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1 NOTICE: Anyone who distributes illegal copies of the Kallzu course, or uses our trademarked/copyrighted text and/or images without permission will be reported to their billing and/or hosting company, and any other related companies for account closure. We will follow with a federal copyright infringement lawsuit in accordance with the Digital Millennium Copyright Act (DMCA). We actively protect our courses and have pursued those who have infringed on our intellectual property. All rights are reserved. This ebook has made every effort for accuracy in the information provided but there is no liability in what the individual decides to do with the shared content. The success of any business is the result of action being taken by an individual and results will vary. We do not guarantee success or income that could be generated by utilizing these systems. The results are dependent upon strategies used, work ethic, time commitment, and many other variables that we have no control over. Please conduct your own due diligence regarding the safe operation of your business and by continuing to read this course you agree that we do not have any responsibility regarding that. Kallzu.com Copyright 2012 All Rights Reserved. 1 page

2 This is the second Pay per Call Coaching Program. This is what we re going to be going over. We re going to be diving in deep and we re going to be looking at examples of On Page SEO. We re really going to talk about, throughout the entire phone call here, really looking at scaling your business and getting into that mindset of scaling as quickly as possible. We re going to look at SILO structure, a single SILO structure. We re going to be looking at On Page inner linking for Page one rankings, how to add content to your site. And of course, answering all your questions I am going to start to break this example down further. This is one of the sites for Mobile Mechanic Pros. We are looking at We will talk about some of the unique features of it. We purchased a lot of these, at least almost a hundred of these domains. All of them but just a few, about 3% or 4% of them did not rank on page 1. All of the rest of them ranked on page 1 and they are exact match domains. We are going to analyze why that is, because that really helps you speed the market place. The faster you can get up the market place, the faster you can get people in front of your site, the faster you get phone calls, and you are going to be able to really scale this business. That s really what it s about at the end of the day. It s about a numbers game. If what works in one city, then you just scale that thing out to as many cities as you can. So, we are always looking for ways to streamline our process. We re not 2 page

3 perfect data and there s always room for improvement. Let s go ahead and take a look at what s unique about, at least what we think is working and these are the reasons why we think it is. In order to scale this out, when we first started doing this, we ran into the assumption that we have to have original content on each and every one of our local sites. And it really became time-consuming. Having to rewrite this page uniquely for 25, 50 to hundred different cities. It was the stopping point and it became very expensive, frankly. And writers would be complaining on running out of ideas on how to rewrite it and even if you distribute it to 10 writers. It just became a really big pain. I start thinking to myself, what if we just had one original content and just swipe out the city name and we gave really strong geo targeted indicators and we tested it out and it worked. Now it s part of our regular business model. This front page on here is the same in all cities. The only difference is the city name and the phone number. All throughout the article, we just switch these two things out. That s one major difference in the article. Other than that, the words are identical. The other thing that we are going to look at in detail in the backend is the three photos on the homepage. The three photos are not swiped out from Google images. We 3 page

4 purchased those and noticed that those are small. It s 6 bucks a piece. If you will over on the photos, you can see that we have geo-targeted the photos and we have also made a citation on the photo as well. And then in the caption located at the bottom of the photo, we have put some keywords in there So right there, we have geo-target this place the city name, the phone number and then the photos that are on there to a specific address and a city. Now, we go a little bit of step further, down below here.. 4 page

5 We put the citation (the company name, full address, and the phone number). An important note though is to be consistent with the information on the address. If you used Ave, stick with it. Do not use Avenue in some of the other areas. It should be exactly the same way everywhere you put it. And then we add in the other cities. This is just to let Google know that not only we are in Austin, TX but these are the areas that we service. The zip codes are included as well. I have also created them out because I really don t want to drive attention to it from the end-users. I m strictly drawing attention to it for the Bots. But I don t want the Bots to think that I m trying to pull fast towards them or anything like that. We ll take the zip code from the address and then we come up here, just put the zip code in, we put 30 miles for the Radius for we think it s reasonable but that s under your own discretion if you want to do more or less. We re going to select as follows: include cities and state abbreviations in results; and include zip codes in results and then you can click on the submit button at the very bottom of the page. 5 page

