Selling a Million-Dollar Domain

EP05 Outbounding Domains 

[00:00:00] it is time for outbounding club. The club for people that want to outbound. Let’s see who I can invite today. Let’s see who I think once the outbound.[00:01:00] 

Yeah,

let’s see who wants to outbound today? Whoops.

it’s time for outbounding club.

And I don’t want to be the only speaker. So if you don’t want to hear me sing the whole time, come on up and ask to be a speaker. I don’t know if you can have a song where two words rhyme with each other. Cause they’re the same word, but anyway,[00:02:00] 

Courtney. That’s what it, uh, just singing a little bit.

Courtney is on the phone. Let’s see who else is in the house for they? Hey, Doug, how are you? Or should I say, domainer very astute, Doug, your questions were so good yesterday that I didn’t get my dinner made in time. I had to rush out because we were looking at a house last night. But I was like, that just shows me that I’m addicted to or dedicated to domaining when a good domain and discussion will even triumph over food.

So, [00:03:00] well, I would have liked to have heard the report back if it tasted as good as the sizzle sound at, uh, it was, uh, it actually did, uh, Without going into too much detail. It was a very boring, healthy meal, but, uh, we went with the Turkey burger with grilled onions inside and, uh, they were quite tasty in a lettuce wrap.

So for all of you type two diabetes centric people, I was going a low carb. No. What I call T2 low. So

let me invite a few more people in and then we’ll get started. It’s funny. I just watched a really good commercial on television on CNBC, and I want to start with it and try to somehow [00:04:00] apply it to outbounding domain. But we talked about a month ago about the Superbowl commercials, and I forgot that there was one that was kind of low key and below the radar that I really liked.

And it was because it assumed. It made an assumption that it was dealing with a informed listener and that the listener would understand what they were trying to say. And it started off with, uh, with the speaker going through and saying, we all have too much stuff. We all want more stuff. We all want more stuff.

And then he says, he says, but do you think at the end of your life, you’re going to look back and say, Boy, I wish I would have had a thinner TV or I wish I would have had this, or I wish I would’ve had that. And then he kind of, he, they kind of break the forest window, whatever they call that. And he walks out of this television [00:05:00] studio onto a beach and he says, but you might look back at your life and say, where are the places I wish I would’ve gone?

And I thought it was interesting. So it was, it was a travel company. I talked to him about. Returned to travel. But I felt like in the work that they had done to research this commercial, they really did try to get to the core of what people are spending their money on stuff. And maybe why aren’t they spending more money on travel because they’re buying stuff.

And it was really interesting how they went to the real core of. What they thought they needed to sell, you know, to sell travel. They first had to get to people and convince them that the same dollars they spend on things they could spend on experiences. And the reason I thought about it for outbounding club, [00:06:00] excuse me, was that lately the last couple of weeks, we’ve, I’ve talked about this idea of risking something.

And being authentic with our customers. And I felt like this commercial did that, you know, they could have just had the typical beach vacations and said, Hey, the book, your travel, go to expedia.com, but they really risked something to say. We think that people. Spend a lot of money on stuff, but they don’t really think about it when they are.

And if we got him to think about spending that money on experiences, they would come to Expedia and buy those things. And somebody could have easily been in the room and said, no, that’s too much effort. Just do what we normally do. And I feel like if we’re going to get serious about selling domains, outbounding, we should start making those leaps.

So what are people thinking about when it comes [00:07:00] to buying a premium domain name that we know they’re thinking about it. We don’t really want to bring it up. And I think when you get to things like don’t be scared by a better domain. Uh, don’t be scared. I don’t bite. I’m a domain name owner and I don’t bite.

Um, uh, You know, all the things that we conjure up when we think about their objections price, um, why should I have to get one? You know, maybe we need to punch through with better answers from the start. So I thought about it and I thought, what are those better answers? And here’s three, three that I’ll give you that.

I think one, people say domains cost too much. And what I would say is that of the 150 million.com domains that are out there, you can [00:08:00] probably buy over half of them for $9 a year.

And the question is, Do you want to own an average domain? Do you want to own a cheap domain? Do you want to own a name? That’s really a throwaway domain. It’s it’s, it’s literally a domain that, that no one else wants. And if they say yes, I would rather do that for nine. I’m kind of ready just to walk away from him and say, I may never convince you to do it, keep them on your list, keep them on your follow-up list.

But I don’t think we can overcome that obstacle. Now, if they’re worried about the process of buying your name, I think we can, we can say you’re buying this name from a trusted domain. I’ve been in the business [00:09:00] this many years. I’m US-based, here’s my text dump. Here’s my phone number. You can call and text me at any point during the process.

