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