6 It just listed it all out here. We have got all the city names and the zip codes. Those of you who have been in the local market for a while know this. This makes a huge difference. There s very few other sites, (depends on page 1 results), normally, there s very few sites in a majority of niches where they offer this. Over time, you ll end up ranking for this and a lot of times that s what people do. They ll do mobile mechanic and the zip code or mobile mechanic plus their specific city name, so you can really start to pick up a lot of extra things plus really geo-targets your site and so, in our opinion, it makes the fact that the content is the same all across a bunch of other sites, this really brings it home. This is most definitely a site that belongs to and that s relevant to anybody in Austin, TX or in the surrounding areas. We just simply copy and paste the results into the bottom of the site and we re good to go right there. So, these are the key factors here with the homepage. We ve got exactly the same contents but we re switching out the city name and the phone number. This is a huge huge time-saver. Just imagine even putting up 25 of these sites in 25 cities and having to write and even paying somebody to write this out. And we re all tagging the pictures. We ve got our citations in the homepage. We re going to take a look at the backend and we re going to take a look at the alt tags, how we do those? And then, in our H1, H2, and H3 tags. 6 page

7 These are my main keywords. This is a very thin site. It s not intended to rank for a whole lot of keywords. It s just really intended to rank for anything that has to do with somebody who s looking for a mobile mechanic, where they type in mobile auto mechanic or mobile auto repair plus the city name. That s really all this is to do. I ve got the keyword in order from highest to lowest search. That s the order of priority. So my highest search volume was mobile mechanic that s why we got mobile mechanic in the url so this is going to be H1 tag. It s simple highlighting it and setting it to Heading 1. And then our second most search term is going to be H2 tag. 7 page

8 This is the H3 tag with the third keyword. So it s pretty straightforward right there. Again, H1 tag is going to be the most searched term that I m trying to rank for. H2 is the second most searched term and H3 tag is the third most searched term. Let s take a look at the pictures here. this. A new window will appear, see the next page, so you will have an idea how we did 8 page

9 Again on the photos, I would really encourage you to spend the $5, $6 pr $7 to just get the rights to it when you re going to have this on page 1 or plastered all over the places. Do no swipe it from a free area or authorized area. There may be sources out there for royalty free pictures if there are please post it in the comments section. And we will make it available to all the members. So all we do is the Title where we put in our citation. Citation is the company name, company address and the phone number. So that when somebody hovers on the photo, the citation is going to pop-up. So Google knows (because Google can t see the pictures). They go by the title. And then the Alternate text, I just put in the company name with one of my keywords. Then the caption for the bottom is the last. This way, Google can read this and they know where this belongs. This would be one of the photos that would end up getting sucked in by Google places. We don t do those but what happens is that if Google decides (and it happens many many times), we don t apply for the Google places, we don t do anything with it but because we optimize this so well that 9 page

10 Google polls on these pictures and creates us a Google places. It s all about scale and scaling out and being in all these places as much possible. Then I always make sure in All in One SEO Pack. Just one other note to those that are not familiar with Wordpress, if you will go to the homepage, there s no reason the keep the word homepage in the homepage. No one wants to rank for home. To do this, just go in to settings and then on to the reading section where you can to set it to A static page. Select from the drop down menu, afterwards. For the permalink, I do /%postname%/ which we will discussed further. Another important note: when you build your site, commit to either using www or non-www. It should be always consistent. 10 page

11 Q & A Part I 1. What are you using to manage all of the logins/websites/phone number etc. 500 sites is a lot of data? Yes, it s a lot of data. There is no system that we purchase to do that, we re just doing it through excel sheets, shared folders through dropbox and skype groups and have them all start and end at the same time and I ll have different access to dropbox folders. We have got a team who s in charge with the mobile mechanic pros and we got all the master logins for the various sites. That s how we do it. 2. Are you worried about Google identifying your duplicate and same templates and devalue or de-indexing them? I was. This is basically how it evolved. We started out with different templates and completely different content and that took forever to scale this thing out. And again, I m after scale. I want to get this thing out and our goal is 5,000 running, operating and money-producing sites by the end of the year. You can t do that, in my opinion, if you re going to find different templates. So we kind of took a little bit of a risk, we ll do the same template but we re going to do original content and it worked out fine. Then, we took it one more step, because we could really go and streamline this thing faster, it s all about scalability. How fast you can go to scale these things up. If we got a site as easy to rank for and we can get one up but we spent a week doing it with 30 man hours to do it, that s not very efficient to me. Then we took the next leap by taking the content all the same and its working just fine. 3. Do you pick smaller cities first to get sites ranked and then pick larger cities with successful campaigns? I would say, if you re starting out, get something up to page 1. And that s going to be easier on a smaller city for sure. 4. How much are your mobile mechanic site making right now and how much do you realistically project to make once all your sites are up and running and all leads have buyers? I don t want to reveal too much on those. Let s just say this, it s extremely profitable. 5. If it makes sense, it s like a franchise? Dominos Pizza has probably the same corporate site for each store in each city, massive duplicate content? Exactly! Domino s Pizza and all those other places have massive duplicate content than I do on these sites. But you will find out that (in my sites) not all pages are duplicate content. 6. Do you put hours of operation on these sites? I currently don t, right now, on the majority of these sites. But there are some that we do. 11 page

