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Freedom in Five Minutes

Aug 7, 2019

Every now and again, you might get lucky and land a big fish with little effort. But remember, there's a fine line between fishing and just standing on the shore like an idiot.

In this interview, you'll hear from Adam King, "The Captain" at Think Like A Fish, and creator of The Client Catching Ecosystem, how thinking like a fish is going to help you attract more clients, communicate with them, and solve their problems.

Whether you are struggling in getting more leads and clients or are just curious about how the whole fishing analogy applies to your business, this is the podcast for you.

Find out more about Adam here:


Automated Transcript Below:

Dean Soto 0:00
Hey, this is Dean Soto founder of freedom in five And we're here again, with another freedom in five minutes podcast episode. Today's topic is this think like a fish with Adam, King, that and more coming up. Cool. So so good to be here again with the freedom in five minutes podcast and this guest that we have right now I'm actually a client of this guest and you're probably thinking like with with the title think like a fish What is that? Why would I want to think like a fish that's kind of that's a it's a weird way of putting it but this guy has been absolutely tremendously, tremendously impactful in my business. In fact, the reason why if you go to you see, everything thing is based around freedom in five minutes, everything it has a singular purpose, it has a purpose of adding tremendous value and, and it's just my business went from being all over the place to very, very, very focused because of this person. So I'd like to welcome Mr. Adam King. How's it going, man?

Adam King 1:20
Dane, thank you so much. I'm humbled by that introduction. I appreciate it.

Dean Soto 1:25
Yeah, man, you you, you change the trajectory of my business massively. And we'll talk about that later. But first and foremost, what the heck do you mean by think like a fish? And what is the whole idea about about that kind of concept?

Adam King 1:45
Well, before I dive into that, I'll just sort of point out that you're only as good as the subject you're working with Dean. So you know, it's you've got to take that, you know, an awful lot of credit for the for what you've done and achieved. So kudos there. But when it comes to the whole thing, like a fish thing,

essentially, it's

I've been trying to explain marketing to people for years. And time and time again, I came back to using this whole fishing analogy. And back when I first started this whole thing, my business actually started as a bit of a hobby blog. And I call it things like a fish. And that's how it started. And the whole metaphor is, it's really a, the most successful fisherman in the world. They're not successful, because they've got the best equipment, they're not the best, you know that they're not successful, because they can afford all this fancy gear. They're successful, because they know what the fish want. They studied the fish, they know exactly what type of fish they're going for. So they can use the right bait. They can go where they are, they know where they're hungry, and therefore they know when they're most likely to buy it. Whereas every other fisherman spends most of their time reading magazines and trying to sort of pick out the, you know, the latest shiny object that is going to magically create the ability to to catch all these fish. They're thinking like the fish. And I kind of turn that around and talk about marketing is it's a similar thing, when it comes to attracting clients for your business. Your clients don't care about you or your business, they care about themselves, and they care about the problems that they're facing that has manifested itself to the degree where they're looking for a solution. And your marketing is there to communicate that you understand what their problem is, you understand what they're going through, it's okay that they're going through it because you've seen it before you've developed a solution. And you're, you're able to use your marketing to sort of guide them on that journey, almost of self discovery, to the point where they're either realize you are the best solution. Or maybe they realize that you're not the best solution. But that's okay. It just means that they're not, not the right kind of client for you in your business. And so that's really what where the whole fishing thing come from, and some people find it endearing, some people find it a little bit weird. But I think by the end of the explanation, a lot of the time people understand it, even if they don't like it, but they understand the thinking behind it and why it matters when it comes to marketing.

Dean Soto 4:19
I love that man. And it's it's it is what literally drew me to you. I still remember to this day, why why even came to your site. And I was like, you know, I want to kind of work with this guy was because I was looking on the Click Funnels. The Click Funnels marketplace for consultants, and a lot of the other consultants were, you know, they'd say, oh, we're two comma club, this, this and that. And we did all this. And we did all that. But when you go to your site, it's all about that whole concept of thinking like a fish. And so I went to your site, and I'm, and I'm looking at it going, Yeah, that'd be kind of cool. If I knew exactly what where to find my clients, how to communicate with them, and, and deliver, deliver what, for my business at least requires a lot of conversion of mindset. Because it's something that's brand new out there that there's literally just developed, and these other guys didn't give me the confidence. They did, they did great things. But when I went to your site, and saw what you were doing, it really helped. And then one of the things that I noticed, which I love for you to touch on a little bit is that it's these little baby steps. I think this guy's the right guy, I think Adam King, is the right guy. And so when I actually schedule a discovery call, when I had this, when I reached out, there were these little baby steps. And why do you have those kind of little baby steps, such as a master class, different little things that helped convert my mindset along the way?

