101 - The Surprising Power of QR Codes in Building Real Business Partnerships

Vit sits down with UK-based agency owner and HighLevel pro, Kalvin J. Morris, to unpack how he turned global event networking into real partnerships, clients, and cash flow. From BNI breakfasts to SaaSpreneur and Level Up, Kalvin shares practical, repeatable tactics for growing an agency through relationships, affiliate deals, and smart in-person plays (including QR-code growth hacks). You'll hear the hard lessons from custom builds and scope creep, why productizing + support wins long-term, and how to position your white-label HighLevel offering to beat overwhelm and accelerate adoption for clients. If you want a blueprint for scaling via partnerships and standout support, this one's packed with field-tested moves.

About GUESTNAME

Kalvin Morris is the founder of Obsessed to Success, a UK-based HighLevel agency helping service businesses implement CRM, AI, WhatsApp, Voice AI, and automation systems. Before going all-in on HighLevel, Kalvin built a 23-year recruitment company and invested over £1.5 million into custom software, giving him a strong foundation in operations, systems, and business growth. He is known for his relationship-led approach, strong partner ecosystem, and commitment to delivering top-tier support for his clients.

Highlights 🔥

Key points we talked about in this pilot episode!

• 👉 [00:02:00] QR Code Networking Strategy - Kalvin discusses his innovative use of QR codes at events to double contacts and build a substantial partner pipeline, sharing practical tips on maximizing networking opportunities.
• 👉 [00:06:00] Affiliate and Partnership Success - Kalvin shares a success story of leveraging BNI connections to form a lucrative affiliate partnership, illustrating the power of strategic networking and collaboration.
• 👉 [00:10:00] Guerrilla Affiliate Marketing at Events - Vit explains his guerrilla affiliate strategy using QR codes at Level Up, demonstrating how to creatively offset event costs and generate interest in products.
• 👉 [00:17:00] Productized vs. Custom Offers - Kalvin and Vit discuss the challenges of scope creep in custom projects and the benefits of shifting to productized offers with clear support tiers for scalability.
• 👉 [00:22:00] Adoption as a Key Business Focus - Vit emphasizes the importance of client adoption and support in SaaS, sharing insights on how to ensure clients effectively use the HighLevel platform.
• 👉 [00:25:00] Building Partnerships and Scaling - Kalvin talks about turning clients into channel partners and scaling through strategic partnerships, highlighting examples from the estate planning and Airbnb niches.
• 👉 [00:35:00] HighLevel's Role in Business Growth - The conversation shifts to the value of being a HighLevel partner, discussing how leveraging the brand and focusing on curated updates can enhance client relationships and business growth.

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More info about this episode:

• Type: Audio (Explicit )
• Link: https://podcast.highlevelexperience.com/episode/the-surprising-power-of-qr-codes-in-building-real-business-partnerships
• Authors: Vit Muller
• Copyright 2024 vitmuller.com | highlevelexperience.com

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it's pretty special.

Networking, meeting people,

Kalvin J Morris: I'm a member of many networkings.

Surround yourself by people who are doing more than you're doing, right?

You have to think about that.

Who are the people that they know that they could introduce me to?

Kalvin J Morris: Yeah.

And that's the magic of referral and affiliate marketing, right?

HighLevel as a SaaS product.

You're not in the business of selling SaaS.

You're in the business of adoption.

Kalvin J Morris: Yeah, absolutely.

So built a great relationship

is that your white label that you just set up an affiliate

and then he's promoting your version

or

Kalvin J Morris: just introduced them, he just introduced them to us.

We've got a contractual agreement and a gentleman's handshake at the same time.

sometimes you don't really need to reinvent the wheel,

Kalvin J Morris: and that really leans into what we're talking about

these updates and the upgrades, right?

I mean, that sounds a bit douche, but also intriguing.

Like, why would you ca- call yourself that?

Kalvin J Morris: It's okay to shout about yourself without having arrogance,

Hello, everybody.

Welcome to another episode on High Level Experience Podcast.

Our guest today is somebody I met at the SaaSprenuer event in Sydney in

May 2025, and even then, he stood out as somebody who was really good at

building relationships, connecting people, and thinking bigger than

just, selling pieces of software.

Since then, he's gone all in on the HighLevel world.

In 2025, he traveled around in the globe to be at all the major HighLevel

events Australia, Dubai, London, Dallas.

Not just to learn, but to build real relationships and partnerships with

other agency owners and SaaSprenuers.

He's also got a serious business background outside of HighLevel.

He's built and scaled real businesses, spent time in Dubai, helps business owners

with Dubai company set up, and now works with service-based businesses to implement

CRM systems, AI, WhatsApp marketing, voice AI, and automation in a way that actually

helps create more sales conversations.

All that's happening in the UK, and that's what I'm really looking

forward to unpacking today, talking about new markets, talking

about what's working for him.

at the end of the day, we're all fellow HighLevelers and always

keen to learn from one another.

So we'll dive into all that.

but we'll not just talk about tech, but the business lessons behind it as

well, the relationship building side of the HighLevel community and what's

actually working right now when it comes to helping businesses follow up

better, book more calls, and stop letting opportunities slip through the cracks.

So please welcome to the show Kalvin J. Morris

Kalvin J Morris: What an introduction.

Thanks, Vit.

Good to see you again.

and really excited to be on the show and, and you're right, we met in

Sydney, and, um just touching on that networking just to get into it straight

away is, I've kind of learned over the years about networking and surrounding

yourself with the right people.

And when I talk to new clients now, somebody said to me the other day, "What

qualifies you to build our system for us?"

Mm-hmm.

Kalvin J Morris: and I say to them, "Look, I'm literally the only person

in the world that went to Sydney, went to Dubai, went to London, went to Texas

last year, the only one that done it.

But the reason I did it is I met all of the highest performers in the HighLevel

world from each of the regions who are actually all doing some really different

stuff, and picked out the best of the best and then implemented it into what we do.

So you've basically got the best of what everyone's doing globally."

and that's, normally enough to, to, get people over the line, let's say.

But, that networking thing is, is key, of course.

you've got to, as, as kind of, geeks in a way, we can be introverts,

but we need to be extroverts as well to do our networking thing.

So I remember, we went to the Dubai one, and there was like so many

people in a s- small space, it was really hard to speak to everybody.

So how do I improve on that?

So I went back, jumped into my HighLevel account, created a

QR code, put it on my phone.

I was like, "Right, I'm gonna get more contacts in Sydney."

So I went to Sydney and I was ba, brr and got, you know what?

double the amount of contacts in the same amount of time.

and I was like, "Okay, cool. How do I double down on that now?" So

then when I went to London, I did the same thing with a QR code on my

phone and did it with three staff.

So three of us went and we scanned everybody and, basically filled our,

our, one of our pipelines, potential partnership pipeline with, well over 1,000

agency owners, from around the world.

obviously kind of it led on to people introducing us to

people and stuff as well.

and then, and then we went to the big one, right?

We went to Level Up and, all geared up, ready to go, and it was quite different.

With the SaaS event, you go into the room, everyone leaves at the same time, and

everyone's in, in a small environment.

It's so much bigger at Level Up.

I just ended up enjoying myself and not doing as much networking

as I probably could have.

but it was pretty awesome.

really good experience and, I think anyone that's already in the

HighLevel world knows by now that it's just full of cool people, right?

It's like there's no judgment people.

There's… Doesn't matter where you're at, doesn't matter what your level's at.

doesn't matter if you are right at the beginning or some of

these people who are high flying.

everyone's treated the same.

Everyone respects everybody.

and there's no stupid questions you could ask, right?

'Cause the community is there.

I mean, we're both in various WhatsApp groups globally, with some of these

really, high-performing people and, and of course, ourselves and many

other people around us are doing some really cool stuff, so You know,

it's a great place to be and, yeah, and it's a great to be here as well

Yeah.

once again, thank you and welcome to the show, mate.

You've dived straight into it.

it's pretty special.