And I think we can knock down that objection. And then the last one, this is the one I needed. Some help knocking down is the, yeah, it’s a good domain name. But why do I need it? And I feel like we have to say you probably don’t, but you might want it. Is that too much to ask that I want my customer to want what I’m selling?

That’s kind of my OPIC, or do we think that people really want these domain names or should one of them? And here’s the hard part. Here’s the question. I want to ask everybody here and I do want to get some for you. How many of us honestly, are looking to buy a better domain [00:10:00] name for our domain name business.

And if we’re not, why? So mambas Nathan Zoot, Todd, Kevin, Michael Morrish. Doug.

Are you looking to buy a better domain, name yourself for your domain name business? And if yes, why? And if not, why,

or you can back channel me or let me turn on the new chat feature. Let’s see, how do I turn on the new chat feature, uh, replays on allow replays and [00:11:00] raising topic. Allow room chat. Okay. I’ve allowed the room chat. So if you’re sitting there, you don’t want to come up on stage as a speaker. You can either send me a direct message or you can put something in the chat and everybody can see it.

And the chat is located on the lower left. And what I feel is F we have, you know, 20 or 30 people listening here and we’re all in the digital marketing business. And we want to sell our domains to other people and they already have a domain name and they already have an email address, but we want to pitch them on buying our domain name so we can get the benefits of outbounding.

And the benefits of outbounding are, this is what we talked about here on dope on outbounding and domain club is one. If you can have a higher, faster turnover of the number of names you sell each. I believe two things [00:12:00] happen. One, you have more cashflow to keep you in business longer, or allow you to pay your renewals.

So when you do get a one time, once every month, once every three months after next sale for a hundred, do a thousand times what you paid for a name that money really increases your net. It doesn’t just go to paying the last three months of renewals. One of the things that selling more names even at wholesale price does is it keeps a little cashflow coming in to pay for your renewals, to pay for your new names, to pay for your marketing expenses.

If you’re subscribing to email services and lead generation services and different prospecting tools, you know, why always have to go into your pocket for those amounts? Why not pay for them with some short term sales? Second thing outbounding [00:13:00] does, is it reaffirms the fact that you bought something for 10 or 20 or a hundred or a thousand dollars and sold it for 300, 500, 8,000 or $10,000.

And it reminds you that, that even though a lot of people poop who are business, that you’re making money in our business. And what I mean is you’re creating money. You’re selling something. For more than you, you paid for it. And even if you give all that money back by buying a bunch of other names at at least you earn money from sales, you know, I feel like so many startups these days have gotten addicted to raising money for their company or their business from investors or borrowing.

We’re spending on credit cards that you could forget how amazing it is when you have real. When you bought a thousand dollars worth of domain names and sold them for 6,000 and that [00:14:00] 6,000 allowed you to grow your business. And I think of Riz who was on here a bunch last year, and he just popped in last month where he talked about getting into domain names and the last three or four years, and keeping a spreadsheet of when you start.

And even though he now owns hundreds of thousands of dollars of domain names, he can track back to the fact that he started with the small amount of money and multiplied it, multiplied it. So I think that that’s the benefits of outbounding is one. You get the cashflow turnover from selling names and you’ve run at wholesale to pay for your renewals, pay for your expenses and to psychologically.

You do see that people will pay for your names, which gives you more patience to wait for retail sales and hopefully more strength and energy to do outbounding. But my question I threw out to everybody was if we want to convince people that they should buy a better domain. How are [00:15:00] we as domain investors who have digital marketing businesses?

Are we in the market to buy a better domain for our business? I use Paige house.com now, and I use Joe domains dot. And I buy a lot of other domain related names for speculation. And then I have names like emoji, domain names.com for my emoji portfolio. And I have domain outlet or I sell names and wholesale.

Um, and I was just trying to think, what could someone call me with that would get my attention and. You know, maybe, maybe they could, maybe I would be in the market, but what I pay a premium price. And if we don’t face facts, that the same reasons we may not do it, or the same reasons someone else may not do it.

I think we really got to unpack that if we’re going to be successful at outbounding. So let’s see if we have any responses or if we have anyone that wants to [00:16:00] come up and share their thoughts on this. Let’s see. Uh, we got a good contribution from Nathan here. The key is having a conversation with the customer.

You want to position the name in a way that it’s a need, not a one. I liked that. Um, Michael says we always should think of ourselves as an user. Great. Uh, Todd, I love his I’d rather have stuff than travel. Um, All right. So I think we’ve got a risk, something, uh, to be successful with domain name sales. And I’m starting to think that even in my outbounding prospecting email, I just want to say, like, if I’m selling a real estate domain name, you know, uh, west Georgia real estate interested looking for about a thousand dollars and leave my name and number.

