DeShields + Brian (Coaching Call) - October 26
VIEW RECORDING - 26 mins (No highlights): https://fathom.video/share/71hFoDEmTgVnAoJGZU_wxyLzWSr-zW8s
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0:00 - DeShields Fajardo
How are you? Good morning. I'm in a coffee shop. I don't know if it's too loud. No, I can just turn it up. can hear you just fine. Great.
0:10 - Brian O'Neill (BKW Property Solutions)
Okay. How's it going?
0:12 - DeShields Fajardo
Did you just have the wrong link?
0:14 - Brian O'Neill (BKW Property Solutions)
Yeah, I think I did it wrong.
0:17 - DeShields Fajardo
But yeah, I'm excited. Let's get it. Yeah, let's do it.
0:21 - Brian O'Neill (BKW Property Solutions)
You've done more in six days than most people do in six weeks.
0:26 - DeShields Fajardo
So you're doing a great job.
0:28 - Brian O'Neill (BKW Property Solutions)
So tell me where you're at with your launch, waitlist, like the second email, how'd that one do? Second email, I believe I got three extra people.
0:40 - DeShields Fajardo
So I have about 12 people on the waitlist right now. And then I also fixed my, what do you call it? The success pages for both my, the sign up for the... Free PDF and also for the waitlist. So I put a link in there for them to follow up after. And then I think I confirmed last night, just because I felt like I'm kind of rushing the drop date to open the community. So instead of November 1st, I'm going to do the following week, the 9th, because I want to post that video saying to join the waitlist at least once. But I'm ready to launch though.
1:28 - Brian O'Neill (BKW Property Solutions)
But yeah, yeah, yeah, there's, there's nothing wrong with giving yourself extra time to because it's that's like right around the corner, right? So no one's going to be concerned about that.
1:43 - DeShields Fajardo
And then you can get more people on the list. Yeah, perfect. Yeah, love it. Okay. I looked at your so is there anything that you need my immediate eyeballs on? Because I know we've been going back and forth on the DMs.
1:57 - Brian O'Neill (BKW Property Solutions)
Like what's your biggest, what's your biggest question?
2:04 - DeShields Fajardo
I think the only thing that I was thinking of was when it officially opens, I guess, what would I do? I was going to do like a post and then just be like, maybe just ask a question daily because I'll be in there every single day. But also somehow, how can I kind of guide them to that link, to that film breakdown, the player evaluation, like immediately instead of kind of like them getting to the module. Okay.
2:37 - Brian O'Neill (BKW Property Solutions)
So right now you've got 12 on the wait list. You're going to launch November 9th. So that gives us two weeks, right?
2:51 - DeShields Fajardo
Because that's the following Monday. Okay. So you've got two weeks of promoting and selling. And...
3:01 - Brian O'Neill (BKW Property Solutions)
What do you think you can, have you, anyone who's replied, I'm going answer your question, but anyone who has replied, have you replied back to them?
3:09 - DeShields Fajardo
Yes, every single one of them. Okay.
3:11 - Brian O'Neill (BKW Property Solutions)
Is there, like, what are you saying and what are they saying back to you?
3:16 - DeShields Fajardo
All of them just said interested. And then I just put the, like, you're in, you're going to get the wait list. And then the people who responded back to that, all they're saying was just thank you. That was it. I didn't follow up after that. I know if I should have. Yeah.
3:34 - Brian O'Neill (BKW Property Solutions)
It would be, it would be good to start to get some information from them. Like maybe where, where they're at right now with their game.
3:44 - DeShields Fajardo
You always want to, you always want to create gaps with people.
3:48 - Brian O'Neill (BKW Property Solutions)
So where are you at right now? Where do you want to go? Right? Like, what is the end result? D1 scholarship, double my points for game, like whatever, whatever it is that they say. And then what's. Like, why are they not there? And with basketball, it's going to be a little bit different because they have to, you know, if you've got a 20-year-old or a young person looking to get in a, you know, and they're looking to try to get a scholarship, then, which I would assume that that's not who's responding to you. But if that is the person, then they need time. Like, they got to do stuff, right? But for someone who just wants to double their points for game, then they'll, okay, well, why aren't you there?
