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- [00:00]
A
The economy is shifting fast. If you're an entrepreneur or creator serious about scaling with YouTube, this is your moment. October 2nd and 3rd in Las Vegas, we're hosting the Think Media Mastermind. It's exclusive, it's application only, and spots are almost gone. Apply now@thinkmediamastermind.com there's never going to be.
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B
A perfect time to take action if I can give somebody the encouragement to say, just get going. Do something, even if it's terrible.
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A
I'm here with Lorena, and she's about to share the simple system she's been using to turn views into sales. Plus this game changing. One decision that helped her scale from $2,000 a month to $12,000 a month in just the last six months. So if you want to make videos that reach the right people, that get clicks and lead to sales, this one's for you. Welcome back to the Think Media podcast, the number one show bringing you unfiltered tips for building a profitable YouTube channel. I'm Nathan Eswine, one of the coaches here, and today you're going to learn from Lorena Pernalete. And she is this housekeeper who turned into a online business mogul through the power of YouTube. And she's got a niche channel. She's helping people pass the life insurance exam through clear, simple teaching. She's already helped well over a thousand people do this and help them get licensed because they found her on YouTube and she's going to share her method for turning views into sales step by step. I'm not going to let her leave anything hanging, and I want her to also break down the one choice that sped up her growth in a really big way just this past year. So, Lorena, what's going on? How are you?
- [01:40]
B
Hey, Nathan. Super excited to be here. Grateful to you, to all of the coaches and the Think Media team, and happy to be here ready to share however I can help.
- [01:50]
A
Let's go. I always appreciate your energy, Lorena, and I think this is going to be a fun conversation, a strategic one, but also just a fun one. So let's dive right in if that's cool with you. I'd love to talk about monetization and what that looks like right now. How what are your sources of monetization and how does YouTube affect those?
- [02:10]
B
Well, so the first one is actually adsense. Surprisingly enough, that's what turned me into you guys. It was like, hey, this thing can actually pay me. Like, let's go. So that's definitely one right now. We're very good. We're Doing really well with a course to help people license, as you mentioned. And actually I do help people like plan and do things by way of life insurance. But right now, the baby, the main focus, the thing that we're making sure that we grow is the, is the course, which has been a blessing.
- [02:42]
A
I love it. So you essentially are what we would say is making money with YouTube, right? Well, you're kind of doing both. You can make money on YouTube, which is monetization through YouTube Partner Program, super chats, memberships, like the stuff on the platform that YouTube lets you unlock. But there's this other method, right, of making money with YouTube, which is using YouTube to bring awareness to other products and services. Right, so you got both going on right now.
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B
Yes, yes, definitely.
- [03:11]
A
Very cool. Okay, so let's get into this. I want to talk about how you're able to turn views into sales because as of right now, you know, we were just talking before this recording. It's kind of crazy. Like you are projecting six figure territory now, right, in your business. And so I'd love to talk about where all that starts though, because I think sometimes we can get lost in like, oh, wow, they're making six figures or they're whatever. And it's like, oh, because they did a course or because they did coaching. And I think we Forget that on YouTube. It starts with views though, right? It all starts with people and people finding you. And we're going to talk about how you take people from finding you to doing business with you. But I'd love to hear about when it comes to how you, how you're getting views right now. I noticed on your channel kind of a little nerdy thing that us coaches do. I sorted by most popular on your channel and I noticed you have a lot of videos that outlier that have overperformed. You know, Vidiq, a tool like Vidiq shows me a little like, you know, number. And what's interesting about that is you have videos from six years ago, five years ago, four years ago. But a big number of videos that are in your most popular are just from the last year. I'm talking like four months ago. You know, like they're like just from this last year. And so what I'm trying to say is I noticed you've had the biggest amount of growth on your channel in just this last year. It seems like the compounding effect of everything that you've been doing. So what have you learned about creating videos in a way to actually reach the right people? Let's just Start there. How do you make videos? Not for everybody, but for the right people?
- [04:49]
B
You know, the coaching that is thanks to you guys, by the way. Whatever you're seeing is the result of you guys tell me to do something, and we just implement in a massive way. I take everybody's coaching. Coach Kaleb is the one that is walking us through this journey directly. But I have direct contact with you with Sam, and we just got back from a mastermind with. With Sean as well, which was unbelievable. But it all started with vra. The. The. The. Actually, it all started accidentally with a video that I uploaded because I was tired of answering the same question.
- [05:28]
A
Let's talk about it. This is your most popular one.
- [05:30]
B
Yeah, yeah. 100%. It was. I'm not supposed to be here. I'm not supposed to be this YouTube person. I hated cameras. But with my knee shaking, I said, I have to stop teaching this thing live. Because I was teaching the same concept three, four times a day, six days a week. And so I'm like, no, no, no, you guys. I train people to get their license, and I'm like, if I have to teach this thing one more time, I'm going to lose it. So. So I put a video together. It was 30 minutes, by the way. The very first one was really bad. Like, the audio was terrible. And so we decided to do it. Not that we did much better, but it was definitely an improvement. The call to action for that video is, listen, you got to watch this 26 times, and then come to me with questions. And then the pandemic came around, and a lot of people were looking at the life insurance industry to do business from home. And so I guess accidentally ranking a video because it was not intentional, people started finding me, and then they were asking. They're like, hey, they, do you teach? Can you teach me? And I'm like, no. I only teach my team. Guys, leave me alone. Until people were like, no, please take my money. How much do I have to pay you? And I did not know how to do that. And my father, during the process of the pandemic, I guess he saw how my one video was doing, and he's like, hey, you should watch this channel. And it was the Think Media channel.
