He Built A $600,000 One Person Business (with video editing) - YouTube

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I never made more than like 40 50k a
year out of college and that's pre-tax
so I was broke so I packed up my car
drove like 1200 miles away that's where
I kind of learned how to like talk to
people Network do customer service write
blogs all right so today we're meeting
up with Scott he makes 50 000 a month
making videos and he's going to show us
exactly how he does it
so yeah tell me tell me about what you
do what do you want yeah so we run uh
basically it's a productized service for
B2B SAS companies so think about like an
agency service except you're able to buy
it kind of like an e-commerce product so
it's it's short animated videos for B2B
SAS companies to run as paid ads and and
get customers in the door what's a
typical client for who we work with we
work with software companies that are
primarily B2B so they have platforms
like you think of stripe like a payment
processor or something like that and
they're typically also funded so an
important part about selling something
like a productized service is making
sure that the people have the money to
actually buy what you're selling so we
found that companies that are VC backed
or have gone through like
um seed and series a funding they
typically have the money to to purchase
what we're selling so that's what works
best for us and companies want this
because it helps sell more of their
product or helps their brand Market
better the main goal with the videos is
not necessarily
to directly get our clients more
customers it's more so to get the
potential customers to like stop
scrolling or to maybe go book a demo or
something like that right it's more of
like the scroll stopper some people call
it where it's super attention grabbing
but it doesn't give you enough
information to actually like go buy the
service or product tell me a little bit
more about your background you were
doing actual video agency work yeah so
I've done I've done everything I've done
like music videos event Recaps you know
me and a friend used to shoot weddings
and just like basically everything I've
also been a designer built websites all
this stuff and for me videos what really
stuck and then it was hard for me to
scale and it was it was hard to get work
I didn't really know what I was doing so
I ended up stumbling onto Twitter and
meeting you know a lot of the people
what they call Like Money Twitter right
and that's really all about how can you
take what you already know how to do
which for me was the video production
stuff and monetize it at a higher level
and then that's when I kind of got into
all the technical technical business
stuff you go to college or anything like
that uh I went for two months and
dropped out I think why did you drop
that what happened yeah so I ended up
meeting this guy and he's like hey I'm
I'm starting this business in Colorado
you know we're going to try to like help
people manage vacation rental properties
like I think you'd be a good fit for it
so I packed up my car drove like 1200
miles away I hadn't had any actual
business experience prior to that but
that's where I kind of learned how to
like talk to people Network do customer
service write blogs stuff like that that
was in 2019 I think so I was 19. yeah
when I did that so now you're only like
what 24 23 yeah I didn't really make any
money until the last like year even
though I tried all this stuff after
college I mean it was all just learning
you know I never made more than like 40
50k a year out of college so I mean and
that's pre-tax so I was broke yeah you
know the three and a half years after I
left but I was able to leverage my
skills and this is something for like a
lot of people too that they can they can
use is like if you have a specific skill
if you can find ways not just to make
money with it but like for me for
example because of the video stuff I've
gotten to like go shoot at NASCAR in the
pit and just a bunch of cool stuff even
though I wasn't getting paid very well
for that it was stuff that I was able to
add to my resume of just things that
you're able to do has video always been
your passion I've been doing videos
since 2016 and it it started off
actually as I opened up Adobe
Illustrator Junior High School to make
like these presentations for some
business class I was in and then that
evolved into me getting a camera and
trying out photography and then
photography got boring so I tried out
um and then now it's kind of an
intersection of of all of them with what
I'm doing because it's like design but
it's moving and all that stuff but
really personally like I enjoy anything
creative so I've I've painted I've you
know I used to like play some
instruments just really any anything
like that so your business took off and
you said you're making fifty thousand
dollars a month now is that right yeah
on average it bounces around a little
bit with any business right like it
could be like 35 then it could be like
55 right yeah just depends on your lead
Insurance you know before that you were
making maybe 50 000 a year and you grew
to pretty much 10x that was there any
mindset shift or was there anything that
really set this business apart from
others if if I was going to choose one
thing it would be switching from a
scarcity mindset to an abundance mindset
and it sounds really I guess like cheesy
or like or whatever if you make the
shift to taking those same resources
again whether it's money the knowledge
Network you have right in just full-on
like utilizing them to try to produce
more of what you have and grow that I
think the whole game changes before this
business you had kind of a lot of
creative type jobs you were doing video
how could someone who is is also
creative an artist a videographer anyone
in doing production how can they turn
that into a business and be able to work
for themselves speaking from what worked
for me I think that the biggest thing
one get on social media right and I'll
use Twitter as an example because that's
again what worked for me so what I would
do is be posting every day sit down for
an hour schedule it out be consistent
and write things or make reels or
whatever you're going to do about things
specific to what you're doing are so if
it's video make educational content for
Brands about how they can get more
customers in the door with video right
that's kind of what I did and then once
you have that down once you're
consistently posting you get a feel for
it and you're learning about
the specific platform that you're
posting to then that's when you can
start actually selling a service what
works best for that is the productized
model we talked about so again if you're
doing something like video right there's