4:40 - DeShields Fajardo
What have you tried and what is the thing that's getting in the way the most?
4:47 - Brian O'Neill (BKW Property Solutions)
And that becomes your player evaluation.
4:50 - DeShields Fajardo
Okay, got it, got got Without you saying it, without you saying it. Right, okay, so it's, where are you now? Where do you want to be? What's in the way from you getting there? Like, you know, I want the thing. I want the outcome. What's in the way? All right. And any questions on that, just come back to me. Like, I can help you individually with people who respond.
5:17 - Brian O'Neill (BKW Property Solutions)
But it's just good to keep that up.
5:20 - DeShields Fajardo
In two weeks, I would say that you could probably get that wait list up to 50 minimum if you just continue to promote.
5:27 - Brian O'Neill (BKW Property Solutions)
Okay. What does your promotion look like right now?
5:32 - DeShields Fajardo
Like, how many YouTube videos do you have going out between now and then? Today, two. So one today, Monday, and then next Monday. Okay. So you got two YouTube.
5:44 - Brian O'Neill (BKW Property Solutions)
Is it going to mention the wait list?
5:49 - DeShields Fajardo
Today, no, because I sent it to my editor before we started talking. But this next one, the next Monday, it will. Okay.
5:58 - Brian O'Neill (BKW Property Solutions)
And then I plan on, was, you know, I
6:00 - DeShields Fajardo
If you like, when should I post that YouTube post for like, oh, join the waitlist. When was the best time? I could do that right now, but I already have it ready. I would say do it sooner than later. And then you can also do a different variation of it.
6:16 - Brian O'Neill (BKW Property Solutions)
So you can also put a link in the description of your YouTube video that goes out today.
6:21 - DeShields Fajardo
And then also you can do a pinned comment. Perfect. Yes. So just make a pinned comment about what you're doing.
6:28 - Brian O'Neill (BKW Property Solutions)
Like it's, it's, it's basically just extending the email. Like, Hey, this is what's going on.
6:33 - DeShields Fajardo
Here's if you want in, here's how you, here's where you go and just send the link to the, to the waitlist page. Okay. Sounds good. Yeah.
6:43 - Brian O'Neill (BKW Property Solutions)
Do you, do you have social media anywhere else? I have Instagram.
6:46 - DeShields Fajardo
I was going to put the link in there in the description, but I don't really go on it. Okay. Do you have any type of a following on Instagram? Do you like, I think it's like a hundred people or something. Okay. Okay. Okay.
7:04 - Brian O'Neill (BKW Property Solutions)
That's okay. got plenty on YouTube and your email list.
7:08 - DeShields Fajardo
That is more than enough. Perfect. right.
7:11 - Brian O'Neill (BKW Property Solutions)
So your question was, when you launch, how do I get people to the player evaluations, which is the second paid thing, right?
7:20 - DeShields Fajardo
All right.
7:20 - Brian O'Neill (BKW Property Solutions)
So they joined the group for $29,000, and then the thing you want them to get is how much?
7:27 - DeShields Fajardo
I believe it's $79. I raised it to $79.99 for one game, and then one something. Hold on. One something for three games. Okay. Is that in the school classroom or somewhere else? That one is somewhere else. There's a link in the module, but I remember you said, I think you would show me, like, how we can do a one-time. But I saw that the one-time. Is it only one time and then it's open?-time? Is it... Is it like one time and then they keep buying it one time? Yeah.
8:04 - Brian O'Neill (BKW Property Solutions)
So once somebody buys something inside of the classroom, right? So if they go inside to a course and they buy it, then they're always in there. Like you can't, you can't, you would have to, if they wanted to buy, you just got to keep track of that, right?
8:21 - DeShields Fajardo
So you can, if they keep, if they continue to go in there, then it's like, hey, it's just one evaluation. But that's probably the easiest way to do it is they see it because it's visible. Like if they're in the school community, they see the $79. And then if they see the one, whatever it is for the three games, then they just buy it. And then they go and get the thing, right? Yeah. So you can do it either way.