Networking, meeting people, like just in general, like for myself, like just being

in business for the last, I don't know, 16 years or something, I've always been

a fan of just like meeting new people.

Like back in Sydney, I had my fitness business, but jumped into BNI, attended

some of those breakfasts, and you talk to people and, you might not think of it

much initially there's, there's lawyers and there's people from different trades,

like they're not really my, my, my target or that's what I thought anyway.

But then you go there and something special happens.

like you talk to them, there's the human element, like real t- like real time.

Like it's physical, like it's not, behind a facade or behind a website.

like we're real people, right?

So you just talk to them, you get to meet them.

you can hear the tone of voice.

It just helps connect.

I'm a big fan.

I'm a big fan, and it's always been a great strategy.

Any new town or place where I lived, whether it was back in Canberra, now

in Czech Republic or back in Sydney, just looking at different business,

networking organizations or local c- chamber of commerce, I think it's a

brilliant type of marketing strategy and way to, yeah, generate referral partners.

A lot of times, oftentimes clients as well

Kalvin J Morris: Yeah, absolutely.

you just reminded me of something that happened very recently.

So I'm a member of many networkings.

I'm a member of BNI.

it's, a bit what we would call Marmite.

Some people love it, some people hate it.

But, so I went to my local BNI.

A gentleman joined from the neighboring county to us 'cause they closed down their

chapter, and he introduced me to this guy.

He says, "You need to meet this guy called Phil. He's into AI. I don't know what

he does, but you just need to meet him." So he introduces me to this guy, Phil.

Get put in Phil's WhatsApp group.

Me and Phil have a couple of Zooms.

and this is-- this comes from what I was trying to talk about earlier about

try and network and figure out who are the high performers in the room.

Surround yourself by people who are doing more than you're doing, right?

Me and Phil have a good chat, and he's "Oh, y- what you're doing

is amazing." And then he said, "I know this guy, Ryan, right?

He's running this event.

there's a, there's an opportunity to speak there.

Would you be interested in speaking?"

"Yeah, man, of course." So I drive a couple of hours.

This is probably a month ago.

I drive a couple of hours.

I go to this event.

The event's fairly small, maybe twenty business owners in the room.

They're all different people, and the event is speakers talking about… so

Phil specializes in what we would call in our world reputation management reviews.

Ryan owns a agency, a marketing agency.

and then I'm CRM AI.

And there was another lady who does like an, call answering service.

So we all spoke and talked about how that all fits into your business.

so I have my QR code up on my slides and, I'm like, "Cool. If, if you

want the slides, let me know."

If they want my slides, they're interested in my product, right?

so they-- a few people scan it.

We actually closed a couple of deals out of that.

What's interesting, Ryan, the guy running it, for where he's at,

very young guy in his twenties.

me and Ryan are chatting, and he was like, "That was really good." came

off stage and we're talking, and I said, let's have a chat." Anyway,

fast-forward, I went to Ryan's office, last Friday after some very much

backwards and forwards and some Zooms.

He has eighty high-profile clients they're doing paid ads for, in some cases, up

to a hundred thousand a month spend.

and some cases like a thousand spend and everything in between.

and we've actually just cut a deal, and I was like, "Just introduce me to all

your clients. I'll put you on affiliate, a private affiliate through me, through

my HighLevel, and I'll introduce you to some of my clients." So I've introduced

him to five clients since Friday, and he's now introducing me to his.

And we've all got the clients, right?

So as a mark-

just happened

Kalvin J Morris: J- yeah.

I literally had the meeting with him on Friday.

Yeah.

So l- last week.

so as I explained it, he is top of funnel, right?

So he is marketing, making noise, social media, get people to come

into your funnel, fill in a form, book a meeting, whatever it might be.

Where marketing agencies a- as a whole don't fail but fail is some clients

go, "What? I have to contact people? I thought they would just buy from

me." And as silly as that may sound to some more experienced people, if

you don't know, you don't know, right?

You just think people are gonna buy.

You don't realize there's this whole sales process and pipelines and automation and

nurturing and yeah, all of that stuff.

so I… As I explained to him, I said, "You're top of funnel and you're

pulling through all these leads.

We're the whole chunk of the middle, and the product out the back of both

of our businesses is more money for the client." And he was just like, "Love it."

So we just- we've just done an affiliate agreement between us, and we're already

referring clients, The reason I mention that, that came from another third party.

It went through three people to get there, but he happened to be at my BNI meeting.

So you can't think that, "Oh, I'm just in a meeting.

There's only four people in this room," or, "There's only six people in

Exactly.

You have to think about that.

Who are the people that they know that they could introduce me to?

Kalvin J Morris: Yeah.

And that's the magic of referral and affiliate marketing, right?

yeah.

Now on, on the topic of affiliate, I'm gonna share a little tactic that I

did, back in, my first Level Up, which was three years ago, that, that you

guys listening might, might utilize.

It's a pretty straightforward one.

So what I did is… It was, three, four years ago.

It was a while back.

At the time, I was building a lot of snapshots, and I had a bit of

trac-traction happening with other agencies licensing my snapshots.

And here I was, putting down the payment for the VIP, ticket to go

to Level Up and, it's not cheap.

Like even like from Australia, the flights, the accommodation,

the ticket, like it's a bit of an outlay.

So I was like, I'll definitely learn by going there.

I'll… it'll be cool to hang out for sure and learn what others are

doing, and obviously the speakers and all that." there's tremendous amount

of value just in that in itself.

But I was thinking like, how can I make that, like how can I, make

that a break-even thing, like the whole cost of going there?

So I was like, what if… Because the snapshots that I did, like people came

to me that, that knew about me, but you know, at the event I thought, there'll

be a lot of people who don't know me or who don't know what I do, but I'm gonna

be talking to them and if there is an interest, they might, they might wanna

have a conversation about what I've done

Kalvin J Morris: Mm-hmm.

or they might, they might really love my stuff, but they might not

be a buyer, but they might love my stuff.

So I was like, what if I did a little affiliate thing, like a

bit of a guerrilla marketing?

So what I did is, I got QR codes.

I did 20, just 20.

This actually wasn't a huge sample.

I had 20 QR codes, each were unique, and I just had them, printed on these

little round stickers Before I went to the event, I've created a dummy contacts

in my CRM, like affiliate one, affiliate two, affiliate three, and I've signed up

all of those affiliates to the campaign.

And the campaign, the affiliate link was attributed to the QR

code, so it was all ready to go.

And then I just had a simple, a form on my phone.

So when I spoke to somebody and like we, we, we broke the ice,

we, we broke the bread and type of thing and talk about and… it's

a full week event, right, guys?

So if you've never been to a level, just picture this, like it's a full week

event, all day, speakers, networking.

But obviously at night we all hit the bar, get on the bees, having

a drink, chilling, talking, and that's where the magic happens.

That's where the business opportunities oftentimes get created.

And also, you build tremendous amount of rapport.

So by the end of the whole week, you're like mates with a bunch of people.

So, think about that.

So like I was at the bar talking to a bunch of people, talking about, what

they do, what I do, and then I just, naturally end the conversation because I

didn't want it to be pushy or anything.

It was just, I just need it to be organic.

But "Hey, so what do you do?" And like I start talking about Snap Shows

and "Oh, that's cool." Yeah, And I was like, "Yeah, so by the way, I

know it's, maybe far-fetched, but hey, I built, I made these QR codes.

I don't know if you'd be keen, but if you just want to stick it on your

T-shirt for the next three days while we're here, anybody that scans it…"

Because now that you're, I mean, obviously you, you said that you're excited about

what I built, you-you're pretty impressed.

so if you talk to anybody else, because remember, it's, you're not just

talking to somebody else, but everybody else is talking to somebody else.

So it's like a beehive, right?

Beehive.

Think about a beehive, right?

So if you get one bee to get excited about your product and they just

go around talking to everybody else "Hey, yeah, I just met… You-you

need to speak to Vit. I just spoke to that guy. Oh, by the way, like-"

Kalvin J Morris: Nice

Just scan this.

