From Bull-Riding To 7-Figure Agency With Justin Oglesby | TNE067

We tend to plan out our lives. But most of the time, things don’t work out the way we want it to because life has a tendency to take unexpected twists and turns. In this week’s episode, I got the chance to sit and talk with Justin Oglesby who went from being a committed bull-rider and missionary to being a co-founder of a 7-figure agency that helps other businesses get full sales calendars. 

In this episode, Justin briefly regales us with tales of his incredibly storied life as a bull rider and missionary. He also touches upon the life-changing event that changed the trajectory of his life forever. On top of that, Justin also drops some awesome nuggets of wisdom on how you can generate as many leads as possible without shelling out exorbitant amounts of money. 

Timestamps:

2:00Justin Oglesby’s Backstory

7:05The Twist in Justin's Story

13:32How Justin's New Perspective In Life Drove His Hustle To Evolve

17:00What It’s Like To Be Your Own Boss

21:59Everything Happens For A Reason 

26:47What Is Conversionly?


Justin Oglesby's Links:

LinkedIn: justoglesby
Instagram: justoglesby
YouTube: Justin Oglesby

Omar's (Host) Social Media:

Instagram - @nomadables

TikTok - @nomadables

Facebook Group - NOMADABLES - Accountability & Growth Community for Remote Workers- Perfect to meet fellow online entrepreneurs, remote workers, and digital nomads.

YouTube - Omar Mo

LinkedIn - Omar Mo Nomads Cast

Twitter - @nomadables

Pintrest - @nomadables

Clubhouse - @pods

WEBSITE: https://www.nomadables.com/

Support the show (http://www.nomadables.com)

Transcript

TNE 67 - From Bull-Riding to 7-Figure Agency With Justin Oglesby

Omar

Imagine waking up one day and going through something traumatic. The day before was just any normal day. And today, you find out that you've lost your arms, or that one of your parents passed on, or your best friend lost his ability to walk. What would you do? Would you realize how fragile life really is and realize that there's a one in 4 trillion chance of us even being here?

Our guests today realized how fragile life really is, and made a hard pivot from ball writing to building a seven figure agency. We're joined by Justin Oglesby, co-founder of conversionly.io, an agency that helps build and integrate a custom appointment setter team into your business. 

For those in my audience who don't know what an appointment setter is. It's basically someone who takes a lead or someone who shows interest in your business to someone you end up on a call with. Justin's broken this down into a science and has brought that conversion rate up to 42%. 

If you know me, you know i geek out about these little things. On a side note, Justin and I were actually at the same convention in Miami about a month ago called Scaling With Systems but unknowingly never met each other. The conversation we create on this episode, however, goes much deeper into purpose, passion, in the fragility of life. So come join us along for the ride.

Oglesby, right?

Justin Oglesby

Oglesby, right.

Omar  

Got it. Alright, Justin Oglesby, welcome to The Nomadic Executive man, super stoked to have you.

Justin Oglesby  

Yeah. Thanks for having me. I appreciate it. Thanks, Omar. 

Omar  

It's funny, I was just talking to you about this. But we were at the same event in Miami about two to three weeks back, Scaling With Systems. And I know my podcast audience has heard me talk about it a little bit. So it's funny that it's a full circle. And now I have a guest that was also there at the same time.

Justin Oglesby  

Such a cool event man like that. That event just being outside in Miami with like, over 200 people was I just thought it was super cool. The way they pulled it together.

Omar  

And different too. Definitely different than any other event I've been to.

Justin Oglesby  

Yeah, definitely different for sure.

Omar  

So why don't you give my audience a quick, I guess, a little elevator pitch of who you are, and what you do.

Justin Oglesby  

Elevator Pitch about who I am and what I do. My name is Justin Oglesby, co-founder of conversionly. In a nutshell, we help service based businesses who don't have a consistent way to generate appointments, wake up to a full sales calendar each and every single day.

Omar  

Super cool. I mean, I'm sure there's a lot of nuances that go into that and what your business does for other businesses. But I think it's a really cool idea. Because being in the service space industry myself for quite some time, I realized one of the biggest, most massive pain points that anyone really has is getting that meeting after they've got the lead, right? So I think it's incredible what you do. 

And we'll dive into that more in a minute. But what I want to do is I want to take it back here a little bit. I want to start off with who is Justin, right? I mean, from what I read about your story, this entire entrepreneur- like entrepreneurship journey started - started back around...what 2012 2013 after something crazy that happened in your life.

Justin Oglesby  

Right, exactly.

Omar  

Yeah. So... So what was that? I mean, I don't want to spoil it for my audience, even though I think there's a ton of value that my audience can get from it.

