0:01 Hey, welcome to the most comprehensive
0:03 AI agency business master class ever
0:04 created. It's absolutely free and if you
0:06 want to start an AI business or begin
0:07 freelancing with automation, you are in
0:09 the right place. My name is Nick. I've
0:10 scaled my own AI automation agency at
0:12 over 72 grand per month. And I've also
0:13 consulted with many seven and 8
0:15 figureure companies you're probably
0:16 familiar with. Right now, I work with
0:18 nearly 3,000 a entrepreneurs on lead
0:20 generation and scaling in my private
0:21 community called Maker School, where I
0:23 actually guarantee your first paying
0:24 client in 90 days or your money back.
0:25 So, I'm pretty confident about this
0:27 stuff. Anyway, while everybody's talking
0:29 about AI replacing jobs, intelligent
0:31 entrepreneurs are seeing it less as
0:33 something to be feared and more as an
0:34 opportunity, and they're building new
0:36 businesses around it right now. This
0:38 isn't some trend. I hope it's clear. AI
0:39 is very obviously the future. And it's
0:40 abundantly clear that the people that
0:42 position themselves right today are
0:43 going to be dominating the marketplaces
0:44 of tomorrow. The way that I see it, the
0:46 window is still open as of right now,
0:47 but it is closing quickly, as all market
0:49 opportunities do. So, you might as well
0:51 jump on it now. This video will take you
0:53 from complete beginner to somebody that
0:54 is capable of building not only
0:56 automations but profitable AI automation
0:57 systems and then selling those systems
0:59 to companies that are desperate for
1:01 solutions. It's primarily about the
1:02 business side of AI and automation. But
1:04 if you guys want to deep dive into the
1:05 technical side as well, I have almost
1:07 100 hours of pure building on my channel
1:08 that you guys can find. And I've made
1:10 sure to add timestamps for every section
1:11 down in the description. So if you guys
1:13 want to come back to a specific part,
1:14 feel free to jump around. And also make
1:15 sure you bookmark this video right now
1:17 so you can come back to it later. I do
1:18 not expect you to watch it all in one
1:19 shot. So here's what we're going to
1:21 cover. First, the 8020 technical
1:23 foundations behind AN automation. Then,
1:25 how to find paying clients. Then, we'll
1:27 discuss proven sales processes, pricing
1:29 strategies that actually work, client
1:30 delivery systems, and then ultimately
1:32 how to scale to six figures or more
1:34 without hiring anybody. This is your
1:35 complete road map to building a
1:37 futureproofed AI automation agency
1:40 business in 2025. So, let's dive into
1:41 the foundations and get going. Starting
1:42 with the core concepts you need to
1:44 master. So, before we actually jump into
1:45 finding clients and building your
1:46 business, we do need to establish the
1:47 foundations. So, this first whole
1:48 section is going to cover what I call
1:51 the AT20 of the technical and business
1:52 essentials behind AI and automation.
1:53 That means we're going to chat briefly
1:55 about things like APIs. We're going to
1:56 talk web hooks. We're going to talk a
1:58 little bit of like um AI prompting. And
1:59 then we're also going to get into the
2:01 business fundamentals that I find a lot
2:02 of people actually miss. By the end of
2:03 it, you guys are going to understand why
2:05 focusing on business skills matters more
2:06 than being a technical wizard. You're
2:07 also going to know how to approach
2:09 automation as a real business model and
2:10 then some of the core concepts that
2:12 everything else in this master class
2:13 depends on. Once you have the
2:14 foundations locked down, the clan
2:16 acquisition and sales processes and
2:17 scaling strategies that we're going to
2:18 cover next are going to make total
2:19 sense. Though without them, you'll be
2:20 building on shaky ground. So, I do
2:21 highly recommend that you make it at
2:23 least to the end of this initial video.
2:24 Let's dive into the essentials. Why
2:26 don't we jump right into the very first
2:28 point, and it is the most boring point
2:29 ever. And you're probably like, Nick,
2:30 why did you start with this point? Well,
2:32 it's because I think a lot of people see
2:34 AI automation as this hype train and
2:36 this big bubble. And I want to push back
2:38 against that. AI automation is not
2:40 really all of that. It is just like any
2:41 other business. Don't get caught up in
2:43 the hype. Don't get caught up in the
2:45 shiny objects. The skills that make you
2:48 a successful AI automation business
2:50 owner are the exact same skills that
2:52 make you a successful plumber. They're
2:53 the exact same skills that make you a
2:55 successful recruitment agency owner.
2:57 They're the exact same skills that make
2:58 you a successful e-commerce business
3:00 owner. I'm going to draw a business
3:02 model on the right hand side here, and I
3:04 just want you guys to kind of like see
3:06 which business models this matches.
3:08 Okay, we start with our lead genen. And
3:09 there's a variety of things that we do
3:11 for lead genen. We could do cold email,
3:14 okay? Maybe we do PPC. That's
3:15 pay-per-click ads. Maybe we do
3:17 referrals. These are all ways of getting
3:19 people interested in your business. And
3:20 what do you do with all these lead genen
3:23 mechanisms? Well, you then shuttle them
3:24 to some sort of
3:28 conversion. So, usually this is a sales
3:30 call. Okay. What happens on the sales
3:33 call? Usually, you'll send a proposal of
3:37 some kind, also known as a quote or an
3:39 estimate. After that point the person
3:41 becomes a client. When they become a
3:44 client you then fulfill and ideally at
3:45 the very end of this there would be some
3:47 sort of retention mechanism that you
3:48 know gets them back in through some
3:50 other call and then you just repeat and
3:51 this is really what makes you money.
3:53 Okay. So I just drew that and that is
3:55 how all AI automation businesses work.
3:57 But kind of just like zoom out a little
3:59 bit. If you squint what you'll notice is
4:01 this doesn't just apply to a automation
4:02 businesses. That exact funnel that I
4:05 drew literally applies to like 90% of
4:07 B2B businesses all over the world. And
4:09 so I say this to mean the only
4:11 difference between an AI automation
4:13 business and the vast majority of other
4:14 businesses that you may or may not have
4:17 experience with. The only difference is
4:18 this section right here. It's that
4:21 little fulfillment section. Okay? So,
4:22 you know, in a plumbing business or
4:25 whatever, that might be, I don't know,
4:28 repairs. That might be, you know, new
4:30 pipes. In a recruitment business, that
4:33 might be a candidate being placed. in a
4:35 PPC agency that might be some ad
4:37 creatives being developed or something.
4:39 The point is the fulfillment is the
4:41 different part. Okay, that's the AI
4:43 automation part. But everything else,
4:45 your ability to drive leads, your
4:47 ability to close those leads, your
4:49 ability to impress the hell out of those
4:51 leads, whatever, all of this stuff is
4:53 foundational and is shared with
4:55 literally every other major digital
4:57 business model today. So, the reason why
5:00 I say all this is because don't focus
5:03 90% of your energy on that tiny little
5:04 bit at the end that just happens to be
5:06 AI automation. If you guys really want
5:08 to crush it at this business model,
5:10 focus the vast majority of your energy
5:12 on the same foundational concepts that
5:13 you'd have to learn in any business.
5:16 Focus on your ability to drive leads.
5:17 Focus on your ability to sell to those
5:20 leads. Focus on your ability to retain
5:21 customers after they've made it through
5:23 your pipeline. If you guys are
5:24 incredible at that, and even if you
5:26 happen to be second rate at AI
5:28 automation, you guys will make way more
5:29 money than if it was the other way
5:33 around. Okay? So, the fundamentals are
5:34 always what make your automation agency
5:37 or business successful. It's never fancy
5:38 fancy tech. It's never your
5:40 implementation. Um, don't overthink the
5:42 technical aspects like I see a lot of
5:43 people coming from, you know,
5:44 programming or development or
5:46 engineering backgrounds do. And
5:47 certainly don't underthink the business
5:49 side of things because the number one
5:51 thing that I see when people enter my
5:52 communities and my groups and my
5:53 products, they're always like, "Hey,
5:55 Nick, I'm an engineer and I'm great at
5:56 building products, but I'm not very good
5:57 at marketing." And then I'm like, "All
5:58 right, well then you're not very good at
5:59 being a business owner. So, we need to
6:01 fix that first." Right? Your development
6:02 and engineering skills, those things can
6:04 wait. We need to make sure that you're a
6:05 good marketer. We need to make sure
6:06 you're a good salesperson. And
6:07 ultimately, we need to make sure that
6:08 you're good at business development if
6:12 we are to develop a business. Cool. So,
6:14 I mean, you know, understated hopefully,
6:16 but uh yeah, I think that's probably one
6:18 of the most important parts. Now that
6:19 I've covered that, we can actually start
6:21 getting into some technicals. Okay, so I
6:22 think a lot of people that are watching
6:24 this are probably at the start line of
6:25 their AI automation business. I mean, if
6:27 you weren't, likelihood of you watching
6:28 content like this is probably lower. So,
6:30 I know real Sherlock Holmes over here,
6:32 but one of the core foundational parts
6:35 of AI automation agency fulfillment is
6:37 your ability to use an API. So, an API
6:39 just stands for application programming
6:41 interface. All that really means is
6:43 essentially for our purposes it is a
6:45 server URL somewhere in the internet
6:46 that we can send a request to and then
6:48 we can get things back. And the cool
6:50 part about APIs for us is you know those
6:51 AI automation tools that we tend to
6:53 really know and love. Stuff like
6:55 make.com stuff like nadn stuff like
6:58 zapier stuff like lindy all these drag
6:59 and drop no code platforms which are
7:00 really what most people think about when
7:02 they think AI automation. Well these
7:04 don't have built-in integrations with
7:05 every platform that you might want to
7:07 connect them to for business purposes.
7:09 Okay, in those situations, we need to
7:11 use an API or an application programming
7:13 interface to build our own connection to
7:15 those services to allow us to get a job
7:18 done. I want to say that if you only use
7:20 built-in integrations, not only is your
7:21 ability to do anything actually really
7:23 cool for the client severely limited, a
7:24 lot of the time the client scales just
7:26 do that stuff themselves by dragging and
7:28 dropping modules across the screen. But
7:29 not only is it super limited, you can't
7:31 really drive as much value as you
7:33 realistically could out of any platform
7:35 because a lot of the time the simple
7:37 endpoints that are exposed by make.com
7:39 or Zapier or any event or whatever um
7:40 you know they're just a lot more
7:43 parameters. There are a lot more options
7:44 uh in the API versus just the the drag
7:46 and drop. So what I'm going to do here
7:47 is I'm actually going to run through how
7:49 to connect to an API and I'm going to do
7:50 it using two tools that are really
7:52 popular right now, make.com and naden.
7:53 And hopefully this is going to give you
7:55 guys a walkthrough what I look for when
7:58 I connect to an API. Um, as we see the
7:59 number one thing that I always do
8:01 immediately is I look for Oth. Then I
8:03 look for a way to copy and paste a
8:04 simple example and then from there I
8:06 basically build a minimum viable API
8:08 call that just works. The second I have
8:09 something that works which usually
8:11 involves some method endpoint and header
8:13 shenanigans. The second I have something
8:14 that works everything else is so much
8:16 easier. So um yeah, let me show you one
8:18 example in make.com and then I'll show
8:21 you another example in uh N8N as well.
8:22 What's the API we're going to be
8:23 connecting to? It's this really cool one
8:24 called Fire Call. I've been using
8:26 Firecol a lot more recently. Essentially
8:28 what firecrawl is is just a way to
8:30 scrape like any website and then return
8:32 the results in what's called markdown.
8:33 So this is my website right over here.
8:35 Okay, leftclick.ai growth systems for
8:38 B2B companies. Got a handsome photo of
8:39 myself in the top right hand corner.
8:40 Then a bunch of other BS. I'll save you
8:43 guys the time. Essentially what we do is
8:44 um you know they have this little
8:45 playground here so you guys can visually
8:47 see what's going on. But let's say I
8:51 want to run a scraper for a
8:52 leftclick.AI. Essentially what's
8:54 happening is on the back end it's
8:56 spinning up its own server and then it's
8:57 calling my website and then it's
8:59 extracting all the data for me and then
9:00 what I end up getting in return is I end
9:02 up getting this markdown here and
9:04 markdown is just a compressed version of
9:06 the HTML on the website. So I have like
9:08 access to formatting with these headers.
9:10 I have access to the links. I have
9:11 access to basically everything I'd need.
9:13 What's the value in scraping websites
9:14 and stuff like this? Well, I talk about
9:16 scraping a lot. Most of the examples in
9:17 this video are going to be all scraping
9:18 based. Um, just because I think there's
9:21 like tremendous um kind of strategic
9:24 sales value. Uh, but you know, the vast
9:25 majority of the time anytime you're
9:27 whipping up an email campaign for
9:28 somebody or you're sending any sort of
9:30 outreach or you're doing any sort of
9:32 marketing that really matters, you're
9:33 going to be doing some sort of scraping
9:34 in Aon Automation. So, I just wanted to
9:36 make sure this is hyper relevant. Okay,
9:38 cool. So, um, that's more or less the
9:39 the playground. So, what I want to do
9:41 now is I want to run this through API.
9:42 I'm going to open up my make.com
9:44 scenario over here. Uh, I just have it
9:46 called API call example. The first thing
9:47 I'm going to do is I'm just going to
9:49 open up an HTTP request. And then what I
9:51 always start with is the make a request
9:53 module right over here. Okay. So now I'm
9:54 going to head over to firecol. And what
9:55 do I want to do? I want to use their
9:58 API, right? So I'm going to go firecrawl
10:00 API. I always just Google the API that
10:01 I'm looking for. And I see there's an
10:04 API reference here. Awesome. Looks good.
10:06 Now I'm confronted with kind of an
10:09 intimidating page. SDKs, APIs, like what
10:11 are all these threeletter acronyms?
10:12 Well, the good news is this specific API
10:14 is actually pretty upto-date and it's
10:16 pretty clean. Um, not all APIs are like
10:17 this, but essentially the very first and
10:18 most important thing that I'm looking
10:21 for is always the authentication. I
10:21 think I might have called it
10:24 authorization back here, but really what
10:26 I meant was authentication. Okay, so we
10:28 need to authenticate. Now, the way that
10:29 authentication typically works is there
10:31 there are two or three primary methods
10:33 nowadays. Um, the simplest one is what
10:35 we see over here, which is why I picked
10:37 this API and it's called authorization
10:39 bearer. Now, authorization bearer is
10:40 super simple and it's super
10:41 straightforward. And essentially all
10:43 this means is we need to add a header in
10:46 our HTTP request that includes the term
10:48 authorization and then the value of that
10:50 needs to say bearer and then a space and
10:52 then we need to have our API key. Okay,
10:53 I think this nuance is lost on a lot of
10:55 people. At least it certainly was for me
10:56 when I got start started with all this
10:57 stuff. So, I'm just going to show you
10:58 guys what this actually looks like step
11:01 by step with this real API and then I'm
11:02 just going to um change my API key
11:04 afterwards so you guys don't all run up
11:07 my fire crawl dev. Uh okay, cool. So,
11:09 let me just see here. Um, what endpoint
11:11 do we really want to call? I guess let's
11:13 find an endpoint. So, I'm going to find
11:14 the simplest possible endpoint. I'm just
11:15 going to try recreating the playground
11:17 request. So, I think it's a scrape,
11:18 right? I'm just going to click scrape.
11:20 And what do we see here? Post scrape.
11:23 Okay, cool. The very um important thing
11:24 is on the right hand side, you see how
11:26 there's this curl request. And usually
11:28 most APIs nowadays will have a big
11:30 snippet of code. Well, this is where I
11:34 basically go to copy and paste a a code
11:36 block with everything I need as quickly
11:38 as humanly possible. Now, what we see is
11:41 if I go back to my
11:42 um Excala draw here, we start with the
11:44 authorization and we figured out how to
11:45 do that. That's fine. Now, we're going
11:46 to look for a copy paste example and
11:47 then we're going to put together a
11:49 minimum viable API call. So, we've done
11:51 this. Okay, we've done this and now we
11:52 just need to put together this minimum
11:54 viable API call inside of make. So, I'm
11:55 just going to drag these docs all the
11:56 way over to the left side so I could
11:58 just very quickly and easily
11:59 accessmake.com. And then what I'm going
12:01 to do is I'm just going to copy all the
12:03 fields that are relevant. Now, the
12:04 fields that are always relevant are
12:06 always going to be the URL. So, I just
12:07 grabbed the URL directly from here. I'm
12:08 going to copy and I'm going to paste it
12:11 inside of my URL bar. The method, which
12:12 if you guys remember said post over
12:15 here, it's usually going to be get or
12:18 post. And then the headers. So,
12:19 authorization bearer token. This is
12:21 where we put our API key. Okay. So, in
12:23 make I'm going to go down to headers. go
12:25 authorization. Then I need to type
12:27 bearer. And now I need my API key. So
12:28 where am I going to get that? Top right
12:29 hand corner. I'm going to go to my um
12:32 firecrawl. Then I'm going to go down API
12:33 keys. Obviously every platform that
12:34 you're using is going to have a
12:37 different UX for API keys and stuff, but
12:39 this is what firecalls looks like. Okay.
12:40 And then I'm going to go to API key. And
12:42 I'm just going to copy this API key.
12:43 I'll go back to make and I'm just going
12:45 to paste that in. Okay. So now we have
12:47 the authorization taken care of, which
12:49 is really cool. The next thing we need
12:51 is if we go back to this doc, you see
12:53 how um there's a uh content type
12:55 application JSON header. Well, in make
12:57 it's really easy to do. You just go body
12:59 type and then you go raw and then
13:01 content type you just set to JSON
13:03 application/json and then uh under
13:05 request content. That's where this data
13:06 flag is going to come in. And it's
13:08 always a data flag in a post request. So
13:10 what I'm going to do is I'm actually
13:11 just going to copy this entire
13:14 thing. Okay, I'm going to go back into
13:16 my make and then I'm going to paste it
13:20 in. And all I want is I want my URL,
13:22 which in this case is being covered with
13:24 a string. So I'm just going to paste in
13:26 leftclick.ai. Now you see there are a
13:27 ton of options here. Include tags,
13:29 exclude tags. Usually in APIs like this,
13:31 anytime you see these strings with this,
13:32 it's kind of like this code. This is
13:34 just like a standin or like a template
13:36 or like a placeholder. So I'm just going
13:37 to get rid of all of these. And to be
13:38 honest, do I do I even need any of
13:40 these? I don't really think so. It looks
13:41 like the only thing I actually need is
13:42 just the body, right? I'm just going to
13:44 remove all other options but this URL.
13:46 Maybe I'll leave the markdown, too.
13:47 Okay, get that out. Going to make sure
13:49 that everything is still formatted in
13:50 JavaScript object notation. That's
13:52 definitely a good skill to learn if you
13:53 guys are using APIs. And then I'm going
13:55 to rightclick this and press run this
13:57 module only. I see it's taking some
13:59 time. It's a pretty good sign. Usually
14:01 when things take time and on make.com
14:02 side, that means you're not getting an
14:04 instant error. And what do I see if I go
14:06 down to the bottom of the screen?
