- How's it going today, guys?
Welcome back to the channel.
So I'm here in New York City with a guy named Josue Pena.
And there's an asterisk on that N
so we've gotta get that sound in there.
- And Josue basically, I'm not even sure if I can
explain what you do so I'm going to leave it up to you,
but you make $25,000 a week with Instagram.
- So can you maybe start by explaining what it is that
you're doing to be making that astounding amount of money?
- Yeah, so, what I usually do is I,
obviously I learned how to market on Instagram,
how to grow it, but basically what I've built
is an Instagram marketing agency.
So we handle Instagram ads, influence marketing campaigns,
and mainly, also, Instagram growth campaigns for clients.
And then they pay us and that's how we make 25Gs a week.
So it's pretty, it's a very easy business model
just because you don't need that many clients also.
So my initial pricing right now is between
four grand to five grand a month.
So you only need like five clients or like 10 clients,
actually, 10, 20, 25 clients to make 25k a week.
- Okay, so it sounds like a much larger number but.
So your average package for a client
that works with you, you said is $4,000.
- To start. - To start.
- Yeah, I've had clients that pay like 20k a month,
50k a month, right? - Wow.
- So, well, maybe, depending on with the space you're in,
if you're familiar with intermarketing space
like Alex Becker, a lot of big name entrepreneurs,
I work directly with them.
Like Lady Boss, a company that does multiple eight figures.
- Okay, so these are people with large budgets
so they can afford to pay.
- Exactly, exactly. - Okay.
- So I position myself not as the Toyota of Instagram
but more like the Rolls Royce.
And obviously the results back it up.
- [Interviewer] Gotcha.
- You don't need that many clients, to be honest with you.
Once you are dealing with bigger companies,
more high quality clients, that kind of stuff,
that's basically what I do with Instagram marketing.
- So Alex Becker, obviously, he doesn't have time
to manage his Instagram page so you step in
and you help him build a following
and kind of provide content for him?
- Yeah so basically,
it depends on what the need of the client is.
For example with him, specifically,
what we did is, OK, you don't wanna produce
your own content all the time.
That's fine, you have a very unique personality
and very unique messages so let's find content
that's out there already performing well.
What I call BPPs are Best Performing Posts
and then post it on your page
because it's going to resonate with your audience,
build your audience up and then sell your Instagram story.
The Instagram stories is the most powerful tool
that anyone has and you don't need a huge following
to make a lot of money with Instagram.
For my own Instagram account, which is funny,
because it has a small following,
- I have 5 million followers total myself
through different accounts, but my personal--
- Now could you explain what that means, yourself?
That's through everybody you manage
or are those your personal ones that--
- These are your own pages that you own, not just manage?
Client accounts I don't even count them in my own network.
- Towards that total?
- Five million, my own pages that I personally own
like World of Artist, that one is followed actually
by Kobe Bryant.
- Oh wow.
- A lot like the Ill Explorer, Classic Roommate,
Elation Fitness, I can just keep naming.
- What's the big top three, follower wise?
- It's 2.2 million, one million and then 400,000.
- And did you buy these, build them from scratch,
a little bit of a mix?
- Yeah, right now I also buy pages
but the 2.2 million follower one was built from scratch.
Actually, no, it was bought when they had 10, 20k followers.
- So most of it you get credit for building that up.
- So that's pretty wild, yeah.
- And basically from there, then, what I was gonna say
is you don't need a big following to monetize.
Which is the biggest misconception people have.
I actually did a case study in the last seven days
of September and my own personal following,
which is like 20k something thousand
on my personal Instagram, did over $71,000.
- In the last, how long was that?
- In a week.
- In a week.
- Between the last couple days of September
and the first week of October,
between September 26th and October 6th,
a week or so, we did $71,000.
- With a 20,000 following.
- 22,000 following.
- Something like that. - Yeah.
- Why is that the case?
So what is it about Instagram
that's different than, 'cause I know on Youtube
you can make money with a small following
but not that amount of money.
What is it about Instagram that's making that this way
where you can make money with such a small following?
- Instagram stories.
- [Interviewer] Stories, OK.
- Yeah, so the thing with Instagram stories is so powerful
'cause first off, Instagram is all about in the moment.
It's very instant so if you miss it, you miss it.
So people know that.
Instagram stories has a rate of urgency
and scarcity play in it 'cause that's
the two tools that marketers have, the most powerful ones,
is urgency and scarcity.