Have a look at this stuff.

Because we're all there, HighLevelers, we're all there to learn.

We're all there to learn about, cool items from vendors, and each other.

we have complementary services.

I know for you, it was pretty impressive how, you were lining up meetings when

I was there at SaaSprenuer in Sydney.

You were literally in between the break, breakouts, "I'm gonna meet

you at three. We're gonna sit down, have a quick meeting, grab a

coffee." And you were doing that.

I saw you, you were doing that.

I was pretty impressed.

Very structured.

And, lining up those relationships, potential, fulfillment partners, right?

I think that was the big thing back then.

It's I've got market Dubai, I've got market UK.

how… I know how to tap in, and I'm looking for fulfillment partners.

I know that you can maybe build me a snapshot.

So all that's happening.

and why am I sharing this is while these GIs are listening is, this is about just

thinking outside the box a little bit.

it's not just HighLevel, sign up, resell to businesses.

Your market is not just local businesses.

Your market can also be other HighLevelers.

There's so much of it.

It's really just, being creative and pr-providing value, like

being genuine, absolutely.

But there is definitely a market.

Kalvin J Morris: Yeah.

it as well, Kalvin?

Kalvin J Morris: Yeah, absolutely.

I think if nobody takes anything else away from this, podcast, if they watch it,

just literally mimic what Vit just said.

That's just awesome.

That's just such good marketing, such clever marketing.

and as you were saying, is you can view business… I mean, it's a very

unique, bubble of people, isn't it?

a- and what HighLevel have done.

I've never come across another business where so many of you can be doing the

same thing, but you're not competitive because there's so much work out there.

and if you see it, don't ever look at somebody that's ahead

of you as a threat in any way.

See it as an advantage, right?

Because they've already trod the road that you're about to go on, I've been,

when I went to Level Up, I saw Dakota Roof, talking, and he was talking

and, he did this really cool thing.

It's here.

I'm gonna show you, right?

So he gave out this thing, right?

This

just hang on a minute.

just guys, anytime there's something to show, I know this is a podcast,

you're probably listening to this right now on Spotify "Oh, damn

it, I'm not gonna see it." Don't worry, we have a YouTube channel.

Just head over to our website, highlevelexperience.com.

You'll see a link for our socials.

Just click on the YouTube link and you'll see this video on YouTube channel.

So anytime we're sharing anything like that on our episode, I just wanna

highlight that because, there might be some extra value of going to our YouTube.

Might as well if you're there, would appreciate if you give it a

and subscribe and all that jazz.

But more importantly, so that you can see what we're sharing, 'cause

oftentimes we do screen sharing.

Galv's about to share something.

So

Kalvin J Morris: Yeah.

So I'll describe it as well because you've said that.

So I'll show it first, right?

So there's this little HighLevel coin, okay?

So at-- on Dakota's talk he gave this out, right?

And then it says his company on the back, agency support for HighLevel,

which obviously I highly recommend.

Is it like a casino thing?

Casino coin thing?

Like a token

Kalvin J Morris: I think they might kick you out of the, Mirage in Vegas

if you try and put that on the table.

But it's, it's like a… Yeah, it's kind of a bit the size of a chip, right?

It's like a solid metal coin, right?

And it says- Yeah … around the edge, "The Road to 100." So

it's "SaaSpreneur: The Road to Your First 100 Clients," right?

And he was talking about the road to 100, right?

And I loved that.

That was like a memento that I took away.

And do you know how powerful that is?

Because I now work with Takota.

Mm-hmm … he's been doing some… he's further than I am, right?

He's been doing it a long time.

He's been doing some consultancy with me.

I'm now his client in terms of I use his services.

and we've built a relationship.

But because I had that thing and it was so cool, it's like a metal coin.

So for those who are listening on Spotify or similar, it's like a

metal coin the size of a casino chip.

It's really high quality.

It's got HighLevel logo on one side.

He's got his company on the other, and it's kinda like that thing you're

supposed to keep with you when you have those real tough days, and then

you look down and go, "I'm on my, I'm on my way to my first 100 clients."

I like it

Kalvin J Morris: Yeah.

Awesome bit- awesome piece of marketing, yeah?

um, those type of things are all over the HighLevel world, and there's

so much you can learn from people.

And, like, why would you tread a road that wasn't trod before, right?

Yeah.

When somebody else has cleared the path for you and gone, "This is the

way to awesomeness, helping people. Oh, and by the way, making a bunch of

money while you're doing it." Win, win.

Everyone's winning, And there's so much of that in this community that it's,

it's amazing, and coming back to what you were just saying earlier about, your,

one of the things that you do, you have these kind of snapshots, and you can go

on, and you don't have to do the work.

You can still fully customize what Vit supplies, and that was my interest when

we met, and I was like, "Awesome, we don't have to launch all this stuff."

and then we went in, not in a different direction, but when we got back and

then I was in Dubai and I moved back to the UK also, so we've had a similar,

experience with that kind of thing.

and then we went into this real custom bespoke build stuff, and it was awesome.

We had, big bills up front.

… and we were like, "Yeah, man, all this money's coming in the bank." And then

I thought, "Okay, we've gotta build this stuff now." So those projects that

were high feed at the beginning, for me in my experience, those projects

ran for three months, and then we…

You could only do a certain amount of projects.

So by the time you broke it down, you might think that's six,

eight, 10,000 pounds, dollars, euros, whatever it might be.

But actually, you've gotta think from a business point of view,

what's the longevity of that?

How many can we manage as a team?

How complex are they?

And what's the possibility of scope creep?

And we went through a very tough time with scope creep on twenty projects.

and it was horrible.

I'll be honest, it was horrible.

And then we took a step back, and I started looking what other

people are doing in the HighLevel world, and then we offer five

core products now with our offer.

We do a super cheap small business startup with a reasonable subscription,

and then we do everything to, not quite to that level, but, it scales

in price according to the business, the size, the requirement, how much

work we're gonna do, but also how much support they need afterwards.

So the monthly fee depends on how often are they gonna contact us,

and we put a whole infrastructure in place around the support.

my, my philosophy now is I want, Amazon, their goal as a company was number one

support in the world for everything.

Yeah?

That is our objective, our kind of statement, mission, whatever you

wanna call it, is we wanna have the

best support without a shadow of a doubt, because then we can't get anything wrong.

and we've really focused and invested on that, and that really helps.

anyone that's listening, if you're, you've heard of HighLevel, you're thinking of

HighLevel, you know it, or you're one of those people and you're in a place where

we were, where you're struggling a bit, definitely focus on that support side and

just understand your niche, and who you're serving, and just make sure that support

function's in place and don't overpromise.

And that's probably, kind of a good bit of advice from the

learning that I went through.

and now we're scaling in the right direction, comfortable and controlled,

you've found the right model.

let's stay on this topic for a little bit.

That's a really good one because the scope creep, the, development of custom stuff,

and then on the back end, on the other, on the flip side of it, having something

that's heavily productized, lower ticket offer, lot, a lot more scalable.

There's benefit in both.

I'm kind of a fan of doing the heavily productized intro offers

more scalable on the front end

because that's like the safety net and that's, it's scalable.

but I'm also a fan of doing custom projects for clients from now and

then, every now and then, because that's what, for me personally,

I'm very like system-oriented guy.

I like the thought process of looking at someone's business and the, the nuances

of the business, the industry they're in general, and then also some unique ways

of how their sales process works and their customer buyer journey works and like all

those touch points and then breaking it down, mapping it out and then, having a

conversation with somebody in an industry that I haven't served with and having that

opportunity even to have that conversation is stimulating just intellectually.

But then also because I know HighLevel as a product so well over the last six years

been using it, I can then, once I get an understanding of their business, I can

then very quickly start to visualize in my head like how I would piece it together.

and this, I had a project last year, early last…

No, sorry, it was year before.

That was pretty, No, actually that was last year, sorry.

and we were approached by a company to build them a snapshot for a

very specific industry, a water treatment industry, and build them

a snapshot, and that was a 25K job.