14:08 Metadata markdown. I have all my
14:11 markdown in this variable over here. If
14:14 I scroll even further down, I have my
14:15 entire website. And then I also have a
14:16 bunch of other fields like source URL,
14:18 scrape ID, description, title for my
14:21 meta, all that stuff. So what have I
14:23 done here, guys? I've successfully built
14:25 an API request, inmake.com. As you see,
14:28 it only took maybe 2 or 3 minutes as
14:29 long as you know where to look and where
14:30 to start. I'm going to do the exact same
14:32 thing now in naden. And you'll see it's
14:33 actually even simpler because, you know,
14:35 the solutions usually do a fair job of
14:37 giving you what's called a curl request.
14:38 And you can actually just copy and paste
14:40 a curl request directly into NAD. Does
14:42 most of the work for you. So now I'm
14:44 going to open up an NAND workflow over
14:44 here. And then I'm just going to type an
14:47 HTTP request. Same thing as before. Then
14:48 you see in the top rightand corner it
14:49 says import curl. Well, what you can do
14:51 is you can actually just grab this curl,
14:53 copy all of it. Okay, curl is just a way
14:55 that you send a request using your
14:57 terminal. Then I'm going to click import
14:59 curl. Paste it all over here. Import.
15:00 And then now we've actually
15:03 automatically filled out all of that
15:06 data. Okay. By just copying and pasting
15:07 a curl request. This is why a lot of
15:09 people like NAN. and it ends a little
15:11 bit more developer friendly and geared
15:13 towards people doing API integrations
15:15 and stuff like that. I need an API
15:16 token. So, I'm just going to copy this
15:18 over, go back over here, paste this in.
15:20 Super easy. Now, what else did we have?
15:21 We just had a URL, right? So, I'm just
15:23 going to go
15:25 httpsleftclick.ai and then I'll leave
15:26 the formats part and just delete
15:28 everything else. This to me looks like
15:30 pretty good JSON. If you're ever unsure
15:31 whether something's good JSON, just go to
15:32 to
15:34 jsonformmatterater.com, paste in your
15:36 JSON, then click format or beautify. If
15:37 it works, you're going to get something
15:39 like that. If it doesn't work, let's say
15:40 we have an extra comma, it's going to
15:42 tell you where the error is. And usually
15:44 you'll be able to look at the fifth line
15:45 and then be like, "Oh, okay. I have an
15:47 extra comma there." Anyway, now that we
15:48 know that that's good, I'm just going to
15:49 go back over here and I'm going to click test
15:50 test
15:53 step. Same as before. We do not get an
15:54 instant error. What we do get is we get
15:57 the data on the website scraped ready
16:00 for us basically instantly. Okay, so
16:01 yeah, API calls are not magic. They're
16:03 actually pretty easy and pretty simple
16:04 and pretty straightforward. You just
16:06 have to be smart about how you use them.
16:07 So next up, let's talk a little bit
16:10 about the other side of the equation. We
16:11 just talked about sending data. Well,
16:13 let's now talk about receiving data. And
16:16 the best way to receive data is using
16:18 something called a web hook. A web hook,
16:20 to make a long story short, is just like
16:21 an API call is a way to connect
16:23 something that doesn't have a connector
16:25 built into your note platform. Uh it's a
16:27 way to create your own connection um
16:29 sending data out. A web hook is just a
16:30 way to do that for sending data in. So
16:33 web hook is just a custom URL basically
16:35 that you are creating that enables you
16:38 to point other services to you and then
16:39 when you do something like maybe you
16:41 change a record or you update a status
16:43 or uh some new email comes in or
16:45 whatever you can actually trigger a web
16:48 hook on the make.com or the nadn or
16:50 whatever your no code tool is end to
16:53 start some flow. Okay so highly
16:54 encourage you guys to figure this out
16:55 because if you do figure it will make
16:57 you unstoppable. Learning web hooks and
17:00 learning APIs are probably like the two
17:01 I don't know I'd say they're probably
17:02 like the two highest leverage things to
17:04 learn in the actual AI automation
17:06 fulfillment side of things aside from
17:07 you know those business skills we talked
17:08 about earlier. So how exactly would you
17:09 do that? Well in make it's pretty easy.
17:11 All you do so you just go to this web
17:14 hook node or module what you want is
17:16 custom web hook. Okay then you create a
17:18 custom web hook and I'll just say my
17:21 example web hook. And now what you have
17:23 is you have a server essentially that is
17:26 willing to receive a request. All you
17:28 need to do is send a request to this
17:29 server and then you are going to trigger
17:31 your make.com flow. So if I click run
17:33 once, you'll see it's waiting. Okay, the
17:35 simplest request you could send with a
17:36 web hook is actually just you trying to
17:38 access a website. So if I just take the
17:40 URL, which was this one up here, and
17:42 then I paste it in, what do you think is
17:43 going to happen if I press enter? Well,
17:45 my browser is going to send a request
17:46 over to this web hook URL, which is
17:48 going to trigger my flow. So I just
17:50 press the button. As you see, it says
17:52 accepted. And then if I go back here,
17:54 this make.com operation, it actually got
17:56 triggered, which is pretty crazy. Now,
17:57 there's some built-in logic with web
17:58 hooks that they don't really teach you
18:00 about, but because web hooks are just a
18:01 server request, you can also do things
18:03 like pass query parameter uh query
18:06 parameters over. So, um, if I were to
18:08 put a question mark and then say query
18:09 parameters equal example, then press
18:11 enter. What you see is I now have access
18:13 to a variable called query parameters.
18:15 Now, I'm doing this with a browser, but
18:16 you can actually do this with any
18:18 service you want. You can do this with u
18:19 monday.com. You can do this with
18:20 ClickUp. There are a variety of
18:22 different ways to do this. If I go over
18:25 to app.clickup.com, which is just a
18:26 simple project management tool that I
18:29 really like, then I click on their
18:31 automations uh feature. You'll see here
18:33 that if I click manage all automations,
18:35 I have the ability to set up an
18:37 automation where when I do something,
18:40 basically I can fire off a web hook
18:42 request. Now, if I fire off a web hook
18:44 request, if I paste this URL in here,
18:46 then I just say, I don't know, task
18:47 created. So, every time I create a task,
18:50 I'm going to call a web hook. I do this.
18:52 Okay. Then I go back to my make
18:54 scenario, run this, go back to my
18:55 ClickUp, and again, ClickUp can be
18:56 whatever the hell you want. It doesn't
18:57 have to be ClickUp. It could be
18:59 monday.com. It could be pandadoc.
19:01 Basically, every one of these tools has
19:03 a web hook feature. Then, if I say this
19:06 is an example record, I press enter.
19:08 Then I go back here. What you'll see is
19:10 ClickUp just triggered that web hook and
19:12 then sent it over to the address that I
19:13 listed, which has now enabled me to
19:16 start a flow in my no code tool. So it's
19:17 as simple as that. Does not have to get
19:18 more complicated. So I'm sure you guys
19:20 can imagine NADN is basically the exact
19:23 same thing. There is a web hook
19:26 node. The only difference between um uh
19:28 make.com web hooks and then NADN web
19:29 hooks are there's a test URL and
19:32 production URL. Um and generally when
19:33 you are testing something you need to
19:35 have this web hook- test in the URL.
19:37 When it is live and it's ready for
19:39 production and your your workflow is on,
19:41 it needs to just say web hook. You also
19:42 need to specify the method. It needs to
19:44 be either a get or a post. But I'll
19:46 leave all that to specific programming
19:48 videos. Um, it's more or less the exact
19:50 same flow here. So, if you know how web
19:52 hooks work, you're already 90% of the
19:54 way to being what I would call a good
19:56 automator. Um, you know, web hooks, API
19:58 requests, these are basically like the
20:00 tools of the trade. And to be honest,
20:01 anytime you're using a built-in
20:03 automation or, you know, a drag and drop
20:04 node anyway, all you're doing is you're
20:06 you're you're using web hooks. They're
20:07 just not telling you that you're using
20:08 web hooks or you're using API calls,
20:09 they're just not telling you that you're
20:12 using API calls. All right. Okay, cool.
20:14 Next up, I want to talk how to prompt AI
20:16 models effectively. As the AI and AI
20:18 automation probably implies, most of our
20:20 work involves weaving in artificial
20:22 intelligence into some sort of business
20:24 process. So, I have the simplest
20:26 possible way to think of this and I'm
20:27 going to give it to you right now. There
20:30 are basically three types of prompts and
20:31 these three types of prompts are present
20:33 across more or less all of the current
20:35 at large language model tools. There is
20:38 a system prompt. Okay, there is a user
20:41 prompt and then there is a assistant
20:43 prompt. These are the three types. Now,
20:45 the way to prompt an AI and to
20:47 consistently achieve pretty good
20:48 results, you know, you got to go a lot
20:49 deeper if you want to get amazing
20:50 results, but if you want pretty good
20:52 results, results that are enough for you
20:53 to whip up a flow in a few seconds and
20:55 then impress a business
20:58 owner. What you need to know is that the
21:01 system prompt is how the model
21:03 identifies. So this is where you
21:09 say you are a data
21:13 entry professional or something or you
21:17 say you are a skilled recruiter. You are
21:18 the president of the United States. I
21:19 don't know whatever the heck you wanted
21:21 to roleplay as. This is the identity
21:23 that you're giving the model. Okay. The
21:27 user is where you give it a task where
21:30 you say your
21:35 task is to do a thing. Then the
21:38 assistant prompt, okay, is what the AI
21:41 gives you back. And usually the way that
21:43 I like to do things is I like to have
21:48 the assistant give me back my stuff as a
21:51 JavaScript object notation um JSON uh
21:53 string. So it's going to look like this
21:54 with curly braces with a key and a
21:56 value. And the reason why I do that is
21:57 because when you get in the habit of
21:59 doing this, you can then very easily
22:01 integrate this with any tool on planet
22:02 Earth. You're using what's called
22:04 structured data. And once you have
22:05 structure to your data, you can
22:07 obviously um you know forward that over
22:09 to some software platform, parse out the
22:11 keys, add the values to to other
22:13 variables and stuff. It's pretty cool.
22:14 Okay, so that's more or less what this
22:16 looks like. just to run you guys through
22:18 it very quickly with an N8 flow that I
22:21 built to personalize um real client or
22:24 real lead data. I've since sold this
22:26 system many times. I've also put this up
22:27 on Maker School and make
22:29 moneywithmake.com, my two automation
22:31 communities. We've had many many people
22:33 sell this. This is exactly what a real
22:34 functional system that you guys can
22:37 charge money for looks like. Um the AI
22:40 model for this system essentially has a
22:42 system prompt where we say you're a
22:43 helpful intelligent writing assistant.
22:46 That's its identity. And then we have a
22:48 user prompt where we give it the task.
22:49 Your task is to personalize an email.
22:51 You'll do this by taking a prospect
22:53 LinkedIn profile and then editing five
22:55 templates for different sections of the
22:56 email. Subject line, icebreaker,
22:58 elevator pitch, call to action, and a PS
23:00 field. Your templates are below. Then I
23:02 give it some templates. Then I give it
23:04 some guidelines. Then finally, to make a
23:07 long story short, I say respond in JSON
23:10 using this format. Okay. Then what do I
23:12 have? Well, this is where things get a
23:13 little bit more complicated and where
23:15 most people kind of lose me, but
23:17 essentially after um the system prompt,
23:18 you put a user prompt. After the user
23:20 prompt, you put a second user prompt
23:21 where you actually give it the data that
23:23 you want it to operate off of. And then
23:25 finally, when you're done, the AI will
23:28 return essentially an assistant prompt.
23:29 So, this is sort of the behind the
23:31 scenes sort of, you know, the the best
23:32 way to think about using this sort of
23:34 stuff um live. And it's what I follow
23:36 every single time that I build a system
23:38 that prints money. I mean, I I follow
23:40 this cart blanch. I'm going to have this
23:42 Excala draw in the uh description so you
23:43 guys can just click the link, look at
23:45 this exact structure and use it in your
23:48 own platform. Um I'm using uh just NAM
23:49 for that example, but keep in mind you
23:51 can do the exact same thing in make.com,
23:52 exact same thing in Zapier. That's why I
23:54 drew this out just so you guys had
23:56 something that's platform agnostic.
23:58 Okay, number five is to use what's
24:00 called testdriven development. Now, I
24:00 don't think a lot of people fully
24:02 understand what this means, but usually
24:03 the way that people will build out
24:06 workflows is they will try and in their
24:07 head map out what the whole thing looks
24:09 like. And then they'll drag and drop
24:11 like 50 modules together and then click
24:14 run or test. Then obviously there'll be
24:16 an error at some point during the flow
24:17 and then when the error occurs, they're
24:19 not entirely sure where they need to go
24:21 to fix it or why it happened in the
24:23 first place. Don't do that. Instead, do
24:25 what's called testdriven development.
24:27 when you start building stuff, okay,
24:29 start by dropping the first module in.
24:32 Okay, then test to make sure the first
24:34 module works. Test to make sure that
24:35 with the inputs that you provide that
24:37 module, everything the outputs are as
24:39 expected. Once you're done with that,
24:41 then and only then do you drop module 2
24:44 down. Then you test module 2. Then and
24:46 only then do you move on to module 3.
24:47 And so on and so on and so forth. The
24:49 reason why is because if something in
24:52 your flow breaks, okay, and you know
24:54 that everything up until here was
24:57 perfect and then all of a sudden there
24:59 started being a break right over here,
25:01 where do you think your error is?
25:03 Obviously, the error is right over here.
25:06 So, this is where you're going to look.
25:07 The reason why this is valuable is
25:09 because when you're building systems,
25:10 debugging, the process of going through
25:12 and trying to figure out what the
25:14 problem is is a massive time sync. It's
25:16 like a binary search tree in technical
25:19 terms. It's super freaking expensive
25:22 time-wise. But then if you test driven
25:24 develop like I'm doing here, every time
25:25 you test a module after you put it in,
25:27 it actually just it's a fixed time cost.
25:29 It takes like 30 seconds every time you
25:31 do that. Your flow has 10 modules. What
25:32 are you doing? You're testing for 5
25:33 minutes total and you know the whole
25:35 thing works and you know exactly where
25:38 the debug um is, right? So instead of
25:40 your uh debugging kind of looking like
25:44 this, if this is time and this is um I
25:46 don't know let's say debug time and this
25:49 is like your step in
25:52 process basically your debug time looks
25:55 like this which is a lot more consistent
25:58 uh like this a lot more consistent a lot
26:00 more measurable and a lot more reliable.
26:02 Okay, so just a much simpler and easier
26:04 way to think about it when you guys
26:05 create something. Okay, just like I
26:07 tested the web hook, test the web hook
26:09 first before putting down uh the next
26:12 module. Okay, when you're done with uh
26:14 whatever you're testing, actually test
26:16 the whole flow again. Okay, right click
26:18 on it, click run this module only and
26:21 say, hm, you know, did the uh value y
26:23 come out like I expected? Yes, it did.
26:24 Okay, great. Now I can move on. The
26:25 second you get in the habit of this,
26:26 your builds are going to be a lot faster.
26:28 faster.
26:29 Okay. And then the last thing I wanted
26:31 to cover is anytime you're building
26:33 something, start at the end. Don't start
26:34 at the beginning. So, you know how
26:36 earlier I was talking test driven
26:37 development, start with module one,
26:38 start with module 2. Well, actually, I
26:39 was kind of being tongue and cheek. What
26:40 you should really do is, let's say you
26:42 have 10 modules in your in your desired
26:43 flow. What you want to do is you
26:45 actually want to start with module 10.
26:46 You want to test to make sure module 10
26:47 works, and then you want to work
26:48 backwards to module 9. You want to test
26:50 to make sure module 9 works. Then you
26:52 want to work backwards to module 8. Now,
26:53 I know you're probably thinking this is
26:54 silly, but let me give you a quick
26:56 example flow. Let's say you have a very
26:59 simple proposal generator. Okay, this is
27:00 a proposal generator flow that I've
27:02 built and shown on my channel many
27:04 times. The way that this works is
27:06 usually you will have some form. You
27:08 will have the salesperson full
27:10 information about the prospect in this
27:12 form during a sales call. You'll then
27:15 have AI to generate content, whether
27:17 that's a copy for a proposal, maybe
27:19 you're customizing an email to send out
27:20 or something. Then you will customize an
27:22 asset, so either a Google Slides or a
27:24 Panda doc. Then finally, you'll send an
27:26 email with the Google Slides proposal.
27:28 How would I actually build this thing? I
27:29 actually wouldn't build it left to
27:30 right. What I would do is I would start
27:32 with the last module. Okay, this is
27:34 where I'd start. I'd actually put down a
27:36 module that sends the email that I want
27:38 that contains a link to the Google
27:40 Slides proposal. You know, if my flow
27:42 starting left to right is supposed to
27:45 start with a type form or something, I
27:46 wouldn't actually start with the type
27:47 form. What I would do is I'd go all the
27:48 way on the right here and I start with
27:51 the email. Okay? I would have send an
27:52 email all the way on the right. I would
27:54 then add an
28:02 want along with the attachment type that
28:04 I want. I would do all of this and then
28:05 I would test it. I would make sure it
28:07 lands. And only when I make sure that it
28:08 lands. Only when I make sure that the
28:11 end does what I want to do would I then
28:13 work backwards, which in this case might
28:15 be a Google Slides module or something.
28:19 Okay. So maybe now um I would do Google
28:21 Slides and then I would go create
28:23 presentation from a template. Now this
28:24 is a little bit backwards. So I'd stick
28:27 it right over here. Then you know after
28:28 that what would I do? I would go and I
28:30 would add an open AI node. Okay. I would
28:32 test to make sure that OpenAI node works
28:35 and then I would we're doing create a
28:37 completion and make sure that's all good
28:38 to go. Okay. Then maybe before that I
28:40 have some other data processing stuff.
28:41 But the point that I'm making is I would
28:44 actually this entire time work this way,
28:45 not this way. And there are a couple
28:47 reasons for this, but to make a long
28:49 story short, when you work backwards,
28:51 what you're doing is you're eliminating
28:53 wasted time on all of those paths that
28:58 lead nowhere. So if this is the flow at
29:01 the end of it, okay, it's four modules
29:03 or nodes. In order to create it, what
29:05 you actually had to do is you had to
29:06 make this and then you had to try this
29:08 and then that didn't work. And then you
29:09 had to go back here and you had to try
29:11 this and maybe that worked, but then you
29:12 tried this and that didn't work. You
29:15 tried that and then you got back here.
29:16 Okay. And then finally you got over
29:19 here. So like this is the the the actual
29:21 flow. And I think I drew an extra one
29:22 here, didn't I? Yeah, I did. That's all
29:24 right. But during the building process,
29:26 you experimented with all these weird
29:27 ass paths. It didn't actually lead
29:29 anywhere. These are all wasted time.
29:31 Okay. It's kind of like how you have
29:34 like a million in one ways, okay, to
29:38 make it to X over here.
29:40 So, these are all the ways that you
29:42 could go. If you just started at X and
29:45 then picked one of these, let's say,
29:46 let's make this blue. Let's say this one
29:48 here. You'd actually only ever spend
29:51 that time building it backwards and
29:53 traversing that one path. You don't
29:54 actually have to try all the all the
29:57 candidate paths it's called. So, yeah,
29:58 start at the end, not at the beginning.
