0:00 Here's how to scale your AI agency so
0:02 fast in 2025 that it feels illegal. What
0:04 I'm going to do here is run you through
0:05 a simple four-step process that I and
0:07 many other people have used to make
0:08 millions in this industry. It's going to
0:10 start with zero to one, taking you from
0:12 nothing to something. Then it's going to
0:14 go one to 100, turning you from
0:16 something to many. Then we're going to
0:18 focus on optimization. And then finally,
0:20 at the end, we're going to talk about
0:21 scaling past the constraints of the
0:23 business model. Some reasons why you
0:24 might want to listen to me. I scaled my
0:26 own AI automation agency from 0 to
0:28 $72,000 per month. I've also scaled a
0:30 content marketing agency from 0 to
0:32 $92,000 per month. And after I did both
0:35 of these, I took my knowledge and I used
0:37 it to create the coaching and
0:39 information product business that I'm
0:40 now operating talking to you about this
0:42 stuff on this video um to make over
0:44 $200,000 a month in profit. So, I know a
0:46 thing or two about starting from scratch
0:48 and then scaling it up to a reasonable
0:49 sum. In this video, I'm just going to
0:50 show you more or less everything that I
0:52 know about it. Okay. So, very first step
0:54 that I want to talk about is in order
0:56 for us to proceed, we need to understand
0:57 this simple concept, which is that what
0:59 got you here won't get you there. Now,
1:01 this is something that I just came
1:02 across in my community the other day.
1:03 Somebody said, "Hey, I don't want to
1:05 think small. I don't want to think about
1:06 $10,000 per month. I want to think about
1:07 $100,000, a million dollar per month."
1:09 So, that's what I want to keep my eye
1:11 on. And that's the the skills and the
1:13 level that I want to operate at. And I
1:15 understand the idea here. And I think a
1:16 lot of gurus on the internet and stuff
1:17 talk with this sort of language here.
1:19 And maybe they're well-intentioned. They
1:20 want you to think bigger. But if we're
1:21 just being pragmatic, the skills and the
1:23 tools and the strategies that you employ
1:25 to get to maybe your first $10,000 a
1:28 month, they're actually very very
1:30 different than the steps that you're
1:31 going to take if you wanted to scale to
1:33 a million dollar a month or something.
1:35 Okay? So, if you guys are thinking
1:37 really really big, then you're going to
1:39 kind of lose the forest for the trees
1:40 and you're not necessarily going to be
1:42 taking the straightest line path to an
1:43 intermediate goal like 10,000 bucks a
1:45 month. So my whole like prevailing
1:47 philosophy, you know, from when I
1:48 started business better part of about a
1:50 decade ago has always been do the thing
1:51 that works for the level that I'm at and
1:52 then squeeze as much juice as I can out
1:54 of that and then use that to like fuel
1:55 the next step. So maybe I start with 10k
1:58 a month and then I do 100k a month. Then
1:59 after I do 100k a month, only then do I
2:01 do the strategies that take me to a
2:02 million. Okay? So I'm going to be
2:03 talking in loose terms about this and
2:05 and a bunch of other ones, but the very
2:06 first step and stage that I want to talk
2:08 about is this from zero to one stage
2:09 where a lot of you guys are probably at
2:10 watching this video. So 0 to one, what
2:12 does that mean? That means your first
2:12 10,000 bucks realistically. I think you
2:14 can define this in a variety of ways,
2:15 but if you guys haven't made your first
2:16 10,000 bucks on the internet or with
2:18 this specific business model, here is
2:19 more or less everything that I would do.
2:21 Very first thing, and by the way, this
2:22 isn't special. Like, anybody can make
2:24 $10,000 with this business model. You'll
2:25 find that I just repeat the same things
2:26 over and over and over again for people
2:27 at this stage. So, if you guys are
2:29 already at this stage, you guys want to
2:30 see more detailed stuff, just skip a
2:31 little ahead for the video. But anyway,
2:33 the very first thing that you'll do if
2:34 you want to go from 0 to one, I
2:36 recommend is picking a couple of niches,
2:37 okay? And then pre-committing to them
2:39 for at least 30 days, ideally longer,
2:41 right? And I now recommend 60 or 90 days
2:42 to really flesh out a niche and really
2:44 make sure that you've committed and
2:46 you're intentional with the problems
2:47 that you're trying to solve. Now, this
2:48 isn't actually that hard. If you don't
2:49 even know where to start, if you've
2:50 never done anything like that, I have
2:52 this cool niche discovery exercise that
2:54 you guys could find inside of Maker
2:55 School. It's my community. It's right
2:56 over here. And basically what it is, we
2:59 see there's a bunch of people on it
3:00 right now. But what it is is it's a
3:02 simple and easy way to just pick a niche
3:04 that may or may not work. I don't know.
3:06 I give it like 70% probability of any of
3:08 these niches working. The reason why I
3:09 put this together is I just wanted to
3:10 give people like an example, a list of
3:12 50 niches or so as well as the tools
3:14 that they needed to come up with more.
3:15 And what it is is it just starts with a
3:17 niche on the lefth hand side here. So
3:18 website developers, Instagram
3:19 influencers, PPC agencies, SEO
3:21 specialists. Then there's a service
3:22 line. This is the thing that you are
3:23 going to provide for them. Sales
3:25 systems, marketing systems, hiring
3:26 systems, product development systems.
3:27 Then it just iterates over them. And
3:29 then you end up with like a bunch of
3:30 different what are called positioning
3:31 statements or niches down over here.
3:32 Okay. So very first thing that you
3:34 should do realistically is you should
3:35 look at your experience. You should look
3:36 at the knowledge that you have. See if
3:38 you have any sort of crucial advantage
3:40 with knowledge in a specific industry.
3:41 If you understand the problems they face
3:42 and that sort of stuff, then you should
3:44 add that to some sort of niche discovery
3:45 exercise. Then just pick a couple. And
3:47 the reason we're picking a couple as
3:48 opposed to one, is because when you're a
3:49 beginner and you put all of your eggs,
3:51 it's supposed to be an egg. Happy
3:52 Easter, everybody. In one basket, it's
3:54 supposed to be a basket. Happy Easter.
3:56 Wow, that actually kind of looks like a
3:57 basket. Hell yeah. My drawing skills are
3:58 improving. If you put all of your eggs
4:00 in one basket as a beginner and you
4:01 don't really know what works and you
4:03 also don't understand how to identify
4:04 pain points and solve problems, odds are
4:06 that basket is not going to be the best,
4:08 right? So, I recommend choosing multiple
4:10 niches. The reason why is because you'll
4:11 just build out systems for one and then
4:13 you're just going to like copy and paste
4:15 them into others. So, instead of it
4:16 being 3x the work for 3x the results,
4:18 you're actually going to get basically
4:19 3x the results or maybe like 1.5x the
4:22 work. Okay? So, you put in maybe 50%
4:24 more work, you'll get 300% uh the
4:26 results. So after you've identified and
4:27 picked a niche using this discovery
4:29 exercise or something else, what I
4:30 recommend is you enumerate a couple of
4:32 revenue generating activities. So you
4:34 find things lead genen activities that
4:36 just deliver you a ton of revenue or the
4:38 straightest line path to revenue.