8:53 - Brian O'Neill (BKW Property Solutions)
I like to keep them on the platform, but if you have another link, then it's like, okay, you can go and buy them. Individually, and that's how you have it set up.
9:02 - DeShields Fajardo
So it doesn't really matter. Okay. Yeah. They're going to go. You just want to drive them to that link. Like, hey, you can send DMs to them.
9:12 - Brian O'Neill (BKW Property Solutions)
You can post about it.
9:15 - DeShields Fajardo
Ultimately, what you would want to do is when people come into the group, obviously, they're paying the $29 per month, is we want to have a flow for them.
9:24 - Brian O'Neill (BKW Property Solutions)
Okay. Like, what does their experience look like in the first hour, or the first five minutes, the first hour, the first day, the first seven days? And that is going to set the tone for their experience with you in the group. Okay. Okay. The last thing that you want to do is drive traffic to a paid group and then try to sell them the next thing within five minutes.
9:50 - DeShields Fajardo
Yeah. Yeah.
9:52 - Brian O'Neill (BKW Property Solutions)
That's kind of annoying. Yeah. Yeah. Yeah.
9:55 - DeShields Fajardo
I mean, but within a couple of days, then, yeah.
10:00 - Brian O'Neill (BKW Property Solutions)
That's totally fine, but it's not, you want to have the conversation with them, so the DMs is a really good place to do that, and then posting in the group. But you have to give them a clear path on where it is that they, where you want them to go. And in each of the modules, you can just simply, hey, you want your, you want me to do an evaluation? Go here. Drop the link.
10:25 - DeShields Fajardo
Okay. Right?
10:26 - Brian O'Neill (BKW Property Solutions)
So you just place it throughout the classroom.
10:28 - DeShields Fajardo
Okay. Yeah. Place it throughout the classroom. Yeah.
10:31 - Brian O'Neill (BKW Property Solutions)
And then you post about it, you talk about it, and you're reminding, you're just reminding people that the thing exists, because they're probably not going to go into the classroom as much as you think. But here's the advantage of your, of how you're thinking about doing it, which is you have the pay hip link for the one game and the three game, right? Yeah. If it's in the classroom, okay, and they go in there and they say, okay, here's how you do it. But it's, you got to go here, make your payment. Then they're on that.
11:00 - DeShields Fajardo
But that page has to do some type of selling. Makes sense? Yeah, that makes sense. Okay.
11:11 - Brian O'Neill (BKW Property Solutions)
Any questions on any of that?
11:17 - DeShields Fajardo
No, I think I'm good so far.
11:21 - Brian O'Neill (BKW Property Solutions)
All right. I think that I feel good about your launch.
11:29 - DeShields Fajardo
How are you feeling about it? I'm really excited, but I tend to rush things. Like, I know myself to a little bit. So I was like, let me just make sure everything is in order. But I think I'm pretty much ready.
11:43 - Brian O'Neill (BKW Property Solutions)
I just made the video, so I like, I don't want to pull back.
11:46 - DeShields Fajardo
It's too early. I just want to make sure it's organized. Also, just a quick question, just off topic. So I was a point guard in basketball for school. Going to college and stuff. If there was a time where, like, I just have a strong feeling, like, if I specifically target point guards, is that something I'd like better to do, like, just in the school community or do a different school community in the future? Yeah, yeah, yeah. Yeah? Okay. No, well, I'm just, I'm smiling because, no, it's a good question. It's a good question. So you, like, I play basketball. Oh, love it, yeah. Yeah, yeah.
12:29 - Brian O'Neill (BKW Property Solutions)
I didn't play it as well as you did, but I still played it. And the game is the game, right? I mean, it's changed a lot since I played.
12:39 - DeShields Fajardo
But, yes, point guards do different stuff, but the game is the game. And I think that, like, you can teach a center the stuff that you're probably teaching everybody else.
12:50 - Brian O'Neill (BKW Property Solutions)
Yeah?
12:50 - DeShields Fajardo
Would you agree with that? For sure. Yeah, yeah, yeah.
12:53 - Brian O'Neill (BKW Property Solutions)
So, I'd just like to, like, see who shows up.