30:00 Easily the simplest and most
30:01 straightforward way to getting this
30:03 done. If your goal is to send an AI
30:04 written email, have the AI write the
30:06 email first and then send it. Don't
30:08 actually like start with the trigger.
30:09 Don't start with all the introductory
30:11 logic. Don't do any of that. All right,
30:12 hopefully that makes sense. Now that you
30:14 guys understand the core foundations,
30:15 both technical and business, it is time
30:17 to get practical. You know what
30:18 automation is and why it works as a
30:19 business model, but how do you actually
30:21 get going with your first few steps? The
30:23 next section is your complete dayby-day
30:25 roadmap to building a profitable AI
30:26 automation business from scratch. We're
30:28 going to cover everything from how to
30:29 choose your niche to setting up your
30:31 business infrastructure to the specific
30:32 tools and systems you need to start
30:34 landing clients. This is where
30:35 ultimately theory meets reality and you
30:37 guys can get going. So, by the end of
30:38 the section, you'll have everything you
30:39 need to actually launch your business
30:41 and start generating real revenue with
30:42 AI automation. And by the way, if you
30:43 guys are serious about turning the
30:45 concepts that I'm talking about now and
30:46 going to continue talking about
30:48 throughout this course into real income,
30:49 definitely check out Maker School. It's
30:51 my AI automation community with a 90-day
30:53 built-in accountability program that
30:55 shows you guys step by step exactly what
30:57 you have to do so you guys can minimize
30:58 your overhead. All you have to do is
31:00 just show up and then get going. We have
31:01 almost 3,000 members as of the time of
31:03 this recording who regularly close
31:05 thousands of dollars of deals every week
31:06 and I consider it the straight line path
31:08 from a beginner to running a thriving AI
31:10 and automation business. Anyway, let's
31:12 dive in. Very first thing right off the
31:13 bat, this was not around when I started
31:15 my A and automation agency, but it is
31:17 for you. And what I'm calling this is
31:19 clientless money. There are a lot of
31:21 very low-hanging fruit where if you just
31:22 take advantage of some of these at the
31:23 very beginning of your AN automation
31:25 business, you will essentially instantly
31:28 be making 10ish% more margins than all
31:29 other competing AI and automation
31:31 businesses. And what I'm going to do in
31:32 the next few minutes is I'm just going
31:33 to guide you through what these
31:35 strategies, tools, and techniques are.
31:36 They work as of the time of this
31:37 recording. If you're watching this in
31:39 like 5 years or something, likelihood is
31:40 these tools will have changed the way
31:41 that they do their business. But yeah,
31:42 let me just give you guys all the secret
31:44 sauce. And if you watch this within a
31:45 few months of this video going live,
31:46 this will probably work for you. Okay,
31:48 so just before I show you guys the
31:50 pipeline, basically the way that this is
31:51 going to work is we are going to sign up
31:53 to a bunch of affiliate platforms. Now,
31:55 a big chunk of this business model is
31:56 you basically getting clients to sign up
31:58 to software platforms on your behalf. A
32:00 lot of these software platforms can cost
32:02 money, $100 a month, $200 a month, some
32:04 even cost $300 a month or beyond. Now,
32:06 if you're driving a very large return on
32:08 investment for a client, the money that
32:09 they're spending on the platform doesn't
32:10 really matter too much to them. You're
32:12 usually delivering multiples on it. that
32:13 if they're spending that money to the
32:15 platform and then there are affiliate
32:16 platforms or affiliate techniques that
32:18 allow you to take advantage and kind of
32:19 recoup some of that, why don't we do it?
32:21 We should probably do it anyway and then
32:22 we can make a percentage of the money
32:23 that the client is spending on the
32:25 platform and just divert a few
32:26 percentage points to us. In practice,
32:27 these percentage points can be quite
32:29 hefty. I want to say a lot of the
32:30 platforms I'm going to show you in this
32:32 video are going to have 30 to 40%
32:34 affiliate payouts. So essentially what
32:35 we're going to do is we're going to sign
32:37 up for affiliate platforms for all major
32:39 tools. So make.com's obviously a big
32:41 one, nadn's obviously a big one.
32:42 instantly is obviously a big one and so
32:43 on and so forth. And this is going to
32:45 create a passive revenue about 5 to 10%
32:46 on all the tools that your clients ends
32:48 up using. There is a step-by-step
32:50 process to get quickly approved for all
32:51 these programs. I'm going to walk you
32:52 through what some of those look like and
32:53 then I'm also going to cover some other
32:55 ways that you can save a ton of money
32:56 right off the bat using what are called
32:59 coupon aggregators. So, first things
33:00 first, you want to make some client list
33:02 money. We're going to start with the
33:04 affiliate program. So, I listed three
33:06 here. Make n and instantly. Let me just
33:08 walk you through all of them. There are
33:10 20% commission payouts if you sign up to
33:11 make. You just go to
33:13 make.com/yen/affiliate for that. There
33:17 are 30% affiliate program referrals on
33:18 NADN and that lasts for a full 12
33:25 wwwv2.naden.io/affiliates. There are 40%
33:26 recurring commissions for instantly.
33:27 Just head over to
33:29 instantly./affiliate. This is a quick
33:31 little pick of my own dashboard for
33:32 Instantly Affiliates. I'm making
33:35 anywhere between 4 and $5,000 a month US
33:36 off of this. Now, obviously, I'm now in
33:38 the creator space and the coach space.
33:39 So, the numbers of people that I get
33:40 signing up to these platforms is a lot
33:42 higher. But even when I was running my
33:44 AI automation agency, I was making a
33:46 good additional 1% margin literally just
33:48 from this one tool. So, you guys have 10
33:49 tools. I'm sure you guys could see how
33:51 you'd make a bunch more. Let's just
33:52 blitz fire through a bunch of other
33:54 ones. Any MailFinder, this is an email
33:56 finder service. 30% commission on every
33:58 referral right over here for 12 months.
34:00 Appify, this is easily one of the best
34:01 scrapers out there. And hey Jay, what's
34:02 going on big guy? Hope you're doing
34:05 well. Um 30% recurring commission up to
34:07 2.5K per customer. Smart Lead, which is
34:08 sort of Instantly's main competitor
34:10 right now. 35% recurring monthly
34:11 commissions for life. And then there are
34:14 a variety of other ones. Okay. Now, I
34:15 have an exhaustive list of every
34:17 affiliate program, which you guys can
34:19 find in my school community. Uh if you
34:20 guys just head over to Maker School, and
34:22 then you go over to classroom right over
34:26 here, month two, and then we click on
34:28 setup five software affiliate links.
34:29 Down at the bottom, I have this giant
34:31 list of basically all of the affiliates
34:33 that I found that work for this business
34:34 model. So, if you guys want to jump into
34:36 Maker School and get that for yourself,
34:38 feel free. Aside from that though, there
34:39 are a couple of other ways you can make
34:41 a ton of money with this. The first is
34:43 coupon aggregators. There are two main
34:44 ones that I like to talk about. The
34:46 first is called Secret. Other one's
34:47 called AppSumo. I think most people have
34:48 heard of this. I don't think a lot of
34:49 people have heard of this, but maybe
34:51 that's cuz it's technically a secret.
34:52 The way that Secret works is essentially
34:54 they negotiate a bunch of deals with
34:56 popular software platforms. Considering
34:57 the whole job of an automation uh
34:59 service provider is to be like, you
35:00 know, somebody that glues together a
35:02 bunch of different software platforms. I
35:03 think you guys can see the leverage
35:05 here. So, you know, you could claim up
35:08 to $6,000 for notion. You can get 6
35:10 months free on the plus plan. Wave
35:11 $20,000 in payment processing for
35:13 Stripe, which saves up to 500 if you do
35:15 the math. Uh you get a bunch of free
35:17 perplexity credits. Uh obviously, there
35:19 are no code platforms like Make where
35:22 you get, you know, 20 240,000 operations
35:23 for free. Google Workspace for our
35:26 emails, Web Flow, right? I'll let you
35:28 guys be the judge of this. Um I'm
35:29 affiliated with join Secret. I should
35:30 let you guys know. So, if you guys
35:32 choose to use the referral link in the
35:32 description, just know that I'm going to
35:34 be making a little bit of money off of
35:36 that, but essentially, you pay one bulk
35:38 sum to this platform. I think it's like
35:40 $150 or something like that. Uh,
35:41 apologies that I don't have the price
35:44 off the top of my head, and you um just
35:46 get access to this giant like coupon
35:48 library. And then before you even start
35:49 your business, you're kind of in the
35:50 black, if that makes sense. You've
35:52 already made a tiny bit of money off of
35:53 all of the rest of these software
35:55 subscriptions. Some of these have signup
35:56 processes, so you don't actually just
35:57 receive the coupon immediately. Just
35:59 make sure to note that. But you can
36:01 usually sign up multiple times or repeat
36:02 your signups with just different email
36:04 addresses or something if you need to.
36:06 So a lot of people in Maker School and
36:08 Make Money with Make have taken
36:09 advantage of the Make.com one. So
36:12 they've gotten 240,000 operations.
36:13 That's what the 12 months free um
36:14 equates to. They've also done a lot of
36:16 like Air Table stuff and there's Apollo
36:18 stuff as well. Uh so I'll I'll leave you
36:20 guys to that. Aside from that, AppSumo
36:22 is another big deal aggregator. And
36:24 basically the way that these guys work
36:26 is they will give you lifetime um access
36:30 to a platform instead of a monthly
36:31 recurring SAS cost you just pay like
36:34 upfront $69 for a certain um you know
36:37 lead aggregator or whatever and then in
36:38 this way you just get to arbitrage you
36:40 get to like pay now and then save for
36:42 the rest of your AI and automation
36:44 career. I personally don't use AppSumo a
36:46 ton but you know you can also get a
36:48 bunch of deals and stuff like that here.
36:49 Not affiliated with AppSumo whatsoever.
36:50 I just wanted to point that out because
36:52 I see a lot of people using it. The way
36:53 that I set up my AN automation business
36:55 actually was I created an American
36:57 company using a service called Stripe
37:00 Atlas which normally costs um $500. Now
37:03 I then redeemed a join secret credit for
37:05 $250. So if you think about it, I also
37:07 had to spend an additional I think it
37:10 was $125 at the time. So I spent $125,
37:12 then I spent $500 to set up my business
37:14 and then I saved $250. If we do the math
37:17 on that, that's 625 divided by 250. Uh
37:19 why can't I do that in my head? It's
37:22 375. There we go. After I did the $375,
37:24 I redeemed $500 worth of Stripe credits.
37:26 So, I basically made $500 in all the
37:28 money that I made later. After that, I
37:29 also redeemed I think it was something
37:32 like $5,000 in various platforms that I
37:33 would have had to sign up. And then on
37:34 top of that, I even signed up to a
37:36 partner bank for Stripe Atlas. It's
37:37 called Mercury. And then they ended up
37:39 giving me an additional $500 after I
37:42 deposited 10,000. So, okay, I don't I
37:43 really don't think I'm going to be able
37:46 to do the math now. This is 375 minus
37:48 6,000. So, you can kind of think of me
37:51 as being in the black by
37:54 $5,625, I think. Yeah. So, I was in the black
37:55 black
37:57 $5,625 before I even got started with my
37:59 business. How cool is that? So, yeah.
38:00 Just wanted to show you guys that this
38:02 is like what I would do if I could start
38:03 again. I didn't get to take advantage of
38:04 all of these, and I really, in
38:06 hindsight, wish I had set up all my
38:07 affiliates earlier, but this is the very
38:08 first thing I would do if I wanted to
38:09 get up and running with one of these
38:10 businesses. You guys can get links to a
38:12 lot of the stuff in the description, so
38:13 feel free to check that out. But okay,
38:15 I'm assuming that you've actually gone
38:16 through all of this rigomearroll and
38:17 you've actually signed up and you've got
38:19 yourself this optimized thing which you
38:20 know is saving money for people that are
38:22 complete beginners as I've mentioned and
38:23 now you guys are ready to actually go
38:24 out and like do something with the
38:25 automation knowledge. We have the big
38:27 trampoline. We're basically just waiting
38:29 for that that double bounce. So uh how
38:30 do you actually do it? Well, what I do
38:32 is I build a minimum viable business.
38:34 You know how everybody talks about MVPs?
38:36 It's like minimum viable product. Well,
38:39 I call this my minimum viable business
38:42 MV. So this is the MVB Chad right over
38:44 here. Okay? And this is everybody else
38:46 that does all this market research and
38:48 all this analysis and they spend five
38:50 years getting a business plan together
38:51 before they actually go and acquire
38:52 their first customer. In this video, I'm
38:54 going to run you through literally my
38:56 entire minimum viable business strategy
38:58 for A and automation. I'll even walk
38:59 through the specific steps that you guys
39:01 need in order to get out there and scale
39:03 up your business. This is working today.
39:04 This is what people are doing today.
39:05 This is what I teach today. This is what
39:08 I talk about all day. So let's get
39:10 through it together. The very first
39:12 thing I do if I'm setting up a minimum
39:13 viable business, in our case, AI and
39:16 automation, is I will define a niche.
39:18 Okay? If you do everything for
39:20 everybody, you technically do nothing
39:22 for nobody. I believe that was Alex
39:23 Herozy's famous quote a couple years
39:25 ago, and it's true. If you are just a
39:26 general services provider, you will
39:28 never really get very far. People want
39:30 to work with companies that understand
39:32 specific and highly nuanced needs. And
39:33 if you brand yourself as an AI
39:35 automation agency that does everything,
39:37 then the likelihood is you will not be
39:39 perceived as such. So you can make a ton
39:41 of progress right off the bat simply by
39:42 defining a niche. But you have to make
39:44 sure you define a niche right. A lot of
39:45 people, they'll pick a niche that kind
39:47 of sucks, okay? Like a really, really
39:49 crappy niche. And then they'll waste,
39:51 you know, 90 days or so of their life. I
39:52 don't know why that's blue. They waste
39:54 90 days or so of their life just kind of
39:55 muddling around in mediocrity because
39:57 their niche itself is bad. I'll run you
39:58 through some rules for a good niche.
40:00 First, the way that I actually go about
40:01 defining my niche is I actually have a
40:03 niche discovery exercise essentially
40:05 where I just walk through a ton of
40:07 different example niches, example
40:09 service lines, and then I I concatenate
40:10 them together to make example
40:12 positioning statements. So, what I've
40:14 done is I've literally just had uh what
40:16 is this like a list of 42 or 41
40:17 different niches or something? I guess
40:19 37 in total. And these are all niches
40:20 that work. They're not the best niches
40:21 in the whole wide world, but if you
40:23 combine them with various service lines,
40:25 so let's say you sell sales systems to
40:26 website developers, well then your
40:28 positioning statement, your actual niche
40:29 is very narrow. You know, there are a
40:30 lot of AI and automation agencies, but
40:32 there are very few people selling sales
40:33 systems specifically to website
40:35 developers. Okay, there are very few
40:37 people selling finance systems for IT
40:39 consultants or product development
40:41 systems for mobile app developers or CRO
40:43 systems for cyber security people. Okay,
40:46 if you pick three niches instead of just
40:49 one, you also get the ability to try and
40:51 test multiple of these simultaneously
40:52 with basically no additional sunk cost
40:54 because when you start one of these
40:55 niches, you build all the infrastructure
40:56 to do it. All you need to do to do it to
40:57 other niches is usually just need to
40:59 duplicate the process a little bit.
41:02 Okay, so anyway, I define my niche and
41:04 really instead of just one niche here, I
41:06 should have said define three niches.
41:08 That will make things a lot simpler. So
41:09 after this, you're going to have three
41:10 niches, okay? You're going to have niche
41:12 A, you're going to have niche B, you're
41:13 going to have niche C. Everything that
41:14 you're going to do in the program, it's
41:15 just going to set up one of these
41:17 niches, okay? But you don't need to do
41:19 three times the work in order to set it
41:21 up for B and
41:23 C. In reality, what it is is it's kind
41:25 of like 1.5 times the work because
41:26 you've already done all the hard work
41:28 setting up the email systems, setting up
41:30 your profiles, and doing all the
41:31 outreach and stuff for niche A. In order
41:33 to replicate that across B and C, you
41:35 just need to like do a tiny bit more. So
41:37 50% more work for three times the result
41:39 is definitely free money. I'm I'm always
41:40 going to take free money when it's
41:41 offered to me. And this is a really good
41:43 example of doing so. So, what I would do
41:45 in your shoes is I would go through this
41:47 niche discovery exercise top to bottom.
41:49 Add in a bunch of other niches that you
41:51 think may work based off of principles
41:52 that I've talked about in previous
41:54 videos. They tend to be digital first.
41:55 They tend to have high ticket projects
41:57 and they tend to be low regulation. So,
41:59 if you guys find niches or industries
42:01 that satisfy those constraints, then
42:03 fantastic. Pick three of them and then
42:04 all you do is you commit to them for at
42:06 least a three-month period and promise
42:07 yourself you're not going to change this
42:09 niche before you've explored it fully.
42:11 Okay, so that is literally step one.
42:12 This is what I teach people all the
42:13 time. This is exactly what I would do if
42:15 I were at the start line of my business
42:16 again. I pick three niches, check. We
42:18 are now done with that. Second thing I
42:21 do is I determine a business name. Now a
42:22 lot of people make this out to be way
42:23 more difficult than it really is. I
42:25 actually set a fiveminut
42:28 timer and I pick as many business names
42:30 as I can in a 5minute period. I'll use
42:33 simple tools like namelics for instance
42:35 where I will basically put in a couple
42:38 of terms and then I will have this
42:39 service combine them in eight
42:41 quadrillion different ways as a free
42:43 service at least as of the time of this
42:45 recording I've used this for years I
42:47 just get a bunch of business names agile
42:49 fusion stream pipelines headway code
42:51 reduction influence process drive
42:54 transform hub flow ship some of these
42:56 sound incredible right what I would do
42:57 is I would pick 10 that I like okay just
42:59 10 you don't need to do any more than
43:00 that and then pump these into some sort
43:02 of domain name finder, something like
43:04 pork bun or namecheep or something along
43:06 those lines. I'll show you what that
43:07 looks like in a second. From there, you
43:09 can verify whether or not the.com is
43:10 available and then you can proceed with
43:11 the next step. But yeah, I literally set
43:13 a 5minute timer, find a business name,
43:15 whatever your business name is does not
43:17 really matter. There's like a
43:20 00001% of business names will matter and
43:22 then 99% of business names won't matter.
43:23 Then like 1% of business names will just
43:24 be terrible and you never want your
43:26 business to be named that. But odds are
43:28 you're going to be in the 99%. Don't
43:29 sweat it too much. It's not that
43:31 important of a decision. Okay. All
43:33 right. After this, you need to find five
43:36 pieces of social proof or five case
43:37 studies. Now, if you don't know what I
43:41 mean by this, I mean you need pieces of
43:42 your history, of your corporate
43:44 experience, of your past that
43:46 demonstrate that you have done something
43:48 valuable for somebody at some point in
43:50 your life. If you don't have this, it's
43:51 going to be very difficult to get up and
43:53 running with all the cold email, um, the
43:54 Upwork, and then the community posting
43:55 and just the general setting up of all
43:57 the profiles I'm going to talk about
43:58 after this. So my recommendation for you
44:01 is literally itemize your entire
44:02 corporate history. A lot of you guys
44:04 have worked with various jobs. Some of
44:05 you guys have worked with very big
44:06 companies. A lot of you guys have
44:08 freelance experience. Go through every
44:10 single one of those. Like I'm talking
44:11 month by month. Open up your email,
44:13 okay? And just search what did I send
44:16 back in January 2022? How about February
44:18 2022? What was I talking about? Who was
44:19 I talking to? And essentially just
44:21 itemize a giant list of all of the
44:24 biggest hell yeah look at me that you
44:26 can find. Okay, I did this for myself
44:28 just earlier and I came up with a list
44:30 of five. I decided I wasn't going to use
44:32 my YouTube well, you know, aside from
44:33 tangentially the 70,000. I'm not going
44:34 to use like any monetary things relating
44:36 to myself. This is what mine looks like.