And just send that out as the email. And I feel [00:17:00] like I’m either going to have a prospect or I’m not. And the only purpose of that email would be to see if I can make a sale without talking to anybody. Now, the second way to do it is to call people. And I think we’ve seen people be more successful at that.

Will you literally pick up the phone and you say, hi, Doug, my name and you’re tempted to say, my name is Paige. And I think we need to skip over that. I think we need to say Doug, I’ve been hired to sell some domain names this week. Are you interested? And we may not have time to do the old, my name is so-and-so and I’m from this company B they’re gone.

So why not get right to it the second way to do it? If you follow a nation’s advice, which is they’re going to have to, you’re going to have to [00:18:00] talk them into wanting a domain, then you might want to lead with. And I’ll use Doug as an example, because he’s the other speaker up here. Say, Doug, do you do any internet marketing?

And that’s kind of an open ended question. So you might get an answer, but the S the second way to go is to risk a little bit and say, Doug, you frustrated by how much money you spend on internet marketing, and maybe that’ll get a response. Sometimes it does. Sometimes it doesn’t another way to go is, uh, and I think of my real estate names that I sell is to ask them a question.

They would answer because they think maybe you’re a customer. So I could call up. Nathan. Thanks for coming upon. Stays Nathan and say he was a real estate broker in west Georgia. Say, Hey Nathan, how’s the market. Again, he may get pissed later that [00:19:00] I asked him this question and took up his time, even though I wanted to sell him something, but at least we might be able to build some rapport.

Maybe I needed to even read about the market and the town that I was calling him about. Maybe I could get some tidbit of time and say, Can you believe the new housing development on east end is doing so great, something like that. And then at least you build a little rapport to say, Nathan, the reason I’m calling you today because I’ve been hired to sell some domain names.

Uh, I’ve got. I’ve sold about 500 names to real estate agents across the country. I’ve got one in your area or you’re interested. And I think, can I stop you there for a second page? I just wanted to add my two Bob’s worth. So in a previous life, I sold SEO. I sold yellow pages advertising here in Australia.

I’ve sold, you know, many and everything was all over the phone. [00:20:00] So what I found now, Australians and Americans are similar, but they’re not the same. Right. But the key, the key, the keys is, um, because I look at myself a lot of the time as a relationship builder. That’s how I’ve got to where I am. Now. The key is connecting with the person on the other end of the phone.

If you get the opportunity. Now that, that might mean that one thing that I always did is the areas that I was called. I would research the cities slash towns and find something that’s important to them in their. Okay. And I w I would lead with that. You know, the, one of my catchphrases that I use now, we’re not when I’m out bounding, and this is for anything.

I asked them, how are you today? I say, yeah, not too bad. And I say, no, ask me. And I’ll say, well, no use complaining, no one listens, you know, the drill and I’ll have a little bit of a chuckle. And that helps me set the tone for the conversation. Now, when you’re saying risking, we’re not really [00:21:00] risking anything.

Because the reality is if they don’t buy you move on to the next person. So I think it’s, it’s, you’ve got 30 seconds. Martin might even be that to actually draw that person into a conversation and create that rapport before you go forward. Well, I really liked that Nathan, and maybe it is that Australians are more likely to talk to each other, but I really think you’re spot on because you know, we’re not, we’re not selling something.

Scammy. We’re not selling something. I’d be embarrassed to sell you. You’re not selling well, you’re selling a domain. That’s an intent. That’s actually an intangible asset, right? The reality is you’re actually selling yourself more than anything, because if they’re going to buy, they’ve got to buy you before they actually get the domain.

So that’s maybe something to keep in mind. [00:22:00] Yeah, I really liked that, Nathan. So when I, because I mean, I don’t have a lot of experience doing this because I’m lazy, but if I had, but you do so I’d love to run this by. I’ve always liked the statement where I’ve said, you know, I’ve helped hundreds of business owners get a better domain name.

Um, because it’s, it’s kind of like you say, it’s starting a conversation and scaling yep. Where I would implement that. And that’s really important because you’re, you’re explaining to them, Hey, I’m not actually selling something to you. What I’m doing is. Helping you get a better domain name. So where all would be implementing that.

I wouldn’t be implementing that at the start of the coal and the reason, the reason for that is you’ve got that 30 seconds to build that rapport and to engage that person. So small talk and go a long way. I would be bringing that in, [00:23:00] you know, once that you should know when you’re speaking to someone like, and when I say you should know, I’m not meeting you, I’m speaking in a, in a general sense that once you get.