Adam King 6:01
Well, if I sort of gave you the 30,000 foot view,

what I do and what I have in my own business, and what I help people create is something I call again, using the fishing metaphor, I call it the client catching ecosystem. And essentially, what that is, is it's, you know, this in your world, you're you're a systems geek like me, but it's, it's a system that essentially brings people into your world in a systematic way, built around trust. And it takes it doesn't, it doesn't insult anyone that comes into it by ramming a list of services down somebody's throat before you've even been on a first date. It simply guides them step by step. And each part of that system, that process is simply designed to take them to the next point, it's answering questions that people have in their mind as they go through that process. So you say, unusually, not a lot of people come to me via the Click Funnels marketplace, randomly. But that is just one of the sort of rods that I've got out there, as you know, as where I'm where I'm sort of fishing and a little bit of that bait, but essentially, each part of that the first piece is the it's the description, it's sort of telling people what it is that I understand them, etc. And then it's inviting them to a call. But each step of that way I am educating them on really, that I understand their problem and that I've got a solution, but at the same time and disqualifying people along the way, as well, because the whole thing this is set up to do is it's it's not just to attract and catch clients, it's to save time for the person who's operating that system, or has it within their business. Because we've all been there, we've got excited by somebody made an appointment scheduled a call something like that, we pick up the phone, we have a chat with them, and we realized they ain't right for me, yeah, I haven't got the budget. It's, it's totally, I know, they don't fit with me as a as an individual, that kind of thing. And you've got that awkward thing there where you don't know whether you know, you should actually make the offer or that kind of thing, especially if you're in a situation where you haven't had this sort of system working in the background to generate you that, that that flow, and effectively you're lacking demand. So you kind of have that moral quandary, you know, do I do I try and work this person, why not, you know, I need the money, that kind of thing. It's like, it takes away a lot of that because essentially, you're you're you're pre qualifying all the way all the way through. Somebody showed us a call, first of all, that's, that's via an automated thing, you don't have the email tennis back and forth, you know, wasting time trying to find it, you know, something that works. And then you have a series of questions, which are designed for the first thing is designed to do, if somebody is not willing to fill out that application, brilliant, it means that they're not willing to follow instructions of the process that you require a client to go through that you know, they need to do in order to be successful with whatever it is that you do. That's brilliant, you lose people, you don't have to sit on an hour long phone call to find that out. But second of all, you're then finding out about the business, you're finding out so much information that most people spent the first half hour of a phone call pulling out somebody. So you don't have to do that. And you get to then research and rethink about how can I help this person, by the time you've got onto the call. So you've wasted, you know, you haven't wasted all of that time. And second of all, you're then able to use things like videos, and really prepare them to show up for the call and educate them about what you do, how you do it, what to expect, what's it going to cost. So by the time they've actually gone through that entire process, and you're talking to them on the on the phone, I find that this 180 to 90% rate, decide whether they want to work with you or not. And they just really there to to see if they click and what the finer points of the dealer.

Dean Soto 10:10
Yeah, that was the thing that with my at least for me, I spent so much time with people who were not the right person. And which meant that it's two things. One, they're taking up that mental real estate of, of Gosh, I really don't even like this guy, you have that moral, you said that moral quandary of, should I pitch him Should I not? You run into the, to the the, the what, what I've had happened in the past was I pitch him they say yes, and it just is a terrible, terrible relationship and ends up being cancellation refund, which then is super motivating and so on with your business. However, like with this, with this way of going about it, the scariness is that you're not reaching, you're not talking to as many people so there's a little bit of a psychological barrier of, well, if I'm not talking to as many people then it's it's, it's, I'm losing people or I'm losing money or, or things like that. Whereas what I once you get past that, what I found is I could literally just send the link, whereas send a link and say, Oh, if someone introduces themselves to me via referral or whatever, I can just say, Hey, here's where you can sign up for a discovery call, check out the video there. If it resonates with you fill out the application, and we'll set up a call. And that's it, I don't have to do anything else. If they is if they fill out that application. You're right, I have all of this information on them. If they don't, then it wasn't a good fit, it's not that big of a deal. And you can I can have that space focus on people who are who actually are my customers, which is something that I never had before, which is really cool. seems counterintuitive, but it's it's helped out a lot in my business.