- [07:12]
A
This was your dad.
- [07:13]
B
You said, yeah, blame my dad. Yeah, that's so good. So that happened. I started watching it, and little by little, started implementing things. And then in 2023, we signed up for VRA. It was August. I will not forget that. Just because my wife Nori, who's in charge of making sure that everything works. I just talk a lot. That's it. But she is the genius behind the. Behind the madness. And she said, if you really want to make this happen, then make it happen. And I'm like, oh, no. I have no business spending money on this thing. But I bought the little VRA course $97 a month. I think I'm grandfathering to the old platform, even. It's not this fancy circle platform that you have now. But I'm like, hey. And I started watching the videos and taking notes, and I spent a good amount of time studying it. And Sean, in one of the videos, he said, what if you could actually pay your ad? Like, what you're investing through this video? Make it work. And I like to be challenged. And that's exactly what happened. I'm like, you know what? Let's see what happens. Three months later. Nathan, we are paying the $97 for VRA through AdSense.
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A
Whoa.
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B
Yeah.
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A
Just in three months after getting in to.
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B
Yeah, well, I mean, I was getting. We were getting paid.
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A
Yeah.
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B
A month? Yes. A month, no. So it was like, $100 every other month?
- [08:52]
A
Yes.
- [08:52]
B
Until, like, we made a couple of adjustments, and that actually turned into, like, okay, now is every month that we're getting the little hundred dollars. And it was like three, maybe four months max. And I'm like, oh, wow. Well, wait a minute. This kind of works.
- [09:10]
A
That is too cool. Okay. I didn't know that was that quick, like, after getting in. So, number one, that's awesome, and I do appreciate your kind words, but at the same time, you're also the one hitting record and publishing the videos and, like, actually outlining your content. So you said there were a few tweaks there that were responsible for essentially, like, doubling your ad revenue. What were some of those you remember going back? I know this video was about six years ago, but it's sitting at about, you know, 167,000 views right now, which is.
- [09:38]
B
I'll say that the seven Rs. You know, it was. What is it you guys always say? Start with the end in mind?
- [09:45]
A
That's right.
- [09:47]
B
And so I always knew what I wanted to. To teach. I, I, I. My mindset has always been, I want to be an Advil. And what that means is, you have a headache, I want to help you fix it. And we put these videos together just to answer the questions that I want. I wanted to have that level of direction in the business. I've been 12 years in the life insurance industry. I failed my test three Times. So it's not like I'm some genius that. Nothing like that. It was just I failed and I learned. And I figure if I can help somebody shortcut their path to success. And for this industry, being licensed is the first step, and it changed my life, you know, so I'm like, if I can help, if I can give to the industry abundantly. Mindset, I guess, yes. If I can give to this industry as abundantly as it's given to me, where I no longer clean the rooms, I stay in the rooms that it's like, I'll do whatever to make sure that I can make my voice bigger and do that. Especially for me in the Hispanic community, the English is my second language. And so I wanted to make sure that. Man, the translation for the. For the courses is terrible. It looks like somebody copied it from Google and pasted over there. So it really is backwards and it makes no sense, you know?
- [11:12]
A
Wow.
- [11:12]
B
I watch everybody right now with the super bowl, and they're trying to learn the Bad Bunny songs and exactly how you feel. Learning the Bad Bunny songs is exactly how we feel, you know, reading this stuff. So I lost my train of thought of what I, you know, what you were asking me. But it's just that is video ranking Acade is like, it. Start with the end in mind, fix the problem, and deliver the message. And so that was just it. My mindset was how I'm here to serve. I'm here to help you solve that headache that you have, because this is what gave me a hard time. And so we were there unapologetically, without filters. And what that gave us was the level of authenticity that people were telling us, why are you not charging for this? And I'm like, I don't want to charge for it. I just want to put it out there. So.
- [12:06]
A
So this is crazy. We were like 10 minutes in, and not only have we mentioned Bad Bunny, but that's, you know, that's a big one. But. But also, you just dropped so many bombs. I have to loop back Lorena. Okay, that's what I'm saying is going to be an energy episode. Energy episode. Okay, so let's break this down. Essentially, what I'm hearing you say is that video that popped off your most popular video right out of frustration. It seems like you were tired of answering. There was this question. There's this situation, this thing that you kept getting questions about, and it's almost like you were tired of having to say the same thing over and over again. So you're like, I'm going to put this in a video and that way I can share it with people, right? He's like, if someone asked me the question, go watch the video. And to your point, watch it 26 times, right? Was your call to action in there. And so that's. That alone is powerful. You are making content out of a pain point that you have experienced but that you know other people are experiencing. And just to shout you out, too. Like, the title of that video, I think is so fun because you titled that video the best video you'll see for your life and annuity insurance license. And so I almost like, I love the bold promise of this is it. This is the best video you're going to see on this whole topic. And sure enough, I mean, it worked out. Have you carried that forward? It seems like you've. How do you come up with video ideas now? Because we're talking about this previous year has kind of been your best year in terms of overall viewership and stuff. I was doing a averages and it looks like every month on average you're getting 30,000 views just across the views you've accumulated so far up to where we are at the time of recording. And so how do you make content now? Is it the same approach? Are you just answering questions or have you moved on to other ways of creating ideas? I guess. How do you come up with your video ideas right now?