4:40 Usually it's some simple lead genen
4:41 thing which I'll talk about in a second.
4:42 Then you literally just do nothing but
4:43 those. You you legitimately you focus on
4:45 nothing but these lead generation
4:46 activities. I see a lot of people in
4:48 maker school and make moneywithmake.com
4:50 coming from different backgrounds. And
4:51 the people that make a ton of money with
4:53 the stuff, the people that, you know, we
4:55 just had somebody close $7,200 something
4:57 dollars in 9 days, the people that like
4:59 make those big accomplishments that are
5:01 bigger than most beginners could ever
5:02 dream to make, literally just do the
5:03 exact same boring thing every day for
5:06 several weeks or months at a time
5:07 before, you know, they cash in. So, what
5:09 are some revenue generating activities?
5:11 Well, there are a bunch. The simplest
5:12 one is obviously Upwork, cuz I pitch it
5:13 all the time. Just a freelance platform
5:14 where you can like pitch on jobs. If you
5:16 optimize your approach on Upwork and if
5:18 you're smart about how you do things,
5:19 you can very easily land clients upon
5:21 your first day of applying. Another big
5:23 lead genen mechanism nowadays is cold
5:24 email. Cold email is working really well
5:26 right now. It also synergizes with a
5:27 automation because if you just send 100
5:29 cold emails, you could use AI to
5:31 customize that 100 cold emails without
5:32 actually you having to like physically
5:34 manually do it. So you get again kind of
5:36 think back to my example here. You get
5:38 more results for less work initially.
5:40 But there are a variety of other ones.
5:41 Communities. You could jump into a bunch
5:42 of school communities with those niches
5:43 that we talked about earlier, then make
5:45 posts that add value, connect with
5:47 people one-on-one, DM them and that sort
5:48 of stuff. You could do LinkedIn. A lot
5:50 of people are crushing it on LinkedIn
5:52 right now where they basically cold DM
5:54 people. They go through their pages,
5:55 they identify connections, and then they
5:57 do live roasts or whatever. You could do
5:59 X, you could do Instagram, right?
6:02 Variety of different ways to do things.
6:03 I've even seen a lot of people get
6:04 clients the last couple of months on
6:05 Reddit as well. They literally just DM
6:07 people that are saying, "Hey, you know,
6:09 I'm struggling with this problem." And
6:10 then they say, "Hey, I know how to fix
6:11 this using an automation. Can I come in
6:12 and solve it for you?" Okay, so the
6:14 point I'm making is what you do is you
6:15 just pick three or four of these. So
6:17 maybe Upwork, maybe cold email, maybe
6:20 LinkedIn, and then you just do them
6:22 every single day for a very long time.
6:23 Nothing magical here. All you do is you
6:25 just pick some sort of minimum. Then you
6:28 track religiously. And I'm saying use
6:29 something like this. I have a tracker
6:31 over here. And this is legitimately the
6:33 exact same structure of the tracker that
6:35 I used when I was getting up and running
6:36 with AI automation. I legitimately just
6:38 tabulated the lead generation
6:40 approaches. So in this case, I'm saying
6:41 Upwork cold email communities. And every
6:43 day I would just log how long I spent
6:45 doing the thing. And I'd aim for it to
6:47 be something like an hour and a half to
6:49 maybe 2 hours in total. I have a simple
6:50 column on the left hand side here.
6:51 Really not rocket science. I think all
6:53 of us could probably put together
6:54 something like this. And just every day
6:55 I do that thing first, then I log the
6:57 time. I do that thing second, I log the
6:58 time. I do that thing third, I log the
7:00 time. Okay? So the reason why I'm
7:02 pitching this is so simple is because it
7:04 really is. It's not complicated. It's
7:05 simple. Just because it's simple doesn't
7:07 mean that it's easy. It's simple and
7:08 it's hard. But if you can just
7:09 consistently do something like this for
7:11 a long enough period of time, then
7:12 you're good. And then usually what
7:13 happens is your very first few gigs,
7:15 they'll be um pretty cheap because
7:17 you'll get them on some gig platform
7:18 like Upwork or something. Or you'll get
7:20 your first cold email lead, but you'll
7:21 have no idea what the heck you're doing
7:22 with them. You won't really be able to
7:23 sell them or justify a good price. So,
7:24 you'll get them for a small sum, maybe a
7:26 few hundred or something like that. And
7:28 this is where you kind of like learn on
7:29 the job. You know, you kind of try what
7:31 works, see what fails, learn a little
7:32 bit of client management, and so on and
7:33 so forth. After you're done your first
7:34 gig though, my recommendation is just
7:36 pitch 30% more than what you pitched on
7:37 the last one and just do that over and
7:39 over and over again until you receive
7:40 friction. So, what I mean is, let's say
7:42 you start at a $500 gig, like a lot of
7:44 you guys probably have. Well, for your
7:45 next gig, charge 650. After that, charge
7:48 $850. Okay? After that, charge uh
7:52 $1,100, and just so on and so on and so
7:54 forth. Eventually, what you're going to
7:55 do is you're going to run into like the
7:57 ceiling. Okay? If this is like your
8:00 success rate and this is like the number
8:01 of pitches you make, aka the number of
8:03 sales calls you have, what you're going
8:04 to find is like your success rate will
8:05 go down and eventually it's going to get
8:07 so low that it's, you know, not really
8:08 worth screwing around with. But this is
8:09 actually worth the trade-off, right?
8:11 Because if you think about it, you'll
8:12 make the same amount of money, you'll
8:13 just do less work because you'll have
8:14 the same number of pitches, you have the
8:15 same number of projects, and it's just a
8:17 good and easy way to figure out all the
8:18 pricing stuff. Most people don't know
8:20 how the hell to price. I'll get into
8:21 that next, but um yeah, if you don't
8:23 know how to price, literally just throw
8:24 something at the wall. Next client you
8:25 get, charge 30% more. Okay, the whole
8:27 goal here when you're at 0 to1 is just
8:29 to focus on lead genen and then let the
8:31 needs of your leads, that sounds like it
8:33 rhymes, guide your learning and
8:34 self-education. What I mean by this is a
8:36 lot of people try and know everything.
8:37 They try and like figure out literally
8:38 every last platform for AI automation.
8:41 They figure out how to prompt every
8:42 different model. They figure out how to
8:44 like connect to all these different APIs
8:46 and then when they actually get out
8:47 there in the market, they find that
8:48 nobody actually gives a crap. Nobody
8:49 actually cares that you can connect with
8:50 some deprecated API or that you can do
8:52 the Google specific thing or the
8:54 Facebook graph API. You know, instead of
8:56 starting with the education and then
8:58 trying to cram that into the need of a
9:00 few particular leads, just start with
9:02 the need of the leads and then use that
9:04 to guide your education. And because
9:05 this stuff is straightforward, what you
9:07 can usually do is you can get an
9:08 interested lead, okay? You could sell
9:10 them and in the process of your
9:12 nurturing and selling before you even
9:13 get the contract signed, you can learn
9:15 enough in order to deliver a reasonable
9:17 uh value project to that lead. So maybe
9:19 the sales cycle takes you like a week or
9:20 something like that. Well, when you get
9:21 an interested reply to one of your
9:22 emails or cold Upwork proposals or
9:24 something like that, that's when you
9:25 say, "Okay, I should probably find out
9:27 how that freaking platform works." And
9:28 that's actually when you direct your
9:29 time. So, a lot of people will call this
9:31 hacky. I used to think that this is
9:32 hacky. But if you think about it, it
9:33 just makes sense. You're not starting
9:34 with some opinion. You're not starting
9:36 with an assumption of what people want.