Adam King 12:13
And it also means that the people you do talk to you actually get to focus on them. And and actually give them value. Because you're not really selling when you get them get on the phone because they know everything that you do. You've educate them about the problem they're experiencing, they understand that they've got that problem, otherwise they wouldn't have shared with that call. Yeah, you've taken them through the solution that you offer, you've made it clear how it works, the reason why it works, you've given an example of what the pricing is, and all that kind of thing. So you don't have to go through that you've handled a lot of the objections up front. And so as the person taking the call, you're not sat there thinking right? What's he going to say next? Is he going to sort of bring up anytime? And yes, you get the odd objection and stuff. But you know, it's not like it was before where you have to suddenly know, go to a list of right. Okay. They said they've got to speak to their spouse. So this is the objection that I have to you know, it's none of that. It's literally you're focused on that person, you're finding out about their business, their situation, what they want to achieve, what they you know, where they're trying to go, what they've done, that doesn't work, and, and really, why, why they are at the point now, why they why they think that the solution that they've been presented is the right thing for them.

Dean Soto 13:24
Yeah. The I love that. And the thing that I noticed too, is that it gives me a lot to sound weird, but gives me a lot of power. Because with so I've had, I've had a number of clients who have filled out the questionnaire. And they say, so in my copy, I always say, Hey, if you're working 40 hours or more a week, then we should talk. That's that's kind of the thing. If not, then then it's probably not right for you. So in the questionnaire, I've had two people, right, that they've only they only work 10 hours a week. And one of those people, we got on a call. And it was almost immediately that was my first question. I said, Well, you're working 10 hours a week. That's pretty awesome. Oh, why are we on this call. And it did it a little nicer than that. But it put them in a place where they would say, Oh, well, it's 10 hours a week on this stuff. But I have 4050 hours a week over here. So now we're like the pain is coming out. And so it starts off the call, either either, where I'm calling them out on what they put in, because it's way less than 40 hours a week, or if they are 40 hours a week or more I can say hey, you're working 40 hours a week, let's talk about that, in what's you know, really, really good position for sales. And I don't know if that was done on purpose. But it definitely I would say copy copy covered everything on your roadmap that you gave me.

Adam King 14:59
Absolutely. But

I think it's an important thing to sort of understand as well. Because when you when you work in the sort of industries that we we typically work in and the kind of industries that my clients work in their service professionals, they provide a service based on their their their expertise, their skills, their knowledge, and along the time, that's not cheap. So there's a lot of trust involved. And you're trying to, you're almost, you're having to fill a dual role, when you're also the one doing the selling and the pitching. And there's a very different perception from someone who is a salesperson to Who's that fabled trusted advisor. And so what this allows you to actually do is never be the salesperson but always show up in the trusted advisor because as soon as that really you know, they become a quite a client, and that relationship shifts, all of a sudden, they need to trust the advice that you've given that person to make the decision to become a client. And that doesn't always work because they think that they especially if you've applied some of these Wolf of Wall Street, ABC always be closing sort of tactics on somewhere, and he's got them over the line. But I feel a little bit icky afterwards. I always felt icky doing it if I had to, you know, and, you know, you read books, and you think that's the thing to do. But hey, you know, human. But this then allows you to be that trust you showing up as a leader as somebody that is there to really tell them what they need to know, sometimes, I sort of joke in my, in my industry, sometimes my biggest role is to actually save my clients from themselves. And that's the same with a lot of service providers, because they have the knowledge, the expertise, and you're not there to prescribe the thing that you do, because ironically, that's that's, that's what I call a lot of people. The work in marketing in my industry, I kind of refer to them as marketing hammers, that they're very specialized, they're very good in a particular area. And I include myself in this. So it's not like I'm immune or anything different or special. But because they're very skilled in a particular area, they view every single marketing problem as a nail. And so therefore, that problem is solved with a hammer, which is what they sell. That's, that's what it is. And I think that can be the case for a lot of a lot of industries out there. But now you have something like this, you don't have that pressure to try and hammer everything that you think is a now you actually have the ability to really find out if the person in front of you is a nail, you know, to use a another metaphor that I'm really fond of using, but it just allows you to show up differently to be that leader to really actually do what I think selling is actually there to do it serve someone and actually tell them if it's not right.

Dean Soto 18:02
Yeah, yeah.

Adam King 18:04
But you can only do that.

When you've created enough demand to have the confidence to do it.

Dean Soto 18:10

Adam King 18:11
And that's what something like a system can do. You know, it's what I know you help a lot of people with do it's it's sort of filling that pipeline. And making sure that you're not in that situation where you've got one appointment on your calendar for the month, and you're thinking, Oh,

Dean Soto 18:28
crappy. Yeah.