- [13:53]
B
It. It's always, it's always the same thing is what gave. What gives me a headache? What, as an agent today, what gave me a headache as I was trying to pass. What are some of the most common questions that people ask us? So the pain points are always the same. Hey, I failed my test three times. I don't understand. Hey, I don't understand this concept. And I get them confused. Hey, I been studying for six months. I've been studying for a year. I have people that reach out to us that is like, I've been at this for three years and I kind of like just try it and then I give up and then I come back again. In some states, you only have five tries for you to pass the test. So there's a lot more pressure to pass. And so they're afraid. And all I do is I create the content to reassure and give direction. And like I said at Bill, mindset is the number one thing that I could tell you is you have a headache, I'm going to help you fix it from experience, you know, Wow.
- [14:52]
A
I think that alone is so powerful because as a coach, one of the things that I'll hear consistently is I don't know what videos to make. That's a very common pain point for people trying to do YouTube.
- [15:02]
B
What?
- [15:02]
A
Oh, I don't even know what videos I would make. And so I love this approach of the Advil mindset. What's. What are the pain points for people, you know, that you're trying to reach? And this obviously goes back to kind of what you were saying. If you know your audience, you know who you're trying to reach on YouTube, you know who you're making videos for, which just helps because if you know who you're making videos for, reverse engineering, right? Like we talked about, well, then now you know the pain points. And if you know the pain points, you know what people are taking Advil for, right? Well, now you can make videos to fill those needs. And just as like, a side note, it's really ninja because the higher the pain point, you know, like, on the pain scale, if it's closer to a 10 out of 10 and you make a video to solve that issue, that pain point for people it has, there's the likelihood of it getting views quicker because it's a higher pain point. Not many people are looking at videos for like four out of tens, you know, like, they wait until it actually becomes a problem. But if you can make videos about the 7 out of 10, or it's a 9 out of 10, like you said, you've got people, you know, leaving comments, telling you it's been three years, right, since they passed an exam that is a 10 out of 10 pain point. Frustration. I'm sick and tired of being sick and tired. And so if you can capitalize on, you know, don't want to use that word like, in a cold sense, but if you can be the person that shows up for someone when they're at the point where they're taking Advil, and you can be that for them, it's just powerful. Like, that's a really smart, strategic way to just start making content. Or if you're listening to this and you're. You're stuck on what video to make next, refresh yourself. Remind yourself who you're actually chasing. Why are you on YouTube? Who are you trying. Who you want watching your videos? Where are they at right now? And think about the pain points they're going through and how you can make a video to solve it. So that's powerful. I love that Advil mindset. Okay, one more question I want to talk about as. As we start to break down Your system here too, of how you're turning these views into core sales. We're going to talk about that in just a second, but I want to hear one more thing about your content. What do you think? What do you think makes content stand out right now? Or maybe a better question is what do you think makes your content stand out amongst the other people that could be on YouTube trying to help people pass their exams? Like, what makes your approach and your style different? Why do you think people resonate with you?
- [17:31]
B
That's a great question. I'm blessed to be able to be part of a niche that is not necessarily, to be completely frank. Right. It's not necessarily that competitive in the sense that there's not a lot of people creating content about it. So that's both a blessing and a challenge. It is a blessing because in Spanish we say el que pega primero pegado vesses, which means if you take the ball first, you know, you're more than likely going to win. However, then it becomes a challenge because a lot of the strategies is, can you compare with your competition so that you have the opportunity to, you know, what is going well, what works for your niche? And it's a little difficult to do that. So that's the first thing. And then the people that do have a channel that wanna. That will be considered the competition, they have long, boring videos. The insurance industry is extremely boring. If you want a party to be empty, just say that you sell insurance and I promise you, like half the room is going to empty. So that being said, one of the things that I'm like, I am who I am like is I'm pretty quirky, I guess is the word when it comes to delivering a message. And I guess people connect to that because I also talk a lot through all sayings, I guess.
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A
Yeah, they're called the idioms and proverbs. So it's like some sort of motto, like a catchphrase sort of thing.
- [19:03]
B
Right.
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A
Okay, interesting. Yeah.
- [19:05]
B
So I have a lot of those catchy phrases because my grandma talks like that and my Spanish is seventh grade Spanish, which gives me the opportunity to like, I don't have a very sophisticated vocabulary, neither in Spanish nor in English. So it gives me the opportunity to connect to people because concepts. That is so boring and so long and so which is insurance. I get to connect it to those little idioms and little things like that that give somebody an opportunity to connect it.
- [19:38]
A
Got it. So you are taking the boring, complex world of insurance and, you know, and studying for that exam. And you're helping people study by breaking it down into simple terms like easy to understand. Yeah. Sayings and catchphrases and stuff like that. Very cool. And I want to catch on something that you just said there. You said seventh grade level for Spanish or for English. And I actually want to say for the content creator, no matter what language you speak, if you can be in that fifth. I think some people even say fifth grade level, fifth to seventh grade level of how you talk. Not that that's like all you know or anything, but it's like how you talk about your content, how you teach, how you deliver content, especially if you're making content that's targeted towards beginners in your niche and you are the expert. It's kind of your job to make sure that you're communicating in a way that the beginner understands it. So I just want to say that's a really good tactic that someone could take away. In your next. In your next video, make sure that you're talking. I've heard Sean call it, make sure that you have the kitchen talk, not the classroom talk. Right. About, like, if we're hanging out, you know, in a kitchen or something, and we're just talking and catching up. How you talk there is more likely to resonate with a beginner because they're at the beginner stage. Right. They're not you and don't have your expertise. So that's powerful. That's really powerful. So what do you say on camera when you want people to take that next step? When you want people to check out your course, like, what are you doing in your videos to get people there?