Uh, once you feel that you’ve drawn them into the conversation, if you can draw them into a conversation is, um, that’s when you lead with that. Um, that’s, that’s how, how I do it. Like, you know, I saw I’ve done, you know, back in the day when I was, you know, outbounding flat out, like, you know, and all the different jobs I could make anywhere from 30 calls a day up to 400 calls day.

It really dependent. It’s purely a numbers game. The more people you speak to the closer you are to making a sale. And then it’s the rule of averages in that regard. But Nathan come on 400 people a day. What if they don’t buy what I’m selling? I don’t want to do that. Well it’s, as I said, it’s, that’s why you gotta, you get better.

You know what I mean? [00:24:00] The more conversations you have over time, you are going to get better. And find yourself focusing on the fact that you’re more likely to be one or two calls away from six. Because, you know, it’s coming more and more frequently, that’s got to help, doesn’t it a hundred percent, you know, there’ll be days, you know, back in the day, um, there’d be days where I’d make, or those days where I make four calls to make four sales, right.

Selling, you know, five, $10,000 products. But it’s all about targeting the right people as well. You know? Um, so you found, you found a business that. Um, you know, that that domain might sit really perfectly and it could be that you spend a little, you know, five or 10 minutes actually re you know, um, looking at that business, trying to find a little bit of information out about them before you actually [00:25:00] pick up the phone, because that helps.

Um, one thing I know, and I’m speaking from here in Australia, people are very, especially in regional areas, people are really proud of where they come from or where they are. So if, if you can find those one percenters and I talk about them as 1% is because they’re, they, 1% of the conversation that actually helps you get into a better conversation and create that trust and rapport.

If you see, if you see a real estate agent in west, West Virginia, right. In, in a small town and they’ve won awards, you talk about those awards because that’s something they’re proud of. Yeah, I like that word rapport. That’s the one I’m going to try to use for the next month here on outbounding, Nathan. I really appreciate it.

I know now, you know, you deal with a lot of sometimes inbound calls, but I really appreciate you sharing your experience being [00:26:00] out there on the phone dial, you know, making the call is inbound. Outbound. Yeah. Is probably easy. You’ve still got to get the deal. It’s still just as hard to get the deal done because a consumer who’s looking, even though if they’ve got they’re showing buys intent, right.

You’ve still got to get, you got to find a price where one, for me, for one where my client’s happy to where, where my, uh, you know, my prospect is prepared to up. Yeah. And you don’t pick your prospects when you’re doing inbound, right? It’s not like you got to go out and see that they were all qualified prospects that you are reaching out to.

You got to take whoever calls, right. And, oh my gosh, that could be 10 times a week. Put it this way, or probably deal every single day or deal with more people or tire-kickers than a genuine prospects every single day. But it’s the key for me. Uh, like [00:27:00] I know how to re you know, like, I’ll look at an offer and I look at, um, you know, I look at things like, um, you know, like I researched the person before I even pick up the call and, you know, and, and that’s the key, because even on an inbound call, this, this they’ve got a price in their mind.

They’re gonna propose they’re prepared. A lot of the time, it’s a lot less than, than I’m prepared to accept. So I’ve got to find that middle ground, right. To draw them in. Um, you know, when we talk about once, but we really need it to be a need because you can want something. And, and, you know, I sell to people who want something, but don’t necessarily need it.

And they say that to me. Oh, I want it, but I don’t know. So the key, the keys to go. Okay, cool. Um, find, you know, find, find [00:28:00] that, you know, that middle ground to get the deal done. And one thing that you, a lot of domain is probably don’t really use, they use their mobile phone. Have you ever thought of. Voice or sip sip phone system to, to actually call out because that’s another thing.

Um, I know here in Australia, I know, I know the number structure, the Mo you know, like mobiles and, you know, Def landlines are essentially the same number, but if you’ve got, if you’ve got a number. That you can dial out from, from the internet. It can make it a lot easier to just, you know, BA smash out numbers.

It’s all about, you know, as much of the process you can automate. So that might be, you might have a scraping tool that we use. Uh, a website, um, and, and it brings in, um, it brings in information about them and you can use things like Twilio, their APR to implement, or sorry, IPR into pulling in that [00:29:00] data. So pulling information about businesses in API, um, into a document for you before you call them so that you’re not going in blind.

And that’s the key, right? If you’re going into a conversation, you need to understand that you need to know something about that business, because if you know something about that business, you’re two or three steps ahead of the curve. So if you’re going in blind, you probably gonna make more calls than not where you’re not making the sales.

And the minute you make a sale is a minute you get on the phone and you dial more because sales is a confidence game. So if you sell one, all we’ll be going harder to try and flip more. And the reason for that is because you’re playing on confidence. You know, your confidence after you, you’re less all gonna lose this.