Adam King 18:33
And and, and that's what he's there to do. And and a lot of it all comes down, you say you sort of say the word power, I like to use the word, influence or authority. And that's what you're ultimately always trying to create within this ecosystem, the whole ecosystem, it's not, it's not necessarily the tools or the things that go into it. It's everything that you touch. So it's all the people that are a part of it. Now, that is your clients, your prospects is your leads, your opt ins, whatever you want to call, but it's also partners, potential referral sources, people that are have an influential impact on the kind of people that you want to work with. And everything that you put out there, that is your ecosystem. And each one is an opportunity to bring someone into that, where you have created it, and you're positioned as the right person to solve a particular problem, but for the right type of person. And that's why we use what I call an authority bridge. I use a podcast, you have a podcast, I think it was, it was by luck that you had yours previously, but we had that conversation. And you've you've changed the format. And now you're using it in this way. And it's working pretty well for you, you've, you know, you've done a lot of them. And it's, it's, you know, I know you've you've switched a lot of systems that will feed that the asset that you've created for your business, and it just opens up it, it opens a ton of doors, it makes it effortless to actually reach out for a raging introvert like I am here. I find this fun having a one on one, intimate conversation with someone. Although it's in interviews, why I'm talking a lot more than I normally do. But you know what I mean? It's, it's just totally different. Because you're not showing up. I used to think that if I was prospecting or anything like that, I was literally turning up and saying to someone, hey, I don't know if you need this, but I want to try and sell you something today. So do you mind if I waste your time while I figure that out? It was horrible. For me, I hated it. Whereas now I can identify the type of client because I know the type of people that have a specific problem that I can help solve. And I can specifically target them and now simply reach out with a question that's around something like hey, I have a podcast. And I think that your insight and your expertise would be massively beneficial to my listeners, I'd love to have you on to tell your story and to share your message. Would you mind? Would you fancy being a guest? Yeah, totally, totally different response. And it opens the door to two potential clients that you could never have before. But it also opens the door to you know the term influencer, influencer marketing or that kind of thing. Many, many of them that can either become referral sources, you can you can you can, you can end up doing things like join webinars or that sort of thing that can get you in front of their audience, which starts the whole process. There's just so many benefits to it. Because ultimately, the whole thing I say, it's, it's a strategy that I've turned conversational relationship marketing.

Dean Soto 22:00
I love that.

Adam King 22:02
And really, I say it's based on ethics, professionalism, and just bloody good manners. That's all it is. Because it's relationships.

Dean Soto 22:14

Adam King 22:15
And in this mad, over connected world of people that love taking pictures of the dinners, and selfies and passing them all over the social media, just the highlight reels that quite frankly, sometimes make people feel like crap about my life. It's, it's, it's a different way of showing up.

Dean Soto 22:35
Yeah, I love I love that. Because from the very onset, it was that feeling throughout the entire process. Because I think even even when I was on the Discovery call, you didn't even pitch me at all. To the point where I was like, yeah, just take my money. Like, because it was it had gotten to that point where I think the last thing in discovery call all that you have, which is actually the cool thing was it is actually was a discovery call the you get on, you get on these quote unquote, discovery calls, and it's sell, sell, sell, sell, sell, sell, sell, let me see how I can sell you. Whereas you were, it was more of talking about my business, talking about where I'm at? Here's some solutions, things like that into the later on. At the very end, it was something like Yeah, well, you know, maybe later on we'll, we'll we can schedule another call. And maybe we'll work together or somebody that was more of just kind of, there was no, okay, well, here's what it costs us go, boom, boom, boom, like it was it was more of me having to say, yeah, you know what, let's just move this, do this. And,

Adam King 23:44
and the sales people listen to this are probably just been a bit sick. And I'm out here.

Yeah, it's, it's, it's the way I operate.

And I usually start everything by saying, look, this is an exploratory conversation. Yeah, there's nothing to buy on this call. It'll only be it is funny, because I didn't make the offer to you or remember this. But you asked, you wanted to get going. So it's like, well, I'm not gonna waste your time by saying no, no, no. Like, I generally mean that. There is nothing to buy on the call. Somebody wants to go, then obviously,

I'm going to do it. But

the majority of the time, I will sort of, you know, the only thing I will say is right, I think that this could be a good fit for you. But I want you to think about it.

Dean Soto 24:31
Yep. Yep.