Justin Oglesby  

Sure, yeah. So I'll kind of just, I guess, start from the beginning. I used to rodeo and ride bulls growing through like middle school, high school and college. And then after college a little bit, I was decent at it. I wasn't like, like, awesome, or super good, or else I'd still be like riding, winning world titles and stuff. But...so I was kind of semi pro, I had a sponsor. They would pay like interviews and hotels and stuff like that. And I'd give him like a third of my winning. So that was cool. 

And then throughout that, so I kind of like kind of grew up with a single mom, we grew up in, like a single wide trailer, like that whole thing. So I knew I wanted to do a little bit more with my life. Because I didn't have a father. I didn't have, like, a stable family. So I wanted to provide that for my family. 

So I knew like I was the first person to go through college and get an undergraduate degree. I was the first person to get a master's degree. And so through that whole process, after I went to went, so I used to work in healthcare. So I went and got my masters in healthcare administration, it was sent to like an MBA for healthcare, right?

Omar

Right.

Justin Oglesby

So through that whole phase, that MBA, that masters of healthcare administration, essentially, in a nutshell, it's like how to run a business. And so I was going through that, and always I kept, I've been strong willed, and I've always, like, wanted to kind of figure stuff out. I've always been super inquisitive and asking questions, like, how does that tick? Or how does that work, right?

So after I went through that I, I was, you know, doing the whole corporate thing, you know, trying to work the ladder trying to, like really put in the time and then, you know, I was still super young. So it just wasn't, like happening as quickly as I wanted it to. 

Omar

Right. 

Justin Oglesby

So I'm just, you know, started to do a couple of side hustles. And then like something crazy happened. There were a couple of things in my life. One is I went on a mission trip over to India. Got super sick, and was able, luckily enough to get back to the States in like the nick of time, was in ICU for like three days. I almost passed away. 

And they had no idea what it was. This was the whole time like during Ebola, so they were trying to figure out like, what exotic disease did he get? Because all they heard was like, Dude went over to India came back and it's super sick and is on his deathbed. So they were trying to figure that out. Dude, I was in the hospital...

Omar  

Why did you... so, like what was the motivation behind going on a mission trip all the way across the world in the first place? Because a lot of the - a lot of my audience actually because we... This podcast is on the intersection between travel and business.

Justin Oglesby  

Right. Okay.

Omar  

And a lot of my audience always has motivations to go out and travel in the first place. What compelled you to go all the way across the world for a mission trip?

Justin Oglesby  

Yeah, great question. Me, personally, I'm a Christian, faith-based guy, like, that's, that's one of the huge values in my life. And you know, just growing up through a local church starting to be Minister for my pastor, being connected with a small group, getting in touch with a couple of guys that were really solid. And then just you know, in Christianity the whole goal in like, your plan God's plan for you is really to make disciples and to teach and share the good news with other people, right?

So that was the whole foundation of why we went out over into India on a mission trip one because our church they planted someone. But that was from our church over there to help plant other churches and so one we were going over the support them and then another we were walking, you know, through, you know, the streets and the slums and you know, sharing the good news of the gospel.

Omar

Left with good intentions then got sick at the end, had to come back.

Justin Oglesby  

Yeah, and they got sick and had to come back at the end. Yeah, that's it. Yeah. So actually finish out the whole trip. In the middle of the trip I started like, getting - started to get really sick. 

Omar

But you stayed until the end?

Justin Oglesby

Oh, yeah, absolutely. 

Omar

Ballsy, man. There we go. 

Justin Oglesby

Yeah, just stay till the end. Like ate all the food I wasn’t supposed to eat. Like, the over there, like you're not supposed to like, ask for ice, because the ice is made from local water. And anytime you go overseas, you're supposed to like only have bottled water with the cap hasn't been open, right?

Omar  

Especially in that part of the world, man for sure.

Justin Oglesby  

Right. Yeah. So I was like, Can I get a Diet Coke? And then like Diet Coke came with no ice and like in the States, you get ice with everything. So I was like, Hey, can I get a couple cubes of ice? And then they came over with a bucket with like, little tweezers. It was like bloop, bloop, bloop. Like three pieces of ice. I was like, No, just like pour the whole bucket in there. But anyway, that's gonna go down a rabbit hole there. 

Omar  

I get it. That's hilarious. Do you think the ice is what got you sick?

Justin Oglesby  

Dude no. So long story short, I was on my deathbed. Three days in ICU. They were like, hey, you're starting to develop pockets of infection. So they had to like, transfer me to a bigger hospital. And I had like these tubes injected inside me to help drain these pockets of infection. So I had like bags just like of stuff. Just like hanging out off of me on both sides. 