12 7. When you say grayed out, you simply mean just use a really light shade of gray? That s easy! And that way you are not appearing to Google that you are trying to be tricky, right? Yes, just a light shade of gray and you can change the font text to a different color. I just want Google to see it that way, I just want it to be the emphasis of the page, particularly because it s the homepage and people do land on it. 8. Would Google think that it is keyword stuffing? What I am sharing with you, it s not just there in the mobile mechanic pros. We re doing it in a lot of niches and it is working. So Google must not think it is otherwise, it wouldn t work for us. 9. Is it a theme that you have just created? Is it possible to gain access? The theme that I have in the mobile mechanic sites is in the member s area under the module for websites and I threw in 20 more different themes on there. And the theme is an optimized theme. 10. What is the url that generates zip codes? The url is How much direction do you need to give to your writers? With any outsourcers, I think there s a kind of a myth out there, that you can just hand over like a course and your writers watch it. I tried that and I wasn t successful at it and the reason was, I believe, is that when you have outsourcers and you have writers and stuff like that, that s a different skill level and that level is a management skill level and I didn t have that. I m not saying I am good at it now but it s something that I definitely improved on and scraped my knees on quite a few times. If you re going to hire outsourcers which I highly recommend but remember, at that point, you need to put on your management cap and you re creating systems and environment for other people to be creative and working and thriving. You want to have clear checks and balances and very clear objectives about what their jobs are and the daily tasks are so that they know what they are reaching for and what they are trying to obtain and rewards some place for stuff like that. With regard to direction, I give them as much direction as I possibly can so that they re clear as to what the job and tasks are and how it needs to be done. Some of the writers that I have a little bit better skills like persuasive writing which is really hard to find and then I did give some training to them. I have somebody who writes the scripts for our videos and I have a team manager who looks them over. 12. For addresses on your lead gen site, do you use virtual offices or do you use your clients addresses? Do you need to indicate the address on the site if clients do not go to place of business, for example, contractors? It depends. This is how I would break this down. We like to use virtual addresses and there is a training module on that on how I go about finding those. There is going to be a bit of a challenge there when it comes to 12 page

13 the point that you have got a client, to where all their business, people drive to go to. At that point, what I would suggest you do is actually take the physical address with a photo. Google can t read the photo but people will look at it and you d make the photo look like part of the website and that s how I would get around that. Now, if it becomes a long term client or long term relationship, I would probably look at maybe changing that on your site or just keeping the photo there and just keeping your geotarget very lightly grayed out so there s no confusion. That s how I would handle that. However, is it possible to do this and just put a city name and a state? We have not tested it out but it is one of those things that we are definitely going to throw into and test some time. For right now, I believe that it is important to have the address in there. 13. What size do you recommend for your photos? I don t have an exact size. I guess one that kind of looks right to the eye. 14. Some SEO gurus say don t use Google webmaster tool and analytics, do you use them in all of your sites? There is a huge debate out there but I am not just going to get in the middle of it. Yes, we use Google webmaster tool and analytics but we have not had any issues with it. We actually find the data very helpful. 15. Do we have to worry about Google finding out about the duplicate contents, blog network, backlinks, etc..? No, I don t. We re testing it out and we ve been doing it for a while and it works. Not only it is working for our own little vacuum but I could make a pretty decent argument that it s working for a lot of other people like the franchise model for example. For blog networks and backlinks, blog networks are my favorite backlinks of all time. They ve always worked and they always will work. There are some public blog networks that I use and then I have my own private one which is super powerful. I don t need a whole lot of backlinks from those which are local markets anyways. I use them but I do get into diversity. 16. Is there a cheap way to address the virtual offices cost around $50 to $75 per month? I do not buy the virtual addresses. I am not spending any money on the virtual addresses. 17. Do you include the citation in the title of all images on the same page? Yes, I do. 18. When will we get to how you present the offer to a client? What do you actually say to a client? How does the conversation with the sales people go? It is very easy. I got people here that actually do it. I pay them 30% commission and they manage the account but it is a really straightforward easy sale. If you are actually speaking to the client, what s nice about it is that there is zero risk, we are taking on all the risks. We 13 page