- [21:11]
B
Okay. So in one of the mastermind IF classes that Sean did, he talks about seating. And so that was one of the things. We grabbed that concept like a dog with a bone and ran with it, which is. One of my students does this. One of my students yesterday asked me, so there is that. So throughout the video. My videos are usually eight to 10 minutes long. And so we do a lot of seating through the process, which is not flat out saying that we're selling a course. It was just kind of like, hey, well, wow, there are students. There are this. And then we moved on to. At the end is more of a, hey, if you believe that this is actually something that is helpful, you can. And I have usually one of two calls to actions. The first one is to a guide. And the guide. You have helped me clean up the funnel. Right, right. Hey, download a free guide if you want this content 30 minutes in one page, click to this link. And so they download the guide and that gives me name, phone number and email. But if not, I actually again, from another mastermind with Sean, he says a lot of the website stuff, right? So he says, can you make your website simple so that somebody can go visit? So what is it? Think masterclass.com.
- [22:36]
A
Yes.
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B
Yeah. Right. So for me it's Joe Paso Punto com, which means I pass dot com.
- [22:44]
A
Wow. You got that domain name, the website for. What is it again? IPass.com.
- [22:51]
B
Yeah, well, in Spanish. Yeah.
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A
Oh, yeah, yeah. That's. That's remarkable that you have that domain name. Oh my goodness, that's awesome.
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B
I couldn't believe it was that easy to find. I'm like, well, people are not like.
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A
You're like, how is it?
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B
That's you.
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A
Yeah, too fun, man. Okay, so what you're talking about is you make a YouTube video and the typical YouTuber would probably have a call to action. That's more like make sure you like, subscribe, watch another video, hit the notification bell. But your call to actions are for a different reason. You're using YouTube to get people aware of how you can help them off the platform. So you're saying that you're seating. So you're talking naturally about the fact that you have a course and the fact that you have students and like this is just something that you do, you know, And I love that because I think a difficulty, Lorena, for a lot of people is feeling comfortable talking about this place that they want people to go, or this course they want people to see, or this membership site that they're building or their book that they just launched. Like when. If you're creating on YouTube, you're pro, you're a creative person, and so you probably have a lot of things you want to create. And if you make YouTube videos, you can help people become more aware of them. But then there's a hang up where we don't want to feel like we're selling or we don't. We don't want to feel we have a bad relationship with selling or we feel like. I just don't. It doesn't feel natural for me to talk about this thing. And so we never talk about the thing that we're building. Did you ever feel any of that friction? And especially as a coach too, right. How you help people work through a call to action. Really? How do you like, help people feel more comfortable asking people to click the link in the description? What's helped you?
- [24:38]
B
I sweat still.
- [24:41]
A
Thanks for the Honest answer.
- [24:43]
B
Yeah, it is so uncomfortable. But I'm not going to lie. It's not the easiest thing to do. I. The stories that sitting I can do all day and twice on Sunday, I can do that all day, no problem. When it comes to the, like, doing the Call to Action, I'm so grateful that that domain was available because it makes it simple. But. But I asked a question in the Mastermind in February about how much is selling too much. And Sean just kind of like. And I was like, okay, I guess I'm not selling enough in the videos. And so. And then working with Colette directly, he is very like, so, where's your call to action? Where's your call to action? Where's your call to action? And I'm like, okay, you know, so I'm just following a set of instructions. I want to be successful. You guys know what you're doing? I have no clue. I know what I know. I. I know insurance. I know how to get your results. You will pass your test. I have. We had somebody pass in 24 hours, but on average, they pass in two weeks. So it's like, I know how to get you there, and I'm so comfortable doing that. You guys tell me what I have to do with everything else and I'll just execute, man.
- [26:04]
A
That's. I mean, it's powerful. And I do appreciate you shouting at our team and Think Media and like, just how, yeah, we've been able to help you in your journey. And so if someone's listening, if you aren't familiar with Think Media stuff or you just have questions about anything Lorena's talked about, like a Mastermind or coaching or whatever. I really encourage you to go to viral video coach.com and just have a look around. You can fill out some information to see if you qualify for a call with our team. And it's just a call, you know, and there's no strings attached. And you can just say, hey, I heard that this podcast with Lorena and Coach Nathan was talking about something. I just want to learn more about what you all offer here. I heard you have coaching. I heard there's this Mastermind and our team can just help you find. Find what might be the next unlock for you in your journey. So you can go toviral video coach.com. and this is a little funny, Lorena, because this is so meta. Like, I just did what we're just talking about, and so I was like, we're all. We're all here together. But that was easier to do because it's just like, well, this is naturally what we're talking about. Like, I know this is so weird if you're listening and you're like, wow, Nathan just did the thing that, like, he's talking about with Lareda, but, like, I hope that that's even example in itself. You have things that, you know, help people. You know, we wouldn't be talking right. Right here if we hadn't been able to connect through some of the stuff that, you know, we offer to people. And so just all have to say out loud, if you believe in what you have to offer people. I know you believe in your course. I know you believe in your coaching. So if you're listening to this and you've got something, even if it's a book or a PDF or like, whatever it is, if your heart's behind it and you know, this is helpful, I almost, I want to challenge you as your coach on this podcast right here to be like, how could you not talk about it? How could you not talk about this thing? And of course, it can take some practice, take some reps, maybe have a coach over your shoulder. That's like helping you know what to say and, like, where to say it. But, man, you've got to talk about what you're creating to help people. Because if you're solving problems, nobody knows that you can help them unless you talk about it. Right? So there's a powerful insight there, Lorene. I appreciate that. Okay, so we talked about, like, in the video, you're saying stuff, you're like, have a call to action and you are pointing people to either something that's free or you're pointing people. Where's the second place you're pointing people? Is that directly to a landing page for the course?