And then like about 21 days and 17 to 21 days in. There was some other guy that came in. He's like, we can't figure out what's going on. So he took all of my CT scans. And he like, turned it into like three dimensions. Right. And apparently my appendix had flipped over and was hiding, like behind another organ. And I had an appendicitis that ruptured. I had a ruptured appendix. That's what the whole thing was.

Omar  

So it was - it was an appendix issue. It wasn't like?

Justin Oglesby  

It had nothing to do with India. It was just like my appendix ruptured. And like one of your appendix ruptures it like, seeps into your abdominal cavity and like, spills all this poison. And that's why I was septic. That's why I started going in like… Essentially, your body starts, like shutting everything off and eventually die, right? 

Omar

Yeah. 

Justin Oglesby

So something that should have been caught, you know, on a CT scan and could have been like, a two hour, you know, surgery, and then you go home that night, turned into like this whole 30 day hospitalization thing.

Omar  

What was going through your mind when you were sitting there? You know, I think every man goes through something big in their life, whether something that gives them that motivation that drives something that makes them want to change their life, and everyone has some sort of different thing, right? I think a mentor of mine once told me you can't have radical change in your life without going through something radical, right? 

So you went through something pretty radical there. I mean, you must have had a million thoughts going through your mind when you were on that hospital bed. You were young, like, what was going on? And what, what do you think it eventually led to that boost of motivation, that drive that you have now?

Justin Oglesby  

Yeah, so I was super young. 22, 24. At that point, you know, like, every young man thinks they're invincible, right? Like me, like I used to freakin ride bulls, right? So I thought like, hey, nothing's gonna take you down, right? So, like, super confident, like, probably more confident and that I should have been at that stage in my life. 

But anyway, laying in the hospital bed, dude, one thing that I realized is that life is just so fragile. Like you can get your life taken away from you like that. Like walking down the stairs, walking down the sidewalk, driving to work. But like literally like, like snow skiing, like anything, like anything. Life is so fragile. And one thing that you know, I kind of realized as I was sitting in the hospital bed… I don’t know if you can see like, if you're listening to this podcast, I'm like five, nine and 170 pounds, I was 30 pounds lighter than I am now.

You can see all my ribs, you can see all of my like spine. And it's because I just sat there in that bed just like really didn't eat, and just watched the sun come up, watched the sun go down, watch the sun come up, like 30 days in a row, I just sat there in that bed. And it was, I'm not like a super emotional guy. And I probably there was one time about like, the 21st, 22nd day where I just broke down, dude.

Like it was, it was crazy, just to think that like, everything's out of your hands out of your control. And from that moment, I realized that, you know, you're put on this earth to make a difference, right? So that compared with, you know, the whole idea that I thought I was invincible, like, you're here on this earth to make a difference and to like, hopefully make other people's lives different, hopefully, right. 

So that whole, that whole situation was was kind of crazy. And then the next, the next kind of like revelation that I had was, as I was discharging me, I had a huge, huge surgery. And the one thing that they make you do before your discharge is walk up and down the hallway so that they know you can get around and you can like navigate, right? 

So I was so atrophied that I couldn't pull myself up. So what I had to do was walk down the hallway with these walk - like a walker, right? And I was out of breath, I was super tired, super fatigued, like it, like it... just like, just was difficult.  

And I remember walking down the hallway. And seeing all of these, like young people, older people, like whoever just heads down, like, in their phones, just like living life just. And I remember thinking like if they only knew, like how fragile their life was, like, the whole distraction of the world. 

And the whole, you know, just getting caught up in everything is is just crazy to me now that I had that perspective, it's really kind of motivated me into becoming a greater person, to getting up every single day grinding,

Omar  

Not only through business, but I would say like spiritually and mentally and all of that too, right? 

Justin Oglesby

Absolutely. 

Omar

And you bounce back in a hell of a way. I'll tell you that too!

Justin Oglesby  

Yeah, yeah. So that kind of gives, that kind of gave me the hunger and the fight in the will to do more. You know, instead of just working for somebody else I wanted to work for myself and build something cool and help people and help you know, people in their businesses help people in their personal lives and their spiritual lives, right? So that's, that's kind of what drives me. Like you said, that radical thing that happened in someone's, you know, life that I guess that's my moment.

Omar  

So what happened after that, like, after you fully recovered, or like some of the first few steps, I mean, in your mind, you're probably thinking, Okay, I want to make a difference. I want to do something big. What direction do I take it, you know? 

Justin Oglesby

So I…

Omar 

Yeah, I was gonna say everyone is lost at some point where they're going to, they have like, this giant thing ahead of them, and they want to, they want to make sure they do something, but just don't know where the hell to start, you know, so like, what what did you do?