9:38 What you do is you find exactly what
9:39 people want and then you learn exactly
9:41 that. Okay? After you're done and you
9:42 have a couple clients under your belt,
9:43 just get in the habit of sending daily
9:45 updates to them. This is one of the
9:46 simplest and easiest ways to both retain
9:48 clients and then frontload your client
9:49 management skills. Okay? And rest
9:51 assured, this is not all that I've
9:52 mentioned on the 0ero to one game. I
9:54 talk about 0ero to1 all the time. So if
9:56 you guys want more specific tactical
9:58 implementations like how to set up a
10:00 cold email system, how to make
10:01 applications on Upwork, how to do more
10:03 or less everything else that I've talked
10:04 about here. Send cold DMs and so on and
10:05 so forth, just look through my channel.
10:06 There are dedicated videos showing you
10:08 how to do literally every one of these
10:09 steps that I've talked about here. Okay?
10:11 But for brevity sake and because I want
10:12 everybody in the same page, that is more
10:14 or less how you make your first $10,000
10:15 in a automation agencies and PS more or
10:18 less any other service-based business
10:19 model. Assuming that we've done that,
10:20 let's now move on to the next step,
10:22 which is phase two. Okay. The next step
10:23 is basically taking this little middling
10:25 thing, which worked. It got us from like
10:27 zero and then one. Okay? And then it's
10:30 duplicating this. It's now going
10:32 horizontal. So, let me actually draw a
10:35 better diagram. 0 to1 is more of a
10:36 vertical shift. You guys have ever read
10:37 Peter the 0 to1, you'll know what I mean
10:39 here. Okay? This is a vertical shift.
10:41 From here on out, what we're going to do
10:42 is we're going to do horizontal shifts.
10:44 Okay? So now horizontal, it's way easier
10:48 than vertical because horizontal is
10:50 mostly just find the thing that got you
10:51 from 0 to one and then just duplicate
10:53 this over and over and over and over and
10:55 over again. And the real value here is
10:57 that when you're good enough, you could
10:58 legitimately spam a 100 million of these
11:01 and it's not very difficult. We're use
11:03 automation here. So we use scale. So
11:04 we're just going to use the same
11:05 approach that got us from 0 to one and
11:06 we're just going to find a way to
11:07 systematize it and then spam it. The
11:08 term that I give that is strategic
11:10 leverage. So you just made $10,000.
11:12 Well, here's a quick and easy way to
11:13 turn that to $100,000. Okay, the very
11:14 first thing that I recommend is you guys
11:16 just probably hustled for that first 10
11:18 grand or those first few clients. You
11:20 probably were sending out those Upwork
11:21 apps. You're probably sending out those
11:22 cold emails, probably doing those DMs
11:25 and videos and etc. And for the most
11:27 part, you're actually doing this in a
11:28 very unoptimized fashion. Okay, we're
11:30 going to talk more about optimization in
11:31 the next phase, but the simplest way to
11:33 get up and running and streamline this
11:34 and just scale, do the thing that got
11:36 you here, but just do more and more and
11:37 more of it, is to do what I call a
11:39 lifestyle audit. We do a bunch of these
11:40 in maker school, but essentially what a
11:42 lifestyle audit is is it's where you
11:44 design your environment in such a way to
11:46 minimize friction in your daily revenue
11:49 generating activities. It is to design
11:52 the work that you are doing. Okay?
11:54 Design the structure and the approach
11:56 that you're taking to let's say your
11:57 cold emails or your job applications or
11:59 or whatever and then consciously and
12:01 intentionally try and like process
12:02 optimize every step. Then make your
12:04 environment rewarding. Make it enjoyable
12:05 to do the thing that you're doing. build
12:07 yourself some sort of accountability and
12:08 then just massively increase the volume
12:10 of the thing that you're doing. So, I'll
12:11 give you a couple of really simple
12:12 examples and you guys are probably going
12:13 to think I'm lame for this, but
12:14 legitimately just optimizing like the
12:16 ergonomic setup of like your desk or
12:17 whatever. You spend a,000 of the $10,000
12:19 that you just generated and use it to
12:20 like optimize the ergonomic setup of the
12:22 work. I mean like getting a better
12:23 computer. Maybe a lot of people that I
12:25 see in my communities, they'll do their
12:26 videos with like a really crappy
12:27 computer and their videos will stutter
12:29 and stuff like that. I mean just making
12:30 it nice and easy for yourself to do the
12:32 thing that you have clearly validated
12:33 and demonstrated that you can do for
12:34 money. I mean getting like a nicer
12:36 computer. I mean getting like a nice
12:37 microphone or something like that. I
12:38 mean spending $1,000 on some cold email
12:42 copywriting course to like tweak the
12:43 thing that you've been doing that has
12:44 worked and make it two or three times
12:46 better. I basically just mean designing
12:47 the environment that you're in and
12:49 designing not just the physical
12:50 environment, also like the knowledge
12:51 environment in such a way that you could
12:53 just do more of the stuff that you
12:54 proven moves the needle. Okay, so that's
12:56 the very first thing. The lifestyle
12:57 audit is like a structured way of going
12:59 about that. But I think you guys could
13:00 probably get the 8020 just listening to
13:01 me talk about it. The next thing I
13:03 recommend is shifting to value based
13:04 pricing. So, um, up until now, you've
13:06 probably done most your pricing just by
13:08 throwing things at the wall and then
13:09 just increasing the prices slowly and
13:10 maybe asking a few friends or some
13:12 community members for advice. And, you
13:13 know, you're kind of getting there, but
13:14 now is when we shift from this sort of
13:16 haphazard, arbitrary approach to like a
13:18 very structured one. And I have a very
13:19 good video on how to do this over here.
13:21 So, just Google the sevenigure agency
13:22 pricing strategy that actually works if
13:24 you guys want more information on that.
13:25 But, I'm just going to summarize it
13:26 right now. And that's that basically um
13:28 in value based pricing now that you know
13:31 more about a business and how it all
13:32 operates what you do is a three-step
13:35 thing where you identify the value of
13:38 this problem or solving this problem I
13:39 should say. So if a customer is running
13:41 into an issue where like their sales
13:43 team can't reasonably attend to leads
13:45 and they think that that's costing them
13:47 $5,000 per month. The value of that
13:49 problem is at least $5,000 per month.
13:51 Okay. Then what you do is you charge a
13:55 fraction of that price. So if you think
13:58 you could save them $5,000 a month, what
14:01 you do is you actually charge them a
14:02 fraction of the $5,000 a month. You
14:04 wouldn't charge them $5,000 a month to
14:06 replace a $5,000 a month problem, right?