- [28:22]
B
Yes, to buy.
- [28:23]
A
Okay, and how do you make that decision between knowing what video you would point people to a free download, or I'm assuming, to get people on your email list or in your contact list versus pointing people to a page for the course. Like, how do you decide which way to go?
- [28:39]
B
That's a great question. So a lot of my videos are how to. How to do this. Here's a checklist for that. Here is it. The three main types of insurance. This is the biggest headache that you're going to have. I'm going to give it to you in a one page, you know, so that if I have that, it's not either or is both. Right. What is it? Capital B, capital O, capital A, capital F? Both. Same thing. I give the call to Action to the download. And it's like, if this helped you and you want it to do a little more, then make sure that you check out Yo Paso Punto. Com. So it's not either or, it's always both.
- [29:28]
A
Yeah, it's always both. That's huge. Podcast, if you're listening. Who says you just have to have one call to action, right? Like, I know Sean will do multiple call to actions. I think I'll encourage people often to do multiple calls to actions. You think about a primary place that you want people to go. Or like, because you. This is how I talk when, you know, when we're coaching business owners. Like, hey, because you made a YouTube video, what changes in your business? Like if there was something that could change because you posted a video, did you get a course sale? Did someone book a discovery call? Did someone get your book? Like, whatever it is you want to have happened. Making sure that that's the primary call to action, you know, and thinking about your video and making sure that that's, you know, you're making people aware of that. But I love how you said it's both, you know, because whoever, depending on who's watching your video, they could be watching you for the first time or they could have already gotten the free thing and now they're ready to go check out your course because it's the seventh video they've watched of yours, you know, or if it's. For every video where it's. If someone's already seen your content, there's new people that might be like, oh, yeah, thanks. I'll check out the free thing right now, I think. Lorena, what have you learned about the audience and what have you learned about YouTube? Because something that I continuously, I keep realizing is that the world's a lot bigger than we think and that the. Our niches are a lot bigger than we think. And sometimes I hear creators, even myself will say, I've already said that before. Or, ah, people have already heard me say that before. And it's like, I think we just assume that everybody's. Everybody knows everything about us, you know, because I made a video on that three years ago, I've already said it, I can't talk about it anymore. Or I did a call to action in my last couple of videos. I don't need to do another one here. What is your mindset when you make a video about. Yeah, how do you keep in front of you? This could, this could be a video for brand new people. Because I made this video, new people could find Me have you. Is that something that's come naturally to you or if you had to work to work for that?
- [31:30]
B
No, it definitely not natural. Everything is learned. And so Sean mentioned the other like he, he did. You guys always do like the new 2026. So right now you're already on 2026 or 2025. And so I, I learned to actually look at my videos that depending on how you're doing and study them. And it's like, can I put a different spin on this, update it and also get it in front of more people now that as we're growing, thankfully we have an opportunity to impact more people. So, you know, we will create the three types of policy video it took me six years to remake. And that is a video that I have learned from, from you guys that we should remake every year.
- [32:38]
A
There it is. Yes, very cool. Because every year. Yeah, your, your audience should be growing, even if it's small, you know, at first. But like, especially as you know, you're getting to a level where you're at where it's like I said earlier, you're about 30,000 views a month on average right now. That's not the same 30K, you know. You know, I mean, like that's new. That's what YouTube does. It's a discovery machine. And so just keeping that in mind. Yeah, you should be repeating yourself. I think it's something that I get.
- [33:07]
B
Better at delivery, I get better at this. The background gets better. You know, it serves somebody better. There's a little nuance there that you can give to some. So there's so many more things that is like somebody will not do something because they already did it. And it's like precisely because you did it and it gave you results. It's like that whole concept of chop wood and carry water. You know what happens? Well, you, you chop wood and carry water. That is it.
- [33:35]
A
Oh man, I wish that I had a sound effect on my little pad over here that was like a bomb because that was like a mind blow moment. It's so true. You need to repeat yourself not just because new people could find you, but because ideally you're better at communicating, you're better at content. Your thumbnail or title could be better than you did it last year or you're updating it from last year. Like because you're better. You should be, you should be re explaining the same thing over and over again and finding better ways to communicate it for maximum impact. That's a really, really good point. Such a good point. Okay. So let's, let's move on. One more tactic here. Before we start talking about your course. Start talking about how it's been, how you're projecting six figures here. I would love to hear about what do you do in your descriptions? Because a lot of people will say, hey, click the link in the description, you know, to like to, to, to do whatever they're calling them to do. Check out their free thing in your case or go check out the course. Right. Like how, what, how do you use your description effectively to make sure that that link is easy to find, it's clickable. Cause I know a lot of people will just say things in their video. And I'm sure, I mean, you know, this common practice at Think Media is that's not good enough. Right. We don't just want to say something in the video. There's other things we want to do. Yeah. What's your, what's your process right now?