And then they wanted to become, wanted us to become a fulfillment partner.

There was some learning curves in there, which I've covered on earlier episodes,

but this is an interesting model Because like you said, right, high ticket.

But I think the secret sauce of that one is if you do that for a

business, make sure that you lock down an opportunity to resell that

to other businesses in that industry.

even if you shave the cost down by twenty percent, make it cheaper for the client,

but in exchange have that say, "Look, I'm building it for you, but you're not

gonna get an exclusive IP on that one.

We wanna use it and help other businesses in your exact niche.

Would that be okay?

Obviously, we'll do our best to, not sell it to a competitor nearby." But might

be an interesting thought because when we built that thing, that was an agency

that literally are known, they're looking after that industry across the whole US.

So that was a massive opportunity to then There's always gonna be

customizations a little bit, but the mechanics are usually the same.

It's just the branding,

the messaging.

I was… A-another thing I was gonna say when you were talking, what I've realized

over the years of selling SaaS is, and this is more of a message to some of you

guys that are maybe just starting out and selling, HighLevel as a SaaS product.

You're not in the business of selling SaaS.

You're in the business of adoption.

You're in the business of results, s-customer support and adoption.

Always think about that when you are paying your four ninety-seven a month

license to HighLevel, slapping your logo on it and just reselling it.

You have to think, how am I gonna provide amazing onboarding experience?

'Cause that first initial bit is so crucial.

if you don't get any wins and get customers really engaged in

the first couple of weeks, then the churn, churn is a real thing.

But if you can build it and then have not just really good onboarding

people, onboarding managing the change in their business, because

it is about change management.

There's kinda like stuff that I didn't know, when I started.

like you're just like, "Ah, it's awesome software.

I'm so excited.

Please, Mr. Customer, buy it.

It's gonna do all this cool stuff." And you do it, but then, it's, that's

my world, but that's not their world.

Like they're, they've got their business.

Maybe they're running a plumbing business.

they've got, jobs to deal with, staff to manage.

So this is an afterthought for them after a while.

Kalvin J Morris: Yeah

so yeah, I just wanted to highlight, like you

are in the business of adoption.

Like adoption is the name of the game.

If you can adopt clients more and more to a point where they're actually using

it themselves or, I mean, there, there are some industries that like it's just

not feasible for them to even force them to log in, and it's more about

you just providing a system that does stuff for them, and they just get an

email about something that happened that is providing value to their business.

That might all be that needs to happen and it works.

Kalvin J Morris: Absolutely.

so g- yeah, a couple of things to add there.

So I-- thinking as you're talking, I can't think of another business

where you can have fun, get paid, and learn so much about so many different

industries at the same time at a direct or an ownership relationship level,

which relates to what you were saying.

And then you made me think of two things, two other partnerships.

in your business, in your SaaS business, you want your core clients, they're

your… they go onto your agency.

There's affiliate level, so if they're already on their own version or you're

doing some kind of work with them or, you can get them onto affiliate and help them.

And then we've actually built out entire agencies now for other people,

similar to what you're talking about.

and then helping them with fulfillment in terms of onboarding or, building out their

individual custom stacks, which we've done quite a lot of stuff like that now.

and there's two that stood out.

They both started as clients for us.

one of them is a guy that sells wills, LPAs, which is lasting power of attorneys,

estate planning, and life insurance.

Yeah, so everything around dying without getting taxed, essentially.

Looking after your onward journey for your children and your children's children

passing on the estate and that sort of stuff

Kalvin J Morris: Yeah, absolutely.

So built a great relationship with this guy, built his account out, ended up

working on it, developing it over eight, nine months with him because he just-

he's-- we was evolving his business.

And he said, "Can we sell this to other people?" I said, "Absolutely.

Absolutely, Paul.

Yes, we can." And then he went, "Oh, I sit on a board of directors, and I

basically have influence over about 180 people exactly the same as me.

Can we sell this to them?" I was like, "We can, Paul, and you can

get paid for it." and we're now onboarding… So we put that together.

It took a while.

We're onto fourth or fifth client with him now.

and he gets some of our upfront fee, and he gets money monthly forever.

So does, is that your white label that you just set up an affiliate

and then he's promoting your version

or

Kalvin J Morris: just introduced them, he just introduced them to us.

We've got a contractual agreement and a gentleman's handshake at the same time.

I do everything.

Essentially just it's a referral, isn't it?

But he gets a sh- share of the pie.

And there's another lady, Jodie.

She owns an Airbnb, so they manage Airbnb and properties for booking.com.

they take the property off the landlord.

Landlord doesn't worry about it.

They rent it out by the night.

Everyone makes money.

That's a hard business.

I've learn, I've learned that business.

That is a hard business.

Very cash hungry.

she introduced me to her friend, brought her on board, then she

launched Airbnb Consultant.

and she said, "Oh, can we do a deal?" "Sure we can, Jodie."

So we've now created a deal.

Jodie's given us five clients so far.

She's about to do a webinar next week.

I speak to her… Go on

say five clients, are these like other guy-- other people

who have their property and they're trying to figure out how to make money

with their property through Airbnb and she's consulting them on it?

Kalvin J Morris: So not-- they don't own a property, it's a consultant

who goes and finds landlords and takes their property off of them.

So Jodie manages like fifty properties.

Bex, the first person she introduced us to, manages about fifteen

properties growing into twenty.

She's now doing a, Essentially it's, for what it is, it's a high-ticket

program, how to run this business.

I'm doing X amount per year, and she's now taking on students.

Now, part of her high-ticket offer is the CRM through us as a partner.

I don't have to do anything.

She just r- phones me and says, "I've got another person," puts the money

in the bank, puts me into a WhatsApp group, and we just set it up for them.

now we have our snapshot, but it's a combination.

We have the, as I call it, the framework snapshot, and then

we customize for the client.

So half the work's done.

We get paid a bit less, she gets her commission.

Win, win, right?

Everybody in the triangle's winning because we're selling it

to her clients for about sixty percent of what we charged her.

She's still getting a commission.

Everyone's winning.

So she's introduced, I think, five.

She's doing a webinar on the coming week, and she's got fifty

registrants And, oh, she's good.

She's gonna sell 20 or 30 people.

She's gonna come to me and say, "I need 30 CRMs." So you might have these

clients down here, and do you know what, actually building those two, 'cause they

were the, probably the first two in the Airbnb, Booking.com niche and the, estate

planning LPA, wills, et cetera, niche.

They were quite hard for us.

We put a lot of time and effort in, and I think most people would've given up

before we… we didn't give up, right?

But most people would've gone, "Oh, this is too hard, man."

No, it's an amazing

experience to learn something very specific.

Kalvin J Morris: Yeah, but I, but we saw that vision.

If I keep putting time into these guys, I can create a partnership.

And we've now got… We're now stacking those partnerships, right?

So we've got Ryan, we've got Jodie, we've got Paul, and

You've got a recipe

Kalvin J Morris: yeah, we've got more behind us.

So they're bringing us clients, their clients are happy,

they're getting massive value.

Win, win, right?

You get that winning triangle, then you can accelerate what you're doing,

Yeah.

Yeah.

I've shared this model on, numerous times on this podcast myself.

It's a model that I have got, as one of my, one of my lead gen channels, is to

work with a coach in a specific industry.

Coach is there to move somebody from point A to B. He's a business

coach in a particular industry.

but at the end of the day, the clients of his, they also need the fulfillment.

Coaches don't do that.

Coaches typically coach and they provide strategy, they provide,

Kalvin J Morris: Okay.

Yes

So you just need to think about a coach in a particular

industry that you don't really need to know about industry.

You just need to build a relationship with that coach.

And by the way, going back to what we said at the beginning, where do you meet them?

go to networking events.

Pretty str- very straightforward.

Buy them a drink or something.

And, they already have the audience.

They already have the audience.

And if you do a d- deal that is financial, makes sense with the CRM, it's great.

Like

Kalvin J Morris: But we

Yeah.