14 can also show them proofs. We can show them past call volumes. It is really a matter of negotiating what their price per call is going to be and that they still have reservations, they don t think that it s just a totally killer deal. Then, we say, look, we re agreed on this price, we ve agreed that this is going to work out and this number of seconds is going to be a qualified call and it ll be great on all of that. So if the clients are serious about it, we ll run the first 7 days and if after the first 7 days and that they are not 100% satisfied, they don t even have to pay the bill and we ll just part ways as friends. So it s completely risk free to the clients. And there is really no reason someone should say no to that and you should really, at that point, shut up and let the client talk. You re not selling a future or a promise, you re really just selling a guarantee. Page 1 is usually around 500 to 700 words. We did the alt tag with the photos. We ll go about the service area, the contact us, and the disclaimer area. All these things are really important by the way. 14 page

15 Disclaimer Section Google has been very clear that they want Disclaimers. They want to best experience for the end-users and they want a site that s run like a business and a business would have disclaimers on their website. What I have noticed is that when we go into Google webmaster to check what sites have been indexed, one thing that will almost index faster than anything in a website are in the disclaimer pages. They just get indexed like instantly. We don t do anything to them. That tells me that Google is actively crawling them. I think they are critical. They are part of our success. It is definitely a large piece of the overall puzzle. We do very little backlinking to our disclaimer pages by the way. The other thing that we do to geo target the website is on the service area. We actually will take Google Maps and we will just embed it in here. This is super simple. You just type the address in Google maps and then search for it. This is just to let Google know that the business does exists. 15 page

16 In our Contact Us page, this is something that we re going to be integrating and upgrading with the system. This is something that I ve been wanting to do for a while. It is in the works and my main programmer for this particular Kallzu is US-based. He s going to integrate an system and we ll put it in the widget. It s going to be a Contact Us form because we are definitely missing out on a certain percentage of the customer because there are another group of customers or shopper out there who will just fill out an request form. And then another level to add on to that would be the live virtual system. So, the majority of our sites are very thin sites. Basically, it is a 3-page site with 5 or 6 pages for disclaimer. For pretty easy to medium competitive market places, this is basically what you are all going to need to do plus a few good quality backlinks and you re going to be on page 1 no problem. And you can just pretty much slowly maintain it and keep it there. But this is what we do, if you want to add and make it more of an authority site when you compare your site to other pages on page 1,we do it with a silo structure. We re going to be going over a single silo structure and what that actually looks like. This is a Silo structure. As you can see from the image above, Mobile Mechanic Home Page is the homepage. We re going to put 8 posts on there. The posts are going 16 page

17 to be around 400 words. So we got 400-word articles. They are not spun, all original articles. What we do, each one of the posts represents one of the keywords that we are trying to rank for. Each one of the posts is going to have one anchor text only pointing to the homepage. One will have mobile auto repair Austin which is one of the keywords that we would want to rank for. One would be mobile auto mechanic. One would be just click here, very natural-looking. The other one would be just the raw url and that s also natural-looking. And then one would be the company name, which is Mobile Mechanic Pro. And some others like Mobile Mechanic Austin, mobile car repair, and mobile car mechanic. Over the course of a 3- month period, these posts are slow going to drip out at one time and just post-date them for later. To me, when I first learned SEO, I got some old course about Silo structuring and I am so glad I got a hold of it. But you can actually get more complicated Silo structures and I ll go into that later for more complicated and more competitive areas. But this silo structure has been a life-saver for me. And it s like the more strict and the more Google come out with more regulations, the more these silo structures get stronger because you re really theme-basing. I am actually theme-basing my site (mobile mechanic Austin) as anything about mobile mechanic in Austin. When you compare other mobile mechanic site, others are very thin. Even their own homepage doesn t have as many words or images as mine do. So my website present a better user experience and then Google going to see that we are adding original, new and fresh content that s relevant to the site. It s themed to the site. I have actually ranked sites for medium competitive market places with zero backlinks just by following this on page SEO that I am teaching you all right now. It is way underrated. And I have shown you proof, all these mobile mechanic sites, we have not started our backlinks on them. We are on page 1. We are almost 95% on them at least. Just by adding posts, we could get pushed up at the top of page 1. How do we do that? These posts are designed for Google to crawl it easily. All the posts point to the homepage. So no matter where the Bots come in, it s always going to end up in the homepage. And it s always going to be theme-atic. As an end-user, when the users come in to the homepage, we do not want the posts on the sidebar. We do not want to posts up on top. I want them to call. That s all what I want readers to do. We put the posts as you can see at the image below Mobile Mechanic News. 17 page