Justin Oglesby  

Yeah, so at that point, I hadn't gone to my master's program yet. So I was like, you know, what, I need to further educate. Like, everyone else who got caught up in the college space, right? It's like, I need a further education. I don't need like, I need a bigger degree, right? 

So I went and got my master's, which without my master's, I don't think I would have learned the skill of forever be a student, right? Because I thought like, okay, go through high school, you get a college degree. Okay, cool. That's it, you kind of work now. like going back and get my masters I kind of learned that you're continually educating yourself, and continually being a student on you know, whatever your practices. 

So, going through that, like I said earlier, that really kind of walked me through what it takes to own a business. So I got my master's degree continue to work in like the corporate, you know, and then had like a side hustle. So I used to rodeo and ride bulls, so I started a T-shirt company and a hat company. And so it was called bull box apparel. And then we just sold a bunch of T-shirts and hats. And from that I learned how to do website design. I learned how to run my own ads. 

And then from there, a lot of my business owner friends from church started seeing how successful I was doing. They were like, Hey, man, I need some money. I don't know anyone that can do this social media like advertising thing. I just need to like, fill my pipeline of people and talk to more people. Can you help me do that? I was like, yeah, that's fine. 

And so the first guy, it was like a dirt car lot, and I was helping him generate leads for used car dealerships. And he paid me like 500 bucks a month. And I was like, dang, dude. Like, if I could get like, 10 of these guys, I'm gonna be like, rich.

Omar

I know that feeling. 

Justin Oglesby

Yeah, right? And so I was like, Okay, cool. And so I quickly realized that the profit margins on the apparel company were like, 20 to 30%.

Omar

Right. 

Justin Oglesby

Profit margins on the marketing company were like, 80%. So that kind of clicked in my mind. I was like, Okay, cool. I only have, you know, eight hours or 16 hours a day to be able to be productive, I'm going to focus on what can make me the most money, profit margin-wise. So that's when I really started doing the - the marketing side stuff. 

So from there, I started a company called BullBox Marketing. And then essentially, what we did was we did, it was a done-for-you, digital marketing, lead generation agency that helped, you know, local businesses, generate more leads and fill their pipelines.

Omar  

Right, just simply through Facebook ads and standard digital marketing agency, right?

Justin Oglesby  

Right, yeah. Yeah.

Omar  

It's funny, like, I think a lot of people in service-based businesses start off exactly in that realm, right, running Facebook ads for some sort of local or small businesses or something, until they eventually realized what you and I have probably realized, at this point that there are bigger and better ventures out there to go towards, right. So how long did BullBox Marketing last for you?

Justin Oglesby  

So that lasted. So like, so that became, quickly a side hustle turned into a full time hustle. And then I left like the, you know, the full time job and then started doing that on my own.

Omar  

Isn’t it just a great feeling when you first leave your full-time job?

Justin Oglesby  

It is.  It is man. It's like you're not, you don't have to fill out a form and request time off during Christmas. And yeah, you just, it's…. Yeah, it's amazing.

But on the flip side, like you're your own boss, and if you don't, you know, rise when you're supposed to rise and do what you're supposed to do, then the money's not gonna come in.

Omar  

Right? Funny, you mentioned that like, this is not a debate, I would say more like a friendly thing that I speak a lot about my friends that aren't entrepreneurs. And it's just like that middle ground of: Hey, in the beginning, when you're an entrepreneur, everything, like, you own everything, it's yours. But that also means you're putting like 12 to 18 hour days, every single day in the beginning, right? Especially when you're trying to take a business off the ground. 

So how much do you actually want to be your own man and own your own business versus like working for somebody else and comfort for the rest of your life, right? And to people like you and I, I'm sure that we would much rather be doing the entrepreneurship thing than working busy working for somebody else. But there are people out there that, I would never judge them, that like the other, right? So I think there's a balance. And one thing is for sure that anyone that's listening to this podcast definitely wants to be an entrepreneur, like you and I.

Justin Oglesby  

So yeah, yeah. One thing that I would say is, if like, if you're not an entrepreneur, and you're, you're wanting to get there, like the the way that as you were saying that I was just had this thought in my head that, you know, as you start to become your own boss, you're putting on a way bigger hat, right?

So you just make sure that you can wear that hat, right, because you're probably going to wear all of the hats at the beginning, until you can start delegating, and then you know, obviously, then you start losing a little bit of profit margins. But that's just how you scale right? Just delegating your time out to other people.

Omar  

So what was your weakness in the beginning as an entrepreneur, right? Because some people have a weakness of like, I know, this is pretty common. They're just really don't want to delegate to anybody and keep all the profit margins to themselves. Other people have the weakness of like not being structured or organized enough to be able to run a business. 