14:07 That wouldn't make any sense. That would
14:08 be parody. You want the business to feel
14:10 like they're getting something out of
14:12 working with you. But what you do is you
14:13 charge some fraction of it to represent
14:15 the uncertainty in your service
14:16 delivery. um I don't know like the
14:18 amount of time it's going to take the
14:19 additional work that they're going to
14:20 have to sol uh uh spend in order to you
14:22 know build the system with you and so on
14:24 and so forth but basically we charge a
14:26 fraction of that value um and then
14:28 here's the percentages that I usually
14:29 charge if you are solving a revenue
14:31 problem so you're increasing their top
14:32 line I charge about 30% of that and then
14:35 if I char if uh you're solving an
14:37 expense problem or you are improving
14:39 their bottom line then I charge about
14:41 50%. So, in this hypothetical example
14:43 where there's some sales system that's
14:45 reducing their ability to close $5,000
14:47 or something like that, I'd probably
14:48 charge them about $1,500 bucks a month
14:49 cuz that's a revenue problem. Let's
14:50 hypothetically say instead it's like
14:52 some software product that they're using
14:54 that currently costs them $5,000 a
14:55 month. And then I come in and I say,
14:56 "Hey, you could actually replace this
14:57 all and it would cost you basically
14:58 nothing. Do you want me to show you how
14:59 to do it?" They say, "Yeah, I charge
15:00 them 50% of that, which would be 2500."
15:02 And the reason why is a little bit
15:03 nuanced, but basically topline, right,
15:06 is further away from the the the thing
15:08 that people care about. like profit is
15:09 down here, revenue is over here, right?
15:11 And there's just a bunch of question
15:13 marks on everything from from here. Like
15:16 um profit is the thing that matters in a
15:18 business, not revenue. Revenue is
15:19 vanity. Profit is the sanity, right? So
15:21 the money that people make off the top
15:22 line is a little less uncertain how
15:25 valuable that is, but the money that
15:26 makes it to the bottom line is a lot
15:27 more certain. So because there's less of
15:29 a distance between the change that
15:30 you're making and the value you're
15:31 driving, you can charge more of a
15:32 percentage for the expense. Hopefully
15:33 that makes sense. You don't need to
15:34 understand that in order to make money
15:36 with it, though. Okay, so then what do I
15:37 do? Well, after you've made your first
15:39 20 or $30,000, what you do now is you
15:40 run an 8020 on the small set of clients
15:42 that generate most of your revenue, and
15:43 you just double down on those. What I
15:45 mean by this is you at the end of all
15:46 this are going to have a list, okay?
15:48 It's going to be like your clients, and
15:49 you're going to have like, I don't know,
15:50 one client's going to pay you 3K a
15:53 month. Another client's going to be
15:54 paying you 5K a month, and another
15:56 client's going to be paying you 1K a
15:58 month. The 3K client's going to take you
16:01 20 hours to fulfill. Okay? The 5K
16:03 client's going to take you 30 hours to
16:05 fulfill. And then the 1k client's going
16:06 to take you 10 hours to fulfill. Well,
16:08 what we do is we actually just run a
16:09 little bit of math on all three of
16:10 these. So, what's 3,000 divided by 20?
16:13 My math ain't so good. 150 bucks an
16:14 hour. What's 5k divided by 30? My math
16:16 definitely ain't so good. What's that?
16:18 Like 166 bucks an hour, I think. And
16:20 then what's 1k divided by 10? 100 bucks
16:22 an hour. The math just worked out this
16:23 way. It's not that the lower cost one is
16:25 the least valuable and this is the
16:26 second most valuable. This is the most
16:27 valuable. But, um, I guess what I'm
16:28 trying to say is just work it out in
16:29 terms of the rate and then you're like,
16:30 okay, well the the 1k client clearly
16:32 isn't working for me, so I should double
16:34 down on this stuff. How do you double
16:35 down on these two? Well, you can offer
16:37 more value to the business owner or the
16:39 person that you're working with,
16:40 literally solving more problems for them
16:41 and then pitching more value on your
16:43 end, right? Hey, you know, I see an
16:44 opportunity for you to make another $5
16:45 or $10,000 a month. I'd like to offer
16:47 you an XYZ system to do that. You know,
16:49 if it doesn't work, uh, you don't have
16:50 to pay, but I just wanted to put this in
16:51 front of you and see if, you know, there
16:52 might be value. If you are good at your
16:54 service, if you're a good salesperson,
16:55 if they like you, then obviously they're
16:56 going to say yes, they're going to tri
16:57 it out, and then when it ends up
16:58 inevitably working, you can take a part
17:00 of that upside. Or it just means you
17:01 identify the principles of those clients
17:03 that made money and then you just try
17:05 and look for clients like that and then
17:07 next time you charge a little bit more.
17:08 Instead of charging 5K for the 30 hours,
17:10 maybe you charge 6K. Give that a try.
17:11 Bump it up to 200. Okay, so this is now
17:14 basically you see what works. You run
17:15 the 8020 and you determine which one of
17:17 your clients generate most of your
17:18 revenue and then just double down on
17:19 that approach. Next big thing is to
17:21 build intro offers and recurring
17:22 services and then pipe the intro offers
17:24 into your recurring services. So the way
17:26 that AI agencies work, and I talk a lot
17:27 about this in this video here with the
17:29 um never beating the robot allegations
17:31 with this stuff, am I? No, I am not.
17:33 Basically, the way that high throughput
17:34 agencies work is they focus mostly on
17:36 retention. Okay? So retention just means
17:39 client comes in, I guess, and they give
17:41 you some money. Then they come into like
17:43 your pipeline, okay? And then you do
17:44 some sort of value ad to that. You solve
17:46 their problem. You consult with them.
17:48 You do whatever. And then the client
17:49 comes out. And ideally, you make some
17:51 multiple on the money that they had
17:53 initially. And then you have now like
17:54 like this is this is really where the
17:55 value that you add to a business is,
17:56 right? So the best businesses, they
17:58 don't just try and cram as many new
18:00 clients in as possible, right? Because
18:02 every time you try and get a new client
18:03 in there, it actually costs you a little
18:04 bit of money. You're usually paying for
18:06 it. You're paying for those Upwork apps.
18:07 You're paying for the cold email
18:08 software. You're paying for the
18:09 salesperson's time. The good businesses,
18:10 what they do is they actually focus on
18:12 retention a lot more. So they will grab
18:14 this client. Then they'll say, "Hey, I
18:15 know we just helped you make a lot of
18:16 money. We can help you make even more
18:18 money." So all you do is you just sign
18:19 up for this additional package. Okay?
18:21 And now you basically gotten all the
18:22 benefit of a second client. It's just
18:24 you didn't have to spend money for it.
18:25 So this is called retention, right? Um
18:26 hopefully that makes sense for most of
18:28 you. And if it doesn't, I have videos on
18:29 how to optimize retention. The issue is
18:31 it's very difficult to get a retaining
18:33 client, somebody on a retainer, on a
18:35 recurring sort of service for you if you
18:37 haven't done work with them before. Cuz
18:38 when somebody signs up to a recurring
18:39 service, they're kind of like, "Hey, I'd
18:40 like to work with you 5,000 bucks a
18:42 month for a year." It's like, "Holy
18:43 crap, a whole year? I've talked to you
18:46 for like 2 hours. How am I supposed to
18:48 know that you're a good person to keep a
18:49 relationship up with for a full year?