18 Once you re inside it, we do not want the customer going out and reading the posts. It is not the main goal. This is what s been uploaded so far. If you will take a look at the dates, you can see that the posts are scheduled to be published at a certain date. When you click on edit post, see the image below. You can see our anchor text pointing to our homepage. 18 page

19 At the bottom of this page, you will see the citation with the service area. And then for the All in One SEO Pack, Then, 19 page

20 Q & A Part II 1. Do you use a drip plugin in? No, I do not use a drip plugin. I just have my team enter it in and give instructions on how they are supposed to mix up the anchor texts, use the click here or use the raw link and then the keywords that we are trying to rank for so that all these contents and anchor texts are supporting the theme of the site. 2. So are you trying to rank the posts or the homepage? Totally, the homepage and not the posts. 3. How do we avoid the post ranking instead of the homepage? With the Silo structure, each one of these pages has a slight bit of a link juice to it and I am pointing that link juice to the homepage. 4. Do you use tags as well as keywords? Yes. 5. Are these redirects WP posts that just link to the homepage you program to autopublish over 2 to 3 weeks? I don t know about redirect but they just LINK to the homepage. I don t have any solid rules but this is a pretty easy market for us. I think, we are really solid on the geo targeting. We got a good front of these sites that Google would want to show the end-users and we re already showing up 95% of our sites on page If your sites are ranking fine, why would you add more pages and content? I am adding more pages to the content because we re on page 1 but we re towards the bottom. I feel more secure when I have more of a theme-atic theme outside that has more relevant contents that are all pointed and directed towards one topic. That s how we do it. Silos have been really good for me especially when you get into more competitive market places and you re going from multiple keywords. We are above everybody else. We have got a great on page inter linking and a great silo structure and we have the lowest amount of links. 7. To rank a classified site higher on page 1, do you recommend sending backlinks to it? If you are talking about Craigslist ads, the problem with that is that the url change when you refresh it. 8. Where in the back end do you choose how many posts to show? Go to Appearance >Widgets >Footer Do you social bookmarks the articles? Yes, I do. 20 page

21 10. Do you use categories for posts? I don t use categories for posts because I think it s too long of a url. 11. How long does it take for you to crank out a single site from start to finish? We do them altogether. We don t do them one at a time, like in an assembly line. We get them out pretty fast. In under 5 days, we are able to get out 100 sites. Within 7 days of those, the majority of them are in page When will the private forum open? Soon. I want to be very careful to make sure that the type of culture that we build here is of utmost positive and supportive nature and I love what I am seeing in the comments section lately like a lot of supports. People are offering good resources. So I want to make sure in the forums that if we start to see the complaining, negative attitudes, I want to be able to eliminate it immediately because it doesn t serve anybody even the person doing it. 13. Is each city site has unique content? The pages don t have unique content but for right now, the posts that we do have unique contents. 14. How many outsourcers do you use to crank out 100 sites in 5 days? That would be 3 people. 15. Do you use backup creator to copy and paste your sites? We don t use back up creator. We do use a WP twin. 16. Do you use iwriter to write all of your posts and pages? We do when we get overloaded. 17. Do you have content written for all of your pages and posts before you start your site so everything is ready to go? Yes, we have the content, the pictures, the addresses, the phone numbers. Everything is all loaded, that s part of the prep period. But I would probably recommend starting out with maybe 5 or 10 sites and in that way, you can probably get a good mix out there. 18. Where do you get royalty free photos for the sites? I don t know where you get royalty free photos from. Suggestions are welcome though. 19. When you order articles, how detailed is your request? What do you ask for? Just walk it through, it s simply a very well thought of system. It gives you every opportunity to be very specific to what you are looking for, the number of keywords, the percentage of the keywords as well as the topic. Just follow through their process. It will guide you along. 21 page