12:59 - DeShields Fajardo
Okay.
13:00 - Brian O'Neill (BKW Property Solutions)
And if it's a bunch of point guards, then you know who to kind of adjust your messaging to. But at this point, it's Hoopers who want to double their points per game or whatever it is that they want them to do. And they love your YouTube channel.
13:15 - DeShields Fajardo
Yeah, yeah, yeah. I like what you're thinking about. Okay. And you would not need a separate school for them. Absolutely not. Okay, cool. The avatar is the avatar.
13:28 - Brian O'Neill (BKW Property Solutions)
Yeah.
13:29 - DeShields Fajardo
And then it'll start to evolve as they continue to show up. Okay. But good, though. Point guard. I'm six foot eight. I thought I could be a point guard.
13:40 - Brian O'Neill (BKW Property Solutions)
So freaking cool technically. You can.
13:44 - DeShields Fajardo
Yeah, no. Well, you know, 1992, it was frowned upon. Yeah. All right. So pointing them.
13:56 - Brian O'Neill (BKW Property Solutions)
So I think you're doing promoting.
13:59 - DeShields Fajardo
Like, that is your thing.
14:00 - Brian O'Neill (BKW Property Solutions)
Reminding people, reminding people, I don't think you can promote enough. I really don't. Now, I'm not saying that like blast your email list every single day. Just pay attention to the open rates. Like, do you know, what is the open rate from the Saturday email?
14:20 - DeShields Fajardo
While I'm pulling this up right now, so I just like everything that I've learned so far. And you know that offer after this 30 days, the offer that you're going to give me after this 30 days? Yeah. That's three months for five. Four months. Four months?
14:42 - Brian O'Neill (BKW Property Solutions)
120 days.
14:44 - DeShields Fajardo
Yeah, I'm going to do it. So I'm just going to put that out there. But I was like, let me just make sure I finish. I'm going to finish this and then, because I just love all the information I've been getting. Okay, so. so. For the first email, it was 20%. That was for the 1,700 people. For the second email, same thing, 1,700 people was 18%. To the 1,700 people. Okay. How long has that email list been open for, roughly? I want to say since March of this year. Okay.
15:25 - Brian O'Neill (BKW Property Solutions)
So it takes a – I'm not going to get into the technicalities behind this, but it takes a little bit of time to warm up domains, and the sends will look a little iffy in the beginning until the email platforms like Gmail and Yahoo, and mostly it's all Gmail, pretty much that's what everybody has, until they have information. Like, are people responding?
15:53 - DeShields Fajardo
Are they clicking the spam button?
15:56 - Brian O'Neill (BKW Property Solutions)
Are they – is it dropping in their inbox? And it just needs to have data on. And it has no data on you, which is because you've never sent an email out before. So there's a warm-up period. And during the warm-up period, it's okay to send more emails because you want to warm up the domain, right?
16:19 - DeShields Fajardo
Because it has no data on you other than two emails now. Yeah. Okay. So you could send more emails and get it in a cadence like when you have videos that drop. You're like, hey, I just dropped a new video, P.S.
16:34 - Brian O'Neill (BKW Property Solutions)
waitlist. Yeah, I'm going to do that today.
16:36 - DeShields Fajardo
Yeah. Absolutely, yeah. And every single week, right? Or if you have like a tip or a thought because not all 1,800 or 1,700 of your people are watching every single one of your YouTube videos. Yeah. So during this two-week period, I would say a minimum of three emails per week would be very healthy for you.
17:00 - Brian O'Neill (BKW Property Solutions)
A minimum of three, three emails. So you want to send out six emails between today and launch date.
17:10 - DeShields Fajardo
And then when you launch, I forget what we were looking at here. Are you doing members or like a certain number of, I can't see your school group, you hit it.
17:21 - Brian O'Neill (BKW Property Solutions)
I think it was, oh, like once I hit like 25 people or something, I need to put that in my about page, right?
17:31 - DeShields Fajardo
Okay.