a ton of different things you could do
you could design thumbnails for YouTube
you could do an on-demand video editing
service you could do a color grading
service right and come up with like a
specific offer and packages to sell or
some kind of offer structure where let's
say your main package is three thousand
dollars a month then you can have a down
sell or an upsell or whatever right and
so what that might look like is certain
deliverables inside of a package and a
deliverable would be like we'll color
grade this many videos in this specific
way for this amount of money if you can
have a service that people need is
recurring and you can find the people
who have the money to buy it then
there's there's really no stopping you
yeah and you think that's more effective
than just I guess selling your time to
do some some video work for you know a
few hours 100 packaging your your skill
set is much more effective because
you're in control of what you're
charging you're being paid for your
expertise not your actual time so if you
had an a person and a b person and they
both had 10 years of experience maybe
you say a person is getting paid hourly
even if it's 500 an hour right like
they're a lawyer or something and then B
person is selling a a productized
service they're still going to make 10
times more because they could sell what
person a is doing for 500 an hour maybe
it takes them 10 hours and then person B
can then charge five thousand dollars
give them the same result and so
technically person a and person B are
being compensated the same the person B
can go and then hire people to help them
fulfill that right and so it's just this
whole this whole scaling thing is is
where you make the real money do you
have any employees or is it just you
yeah so I started off by myself and now
we have a team of about four so I don't
have any full-time employees but I have
like a couple full-time contractors and
then some like a closer in fractional
roles that help me do certain things
operationally yeah and my team is is
also International as well how's that
work it's great because I mean for a lot
of reasons but they get paid you know
more than they would make where they are
and my team's pretty young too like
younger than me so it's cool to be able
to give people you know like when I back
when I was 18 like I would have loved to
be doing what they're doing now yeah and
so it's it's cool to bring that full
circle and be able to pay someone what
they're worth more than they would make
where they live you know they can work
remote they're not my employees so they
take trips and stuff and take work off
so that's that's been enjoyable too and
how do you find really good talent
there's a lot of ways but when you start
building an audience people will
naturally want to work for you because
they believe in what you're doing and
they think that what you're doing is
cool so all the people that are working
for me right now reached out to me and
the reason I hired them is because I
know if they're reaching out to me that
they're really dedicated and motivated
to get done what they want to do and
it's turned out to be true so far so how
much does it cost to run your business
like generally speaking monthly
so we have a tech stack that is and then
there's also Payment Processing fees and
stuff like that
um in terms of like labor it's hard to
put a put a put a pin on that because
it's completely dependent on how many
videos we're doing are gross profit
um are about 65 and then net is probably
between 40 and 50 just depending on a
couple things but in terms of our the
tech stack is really the only one thing
that we consistently spend money on yeah
on a monthly basis what do you mean by
Tech stack so okay so we have the cold
email sending software the software that
we run the list through I have to pay
for slack you know we use stripe which
is free but we paid the fee on that Tech
stack specifically is probably like
twelve hundred dollars a month and
that's so that's just what we use to be
able to actually execute the services
that we sell right
I notice you mentioned building an
audience what does that look like for
you just posting consistently
um and finding a niche too when you
think of a niche like it has to be
really specific like super specific so
at first it was just videos for me and
then it became short videos like no
longer than 60 seconds right and then it
became short videos for online Brands
and then it went to short videos for
online brands that are B2B SAS companies
did you see the business grow when you
kept niching down like that yes because
it made it very obvious like who our
product was for it's counterintuitive
too because like when you the more
people you say like no you're not a fit
then the faster you'll find people that
will actually buy from you have you been
able to raise your prices because of
this niching down that you've done yeah
we've we the first video we sold was
five hundred dollars and we've basically
Timex our prices so now our average
order value is like 3K but we sell we
just introduced some new packages that
have been selling really well from
anywhere from six to twelve what advice
would you have just for anyone that
wants to get started with an online
business what's the first step do things
like go on YouTube and do research on
what you actually want to do and then I
would spend as much money as you can
afford on coaching and programs that are
fit on what direction you wanna you
wanna go from people that are reputable
not not lamb burgers
this is where I get a lot of my work
done we got the the nice aperture light
set up here and trust the old 16-inch
MacBook Pro so we actually
coincidentally just closed the deal
right as we started filming this so nope
it's got a 400 sale we've got starter
stories a good luck charm so we're gonna
send this contract out and then talk a
little bit about how we got here in the
first place you said you'd grown it from
zero to fifty thousand pretty much in a
year what did that look like did you
start with just like 5 000 a month how
did that grow we kind of started how we
are still now but we sophisticated our
offer so before it was you'll buy one
video it'll basically be whatever length
and it's a flat fee essentially what we
did now is we created a package so
you're not only buying you can still buy
one video but we use this as a down sell
now if someone doesn't want to buy the
package with the packages it's a set of
videos and then we reformat that set of
videos so that people can run it on all
the platforms and things like that and
then we also will set up retargeting ads
for them we won't run them but we'll do
a bunch of setup and stuff like that so
that it's an offer that's more inclusive
of what the end goal is rather than just
here as a video it actually sets them up