22 20. Do you have a minimum number of searches you need for a particular keyword to build a site, or do you use Google s suggestions instead and not be concerned yourself with what the Google keyword tool says? I use Google keyword tool. I am also okay if there is just a few phone calls per week because that s not going to be a very competitive market place but overall, I m going to be able to expand out fast on that and it s going to be very profitable from there. And this is what happens, I think all of you are aware of: 2 years ago, when I really got into this business, it was really kind of new and the conversations that you are having with your clients are kind of just the yellow pages against or oppose to going online. Those conversations don t even take place anymore. Every business owner knows that they need to diversify their markets online. But there s been more and more people that come in to this market place every single day and all of them are trained basically the same way. I just use a lot more common sense. So if mobile mechanic is not going to be showing a whole lot of searches on Google but there s a whole lot of mobile mechanic in Craigslist and all over the country which tells me there s definitely traffic out there. We tested it and we re definitely right. 21. Do you use an editor for the iwriter articles for spelling etc. which often needs a touch up? For me, as long as it s passing copyscape and that the article is original, I am fine with it. 22. Is it better to target 1 main keyword on each page or can it be multiple keyword phrases on one page like the homepage? Google ranks pages not sites. For our mobile mechanic, we are just ranking for slight variations of the mobile mechanic like mobile car repair, mobile auto mechanic etc. 23. With WP twin, you could set up just the site and plugin without content for every site and clone it and then you have a base clone, then add in your content for that niche, clone again without the geo targeting for that niche and it gets accurately and fast? Exactly. WP Twin has been really good for us but we re just cloning just the basic site minus all of the geo targeting and that s a really important point. 24. Could Backup Buddy works as well as WP twin? You could give it a try. 25. Are you aware of a plugin called content vortex that shuffles your images and videos around so that it looks like fresh content to Google? Yes, I guess it s really interesting and valid point to look at. That s definitely a plugin that I wouldn t be afraid to use. 26. When you clone a site, do you want to clone the pages, articles, and just replace the geo content on each page, or do you upload new content for each page, or is it just the 22 page

23 page sites that get cloned? When we clone it, the site s got all the basic to it and minus anything that would maybe relate that site to a city. 27. Do you build Facebook and Google plus business pages to help maintain site rank? We don t but that would be good to do. However, it is not part of our system right now. 28. Couldn t you put private only onto your site so that it can t be read without a login and take it off when you are ready? I seem to recall that when you have the private only, it s just requesting that the Bots don t read it but it s not a guarantee and it is still up to them whether they want to crawl it or not. 29. Would it still be ok if all sites reside on the same VPS server? It probably is. I would at least geo target the domain registrations. And then I would at least consider maybe going over a $5 or $7 shared package for 25 sites and changing out the domain name server information at the very minimum. We just got into creating our own private networks of blog a while back ago and I was looking for economical solutions for different IP addresses. 30. Would you add all of your posts (as un-posted) to your clone site prior to copying it to a new domain? No. We currently don t do that because we currently are putting up original posts. And I haven t tested it yet. It s kind of on our to do list. 31. Do you use SEOhosting.com? No. 32. EMD s update: real or fake? I think it s real. They never said that they were going to penalize exact match domains by themselves and that was the end of the announcement. It was always we re going to penalize exact match domains that have low customer experience. 33. Are you going to provide training on how to setup a private blog network? Yes. 34. Can you discuss briefly your plan for expanding this program in the future? Our plan of expanding this program in the future is just (what we re doing right now) kind of seeing where the breaking points are with the current members that we have right now and I want to create a culture right now with the community that we ve got. We re not interested in blowing it out really big right now. With the current program right now, we have a few people who have purchased their phone credits and then they did not receive a username and password. That is now fixed and then we have, in the backend, the ability to generate those for people who have not received the username and password. That was one little breaking point. And then we are going to get to a point here where everyone is going to go a way to actually do a billing cycle. We want to make 23 page