17:32 - Brian O'Neill (BKW Property Solutions)
If you're locking, if the price changes at 25 members, then that would be in your copy. So it's like, hey, when we get to 25, we're going to, the price is going to go up to this. And you want to, you know what you do, you want to make sure that people understand that this is the lowest price it'll ever be. Gotcha. Okay. Which is $29, right?
17:57 - DeShields Fajardo
$29, yeah.
17:58 - Brian O'Neill (BKW Property Solutions)
Did you put an annual? I would do 279, 20% off. That's usually enough for people to move. 10% doesn't necessarily help, but 20% is good.
18:23 - DeShields Fajardo
279 would be almost 20%. And they're just getting a discount.
18:29 - Brian O'Neill (BKW Property Solutions)
That's it. You know, I mean, okay, good. So I just changed it. Awesome. You just, you moved too fast.
18:38 - DeShields Fajardo
Dude, I'm just so excited. You're definitely a point guard. Yeah.
18:43 - Brian O'Neill (BKW Property Solutions)
All right. No, that's good.
18:44 - DeShields Fajardo
The excitement's good.
18:45 - Brian O'Neill (BKW Property Solutions)
I don't think that you can, I think moving to, I think moving fast is a good thing because even if you make an error, you're still moving.
18:54 - DeShields Fajardo
It's like, okay, I made a mistake.
18:56 - Brian O'Neill (BKW Property Solutions)
Feedback, fix it. Right. Versus like a lot of people do the, yeah.
19:00 - DeShields Fajardo
The of what you do, which is, let me think about this for six days, and then I'll do it.
19:03 - Brian O'Neill (BKW Property Solutions)
You're just moving.
19:05 - DeShields Fajardo
You sent the email. You got replies. You sent the next email.
19:08 - Brian O'Neill (BKW Property Solutions)
You got more replies. You're doing the stuff.
19:12 - DeShields Fajardo
That's way better than trying to overanalyze and try to make the stuff perfect, because even if you do, it's not going to work. It's not going to be perfect. All right. So keep doing what you're doing. The thing that I would want you to think about, because you're the one who knows this, is a brand new member comes into my school group.
19:38 - Brian O'Neill (BKW Property Solutions)
What happens? You have to make the experience the right way. And the first thing would be, are you on the $99 plan or the $99 plan?
19:49 - DeShields Fajardo
Yeah. So an auto DM?
19:52 - Brian O'Neill (BKW Property Solutions)
Yes. Would be something that you would want them would want.
19:55 - DeShields Fajardo
And it's a this or that type of, it's a this or that type of a situation or. It's that gets them to respond to you so that you can have a conversation with them. Okay.
20:07 - Brian O'Neill (BKW Property Solutions)
And it would just be like, hey, welcome to the academy. You can ask, you know, what position do you, like, what do you want to know about them?
20:20 - DeShields Fajardo
The position they play.
20:23 - Brian O'Neill (BKW Property Solutions)
I think where you're at with your game is too open-ended. Yeah. So. I can figure it out.
20:31 - DeShields Fajardo
Yeah. I'll send you a few. Maybe you can just. Yeah. And those can be tested too, right? So. Yeah.
20:38 - Brian O'Neill (BKW Property Solutions)
And then from there, it's the conversation. And you're essentially trying to do what you're doing in the emails in the DMs, which is where are you now?
20:47 - DeShields Fajardo
Where do you want to go?
20:48 - Brian O'Neill (BKW Property Solutions)
What's the gap? And then you can either point them at the module or the player evaluation.
20:56 - DeShields Fajardo
Okay. Okay. So that's good. That's awesome. Yeah. Yeah. Yeah. Yeah. What is the thing that you're doing in the group for free? I mean, not for free, but for $29. Aren't you going to give them something? It's just the modules, and I want to emphasize the film breakdown, like the clips, where they post their clips, because that's where I'll help them the most. Okay. I don't know how long the video's going to be, but I don't think they're allowed to post, what, like hour long? No, right? So it's like perfect.
21:28 - Brian O'Neill (BKW Property Solutions)
I can do enough, and then they want more.
21:31 - DeShields Fajardo
I'm just going to leave that. Yeah. I feel like the feedback that people see, it's like, I'm legit. Whatever I type back, I'm like, whatever, like comment.