Adam King 24:33
Let's set up another call now. When can you do? And, and we'll walk through the, you know, the options how that works. And the fine details?

Dean Soto 24:42
Yeah. I've actually

Adam King 24:44
found much more success doing it that way, than trying to be a one call closer that you hear bandied around and that sort of stuff, because I don't believe that anyone should be forced into a decision or feel pressured? Because it's, it's totally Well, it's in congruent to how I would want to be sold to.

Dean Soto 25:02
Yeah, exactly. So

Adam King 25:04
I don't wish to do it to anybody else. And I use the system and the process to really nurture that process so that people feel that they actually want to buy, they don't want to be sold to but they love to buy it because it's something that they feel is right for them. Yeah. Because this isn't right for everyone. You know, what I do isn't right, for everyone. I know that not everybody I talked to is a nail for my hammer.

And that's okay.

Dean Soto 25:33
It's cool. Because Yeah, because the system is set up to discover that automatically, for the most part in 80 90%. So So if you could really quickly walk through the that, that they go, a total overview of the systems that your system, you have the authority bridge, and then why so the bridge consists.

Adam King 25:57
So the 30,000 foot view is, it's it also starts with a roadmap, which is a really, really deep dive into who your ideal client is, you know, there's, there's the typical sort of demographics sort of things, you know, male, female age, income, job, that kind of thing. But then it's about going really, really deep, uncovering

Dean Soto 26:18
before we go deep into that I like when you say, the like, there, when when Adam says, deep, it is like I got, I don't want to say how many pages It was a lot of pages, because I don't know if you're going to go more or less or anything like that. But it was, this was something that one of my business colleagues literally had to read two or three pages a day, for for a couple for a couple of weeks, just to get through it all. And it's in it is all good content. It's and it's all tailored toward my business, I all of it. And so it wasn't just like, Hey, here's some food and Senate, like, I'm still going through just so you know, every week I have targets, I'm still going through and setting up all of the systems. And it's been a while since we've worked together. And each system that I set up, is bringing me some kind of revenue or some kind of qualification, things like that. So yeah, when he Adam says it's deep. It is really, really, really good. And I've been I've had other consultants where they just give you two or three pages and say, here's your demographic, here you go. And you're off to the races. It's not like that.

Adam King 27:40
Yeah, it's it's really trying to understand the narrative. And as we create with you, you create the story of your ideal client, what is their ideal day look like? How do they get started, all that kind of things, so that you can then piece that together, and put it within your marketing and your message so that when you put that out there, it's like they're ready reading something about themselves, they could literally be reading their average day. And so that is why that is the most critical component of anything that I do. It is the bit that nobody wants to do. But it doesn't work unless you do it is it is absolutely vital. It's it's not something you know, it's not like a throw something on Facebook and retire next year. It's nothing like that it takes work. And you actually have to research and find where people are congregating and listen out for the kind of the language that they use to describe their situation, their problem, all that kind of thing. We even interview specific clients and use things like Socratic questioning to really uncover what it is that they're saying not just at the surface level. But really deep down, how does it feel? What are the what is the language that they use, and then you get to, I don't write copy. I'm not a copywriter, but I can literally extract something from somebody's brain and repeat it back through to them. That's, that's what effectively we do. And then it's all about. So that's your ideal client, or your client persona, or whatever it is. And then you really get into the route after you've done that. What's the real problem that you need to solve? Well, you can solve that they really want solved. What's the solution? And how do you? How do you package or position that solution that's easy to understand, has steps to it that somebody can follow and actually understand what happens at each point, we create one for you. And the name escapes me right now, the scalable business or something like that. And it's just got three parts. And it's sort of step by step so that you can literally present a graphic to someone and say, that's what we do. That's how we do it.

Dean Soto 29:54
Yeah, even that's why I call it I've been on my homepage. Yeah,

yes, it's awesome. And you can do utilize that in your sales process of its absolutely