18:50 You want to do a full year's worth of
18:52 work for me, but I have no idea what the
18:53 quality of your work is right now. So,
18:54 it's hard for like like it's really
18:55 difficult for a client to say yes to
18:56 that, right? So, what you do, okay, the
18:58 evolution of the agency business model
19:00 is basically this. You split up your
19:01 services into two parts. You have what's
19:03 called an intro offer. This is coined, I
19:05 believe, by my friend and colleague Matt
19:07 Larson, who talks a lot about this
19:09 stuff. Definitely check out his channel,
19:10 but the concept is the same and has been
19:12 restated in many terms. You do an intro
19:14 offer, then you do some sort of
19:15 recurring service and you develop two of
19:17 these. Okay? So, intro offer and
19:18 recurring service. Then what you do is
19:20 you get new clients in to the intro
19:22 offer. And then you try and sell to
19:24 every one of those intro offer clients
19:25 the recurring service. So now what
19:26 you've done is by the time they make it
19:28 to your recurring service pitch, you
19:29 validated the quality of your service
19:30 and you said, "Hey, we just gave you all
19:32 these wins. We just made you all this
19:33 money. The ROI is clear. Why don't we
19:34 get you on a 12-month package for $5,000
19:36 a month or or something like that?" I
19:37 usually don't lock them in myself. A lot
19:38 of people do and they make a lot more
19:40 than me because of it. So what this does
19:41 is the intro offer, this is usually
19:43 small, it's easy, it's a quick win,
19:46 right? So you usually have very high
19:48 conversion rates on this. Very, very
19:50 high conversion rates. And then once
19:52 you've converted a large portion of the
19:54 people that come in, I don't know, like
19:55 20, 30, 40% of the people on your
19:56 initial sales call, then when you pitch
19:57 them recurring service, the conversion
19:59 rates on the recurring service are going
20:00 to be a lot higher. And obviously, you
20:02 can pitch the recurring service to
20:03 people at the start line, too. Don't dis
20:05 don't like not do that. don't think that
20:07 it's not allowed or something, but this
20:08 is just like a good way to get the 8020,
20:10 get the vast majority of the people that
20:11 would have otherwise wanted to pay you
20:13 to not only pay you, but then consider
20:14 you for a recurring service. So, what do
20:16 you do at this point? If you want to
20:17 make, you know, 100 grand, a million
20:18 dollars, whatnot, um, you build intro
20:20 offers and recurring services. You look
20:22 at the 80% or 20% of the clients that
20:24 pay you 80% of the money, you say, hm,
20:26 what are they doing? What was the
20:27 service that I provided them? And then
20:28 you build a bunch of intro offers around
20:29 that. Or if you're doing recurring
20:31 monthly services, you build a bunch of
20:32 um, services around that. Okay? Once you
20:34 have that, then you have a list that you
20:36 could use to pitch back to to people.
20:38 Um, so, uh, now you have probably a list
20:41 of between 5 to 10 clients, right? And
20:44 you have the five to 10 clients. Some of
20:45 them are going to be onetime projects,
20:46 some of them are going to be recurring
20:47 projects. What you do now is you pitch
20:49 the recurring services to all of the
20:50 currently acquired clients. Okay? So,
20:52 you could try and get all of them on a
20:53 monthly recurring package. And
20:54 realistically, of the five or 10, you'll
20:56 probably get a few, maybe even more if
20:57 you're good. Maybe get three or four.
20:59 And if you get three or four on, let's
21:00 say a $5,000 a month package, which a
21:02 lot of people do. Well, now you're now
21:03 you're printing money, right? Now you're
21:04 making like 20k, 30k a month, which is
21:07 far beyond what a lot of people think
21:08 that they can get to. And then finally,
21:10 um, after all this stuff, I'd recommend
21:12 you start dialing into like sales
21:13 specifically because odds are up until
21:14 now, you've probably been approaching
21:15 sales in a pretty undirected manner. At
21:17 least the way that I teach things, the
21:18 way that I try and show people things is
21:20 like just dive in there. Don't worry too
21:21 much about it. Just have a conversation
21:23 with them, ask them questions, press
21:24 their pain points, and try and solve
21:25 their problems. Don't make this into a
21:26 science. All you're doing is talking one
21:28 person to another. But reality is after
21:29 you get to the point where you're
21:30 making, you know, some sort of five
21:32 figure amount, sales starts being the
21:33 bottleneck. And like your ability to
21:35 pitch higher and bigger projects, your
21:36 ability to convince people on a call,
21:39 basically the percentage conversion rate
21:40 when people come into some sort of sales
21:42 meeting with you starts being the
21:43 limiting factor. So this is where I'd
21:44 start reviewing all my sales calls
21:45 regularly. I'd start optimizing for my
21:47 pitch, for my authority. I'd start
21:48 really just making this into the science
21:49 that sales actually is. Okay. All right.
21:51 So at this point, I know I've drawn a
21:53 lot on the page here, but we probably
21:54 made somewhere between $100,000 to a
21:56 million. The next step is we need to
21:58 scale through systems not people. So you
22:01 know how earlier I said that the first
22:02 one was zero to one then we go from one
22:04 to many and then after one to many we do
22:07 optimization. This optimization step is
22:09 what will allow us to take all the tools
22:10 that we develop in the one to many stage
22:12 and then leaprog ahead and make a ton
22:13 more. Okay. So we're in AI and
22:15 automation. So I think we're probably
22:16 about as qualified as anybody to know
22:18 that automations reduce the cost of
22:20 labor and they can improve the output of
22:22 a very small team. Like they can
22:24 multiply the leverage of a very small
22:25 team without needing to hire more
22:26 people. That's kind of how automation
22:27 works, right? So, I think we're probably
22:29 the best equipped to be honest to be
22:30 able to deal with this. And when a lot
22:32 of people think, hm, I should hire, I
22:34 always think, hm, are there ways that I
22:36 could build systems to do more of the
22:38 work so that I could grow my revenue
22:39 without having to increase headcount.
22:41 So, my earnest recommendation here,
22:42 which a lot of people disagree with, and
22:44 that's fine, is if you're going to scale
22:45 from here on out, do it with systems
22:47 first, not people. Only focus on people
22:48 at the very, very end if there's just no
22:50 other way that you could see yourself
22:52 growing cuz people have a ton of
22:53 drawbacks. People are extraordinarily
22:56 slow usually to teach. Um it's like an
22:59 investment. So you'll invest a bunch of
23:00 money in them and then some personal
23:01 thing will pop up or there'll be some
23:03 problem or they'll get poached by
23:04 somebody else disappear. There's a lot
23:06 of regulation when you hire people. Now
23:07 obviously you can mitigate this with
23:09 some strategies like hiring contractors
23:10 versus employees. But there's a lot of
23:12 regulations you have to deal with and
23:13 then you know the outputs tend to be
23:14 less consistent. There's also an
23:16 additional cost that not a lot of people
23:17 talk about and that's the management
23:19 cost. Not just management cost but
23:20 management time. Okay. So if you just
23:22 take into all these things into account
23:23 all these cons, it's usually much easier
23:25 to just build a system. Even if it does
23:26 90% of a person's job, not 100% of a
23:28 person's job, you need that last mile to
23:30 be solved by a real human being. Well,
23:31 now you've just multiplied that person's
23:32 leverage by 10x, right? So start here.