- [34:53]
B
You know what's awkward? Listening to yourself after you created the video. I still, to this day, I hate it. But I go through every video and I will make notes of my call to action. So four things that I do. Number one is the cards. I will reference video and if you want to see, blah, blah, blah, boom. And then there's a card right here that shows up or I don't know where it's going to show up based on this. But that is such an important thing because it keeps people on platform when it comes to other videos. The end card as well, the call to action to the. The next video is always. That is so important. And when it comes to the description, if I have a guide, it is the first link above the fold, which is the one like before you hit the little three dots like that above there. There's one there. And then my link for the course, if it is relevant, I will put it right there as well. So say if there is no guide, the course will be there, and if there is a guide, the guide and the course will both be above the fold. And then I get yelled at if I don't put a pin comment.
- [36:09]
A
So I love it.
- [36:13]
B
That's the beautiful thing about having a coach, right? Why are you eating cookies?
- [36:19]
A
I saw you eat the cookie. Yeah, yeah.
- [36:22]
B
Like, I'm sorry, get off my Instagram.
- [36:28]
A
Did he say that he found you? Like, he saw, like he was looking at your last video or a recent upload and he was like, hey, where's the pin comment?
- [36:35]
B
Literally? And I'm like, yo, coach, why, like, shout out so you Know what? I appreciate the level of accountability. I want to be a successful business owner. I don't know what I'm doing. So you tell me what to do, I'll do it. Here's one thing that I will say, Nate, if you allow me, is there was a discussion the other day that is like, oh, having two links above the fold or one or too many, you know, there was a lot of questions about that, and I'm grateful to be blissfully unaware. Meaning, again, I just follow a set of instructions. What should you do? You should have a call to action, to your guide, and always to your course. That's what you guys do. I replicate that. I don't try to reinvent the wheel. I don't watch 15 million other people that are gurus. I decided to find one system, one way, and we want to stick to it and get the best that we can at it.
- [37:32]
A
That's huge. That's a really big insight. It's kind of like. And again, I just appreciate, you know, what you're saying about think media and stuff. I'd encourage you, if you're listening, I mean, find some system, right? Like, find something to do. What you just said of focusing on one thing, I know Sean will toss around, the acronym for focus is follow one course until successful, right? And so finding that one thing that's going to help you know what to do, that gives you your templates, that gives you your checklist, that helps, you know, when I post a video, here's what I do to my description, like, having your system in place is what I'm. What I'm hearing from you. And you've seen part of the reason you've been successful. I actually would argue most of the reason you've been successful is, sure, there's some coaching in there, which is cool, but coaching without execution doesn't mean anything, right? And so the fact that, yeah, sure, you've gotten some coaching and that's cool, but that you've chosen to take action, that you are building the system, that you are replicating what people are doing, like, that's actually the thing that. That's where the needle moves, right? Is you actually deciding to do something with the coaching and trust, you know, where you're getting it. And so that's huge when it comes to calls to actions. We talk a lot, Lorena. Right. I know you and I have had calls, too, about the path of least resistance, like the least amount of friction possible. How can you make it as easy as possible for the viewer to do what you want them to do next. So if you want them to go, get a free guide. If you want to point them to one of your products that you've got, like, wherever you want them to go. Just this idea of make it easy. Like, don't bury that link all the way down in the description. And there's a whole bunch of stuff and there's a lot of emojis that it's just like, you know, make it simple. And so I pulled up one of your video descriptions from a little bit ago, and your opening line on the top of your description says this. I wanted to read it for all of us. Do you want to pass your life health and annuity insurance exam in two weeks? Visit. And then you put your link right there. And I'm like, it's genius because it's simple. You know what I mean? It's like no resistance. There's no complicated whatever. It's just, do you want to do this? Pain points, benefit driven. Do you want to pass this exam? It's probably taking you a lot more times to. Do you want me to help you do it quicker? If you do, click here. And I just love that. I thought it was a great example of not overthinking it and trying to keep it simple and just keeping your audience in mind. And to your point of not getting distracted, right? By like a whole bunch of things that people could be telling you to do to optimize your process, you've just stuck with it. Any. Any final thoughts there? When it comes to calls to actions, Lorena, or any advice you have given to people. I know we were all just hanging out in a mastermind together in person in Vegas. But any. Anything that you've learned recently or that you'd pass on to someone who's struggling with this.
- [40:23]
B
In Spanish, we say, you see Camino center la cargas, which means like it. There's not literal translation, but I would say it's like, just do it. Like actually the MIA concept, right? Massive imperfect action.
- [40:43]
A
Let's go.
- [40:45]
B
Just go for it. I think a lot of us, starting with me, I overthink this process for. We uploaded the first video six years ago. Does it say six, seven years ago?
- [40:58]
A
Yeah, six years ago.