Adam King 30:02
do. So you can identify where where on this process. Are you having the most trouble? Yeah, yeah. And you can have that conversation it is it's there for a reason it's been strategically created. And then it's all about creating the assets that take someone on that journey from point A to point B, from pain to profit from struggle to success for whatever it is that you you want to call it. And those assets that we create, is your authority bridge, we do it as a podcast, you can do it as a YouTube channel, you can have an online group, LinkedIn, Facebook, something like that, if that's what you want to do, you could have it as an in person meetup, or mastermind or something like that. There are so many ways or things that you could do with it, we just do the podcast because I'm not massively comfortable on video, I don't like doing that. And as much and I just find that podcasting for me. And for a lot of the people I work with, it's the most comfortable way for them to create the content, because that's one of the challenges that we also saw content creation, you're always told, you've got to create content and publish constantly and all the rest of it. Most people think, well, I gotta write, I've got to do a blog, I've got do this, and they sit in front of a screen and go, you know, they hate doing it. So we take away that pain by saying, you don't actually need to create content in a way that you need, you think you do, because the majority of the content will come from your guests, you know, I do the solo here and there. But actually, a lot of the time I repurpose a lot of the other assets. So it's it's like a constant stream of content that's coming out. So we have that. And then we use that, as I say, the door opener, you go and find people to bring onto your podcast, and then you can have conversations afterwards. Whether or not, it's something that could be good for them to do business will become a partner of some description. But I always say you don't approach this, it doesn't work. If you approach this with the expectation that that's going to happen. Yeah, you have to go in thinking and expecting, you're getting nothing from that other person in return for having him on as a guest. Because that's a bit of a shitty thing to do. If that's that's Trojan horse, and that's not what this is, it's, you know, you're not sneaking into the gates while everyone's asleep. And then coming out fighting, you know, or in this case, pitching the hell out of someone because that is wrong. You know, this is just a way of opening a conversation, because that's what it's all about. I think marketing is it's good marketing, starts a conversation. And good marketing, keeps that conversation going. So that's how it starts. And then we have a piece of bait, which is your trip, traditional lead magnet, then we have and that can be any sort of thing that you have that you've created and figured out what that is in your roadmap. And then the line, as I call it, the content that run through your system, it's the emails that follow up, it's it's really the style that you use to communicate. Yeah. And we do a 10 part, automated, sort of follow up sequence that goes out. But then you end up using your authority bridges that never ending content. Yeah, because every time you have an episode is a template structure, essentially, that has, hey, this just went up on the client catching podcast is a great interview with, you know, Fred, and this is what's in it. Or you can take a look. And even if somebody doesn't listen to every single episode by going, you know, seeing it in email, it's just that constant drip and reassurance and reminder that you're there.

Dean Soto 33:40
I love that. Yeah.

Adam King 33:42
And then the other big piece is that masterclass, which is, as I call the real, and that is, that is where you ask someone to make a more considerable investment in time to really be educated about the challenge and the problem, your solution, and then you invite them to have a conversation with you. And then the last piece is it's kind of we operate a catch and release policy or think like a fish we don't, we don't eat what we catch. And it's and you are, you are then essentially just using all of those assets that you have in your system, as a way to generate referrals. So you can interview clients, on your podcast, shine a light on their, on them, what they do, the success that they've had with you, and you, everyone's had trouble getting referrals from clients. But if you use this as a way to interview them, they will know people like them. And you've shown off as a much more trusted way, then you know what, what happens with a lot of referrals in that there's a hell of a lot of social capital invested in giving a referral for certainly for high ticket sort of services. It takes away that completely because you're simply asking somebody to share podcast episode. Yeah, yeah. Or the bait that you've created or saying, Oh, yeah, you should go and have a look at this masterclass the answers a lot of the stuff that you've just told me, you've got problem with? Totally different to saying, Oh, you should talk to, you know, my financial advisor. Here's his phone number, or I'll give him your number. And you know, that he's just going to be a sales call. Yeah, yeah, totally, totally different approach.

Dean Soto 35:18
I love that. I love this. The, the, it's interesting, because it one thing I noticed on your sites with all of this is that. And I think it's done on purpose, I would imagine everything you do is on purpose. But with the traditional sales funnel, traditional landing page, you want them to do one thing, right? That's the preach preach thing, you want them to opt in for the lead magnet. And then from there, you take them down a journey or whatever for you. You have the lead magnet that's up up there, you have your master class. So you lead magnet magnet mean a book, you have your master class, and you have scheduling a discovery call on the same page, what do you do that?

Adam King 36:15
Because I want to meet people where they're at,

not everybody is going to be at the same stage of their journey, some people are going to be ready to go. So I want to make sure that I have the ability to catch those people. But some people aren't, they're going to need to sort of back off and be given a bit of time to be nurtured, and all that kind of stuff. So it's from an understanding what is the demand pyramid, or whoever it was, it said that that 3% ready to buy, right? Now there's a certain percentage that you know, are going to be ready in the next 90 days. And you know, the rest are either not going to be ready for 90 days, or a never going to be ready, you know, never going to be right at all. So you're simply trying to meet people where they're at. And each time you you simply give them those options. Because you have some people you know, and it's all about different personality types as well. Some people, Taipei they're like, decisive, right? Yes, I'm ready to go. Now. Make sense? I don't need to think anymore. Right? Other people are a little bit more analytical, they need to sit back, they need to think that it so it just helps every single stage along the way. I'm always asking them to do one thing. Yeah. And that's to take the next step. But it's the next step. That's right for them.