I’m gonna lose this. You might throw a flippant, um, flippant comment out there, but there’s sometimes flipping comments when you’ve drawn that person into a conversation, we’ll get someone [00:30:00] over the line. And, you know, sometimes being a little bit arrogant, you know, if you’ve joined them in their interests, they’re not prepared to buy.

I’ll say, well, I’ll just find someone else who’s prepared to pay me that money. That’s cool. And if they’re really interested, they can apply bowl. Um, but maybe include a little humor in that. So. Tick them off, but you want to show them that you’re ready, that you’re ready to, to, to joust with them also. I think that’s what I always bring to it.

Yes. Hey, listen. I’m ready to go. You know what I mean? If you’re like yeah. Domain names, sock, tell me like, yeah. Sorta realtors, you know what I mean? You almost want to kind of match their, their level as you’re building rapport. Right. Okay. I wouldn’t, yeah, you can definitely implement some humor in there, but sometimes you need to be, um, you need to be.

A little bit of flippant and you know, a little bit, you just got to pick your times. Don’t I wouldn’t say to be really flippant at the start of the call, because one, you’re [00:31:00] going to get off to a really, you know, a bad foot. Like, you know, as I mentioned, I’ve worked, you know, Outbound sales, cold calling, finding your own leads.

I’ve done all that. And I’ve been very, very successful, but I then, you know, and then I worked in our account managing, so I’ve, I’ve worked in both sides and I understand both sides. I’ve also then worked in the legal department in the complaint process. So where that’s helped me when I’ve gone back into, you know, doing outbound sales.

Is I understand. And I’m reading the conversation on the call and I like to, I like to try and be two or three steps ahead of the person, the prospect on the phone. So I’m already plotting out the call ahead of ahead of while I’m on the call, where I’m going to steer that conversation to get what I’m looking to get.

Well, that’s, that’s good stuff again. My hurdle for doing outbounding. If anyone else is in the same boat, you know, [00:32:00] is really the, the motivation it’s, it’s like, I feel like it’s hard to, to, to call people and feel like you might get rejected, which doesn’t make any sense, you know, why am I in this business?

Right. But w what I would say to that is the issue is not necessarily the conversation itself. The issue is the rejection that you, the, the point that you’re making right there now that, and that that’s a perfectly human response, but the way that I always try and deal with, you know, I think of sticks and stones may break my bones, but words will never hurt.

So it’s a number I keep going back to it’s a numbers game. The more people you speak to, the more domains you will sell in the longer period of time, that’s a reality. It’s just getting yourself in a, in a, in a mind space that go, well, yeah, this person may buy it. This person may [00:33:00] not, but, or this person I think may not necessarily buy, will buy.

So if you go into an open mind with no expectations,

You’re going, you know, that no expectation is so important because what it does is it kind of shields you personally in a little while. Yeah. Because motivation, as you say is so important and lack of makes it really hard to outbound, but you’re not going to sell names. If you, you know, if your core focus is out there and you’re not going to sell names and like, One are on a call with them to sending emails.

And one thing that I all, all my kids suggestion, if any, you guys have ever heard of this software, um, software HubSpot, right? It’s a CRM. It’s a free CRM. There is a module where you can actually build out, um, what do they call it? So like sequences. So email sequence. And that’s another tool that you can [00:34:00] potentially use.

And in that, in that particular, you could say, all right, for every prospect in reference that a group, like let’s say a name, um, J uh, paige.com.com, right? So you found 15 or 20 people who potentially that domain could work. Okay. You could look at building out an email sequence and at different stages in that sequence, you could throw in a phone call.

So there’s just many different ways that you can essentially skin a cat. Pardon the pun. I love cats. Figure a speech. There’s so many ways you can, you know, you, you can make these happen, but the thing is. Having to fix skin is so important because you got to get people to tell you to piss off. You’re going to have people tell you to hang up.

I have people now, inbound, inbound inquiries are cold night, hang up on me because you know, and I’m [00:35:00] like, I then send them an email, say, Hey, I’m contacting you because you’re contacting me. It’s just all, it’s all. It’s all, you know, a lot of it is all Headspace.

Wild Nathan, that’s good stuff. So say you and I are about six beers in and I’m crying on the table. Nobody not only Nathan, do I not want to call people because of fear of rejection? What if they’re not just rejecting me? They’re rejecting my domains. And if there were. They’re rejecting my whole business model.

Why did I ever get into this? I’m a failure. I’m a fool. They tell me every day, walk me back. Nathan walked me back, buy me a beer and walked me off the cliff. Th the K for me, what I would do is [00:36:00] after, you know, and I still do it after every single day I apply my diet. Again, you mind. And I’m always looking to find a way to get better at what I’m doing, because if we’re not getting better, we’re not never going to go anywhere.