23:34 Worry about people after. That's what I
23:36 always say. Okay. So how do you actually
23:37 do this in practice? Well, the very
23:38 first thing I recommend is now that
23:40 you've done a ton of work, you have one
23:42 basically. You now have a business.
23:44 You've delivered tons of projects, 10,
23:46 20, 30, 50, 100, whatever. you now have
23:48 basically a giant list of projects that
23:51 you've delivered, systems that you've
23:53 built and so on and so on and so forth.
23:54 What you do, okay, is you go through all
23:57 of those
23:58 systems and then you template them out.
24:01 You legitimately grab the deliverables.
24:04 You go through all the emails. You go
24:05 through all the systems that you
24:06 developed. to go through your CRM,
24:07 whatever system you did, and you
24:08 legitimately just grab all of them and
24:10 then you you download the templates in
24:11 your no code tool or you download the
24:13 scripts if you're doing like software
24:14 development agency style stuff or you
24:16 just turn all of the stuff into a file,
24:18 okay? Or a series of files. Then you
24:20 convert all these into instead of
24:21 services like they were before, now they
24:23 are products, okay? Now you standardize
24:25 them. The next thing you do is you
24:27 create strict templates for client
24:28 inputs. The idea here is it's going to
24:30 eliminate scope creep and it's going to
24:32 have clients give you exactly what you
24:34 need in order to fulfill the previous
24:35 step which are those templates. Okay?
24:37 Because usually like let's say you have
24:38 a blueprint or something for some cold
24:39 email system or maybe let's keep it
24:41 really simple some autoresponder right
24:42 if you think about it in any noode
24:43 platform you're going to need to hook up
24:44 the connection the credential you're
24:46 going to have to do like the
24:46 configuration API keys. So what you do
24:48 is you develop the standardized template
24:50 and then you say okay for that template
24:52 client needs to give me Google access
24:54 and then I need a list of categories
24:56 right and now it's it's as simple as
24:57 when you get a new client for this
24:59 specific intro offer you just ask the
25:00 client hey I'm going to need access to
25:02 your Google account or you can just make
25:03 me a new one and I'm going to need like
25:04 three categories that you want me to bin
25:06 your emails into. That's it. And now you
25:07 get everything you need up front. Now
25:09 you've significantly streamlined the
25:10 client relationship. Now you can
25:11 standardize your pricing and you can
25:12 productize and you can scale the hell
25:14 out of that. Okay. At this stage, it's
25:15 also worth optimizing for the value of
25:18 your projects because the second that
25:19 you start getting into that, like this
25:20 is technically very similar to that as
25:22 well, but the second that you start
25:23 getting into really drilling down into
25:25 what it is that customers actually care
25:26 about, you can sprinkle a little bit of
25:28 work on some sections of the project and
25:30 then deliver outsized results. And as a
25:32 result, you could price a lot more. And
25:34 you know, one of the quickest hacks to
25:35 make more money with the same headcount
25:36 is literally just pricing more, right?
25:38 So, this allows you to do that. I have a
25:40 video on a quick and easy way to do that
25:41 here where I basically just turn some
25:43 automations that are built in make.com
25:45 into full-fledged SAS apps that just
25:47 look really cool. This is an example of
25:48 increasing the amount of value up front
25:50 from the client perspective, hiding a
25:52 lot of the complexity and just making it
25:53 easy for them to say yes to a big
25:54 package. But some other things that you
25:55 might want to consider doing are a lot
25:56 of system are email based or notice
25:58 based. So it's like a Slack notification
26:00 when somebody comes into the flow or
26:02 it's an email that's sent out to the
26:04 prospect when somebody fills out a lead
26:05 form or whatever, right? Well, these are
26:06 the things that are visible. The client
26:08 doesn't see all the logic that went into
26:09 building the flow that produced the
26:11 email. The only thing that they actually
26:12 saw was the email itself. So
26:13 legitimately going through all of the
26:15 outputs and deliverables of all the
26:16 systems that you built for all of your
26:18 recurring and then future clients and
26:19 then just touching up the emails,
26:21 touching up the way that the Google docs
26:22 you generate look, touching up the
26:24 Google slides, okay, just sprinkling in
26:26 a little bit of design basically at this
26:28 point can actually enable you to charge
26:29 significantly more money because things
26:30 just look better from the client
26:31 perspective. Okay, after that you create
26:33 solutions that clients can pay for
26:35 without understanding the technical
26:36 details. So now that you have templates
26:38 for the input, you have templates for
26:39 all this stuff. The these three work in
26:41 synergy, you now just have very simple
26:43 solutions where it's like, hey, we can
26:44 generate you 20 booked appointments per
26:46 month every month. All you need to do is
26:48 just sign up to this one platform or all
26:51 you need to do is just give us a CRM
26:53 that we can dump the leads into. Well,
26:54 the point I'm making is you vastly
26:56 simplify the interface for the client.
26:58 And then once it's simpler, you'll find
27:00 that by nature, you're just going to
27:01 start working with bigger and bigger
27:02 businesses because the people at the top
27:05 end of those bigger businesses typically
27:06 don't care too much for all the
27:08 technical stuff. And so you can sell to
27:09 bigger and bigger people. And then you
27:11 can focus on solving problems as opposed
27:12 to like particular technical issues, if
27:14 that makes sense, which is where a lot
27:15 of your initial clients come from to be
27:17 real. Then yeah, you get to start
27:18 focusing on higher levered sales
27:19 activities as well. And this is what I
27:20 personally recommend. So right around
27:22 the time that I was uh making about a
27:23 million dollars with Aon automation, I
27:25 started focusing on higher leverage
27:26 sales activities like content and then
27:28 scaling up my cold email and then
27:29 because I was no longer doing let's say
27:31 you know you kind of have two options
27:33 with lead genen right I was talking
27:35 about that zero to one path and how it's
27:36 different from you know like one to many
27:38 well like a simple 0ero to one path is
27:40 sending loom video to somebody right but
27:42 that takes a fixed amount of time if you
27:44 think about it like if this is time and
27:46 this is number of people contacted then
27:48 basically what I'm doing is I'm trading
27:50 one unit of my time every time I send a
27:52 Loom video for one person contacted. So,
27:54 this is cool and all and you can do it,
27:56 but notice how this scales linearly. It
27:58 only scales like a line, right? At this
28:00 point, when you're at the point where
28:01 you made about a million, I recommend
28:02 that you focus on higher levered sales
28:03 activities like scaling the hell out of
28:05 your cold email or scaling content. The
28:07 reason why is because what you'll do is
28:09 you'll spend a little bit of time
28:10 initially building all this stuff up,
28:11 but then you'll find that the output
28:13 will scale like crazy and you don't
28:15 actually have to spend too much time in
28:16 order to contact a ton of people. So, I
28:18 wouldn't do this until you've already
28:19 made some money. So definitely don't
28:21 focus on content at the start line. Make
28:23 some money first, but what you'll find
28:25 is after you've made a fair amount of
28:27 money, this is the straightest line path
28:28 to continuing to scale. As I've
28:29 mentioned, what got you here won't get
28:31 you there. So just focus on content and
28:33 cold email and these more scalable lead
28:35 genen activities in the right place. But
28:36 if you think about it, like this video
28:37 right now is probably being watched by a
28:39 few hundred or thousand people
28:40 simultaneously, right? It took me a
28:41 fixed amount of time to record. Probably
28:43 going to end up being about 354 minutes
28:44 when all said and done. And then that's
28:46 it. I basically spend 35 to 40 minutes.