24 sure that there are no holes and pieces there. As far as future updates, what we are looking at on here are things that will be added in the future. One is, where you can take any existing site (literally, within a couple of minutes), you can make with drag and drop. And it is compatible with just about 200 different types of ipad and phone devices. It is pretty much going to cover about 90% of the market place. The other thing that we are going to be adding is widgets that you can put on your sites that will capture information from the customer who do not want to call and just want to enter an and have someone else call them. And then we are going to integrate that with the billing process. Now you are billing for the phone calls and you are billing for the that come in. One more thing that we are looking at is integrating this with quickbooks. 35. What do you suggest if we know someone in an industry like General Contractor or Handyman, if that is not our target area, would you set up site for them if they are interested? I wouldn t set it up for one person if they are interested. However, if there is a market for it, most definitely. And I wouldn t set up just one because one not a good enough test. I would set up maybe five of them to give them a good test run. 36. How do you handle smaller clients that only serve a portion of a large city? Would you adjust their call time as they will be turning away clients? If that s your first smaller client, I would certainly keep them on there. But if it was me, I would be searching for a larger client that would be able to pay for all the calls that are coming in. I have these weekly discussions with my sales team. I make the customer fit my system, not the other way around. In our last sales call, I have some sales agents come on and they were asking, we ve got some clients that don t have their address, can we build them differently. And I m like, I don t want to deal with a client that doesn t have an address or doesn t check it because that just slows us down. We find somebody that fits our system. We don t want clients that don t have their addresses. 37. Can we put 2 phone numbers on the site? Is that ok with citations? No. 38. What do you do when the customer who is willing to pay say $15 per call request more calls from you? What additional efforts do you do to generate more calls? At that point, whatever you ve got on page 1 in generating the calls, I would be looking at different avenues to generate more. The first avenue would be to go vertically which would be staying in the same kind of keyword range and add more properties to page 1. So you got a website, citation, comments, some reviews on it, and a video. So you got more properties in page 1. It s interesting when you start to track where the customers are coming from, at least from online analytics. We find that in some niches, almost half of the people who end up on our site are coming from two places: video and citations. You can definitely increase the amount of sticking rate and customer interest by having 24 page

25 more properties on page 1. And then the other would be is to go (not vertical) out horizontal and going for longer keyword or terms. Then, studying your Google analytics or whatever system that you use to see what customers are typing in to actually find you and maybe it is not what you thought it would be. 39. Do you charge for an lead as well or just the phone calls? No, I don t right now. We are going to be when we get the s and corporate as well as an tracking system with our current system so that you are able to do that and charge as well. 40. What about spreading geographic reach on the same site? Does that mess up the SEO if it s already working? If you are spreading your geographic reach on the same site, you can definitely do that by the way that we show in the example of the mobile. However, in a little bit more competitive area, what you would want to do is take that site actually or that business to this. Let s take San Diego for example. San Diego has 21 different communities around so if you had a site that is ranking well for San Diego properties, then if you also want to be ranking for say La Joya, I would take that same site and just go forward slash and add another page. And the other page would be La Joya mobile mechanic and the other page would be Carlsberg mobile mechanic and I will add a whole new separate page for those. That s how I would do that, in order to spread out geographically. 41. How many accounts does each salesperson handle per month? What type of customer turnover do they get? What is the ramp up time for the salesperson to reach/sign up say 100 customers? Basically what you re looking at is, we re usually the ones that are slightly behind. The sales people are always on us to get more sites up. We can t get sites up for them. It s a pretty straightforward sell for them. They know that once we get the sites and the calls coming in, they re just going to make or get in contact with the decision maker of the company and that s pretty much going to be a done deal. My understanding is that, if a client says no, it s because they didn t tell you what their true objection is. That s really the case here. The way that we present our services or products to the client is completely risk-free. They have nothing to lose. Instead, they have every single thing to gain. Thus, there are really no reasons for them to say no. As far as our turnover rate goes, when we have turnover, it s because our clients can t operate their business properly and even though they are getting business coming in, they don t manage it properly and they go out of business. So, that would be a reason for turnover. Another reason for turnover is if our salespeople are not communicating well with the customers. What I mean by that is, we ended up pricing it wrong. And if you priced it wrong, it s not just going to work. The idea is that they give us a dollar and we hand them back $4 and we need to do that kind of transaction every week, otherwise, the relationship is not going to last. Also, if we priced it wrong and it ends up going like 25 page

26 they hand us $4 and we hand them $4 back or we hand them back $3, that s not going to happen often and that s going to create a turnover rate and that s when we need to adjust our pricing. The other way for turnover to occur is if the clients are not used to receiving that type of call volume and they don t know how to properly close it. So, we didn t do a good job on our end for it like ensuring that it s a good business, has systems in place and can take that call volume that comes in regardless of the size and they ve got a trained person whose main job is to schedule for appointment or schedule for a free estimate or whatever the situation is. It s very clear what that is. But as long as their handing us a dollar every week and we hand them back $3 at the end of the week, that s a good relationship that s not going t have a turnover. 42. At what point are you putting more than three KWs to start? We actually do more than 3 KWs to start on a page. It is usually around 5 KWs per page but it depends on the niche. These are all based on one root KW, very similar ones. 43. With all the states you operate in, I would assume you have a good accountant? Yes. 44. Does your sales person research and choose the niche and then find the ideal prospect to sell it to? No, we choose the niche. I make all those decisions. 45. How do you price something like a plumber, that the service could be 200 up to a thousand? You have to average it out. 46. When using an offer like 15% off to entice people to take action and call. How do you approach and tell the client about this? We are only going to do a 15% off if the customer is okay with it. It is not recommended for a good start. First, we build a site then we are going to ask the client to help increase the conversion rates or what s the best offer you ve ever done. 47. What do you think about very high competition niches like insurance? Are they worth the effort to maybe rank high enough to get some leads? You will have no problem selling those leads. Insurance agents are always looking for leads. But it s not going to be an easy one. However, if you put your heels down, really stick and commit to it and if you are ready to take on any obstacles, it s definitely going to pay off. There s no doubt about it. 48. Who picks the client or the salesman? I don t get involved with that. They are going to pick the client and we give them suggestions, and the kind of clients that we don t want. Other than that, as long as the client fits in to our systems then we are going to let 26 page