I know a coach, that was on the podcast couple of weeks back, James Kemp.

He'd done a really amazing deal with, Taki Moore a while, while back.

Taki Moore is one of the, he's a millionaire coach for other coaches.

He's,

amazing.

Kalvin J Morris: I'm aware of who

And then James is, he's amazing at what he does.

And back then he was with HighLevel, and he put together

a deal with him, and it worked.

So he got, Think about it from perspective of like cost of acquisition, right?

if you gotta generate your own leads, if you gotta spin up your whole, your

own marketing, running ads, and, you might get certain amount of leads, and

now it's maybe costing you a couple hundred dollars to actually turn that,

100 leads into actual real 20 customers.

If you break it down, might be even $1,000 acquisition.

You do ref- you do a deal with a coach, maybe you have to discount it a little

bit just to make it more special.

But if you compare that to, an outlay to generate your

own leads, the math is there.

Speaks for itself

Kalvin J Morris: Absolutely.

I was, I feel it's worth sharing my journey right now relating

to what you're saying as well.

So had my recruitment company for twenty-three years,

and, we did really well.

We grew it to about three million turnover business.

like an HR recruitment

Kalvin J Morris: It was a specialist in the care sector.

Yeah.

So I started it with my mum, and we supply temporary staff to care

homes and nursing homes in the UK.

and we built this custom software, started off as a £10,000 project, spent

one point five million over five, sorry, over fourteen years on this software,

and turned it into something that was the main IP, the intellectual property

for our business, and it was a franchise.

So we launched some franchises, sold them, everything was amazing.

COVID got in the way, destroyed the sector.

That sent me off to Dubai.

I decided to do something different.

Launched a coaching business in Dubai.

High-profile clients up here, paying by the hour.

Small business startup here, group coaching.

I was using HighLevel.

They all had the same problem, bad or no software systems.

Started implementing HighLevel for a friend's agency.

Then the very first major event outside of the US was SaaSprenuer, and

they'd done the first one in Dubai.

It was down the road twenty minutes, so this is all part

of that kinda meant to be.

I went into SaaSprenuer not knowing what to expect.

I came out of that room an agency owner.

Then I got whisper there's an event in Australia.

It's gonna happen soon.

It was, like, four weeks later, and it was just… And I was in Dubai.

I was halfway there from the UK, right?

And I was just, don't know anyone in Australia.

Just jumped on a plane

Actually, that you are right.

Yeah, 'cause Dubai is a stopover, so from Dubai it's a straight flight

Kalvin J Morris: Yeah, absolutely.

So flew over to Sydney, obviously met you there and some other really cool people.

Done the Australian SaaS, came back.

Then I flew back to London, done the SaaS in London, flew back to Dubai.

Then we ended up moving back to the UK and then went to Texas.

the beginning of those journeys, the reason I knew this was a

good fit for us was because I'd custom-built that software.

literally coded every line.

Not me, but I'd had a team that'd done it and coded that system and that software.

so when I discovered HighLevel, I saw it for what I knew it was gonna be instantly.

And when I started, actually building on HighLevel, there was no AI.

So it just about start coming in.

and actually that sounds like ages, right?

It's a really short period of time.

It's a really short period of time, really, probably a couple of years maybe

even a little bit less that all the AI has really exploded in HighLevel, but

yeah, it's worth sharing that journey because some, sometimes people are here,

wherever they're at in another business, a current business, they've got these

ideas, and you sometimes look at the people that are, quote, "successful," and

you think "Man," I was listening to Alex Hormozi's book the other day, and he was

going, "I was only doing 15 million a year, but this guy was doing 100 million.

I was beating myself up." Most people would be like, most people

will never do 15 million a year.

Right.

Or get close, right?

But he was getting stuck in the, what do other people think about me?

And you just, you can't do that, right?

hi- in his, example though, there is a real reason for it.

I didn't know about it, until recently.

I watched a YouTube video and it talks about the backstory of Alex

Hormozi and his dad, and he was always trying to prove something to his dad.

That was his, So there's a bit of that psychology.

I'm not saying that's everybody's like that,

but, that's his story

Kalvin J Morris: Yeah.

But it's, I was just listening to some of his stuff.

I got like an audiobook and driving to event stuff, and,

yeah, and it was just interesting.

It was just interesting that it's doesn't matter where you are now, doesn't matter

if you just heard the word HighLevel this morning or GoHighLevel, there's

a whole story there about that name.

But,

Hey, by the way, they finally got that domain after

so many years, highlevel.com.

They

snapped it.

Kalvin J Morris: to tell the story now, right?

I asked one of the guys, I was like, "What's that about?" So they

couldn't get the highlevel.com domain, so they bought GoHighLevel,

but the product's called HighLevel.

and obviously it became known as GoHighLevel or GHL, and it's just,

that's never gonna go away, right?

So that's kind of stuck in cement.

yeah.

Kalvin J Morris: Yeah.

but yeah, that's the little story behind it.

but yeah, I think really, what I'm trying to say here is somebody's listening,

they're thinking of getting into the HighLevel space somehow, then just do it.

There is plenty of space around the world.

It has grown massively even since I found out about it.

Even just using it in your own business is amazing, and there is a world of people,

people like Vit, people like myself and a whole bunch of other really cool

people that can help you on that journey,

Yeah.

Absolutely.

that's an interesting topic.

would a business, go to a white label version of HighLevel

Kalvin J Morris: Yeah.

opposed to signing up directly?

Kalvin J Morris: Okay, so I'll move into sales mode.

so it's a question that I get every day, right?

so my sales pitch there would be, let me tell you a little story.

I've already done it on this, but I went round the world, I went to the event.

I'm the only person that done it.

Credibility.

I show them my homepage and show 'em what we're gonna do for them, and I

go, "Oh, there's my interview with HighLevel on the HighLevel spotlight."

Credibility.

"Oh, and by the way, when you join us," I show them the custom tab with the custom

videos we've made showing them the system.

I show them the live Zooms that we do three times a week to train them.

I show them the on-demand videos, the button that says, "We support you

twenty-four seven, not only on chat, but on live Zoom anytime you want.

And by the way, we've got a enclosed community inside of

our CRM only for our clients.

Every time somebody asks for a video, we make a custom video, but

we share it in the whole community.

You can go and get it direct from HighLevel, but you won't

get that level of support.

Why?

Because we wanna be number one support in the world.

And if you can think of a way to be supported that we haven't

given you, 'cause I can't, tell me and we'll put it in place.

So if you want that level of support… 'cause this is not about just building

you something and training you how to use it and then running off.

This is about a long-term relationship."

And

Here's some interesting…

Kalvin J Morris: switch out of sales mode there, but that's,

I love it.

Yeah, no,

Kalvin J Morris: no, that's…

that's brilliant credibility door.

But there's also another angle to consider, which I haven't really thought

of much until like recently or over-- that over the last year and a half.

and that is the volume of information, the rate of innovation

and overwhelmed by information

Kalvin J Morris: Yes.

If we're talking about us nerds, HighLevelers, agency owners, this

is what we live and breathe every day.

We hang out.

We're all sharing the next best thing.

And, I know for a fact that a regular business owner would

just get, super overwhelmed.

It's And that's one thing I've learned, it's like you can't sell the vehicle.

You can't sell, "Hey, let me jump on a call and let's demo

everything, every single feature."

I've done that 'cause I'm excited about all this stuff, but it just doesn't work.

They get overwhelmed, indecision happens, and that's it.

So get this, right?

So if you sign up directly with HighLevel, you're gonna get bombarded

with… that's what we do, right?

I've got RSS feed directly into my Slack channel, and I get three to

four updates from their developing team about a new feature or feature

improvement, feature update.

And if a regular business owner was just getting bombarded with

that amount of information, they wouldn't know where to start.

Like what to, what to consider, what not.

so I think that's just another… I haven't… it's just kind of came up

through my mind, like now as we're talking, 'cause always thinking

about different arguments for why go direct to HighLevel and why not.

