would say one term. It's based selling. Work with the right type of clients and switch it from just taking everybody's money to, that will give it to you, to only working with clients that you can see a long-term relationship with. And switch yourself from being a salesperson to being a consultant. Kinda make, if you can make that pivot and really just approach every single relationship, every single lead, that you wanna service them first rather than just, you know, take their money and, you know, do the work. Figure out how you can be, who you work with, how you can be the most ver- like, the most value to them. That would be my biggest piece of advice. Another thing would be just take a deep dive into becoming the best version of yourself, and, that will translate into your business too.

Josh Nelson: So many great insights and takeaways. You guys are rock stars. Thanks for coming on and sharing. If, if people wanted to connect with you further and kinda get to know you better, what would be the best way to connect? Instagram. Instagram. Homebuilder Marketers on Instagram. Your names or what's- Yeah… Homebuilder Marketers?

Seth Van Dale: Yeah, Homebuilder Marketers on Instagram is the best way to get in touch with us. We answer all our DMs. It's me and Nick in there that are actually answering, so that would be best. Or Seth Van Dale Instagram- Yeah, or-…

Nicholas Cormier: Or Facebook, or Nicholas Cormier- Yep…

Seth Van Dale: Instagram, Facebook. Pretty much everywhere, just search Homebuilder Marketers. Yeah. Nicholas Cormier or Seth Van Dale, and you'll find us somewhere. Yeah.

Josh Nelson: So good. Guys, thanks for your abund- abundance mindset and your willingness to come on and just share. Like, "Here's what's worked for us. Here's what we're doing in the marketplace." if you got value from today's session, be sure to reach out to these guys and thank them for sharing and thank them for their abundance mindset. We're gonna wrap up here. Thanks for tuning in. Thanks for watching. Be sure to like this video wherever you happen to be watching, and, hit the subscribe button if there's one here. Thanks, everybody. We'll see you on the next episode of the Seven Figure Agency podcast. Thanks, everyone. Thank you.