Other people like it, there's different weaknesses and different failure points, I guess you could say that every entrepreneur has, when they first start, like, thinking back to when you first started, your side hustle, even like what do you think was one of those big pain points for you?

Justin Oglesby  

I think I over-analyze everything and try to put my thumb on as much as I could like everything, you know, and then I was really slow to delegate. So my marketing agency, I would get up to around 15, 18k. And then it would drop because I would be doing all the sales calls I'd be doing on a lead generation, I'd be doing all the fulfillment, I'd be doing all the emails, I'd be doing all the ads, I was doing everything. 

And so I would do a big push to get new clients and then I would not fulfill like I should have, and I would lose a couple of clients or they would dip back down and then I'd do another big push like it was just like a yo-yo, you know?

I got up to about 20 to 30k by myself without even a virtual assistant. Right? And what I found was that I kept doing the yo yo thing and I was like dude I can't do this like, like, yeah, it's it's good money, but like, like, at what point do I want to wake up at, you know, 5am and go to sleep at 11pm? Or I want to do that for the rest of my life like, No, absolutely not.

Omar  

what made you push through that then?

Justin Oglesby  

The money and it was just like, dude, I was paying off my student loans, I was paying off my car paid off my wife's car starting to pay off like a lot of the house. You know, it was just, you know, the whole, you know, get out of debt thing. That was really what pushed me.

Omar  

That’s good. It made you realize that you wanted to delegate things then.

Justin Oglesby  

Exactly, exactly. And so I started with a virtual assistant, you kno. She was doing a lot of outbound prospecting. And then, you know, kind of did some SLPs on ad, you know, generation or advertisements for our clients, you know, fulfillment side. And then from there, I quickly realized that now this we're going to start now to kind of transition into conversionly.

Omar  

Before you do, I got one, left field, little story here that I want to throw in from you. Absolutely. I read this online. Naturally, I do my research and everyone that I bring on this podcast and you’re no different.

I saw or I read that someone that you knew that used to bull ride with you got into some sort of accident. 

Justin Oglesby

Hmm, yeah. 

Omar

So... And I'm hoping it's not the bull that’s on the background of your picture there. 

Justin Oglesby

No, that’s Greg. That’s Greg.

Omar

That’s Greg the Bull?

Justin Oglesby  

Greg’s just a show bull He's not a rodeo bull.

Omar  

But yeah, like that story, man. It kind of breaks my heart what happened with them like, and I'm guessing that had to do a lot with a realization that you don't want to be doing what you were doing before for the rest of your life, either. So could you touch on that? Just briefly, you don't have to go into too deep if you don't want to.

Justin Oglesby  

Yeah, so no, no, that's totally fine. You know, that's part of my story, part of my journey, right? So actually, me - So, my best friend, his name’s Chad, he used to -  we used to rodeo. And we were traveling partners, we grew up in the same town, or we were from the same town. 

And we would, you know, travel to all these bullrides together. And actually, the same time I was in the hospital, he was in the hospital. When I had that whole thing happened. He was at a, you know, a rodeo, and just the slightest little thing happened, that happens all the time. 

Like he used to ride with a helmet, and the ball like barely, like, as he was coming off, you know, he kind of like, hit the bull's horn, just a little bit wasn't like anything like, like, he didn't like slam his head down, or like crank his neck back or anything like that, but just like, grazed him just gently. And it must have been just the way that he hit, he immediately was paralyzed from the neck down. And he has been ever since. 

Omar  

I'm just in shock that that kind of stuff.

Justin Oglesby  

Yeah. So that happened to me, I was in the hospital, that whole life changing event. And then like him going through what he went through, kind of made me realize, like, those two things. You know, were a huge impact on my life at that point, and made me realize how fragile life is, and and how much, you know, we take for granted in life. 

Omar  

Yeah, I really think everything happens for a reason. And God has a plan at the end of the day, you know, so maybe, and not to turn this podcast, spiritual or anything. But I am a strong proponent behind spirituality, especially as entrepreneur and I think little moments like this have been kind of in our life to wake us up from what we were doing before and push us in any direction, whatever way they come. 

Some people obviously have it harder and some people have it easier when it comes around. But whatever moments like that actually happen, I think no one should ever sweep it under the rug. And they should take it for what it is and understand it and learn from it and try to become the new person they were meant to be after that, right? 

Like I said, something you going or having something as traumatic as that happened to you. And then for me, it wasn’t as traumatic for what happened to me but I did have a significant moment in my life as well. I think we can both think back and look at those moments and realize that okay, I don't want to be like that ever again. I don't want to be stuck in that same thing where I don't want to continue doing what I was doing. I think I'm aiming for something bigger. I think I can make a bigger impact. 