44:37 I scaled my own content marketing agency
44:40 to 92k using AI. I've worked with global
44:42 names like HP and then I put in brackets
44:44 the market cap, which is 36 billion, and
44:46 Fujitsu, 38 billion. I run a a YouTube
44:48 channel on Make.com with 70,000
44:49 subscribers. That's obviously very big.
44:51 I've written for insert really big
44:52 company names over here, which are
44:54 obviously big. that have been featured
44:55 in some high-profile publications like
44:57 Popular Mechanics and Apple News. Now,
44:58 you're probably looking at this and
44:59 you're like, "Well, Nick, I'm a
45:00 beginner. I thought that was the whole
45:01 point. I don't really have great
45:03 experience like this." And that's fine.
45:04 Odds are you guys are going to have some
45:06 sort of experience. It's not going to be
45:08 as what's not going to get me banned on
45:09 YouTube. Ah, screw it. You're not going
45:10 to have really big dick experience if
45:12 you're just right off the bat. And
45:13 that's totally okay. Don't worry too
45:15 much about that. Just find some
45:17 experience. Find some value that you've
45:19 driven for some company. You guys were a
45:21 salesperson at a business and throughout
45:24 the year that you were there, you sold
45:26 $25,000 worth of products. Whether or
45:28 not that's good compared to all the
45:29 other sales people in the industry, that
45:30 doesn't matter. You've actually
45:33 demonstrated $25,000 worth of revenue
45:35 value, and you should be citing it and
45:36 saying it wherever possible. So, I
45:40 generated $25,000 in revenue for a B2B
45:42 manufacturing company. That's fantastic
45:43 case study. That's a fantastic piece of experience.
45:45 experience.
45:46 If you've gone through your whole
45:48 corporate list and you have nothing,
45:50 okay, you've just squeezed yourself dry.
45:52 And to be honest, if you think you have,
45:53 you probably haven't actually gone
45:54 through your whole corporate experience.
45:56 So, pause the video again, go through
45:58 top to bottom. I guarantee you'll have
45:59 at least one thing that's somewhat
46:00 valuable. Unless you're like 12 years
46:02 old and you're just starting on the
46:02 internet. Now, if you've gone through
46:03 your entire thing, you don't have
46:05 anything, then what you can do is you
46:08 can actually go through my videos, all
46:10 of my Make.com videos. I have a Make.com
46:13 playlist called Make for People That
46:14 Want to Make Real Money. I also have an
46:17 NADN playlist called NADN for everyone.
46:19 Go through both of these and then get
46:21 all of the system blueprints that you
46:22 can check out my Gumroad. Download them
46:24 all. Okay? Make a couple of minor
46:25 changes to them, minor adjustments.
46:28 Maybe you swap a module here or there.
46:30 You change one thing from GPT to a
46:32 claude. Instead of generating Instagram
46:33 posts, you generate LinkedIn post,
46:35 something like that. Okay? Convince
46:37 yourself that you have now materially
46:39 improved or added on the system and made
46:41 it yours. Okay? Convince yourself of
46:43 that. And now when you write your case
46:44 studies now you could say stuff like I
46:47 built an AI podcast repurposing engine
46:50 that produces 10 pieces of content uh in
46:52 I don't know 30 seconds. Okay. Then in
46:54 brackets you could say estimated savings
46:56 per piece. You do a little bit of quick
46:58 math and you say I don't know 200 bucks
47:00 or something like that. Even this is
47:02 enough to let you go on with that next
47:03 step. It doesn't have to be perfect. But
47:05 the point I'm making is basically
47:07 everybody here that is at this point in
47:08 the video, you guys have something.
47:11 Okay? Whether you have a really big dick
47:12 uh accomplishment like you've worked
47:14 with Microsoft and you're a four ex
47:16 Google or exfang software engineer or
47:18 something or something kind of midterm
47:20 like me. I scaled my own content
47:22 marketing agency to $92,000 a month with
47:24 AI. Or you have something a little bit
47:26 smaller. I generated some revenue for a
47:27 company back when I worked with them a
47:29 few years ago. Or if you have nothing at
47:30 all, you have at least some sort of
47:32 example of automation work that you've
47:34 done like I built a system that does X.
47:36 I created a system that streamlines Y.
47:38 Okay. Once you're at this point and you
47:40 have this, just open up a Google doc and
47:41 put this somewhere. You are now ready to
47:43 proceed with the main outreach step,
47:45 which is you need to buy a main domain
47:46 and then you need to buy however many
47:49 sending domains that you want. So for me
47:52 to disambiguate here, a main domain is
47:54 something like let's say my business was
47:56 called Cirly. Okay? And maybe it is. Who
47:58 knows, man? Maybe circles that is way
48:00 too bright. Circley is really taking
48:03 over the world. I would do something and
48:04 you know the the term circley is not
48:06 available. I would get something like
48:08 circleyworkflows.com. Okay, I would
48:09 spend I don't know. I think this is like
48:12 $11 or something like that, right? Let's
48:14 check circlyworkflows. I would spend $11
48:16 a year on this. Okay, this is going to
48:19 be your main domain. After you get your
48:21 main domain, what you want is you also
48:23 want a bunch of secondaries or sending
48:26 domains. Okay, there are variety of ways
48:27 to do this. It's very difficult for me
48:29 to create a video that is comprehensive
48:30 and exhaustive and actually covers all
48:32 the different ways to get up and running
48:33 with mailboxes because there's there's
48:34 probably like 20 or 30 as of the time of
48:36 this recording. I'm just going to
48:38 mention a couple. Okay. One thing that
48:40 you can do is you could prepend, which
48:42 means add text to the left of the
48:44 domain, or postpend, which means add
48:45 text to the right of it. You could
48:49 prepend and postpend words like
48:52 sendworkflows.com. Okay. Get
48:54 circleyworkflows.com. Circleyworkflows
48:58 kit. Cirly workflows today. Go circle
49:01 workflows. List uh anywhere between two
49:03 to maybe five of these if you guys are
49:05 complete beginners and then buy those
49:07 domains too. What this will allow you to
49:09 do is it'll allow you to have a main
49:11 domain which is where your brand will
49:12 live where you know your your company
49:14 will be basically which you'll use when
49:15 you build your website later, your
49:17 little online business card. Then it'll
49:18 also allow you to have a bunch of
49:20 subsidiaries or sending domains that you
49:23 could send email from without negatively
49:25 impacting the domain health or
49:27 deliverability of your main domain. And
49:28 this is really important and not a lot
49:29 of people talk about this, but if you
49:30 just start sending email straight from
49:32 your main domain, uh, we're going to be
49:33 sending a lot of email over the course
49:34 of the rest of this video or at least
49:35 talking about it, you're going to trash
49:36 all of that. And then the likelihood
49:37 that you're actually going to be able to
49:39 land in somebody's mailbox is very low.
49:40 And also, who wants to send a bunch of
49:42 proposals only for them to land in spam
49:44 later, right? Definitely not me. So
49:46 that's the distinction there. Now, this
49:47 isn't the only way to do things. There
49:49 are a bunch of these third-party
49:51 platforms now like zapmail.ai,
49:54 zapmail.ai,
49:56 inboxology.com, cheap inboxes, uh,
49:58 premium inboxes. There there there's so
50:00 many of these. Okay. What these do is
50:01 they'll actually go through the
50:03 rigomearroll on the process of setting
50:05 up all of the cold email infrastructure
50:07 for you, usually at a slightly lower
50:09 cost than if you do a lot of the stuff
50:11 yourself. But keep in mind that when you
50:13 do this, you are trusting an additional
50:14 third party to, you know, deal with your
50:16 email inboxes and stuff like that. And
50:18 you also sort of lose out on learning
50:19 what the process of doing all this stuff
50:21 is on your own. Inside of Maker School,
50:22 I personally recommend people still set
50:24 them up at least once so that they know
50:25 how to do the setup. And you also just
50:26 learn a little bit about like, you know,
50:28 DNS. You learn a little bit about how to
50:30 like verify domains and whatnot. It just
50:31 adds to your tool stack. Um, because
50:33 there are a lot of things that rely on
50:35 these other things. And knowing a little
50:37 bit of that is usually good. But check
50:39 out those platforms. cost compare if you
50:41 guys are um on a budget and find one
50:43 that works for you. Okay, after you are
50:44 done with that step, what we do is we
50:46 create or publish a website and I have
50:49 three tools here. When I first initially
50:51 came up with my programs, I was only
50:52 using web flow to make my websites, but
50:54 now you can use lovable, you could use
50:56 card, you could use bolt.dev. There are
50:57 variety of other platforms that allow
50:58 you to do this stuff. To be honest, a
51:00 lot easier than my initial pick. And
51:02 this is just how technology works,
51:04 right? Things get easier over time. So,
51:06 what's an example of a website? Well,
51:07 just head over to mine. and it's
51:08 leftclick.ai. Feel free to scroll
51:09 through it and see how I positioned
51:11 myself and branded myself. But some key
51:13 rules of thumb, I do a lot of roasts of
51:14 these sorts of websites in makerschool
51:16 and makemoneywithmake.com. General rules
51:18 of thumb are you want less text, not
51:20 more. Okay? You want the text that you
51:22 do have to mean something. You want to
51:24 minimize images on the page that don't
51:25 actually add to the value of what you
51:27 are talking about. You want all of the
51:28 buttons on your website to go to the
51:30 same place. So, you don't want to have a
51:33 contact us form and a calendar and an
51:36 email and a phone number and a snail
51:37 mail address on your website. That
51:39 doesn't really help people that are
51:40 interested in contacting you contact you
51:42 through their preferred route. That just
51:43 kind of confuses people. They don't
51:45 really know what to do. Okay. You
51:46 generally want some sort of social proof
51:48 right off the bat. So, in my case,
51:49 remember how I said I was uh featured in
51:51 a couple of big publications? So, I just
51:54 stick these right over here. After that,
51:55 you want some sort of case study or some
51:57 sort of like, you know, slap it on the
51:58 table and just show people what you're
52:00 made of. So, in my case, I've generated
52:02 millions for B2B companies like yours
52:04 with automation and AI. And then, you
52:05 know, most of you guys at the beginning,
52:06 the start line will not have case
52:07 studies, but you're going to want to
52:08 have some case studies in there
52:10 eventually. After that, you're going to
52:12 want to have some quote unquote reviews
52:14 or testimonials or something. Uh, and
52:16 then finally, at the end and bottom of
52:17 your business, then you can start
52:19 talking services. The number one problem
52:21 that I see people make is they start
52:22 with the services. But to be honest,
52:24 nobody cares about the services you
52:26 provide. If it says on the header of
52:27 your website, or at least implies that
52:29 you do AI and automation, most people at
52:30 this point, they kind of understand what
52:32 automation is. They understand what
52:33 automation does, right? They understand
52:35 that it's typically involving a no code
52:37 tool. And you also have to ask yourself,
52:38 okay, how did they get to my website in
52:39 the first place? Most of them are
52:41 finding it on Google. Most of them are
52:43 on the website because they saw an email
52:44 that you sent saying, "Hey, I'm here to
52:46 sell you AI and automation services." Or
52:47 they got got sent to it through Upwork
52:49 or maybe something like that, right? So,
52:51 it's kind of like know your audience,
52:52 right? The most important thing that
52:53 people are going to be asking themselves
52:55 right off the bat is who is this person?
52:56 Why does it matter? And then you know
52:58 how can I get in touch? The services and
52:59 whatnot you always stick at the end. And
53:01 then usually, and this is something that
53:03 I do, but usually I will have pricing on
53:04 the website. I don't actually recommend
53:06 having pricing on your website if you're
53:07 a total beginner just because you don't
53:09 really know how to price. You also don't
53:10 really know how to like demonstrate your
53:12 value and it's kind of risky to have a
53:13 button that somebody can just click and
53:14 then pay you money for, right? I
53:16 personally wouldn't recommend it. I
53:17 recommend just having some sort of
53:19 funnel that goes to a call or whatnot.
53:21 So that's it. I always just do onepage
53:22 websites for this sort of stuff because
53:24 the way that I see websites nowadays is
53:26 these are uh business cards, right?
53:28 These are literally business cards.
53:30 There is nothing really of value on your
53:33 website except that it is just a a quick
53:35 showcase of who you are. It implies that
53:36 you have enough money and enough
53:37 resources to put something cool
53:39 together. I guess it's a way to showcase
53:41 your personality, but for our industry,
53:43 to be blunt, unless you're running some
53:44 crazy inbound funnel, which most people
53:46 aren't, that's all it is. It's not like
53:47 something that's actively making you
53:49 money. It's just like a check mark. this
53:51 person has this requirement of being a
53:52 business owner. When I used to go door
53:54 to door way back in the day and I was
53:56 going 50 to 80 doors per day with my
53:57 business partner, we were knocking,
53:59 pitching people, and getting rejected
54:01 left, right, and center. One of the most
54:02 common questions I got from people was,
54:04 "Do you have a business card?" "Hey,
54:05 where's your business card?" "Hey, that
54:06 sounds awesome. I'd love to see your
54:08 business card." Did they actually give a
54:10 about my business card? Basically,
54:12 none of them did. The only thing is the
54:14 only thing they wanted to see was that I
54:16 had spent the requisite amount of time
54:17 and the requisite amount of money to
54:18 actually go and purchase some business
54:20 cards. And that was seen as like a way
54:23 to prove my legitimacy. Okay. If I
54:24 didn't have a business card, people
54:25 would just like really you don't have a
54:26 business card and you're coming door to
54:28 door to sell some services? That's
54:30 pretty crazy, man. You know, you're just
54:32 seen a lot less legitimately. Websites
54:33 are basically the same thing. If you
54:34 have a website, you just kind of tick
54:36 that box and then the prospect can move
54:37 on with their consideration of your
54:40 offer. All right. Next up, we need to
54:42 set up the platforms that we signed up
54:43 affiliates for. So, now that we have all
54:45 the infrastructure to do cold email,
54:46 which is by far the lowest cost per
54:48 acquisition mechanism of acquiring
54:49 clients these days, you set up instantly
54:51 smart lead. You do some scraping and
54:54 then you start sending. So, I have
54:56 created several tutorials that show
54:57 people how to do this. If you go through
54:59 my YouTube videos, I show you how to get
55:01 up and running instantly and and and you
55:02 know, scrape various data sources. So,
55:03 I'm not going to rehash all that.
55:04 That'll probably take me three or four hours.
55:05 hours.
55:08 To make a long story short, this is
55:10 instantly that cold email platform that
55:11 I showed you the affiliate for. What you
55:14 do is you take these mailboxes, okay?
55:16 Um, you take the domains, you set up a
55:18 bunch of mailboxes on Google Workspace
55:20 and whatnot. You connect them to
55:21 instantly. If you used one of those
55:23 platforms that I was showing you guys
55:24 earlier, it'll actually usually just
55:26 automatically do it for you and and then
55:27 do all of the math and the rigomearroll
55:28 in order to get you up and running.
55:30 Let's say Zab Mail or Inboxology. After
55:31 that, you need to scrape a bunch of
55:33 leads. The current number one source
55:35 that everybody's using to get this stuff
55:37 is Apollo, which in and of itself is
55:39 just a scraper that scraped LinkedIn a
55:40 few years ago. The reason everybody goes
55:41 to Apollo is just because it's way
55:43 cheaper than LinkedIn. And you can also
55:45 get like structure data like email
55:46 addresses and phone numbers and stuff
55:48 like that. But Apollo itself is too
55:50 expensive these days for most people. So
55:52 a bunch of solutions have come up on the
55:53 internet that allow you to scrape
55:54 Apollo, which again just scraped
55:56 LinkedIn. And uh that's what I would
55:57 recommend for this purpose. There a
56:00 couple of Aify Apollo scrapers. Uh this
56:02 one over here, scrape up to 50k leads is
56:03 pretty good. It's one that we've been
56:05 recommending throughout the program.
56:07 It's a $120 per thousand leads. So if
56:09 you get 800 email addresses, 700 email
56:10 addresses out of those thousand leads,
56:11 how much you're really spending per
56:14 email address? It's like4 cents or.3
56:15 cents or something like that. The math
56:17 works out pretty good in your favor. So
56:19 I'll leave that for another one of my
56:21 videos. Next up, I would create an
56:23 Upwork profile. A lot of people sleep on
56:25 freelance platforms like Upwork, but
56:26 this is the straightest line path to
56:28 getting customer number one. The value
56:29 with a freelance platform like Upwork,
56:31 if you're unfamiliar, is essentially
56:33 through all other sales methods, you
56:34 need to know what the customer problem
56:37 is. Then you need to know what the
56:38 solution that they're looking for is.
56:40 And then you also need to somehow prove
56:41 that you are the best person for the
56:43 job. Now, if you're a beginner and you
56:44 don't even know where to start, right?
56:46 You've only just added a niche to your
56:47 niche discovery checklist and you've
56:49 only just started creating all of this
56:50 stuff. You've only just started learning
56:51 what businesses struggle with and the
56:52 various problems they're in. The odds
56:53 that you're going to be able to solve
56:55 those first two problems, the problem,
56:57 the solution, very low. Very, very low.
56:59 So what Upwork does is it basically for
57:01 a small fee just gives you a bunch of
57:02 leads that are looking to have their
57:04 problem solved with specific solutions.
57:06 Then the only thing that you need to do
57:08 is you just need to prove why you're the
57:10 best fit for the job. So it basically if
57:11 you think about it mathematically it
57:14 takes this job of yours as a saleserson
57:17 which previously was problem
57:20 solution and then why you and then just
57:23 eliminates 2/3 of the problem. So this
57:24 is the only problem to solve. is the
57:27 only thing you need to answer and that
57:29 is a much easier job than going through
57:31 everything top to bottom learning the
57:32 pain points and problems of the niche
57:34 and then coming up with a variety of
57:37 ways to pitch your solution. Okay, so I
57:38 would highly recommend everybody here
57:40 get on Upwork. I know a lot of people
57:41 sleep on it and a lot of people have
57:42 various opinions about Upwork. It's
57:43 funny because you know a couple years
57:45 ago when I started talking about this
57:46 the public opinion on this was just like
57:48 no way Upwork's so crap. I can't believe
57:50 you guys are doing this. That's not a
57:51 real business. You can't start a real
57:53 business selling to leads on Upwork.