The thing is you’ve got to learn, you’ve got to try new things, find that, find that, you know, that, that next, that next, you know, game-changing moment that you can embrace now. Every, you know, I’ve got my methods. Now I have to adapt sometimes on calls and, you know, to the person I’m speaking to mirroring the way that that person speaks is really powerful because they’ll relate to that.

But also, you know, when I talk about. Rapport. Um, and that icebreaker, I talk about where I use no use complaining, no one listens, you know, the drill that helps me set the tone for the rest of the call in that it helps me understand the type of person that I’m speaking to, whether [00:37:00] that person’s really flippant.

And what I mean by that is like, get to the point, get to the point or whether it’s our, you know, they, you know, say, oh yeah, Oh, I care. Or, you know, it’s just finding that something that helps you get that little bit more information. And when I say information, I mean, information on how you’re going to structure the rest of the.

And being able to adapt on-call and change the focus and steering the conversation. That’s the key. And if, if you’re, you know, if you want to get better, the only way you’re going to get better is making more, more calls and making more mistakes. That’s the key making mistakes is key because you learn from them.

And if you’re not learning from them, they’re underlies the issue that you’re facing. Well, that’s great stuff. Nathan brought up some great points. We can all learn. I love the idea of replaying your day, um, for the good and the bad and [00:38:00] looking for ways to improve sometimes even a say. I would say, Nathan might agree with me.

Sometimes a sale could happen because of luck and it may cover up a deficiency or, or a way that you went after it. That wasn’t the best. You still got the sale, but it’s okay to unpack. And say, what would I do in that situation again? Um, and I think the idea that, you know, to share my problem, my, my, uh, you know, I ended up having three more beers there, Nathan, because, you know, I’m still thinking that these people are rejecting not only.

But they’re rejecting my domains. They’re rejecting my whole business model. You know, we can literally tie it up. And that’s why I think the statement that I made quite a few times here, and especially in the 24, 7 room, I think in many cases I would be better. Selling someone else’s domain [00:39:00] names and potentially having someone else sell my domain names.

That’s why I keep throwing out there. I’m looking for brokers to sell. I don’t disagree. I would disagree. And the reason why I would disagree that one, what I’m getting from that statement is that you’re too close to you too. All right. And, and that’s, that’s, that’s what I am too close to find the lanes. I am admitting that I am too close to my yep.

But it’s the thought process you should be thinking less about your domains and your business and your thing, and looking at it, taking a step back and actually looking at it for what it is. We can’t change it. It is what it is. So if you can get to that stage, we’ll go. You don’t like it. That’s fine.

That’s okay. I can call a hundred other people who will like it and we’ll buy. So it’s all, uh, it’s, it’s all mental, really sales is so mental as in like, you know, it’s a, it’s a mental thing that we’re going in here in our head. If you [00:40:00] can take a step back, I can’t, can you change it? No. You can just find someone else who might want it.

Let’s the K well, where I became, where I know that it’s tied into me being too close to my domains is the one time I can outbound a name is when I’ve decided I’m going to drop it. And because at that moment it’s gone, it’s dead to me. It’s not mine anymore. And now I can look at it as a zero cost.

Anything I get more than zero for that name is prophet. No connection. I was going to say, if that’s what you need to do to help your mindset, maybe you need to do that. Yeah. That’s what I’m looking at. Basically I have to find a way to put myself and I think Aja shared this a couple of weeks ago where he talked about his, you know, his [00:41:00] domain.

He had to get to that point with his name. And then I think it makes it easier to focus on a lot of the skills that you brought up today, Nathan, and just doing the best job at, at what you’re trying to do, which is sell domain names and, and, you know, we all have energy to do the best that we want to be the best of what we’re doing.

Um, so I need to disconnect from my names. I’m going to sell them to myself. No, I’m gonna, I’m gonna to figure out a way to fake myself out.

Nathan. I do feel like all your other experiences just kind of brought you to where you are today, or you ever miss going out there and making 40 or 50 calls an hour? Um, well, yeah, don’t do it. Oh, well it’s different. And it’s helped me get to where I am now. When always Ida 19, like on 36 now. So, you know, I’m, I’m a lot older, I’ve learned a lot.

I learned how to sell by [00:42:00] selling CDs on a street with a pair of headphones in, and I. So I’ve got a music background. I never knew how to sell well, like, you know, I, I learned so one, uh, one of my artists that I ended up managing who was became a friend, I started working with them and we’d go around country, like cities in Australia with a pair of headphones.