And I think, put simply, I mean, the business model of HighLevel was

designed for agencies to license and resell or to license and use

to fulfill on their services.

That's always been the case.

I know now they are doing some direct marketing to businesses,

which is an interesting play.

but I still think that, if you go to a… If you sign up directly through a

reseller like myself or Calf or, Sarah from Techmatics, there's so many of

us that do this, and they have a good system in place to onboard you, onboard

your team and explain it in a way so you don't feel overwhelmed, and then support

you on that journey, and then curate updates that, you know, out of those 20,

30 updates that happen in a month, they might curate five that are really sort

of important for you as a business owner,

Kalvin J Morris: Yep

then that's the value of doing it.

That's the value and that's why you would wanna pay more, 'cause

let's face it, typically resellers, we do charge more than what

you'd pay directly for HighLevel.

Like it's $97 a month.

I charge $297 Australian for our base plan, for example.

But we charge that because just like you, you've ne- you've mentioned

all those things, the open office hours, the 24 chat, courses,

workshops, Zoom support, all those.

Those things are labor-intensive.

We gotta charge for that so that, we can make money, and it makes sense,

as a financial, like a business model.

Kalvin J Morris: Up

But it's for the benefit of everybody.

Everybody wins that way.

Kalvin J Morris: Of course.

yeah, so a couple of things that's now popped into my mind.

at Level Up, on stage in one sitting, they did 300 updates publicly

Oh Yeah?

the good old level update.

that's a special, they call it level update, guys.

yeah, that's a

Kalvin J Morris: I just, yeah.

I mean, I was listening to them all and understanding them, but you know, when

10 had gone by, I was like, "What was the other one?" So in the back, labs,

you get all the updates and stuff.

So we're now, at the point where we're growing and scaling, and we're now taking

on a team now who is the development team.

So actually, what do we need to offer to our clients?

'Cause you don't need to offer them everything, like I said about, we

have these real basic walkthrough step-by-step training videos for the

beginners who come onto our agency.

and, those videos are now out of date because they changed the

layout on the contacts, for example.

I don't know if you saw, like yesterday, it might have been around

for a while, I haven't seen it.

They've just released a whole update on the, on the opportunities, also

known as pipelines and, customer jour-

I haven't checked my Slack channel last two days, so I

Kalvin J Morris: Yeah.

So there's a whole forecasting in there.

You can see who's won.

There's a AI percentage of the likelihood of you winning based on

how old they are and all this stuff.

And it just popped up yesterday, and I was like, "This is cool. This is cool."

That would be the one that I would be highlighting to my

customers and making a proper video, inviting them to a webinar and educating

them about actual

' Kalvin J Morris: cause they're

getting continual value to me.

I don't charge them

Oh, yeah

Kalvin J Morris: we've had a number of people come to us and say, "Oh,

we want to move to another agency.

and the reason is they're restricting us from doing this." like for example,

there was somebody the other day and he said, "Oh, they won't let us use AI.

They won't let us have AI conversational.

They won't let us have AI voice agents." I was like, "Why?

Why would they do that?" and he said, they don't, they said they don't understand

it." And I was like, "That's their-"

I was expecting a different argument.

I was thinking maybe it's available on their higher plan.

Wow,

Kalvin J Morris: no, they just cut it out.

They just cut it out.

But, something I was gonna mention earlier, when we first started marketing,

we didn't try and white label 100%.

I just went out there and said, "We've got this amazing system." I didn't

necessarily say it was HighLevel, but I wasn't trying to hide behind it that it

wasn't, just kinda didn't outwardly say.

Bit of advice, as soon as I did say, yeah, we're an agency, we're white

label, and we're under HighLevel," my business went through the roof

because it's so well known now.

So, I… The way I explain it to people is I say, "If you think of a Microsoft

partner or a Xero accounts partner, we're the same as that but for HighLevel."

And they go, "Oh, I understand what you're talk-" 'cause you're talking

other language that makes sense.

and literally because we're now, fully like we're HighLevel, agency,

the business just accelerated.

So you can 100% white label, and some people do it internally for their clients

for whatever reasons they choose to, but I would advise anybody, be kind of

loud and proud that you're, partner of this business, that's worth hundreds

and hundreds of millions of dollars,

I'm literally going through that exercise like this week.

I've got, my, my Victor AI tasked on that project and to redevelop our website and

reposition our marketing to leverage the brand of HighLevel and position ourselves

and educate, through clever marketing how it positions us as an added value.

'Cause yeah, just like you said, it just makes a lot of sense.

It does not make sense.

it made a lot of sense, let's say four years ago, 'cause HighLevel was unknown.

it definitely made more sense to, 'cause then you'd ha- you… That

would just create like another, like you have to explain what HighLevel is.

But you're right, like a lot of businesses now, they go sometimes

direct or they definitely know about it.

we had somebody changing our aircon unit, or installing a new aircon

unit at our, old house in Canberra.

And then as they were leaving, I was like, "Hey, by the way, I've

got this business and all that."

And then the lady just said, "Oh, is that like a HighLevel?" I'm like,

"Yeah." "Oh yeah, we just signed up.

We're just trying to get our…" She said, "We're just trying to get

our head wrapped around it," which is, what I was alluding to earlier.

Like it's the adoption.

Again, adoption is the name of the game, guys.

If you can have a system that helps them adopt it better than the HighLevel

team can, and then let's face it, they're in the business of development.

We're in the business of providing results.

There was something else I was gonna say.

I forgot what it was.

We're getting into some good stuff though,

Kalvin J Morris: Yeah.

No, it's good.

It's good.

so yeah, we found that, picking those core features, understanding what

people need fundamentally as a baseline.

and w-we haven't niched in on an industry.

So funnily, at Christmas, we were doing all these different industries,

and we were like, "Maybe we should…

It's time to create some niches here." and we hit, photography, more

like established photography studios rather than individual photographer.

The Airbnb, funnily enough, and the insurance.

I called it the insurance, but it's the guy that I explained

earlier, the wills and estate

estate or what?

Mm-hmm

Kalvin J Morris: So went into the, into the video studio, recorded a whole load of

content, this like custom podcast around these three different niches and created

three offers, ran my ads on those three offers, and my leads dropped off a cliff.

And I was like, "Oh yeah, really surprising." I'd done like some real

nice professional video of this stuff, and I was like, "That's weird." ran it

for two weeks, spent a bunch of money, switched them off, switched my old

backed a- old ad style back on, which is two businesses, and then niched

that into small and growing businesses.

So rather than a specific business type, it's actually a product for this business

that's in this position in their journey, and just boom, just hit our niche.

So rather than… Yeah.

positioning a solu- positioning a solution or a common

problem Across industries, there's some, very common mechanics that,

yeah.

Kalvin J Morris: Yeah, and we're doing everything from, mortgage

to, we've got yoga studio, we've got gyms, we've got, somebody who

does PPF paint protective film.

like wraps them with clear film for, Porsches, Lamborghinis,

Ferraris, that type of thing.

so

good money in that.

That's a very interesting business model actually.

I didn't know until I spoke to a mate who runs that business.

You do a wrap for 5K and you can get it wrapped.

You can wrap a car in a day.

It's

actually, I was mind blown.

Kalvin J Morris: yeah.

Yeah.

but it's so diverse.

It's so diverse what can be done.

And, coming back to what we were saying earlier, it's just so interesting just

seeing these different people, different walks of life, and different styles.

And you s- you know, five people running the same business, and they're doing

it in five different ways as well.

the net result is the same.

They supply X product or, Y service.

but yeah.

No, it's crazy.

It's good.

It's, it's definitely enough to keep you on your toes and keep you, interested.

Yep, 100%.

Yep.

I mean, it's exciting.

It's exciting the world we live in and what we can create for other businesses

and what lifestyle this can create for us.

There was one thing I was gonna follow up on in terms of, creating your

own resources and supporting your customers, because you were t- alluding

to the fact that, like how quickly HighLevel, innovates and changes things.