- [40:59]
B
And started taking this seriously up until 2023, end of 2023. Because my wife called me out and she said, you want to make this happen? Well, let's make it happen. And I'm like, oh, well, thank you, babe. Right. So I, you know, it's like, don't overthink it. I. I have. I have been guilty of overthinking palooza. So the idea of just take massive imperfect action. No, I won't do it because I don't have this. We borrow the camera, you know, Oh, I won't do this because I don't have this. We had the worst microphone ever, you know. Oh, I want. And then because of the massive imperfect action, we were able to upgrade our camera. We were able to upgrade a. But, you know, you learn. You always learn by doing, but you never do by learning. So, you know, like, this whole concept of I don't want to be a museum anymore. Museum just have stuff that just collect things and it's just dusty everywhere and you have to clean that thing. It's like I want the car to move so fast that there's no dose that can be collected, you know, so that, to me is. Is the biggest. If I can give somebody a piece of advice that I wish didn't paralyze me for so many years, it will be that. Just. Just do it. Take massive imperfect action. Stop being a museum, start driving. You know, becoming the driver of your own future, and everything will be figureoutable. Is it that you guys say?
- [42:36]
A
Yeah, figureoutable. Come on, man. We feel like you're coaching me. I'm getting pumped up. Oh, my goodness. Okay, I have. I have one more. One more thing I'd love to talk about. And by the way, you've been such a good. You've been a great example of that. So I. I can attest firsthand that you. You are not speaking out of no experience. You know, for you to encourage us to take the massive action is because you actually have. That's. I mean, why your channel is where it's at. So shout out to you too. And thanks for pouring into us and all the creators that are here listening with us. So I want to talk about, you know, at the beginning this episode, I kind of talked about this. There's this one choice that I know you made that sped up your growth in a big way. And so when it comes to your course, we've talked about the videos that you've made strategically to get the right people to watch your videos. And because it's the right people watching your videos, they're more likely to take you up on your call to action to go deeper. You want me to help you more than just the video. Here's a free thing, here's a course, here's a whatever, right? And so you've got this course that is your bread and Butter right now. But I don't think that was always your focus. Right. So I wonder if you might tell us about this one decision that you made. And I believe it happened at, like, a dinner.
- [43:52]
B
Right.
- [43:53]
A
Was it at the Mastermind or something with Sean? Yeah. Fill us in here, because this is powerful.
- [43:57]
B
Yeah. It actually was February last year, and I came to the Mastermind excited. I was looking for clarity, and I was looking for direction, and I was hit with reality. And so, you know, it's like you ask and you shall receive, I guess. My business consists of three aspects. The first one is people can buy life insurance, retirement planning, infinite banking, all that stuff, three, through me. And that makes us really good money. People can actually also work with me as well. I mentor agents, and they have the opportunity. I have my own agency independently, so they can actually, you know, we can partner up, and I can coach them so they can sell. But the one thing that was providing us leads for both things was actually the course. So if you think about it, like, the course will maybe give somebody an opportunity to work with me if they wanted to stick around. If they don't, they don't have to. And for some people, they're like, oh, wow, this girl really knows what she's doing, so maybe I should buy the product through her. But my channel was all over the place because I didn't have a clear, here is what I'm doing. This is what we're about. And a dinner for the Mastermind, which is, you know, books that you read, meetings you attend, and people you surround yourself with will change your life. I asked one question to Sean, and he said, can you. Do you really believe that the course can give you, like, can help you build a business? And at that moment, we were making maybe fifteen hundred dollars from the course. It was extra income. It wasn't anything, you know, crazy. But I'm like, it fits everything else. I think so. And he said, well, then just focus on that. I hated it. I hated it because I'm like, oh, I came here because I wanted to grow all three areas of my business and all of these things. And I'm like, I'm all the way in Vegas. I'm from Florida, and I couldn't sleep that night. And then. But I asked for clarity, right? If I am going to a place to ask for direction, you know what you're doing? I don't. Then I better take action on what you told me. So I said, you know what? Let's try it. We have another Mastermind in October. Let's see what happens if we get rid of the other two and focus on the one. And because of that decision of just saying it's not all three is. One is the course. This is what we're going to go for. This is what we're going to grow. This is where my. I cannot say that word, the focus word, because in Spanish it comes across like, we'll get banned.
- [46:56]
A
Just.
- [47:00]
B
The accent doesn't help me say it. So you say the word. I won. But so just having that level of monk, like discipline has helped us quadruple or business on all senses and grow our YouTube channel. And it's very clear. So. Yeah.
- [47:25]
A
Wow. It just for clarity, that was so that you're talking about the mastermind. That was like six or seven months ago. That really wasn't.
- [47:31]
B
Yes, correct.
- [47:32]
A
So in the same year, in this past year. Because I know that.
- [47:35]
B
Six, seven months. Yeah.
- [47:37]
A
Six, seven months. You said quadrupled.
- [47:39]
B
Yeah.
- [47:40]
A
So what is your. Your revenue? If you don't mind sharing your revenue number? Like, most recent. Like in a month.
- [47:48]
B
Last month, we made 12k 2000.
- [47:55]
A
You're making 2000 earlier this year.
- [47:57]
B
Yeah.
- [47:58]
A
Before that conversation.
- [48:00]
B
Yeah.
- [48:00]
A
Choosing to focus and then going that word. So six, seven months later, from two to 12.
- [48:07]
B
Yeah. Wow.