We would approach people and say, do you like rock music? Yes. Well, I’ve got a, um, I’ve got a band that, you know, that I’m working for, you know, it’s, it’s alternative rock with an awkward. Orchestra field, have a listen. Okay. I give them the headphones. They have a listen. Um, and when they think that’s really good.

Okay, cool. Uh, would you be interested in potentially buying a CD it’s one for 20 or two for, you know, two for 20 hours? Let’s say one for 20 and two for 25. That’s that’s how I learned. Yeah, [00:43:00] I guess I started selling at, uh, at 15, I worked at Dodger stadium walking up and down selling programs at baseball games.

And, uh, when you went to the baseball game, I was sitting there trying to get you to buy a program. So I know I’ve got it in me. Let’s say before we end up today, I want to back yourself. That’s the key, everyone. Back yourself. Look. If that’s two things that you can take away from anything that I’ve said today is back yourself, but also learn from every single call on how you can do it.

The next one better. If that’s, if that’s the whole thing than anyone’s taken out of anything I’ve said today, those are the two key things that I, you know, I’d want you to take out. And what were those two things again, Nate? Um, backing yourself. All right. So backing your own ability, but also learning [00:44:00] from every call you make the good, the bad and the indifferent.

Well, that’s great, Nathan, then I’ll add a third, which was rapport. I think you’ve really given us some good. Tips on building rapport and, uh, well, Nathan, you sure do give a lot to the community. I appreciate you. And, um, appreciate you staying up as it does at about midnight for you now, or one in the morning.

No, it’s quarter to 10, eight it’s quarter to 10 in the morning. Oh, wow. This is your daytime. You’re in prime a prime time, but you’ve got to be a 24 hour a day person with, with all the leads and everything. I do work long hours, but you know, I love my job. So, you know, it’s, I don’t think it’s working.

Gotcha. Well, I’ll share with you a second thing. I brought in today for everybody. I got an email from a company called lead pages, lead pages, one of the first companies that would let you. Uh, landing pages [00:45:00] that would convert when you were out there trying to do lead generation. And then the idea was that when they came to a page, you had a real quick moment to engage them and convert them.

And so I’ve been on their mailing list for a long time, but they had an interesting title. Line in their subject of a newsletter. They sent out last week and it was why targeting fewer people leads to more customers. So I thought it would be great for outbounding club. And the article talks about reduce your reach and grow your customers.

Now, I would say that everybody, I think there’s a part of domained outbounding that does take scale and is a numbers game. Because not everyone knows about the names we have for sale. There’ll be times when you should do as wide in that as you can to kit, to get a glimpse, to get someone to just respond.[00:46:00] 

Um, you know, you never know who you may meet through a lead list and make it as big as possible. But I also think there’s times, um, Where you can follow this advice. And, and she says here in her, and he says, in order to appeal to more people, let’s see, it’s simple. The more people you market to, the more customers you get, that’s the traditional advice.

But maybe it isn’t always true in order to appeal to more people, you have to change your product to meet everyone’s needs. And you know what they say, when you try to please everybody you’re pleasing. No. Um, plus your, you know, it’s costing you a lot of some money. So sometimes a better strategy is defined.

This is the first time I’ve heard this term a minimum viable audience. A minimum viable audience, the people who will most benefit from what you’re offering. So create your product and your [00:47:00] marketing campaign to appeal to them, um, build something that they love and they’ll leave and spread the word.

That words, if you really took your domain name, And really designed it to, to frame it in terms that would appeal to the person who really needs it, or really once it, not only are they, could they buy that name from you, but they may tell other people, I really changed our business this year because we bought this domain name when it’s given us and done this for it.

So it talks about the fact that even at lead pages themselves, they’ve spent a lot of time identifying their minimum viable audience and then help them differentiate themselves. The company lead pages from their competition. So they say, choose your niche instead of targeting all entrepreneurs, [00:48:00] gear your business toward one group.

And then it said something interesting and said by choosing a specific niche, not only are you likely to appeal to that audience, but you’ll become an expert in that field because you’ll be only learning about that. Get to know your audience, ask yourself some questions about your audience. What are their demographics?

What are their psychographics? What are their goals? What are their challenges? Then you can help create your audiences dream product. And I think for us, we already have the product that we want to sell people, but I think. Well, we can apply this to is create communicating just what a domain can do for them in a way that it becomes their dream product.

Um, so instead of trying to find customers for your business, you’re building a business for your customers. And this is a really important statement because [00:49:00] I think a lot of domainers start with, I have this domain name. I can picture a bunch of other people should want to buy it. And maybe you get frustrated when they don’t.