28:48 Well, I don't spend any time after that.
28:49 it basically just goes vertical to be
28:51 honest. So this is an example of a very
28:52 scalable lead genen technique and you
28:54 know it has some cons to it of course
28:56 most people can't actually make it work
28:57 and you have to invest a lot of time and
28:59 energy into that initial growth period
29:01 but after you get to a certain point
29:02 this is sort of how you go from that
29:04 million dollars to beyond $10 million
29:06 $100 million and so on. Speaking of
29:08 scaling beyond this is kind of like
29:09 where I'm at right now. There are a few
29:11 ways that I think that anybody could do
29:12 what I'm about to tell you. I don't
29:14 really feel qualified to talk beyond
29:15 this point to be honest but I don't
29:17 really want to talk about stuff that I
29:18 don't understand really deeply. So
29:19 obviously everything from step one all
29:21 the way up to here I get. But this is
29:22 sort of where I'm at right now and some
29:24 of the problems that I'm solving here.
29:25 I'll peel back the hood so you guys
29:27 could see more or less what I'm
29:28 thinking. So my humble opinion is at the
29:30 start line what you need are you need
29:33 actions. But the further along the
29:35 business you go actions stop being as
29:37 important as habits. And then habits
29:39 stop being as important as beliefs.
29:41 Okay. So at the start line the most
29:43 important thing you need to convince
29:44 yourself of is that you're capable of
29:45 doing an action. At the middle, the most
29:47 important thing you need to convince
29:48 yourself of is that you're capable of
29:49 maintaining a habit. But at the end, the
29:51 most important thing that you need to
29:52 solve in order to continue growing is
29:54 you need to overcome the fundamental
29:55 beliefs that have stopped you from being
29:56 able to push past. And so, one of the
29:59 big issues that I always see people that
30:01 scale past a few hundred,000, okay,
30:03 maybe $50,000, $100,000, $150,000 a
30:06 month, myself included, is we have a
30:07 number of these limiting beliefs. These
30:09 are fundamental beliefs that are handed
30:11 down by our childhood essentially by our
30:13 families, by our early development
30:15 experiences, by our friends. And these
30:17 are simple beliefs like, you know, I
30:19 can't make a ton of money without
30:20 working super hard. I can't have an
30:23 amazing family and an amazing career. I
30:25 have to sacrifice one of these, right?
30:26 Or I'm unmotivated or I'm a lazy or I'm
30:29 a piece of crap or you know these more
30:31 deeper limiters that you know are hard
30:34 to sort of confront but when you do you
30:36 tend to push through large plateaus. So
30:37 big thing that I'm doing right now is
30:38 I'm consciously identifying a lot of
30:39 these limiting beliefs. And I'm finding
30:41 tremendous growth in identifying my
30:43 limiting beliefs. I think that this is
30:44 probably what's enabled me to get from
30:47 170 about 170k last month, 160 something
30:50 to, you know, over 230k this month and
30:53 counting. So this, you know, this is one
30:55 step here that has essentially made me
30:57 about $60,000 per month in legitimately
31:00 like 23 days or whenever the hell this
31:02 video is going to be published. So if
31:03 you think about it, like that's a major
31:04 ROI on my time. I spent a few days doing
31:07 this. I surrounded myself with a few
31:08 people. I talked with a few people. I
31:10 tried to understand, hey, the people
31:11 that don't have these limiting beliefs,
31:12 why? After you're done with that, you
31:14 should begin allocating a substantial
31:15 portion of your revenue to research and
31:17 development. These are things with a
31:18 less of a clear payoff. You know, early
31:20 on I was talking all about how you
31:21 should focus on those things that don't
31:22 scale like maybe those Upwork apps or or
31:24 whatnot. Things that you trade one unit
31:26 of time for one result and then later on
31:28 you focus on more scalable things,
31:30 right? Well, eventually these scalable
31:31 things reach saturation or cap as well.
31:33 What you need to do past that if you
31:34 want to continue being able to, you
31:36 know, grow exponentially is you need to
31:38 look for things that don't necessarily
31:39 have a clear onetoone payoff. And you
31:41 basically need to be willing to spend a
31:42 little bit of your money to explore new
31:44 opportunities. So what I'm doing right
31:46 now, for instance, is I'm exploring a
31:47 number of different social media
31:48 platforms. I'm investing in maybe
31:50 untraditional content generation efforts
31:52 like creator rewards, for instance.
31:54 I'm experimenting with different
31:55 products. I'm experimenting with just
31:56 different approaches to pricing my
31:58 communities and whatnot. The point I'm
31:59 making is I'm actively investing a
32:00 portion of this money into ways that I
32:02 can grow further, but I don't have a
32:04 defined payoff. It's not like I know
32:05 that this money, this $1 is going to
32:07 make me 10. At this point, it's like,
32:08 all right, well, I'm kind of running
32:09 into the upper limits of what I can do
32:10 here with myself and with the current
32:12 business model. I wonder what other
32:13 models there might be that might be able
32:14 to make me some more money. After that
32:15 point, because you're making so much
32:17 topline, right? If you're at this point,
32:18 you're probably making at least six
32:19 figures a month. The way to improve the
32:22 amount of profit you're making at the
32:23 end of the month is just look for
32:23 opportunities to improve your margins
32:25 however slightly. Since even if you
32:26 think about it, let's say you have a
32:28 $200,000 a month business. If you
32:30 improve your margins by even 5% 5% of
32:33 $200,000 a month is it's $10,000 a
32:35 month. The reason why I'm saying this is
32:37 because $10,000 a month that was your
32:38 whole goal initially. That was literally
32:40 like everything that you strive for at
32:41 the start line of your journey most
32:42 likely. Most people like the five figure
32:44 mark. So the point I'm making is if you
32:46 can find a way to improve your margins
32:47 just by 5% that'll net you an additional
32:49 $10,000 a month in your bottom line.
32:51 Well, that is that might be two
32:52 full-time staff members if you want to
32:53 hire. That might be you getting a house
32:55 in the next like year as opposed to in
32:57 the next like three or four years. This
32:58 is a lot of money for you to make with
33:00 some minor tweaks to your bottom line.
33:01 That might literally just mean
33:02 unsubscribing from a couple of software
33:04 platforms. Might legitimately mean, you
33:06 know, spending 2 hours sitting down and
33:08 then making an automation for one of
33:09 your staff members so that you do
33:10 something that is revenue critical just
33:12 a little bit faster. The opportunities
33:13 to improve margins are basically
33:14 endless. But basically the point I'm
33:16 making is the higher that the top line
33:17 is, the more that minor incremental
33:19 improvements in the margins impact the
33:21 bottom line, which is just logical.