And then that little conversion there that little point of no return when you go past it really makes you into who you are today. And - and I'm not saying in any way that your best friend becoming a better paraplegic was a sign for you oranything, man that just sucks. And my heart goes out to him. And that's really horrible. You know, but I think it's something that can be taken as a sign. Right, so...

Justin Oglesby  

Hundred percent, man, I think everybody goes through their own journey. And things happen. things do happen for a reason, right? I'm definitely a spiritual guy. No, again, I don't want - Sorry, I'm making anybody feel uncomfortable as always that one God guy, but I do think that, uh, you know, things do happen for a reason. And if I didn't even have a near life death experience if my buddy did, if he didn't, if he wasn't paralyzed, you know, in his rodeo accident, I don't think so. I actually rode a couple times after that. 

But I remember one of the last times I got on I was, you know, tying my hand, you know, in the bull rope, you know, in the chute, right. Like, before, I was like nodding to let the bull out. I remember tying my hand in and I was like, Dude, what am I doing? Like, I'm tying my hand on the back of a frickin bull. Like, how stupid is that? 

And I'm not like, at an event where I can win millions of dollars, you know what I mean? Right. So, at that point in time, like, with everything that happened in that realization kind of changed the trajectory of my life. Like, if that didn't happen, I could be, you know, going up and down the road, you know, trying to make it as an amateur bull rider making $40 - $60,000 a year, you know, but I think, you know, things do happen for a reason. And that obviously takes you to the path that you're supposed to be on. 

Omar  

Absolutely. That's really good to hear. I think that's a fantastic lesson for my audience there. Thanks for sharing that. Absolutely. Yeah. Now, let's go back up to conversionly here. So how did you start this idea? I think it's a great idea. And explain the idea a little bit too, for my audience.

Justin Oglesby  

Yeah, so the idea of conversion really is, you know, in a nutshell, it's easy to get leads lead generation, it's not that hard, dirty, little secret, if you know what you're doing, right, as long as you have a good offer. Once you have a good hook, you know how to target your audience, you can generate leads, right? 

Now, where it kind of gets a little tricky. And where the rubber hits the road is turning those leads into booked appointments, i.e. having a meaningful conversation or sales conversation, so they convert that lead, that appointment into a closed deal, or revenue. 

Omar

Right, 

Justin Oglesby

Right. So the idea behind conversion really is helping you turn more of those leads, if you have them. If you don't have them, we can help you with your lead generation, you know, help coach and consult you. But turning more of those leads into appointments, so that you can fill your calendar with more opportunities. Because you think about it, the more bats you have, the more chances you have to hit a home run, the more appointments you have, the more sales calls you're going to have, the more sales calls you're going to have, the more deals you're going to win, the more money you're going to bring in the more revenue. 

Assuming that the conversion rates are, you know, strong on each of those steps, it really becomes a numbers game, if you think about it. The more leads you can bring in, the more appointments you can have the more sales you can make more revenue you make. 

Omar  

So a man with your expertise. And I guess we can go down the pipeline here, I'm sure you have, like some applicable advice for each of these different pieces of the pipeline. Starting off with like generating leads in the first place, what would you recommend?

Justin Oglesby  

So I would recommend kind of backing up. Putting yourself into the shoes of your prospect who is your.... Like, one, think about who your ideal prospect is and who your ideal client is. And think about what problems they're facing, what issues they're having, and what challenges they're currently addressing, and where they want to be.  What transformation are they looking for? And then think about how you can help them. 

And then once you have your offer, and you have a product market fit, then what you do is you try to figure out what what valuable information can I give to them, that what that they are looking for to take them toward that transformation that leads up to my offer?

Omar  

Right.

Justin Oglesby  

And so this could be like five things, this would be one thing, this could be 10 things, right? And then you test and figure out which one converts the best. And then you have a lead generation tactic.

Omar  

What's the mechanism that you're using for that lead generation or let's say hypothetically speaking, I was your client, what kind of measure you recommend?

Justin Oglesby  

So the the way that I like to think about it is obviously you know, with COVID, and everything makes it hard to get out there in person. So everything that we tried to do is digital. So using, you know, digital ads like Facebook, Instagram, YouTube, LinkedIn, right? 

Putting out a message out there that intrigues them that addresses their their pain, addresses their challenges and kind of walks them through a path of where they could be and then giving them some type of valuable information like a training or a PDF guide or something in return for their information. 

Omar

So like a lead magnet.

