This is Neil Duketa 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 could do that.

Hard to come up with three, but I think we could just talk about it in general.

Well, I I got alright. I got into this business a little bit. I was testing on a legion site. What I did was

I emailed another lead gen site and I just said would you buy leads for me? How much?

AMB said if your leads were qualified using these parameters. We will pay you a hundred dollars per lead. It's for a trucking website that I was working on. And they said if they are

long commercial driver license folks, and you are able to verify that by getting a picture of their license. We will give you one hundred dollars.

And so I assumed a hundred dollars was the cheapest that it would cost. And then if I 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 a hundred and fifty dollars. And that kinda gave me that range of I can acquire it for a hundred to fifty dollars. And then what I did was I went and drove ads

and traffic to a website that got this information, and I was able to get leads

for two hundred and fifty dollars and I thought,

okay. If I just un if I just fold around and got it for two hundred fifty bucks,

and they're willing to pay a hundred and fifty dollars. Like, I think there's something there that I can actually make this profitable. That's what I did.

Yeah. I'll I'll I think my first step would be because I don't know a ton about lead gen. 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 lead gen site? So I wouldn't be looking for one that, like, started in nineteen ninety eight. Has just been cranking since then. I'd be like, alright. What's a new ish lead gen site? So something that started maybe the last two, three years.

And I would go look at their stuff. I'd go read an article about them, and then I would contact them and be like, hey,

really interested in your business,

and I'd either be, like, I'm interested in buying your business. Can you tell me a little about it? Would you be open if, you know, at the right would you be open to to selling your business and they sell 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 fifteen, twenty minutes, whatever? And they might say, yes, they might say no. If I wanted to make it juicier, I could say, hey, I'm doing a, an article on my favorite five, you know, truck truck driver lead gen businesses or truck driver,

recruiting businesses.

I wanna feature you guys.

Just need to hop on a call thirty 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. And while doing that that call about the article,

I would ask them how they started, how they get it, you know, how how they get the leads,

what's the hardest part, blah, blah, blah. And I would try to figure out a blueprint to figure out, is this even the business I wanna 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 they're business models that they sell those leads to whoever at certain price. And this only works if the leads are, like, you know, a hundred dollars worth a hundred dollars 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 now that'll be my first first thing is I'd be searching for a blueprint essentially that I can

remix. It's like, alright. I'm gonna eighty percent is gonna be the same and twenty percent is gonna be So the twenty percent that's different might be is I'm in a different category

or I do it from a 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 on your own. Before that, you've shown me an apartment One. What was it apartment?

Apartment six? Or what what was the lead gen for? Well,

the company what leads did they want? The company that bought my company years ago was called Apartment List. Originally, they're called vertical brands, and they just owned lead gen sites

for

senior

living.

They owned a lead gen 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

legend for apartments and then they

owned it for cars called auto list dot com, which was acquired by car gurus for like thirty 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 gonna hire once every eight years. So, like, that kinda gives you, like, how and there's, like, not that many people who are into that. That kinda gives you, like, the math behind the opportunity. Does you know what I mean? Yeah. Exactly. I'd be looking for high ticket pricing. So I was gonna say senior living my father-in-law does senior living, and I see that, like, he wants customers. A customer to him is gonna pay maybe six grand a month

for

a room. So their customer, and and, you know, and they'll last on average, you know, two years at the place. Right? So you're getting twenty four months times six thousand dollars. Their val customers are very valuable. They're willing to give you six thousand dollars for a, you know, for a customer if you can send them one. So their leads might be know, a few hundred bucks that they were willing to pay for if you're qualified. Right? If you're in the area and whatever else. So senior living was one, I was gonna say. And then the other ones are, like, 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, like, optimization.

So I'm gonna 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 them back those 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. It slipped my mind. But, yeah, things like that. I think those are those are great categories to go after.

I can't find this client info. Have you heard of HubSpot?

HubSpot is a CRM platform, so it shares its data across every application. Every team can stay aligned. No out of sync spreadsheets or dueling databases.

HubSpot, grow better.

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 they'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 and more prevalent. Okay. So this is, like, actually just coming online.

And this is, 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

to to

help. What's it called? What do you even Google?

It's a good question.

I know my buddy, Dennis, is like helping build one. So he he told me about it, but I don't I don't know what you would call. Yeah. Like, maybe mental health care or treatment or something like that. But, like, I think that, you know, the general principle is you want a high ticket

you know, buyer of your leads. So you need you need them to be making a ton of money off of the thing. You wanna have low competition if possible. The other thing is can you use content

as, like, your lead gen. So you're not just playing a Google keywords bidding game or a 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 people getting, like, Brazilian booty lifts or something that. It's like -- Yeah. -- there's some surge some new thing that a bunch of people are curious about. Right? And,

the topic itself, like, kinda lends itself to content ratings or reviews or, like,

you know, pro pros and cons and stuff like that. Like,

can you create YouTube or TikTok content that's just talking about, you know, the pros, the cons, the the good stories, the horror stories, the whatever else. And then, basically, if people and then you capture interested parties who are, 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 with whatever it is in in a given geography.

Sit. Did we answer that, Ben? I think that's a good to answer.

That's it. One question Friday.

Alright.

And, if you want your question read live on, on the show, so go to m f m pod dot com and click on the microphone. Ask us questions.

Bye.