Dean Soto 37:25
Yeah, because I've noticed on mine, I'll have people come into the to the master class, and I'll have people come into my lead magnet. And and, and it's interesting, because I would have never done that before, I would have only had one thing quote unquote. And I actually had a prospect, I had a prospect that came from a referral, that, that so the referral, there were the referral was the boss of this prospect. It was basically his design director or whatever. And she came into the master class and watch the whole thing. And was like, Wow, this is amazing, went back to her boss and said, Yeah, we got to use this this guy. And it was through that, that, that the boss got excited. And had I only had a scorecard up there, that person wouldn't even have cared about, like my lead magnet, which was more of like a business process scorecard type thing, whereas a business owner might care about that. Absolutely. And so, so does Do you find that that happens a lot is just there certain, like you said, there's certain people who want to discovery call certain people want masterclass and, and just what's kind of been your observation with with that, compared to the traditional way of doing it.

Adam King 38:56
It's very similar to what you say, and that, actually, it depends hands on the person, their personality type, it also depends on their sort of level, if it's a hierarchy of business or anything like that. Because, yeah, I sort of think if somebody is ready to go, they don't want to get your lead magnet, and then wait for you to nurture them over two weeks, while you're gradually building that relationship with them. And they can feel safe enough to book a call with you and all that kind of thing. No, they want to go now. So let them have that opportunity. But there are some people that want that. Yeah, so let them have that opportunity to. And it's, it's, it's interesting, because what I sort of find is that the people that will come in and and what I've got is I've got a lead magnet, which is a blueprint, and then I have a video directly on that page, which I don't tell people about before they opt in, which is a mini masterclass. And it just takes them through that and then offers have that call. The people I find that should you to call from then compared with the people that go through more of the system more of the process. They are the Taipei ready to go decisive guys. Whereas the ones that have been through it a little bit more, and I can see because it's all trackable in the system, what they've done, how they've got there, and all the rest of it. They're not the eight Taipei, they've they can sometimes literally recite things back that they've seen through everything. Oh, when you said this, like it spoke to me. Yeah, blah, blah, blah. And it's like, you know, that they have literally been through the whole thing. They needed that they needed that to feel safe enough to have a conversation with a

with a pesky marketer, who's just going to try and sell them stuff.

Dean Soto 40:50
Yeah, that that is great, man. That is that is great. And I love it, because it's it's kind of counter intuitive. Again, just like with everything that you're doing, however, it's the way it should actually be. But we've been so it's like the microwave, we're so used to the microwave way of marketing and selling. And this is where it's just meeting people where they are at all times. And, and I love that. So this all brings me to what I like to call the five minutes mindset shift question, the one thing that you were like, you know, what I'm, I'm, I am going to do this. And it took you maybe five minutes to just to make the decision. And and from that you've been able to it's been something that's massively growing your business. So what's that five minute thing, that if with you, if somebody else were to implement it, it could massively transform how they're doing business.

Adam King 41:55
What is something that Yeah, probably took maybe a little bit less than five minutes to make a decision that this is what I was going to do. But it took a heck of a lot longer for it to kind of form in my head. And that is relationships are the most important thing around anything that I'm ever going to do. Life, business, anything. And the way that we as people interact, online is the same as offline. And that all of the things that I see are not all of the things, but a lot of the things I say is out there, it's like, it's about getting people into the funnel, it's numbers, it's metrics, it's clicks, it's all those sorts of thing leads, blah, blah, blah. It's as soon as I recognize that every single one of those is a human being. And that my sole aim is to create a conversation with another human being that I can have a relationship with, whether it ends up being by business, or whether it just ends up being a relationship that they consume my content and get benefit from it. That's my focus. And it is totally, totally changed everything I do. I don't now worry about, as I say, having to sell to someone and worry about where's my next client coming from, I don't have to worry about what am I going to do this week, this month to fill my funnel. I know the only thing I have to concentrate on week in week out day in day out is starting conversations with cool and interesting people that I might be able to help. And that might one day lead to a mutually beneficial arrangement that could involve some money changing hands at some point, but it might not. That's it and I built a system around myself to help with that. And as someone who is fully diagnosed ADHD, the system part has had to I've had to do it. Because it is literally set me free, saved my life in a way, but maybe I another conversation for another day.