But what if you did the reverse? What if you said, I want to find. Let’s see this feeds instead of trying to find customers for your business or your domain name, you, you buy domain names for your customers, find out what they want, listen to what they say when they don’t want your domain name to help you buy better domain names that they will.

You can utilize the information to great marketing campaigns. Then it was interesting at the end, she says, ignore those that say this isn’t for me, there’ll be those that might not do business with you because you’re offering aren’t geared toward them. They may even voice their pleasure says [00:50:00] don’t let it get to you.

If you have to change to, to appeal to a bunch of people who may not even be part of your target market anyway. You know, that’s just going to be extra work. And I think Rick Schwartz said this best. Last year, he responds to messages and emails and requests for price. As if he’s dealing with that customer, that’s going to eventually pay him the most amount of money for his name.

So if someone sends him an email and says how much he blows them off, Because what he says is if it’s just a tire kicker, I’m going to find that out at the end, why even waste time on him now. And if it is a person who’s going to eventually pay me 500,000 or a million dollars for my domain name, they’re not going to stop with just one email.

They’re going to send another one. They’re going to try to have their attorney contact me or something like that. He [00:51:00] said, Paige, you can’t do that. You got to respond to every link, but think of. Are you really helping yourself by responding to people when you say, well, I don’t want to sell this name unless I sell it for its true value.

Then I think one only go after people that’ll pay its true value and to interact with them as if they are the person who’s going to spend 2, 5, 10 or $20,000. Because when I actually get someone on the phone to talk about a domain. And I actually talked to them about their business. And I find out that they’re a real estate agent.

That’s doing maybe a million dollars a year of commissions for their team of five people. They’re already spending 20,000 a month on marketing. So it’s not hard for me to say, listen, if this name with what you’ve got going for you now [00:52:00] could add three listings a year. And three buyers a year. What would that be worth to you?

If your average commission on a house in Newport beach, California is $40,000. That’s the type of conversation that when you start having it and you start talking about them, maybe making $120,000 a year for the next 10 years, each year, and the domain name 6,000. That’s the person you want to end up talking to.

So why not structure? Everything is if that’s the person you’re going to end up talking to you. So again, don’t hear me say, don’t go for scale. I think there’s part of domaining that does work by sending out the most emails you can to get the most prospects, um, to get the most amount of people that may want to buy them.

You’ve got to just find a way to touch them a first time and let them come [00:53:00] back and ask for the price. But there’s also a way to do it. Where you say, where did this specific piece? That are eventually going to pay me my price for the name, and I’m going to tailor everything toward them. So anyway, that’s why I wanted to bring everybody on outbounding domains.

Today is sometimes go for size and sometimes go for the perfect campaign. Maybe for the people that are there. They’re going to be your minimum viable audience. All right. Let’s see if anyone has any comments on that. Either a speaker or in the chat.

See what we got. Anybody have any successes or failures in outbounding this week?

We can all use benefiting from other people’s experience. You can use talking about your experiences [00:54:00] outbounding in front of others. Just like I do

absent that. Nathan, I want to thank you for coming up today. You’ve really helped. And again, I appreciate the contributions you make to the community and that you, you brought with us to. And if you, if you didn’t hear a Nathan share earlier, um, I can summarize that he talked about, you know, championing yourself, learning every day, building rapport and, and he learned a lot of these things that you’ll hear him talk about today through doing outbounding cold calling streets selling.

So Nathan, thanks a lot. I hope, uh, any chance you’re coming over for names? I’m trying. I’m trying, um, I’ve asked the question, but, um, we’ll say from a layout. Gotcha. Well, I hope to say if you do, I hope to see you, if not, [00:55:00] maybe we’ll have the, uh, the 20th reunion of traffic down under, in, uh, in 20, 27 or something like that.

I say I brought my family with. I’ll be, I’ll be, there’ll be some events that I will get to, um, these Shia. It’s just a matter of, you know, obviously, because we’ve got, you know, an Australian team, I’ve got a us team, it’s all about numbers. Um, but yeah, well, good. Well, I had a great time in Australia. We came for the, uh, Dan Warner, a fabulous took over traffic for a traffic down under, and except for the fact that we were there, uh, during the.

Absolute. It was the first two weeks of November. And it was the most rain they’ve ever had during those that time. Uh, and so we got rained out every day of our outdoor activities, but then we went up to Hamilton island for a week and we really enjoyed going up there and going out to the barrier reef and everything.

And that was fun. [00:56:00] Nice. Yeah. My family still, still talks about it. Well, thanks Nathan. Thanks everybody. Good luck on your outbounding. This. Try to come back next week with either successes or failures, uh, or maybe I’ll outbound a name or two this week. We’ll see. Thanks everybody.