Justin Oglesby

A lead magnet right and then, once - once they have that information, funnel them into like a booked appointment with you or have an appointment setter, this is what we use it works really, really well have an appointment setter reach out to them immediately. Like when the iron is hot. When they're right on the top of your  -you're right on the top of their mind, right, reaching out to them asking them a handful questions, see if they're qualified then booking the call.

Omar  

So how in depth should a person be asking questions where when is qualification twice? Like? How does one go through the qualification process with a prospect? 

Justin Oglesby  

Okay, so this is what we have found, that works the best. So we over the past three years have split tested everything that you can think about under the sun. Zach Williams, my business partner, he's a co-founder of conversion. He's like the mad scientist, like pulling all the levers and the gears and like testing everything. 

So we started at a 20% conversion rate from lead to booked appointment 20% looked at like Harvard Business Review studies and like analyzed over 29,000 leads that our clients have put through their funnels, and we've kind of like, helped them along the way to optimize. 

We have split tested everything that you can think about under the sun, it's got it all the way up to a 42% booking rate from lead to booked appointment, the biggest thing that we have found is to having meaningful conversation with a real life human being. It's 2021, like people understand, like the automations people understand like that, you know, as soon as someone comes through that it's probably not a real life person, right? 

So if you can get someone on the phone, whenever they do give you whatever, you know, value proposition or information that they give you email phone number, you know, whatever it is, if you can reach out to them within like three to five minutes, and somehow get the phone number if you don't have it. Or if you have their phone number, give them a call. 

Have a conversation with someone who has a really good accent, they speaks English really well and can have an educated conversation about what offer you're offering, where product to service. If you can have a conversation, that is what takes it to be from a 20% booking rate to around a 42% booking rate, right?

So once you're I think your question was, you know how like how, how in depth you would go into the questions and the qualification, it really just determines or really just depends on how in depth you want to be, where your industry is, I get how qualified you need them to be.

Omar  

I get it. And I'm guessing with that conversation as well, it would increase the conversion rate down the road too, because at the end of that conversation they probably know like, they can trust you. 

Justin Oblesby

Absolutely, yep. Now after you've given them some type of value, after they've had a conversation with someone on your team, and then they’re a lot more warmer than just someone who just books a calendar on your appointment not to say that doesn't work. But what we have found is using someone to kind of pre qualifying pre warm them up before they book an appointment. Is...is where you see the most booked appointments. 

Omar

That makes a lot of sense. So going down that pipeline, then let's say they have the appointment now. And they're sitting down to having that meaningful conversation with a sales close at the end of it. Do you have any tips when it comes to for example, converting the booked appointments into actual business?

Justin Oglesby  

Yeah, so that that goes into a lot of sales strategies. Alright, one big thing is that the prospect whoever they're going to come into that call with some type of limiting belief, right? And you need to find out on the sales call as quickly as possible a couple of things. 

One, you need to figure out like, why they're there, what their problem is, what their biggest challenges are. And then like future pace them to where they want to be, like, get them talking about it, get them to verbalize it, right? And then you really want to quickly try to figure out what their limiting beliefs are. 

And then get them to squash their limiting beliefs through conversation and through questions. And then once they squash those limiting beliefs, then you've kind of walked them through, like what you do, what you offer, and how it's different from everyone else, and how you're going to give them the best results that they're looking for. They're going to go from point A to point B in as little time and as little resources as possible.

Omar  

Right. Makes a lot of sense. That's good. It seems like you have a pretty solid handle down on each side of the pipeline and each point of it. I mean, you've been doing this for quite some time too, so what does conversionly bring onto the table within that pipeline, exactly?

Justin Oglesby  

Great question. So essentially, we do three things really, really well. And this is what we call like the three steps to having you know, people walk like people waking up to a packed full calendar each and every single day. So one lead generation. If you don't have your lead generation figured out, we can help coach and consult you. We've been doing it for over 300 plus clients.

We're going to help coach and consult. We don't do it for you but we're going to show you how it Everything should be set up. So that you can generate as many leads as possible for the lowest amount of money as possible, right? So that that covers, you know, outbound prospecting, and then also paid media. 

Now, the second thing is lead a closed system is what we call it, these are a series of steps that are proven to maximize the lead to book the appointment ratio, right? That conversion rate from lead to booked appointment. So what we’re going to do is - 

Omar  

I was just gonna ask, Are you open to telling us what those steps are?

Justin Oglesby  

Yeah, so I just kind of walked you through a couple of them. Like whenever a lead comes in, you call within like three to five minutes, okay? You make sure you call at least six… six times. Golden Nugget here, we do what we call a three step bulldog call. So we call they don't answer we hang up, we call right back. And they don't answer we hang up, we call right back. That's three costs. 

Omar

Right.