33:22 Okay, after this point, right, after you
33:23 make a few a couple hundred thousand
33:25 bucks a month, you do really start
33:26 running into the upper limits in terms
33:27 of what is possible, you really start
33:29 pushing, you know, if you're a
33:30 soloreneur like I was up until quite
33:32 recently, you really start pushing the
33:33 boundaries and you start hitting a
33:35 ceiling. So, if you want to go further
33:36 than that, obviously the recommendation
33:38 is you need to hire people in order to
33:40 take on the things that you just cannot
33:41 feasibly do or design systems for. And
33:43 that window is going down, right? The
33:45 things that AI and automation can't do
33:47 is definitely shrinking with time. Um,
33:48 so maybe in 2 or 3 years this calculus
33:51 will be a little bit different, but for
33:52 me it's right around here. The benefit
33:54 of pushing this so far back though is
33:56 now you have enough money to actually
33:58 hire good people. Like if you tried to
34:00 do all this stuff at $10,000 a month and
34:02 maybe I don't know because your margins
34:04 you make $8,000 a month. Bottom line,
34:06 how much of this $8,000 a month you
34:07 realistically going to spend hiring
34:09 somebody? Very, very little of that.
34:12 Why? Because, you know, I mean, if you
34:14 try and hire somebody that's like 4,000
34:17 bucks a month, you're literally cutting
34:18 your entire business in half. So, you're
34:20 probably going to try cheaping out.
34:21 You're probably going to hire cheaper
34:22 people. People that are less qualified,
34:23 people that are less experienced. Well,
34:25 what's the problem with that? When you
34:26 hire people that are less experienced,
34:27 okay, these people, unless you're very
34:29 good at management, legitimately tend to
34:30 cost you more money than they make you.
34:32 So, basically, if you're not at a point
34:33 where you can confidently spend a
34:35 generous amount on a staff member,
34:37 compensate good people for good quality
34:38 work, I don't recommend hiring at all.
34:40 Now, at this point, you are. So instead
34:42 of making, you know, uh 10,000, maybe
34:44 you're making 100,000. Now you can
34:45 actually justify a hire for maybe $5 to
34:47 $8,000 a month or something. And these
34:48 people just tend to be more qualified,
34:49 more skilled, and so on and so forth. So
34:51 now is when you hire because you can
34:52 hire good people. And then finally, the
34:55 very last thing that I would say, and
34:57 this is sort of like a mindset thing,
34:59 very similar to the the beginning of
35:00 consciously identifying your limiting
35:01 beliefs. Figure out what you're doing
35:03 all this for. Right? At this point,
35:04 you've made more money than probably
35:06 like well I mean in my case like you
35:08 know 99 point whatever percent of every
35:11 person in probably your country if
35:13 you're at the point where you're now
35:13 running a profitable business. So it
35:15 kind of begs the question right like
35:16 you're doing all this stuff but what are
35:17 you doing it for? Now I recommend not
35:19 solving this problem first. You know a
35:21 lot of people out there are going to say
35:22 well dude shouldn't you have already
35:23 known what you're doing all this stuff
35:24 before you get to this point? I don't
35:26 actually think so because I don't think
35:27 you could realistically plan for all the
35:29 eventualities in your life or really
35:31 come up with like the deeper
35:32 foundational meaning of your life before
35:34 you've actually interfaced with the real
35:35 world enough. You sort of need that iron
35:37 to sharpen your own iron to the point
35:39 where you understand what it is that
35:40 you're doing and why you might want to
35:41 do it. Not to mention once you have
35:43 money you have the means to actually do
35:44 most of the things you want to do. But
35:46 at this point you know a major limiter
35:47 that I see not just in myself but in a
35:48 lot of other people is like so what
35:50 exactly are you trying to do? You can
35:51 make a ton of money and buy a bunch of
35:53 yachts and whatnot, but like is that
35:54 really the driving core purpose? The
35:56 reason why you need to solve this is
35:57 because the biggest problem at this
35:58 level is you. It's your mindset. It is
36:01 your ability to persist and continue
36:02 doing this stuff every day for a very
36:04 long period of time. If you could just
36:05 show up with all the rest of the systems
36:07 in place that we've talked about over
36:08 the course of the last 40 minutes or so,
36:10 if you could just show up every day for
36:11 the next 5 years, you will inevitably
36:13 scale this much further than anything
36:14 that I'm showing you down here. Instead
36:16 of you making $250 or $300,000 a month,
36:18 if you just show up every day for 5
36:20 years, you might be making $50 million a
36:23 year or something like that, okay? Or
36:25 equivalent of five or $6 million a month
36:27 by that time. So the question is just
36:29 like how do I keep going? How do I
36:31 continue? It's solving questions like
36:34 how high could you go? It's solving
36:36 questions like why? It's solving
36:38 questions like how do I spend my money?
36:40 Right? And in essence, um, now that you
36:43 have the means, you can actually
36:44 confront these problems and actually
36:46 deal with the real problems as opposed
36:48 to like try and figure out your mission
36:49 and your values and all this stuff
36:51 before you even had the chance to make
36:52 any money. Cuz most of the people that
36:54 spend all day trying to figure out like
36:55 their mission and their values, I
36:56 applaud them and I think it's good that
36:57 they're attempting to um, go deep and
36:59 figure out basically perform freaking
37:01 soul surgery on themselves, but the vast
37:03 majority of them will never make any
37:04 amount of money that would enable them
37:06 to actualize those goals anyway. So, in
37:08 my opinion, just like you identify the
37:10 needs of your self-education and
37:12 progress through the leads that you're
37:13 generating, I would frontload the action
37:16 and then the habits um and worry about
37:18 all that stuff before you get to
37:19 beliefs. Hopefully, this gives you guys
37:21 some insight into my four-step process,
37:23 the same four-step process that many
37:24 other people that have joined my
37:26 communities and have been outside of my
37:27 communities followed in order to get to
37:29 where they are today. I just wanted to
37:31 give you guys some behind the scenes on
37:32 that last section. So, if anybody is at
37:34 that point in their own business
37:35 journey, would love a comment from
37:36 there. You guys could reach out, send me
37:38 it over an email, always down to
37:39 increase the size of my professional
37:41 network. If you want more hands-on daily
37:42 accountability to help you get from zero
37:44 to one and knock that first phase right
37:45 out of the park, definitely join Maker
37:47 School. It's my daily accountability
37:48 program where I legitimately give you a
37:50 step-by-step dayby-day series of tasks
37:53 to do in order to get from zero to one,
37:55 get that first customer knocked off. If
37:57 you guys want to scale and are maybe in
37:59 phase two or phase three, then check out
38:00 Make Money with Make. I'd consider this
38:02 my premier exclusive automation
38:04 community that helps you guys get to and
38:06 then exceed $25,000 a month and beyond
38:08 using a lot of the same tips and
38:10 techniques that I talked about here.
38:11 Otherwise, if you guys could do me a big
38:12 solid like, subscribe, do all the fun
38:14 YouTube stuff to bum me up at the top of
38:15 the AGO and I'll catch you on the next
38:16 video. Thank you very much. This.
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