57:54 over that time period, I can almost
57:56 confidently say I make more money than
57:59 99.999% of them. And it's all thanks to
58:01 this. So, as long as you can get up and
58:03 running quickly, you can worry about the
58:05 legitimacy of your business model, uh,
58:07 uh, you know, how scalable it is and all
58:09 the rest of that stuff later. The first
58:11 thing you need to do is just get a
58:12 couple customers under your belt. Don't
58:15 let you know, opinions or some random
58:16 crappy comments you've seen on the
58:18 internet or somebody's judgmental
58:20 attitude towards a platform stop you
58:22 from doing so. Okay. All right. So, I
58:25 have a bunch of um other steps here, but
58:27 we're rounding it out. Um next up, find
58:29 communities related to your niches and
58:31 join. So, another big thing that not a
58:32 lot of people talk about is that there
58:35 are variety of ways to source customers
58:36 that don't actually involve cold email
58:38 and that don't actually involve Upwork
58:40 or any sort of paid platform. As of the
58:41 time of this recording, a really cool
58:44 way to do so is on school. Okay, school
58:46 is a community platform. It's where I
58:48 host my own community, maker school and makemoneywithmake.com.
58:50 makemoneywithmake.com.
58:52 Now, they have this cool discovery page.
58:54 What you do is you pump in the niche
58:55 that you just, you know, one of the
58:56 three niches that you just found. So,
58:57 let's say
59:00 videographer. Okay, you pump this in and
59:01 then you just join a bunch of free
59:03 communities. The value of this is what
59:05 you're doing when you join a bunch of
59:06 videography communities, assuming that's
59:07 one of your niches, is you are
59:10 essentially going directly to a place
59:12 where your target audience just
59:14 about their problems all day. So you get
59:16 to see exactly what the problems that
59:17 people are suffering from that are in
59:18 your niche are right now which helps you
59:20 solve that issue that I was talking
59:22 about earlier that Upwork also solves.
59:24 And then two, you also basically have a
59:26 captive audience of people that suffer
59:28 from problems that you can pitch to. Now
59:30 the key in doing this intelligently is
59:32 you have to not make your pitch seem
59:34 like a pitch. Okay? You need to come
59:35 into these communities and there are
59:37 many there are hundreds of these
59:39 communities just for you know cinema and
59:40 videography alone. But you need to come
59:42 in these communities. You need to not
59:44 create a TV ad. Okay. What you need to
59:45 do is you need to build some authority.
59:47 You need to build some reputation in the
59:48 community by helping people and
59:50 answering their questions, not asking
59:52 for anything in return. You need to
59:53 establish yourself as just somebody in
59:55 the community by replying to posts,
59:57 engaging with people, sending DMs. You
59:58 do this for 15, 20 minutes a day for
60:00 several weeks. And then finally, you start helping people solve concrete
60:02 start helping people solve concrete problems, then doing things like DM them
60:04 problems, then doing things like DM them afterwards, asking, "Hey, how's it
60:05 afterwards, asking, "Hey, how's it going? Can I help you out anymore with
60:07 going? Can I help you out anymore with this?" Oh, hey guys. Uh, I just came up
60:09 this?" Oh, hey guys. Uh, I just came up with this really cool solution which
60:10 with this really cool solution which solves this problem that I found
60:12 solves this problem that I found somebody posting about last week.
60:13 somebody posting about last week. Actually, you just drag and drop a few
60:15 Actually, you just drag and drop a few modules in make.com. Here's a quick
60:16 modules in make.com. Here's a quick tutorial. If anybody uh wants the
60:18 tutorial. If anybody uh wants the blueprint, just send me over a DM. I'll
60:19 blueprint, just send me over a DM. I'll give it to you guys for free. Um, and
60:21 give it to you guys for free. Um, and you know, if anybody has any follow-up
60:22 you know, if anybody has any follow-up questions, just let me know. When you
60:24 questions, just let me know. When you start getting in the habit of doing this
60:25 start getting in the habit of doing this and you're consistent enough that you
60:26 and you're consistent enough that you can build uh, you know, some sort of
60:28 can build uh, you know, some sort of reputation and then some sort of
60:29 reputation and then some sort of memorability, um, communities can end up
60:32 memorability, um, communities can end up being a really profitable lead
60:33 being a really profitable lead generation channel as well. It's just
60:35 generation channel as well. It's just it's not as direct. It's not a straight
60:36 it's not as direct. It's not a straight line of path as Upwork and cold email.
60:38 line of path as Upwork and cold email. So that's kind of step number god where
60:40 So that's kind of step number god where are we at now? Eight or nine? Yeah, I
60:42 are we at now? Eight or nine? Yeah, I think that's step number eight. Step
60:45 think that's step number eight. Step number nine is okay. So if you think
60:46 number nine is okay. So if you think about what we've done now is we've set
60:48 about what we've done now is we've set up the minimum viable most of the
60:51 up the minimum viable most of the minimum viable business. We've set up
60:54 minimum viable business. We've set up our marketing and lead genen
60:57 our marketing and lead genen channels. Well, what happens when we
60:59 channels. Well, what happens when we actually get somebody that's interested
61:00 actually get somebody that's interested in our service? Obviously, we have to
61:02 in our service? Obviously, we have to pitch them, right? So what we do next is
61:04 pitch them, right? So what we do next is we have to set up our sales stuff. Okay,
61:06 we have to set up our sales stuff. Okay, so this is this is kind of like where
61:07 so this is this is kind of like where we're at right here actually. So that's
61:10 we're at right here actually. So that's where something like a proposal template
61:12 where something like a proposal template comes into play. The way that this
61:13 comes into play. The way that this business model works is basically you
61:15 business model works is basically you will uh talk to somebody, you will
61:17 will uh talk to somebody, you will market, you will generate a lead. When
61:19 market, you will generate a lead. When you get a sufficient amount of interest,
61:20 you get a sufficient amount of interest, you will get them on a call of some
61:22 you will get them on a call of some kind, which is usually called a
61:23 kind, which is usually called a discovery call. Sometimes you may have a
61:25 discovery call. Sometimes you may have a second call later on called a closing
61:27 second call later on called a closing call where you actually do like the
61:28 call where you actually do like the closing and the pitching of the service.
61:30 closing and the pitching of the service. Most of the time, in my case, I just do
61:31 Most of the time, in my case, I just do one. And then at the end of the call,
61:33 one. And then at the end of the call, you know, the person's on board, they
61:34 you know, the person's on board, they really like what you have to say. You
61:35 really like what you have to say. You say something along the lines of, "Hey,
61:36 say something along the lines of, "Hey, I'll send you over a proposal with all
61:38 I'll send you over a proposal with all this information and a little signature
61:39 this information and a little signature spot at the bottom, which you can pay on
61:41 spot at the bottom, which you can pay on immediately upon signing. Does that
61:42 immediately upon signing. Does that sound good? Okay, great." And then you
61:44 sound good? Okay, great." And then you go and you actually do it. This is how
61:45 go and you actually do it. This is how it works. This is how like money changes
61:47 it works. This is how like money changes hands. In order to do that, we obviously
61:48 hands. In order to do that, we obviously need a proposal template of some kind,
61:50 need a proposal template of some kind, right? So, I have a variety of proposal
61:52 right? So, I have a variety of proposal templates in um Maker School over here.
61:54 templates in um Maker School over here. Maker School obviously being that
61:56 Maker School obviously being that automation community. If we jump on over
61:58 automation community. If we jump on over to um classroom and then we go to month
62:00 to um classroom and then we go to month one, then scroll down to day number five
62:03 one, then scroll down to day number five and module number three, there are a
62:05 and module number three, there are a bunch of uh well, first of all, I I give
62:08 bunch of uh well, first of all, I I give like a step-by-step walkthrough of how
62:09 like a step-by-step walkthrough of how to set up a proposal template in a
62:11 to set up a proposal template in a platform called PandaOC. I guide you
62:13 platform called PandaOC. I guide you guys through more or less everything.
62:14 guys through more or less everything. Essentially, I'll just give you guys a
62:16 Essentially, I'll just give you guys a quick look through. We start with a
62:18 quick look through. We start with a title page. Then you usually have a
62:19 title page. Then you usually have a problem. You have a solution statement
62:22 problem. You have a solution statement of some kind. You then have some sort of
62:24 of some kind. You then have some sort of scope of work. Then you round it out
62:26 scope of work. Then you round it out with a timeline. Then finally, you have
62:28 with a timeline. Then finally, you have some sort of pricing where you usually
62:30 some sort of pricing where you usually have a pitch, usually like a signature
62:32 have a pitch, usually like a signature line or something like that. Okay, so
62:34 line or something like that. Okay, so you need to set up some sort of proposal
62:36 you need to set up some sort of proposal template. I usually do this in Panda
62:38 template. I usually do this in Panda just cuz I've used Panda for a while and
62:39 just cuz I've used Panda for a while and I'm very comfortable with it, but there
62:41 I'm very comfortable with it, but there are a variety of other great platforms
62:42 are a variety of other great platforms out there that you guys could use too.
62:43 out there that you guys could use too. Better proposals is one. I'm not a fan
62:45 Better proposals is one. I'm not a fan of DocYign, but Hello Sign is uh is
62:47 of DocYign, but Hello Sign is uh is pretty neat as well. And basically, you
62:49 pretty neat as well. And basically, you just need something that you can add a
62:50 just need something that you can add a bunch of variables into when you have
62:51 bunch of variables into when you have somebody that's interested, then send it
62:53 somebody that's interested, then send it within the hour. Okay, then almost last
62:55 within the hour. Okay, then almost last but not least, we need to set up Stripe,
62:57 but not least, we need to set up Stripe, PayPal, or some other processor, right?
62:59 PayPal, or some other processor, right? So, now that we're done with the sales,
63:00 So, now that we're done with the sales, it's like, okay, how do we actually like
63:01 it's like, okay, how do we actually like make money with this? Well, that's where
63:03 make money with this? Well, that's where we're at right now. So, we need to
63:04 we're at right now. So, we need to actually set up Stripe, PayPal, or some
63:07 actually set up Stripe, PayPal, or some other mechanism by which we can receive
63:08 other mechanism by which we can receive funds when somebody does actually want
63:10 funds when somebody does actually want to pay us. And my recommendation is
63:12 to pay us. And my recommendation is Stripe. And I know Stripe isn't
63:13 Stripe. And I know Stripe isn't available everywhere. Not everybody can
63:14 available everywhere. Not everybody can use Stripe. The trade-off with Stripe is
63:16 use Stripe. The trade-off with Stripe is it's something like I think 3% um
63:18 it's something like I think 3% um processing fee, which you know, if you
63:20 processing fee, which you know, if you think about it, I mean, in my case, I
63:21 think about it, I mean, in my case, I made what,
63:22 made what, $170,000 last month. Uh the vast
63:25 $170,000 last month. Uh the vast majority of that was processed through
63:26 majority of that was processed through Stripe or a service using Stripe. So, I
63:28 Stripe or a service using Stripe. So, I paid I
63:30 paid I think is my math that bad? I think it
63:33 think is my math that bad? I think it really is that bad. Hold on. I paid I
63:35 really is that bad. Hold on. I paid I think $5,100 um last month to Stripe.
63:38 think $5,100 um last month to Stripe. That that seems about right to me. So,
63:39 That that seems about right to me. So, you might be thinking, man, that's a ton
63:41 you might be thinking, man, that's a ton of money. But if you think about the
63:42 of money. But if you think about the amount of time and energy that Stripe
63:43 amount of time and energy that Stripe saves people like me and people soon to
63:45 saves people like me and people soon to be like you on actually doing the
63:47 be like you on actually doing the service, it's crazy. Well, there's some
63:48 service, it's crazy. Well, there's some additional fees you have to pay for all
63:49 additional fees you have to pay for all this stuff. But they do things like
63:51 this stuff. But they do things like automated tax compliance. They do things
63:53 automated tax compliance. They do things like um automated invoice follow-ups.
63:55 like um automated invoice follow-ups. They're also just like the cleanest and
63:56 They're also just like the cleanest and the simplest and the best user
63:57 the simplest and the best user experience. And they're very integrable.
63:59 experience. And they're very integrable. So, I recommend them. I love them. I'm
64:01 So, I recommend them. I love them. I'm very happy to spend a couple percentage
64:02 very happy to spend a couple percentage points in my business if it means I can
64:04 points in my business if it means I can make 500% later on because I'm faster.
64:06 make 500% later on because I'm faster. But you can also use, you know, PayPal.
64:08 But you can also use, you know, PayPal. Okay, PayPal is very popular. A lot of
64:10 Okay, PayPal is very popular. A lot of people use PayPal. Um, I know that a lot
64:12 people use PayPal. Um, I know that a lot of places in Asia use Payaneer. Okay. I
64:15 of places in Asia use Payaneer. Okay. I really don't like Payaneer because every
64:17 really don't like Payaneer because every time somebody sends me an invoice with
64:18 time somebody sends me an invoice with Payaneer, I have to go and like validate
64:20 Payaneer, I have to go and like validate all this stuff and I've made all these
64:22 all this stuff and I've made all these accounts and just still doesn't believe
64:24 accounts and just still doesn't believe it doesn't believe who I am for some
64:25 it doesn't believe who I am for some weird reason. But use Payaneer. You can
64:27 weird reason. But use Payaneer. You can do that as well. Um, if you're operating
64:29 do that as well. Um, if you're operating through Upwork, Upwork actually includes
64:30 through Upwork, Upwork actually includes built-in payment processing, which is
64:32 built-in payment processing, which is one of the reasons why I like it so
64:33 one of the reasons why I like it so much. So, you know, you don't actually
64:34 much. So, you know, you don't actually have to like do this if you get an
64:35 have to like do this if you get an Upwork client, although I would
64:36 Upwork client, although I would recommend you have it set up in advance.
64:37 recommend you have it set up in advance. And I'm sure you guys could tell there
64:39 And I'm sure you guys could tell there are like 500 other payment processors.
64:40 are like 500 other payment processors. Just Google payment processor and then
64:42 Just Google payment processor and then insert like the name of your country or
64:44 insert like the name of your country or local. Okay. All right. Once you're done
64:46 local. Okay. All right. Once you're done with that, we have literally everything
64:48 with that, we have literally everything we need to get going. The one thing that
64:51 we need to get going. The one thing that I'd recommend from here on out is you
64:53 I'd recommend from here on out is you set some sort of daily minimum. So daily
64:55 set some sort of daily minimum. So daily number of emails sent, daily number of
64:57 number of emails sent, daily number of Upwork apps sent, daily number of
64:58 Upwork apps sent, daily number of community posts made. Now, I created a
65:00 community posts made. Now, I created a little template just to show you guys
65:01 little template just to show you guys what that looks like. Um, you could
65:03 what that looks like. Um, you could literally have a Google Sheets activity
65:05 literally have a Google Sheets activity tracker with four columns, one for date,
65:07 tracker with four columns, one for date, the other for cold email, one for Upwork
65:09 the other for cold email, one for Upwork applications, one for community posts.
65:11 applications, one for community posts. Then if you have other lead generation
65:13 Then if you have other lead generation mechanisms, well then you can just add
65:14 mechanisms, well then you can just add them over here on the right and track
65:16 them over here on the right and track them once a day. It really doesn't have
65:18 them once a day. It really doesn't have to be any more complicated than that. I
65:20 to be any more complicated than that. I use Google Sheets tracker systems like
65:21 use Google Sheets tracker systems like that all the time and I make $170,000 a
65:24 that all the time and I make $170,000 a month as of the time of this recording.
65:25 month as of the time of this recording. You do not have to make it any more
65:27 You do not have to make it any more complex. The one thing that you do have
65:28 complex. The one thing that you do have to do is you just have to be consistent.
65:30 to do is you just have to be consistent. If you're going to do this thing, go
65:31 If you're going to do this thing, go back to the Google sheet at the end of
65:32 back to the Google sheet at the end of the day and just fill it in. What you'll
65:34 the day and just fill it in. What you'll do is the next day you'll come on and
65:36 do is the next day you'll come on and you'll say, "Wow, yesterday I hit seven.
65:37 you'll say, "Wow, yesterday I hit seven. Today I'm going to try and hit eight."
65:38 Today I'm going to try and hit eight." And it functions as an inbuilt
65:40 And it functions as an inbuilt accountability mechanism. Another really
65:42 accountability mechanism. Another really cool thing that you can do with Google
65:44 cool thing that you can do with Google Sheets, so you actually just share these
65:45 Sheets, so you actually just share these with three or four of your friends. If
65:46 with three or four of your friends. If you guys have people that are in your
65:48 you guys have people that are in your group that are starting similar sorts of
65:49 group that are starting similar sorts of businesses, well, now you can all have
65:51 businesses, well, now you can all have activity trackers that are
65:52 activity trackers that are accountability mechanisms and you could
65:53 accountability mechanisms and you could just have everybody go through
65:54 just have everybody go through everybody's at the end of the day and
65:56 everybody's at the end of the day and just give everybody a thumbs up or
65:57 just give everybody a thumbs up or something like that if they did it or
65:58 something like that if they did it or just rag on your buddy if they failed to
66:00 just rag on your buddy if they failed to hit their 10 Upwork apps for the day.
66:02 hit their 10 Upwork apps for the day. Okay, very simple, straightforward. Feel
66:03 Okay, very simple, straightforward. Feel free to build it out like this if you
66:05 free to build it out like this if you want or build a better structure, but I
66:07 want or build a better structure, but I guess my point is keep it simple. You
66:08 guess my point is keep it simple. You know, whatever you're going to do. And
66:09 know, whatever you're going to do. And last but not least, you now have
66:10 last but not least, you now have everything basically set up for you to
66:13 everything basically set up for you to actually go and acquire customers. Okay,
66:15 actually go and acquire customers. Okay, all of these are sort of unscalable if
66:17 all of these are sort of unscalable if you think about it, right? I mean like
66:18 you think about it, right? I mean like the number of Upwork applications you
66:20 the number of Upwork applications you send a day scales with your time
66:21 send a day scales with your time directly. Number of community posts you
66:23 directly. Number of community posts you make per day does scale with your time
66:24 make per day does scale with your time directly. A lot of the cold emails and
66:26 directly. A lot of the cold emails and looms and custom DMs that you're going
66:28 looms and custom DMs that you're going to send if you do any sort of outreach,
66:29 to send if you do any sort of outreach, these things will scale with your time
66:30 these things will scale with your time directly. But they're also the most
66:32 directly. But they're also the most important part of the business and
66:33 important part of the business and they're the things that you should be
66:33 they're the things that you should be spending all your time on. So if you do
66:35 spending all your time on. So if you do this enough, and when I say enough, I
66:38 this enough, and when I say enough, I mean we have a ton of people in Maker
66:39 mean we have a ton of people in Maker School that make uh thousands of dollars
66:42 School that make uh thousands of dollars in their first couple of months. I mean,
66:44 in their first couple of months. I mean, this uh guy Cooper was at day 28 when he
66:46 this uh guy Cooper was at day 28 when he closed what looks to be over a $30,000
66:48 closed what looks to be over a $30,000 deal plus some equity. Um Barb, I think
66:51 deal plus some equity. Um Barb, I think closed it in a few weeks. We have a
66:52 closed it in a few weeks. We have a variety of wins which you guys could
66:54 variety of wins which you guys could check out here. If you do this sort of
66:55 check out here. If you do this sort of consistent daily outreach and daily
66:58 consistent daily outreach and daily compounding, you will eventually get on
67:00 compounding, you will eventually get on a sales call with a customer. And when
67:02 a sales call with a customer. And when you get on a sales call with a customer,
67:04 you get on a sales call with a customer, all you need to do is some variation of
67:06 all you need to do is some variation of what I'm calling the simplest sales call
67:07 what I'm calling the simplest sales call SOP currently out there. So, you will
67:10 SOP currently out there. So, you will build some rapport. You'll you'll make
67:12 build some rapport. You'll you'll make some little joke. I always do one about
67:13 some little joke. I always do one about how I am in Calgary, so I rode a polar
67:15 how I am in Calgary, so I rode a polar bear to work today because I'm Canadian
67:17 bear to work today because I'm Canadian and they usually chuckle. You ask them
67:19 and they usually chuckle. You ask them why they're on the call with you. So,
67:21 why they're on the call with you. So, you literally just say, "Hey, listen.