for Success yeah so when you started
repackaging your offering like that is
that when you started to see the growth
in terms of I guess like financially
yeah because in terms of monthly like
Revenue it was like 7K then 5K then 9k
and then we went to like 12 23 33 and I
would say what we introduced that offer
when we were struggling to get above
like 12km Yeah because it just wasn't
the one videos were sophisticated enough
and the ticket price wasn't high enough
to bring us past that right how did you
find your first customer what's been
your main channel for growth yeah so
there's been a couple different ones
some work better than others but
primarily we've done Twitter we've done
cold email we've done like direct dming
so like on sales navigator on LinkedIn
or through Twitter and really I mean
keeping it simple like it's just really
cold Outreach and then the organic
content reaching out to people for the
viewers who don't know a lot about cold
Outreach what does that typically look
like like how many uh cold emails are
you sending and what what's like your
lead response rate that sort of stuff
you got to send a lot and for our ICP
which is stands for ideal customer
profile specifically the open rate or
reply rate for software is only about
they're two different things the reply
rate is really only like four four
percent typically on average so you know
you're talking about reaching out to
thousands of people and then when you
get those people to reply now all of
them will book a call with you either
right um so it's kind of you just have
to do the math depending on what your
numbers look like
um and in terms of you know what a cold
email looks like it's basically it's
really simple it's
basically two sentences it's like hey
you know we noticed on your site that
you don't have a video like above the
fold on your landing page that's
something we do like have you ever
looked into that and that's it you know
a lot of people will write like a huge
paragraph and like no one has a title
right so how does the sales process work
for anyone that's running kind of a
productized service what would you
recommend doing or yeah so to break it
down really simply you'll basically have
like top of funnel you have like the
middle of the funnel and then you have
bottle funnel so top of funnel for us is
organic social posting the DMS in cold
email and then the ads right so like
those three things what happens is a
certain amount of people convert from
top of funnel to the middle of the
funnel so someone will open the email
someone will see a post of ours or even
both sometimes people will open an email
and then go check out my LinkedIn
profile right and then they'll book a
call either directly to our socials or
on the website and that's kind of the
middle funnel and the bottom of the
funnel is like getting on a sales call
with my closer then either buy or not
buy essentially yeah so it's yeah it's
basically those three main parts where
did you learn this B2B and
um so the coaching and then just trying
it out yourself yeah so the coaching is
good for like at least for me like I
felt like pretty directionless I was
like oh you know I know I want to have
an online business but I don't know
where to start I don't know like what
kind of stuff to watch but you're
dedicated and you know you want to do it
so I spent the money in the coaching the
coaching gave me an hour line and
Direction and then I took that direction
and I tried it myself so for example the
cold email stuff I knew enough to
actually just try it I didn't know
enough to do it and then you start doing
it more and through repetition you get
you get better at it yeah so same thing
with the sales calls like
I'm not a salesperson like I don't like
doing it and but I've probably taken
like 150 sales calls and then once I
took enough sales calls to have a
structure to it I gave that to someone
to do for them what's your schedule
what's a typical day for you like wake
up at 7 30 start working by like eight
or eight thirty drink a ton of coffee
and in terms of actually working I
probably sit at my desk you know eight
hours a day pretty normal working amount
and then you know an hour or two is also
just spent like thinking like walking
and stuff like that when I'm actually
sitting at my desk what I'm doing is
project management so I'm in slack
channels you know communicating with
clients implementing feedback delivering
products to them things like that a
certain top portion of my time is spent
doing organic content so writing I'm
going to be recording more videos
um planning stuff out for that and then
um also consuming a certain amount of
content you know obviously try not to
consume too much yeah but maybe threads
about building your business and stuff
like that so like a certain amount is
fulfillment some of it is sales and
overseeing some of the people that work
with me and then just trying to get
better every day yeah do you work on the
um so the thing about weekends for me
personally is if I if I don't I don't
work like eight hours on Sunday and
eight hours on Saturday but
I find that if I don't work at all on
the weekends I lose some sort of like
momentum or I feel like I'm coming back
into my business and I've been gone for
a week exactly so on that same note
vacation you take time off or do you
take time to recharge or anything like
that yeah so I actually recently took
off that's the other cool thing about
having a business though is like
you don't have like PTO necessarily you
can kind of do it when you want as long
as you have some sort of system in place
um but yeah I recently I recently went
out to California for like a week and
then another cool thing is because it's
fully remote like I could go on like a
working trip and still work but have a
refreshed you know environment to work
in yeah
if there's one last thing something I
hear really often is like you know
follow your passion
it's kind of like
follow instead of following your passion
like save your passion for what you want
to do outside of work
what you should really be doing at least
in my experience is following what
you're good at and you like doing
because if you find something you're
good at and you enjoy doing you're ahead
of 99 of people already yeah
and then you can just save your passion
because you don't want to make your
passion yeah yeah so and if you're good
at something it's a lot easier to just
kind of do it every day even when you're
not making any money it's like if you're
good at something it feels good to do it
therefore and yeah and so for me that
was video I used to do them for free you
know like way back when I was like 16 I
used to do them for free and my mom was
like you need to start charging money
for these I was like oh really like and
now we're here so yeah yeah