21:42 - Brian O'Neill (BKW Property Solutions)
Are you going to type it back, or are you going to video it back?
21:45 - DeShields Fajardo
I know you're faceless, but are you going to do like a voiceover, or are you going to type it? Okay, so I was thinking of doing a voiceover. I downloaded this. I'm just going to. I don't I'm just. I'm I was thinking of editing. don't know if that's doing too much, though. Maybe for ones that I really think are good, that will help bring them in. Maybe do a little video inside.
22:12 - Brian O'Neill (BKW Property Solutions)
I think that the text would be fine, but if you can do a voiceover and it's not a big deal for you, because this is going to take a lot of your time, the ultimate goal between a film breakdown and you would limit it. So you could just simply just say, okay, here are the instructions for your film breakdown.
22:34 - DeShields Fajardo
Here's what you do. You put everything in a post, and then that post can go inside the classroom, or you can just have a classroom in there. It's like, okay, step one, you send the clip, and it can only no longer than this. Okay. All right.
22:48 - Brian O'Neill (BKW Property Solutions)
And then whatever it is that you want them to do, like post it in the group, post it here, and then I will respond with my feedback within this timeframe. Like you set the expectation.
23:01 - DeShields Fajardo
And you're giving them the instructions clearly, and then you go and you do it, right?
23:10 - Brian O'Neill (BKW Property Solutions)
And then the hope there is that they would respond in kind, like put a wins channel in or some type of a category where they can post stuff that you can start using as testimonials. Okay, yes.
23:32 - DeShields Fajardo
The film breakdown, and then the natural ascension would be, like, let's just say that you only do a film breakdown of five minutes, like the maximum of five minutes. I'm just making stuff up here. You give them a taste of what you can do, and you help them.
23:49 - Brian O'Neill (BKW Property Solutions)
And then, okay, now I want her to, or I want them to do a player evaluation where I can submit, you know, a game.
23:58 - DeShields Fajardo
you. Thank you. Amen. Mm-hmm. Yes. Yes.
24:03 - Brian O'Neill (BKW Property Solutions)
Which is, you want to be clear about limitations on that, too, like how much they can, like, you're not going to watch a three-hour video for $79.
24:12 - DeShields Fajardo
Yeah, that's insane. Yeah. Okay. Yeah. Yeah. Especially if the result is doubling the points per game or something different. Mm-hmm. Good? Yeah. Well, great. All right. right.
24:27 - Brian O'Neill (BKW Property Solutions)
And then I'll help you with, once you get people in the group, I'll help you with call-out posts and drag people to the player evaluations.
24:35 - DeShields Fajardo
Cool. It's really simple. Like, you don't have a lot in your group, so it's just a matter of YouTube videos, sending emails, pointing them to your paid group, having conversations with them.
24:47 - Brian O'Neill (BKW Property Solutions)
Like, this is the play, and you have the audience to execute it. Okay. Yeah. Yeah.
24:57 - DeShields Fajardo
That's awesome. Fathom can't come fast enough. Yeah. And then, sorry, this is like the quickest question. I can use a YouTube agent that you've saved in a tab. Can I, I was just going to use that for the emails, like to help me with the emails. That's essentially what it's for, right? Or all of that. Yeah. You have access to all of them, right? Yeah. Okay.
25:19 - Brian O'Neill (BKW Property Solutions)
So a couple of new ones are getting added and the dashboard is going to look different here coming soon.
25:25 - DeShields Fajardo
Okay. So don't, don't like break out. I'm just, it's all good. It's just going to look different, but it'll, it'll all be in there. And if you have any questions, I'm going to put a post about it in the group. Um, everything that will be, will be saved to like everything that you've already done.
25:39 - Brian O'Neill (BKW Property Solutions)
Yeah. But yeah, use the agents.
25:41 - DeShields Fajardo
And if you're unsure about something, just message me like, Hey, Brian, what do you think about this email? Okay. Cool. Sounds good. I don't want to take up too much of your time. No, no, you're fine. You're fine. Yeah. Yeah. Enjoy the rest of your day. And, uh, I will send this to you tonight. Okay. Okay. Okay.