Dean Soto 44:02
I love that man. I love it. And it shows throughout all the stuff that you do. And it's cool because I get a benefit from that. Because I'm even thinking of 111. So there there, there are folks who kind of will come through my funnel. And super night. I mean, we already have a relationship and so on and I don't want to sell to them. They in the sense of like this one guy, he my guys are asking them, Hey, are you ready to move forward and ready to move forward and it's already been twice. And I don't like being salesy. So what it allows me to do, because of this relationship, the whole model of of what you've created, it allows me to to say, Hey, you know, it sounds like this is not the right time, no worries here, what I'm going to do is I'm like here's a podcast, I think that would be helpful podcast episode, I think would be helpful for you. And I'm just going to every every week or so I'm going to send you some podcast episode, so that I think will be helpful for you. And now they're in my long term sequence, constantly being followed up on adding value, adding value, adding value. So maybe at some point in time, we do something together. And it's not this just drop off of, okay, you didn't want to do work together, we're done. You know,

Adam King 45:20
yeah. And you can use a lot of this stuff to do the same sort of thing just in slightly different ways. Because you're not going to have time to interview everyone, you come into contact and invite the one to your podcast. So you just flip it around, you can reach out to people on you know, email, LinkedIn, that sort of thing. And if you're not sure, you can simply say, Hey, I'm not sure if you struggle with this sort of problem. But if you do, I have a really great podcast interview that my guest Yeah, and I discuss if you'd like, I can send you a link to it. And it's again, it's just being polite and asking, you know, asking questions. I don't know, if you have this problem, if you you know, and you can build up relationships in that way. You know, some will say, No, some will ignore you. But a lot of people will say, Oh, yeah, cool. Yeah, let me have a look. And then it opens up, and then they're in your ecosystem.

Dean Soto 46:10

Adam King 46:11
And then it's up to them at what pace that they go. And it's just about starting a conversation because unless you can start a conversation. Nobody knows you there. Yeah, exactly. Exactly. You know, it's hard to get attention but everyone's desperate for it. But attention is fleeting interest last but a relationship that's what keeps you enduring.

Dean Soto 46:36
Love it, man. Love it. So how can people work with you? How can they find you? How can they get all of this stuff that you that you in start building a relationship with Mr. Adam King?

Adam King 46:49
Well, the easiest thing to do, I practice what I preach when it comes to systems and doing things and that is, I encourage everyone to go to I've set up a page on my website specifically for your listeners, it's think like a fish slash freedom five, and that's the number five. And what you will see there is it's a range I know as you say, everyone says that you should have one call to action on a page and all the rest of it, that's not my style, I want people to see what is on that page and make a decision of what they think is going to be the biggest benefit you can get a copy of my book that I have there you can register for the master class or there's just some free training there that you don't have to opt in for you don't have to do anything you can just watch it and see how I operate how my mind works, the kind of things that I help people do. And then it's it's up to you to take the next step you can listen to the podcast you can join the Facebook group all that sort of stuff but really it's there to give a little bit see people like me and what I do and go for me I love it I love it.

Dean Soto 47:57
So go check out think like a forward slash freedom five sets that's freedom just freedom five like no dashes or anything like that right sweet freedom and the number five freedom in the number five go check that out you'll love this stuff. I mean I guess the cool thing is that this is this is every literally you could take all of his training and do it yourself do it yourself that's how much like he gives and the cool thing is that he actually cares like this. He is truly one of the only I have I have had business relationships with people who have hired as consultants for marketing and he is literally the only one who has for what what we the money that changed hands I I made out like 10 times what he actually had me a chart edit it he actually charged me like I I can't tell you enough how much he massively massively changed my business and put me on a trajectory where we're going to have some massive gains in this next next year or two so so go check that out. Think Like a forward slash freedom and the number five so thanks so much for being on Adam. I appreciate it man.

Adam King 49:25
I appreciate it and nice kind words it's a shame that there's an entire ocean between us It gives you a big man out for that so I do appreciate it.

Dean Soto 49:31
No worries man No worries. But yeah guys go check go check him out a big like a fish is just all of his stuff is awesome. And so that's the end of the freedom in five minutes podcast and hopefully we'll have Adam on again when he's not so busy. I know you're building out new systems and things like that and I'd love to catch up in the next few months and share any new things that you that you have. So all that being said said guys, I will see you guys on the next freedom in five minutes podcast episode is your host Dean Soto with the freedom in five minutes podcast.