67:22 you literally just say, "Hey, listen. You get tons of cold emails a day. I can
67:24 You get tons of cold emails a day. I can almost guarantee you that. So, what made
67:25 almost guarantee you that. So, what made mine stand out?" Okay, this will tell
67:28 mine stand out?" Okay, this will tell you literally exactly how to sell them,
67:30 you literally exactly how to sell them, what they liked about you, what you can
67:32 what they liked about you, what you can expand on. Then you ask them what their
67:34 expand on. Then you ask them what their problems are. So, what would you say is
67:36 problems are. So, what would you say is the main problem right now? Why you
67:38 the main problem right now? Why you haven't solved it yet? So, what stopped
67:40 haven't solved it yet? So, what stopped you from solving it yet? How much is it
67:42 you from solving it yet? How much is it currently costing you? So, let's do a
67:44 currently costing you? So, let's do a little bit of math here. This is
67:45 little bit of math here. This is preventing you from getting one customer
67:47 preventing you from getting one customer a week, you're saying? Okay. And how
67:49 a week, you're saying? Okay. And how much money is that customer usually
67:50 much money is that customer usually ordering if this problem didn't exist?
67:52 ordering if this problem didn't exist? $5,000 worth of product. Okay. So, is it
67:55 $5,000 worth of product. Okay. So, is it fair to say this is about $20,000 a
67:57 fair to say this is about $20,000 a month liability right now? All right.
67:59 month liability right now? All right. Awesome. And then finally, how quickly
68:00 Awesome. And then finally, how quickly do you want it solved? Well, I think I
68:02 do you want it solved? Well, I think I have everything that I need. I guess my
68:03 have everything that I need. I guess my last question is just how quickly do you
68:05 last question is just how quickly do you want this solved? You know, is this a a
68:06 want this solved? You know, is this a a let's do it today thing? Let's do it
68:08 let's do it today thing? Let's do it next month sort of thing. fill me in.
68:10 next month sort of thing. fill me in. From here on out, you cover your
68:12 From here on out, you cover your experience in brief. So, you just give
68:14 experience in brief. So, you just give them a quick 30- secondond summary of
68:15 them a quick 30- secondond summary of who you are and why it matters. Then you
68:18 who you are and why it matters. Then you screen share and you show them an
68:20 screen share and you show them an example of a solution that fixes their
68:22 example of a solution that fixes their problem, which you can either build live
68:24 problem, which you can either build live in front of them or if you have some,
68:25 in front of them or if you have some, you know, templates or something that
68:27 you know, templates or something that fit the specific problem. Uh maybe
68:29 fit the specific problem. Uh maybe templates that you've gotten from my
68:30 templates that you've gotten from my YouTube channel or my Gumroad or my
68:32 YouTube channel or my Gumroad or my communities, then you can do so then.
68:33 communities, then you can do so then. And you just ask them, does this seem
68:35 And you just ask them, does this seem like something that would solve your
68:36 like something that would solve your problem? If their answer is yes,
68:38 problem? If their answer is yes, fantastic. You can either pitch them
68:40 fantastic. You can either pitch them directly. Okay, this will be
68:42 directly. Okay, this will be $2,895. I could send over an invoice
68:44 $2,895. I could send over an invoice right now. Or you could send a proposal
68:46 right now. Or you could send a proposal with costs, etc. within 60 minutes.
68:49 with costs, etc. within 60 minutes. Great. That sounds awesome. Let me whip
68:50 Great. That sounds awesome. Let me whip together a proposal for you, and I'll
68:52 together a proposal for you, and I'll send it to you within the hour. It'll
68:53 send it to you within the hour. It'll contain everything you need, plus a
68:55 contain everything you need, plus a little signature field and even a place
68:56 little signature field and even a place for you to pay an invoice um should you
68:58 for you to pay an invoice um should you get to that point. Sound good? Great.
69:01 get to that point. Sound good? Great. Simplest sales call SOP. Anybody can do
69:03 Simplest sales call SOP. Anybody can do this. Um I'm going to include this in
69:05 this. Um I'm going to include this in the description so you guys could take
69:06 the description so you guys could take it and run with it. Obviously, I go into
69:08 it and run with it. Obviously, I go into a lot more detail in my programs about
69:10 a lot more detail in my programs about what the ideal sales call looks like,
69:12 what the ideal sales call looks like, but I think that's a highle enough view
69:13 but I think that's a highle enough view that that should let everybody here get
69:15 that that should let everybody here get started and make some meaningful
69:16 started and make some meaningful progress. All right. Finally, the last
69:19 progress. All right. Finally, the last and I want to say most important part is
69:21 and I want to say most important part is we need to iterate. So, you yes you if
69:26 we need to iterate. So, you yes you if you do this, you will definitely get
69:28 you do this, you will definitely get your first customer. I mean, it's just a
69:30 your first customer. I mean, it's just a matter of time. Everything that I've
69:31 matter of time. Everything that I've talked about here is not it's not
69:33 talked about here is not it's not complex. It's very very simple. It's
69:35 complex. It's very very simple. It's difficult to do consistently. And if
69:37 difficult to do consistently. And if you're the sort of person that can build
69:38 you're the sort of person that can build habits and the consistency and
69:39 habits and the consistency and accountability to do this for a very
69:40 accountability to do this for a very long period of time, you will inevitably
69:42 long period of time, you will inevitably be one of the big players on the
69:43 be one of the big players on the internet today. Uh but it's not, you
69:47 internet today. Uh but it's not, you know, it's not easy. So if you could do
69:50 know, it's not easy. So if you could do it all day, um doing it all day is not
69:52 it all day, um doing it all day is not enough. What you need to do is you need
69:53 enough. What you need to do is you need to iterate. So you need to make it
69:54 to iterate. So you need to make it better. What I mean by this is um you
69:56 better. What I mean by this is um you need to go through the following steps.
69:58 need to go through the following steps. And this is just my recommendation. This
70:00 And this is just my recommendation. This is me just doing a bird's- eye view look
70:01 is me just doing a bird's- eye view look at how most of the people in my program
70:03 at how most of the people in my program can succeed. and I just, you know, tried
70:05 can succeed. and I just, you know, tried to tailor all my recommendations to
70:06 to tailor all my recommendations to them. But essentially what happens is
70:08 them. But essentially what happens is you will acquire your first client, you
70:10 you will acquire your first client, you do a great job, then all you do is
70:13 do a great job, then all you do is increase prices and service quality by
70:14 increase prices and service quality by 30%. And then you repeat. Okay? Then
70:17 30%. And then you repeat. Okay? Then along the way, you perform what's called
70:18 along the way, you perform what's called a retrospective, which I'm going to get
70:20 a retrospective, which I'm going to get into in a moment. And then you do this
70:23 into in a moment. And then you do this to acquire client number two, then
70:26 to acquire client number two, then client number three, then client number
70:28 client number three, then client number four, and so on and so on and so forth.
70:30 four, and so on and so on and so forth. every route around the wheel. You
70:32 every route around the wheel. You basically just charge a little bit more
70:33 basically just charge a little bit more and then you get better at doing the
70:35 and then you get better at doing the service itself, which is why you're
70:36 service itself, which is why you're charging a little bit more. Okay, so
70:38 charging a little bit more. Okay, so this is the circle of life and this is
70:40 this is the circle of life and this is the circle of an AI automation agency
70:43 the circle of an AI automation agency and this is what I would recommend
70:45 and this is what I would recommend everybody get in the habit of doing. One
70:46 everybody get in the habit of doing. One of the main uh problems that I see in my
70:49 of the main uh problems that I see in my communities is, you know, Nick, I'm
70:51 communities is, you know, Nick, I'm charging $500 to $1,000 per project and
70:53 charging $500 to $1,000 per project and I've been doing this for the better part
70:54 I've been doing this for the better part of last month. How do I get out of it?
70:55 of last month. How do I get out of it? Well, literally just you just you just
70:56 Well, literally just you just you just increase your prices. You just increase
70:58 increase your prices. You just increase them by 30 40%. You throw them at the
71:00 them by 30 40%. You throw them at the wallet. You see what sticks, okay?
71:01 wallet. You see what sticks, okay? Eventually, you get good enough that you
71:03 Eventually, you get good enough that you can pitch much much higher costs.
71:04 can pitch much much higher costs. Eventually, you understand the the
71:06 Eventually, you understand the the client problems and needs and stuff like
71:07 client problems and needs and stuff like that to the point where that's not a big
71:09 that to the point where that's not a big deal for you. Okay? But what is this
71:11 deal for you. Okay? But what is this step right over here? What is this
71:12 step right over here? What is this retrospective? Let me cover it.
71:14 retrospective? Let me cover it. Basically, there are three retros that I
71:16 Basically, there are three retros that I like to get people to do if you want to
71:18 like to get people to do if you want to get in the chain of continuous
71:19 get in the chain of continuous improvement and then have your agency or
71:21 improvement and then have your agency or service or whatever you're really doing
71:22 service or whatever you're really doing blow up. I focus these on the lead
71:24 blow up. I focus these on the lead generation because this tends to be the
71:26 generation because this tends to be the biggest problem area for most people.
71:27 biggest problem area for most people. And then I focus on the actual client
71:28 And then I focus on the actual client fulfillment as well a little bit. So
71:30 fulfillment as well a little bit. So there are three retrospectives that I
71:32 there are three retrospectives that I recommend you guys get in the habit of
71:33 recommend you guys get in the habit of doing every time you get a client. Okay?
71:35 doing every time you get a client. Okay? First is every time that you send out a
71:36 First is every time that you send out a bunch of cold emails and that somehow
71:38 bunch of cold emails and that somehow lands in some sort of business
71:39 lands in some sort of business opportunity. What you do is you
71:40 opportunity. What you do is you determine the stats. So you count up all
71:42 determine the stats. So you count up all the emails you sent, count up all the
71:44 the emails you sent, count up all the emails that have been opened, you count
71:45 emails that have been opened, you count up all the replies to those emails, you
71:46 up all the replies to those emails, you count up all the positive replies, then
71:48 count up all the positive replies, then you count up the calls that resulted,
71:49 you count up the calls that resulted, and then you ultimately count up the
71:50 and then you ultimately count up the deals. So, you are going to have a
71:52 deals. So, you are going to have a spreadsheet that actually looks like,
71:53 spreadsheet that actually looks like, you know, sent, opened, replied,
71:56 you know, sent, opened, replied, positive replies, calls, then finally
71:59 positive replies, calls, then finally deals. Okay? And you'll do this every
72:01 deals. Okay? And you'll do this every time you do a retrospective. And usually
72:03 time you do a retrospective. And usually it'll do something, I don't know, you
72:04 it'll do something, I don't know, you might send, let's say, a I'm just going
72:06 might send, let's say, a I'm just going to be very easy here. A,000 and then 800
72:08 to be very easy here. A,000 and then 800 people will open. Open tracking isn't
72:10 people will open. Open tracking isn't really big these days. It's kind of
72:11 really big these days. It's kind of buggy, but I'm putting this in here just
72:13 buggy, but I'm putting this in here just for um I guess posterity sake. Maybe
72:15 for um I guess posterity sake. Maybe you'll have, you know, 50 people reply.
72:17 you'll have, you know, 50 people reply. That's a reply rate of 50%, sorry, of
72:19 That's a reply rate of 50%, sorry, of 5%. Then maybe of these you'll have 25
72:21 5%. Then maybe of these you'll have 25 of these be positive replies. From these
72:23 of these be positive replies. From these 25 positive replies, maybe you'll get 15
72:25 25 positive replies, maybe you'll get 15 calls. Then maybe out of these you'll
72:26 calls. Then maybe out of these you'll get three deals. Okay? So you have a
72:28 get three deals. Okay? So you have a spreadsheet that looks just like this.
72:30 spreadsheet that looks just like this. Then what you do now that you have all
72:31 Then what you do now that you have all those numbers is you will go through all
72:33 those numbers is you will go through all of your copy. You'll open up your
72:34 of your copy. You'll open up your instantly campaigns, your smart lead
72:36 instantly campaigns, your smart lead campaigns, everything that you need. You
72:37 campaigns, everything that you need. You actually split test the short copy
72:39 actually split test the short copy versus long copy. You'll split test
72:41 versus long copy. You'll split test little parts of copy. Like you'll you'll
72:43 little parts of copy. Like you'll you'll throw in the word I instead of we.
72:45 throw in the word I instead of we. You'll um experiment with being very
72:47 You'll um experiment with being very blunt but also being more laid-back.
72:49 blunt but also being more laid-back. You'll experiment with including assets
72:50 You'll experiment with including assets in your uh flow. You'll experiment with
72:53 in your uh flow. You'll experiment with including ice breakers in your flow
72:54 including ice breakers in your flow versus maybe templating it out. You'll
72:56 versus maybe templating it out. You'll experiment with copying templates off
72:58 experiment with copying templates off the internet, templates you've seen with
72:59 the internet, templates you've seen with me and weaving that into your flows.
73:01 me and weaving that into your flows. You'll experiment with taking a template
73:02 You'll experiment with taking a template and then making it very different and
73:04 and then making it very different and then you know seeing whether or not that
73:05 then you know seeing whether or not that works better. So I guess what I'm trying
73:07 works better. So I guess what I'm trying to say is you'll just do a bunch of
73:08 to say is you'll just do a bunch of split testing the actual campaign
73:09 split testing the actual campaign parameters itself.
73:11 parameters itself. Okay? Then you'll go through your
73:13 Okay? Then you'll go through your communications. You'll split test
73:14 communications. You'll split test different sequences. So when I say
73:16 different sequences. So when I say sequences, I mean, you know, when
73:17 sequences, I mean, you know, when somebody rep responds to you positively,
73:19 somebody rep responds to you positively, what do you normally say? How do you
73:20 what do you normally say? How do you handle that? How quickly do you respond
73:22 handle that? How quickly do you respond to that? Do you respond quick enough? Is
73:23 to that? Do you respond quick enough? Is it an hour later? Is it 2 hours later?
73:25 it an hour later? Is it 2 hours later? Is it 24 hours later? Ideally, you
73:26 Is it 24 hours later? Ideally, you should be responding to positive
73:28 should be responding to positive inquiries within like a minute or two.
73:30 inquiries within like a minute or two. You should be beling notifications to
73:32 You should be beling notifications to your phone that cut through any silence
73:34 your phone that cut through any silence blockers and literally just like respond
73:35 blockers and literally just like respond right now. It's an urgent critical
73:37 right now. It's an urgent critical opportunity. You should have templates
73:38 opportunity. You should have templates ready to go that do most of it for you
73:39 ready to go that do most of it for you that allow you to make little changes.
73:41 that allow you to make little changes. Okay. And finally, one thing that I
73:43 Okay. And finally, one thing that I didn't mention uh actually right over
73:44 didn't mention uh actually right over here, which I'll just add to
73:46 here, which I'll just add to them, is um you also test your
73:48 them, is um you also test your audiences. Okay, finally, once you're
73:52 audiences. Okay, finally, once you're done with that, you say, "Okay, great. I
73:54 done with that, you say, "Okay, great. I have a list of learnings now. I'm going
73:55 have a list of learnings now. I'm going to make those changes." And then you
73:56 to make those changes." And then you just keep on going. And you don't, you
73:58 just keep on going. And you don't, you know, allow yourself to get so beat up
74:00 know, allow yourself to get so beat up that your campaign didn't perform very
74:01 that your campaign didn't perform very well or that, you know, you're not doing
74:03 well or that, you know, you're not doing as good as you could. All you do is you
74:04 as good as you could. All you do is you just proceed through this loop over and
74:06 just proceed through this loop over and over and over again every time you get a
74:07 over and over again every time you get a new client or I don't know every two
74:09 new client or I don't know every two weeks or so, however often you really
74:10 weeks or so, however often you really feel is necessary. I just caution people
74:12 feel is necessary. I just caution people against doing this too quickly. Um, you
74:14 against doing this too quickly. Um, you know, don't do this daily for instance.
74:15 know, don't do this daily for instance. It does not make you better. There's
74:16 It does not make you better. There's like a sweet spot and that sweet spot
74:18 like a sweet spot and that sweet spot tends to be every week or two. Assuming
74:19 tends to be every week or two. Assuming you're doing the steps that I lay out in
74:21 you're doing the steps that I lay out in my programs, um, you're probably going
74:22 my programs, um, you're probably going to be getting a client every week or
74:23 to be getting a client every week or two, which is why I just say do it every
74:24 two, which is why I just say do it every time you get a client. Okay. Same thing
74:26 time you get a client. Okay. Same thing with Upwork. You determine your stats.
74:28 with Upwork. You determine your stats. So, you'll have a spreadsheet. It'll say
74:29 So, you'll have a spreadsheet. It'll say sent. Then it'll say number of proposals
74:31 sent. Then it'll say number of proposals viewed. It'll say number of replies or
74:34 viewed. It'll say number of replies or responses. It'll say the number of calls
74:36 responses. It'll say the number of calls you've done. And then it'll ultimately
74:38 you've done. And then it'll ultimately say the number of deals. So maybe you
74:40 say the number of deals. So maybe you send a 100 proposals, excuse me, maybe
74:42 send a 100 proposals, excuse me, maybe 40 of these proposals actually get
74:44 40 of these proposals actually get viewed. Maybe 20 people actually reply
74:46 viewed. Maybe 20 people actually reply to you. Maybe you have 10 calls. And
74:48 to you. Maybe you have 10 calls. And then maybe you close with three deals.
74:50 then maybe you close with three deals. Okay. From here, you'll go through the
74:52 Okay. From here, you'll go through the profiles. You'll test pictures. You'll
74:54 profiles. You'll test pictures. You'll test above the folds. You'll test
74:56 test above the folds. You'll test videos. You'll test proposal CVs. You'll
74:58 videos. You'll test proposal CVs. You'll test literally everything that you can
75:00 test literally everything that you can on the profile. You'll test changing all
75:02 on the profile. You'll test changing all this stuff up. You'll test changing that
75:03 this stuff up. You'll test changing that up. You'll test changing the background
75:05 up. You'll test changing the background color. Doing the online for messages
75:07 color. Doing the online for messages bubble, changing the title, changing the
75:09 bubble, changing the title, changing the specialized profiles here, showing your
75:11 specialized profiles here, showing your earnings versus hiding your earnings.
75:12 earnings versus hiding your earnings. Okay. You'll do uh your portfolio. You
75:15 Okay. You'll do uh your portfolio. You will I can't believe I still have that
75:17 will I can't believe I still have that on. I've made just about $500,000 with
75:19 on. I've made just about $500,000 with upper cuts. You change your video.