Justin Oglesby

Once we implement it, so we were doing two calls, once we implemented a third call, we saw the, the pickup rate on the first like attempt increase by like 82%. Not like on the first call, but like on that first, like bunt, like batch of calls that first day increased by like, 82%. Yeah...

Omar  

I wonder what the science behind that is, is just more touch points? And somebody means more conversions, more follow ups, probably?

Justin Oglesby

On the bulldog call?

Omar

On the bulldog call.

Justin Oglesby  

So on the bulldog call, if you think about it, like if someone calls you and you don't recognize the number, you're like, No, I'm not gonna answer that. If someone calls you again, like, Okay, this is just trying to get me on the phone. And if someone calls you a third time was like, oh, like, what the frick? This is, this must be important. Like you pick it up. Sometimes there's a little hostility there. 

But you just kind of like just quickly iron through that hostility and say, Hey, man, I just saw that you were interested in XYZ. I just saw you submitted your information. I'm just calling really quickly to ask a question. Oh, yeah, just actually, just like two minutes ago, I put in my information, right?

Omar  

If they've gotten to that point, that they're probably warm enough to be able to, you speak to them after that and be like, oh, okay, like, I just did that myself. So all here with this guy, and I'm say, I get that. That's interesting. 

So your appointment setter is basically making these calls for or correct for the company. And then they're trying to take it from that point to a booked appointment, which is a sales call. Great. Interesting. That's really cool. I think it's a really good business idea.

So yeah, what kind of case studies or examples have you had like, what if you could think back to one just really successful moment with it?

Justin Oglesby  

So we have an insurance broker. He is a federal healthcare insurance insurance broker. He went from $3 million in assets to $12 million per year. And just a couple months of working with us. That's one guy. Another guy, I think he, he owns a roofing company, he started working with us increase his monthly revenue by 27%. Within the first, I think, month or two.

Omar  

That's awesome. So where can people find this amazing service here?

Justin Oglesby  

Yeah, so what I've done is actually actually put together a training for all of your listeners, you can find that at official appointments dot com. So official appointments, just how it's normally spelled O-F-F-I-CI-A-L-A-P-P-O-I-N-T-M-E-N-T-S, appointments dot com. 

So in that, in that training, I'm going to walk you guys through exactly what you need to do to build your own booked appointment machine. So how to turn leads into appointments, best practices on managing your pipeline, how to increase your conversion rates, and how to optimize your show ups on the sales calls.

Omar  

Right? That's a really easy link to remember to but I'll be sure to put that in the show notes official appointments.com. Cool. So I want to end this podcast with one final question here right.

Now everyone who comes on my show, has answered this question in one form or another and I've had big names, small names and everything in between: Dan Lok, Iman Gadzhi, all the way down to like your average traveller backpacking around the world, right? They've all answered this question. And I'm curious an ex-bull rider what they're going to answer to it.

Justin Oglesby  

Oh, boy, here we go.

Omar  

So if you had a billboard in space, and everyone on planet Earth could see that billboard every time the sun rose, and then every time the sunset, the billboard went away, you could write on that billboard, a few lines that everyone on planet earth in a universal language could read. What would you write?

Justin Oglesby  

Oh, let's see. God loves. I want to go spiritual, because that's, that's the number one thing my life.

Omar  

No, I mean it’s my podcast. By all means. Yeah, but explain why. That's what we like.

Justin Oglesby  

I mean, you know, business life, relationships. All that's cool. But I feel in my spirituality and it's hard to be the God guy again. But I feel the most important thing that we are called to do is to spread the gospel of Jesus Christ and to share the good news with other people. 

Because, you know, God came, Jesus Christ came down to die for our sins. And we want to spread that good news to as many people as possible. If I had a billboard that everyone in the world could see that I mean, why would I not spread that that good news?

Because at the end of the day, like business is going to go away, relationships are going to go away, your wife, your husband, your kids, like we're all gonna have eternal glory in in heaven. And if I can reach as many people with that message as possible, that's what I would want to do.

Omar  

Makes a lot of sense, man. I appreciate you sharing that with us, Justin. Absolutely. And thanks so much for coming on today, man. It was an absolute pleasure having you on.

Justin Oglesby  

Yeah, thanks for having me. I appreciate it. It was fun.

Omar  

What a great episode with Justin. I hope you were able to gain some inspiration and realize it's never too late to get started going after what you want. 

For those that have made it this far in the episode, I wanted to share a new life changing book I've been reading lately. It's called The Slight Edge. And at its core, it talks about how success is a culmination of small actions you take consistently every single day. But the book itself is so much more than that. 

So be sure to give it a read if you're lacking or stumbling around in any aspect of your life, whether it's finances, health, relationships, or really anything else.