- [48:09]
A
That's awesome, Lorena. Very, very cool. I, I mean, I, you know, I. We were just at the mat. The most recent mastermind. I know we were celebrating some success for you. I don't think I realized how rapid that was, though. That's crazy. From that one conversation. So it's about focusing. It's about choosing one thing. So where are you at now? You gonna keep, like, keep just focusing on the course or do you have. Do you think that has grown to a point where, you know, I don't be careful if Sean overhears. Right. Like, I have to be careful.
- [48:38]
B
But like, where do you.
- [48:39]
A
Yeah, where you at now? Do you think, oh, no, we keep going. Or do you think it's at that place? That's crazy. 2,000 to 12,000.
- [48:46]
B
So funny enough, I came to this mastermind again because I'm like, I'm ready to go to the next level. What is my next level? And I asked the question and bam. I was thinking the next level is. I'm ready to pick up another piece.
- [49:10]
A
Answer that.
- [49:11]
B
He talks about the pumpkin context. Whatever.
- [49:15]
A
What is it? The pumpkin plan. Yeah. How to grow a prize winning pumpkin. Do you want to tell us, Serena? How do you grow a prize winning pumpkin?
- [49:25]
B
You cut all the other little pumpkins away.
- [49:29]
A
Yes. That's right.
- [49:31]
B
And so, again, I'm terrified. But the last time I did it, it gave me results. So can I. Can I double down on that? Can I duplicate on that? How can I make the one thing better? He. You guys talked about that bridge, the past Mastermind, and it would continue to build. And, you know, at the beginning, that bridge was like a. Got a hanging bridge that was m. Mainly rope and no boards whatsoever. And now we can comfortably get, you know, like two big trucks through. Well, what if you can turn that into like a highway? You know, type of like a distributor type of thing? So, yeah.
- [50:17]
A
Powerful.
- [50:19]
B
Not happy with.
- [50:22]
A
With like. Nah, not yet. I thought, you know, maybe. Oh, man. But that's actually, That's. That's so wise. And I. That's why I love that event. And if you're listening, you're like this Mastermind. What is. What are you talking about? You can check it out@thinkmediamastermind.com if you want to get information. We got another one coming up in February. But I love that challenge of it's such rapid growth, really, in such a short period of time. But it's the same answer. And I think it's just that to. That's that whole idea we talked about at the beginning of reverse engineering, playing the long game and really seeing where if you just kind of like. It's the same concept, Lorena, as what you talked about, how you said you should be repeating yourself. You should remake a video on your channel not only to reach more people, but because you should be better at it, right? And so I think the idea. It's the same thing of, okay, you got this far, you know, and so now let's do it again. Knowing what you know now, does it grow even more, right? So it's just, man, I just appreciate you challenging all of us, myself included, to stay patient, to stay the course, to pick the one thing, right, to focus our energy on for the sake of our energy actually being on it, right? Instead of trying to focus on a whole bunch of other things that we could be doing. So I love the system that you've built, Lorena, of making videos that reach the right people, that get the right people into your world where you can then serve them through coursing, coaching, what have you. Well, hey, as we land the plane here, I'd love it if you wouldn't mind anything else that you would want to share with us or a common mistake that you see channels making as you're. You're a little further along now, right? You're like more of a veteran creator. So is there anything that you're seeing people doing that you would maybe want to give them some advice on?
- [52:12]
B
Oh, God, I hope that I'm no veteran yet. I always. The student mindset, always growing.
- [52:19]
A
That's right.
- [52:19]
B
But I, but I will. I'm happy to share my, you know, the little bit of nugget. And it's going back to that whole concept of, you know, just start. A lot of us, we make a lot of excuses, some of them valid, some of them not. And there's never going to be a perfect time to take action. There's never going to be a perfect time to, you know, to do. But the other side of your business, the other side of your life, the career that you're dreaming of getting is on the other side of you taking that massive imperfect action. So if I can give somebody the encouragement to say, just get going, do something, even if it's terrible, God, like, just do it. Because I promise you, you will be bad for a really long time. And if you can shorten that amount of time of being bad or just get through the pain quickly, then, then you'll meet that other person. So, you know, the next version of you, that next. So it's just encouraging you to do that. And there's again, I'll say it, three things, right, that will change your life. Meetings you attend, people that you surround yourself with, and books that you read. And so get yourself around a community, around an environment, around a group of people, and into meetings that are going to challenge. Challenge you, help you think in a different way. And what if you actually become that prize winning pumpkin yourself? You know, eliminate all of the distractions, eliminate all the people that drain from you. Bet on, bet on the most important person in this conversation, which is you. And you know, the, the rest of it with faith and execution will be, Will take care of itself.
- [54:21]
A
Lorena, I have nothing more to add. Thank you so much for this conversation, which has been equally tactical, given us some good game when it comes to creating content on YouTube, but also the motivation and encouragement as someone who could just be a few steps ahead, right. Of someone who's listening to. Let us know it's possible. But you gotta go, you gotta move, you gotta change your circle, you gotta get that next book, that next community, get to that event, right? You gotta make these decisions to start putting yourself where you want to be. Well, hey, if you have gotten any amount of value out of this conversation, come on, let Lorena know, let us know. Like Rate, Share review wherever you're watching or listening. This is the Think Media Podcast. I'm Nathan Eswine, and I can't wait to connect with you in a future episode.