75:20 upper cuts. You change your video. You'll change your uh portfolio blog
75:23 You'll change your uh portfolio blog posts and the writing and the the
75:25 posts and the writing and the the summary of your work history and the
75:26 summary of your work history and the hours per week that you're available and
75:28 hours per week that you're available and all that stuff. Okay? You'll go through
75:29 all that stuff. Okay? You'll go through this and you'll basically just try a
75:31 this and you'll basically just try a bunch of stuff and see what works.
75:34 bunch of stuff and see what works. Feedback is always better than
75:37 Feedback is always better than planning because feedback involves you
75:39 planning because feedback involves you interfacing with the real market and
75:41 interfacing with the real market and that's what we're going for. Then again,
75:43 that's what we're going for. Then again, go through your comm split test
75:44 go through your comm split test different sequences and just see what
75:45 different sequences and just see what sort of communication methods are
75:47 sort of communication methods are ultimately responsible and you getting
75:48 ultimately responsible and you getting the client what you can do better. And
75:50 the client what you can do better. And then finally, ran it out with
75:51 then finally, ran it out with fulfillment retrospectives. So you have
75:53 fulfillment retrospectives. So you have a couple of stats here that not a lot of
75:54 a couple of stats here that not a lot of people are aware of. Um but the big ones
75:56 people are aware of. Um but the big ones that I find important are sorry I said
76:00 that I find important are sorry I said number of calls. I believe what I meant
76:01 number of calls. I believe what I meant to say
76:02 to say was number of
76:04 was number of projects. Uh so uh you know you'll have
76:08 projects. Uh so uh you know you'll have a spreadsheet that looks something like
76:09 a spreadsheet that looks something like this. Projects you'll have cycle time.
76:11 this. Projects you'll have cycle time. Cycle time is how long it took for your
76:14 Cycle time is how long it took for your project to enter your queue your your
76:16 project to enter your queue your your your desk basically and then leave and
76:18 your desk basically and then leave and then be done. Okay. You will get number
76:20 then be done. Okay. You will get number of revisions.
76:22 of revisions. You will get the cost of the project,
76:24 You will get the cost of the project, you know, cost of goods sold. And you'll
76:26 you know, cost of goods sold. And you'll just have this little spreadsheet. Maybe
76:27 just have this little spreadsheet. Maybe you got three projects this month. Maybe
76:28 you got three projects this month. Maybe on average your cycle time was 3.5
76:30 on average your cycle time was 3.5 weeks. That's pretty long, not going to
76:32 weeks. That's pretty long, not going to lie. Maybe on average clients wanted
76:34 lie. Maybe on average clients wanted four revisions. Well, that's a lot of
76:35 four revisions. Well, that's a lot of revisions. Maybe on average your
76:37 revisions. Maybe on average your internal cost per project was, I don't
76:39 internal cost per project was, I don't know,
76:40 know, $500 or um let's say your average
76:43 $500 or um let's say your average project was $3,000, you know, maybe
76:44 project was $3,000, you know, maybe about 16%. These are all pretty high,
76:47 about 16%. These are all pretty high, right? These then give you everything
76:49 right? These then give you everything you need to make them better the next
76:53 you need to make them better the next generation essentially. Okay. Then go
76:55 generation essentially. Okay. Then go through all of your client comms. Go
76:57 through all of your client comms. Go through every message sent, every call
76:59 through every message sent, every call you've done, every email, etc. Then
77:01 you've done, every email, etc. Then identify ways to improve. Some very low
77:03 identify ways to improve. Some very low hanging fruit that I frequently see,
77:04 hanging fruit that I frequently see, people aren't contacting their clients
77:06 people aren't contacting their clients enough. People will usually get a deal
77:08 enough. People will usually get a deal and then they'll just disappear for a
77:09 and then they'll just disappear for a week. Clients really like it when you
77:11 week. Clients really like it when you give them updates every couple of days.
77:12 give them updates every couple of days. One of the simplest and straightest ways
77:14 One of the simplest and straightest ways that I basically doubled my bottom line
77:16 that I basically doubled my bottom line was literally just setting a daily
77:18 was literally just setting a daily period where a client could reach me
77:19 period where a client could reach me anytime that they wanted than using that
77:21 anytime that they wanted than using that daily period to give them updates. It
77:22 daily period to give them updates. It was took it took me like 5 minutes per
77:24 was took it took me like 5 minutes per day, not even. And I made vastly more
77:26 day, not even. And I made vastly more money and a vastly lower turn as a
77:28 money and a vastly lower turn as a result of doing it. Okay. Schedule
77:30 result of doing it. Okay. Schedule something in your calendar daily client
77:32 something in your calendar daily client update. Just go through top to bottom.
77:34 update. Just go through top to bottom. You know, what have I done for this
77:35 You know, what have I done for this person? What have I done for that
77:35 person? What have I done for that person? What have I done that person?
77:36 person? What have I done that person? What have I done for that person? When
77:38 What have I done for that person? When you um also schedule an update, when you
77:39 you um also schedule an update, when you actually have things to share with the
77:40 actually have things to share with the client, it shows that you haven't
77:42 client, it shows that you haven't forgotten about them, which is a big
77:43 forgotten about them, which is a big thing that they care about. Is this
77:44 thing that they care about. Is this person just writing me for free and not
77:46 person just writing me for free and not actually doing any work? So, do tons of
77:48 actually doing any work? So, do tons of updates, give them deliverables, give
77:49 updates, give them deliverables, give them visuals, and then I don't know,
77:50 them visuals, and then I don't know, maybe experiment with uh ways of getting
77:52 maybe experiment with uh ways of getting everything up front for AI automation.
77:54 everything up front for AI automation. Usually, that's stuff like 2FA, stuff
77:56 Usually, that's stuff like 2FA, stuff like codes, stuff like credentials,
77:59 like codes, stuff like credentials, stuff like API access, and stuff like
78:00 stuff like API access, and stuff like that. A lot of people actually leave
78:02 that. A lot of people actually leave this till the end and they got to call
78:03 this till the end and they got to call the client 5 million times over the
78:05 the client 5 million times over the course of the next 3 weeks to drip out
78:06 course of the next 3 weeks to drip out access. Now that you guys have your
78:07 access. Now that you guys have your business infrastructure set up and now
78:08 business infrastructure set up and now that you understand what niches are
78:10 that you understand what niches are worth targeting, it's time to see all
78:11 worth targeting, it's time to see all this stuff in action. You've learned the
78:12 this stuff in action. You've learned the theory. So, let me show you exactly how
78:14 theory. So, let me show you exactly how it works in the real world by getting up
78:15 it works in the real world by getting up and running with the campaign. The next
78:17 and running with the campaign. The next section we're going to talk about is
78:18 section we're going to talk about is totally different from everything we
78:19 totally different from everything we covered so far. So, instead of teaching
78:21 covered so far. So, instead of teaching concepts, I'm actually going to start an
78:22 concepts, I'm actually going to start an AI automation service from scratch. My
78:24 AI automation service from scratch. My goal is I don't just want to talk about
78:26 goal is I don't just want to talk about stuff. I actually want to show you and
78:28 stuff. I actually want to show you and then I'm going to build everything live.
78:29 then I'm going to build everything live. So, I'll do the niche selection live.
78:30 So, I'll do the niche selection live. Then I'll do the lead scraping
78:31 Then I'll do the lead scraping infrastructure. I'll do the
78:33 infrastructure. I'll do the copyrightiting. I'll do the outreach
78:34 copyrightiting. I'll do the outreach campaigns. and I'm actually going to
78:35 campaigns. and I'm actually going to generate real interested prospects. So,
78:37 generate real interested prospects. So, this is not theory. This is not a
78:39 this is not theory. This is not a hypothetical. You are literally about to
78:40 hypothetical. You are literally about to watch the entire process unfold in real
78:42 watch the entire process unfold in real time. I'm going to give you guys a
78:43 time. I'm going to give you guys a complete copy paste playbook you can
78:44 complete copy paste playbook you can follow to get your first paying clients
78:46 follow to get your first paying clients in AI and in automation. By the end of
78:48 in AI and in automation. By the end of the section, you guys will see exactly
78:49 the section, you guys will see exactly how accessible this business model
78:50 how accessible this business model really is. Let's get into it. In a
78:52 really is. Let's get into it. In a nutshell, this is what we are going to
78:53 nutshell, this is what we are going to do today. We're going to start by
78:55 do today. We're going to start by finding and choosing a high demand AI
78:57 finding and choosing a high demand AI service the clients are pretty desperate
78:58 service the clients are pretty desperate for right now. I'm then going to set up
79:00 for right now. I'm then going to set up my lead scraping and outreach
79:01 my lead scraping and outreach infrastructure in just a few minutes.
79:03 infrastructure in just a few minutes. Then I'm going to create an irresistible
79:05 Then I'm going to create an irresistible offer that practically sells itself. I'm
79:07 offer that practically sells itself. I'm going to generate qualified leads using
79:08 going to generate qualified leads using two proven methods that cost very little
79:10 two proven methods that cost very little in the grand scheme of things. And then
79:12 in the grand scheme of things. And then finally, I'm going to generate my very
79:13 finally, I'm going to generate my very first interested leads using these
79:15 first interested leads using these methods. So, doesn't need to be scary,
79:16 methods. So, doesn't need to be scary, doesn't need to be intimidating. I'm
79:18 doesn't need to be intimidating. I'm going to give you guys everything you
79:19 going to give you guys everything you need. Let's get started and make some
79:20 need. Let's get started and make some freaking money. Okay, this is going to
79:22 freaking money. Okay, this is going to be the document I'll do everything off
79:24 be the document I'll do everything off of. And this is the road map. I'm going
79:26 of. And this is the road map. I'm going to start by picking three niches and I'm
79:28 to start by picking three niches and I'm going to determine two high demand AI
79:30 going to determine two high demand AI services per niche to solve real client
79:32 services per niche to solve real client problems in them. I'll even show you how
79:34 problems in them. I'll even show you how I do a little bit of research. After
79:35 I do a little bit of research. After that, we're going to set up lead
79:37 that, we're going to set up lead scraping and outreach infrastructure.
79:38 scraping and outreach infrastructure. This is a painoint for a lot of people
79:40 This is a painoint for a lot of people that are watching this video, so I'm
79:41 that are watching this video, so I'm looking forward to solving that. Then,
79:42 looking forward to solving that. Then, we're going to create an irresistible
79:43 we're going to create an irresistible offer using a simple copyrighting
79:45 offer using a simple copyrighting formula that I've talked about, but I
79:46 formula that I've talked about, but I don't think a lot of people have seen.
79:47 don't think a lot of people have seen. Then, we're going to actually generate
79:48 Then, we're going to actually generate real qualified leads. Then, we'll chat
79:50 real qualified leads. Then, we'll chat in next steps how to actually, you know,
79:51 in next steps how to actually, you know, like send a proposal and and close the
79:53 like send a proposal and and close the deal and so on and so forth. Okay. So,
79:56 deal and so on and so forth. Okay. So, you're going to see everything in this
79:57 you're going to see everything in this video from start to finish. I've named
79:58 video from start to finish. I've named this watch me start and sell an ASA
80:00 this watch me start and sell an ASA service in just X hours. I don't know
80:01 service in just X hours. I don't know what the X is yet because I decided to
80:03 what the X is yet because I decided to record it before I did all the stuff,
80:04 record it before I did all the stuff, which I think is the best way to do it.
80:06 which I think is the best way to do it. So, let's get up and running with just
80:07 So, let's get up and running with just the very first step, which is picking
80:09 the very first step, which is picking three niches. So, I'm going to be
80:11 three niches. So, I'm going to be relying on some of the templates in
80:12 relying on some of the templates in Maker School, which is my automation
80:14 Maker School, which is my automation community, which basically just covers
80:15 community, which basically just covers how to do all this stuff. So, the very
80:17 how to do all this stuff. So, the very first thing I'm going to do is go over
80:18 first thing I'm going to do is go over to month one, and then I'm just going to
80:20 to month one, and then I'm just going to find some niches. Okay. So, what I do in
80:22 find some niches. Okay. So, what I do in day two is um I have a little document
80:25 day two is um I have a little document over here called the niche discovery
80:26 over here called the niche discovery spreadsheet. And what this document is
80:28 spreadsheet. And what this document is is it's literally just a bunch of
80:30 is it's literally just a bunch of possible niches that you could pick for
80:32 possible niches that you could pick for this business model. Then a bunch of
80:33 this business model. Then a bunch of different service lines that I could
80:34 different service lines that I could pick for this business model. Then I
80:36 pick for this business model. Then I literally just mash them together to
80:37 literally just mash them together to give you a ton of different positioning
80:39 give you a ton of different positioning statements. And a positioning statement
80:40 statements. And a positioning statement is just what I call something of the
80:42 is just what I call something of the form I build X for Y. So X is the thing
80:45 form I build X for Y. So X is the thing that we build and then Y is the business
80:47 that we build and then Y is the business type that we are approaching. Okay. So I
80:49 type that we are approaching. Okay. So I don't actually know what niches I'm
80:50 don't actually know what niches I'm going to pick yet. The reason why I
80:51 going to pick yet. The reason why I haven't thought about this is because I
80:52 haven't thought about this is because I wanted to put myself in as similar a
80:54 wanted to put myself in as similar a position to as many of you as possible.
80:56 position to as many of you as possible. So, I'm just going to do a little bit of
80:57 So, I'm just going to do a little bit of brainstorming out loud and maybe we'll
80:59 brainstorming out loud and maybe we'll cut it so it's not just me staring off
81:00 cut it so it's not just me staring off into the void. When I'm thinking niches,
81:02 into the void. When I'm thinking niches, I'm thinking digital businesses that I
81:05 I'm thinking digital businesses that I can source leads for very easily using
81:07 can source leads for very easily using automated methods. I'm also looking for
81:09 automated methods. I'm also looking for businesses that have pain points that
81:10 businesses that have pain points that I'm pretty good at solving. And so,
81:12 I'm pretty good at solving. And so, historically, one of the main strengths
81:13 historically, one of the main strengths that I have is like marketing, lead
81:15 that I have is like marketing, lead genen, growth for the most part. So, I'm
81:17 genen, growth for the most part. So, I'm probably looking for businesses that I
81:19 probably looking for businesses that I can realistically help with their
81:20 can realistically help with their growth. So, there are a variety of
81:22 growth. So, there are a variety of different business types here that I
81:24 different business types here that I think that I might have some prior
81:25 think that I might have some prior experience with. I might have some sort
81:26 experience with. I might have some sort of unique understanding of. And what
81:27 of unique understanding of. And what I'll do here is I'll just I'll just pick
81:28 I'll do here is I'll just I'll just pick a bunch. Hello to the anonymous panda
81:30 a bunch. Hello to the anonymous panda that is currently on this page with me.
81:32 that is currently on this page with me. So, like I think website developers are
81:34 So, like I think website developers are okay. I'm also looking for niches that
81:36 okay. I'm also looking for niches that have money to spend, right? So, I could
81:37 have money to spend, right? So, I could do some sort of like website development
81:39 do some sort of like website development agency. One niche that I've tackled
81:40 agency. One niche that I've tackled before and I've had reasonable success
81:41 before and I've had reasonable success with is the creative agency. And some
81:43 with is the creative agency. And some creative agencies do website
81:44 creative agencies do website development. So, why don't I bold this?
81:46 development. So, why don't I bold this? I can do sales with uh website
81:47 I can do sales with uh website developers actually, which is nice. Let
81:49 developers actually, which is nice. Let me scroll through here and see more. H
81:50 me scroll through here and see more. H IT consultants, e-learning consultants.
81:53 IT consultants, e-learning consultants. H just trying to get some ideas here.
81:54 H just trying to get some ideas here. You know, maybe I'll do video editing
81:55 You know, maybe I'll do video editing agencies as well cuz I've actually
81:57 agencies as well cuz I've actually worked in video editing. So, I sort of
81:59 worked in video editing. So, I sort of have like some unique understanding of
82:00 have like some unique understanding of the problems that they face. And then h
82:02 the problems that they face. And then h let's see here. I want to keep this
82:04 let's see here. I want to keep this pretty easy and pretty fast. I don't
82:05 pretty easy and pretty fast. I don't really want to spend too much time
82:07 really want to spend too much time thinking about the niches. I just want
82:08 thinking about the niches. I just want to get the 8020 in front of me and then
82:09 to get the 8020 in front of me and then I'll move forward. Probably do some
82:10 I'll move forward. Probably do some content writing firms as Uh, no. I I
82:12 content writing firms as Uh, no. I I don't think I want to do content writing
82:14 don't think I want to do content writing firms cuz then I'd have two that I've
82:15 firms cuz then I'd have two that I've run before. I've run a video editing
82:16 run before. I've run a video editing agency and a content writing agency
82:18 agency and a content writing agency before. I don't want anybody to accuse
82:19 before. I don't want anybody to accuse me or I I want to beat the allegations
82:20 me or I I want to beat the allegations that I'm just doing businesses that I've
82:22 that I'm just doing businesses that I've already operated. So, let me think what
82:24 already operated. So, let me think what else we got. Why don't we do real estate
82:26 else we got. Why don't we do real estate agents? A lot of people chatting about
82:28 agents? A lot of people chatting about real estate agents now. That looks
82:29 real estate agents now. That looks pretty good. Okay, so website
82:31 pretty good. Okay, so website development. I'll do video editing and
82:32 development. I'll do video editing and then I'll do real estate. Okay, so I'm
82:34 then I'll do real estate. Okay, so I'm going to head back over here. I'm going
82:35 going to head back over here. I'm going to have my three niches laid out. We are
82:37 to have my three niches laid out. We are going to do website agencies. So, I
82:39 going to do website agencies. So, I might just do creative to be honest. A
82:41 might just do creative to be honest. A creative agency might be a better way to
82:42 creative agency might be a better way to conceptualize this, but we'll see. I'm
82:44 conceptualize this, but we'll see. I'm just going to put this down for now and
82:45 just going to put this down for now and then we'll figure it out later. Then
82:47 then we'll figure it out later. Then we're going to do video I'll just say
82:49 we're going to do video I'll just say video editors for now plus real estate.