So you might create a resource, a how-to video that becomes obsolete

after a couple of months because the UI, or the interface, the

visual interface has changed.

So what I did, instead of trying to create every single… Especially thing

like, help articles, a knowledge base.

I still want it to be branded, and everything.

but yeah, I very quickly realized that there's no way I wanna be in

that business of managing my own knowledge base and updating articles.

Kalvin J Morris: Nope

So we went with HL Pro Tools

and it's been brilliant.

And I actually got a nice surprise the other day where we now not just have,

hundreds of articles that are always up to date, but there's also these mini

courses that, that they just launched.

But yeah, there's these cool, little like mini courses, like step-by-step guides.

They're not often videos, they're more just step one, and it's a short

paragraph and like where to click, where to go, and a little screenshot.

Then you go step two and you go it's, what do you call it?

Like a walking guide or tutorial guide or something.

So we have our own courses inside our community, which is me on the

camera talking strategy and all that.

And, sometimes we create little quizzes at the end of each lesson so that the learner

validates their knowledge, and then when they finish the whole course, they,

the system issues them a certificate.

So those are really good, but they are, When I make those, they are like, I'm

not gonna make them about a feature.

It's gonna be something that's gonna be timeless.

But these ones, just a nice surprise.

It was just highlighting that, if you are listening and you are in

the business of SaaS, like white la- label version of HighLevel and

selling that to your customers, again, adoption is the name of the game.

Think about where you wanna spend your time, and whether you wanna

spend time on creating all these resources 'cause it might be cheaper

actually, just to partner up with…

There's many different amazing vendors.

HighLevel, sorry, HL Pro Tools is one of them.

they're, sponsor of this podcast, so they deserve a shout as

well, and I love their product.

Been a customer for years.

But you know, definitely do your research and then, it'll just give you leverage.

Yeah

Kalvin J Morris: Yeah, absolutely.

And that's what, Dakota's company does, which is high-level agency support.

So it's

That's right.

Yes

Kalvin J Morris: And, Extendly is another one that's well known.

And

there's some more.

There, so there's some more, but it's definitely does what it says on the tin.

Supports your agency so you can be where you wanna be, I like being in the

sales area of the business and being the frontman, and positioning myself in that

position, and speaking to these clients, like we said, learning about these

businesses and problem-solving very fast.

it's a really good place to be

Yeah.

'Cause what that then creates for you is creates you, it gives you space to

focus on the marketing side of things, on the sales side of things, and whether

it's, running lead, paid a- paid ads to, lead funnels, funnels offers, all that.

or going in person doing networking, which is what we covered at

the beginning of this podcast.

It's a no-brainer.

Tremendous value.

And if you can put yourself into that spot, then that's the spot you wanna

be because you wanna grow, and money is then what you can utilize to ful-

get somebody else to fulfill for you.

it's a, it's just been, it's just been reiterated on this podcast so

many times by so many amazing people.

And so if you're listening to this and you're like, "Yeah, nah." I mean,

we're, I think, close to episode 100, and I've had a lot of guests and a

lot of people who h- are, platinum and diamond and, doing amazing things.

So there's validation in this argument.

And like you said, I think at the beginning, like you sometimes you

don't really need to reinvent the wheel, just follow the, the path

that's been, walked through already and just add your own unique,

Kalvin J Morris: Your own unique offer, right?

your own unique sort of twist on it.

and that really leans into what we're talking about these

updates and the upgrades, right?

Is the fundamentals of our business will never change, right?

We make some noise, we have some conversations, we make some sales.

We fulfill those sales with whatever we do.

We get some reviews, hopefully.

We get them to tell their friends, and we do a bit more marketing,

and we go around the cycle again.

So you deliver that whichever way you deliver it, right?

that will never change.

HighLevel offers you all of that from the top to the bottom, in your own

business or if you're running HighLevel as a business, if you're an agency.

and for me, I Probably the best way to explain this is I have an iPhone 15 Pro.

We're probably close to iPhone, 20 by the time we finish the podcast, right?

we're- I think we're actually on 17 or 18, right?

But, every six months, a new one comes out.

I got past, years ago, needing that brand-new, that most recent thing.

Now, I'm not saying don't innovate and adapt, but once you create your niche, if

it works for the people you're serving, serve them small updates that serve them.

they may not need AI Studio.

They may never use that.

It's just recently been, aired, AI Studio, and seen some of

these cool videos that HighLevel themselves are putting out, right?

That they've built in their own studio, in their own… Most

businesses probably don't need that.

Or they just go, that's cool, but I just pay a marketing agency to do my

content." so it's about picking what works, adding what you think adds

value or what is maybe needed, and then running with it and, not involving…

And create cash flow

Kalvin J Morris: there's, yeah, there's a guy that I was speaking to

the other day, and he was like, "Oh, I'm doing this, and I'm, I've got my

HighLevel, and I've attached Claude, and I've built an MCP server, and

they're talking to each other," da.

And I'd spoke to him two months before on a Zoom.

I was like, "Cool." He didn't have any clients the first time I spoke

to him, and I was like, "Cool.

You've been doing all of that for two months?" He's "Yeah, course."

"How many clients have you got?" "I haven't got any." I was like, "Okay.

So you're doing some cool stuff.

You're doing more than we do, but I've gained X amount of clients since we

last spoke, and that's not a flex.

That's me saying, change your priorities and your process.

You're building the tech for something that you think might happen." Mm-hmm.

You haven't got the clients to prove it to you.

And when we built the custom software in my recruitment company, I estimate of our

one point five million spend, I estimate I wasted about four hundred thousand

on things that I thought were cool or things that I thought people wanted.

And I took it to market, that software.

we built it for our own business, and we tried to take it to market, and we were

just before the software boom, bizarrely.

And, we didn't do very well.

And, and I was like, "Oh, it does this and this." And then somebody… It was like

a gridded shifts for these care workers.

Somebody went, "Can you add the name of the day in the grid?" As

in Monday, Tuesday, Wednesday.

It had start of shift time, start date, end of shift time, end date,

all this… done all this technical like calculations around pay.

I'd missed out Monday, Tuesday, Wednesday, Thursday in the columns.

And I took it to market, right?

'Cause I was getting all excited.

That sounds crazy when you say that.

Something sort of… We went away, and I was like, within a week it was in there,

'Cause we had it coded, and we added it.

But that was that, market research.

I took it to market too early probably.

and, you've gotta, you've gotta know what you're offering.

You've gotta not get too involved in the tech as such with 50 features.

Pick five, and then run with that and get some clients, and let

them tell you what they need.

And you'll have an amazing… And that is HighLevel 101, right?

They only now develop off of community feedback, basically.

I mean, they're doing their own thing, right?

But you know what I mean is they have this huge li- God knows how big that list is.

Probably like a million ideas.

And they go, "This is what the community wants," or, "This feature is what they

want us to develop." So they're basically the Lego of the software business world.

Yeah,

pretty much

Kalvin J Morris: so Lego will-- is a timeless toy because Spider-Man

comes out, Marvel comes out, they make a new Grand Theft Auto game.

But whatever it is, Lego will just partner with them Can't lose.

It's a toy that can never be beaten, and h- that's the, it's the equivalent of

the business world is what HighLevel is.

But you just pick up the blocks you need, build your thing, and go with it,

Go with it.

I think, yeah, 'cause it's important.

You gotta create cash flow.

if you just keep building in the background and then go to

market… And look, I'm kind of like that as well, right?

I'm very much of a perfectionist.

I like to develop stuff.

I've done certain things that looking back just stupid, you know?

ev- I think everybody's gotta go through their own journey, and there's

reasons why, we're wir- that way.

we have that need to perfect cert- certain thing before it goes out.

strangely, certain things that are then do- done that way actually really

paid off well, like the snapshot stuff.

But it could have been a total flop as well.

So it's just too risky.

It's better to do it in… I think the most leanest I've heard, and especially

for beginners, is the student approach.

Student approach.

Just get $97 plan on HighLevel, which gives you, I think I've

been told, three subaccounts.