27 the sales person pick the client and deal with the client as well as invest the time or what it takes to manage and make that the client stays happy. 49. Keyword question: your site eg. first two kws had the city, other 3 didn t, what is the rule of the thumb for using geo targeting in page kws? Basically, we just go by kw plus the city. 50. What guidelines do you give your sales people for pricing a call? They need to research the niche and not to overcomplicate it. The client should hand us a dollar and we hand them back three dollars. It has to be a transaction like that. If it doesn t fit that, it s just not going to work and the clients are going to end up like short term clients. 51. Do you have a formal agreement with the sales people? If so, can we get a copy? Do they continue to get paid when they stop working? I don t do agreements. I am not advising that you don t. They do not get paid if they stop working. You have to work to get paid. 52. What is the ramp up time for the sales person to reach/sign up say 100 customers? Do you provide them a list of clients to call? If you have got calls coming in and they have the ability or skill level to be able to talk to the decision maker, they re going to get clients all day long, everyday, not a single problem. When you don t have a skilled sales person who doesn t have the ability in navigating to get their way to the decision maker, you re going to have a sales person who sits on the phone for a week and does not get any client. You are going to have to fire the person. If you have good sales people, who are resourceful and are going to figure out how to get a hold of the business owner and are just never going to give up on that, (again, we are not selling insurance here) we are selling something that is completely happening right now and it is completely risk-free. That is just such an easy sale. You just need to speak with the business owner or the decision maker so they can say yes to that. 53. At this point, where should we be in the process? At this point, everybody should have their niche picked out, their keywords picked out, they should have their domains picked out and they should be building up and ramping up their site at this point. 54. Are calls at first going to a voic box before your flip the switch? Yes. In the beginning, we are either sending the calls directly to a voice mailbox. 55. What do you say if a new prospect asks where you get your leads/calls? We just tell them that we are an online internet marketing company and that we have various sources of internet traffic. 27 page

28 56. What do you say in your video on the landing page, the whisper tag invites them too? If you want to receive more of these leads, if you want to receive more of your target customers on your phone, then enter in your name and address below and then at the bottom of that is that what we ll do is we will have a phone number that goes to a voic box. Then, in that voice mailbox, we put in there if this is urgent and you got to receive leads right away, please text us at this number. 57. Where did you find your sales people? We find the sales people from a network of referrals. 58. If you haven t caught them yet, you can just leave them a voic letting them know you re sending leads their way? Yes. 59. Are slideshows sufficient for conversion or do I need to put in more effort? I don t think so. However, it depends on your slideshows. 60. How does the pricing goes? Basically you have to have a conversation with the customer. Now, you will only have a conversation with a few clients in that particular niche before you are going to create some averages that are going to work out and be true in all niches. For example: towing companies on average, gross about $140 per tow. That s just what we found. Now they have expenses as well. They have to pay for the dispatcher, gasoline, insurance, and vehicle lease. Let s just say about $80 is their profit at that point after all the other expenses. So per tow, they are getting $80. If we charge $20 per call and they are able to close half of those like if we give them 10 calls and we charge them $20 a piece, that s only going to be only a $200-bill but they were able to close half of those or 5. So 5 times their net profit ($80), that s 400. And that s a pretty good transaction right there. You hand me $200 and I hand you back $400 and we re talking about net cost here. We are talking net profit. Don t over complicate it. 61. Is it okay to use private domain name registration and use Host9 reseller hosting for all sites? Yes. 62. Will you provide us a way to customize our version of the Kallzu.com website that has our number and to build credibility and confidence for customers that want to see web presence? We don t want anybody branding our brand. 28 page