Instagram stories already has that built in
because they disappear in 24 hours.
- Oh okay.
It's the fact that it's a limited offer
that's not going to be there when the story is gone.
- Exactly, exactly, so what I did was.
And the $71,000 was completely organic, zero paid ads.
What I did was, obviously I was provided value before
but I would just pitch.
I was like, I created an offer on what I call
an Instagram story mini webinar.
You see this if you go to Lady Boss's page,
you see it on the highlights.
- It's a framework where you provide value
and before you pitch you make a poll
or you ask a question pre-framing people
before your actual pitch.
For example, what I would do is like,
do you struggle with your Instagram marketing.
Yes or no. - Sure.
- 90% of people.
- So you poll people, they vote yes or no on the story.
- Exactly, it's a micro-commitment, yes, yes, yes, yes.
And they're like okay cool,
if you voted yes swipe up right now.
If you don't have 10,000 followers you don't have
the swipe up feature but it's the same thing,
swipe up and direct message me
I'll give you secrets secrets
or if you're in fitness, direct message me fitness secrets
or whatever, right?
People who are actually interested will direct message you.
But here's the thing, about 10% of people
who are ready to buy will direct message you.
The rest are the ones who voted yes.
So what I did was direct message the people who voted yes
that they had the problem or the pain point
that we're trying to solve and say hey John,
I just noticed that you voted yes on my last poll
where I actually asked X, Y, Z, B, D, Q.
- Would you like to, I was thinking like
just tell me a little bit more about
what you're actually trying to do
and what your problem is.
- And John is like oh my god, thank you so much for
following up with me, I never though you'd actually do that.
- Yeah, I've never heard of.
So is this an automated system that did that?
- No, like my poll.
- So you literally, personally, went in there
looked at who voted and then sent messages to these people.
- Well, my team, but yeah.
- Okay, but it was a person doing that, a human person.
- Exactly, mm-hmm.
- Really it's taking that extra step.
- It's like following up on sales.
- Yeah, okay.
- A lead comes in, they're interested.
Maybe they need a little bit of a follow up.
Statistically speaking you need between six and eight
touch points with one lead to make a sale.
- If you want to make a sale, stop.
You can make a sale with really small followings.
That's what I'm saying is even if you get
100 views per story, that's 100 people we have
their attention every single day,
for a 24 hour period of time that you can pitch to.
Provide value, pitch to, and then just follow up with them.
And that's it.
- I think a lot of people they discount the fact that
they have 100 people looking at their story.
And they're just going to see who immediately converts
and I've never heard of anybody following up with people
on Instagram, but it seems like these are the small things
you have to do to get big numbers from a small following.
- Yeah, exactly.
Once you're small you can
actually pull this off, as you're bigger.
- It gets a little bit harder to message everybody directly.
- Exactly, exactly.
And you only do that with higher ticket items.
If you're selling a $10,000 ticket or something like that.
Then it becomes obviously worth it.
But once you're starting out,
even if you can direct message 10 people
and you make from 10 people you make two sales
at $40 each, that's $80 and that
took you like maybe 10-15 minutes to do.
- Right, if you calculate your hourly rate on that
activity, it's really not too bad.
- Exactly, so people get this misconception
100 people is 100 people.
If you had 100 people in a room.
- That is a butt load of people.
That's a lot of people that you're actually talking to.
- Right, people I know you think of views
and people as like two different things
but every single person, every single view
is really a person at the end of the day.
- Exactly, so once you frame it like that
then things completely change.
The reason, for example, I absolutely love
the updates that Instagram has coming up.
The question, asking a question.
- Yes, okay.
- That's beautiful, you could just.
Instead of just saying ask me anything,
and if you're a hot girl you probably do that
and all you get is, are you single, right?
- Right, yeah.
- But if you're a dude, nobody asks you anything.
What I do is I pre-frame people
before they ask me a question.
I put the question thing and instead of saying
ask me anything
I say what is your biggest struggle with Instagram.
- [Interviewer] Okay, gotcha.
- Or what is, if you're fitness,
I have fitness clients as well.
What is your biggest struggle with losing weight?
- People will literally just tell
my biggest struggle with losing weight
is that I binge eat at night.
- Well, awesome, I actually have a free program,
a free teaching that actually helps you
and gives you all the meal plans
that you can binge eat at night.
