MRL #089- How Brian Generates 3-5 Inbound Leads A Day Without Prospecting

I’m probably going to kick myself for sending this newsletter.

The info inside could easily make one helluva product…

And put a nice chunk of change in my pocket.

But, this is Max Revenue, the People’s Champ…

And darnit, we don’t hold back.

Unlike the goo-roos who don’t need it to pay our bills.

Don’t get it twisted, I may one day package this up and sell it…

But, for now, because I love you…

It’s all yours for free.

Meet Brian

I’ve been quietly watching Brian for a few years now.

Brian is a lower mid-market Producer in the northeast who’s doing things… shall we say… differently.

He’s very active on social media so it’s easy to keep tabs on him.

And from the look of things he’s been killing it.

So, about a month ago I caught up with him to see how his “different approach” was going.

Lucky for you and I, he was more than happy to spill the beans.

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“Hey man, how’s your stuff going?” I asked.

“Good,” he said. “I’ve got more inbound leads than I know what to do with!”

“Yeah right,” I said skeptically. “How many is too many?”

“3-5 a day,” he replied.

“Are you serious?!” I asked. “What kind of revenue is that producing?”

“I’d say it’s doing $150k+ a year in revenue, easy.”

I was flabbergasted.

For the next hour he freely shared everything with me.

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Before I tell you what he’s doing…

A little back story…

I first reached out to Brian about 2 years ago when he was first getting his “stuff” off the ground.

To be honest, I was extremely skeptical.

When I first got started in the biz in 2018 I had the same idea to do what he was doing, but decided against it.

In my (now incorrect) opinion, I didn’t see it working.

I saw it working in a bunch of other niches, but I didn’t see it working for business insurance.

Boy, was I wrong.

Ok, back to the good stuff…

Brian’s Inbound Lead Machine

Brian doesn’t cold call.

Brian doesn’t cold email.

Brian doesn’t network at industry events.

Brian does YouTube.

Yes…

Brian generates 3-5 inbound leads a day, every day, from YouTube.

Some videos get 40 likes, some get 10,000 likes.

Ironically, he says, the number of views per video are irrelevant.

Some of his best lead generators are the videos with the least amount of views.

To understand how, you have to first understand…

Why It Works

But, first a question…

Do you know what the largest search engine in the world is?

Google.

Do you know what the second largest search engine in the world is?

You guessed it… YouTube.

The reason why YouTube works is because it’s intent-based.

Insureds are literally looking for the answer there.

Not the case on other platforms.

Case in point…

I bet you’ve probably posted insurance content before on Twitter, LinkedIn, Instagram, whatever…

With little success.

Why?

Because it’s wasn’t found by insureds with intent.

It was just noise showing up on some randos feeds who were mindlessly scrolling.

But, not YouTube.

The beauty of YouTube is…

You take that same information and put it up there…

Where insured’s have intent and are actively looking for answers…

(Remember, it’s a search engine)

And viola…

You’ve got leads.

The Reality & The Opportunity of YouTube

Now, it hasn’t happened over night for Brian.

He’ll be the first to admit that.

He says it takes 2-3 years to build a YouTube channel that spits out leads regularly.

But, I say…

What is 2-3 years in the grand scheme of things?

If you don’t mind putting your mug on camera, and are willing to be patient…

What are you waiting on?

I predict…

Much like the SEO game of the mid-2000’s, the first movers on YouTube will get the vast majority of the upside.

The agencies who invested early and heavily in blogging and SEO created reliable lead sources that still pay them on autopilot, and will continue to pay them for years to come.

Same opportunity is currently available on YouTube.

The agents and agencies who go all-in on YouTube will gobble up all of the top keywords and search phrases and own them (and the resulting revenue) for years to come.

It’s just a digital land grab.

Whoever gets there first and builds will own the real estate.

And once they own it, they’ll be hard to pass on the algorithm.

Imagine Never Having To Cold Call Again

Imagine never having to do drop-ins…

Imagine never having to pretend to be interested in strangers at networking events.

That’s what’s at stake.

I think this is a crazy big opportunity.

So big, that I’m abandoning my cold calling entirely.

Really?

No, not really.

Unfortunately, I won’t be going all-in on YouTube.

No.

I’m not a video guy.

I prefer cold calling and writing emails, so I’ll stay in my lane.

But if you’re one of those broccoli-headed Gen Z’ers or an outgoing millennial, and you don’t mind it?

I say go for it.

What have you got to lose?

Ok, Let’s Wrap This Up Here

My folks are in town, so it’s a race to bed before Big Bill (my dad) starts sucking the paint off the ceiling…

And I just saw him head upstairs, so I’ve got to get moving.

More on the “how” next week.

See you next Sunday.

Kick ass take names,

Maximus F. Revenue IV

P.S. I know this YouTube thing sounds great. But, the reality is it’s a long play. You’re still gonna have to cold prospect for the next couple of years.

That’s where The Producer Playbook comes in.

It’s our step by step guide to building a $1,000,000 book from scratch via cold calling.

So, if you need some help with the cold calling stuff while you wait for your YouTube revenue to roll in…

Here’s the link again.

Hope you have a helluva week.