Kalvin J Morris: Sub accounts, yeah

And just in your local time- town, allocate one day and

just door knock to businesses.

Offer them to buy them a coffee or try and invite them for lunch or something to get

them to sit down and sit down with you for 30 minutes, for an hour, just to have a

conversation with that business owner in that particular trait and figure out what

are the problems that, they are facing.

And, if you dedicate yourself to learn the product, this is where

getting, a HighLevel certified admin, I think it's probably a really good

investment to start out with one of those really, valued ones o- on return.

even from lead gen perspective, actually.

I think it was you or somebody else told me, since they've got

certified on the market- on the certified admin marketplace,

they're actually getting leads.

I'm sat-- So the student approach is just pick one business owner.

Less is more with this type of approach.

Just pick one and, it could be a, somebody in a family even better, because

then you've got even more rapport and stronger relationship because the feedback

loop with that approach is critical.

if you don't create that feedback loop, it doesn't work.

But if you can build… If you can create a bit of a friendship with

somebody who is like really willing to help you and they get benefit

in return, that's very lean model.

you don't, you don't ask for any money.

They don't pay you anything.

You purely use it to build a case study

Kalvin J Morris: Yes.

yeah.

There was an agency, we built their agency out for them recently, and

they'd started on their own, ran into trouble, had a different business, which

was a subscription-based business that already has three and a half thousand

clients that they can sell HighLevel to.

They're already there.

and it's a different business, but it's related to what

this particular person does.

They, they-- I saw them actually in a Facebook group asking a question.

it w- it was, it wasn't the official HighLevel community.

It was another one.

I said, "Oh, by the way, we're HighLevel Expert. This is how you do that.

Inbox me if you need more." Person inboxed me, ended up, I think they've

spent £4,000 with us just because it was give that free value first.

They came in, built their agency, done, some s- kind of

support for a couple of months.

and they're off on their own.

Five-star review, which helps us.

And now in that same group, the minute somebody mentions or breathes

HighLevel or there's a particular, kind of, community around a white label

version of it, everyone just tags me.

They're just like, "Oh, speak to this guy." 'Cause she told

somebody who told somebody,

you build a bit of notoriety.

Kalvin J Morris: Yeah.

It's taken-

I never actually thought of the brand HighLevel like actually even

if you go to somewhere and they have never heard of HighLevel as a CRM, as a

software platform, just by saying, "I'm a HighLevel expert," it's what the hell?

You- I mean, that sounds a bit douche, but also intriguing.

Like, why would you ca- call yourself that?

So you might just naturally create interest just in, in that

pitch in itself.

Kalvin J Morris: yeah.

I think it's okay to, to be… It's okay to shout about yourself without having

arrogance, it's okay to say, "I consider myself an expert enough because I've

helped X amount of businesses." and by the way, they're all performing and making

a bunch more money than when we started.

So could- do I consider myself an expert?

Yes, because of that reason.

but we also started with one sub-account, right?

At the beginning

Kalvin, we've done it.

We're at the end of the episode.

I think this is, a value-packed episode.

I mean, we've gone through… Jesus, I mean, I'm gonna get it summarized

later, we'll go through that.

But, let's see.

So we dove deep into the power of referral marketing in networking, in-person events,

different tactics for in-person events to generate leads, layer in affiliate.

we talked about the power of referral partnerships and getting real

creative with some real examples.

I hope you guys have been taking notes because, I mean, if you've

just stumbled upon this podcast just now, or maybe you're a re-regular

listener and you just keep listening to these episodes because, you like

them, I think less is more sometimes.

just even if you just say, "Okay, I'm gonna, I'm gonna unpack this whole

episode, what I've listened. I'm gonna get the transcript." By the way, you can

get the transcripts if you go on the back end, on the website, and just apply it.

I think, that's the big, I think… maybe we just finish on that as a final piece

of advice for everybody, is make sure that because this is an hour that you've

just, I don't wanna say wasted 'cause it wasn't a waste, but, it wasn't a waste.

it would be a waste if you don't action anything that you've listened.

Kalvin J Morris: other way you invested it, right?

So and what I was about to say is grab the transcript from our conversation,

put it into your favorite GPT or Claude, and say, "Here's a transcript of guys

talking about XYZ. This is what I want to implement in my business. Ask me 10

questions and give me a business plan."

And you… Business plan 101.

It's already done for you

Yeah.

Absolutely.

And then if you've have actioned something, I would

love to hear it from you guys.

on our website, we have a couple of different ways you can engage.

I haven't been talking about it recently.

I just kinda got bored, I guess.

I just kinda reiterate, but I gotta do a better job at it.

But we have a section on our website where you can literally

upload, your success story.

something that you've done that worked really well in your agency

and you just wanna share it, you can.

If you just head over to highlevelexperience.com/yourstory, we

have a page dedicated to that, and you just record a short little video or

audio, short little format, and we'll include it in one of the next episodes.

You get a shout-out for your agency as well.

Just your name, who you helped or what strategy you've implemented

on the back of this podcast.

something valuable, is always welcome on this episode.

Remember, this is a community-based podcast.

I am on this podcast a lot of times interviewing people

who are my competitors.

We've talked about at the beginning, it's a very friendly community.

We all help each other.

You guys are listening.

but just get involved.

that's one area I would definitely like to improve on this podcast 'cause

I don't often know who's listening.

And there is something that's brewing, by the way.

there's something that's brewing, something that, I spoke to Lawrence

from WeAreHubPro, one of our sponsors earlier this year as well, about

doing something like a weekly call or something where we can all jump on.

if this… I think it would be a valu- I mean, for me, anytime I've

been doing something like that or attending these Zoom calls with other

HighLevelers has always been valuable, so I know it's a valuable thing.

and then me and Kalvin, we talked about it the other week as well.

you know, thinking about the idea of doing something for Europe.

So if you're listening from Europe, keep your ears sharp.

There might be something happening on that front as well.

that's it for me.

But Calv, did you wanna sh- say anything just to wrap up the show?

Any last piece of advice for the listeners?

Kalvin J Morris: a couple of things.

So that European meetup idea is a high-level, high-level meetup.

So that's, that's what the, the carrot is there.

so yeah, I'd just to say, my name's Kalvin Morris, it's spelled K-A-L-V-I-N.

The-- my company is called Obsessed to Success.

if you wanna check me out, you'll find me easily enough online in various places.

strongest social medias are, Facebook, it's Kalvin John Morris.

Instagram is kalvinmorrisofficial.

and LinkedIn is my name, Kalvin Morris, and you'll find me if you

search for Obsessed to Success.

Happy to help people, happy to give advice, happy to collaborate

and everything else in between.

it'd be awesome to hear some-- hear from some of you and, and understand

your journey and learn if we've had some influence, maybe giving you

that fire in your belly to go and take that next step and do something.

We'd love to hear that too.

And, Vit, amazing to speak to you again.

I know we had some awesome talks when we were in Australia.

and now you're a little bit closer to home, to my home anyway, 'cause I was

in Dubai at the time, and we've both shifted back to Czech and back to UK.

excited to do some more work with you, and, yeah, everyone

that's listening, appreciate it

Brilliant.

Thank you, Kalvin.

I'm looking forward to, doing more stuff and see what we can come up with.

Thank you so much.

Guys, thank you so much again for listening to today's episode

on the High Level Experience.

If you've enjoyed today's episode, then please do me a favor, share with other

fellow agency mates and HighLevelers that you think would benefit from listening.

This podcast grows because of you, because of the community, and because of you guys

sharing it to others that would benefit.

So that would really mean a lot to me if you could do that.

If you could head over to our YouTube channel, subscribe, maybe like some

videos that you've watched before, it would mean the world to me.

For show notes, links, and extra tips to help you grow your agency

or your SaaS with HighLevel, please go to highlevelexperience.com.

We've got ton of episodes.

There are a lot of them are still very relevant, a lot of great strategies.

Dive into that.

Thank you guys, and have a great rest of your day, everybody