People are literally telling you their pain point.
That's all that sales is, you're.
- Identifying problems, pain points.
- Exactly and they're telling you.
Which is why you don't need to come up with them.
- You don't like, oh maybe people have struggled with X.
No, they're saying I have an issue with this.
And they're saying oh, cool, I can solve that for you.
When you pre-frame questions and you just ask your audience
it just works so, so well.
That in combination, that's like modernization
but in order to get to that point
I would say your page needs to be optimized
in order to, for that.
- [Interviewer] Okay, yeah.
- You just can't wing it and hope it sticks.
Your content needs to be relevant
and in line with what you're trying to sell.
If you're trying to sell a fitness program,
or you're in beauty, in make up or hunting or whatever,
stop posting pets or what you ate for Taco Bell.
- Or your Starbucks, stuff like that.
- Exactly, yes you can be personal and whatever.
That's for Instagram stories
but on the page itself, it should be in line with
what you're trying to do on the page itself.
'Cause nobody's gonna care.
- Yeah, I think a lot of people don't really understand
the context of each part of Instagram
and they use it kind of incorrectly,
putting low quality posts on the feed.
I think there's a lot of people that are just very confused
about how to use this platform.
- For example, the best example, your own page, right?
- Sure, yeah.
- Would you post a picture of a cat
or what you ate from Taco Bell on the feed itself?
- No, absolutely not, because it's all investing related.
- Exactly, people don't really care unless you tie that post
into some type of investment.
Starbucks stock was worth pennies 20 years ago and now.
- Yeah, something like that.
Show the Starbucks cup of coffee and then talk about it
so you're tying it into your niche.
- Exactly, exactly.
- That makes a lot of sense.
- Unless you do it like that,
but people just post random stuff all the time
and they hope and think hopefully it sticks on the wall.
That's not the case, your content needs to.
People say content is king.
That couldn't be farther, that's the truth.
- That is, that is the truth.
Your content needs to be in line with
what you're trying to do, what you're trying to sell.
Then on Instagram stories you tie it up altogether
and then you actually sell to people.
In a really non-pushy, non-salesy way
'cause it goes away in 24 hours.
If people don't want to see your pitch they just tune out.
It's different from the feed that just stays there.
Not forever because you can delete it.
- You can delete stuff, but okay.
That makes a lot of sense, yeah.
So how, when you got your first client,
what would you expect if you just started out?
What would you charge your first client
if you were brand new?
'Cause obviously charging $4000 a month to start is huge.
But you can't expect that from day one, right?
- Yeah, of course, what I did, it's actually funny.
I remember still my first paying client.
It was September 2016, September 13th, 2016.
Which is a little over two years right now.
What ended up happening was
I was just providing value online.
I wasn't thinking of clients. I wasn't thinking of that.
Then somebody just hit me up and this guy is probably
worth like 50 million or something.
- Oh wow, okay.
- He hit me up and he's like I want to grow my following.
I'm like, you're worth 50 million,
why the heck do you want to grow your following,
but okay whatever.
He was like how much would you charge me.
I'm like, I don't know.
$3,500 a month, and he's like, cool, here ya go.
- I'm like, crap I should've charged him more!
I should've tried like 10 grand a month.
- Even that's amazing.
'Cause that's what most people make as a salary
for a job, for one client.
- Yeah, but after that I transitioned, I did.
From that point to the end of the year
we made like six figures which seemed quickly.
What you can charge, as you're starting out,
it all comes down to what you can provide, how good you are.
People are going to pay for a skill set.
- That's the biggest thing I would say.
If you have a skill set and you're good at what you do
the price point becomes irrelevant.
- If you're able to convey what the result
that people are going to get from your skill set,
then the price point becomes irrelevant.
I had no fitness trainers that, for example,
a good friend of mine, his name is Tanner.
Tanner Chidester, Fitness, I don't know.
He went from zero to 100k in three months
selling high ticket items through Instagram DMs.
Again, same exact strategy, same strategy.
- Zero to $100,000 in three months selling $3000 packages
or $4000 packages. - Unbelievable.
- In the fitness niche.
When people sell $47 eBooks on the flip side.
He had like, he didn't have a large following.
It all comes down to you having a skill set,
being able to convey that skill set to the client
and sell them on the result,
not necessarily on the product or service
that you're selling.
- Okay, that makes sense.
You don't want to become a commodity.
- Exactly, exactly.
I would say if you're starting out,
depending on how confident you are,
just start charging like $100 or $500 per client.
Just get your feet wet, start getting your hands dirty.
As you get results, get testimonies.
Then you start charging a little bit more,
a little bit more.
Also it becomes the reason why I charge so much
is a supply and demand thing.
- I can only take so many clients
and I prefer to take just a handful of clients
that I really, really like, that I love working with them,
that I, you know, I can deliver results a lot.
And that I could get paid a lot.
- Versus, like before I would take any client.
And again, that guy that, I'm really grateful that
I signed him up for $3,500 a month,
but he was a pain in the butt.
He always used to call me up at like three a.m.
and I would pick up the phone thinking I
was gonna lose a client.
You've gotta obviously set up boundaries
but just think of who you wanna work with, I would say,
and just start getting those people.
If you're not comfortable, don't think you're worth
$1000 a month, there's nothing wrong with that.
That's just you starting out.
Start with 500, start with 100 bucks a month.
- You start with what you think your value is
but I think that's really important, too.
Start by, focus on what your skill is.
I'm sure you're making Alex Becker
a lot of money with your Instagram.
- Six figures, multiple six figures a month.
- When your service is paying for itself
three, four, 10 times over that's a very easy sale.
- Exactly, also the thing that people don't understand,
it's like people think,
and this is something you also need to tell your client.
People think, with anything really, Facebook, Youtube,
it doesn't matter.
People think just posting content out there's
gonna make you money.
- Sure. - That's not true.
The money is made outside the platform.
- Meaning, using Instagram as a traffic tool
to your funnels, to your webinar like Becker does.
Or to your offers or to your eCommerce
your supplements like Lady Boss does.
That's where the money's at.
If you depend solely on sponsorships or things like that
you're gonna have a tough time.
- And you're gonna hit a cap, I'm sure, at a certain point.
- Mhm, and that's the reason why
a lot of influencers are broke.
Like, a lot.
I know influencers with millions
of followers and they charge 25 bucks a post.
- Oh my gosh, crazy.
- If you want to buy a post from me,
of my 20,0000 follower count,
I will charge you at the very minimum three grand.
- 'Cause I know the relationship I have with my audience
and I know they buy, so that's the thing.
There's a very like, it's the wild wild west
out there on Instagram right now.
Which is good for you, watching.
- 'Cause it's a huge opportunity, yeah.
- Exactly, I believe I saw a statistic that
in 2020, 70% of Facebook's ad revenue
is gonna come from Instagram.
- Yeah, the ad cost is spiking on Facebook right now
'cause everybody's flipping.
All the big companies are dumping money.
The ad revenue is just screwed up and small marketers,
the medium sized businesses are looking
oh, the next one is Instagram.
We're gonna go there.
You watching right now, you just have to jump on it fast.
- Right, alright guys, so that was part one of three videos
I'm gonna be doing here with Josue.
So make sure you guys stay tuned.
If people are looking to learn more
about Instagram and maybe be part of that 1%
that really takes action and gets in on the wild west here
what can they do to get started?
- So, yeah, I have ton of free different resources.
Obviously I have a Youtube Channel,
I mean you just have to have a Youtube Channel as well.
- Yeah, you're marketing yourself.
- Exactly, exactly.
We have free cheat sheets for eBooks.
Here's the thing people don't understand.
If you're actually listen to what we're saying here
and actually take it seriously
and actually take action out there and go do it,
you're gonna have results.
I have people hitting me up from free content I put out
I made $50,000 in 24 hours.
- From the free stuff you threw out there.
- Exactly, I grew a page 100,000 followers in three months.
I closed a client just because of what you said, right.
This is free again, so even though this is free don't--
- Discount it.
- Don't overlook it just because it's free.
Take action and actually realize
the opportunity is here.
I'll also say, we also have a starter
Instagram program or course.
We usually sell for 97 bucks.
For your audience we'll just,
I'm just going to give it right for free.
- Oh, that's very nice, okay, cool.
So that's gonna be, I'll link everything up down
in the description below.
And so, yeah, there's a free course and also
make sure you guys subscribe to Josue's channel.
He's gotta get some more eyeballs on his Youtube Channel
so make sure you guys subscribe
'cause he's got a lot of valuable content over there.
Anyways, that's gonna wrap up this video
and we will see you in the next one.