82:52 video editors for now plus real estate. Okay, that seems pretty easy to me. We
82:54 Okay, that seems pretty easy to me. We got three niches. We can actually
82:56 got three niches. We can actually already move on to the next step. And
82:58 already move on to the next step. And the next step is us going to be
83:00 the next step is us going to be determining two high demand AI services
83:02 determining two high demand AI services per niche that solve real client
83:04 per niche that solve real client problems. Okay, so this is another step
83:06 problems. Okay, so this is another step where a lot of people get kind of caught
83:07 where a lot of people get kind of caught up. they don't really know how to go
83:09 up. they don't really know how to go about actually determining what services
83:10 about actually determining what services to sell to people and that's totally
83:12 to sell to people and that's totally okay. I don't have any like built-in
83:13 okay. I don't have any like built-in resources for this. But what I'm going
83:14 resources for this. But what I'm going to do is just show you a simple
83:15 to do is just show you a simple framework that I always use when you
83:16 framework that I always use when you know trying to figure this stuff out. So
83:18 know trying to figure this stuff out. So assuming that I had no knowledge of
83:19 assuming that I had no knowledge of website agencies and video editing and
83:21 website agencies and video editing and real estate, how would I go about
83:22 real estate, how would I go about actually getting it? Well, I would
83:24 actually getting it? Well, I would probably first turn to communities or
83:26 probably first turn to communities or Reddit threads or basically areas on the
83:28 Reddit threads or basically areas on the internet where a bunch of the people in
83:30 internet where a bunch of the people in these three niches congregate. So what
83:32 these three niches congregate. So what I'm going to do is I'm just going to
83:33 I'm going to do is I'm just going to find some communities where I've seen
83:34 find some communities where I've seen website agencies go in. maybe like a
83:36 website agencies go in. maybe like a website developer community or something
83:37 website developer community or something like that. I'm going to join a bunch and
83:39 like that. I'm going to join a bunch and then I'm just going to read top to
83:40 then I'm just going to read top to bottom and see what some of the problems
83:41 bottom and see what some of the problems that they face are. So, I'm going to
83:42 that they face are. So, I'm going to head over to
83:43 head over to school.com/discovery. School is just the
83:45 school.com/discovery. School is just the main community platform right now. So,
83:47 main community platform right now. So, I'm just going to go here and then I'll
83:48 I'm just going to go here and then I'll type in website and let's see. Looks
83:50 type in website and let's see. Looks like getting tons of ads. So, I think
83:51 like getting tons of ads. So, I think the term website is probably not the
83:53 the term website is probably not the term that I want to use. I imagine
83:54 term that I want to use. I imagine website is just like a general purpose
83:56 website is just like a general purpose term that like everybody has somewhere
83:58 term that like everybody has somewhere on their page and the search feature
83:59 on their page and the search feature here is just pulling them up. So, I'll
84:00 here is just pulling them up. So, I'll go website developer maybe. Okay.
84:02 go website developer maybe. Okay. Software developer academy, Dev Builder
84:04 Software developer academy, Dev Builder Club. There's the AI automation agency
84:06 Club. There's the AI automation agency hub. That's actually uh basically what
84:08 hub. That's actually uh basically what we're talking about. So, I'm not going
84:09 we're talking about. So, I'm not going to do that. Web agency accelerator. You
84:10 to do that. Web agency accelerator. You see this? This looks perfect. This is
84:12 see this? This looks perfect. This is exactly the sort of stuff that we want.
84:13 exactly the sort of stuff that we want. Awesome. What else? Web designers
84:15 Awesome. What else? Web designers collective. That's perfect. Exactly what
84:18 collective. That's perfect. Exactly what we're looking
84:19 we're looking for. Cyber Value. No. Real estate
84:23 for. Cyber Value. No. Real estate developer. Not yet. Software engineering
84:25 developer. Not yet. Software engineering accelerator. Next level web design. Oh,
84:27 accelerator. Next level web design. Oh, this looks good. I'm looking for stuff
84:29 this looks good. I'm looking for stuff that has to do with business, right?
84:30 that has to do with business, right? Like I don't just want a bunch of people
84:32 Like I don't just want a bunch of people building websites or whatnot. kind of
84:33 building websites or whatnot. kind of want people selling stuff so that I
84:34 want people selling stuff so that I could see what their problems are. Okay,
84:36 could see what their problems are. Okay, but anyway, what do we got? So, it looks
84:38 but anyway, what do we got? So, it looks like one of these communities actually
84:39 like one of these communities actually just allows us to read through all the
84:40 just allows us to read through all the posts without actually being part of it.
84:42 posts without actually being part of it. So, what I'm going to do here is I'm
84:43 So, what I'm going to do here is I'm just going to read through this and then
84:44 just going to read through this and then I'll make my determinations afterwards.
84:46 I'll make my determinations afterwards. So, what am I looking for first and
84:47 So, what am I looking for first and foremost? Well, first of all, actually,
84:48 foremost? Well, first of all, actually, I am looking for wins post. So, it looks
84:49 I am looking for wins post. So, it looks like there's a category called wins
84:51 like there's a category called wins where this guy Tyler just sent 900 cold
84:52 where this guy Tyler just sent 900 cold DMs in the last two days, closed two
84:53 DMs in the last two days, closed two deals. That's pretty sweet. So, I like
84:55 deals. That's pretty sweet. So, I like that. Looks like he's also using
84:56 that. Looks like he's also using automation which is very cool. Nice.
84:58 automation which is very cool. Nice. There's a lot of questions about prices.
84:59 There's a lot of questions about prices. What sort of price should I charge?
85:01 What sort of price should I charge? Right. What platforms am I using? So,
85:03 Right. What platforms am I using? So, what I'm looking for really to be honest
85:04 what I'm looking for really to be honest is I'm looking for I'm looking for
85:05 is I'm looking for I'm looking for questions. So, I see that there's a
85:07 questions. So, I see that there's a questions category. I'm just going to
85:08 questions category. I'm just going to pump through here and I'm looking for
85:09 pump through here and I'm looking for questions because I want to see what
85:10 questions because I want to see what sort of questions that like the average
85:11 sort of questions that like the average website developer has. And this is just
85:13 website developer has. And this is just going to teach me more about the niche.
85:14 going to teach me more about the niche. I'm going to learn more about how to
85:16 I'm going to learn more about how to come up with a service that might
85:17 come up with a service that might effectively answer some of these
85:18 effectively answer some of these problems. So, what's a big question I
85:19 problems. So, what's a big question I see? How do I find clients? Obviously,
85:21 see? How do I find clients? Obviously, how to get clients, obviously. How to
85:23 how to get clients, obviously. How to get hired? Obviously, agency versus
85:25 get hired? Obviously, agency versus freelancing. That's interesting. What
85:27 freelancing. That's interesting. What sorts of clients should I pick?
85:28 sorts of clients should I pick? National, international, different
85:30 National, international, different platforms. How did you get your first
85:32 platforms. How did you get your first client? So that's big. How to acquire
85:34 client? So that's big. How to acquire new clients. So hopefully you guys are
85:36 new clients. So hopefully you guys are seeing that you know one of the main
85:37 seeing that you know one of the main issues here is acquiring your new
85:38 issues here is acquiring your new clients. And so like a big problem
85:40 clients. And so like a big problem statement first of all and this honestly
85:42 statement first of all and this honestly you know really got to be a rocket the
85:43 you know really got to be a rocket the scientist to figure this out. But like
85:44 scientist to figure this out. But like some real client problems are basically
85:46 some real client problems are basically all these niche are more clients. Okay.
85:48 all these niche are more clients. Okay. So actually let's frame this as a
85:50 So actually let's frame this as a problem. Not enough clients. You know we
85:53 problem. Not enough clients. You know we want more clients. That's problem number
85:55 want more clients. That's problem number one across basically every niche. So
85:57 one across basically every niche. So that's a good problem that we could
85:58 that's a good problem that we could solve with a couple systems already that
85:59 solve with a couple systems already that are coming to mind. But I'm not going to
86:01 are coming to mind. But I'm not going to stop there. Let me do a little bit more
86:02 stop there. Let me do a little bit more research. Outsourcing got too many
86:04 research. Outsourcing got too many clients. Doesn't seem like a very common
86:06 clients. Doesn't seem like a very common issue to me. Legal registration. Go
86:09 issue to me. Legal registration. Go highle website. People asking about
86:10 highle website. People asking about specific design stuff. Very cool. To
86:12 specific design stuff. Very cool. To niche down or not. SEO. SEO is cool. We
86:15 niche down or not. SEO. SEO is cool. We could do like an SEO system. We could do
86:17 could do like an SEO system. We could do some sort of like add-on for website
86:19 some sort of like add-on for website developers. It's like, hey, you know,
86:20 developers. It's like, hey, you know, after you design a or build a website,
86:21 after you design a or build a website, you could also just like generate 100
86:23 you could also just like generate 100 blog posts for them completely free of
86:25 blog posts for them completely free of charge or something like that. That's
86:26 charge or something like that. That's kind of cool. I like that. I like that
86:29 kind of cool. I like that. I like that idea a I think that could have some
86:30 idea a I think that could have some merit, you know, like content generation
86:34 merit, you know, like content generation for clients, right? Clients saying SEO.
86:37 for clients, right? Clients saying SEO. Yeah, really glad I found that. I was
86:38 Yeah, really glad I found that. I was not expecting this at all. Let's just do
86:40 not expecting this at all. Let's just do website devs first and then I'll do the
86:42 website devs first and then I'll do the other ones. Okay, so obviously a little
86:43 other ones. Okay, so obviously a little bit of business knowledge helps you do
86:45 bit of business knowledge helps you do this faster. Kind of understand the main
86:47 this faster. Kind of understand the main problems that customers are suffering
86:48 problems that customers are suffering from. But I'll be honest, a lot of
86:50 from. But I'll be honest, a lot of people have tried to automate this step.
86:51 people have tried to automate this step. I think that automating the steps is
86:52 I think that automating the steps is probably the silliest thing that you
86:53 probably the silliest thing that you could do. Like you actually
86:54 could do. Like you actually understanding a customer problem is
86:56 understanding a customer problem is directly correlated with your success as
86:57 directly correlated with your success as a business owner. Like if I think about
86:59 a business owner. Like if I think about just the number one skill or handful of
87:01 just the number one skill or handful of maybe top three skills that have made me
87:03 maybe top three skills that have made me a successful business owner. The biggest
87:04 a successful business owner. The biggest one is probably just understanding
87:06 one is probably just understanding customer problems like reading through
87:08 customer problems like reading through people bitching and moaning about their
87:10 people bitching and moaning about their customer problems and stuff like that.
87:11 customer problems and stuff like that. So this is not something that I would
87:12 So this is not something that I would automate. Like sure maybe I'd ask chat
87:13 automate. Like sure maybe I'd ask chat GPT what are some problems businesses
87:15 GPT what are some problems businesses face but I you know I wouldn't just take
87:16 face but I you know I wouldn't just take all that at face value. I'd actually go
87:18 all that at face value. I'd actually go really deep. I'd actually like try and
87:19 really deep. I'd actually like try and drink directly from the faucet if that
87:21 drink directly from the faucet if that makes sense as opposed to take some
87:22 makes sense as opposed to take some opinion or whatnot. Go and actually find
87:24 opinion or whatnot. Go and actually find problems that people are facing. So
87:25 problems that people are facing. So anyway, I found two, right? We found um
87:27 anyway, I found two, right? We found um not enough clients content generation
87:28 not enough clients content generation for clients SEO or whatever. That's good
87:30 for clients SEO or whatever. That's good enough. I'm going to move on to the next
87:31 enough. I'm going to move on to the next niche, which is video editors. I'm just
87:33 niche, which is video editors. I'm just going to type in video. This is
87:34 going to type in video. This is interesting. We'll open up that
87:36 interesting. We'll open up that one. Scale with video. That's
87:38 one. Scale with video. That's interesting. Educate with video. H get
87:40 interesting. Educate with video. H get started with video. Maybe. Maybe we'll
87:42 started with video. Maybe. Maybe we'll go
87:48 editing. Editing lab. Editing layer. [Music]
87:50 [Music] Editology. Short form training. Could I
87:52 Editology. Short form training. Could I type in videography? How about that?
87:54 type in videography? How about that? That's cool. Wedding filmmaker. I guess
87:56 That's cool. Wedding filmmaker. I guess you got to pay a thousand bucks for
87:57 you got to pay a thousand bucks for that. So, I think I'll leave that out
87:58 that. So, I think I'll leave that out for now. Wealthy filmmaker is cool. That
88:00 for now. Wealthy filmmaker is cool. That sounds good. All right, let me just see
88:01 sounds good. All right, let me just see how many of these I have direct access
88:03 how many of these I have direct access to right off the top. Looks like I only
88:04 to right off the top. Looks like I only have one. Art FX. The rest of these I
88:06 have one. Art FX. The rest of these I got to click a join button. So, just for
88:07 got to click a join button. So, just for the purposes of brevity, I'll just go
88:09 the purposes of brevity, I'll just go through here and we'll start. So,
88:10 through here and we'll start. So, everybody's talking about cold outreach
88:11 everybody's talking about cold outreach again. That's cool. Looks like most of
88:13 again. That's cool. Looks like most of this community is this person Arthur
88:15 this community is this person Arthur just posting. So, this is not seeming
88:16 just posting. So, this is not seeming like a very good community to start if
88:18 like a very good community to start if I'm honest. Usually, you'll find that
88:19 I'm honest. Usually, you'll find that like some of these are just people's
88:20 like some of these are just people's business models. They're like building a
88:22 business models. They're like building a funnel. Okay, so some people are
88:23 funnel. Okay, so some people are actually asking for videographers in
88:24 actually asking for videographers in specific areas. Okay, people are asking
88:26 specific areas. Okay, people are asking some pretty basic questions. People are
88:28 some pretty basic questions. People are advertising. I got fired from working
88:30 advertising. I got fired from working with Gary Vee at Vayner Media. Wow,
88:31 with Gary Vee at Vayner Media. Wow, that's interesting. Okay, so color
88:32 that's interesting. Okay, so color grading presets. That sounds like a
88:34 grading presets. That sounds like a pretty interesting problem. So, a lot of
88:35 pretty interesting problem. So, a lot of people want templates, out of the box
88:36 people want templates, out of the box templates and stuff, right? Hm. I wonder
88:37 templates and stuff, right? Hm. I wonder if I could solve that with automation.
88:39 if I could solve that with automation. What are the simplest templates to get
88:40 What are the simplest templates to get or whatnot? Hey, I'm a automation
88:43 or whatnot? Hey, I'm a automation agency. They work specifically with
88:44 agency. They work specifically with video editors and I wanted to give you a
88:48 video editors and I wanted to give you a big list of all the best LUTs and
88:49 big list of all the best LUTs and templates and stuff right out of the
88:51 templates and stuff right out of the box. That might work. I'm not entirely
88:53 box. That might work. I'm not entirely sure. People are posting their videos.
88:56 sure. People are posting their videos. I'm not seeing too many problems here.
88:57 I'm not seeing too many problems here. Okay, so I'm not seeing much success
88:58 Okay, so I'm not seeing much success here. I'm just going to go to Reddit
89:00 here. I'm just going to go to Reddit video editor subreddit. Let's try that.
89:02 video editor subreddit. Let's try that. See, there's video editing here. There's
89:04 See, there's video editing here. There's editors. There's video editors. Video
89:05 editors. There's video editors. Video editing requests. Let me just jump
89:07 editing requests. Let me just jump through this really quickly. See what we
89:09 through this really quickly. See what we got. I'm really outing my uh myself
89:12 got. I'm really outing my uh myself here. Leblanc
89:13 here. Leblanc [Laughter]
89:15 [Laughter] mains.
89:16 mains. Yep. Been crushing some League. I'm just
89:19 Yep. Been crushing some League. I'm just going to go to top really quickly. Just
89:21 going to go to top really quickly. Just see top post for today. Alt tab all
89:23 see top post for today. Alt tab all these. People are looking for specific
89:25 these. People are looking for specific help. This looks more technical.
89:26 help. This looks more technical. Probably not what I'm going for. Let's
89:28 Probably not what I'm going for. Let's move on. This looks more like almost
89:30 move on. This looks more like almost political. Ah, here we go. Video
89:32 political. Ah, here we go. Video editors. This is like a smaller
89:34 editors. This is like a smaller community about video editing. Longtime
89:35 community about video editing. Longtime editors struggling to find freelance
89:37 editors struggling to find freelance clients. Let's um open up this thread.
89:38 clients. Let's um open up this thread. Read a little bit. Think I'm doing so
89:41 Read a little bit. Think I'm doing so much wrong. Cool. Let's see what this
89:43 much wrong. Cool. Let's see what this person's worried about. Obviously, there
89:46 person's worried about. Obviously, there are a few people that are just talking
89:47 are a few people that are just talking shop and how do you make a living?
89:49 shop and how do you make a living? That's that's a great question. Cool. We
89:52 That's that's a great question. Cool. We should be able to get some juice here.
89:53 should be able to get some juice here. Help with my
89:55 Help with my portfolio. Okay.
89:58 portfolio. Okay. H full-time position. Finding clients
90:00 H full-time position. Finding clients has never been my
90:02 has never been my forte. It's a wrap. This person's just
90:05 forte. It's a wrap. This person's just talking about how tough it is. That's
90:07 talking about how tough it is. That's actually pretty good though because when
90:08 actually pretty good though because when you have really negative nancies like
90:10 you have really negative nancies like this, it a lot of the time like shows
90:11 this, it a lot of the time like shows the fears that the niche is facing. Even
90:13 the fears that the niche is facing. Even TV, it's over because of automation.
90:15 TV, it's over because of automation. Well, that's unnecessary. I make a
90:16 Well, that's unnecessary. I make a living with this. Yep. No jobs right
90:19 living with this. Yep. No jobs right now. Okay. Well, that one is obviously
90:21 now. Okay. Well, that one is obviously not enough clients. That's the main one.
90:23 not enough clients. That's the main one. What you'll see is they're all kind of
90:24 What you'll see is they're all kind of together, right? I mean, I already know
90:25 together, right? I mean, I already know that this is a major problem for real
90:26 that this is a major problem for real estate, so I'll just write not enough
90:28 estate, so I'll just write not enough clients as well. Just insanely clear.
90:30 clients as well. Just insanely clear. All right. Well, yeah, that's all I got
90:31 All right. Well, yeah, that's all I got for video editing. If you joined all of
90:33 for video editing. If you joined all of these communities, kind of went really
90:34 these communities, kind of went really deep into them. I'm sure you'd find
90:36 deep into them. I'm sure you'd find significantly more concrete problems.
90:38 significantly more concrete problems. Let's now do real estate. Your real
90:40 Let's now do real estate. Your real estate agents, global real estate
90:41 estate agents, global real estate agents. That looks great. Real est99 a
90:44 agents. That looks great. Real est99 a month. Probably not going to work for
90:45 month. Probably not going to work for me. Let's um just filter this. So, for
90:48 me. Let's um just filter this. So, for English, I don't think we can filter by
90:49 English, I don't think we can filter by free, can we? No. Okay. Another issue
90:52 free, can we? No. Okay. Another issue I'm seeing is busy work. When I say busy
90:55 I'm seeing is busy work. When I say busy work here, I mean kind of mundane things
90:57 work here, I mean kind of mundane things like following up. A lot of the time,
90:58 like following up. A lot of the time, real estate agents, they make their
91:00 real estate agents, they make their money just by being in front of people
91:02 money just by being in front of people enough like at the right times that when
91:04 enough like at the right times that when somebody or somebody that they know is
91:05 somebody or somebody that they know is interested in buying or selling a
91:06 interested in buying or selling a property or something, it's like, "Oh,
91:07 property or something, it's like, "Oh, you know, I just remember hearing about
91:09 you know, I just remember hearing about XYZ person 2 days ago. Let me send them
91:10 XYZ person 2 days ago. Let me send them a message." So, I think following up is
91:12 a message." So, I think following up is probably a big problem point and just
91:14 probably a big problem point and just basic busy work and whatnot. I could
91:15 basic busy work and whatnot. I could probably come up with some systems to
91:16 probably come up with some systems to solve that. All right. So, as you guys
91:18 solve that. All right. So, as you guys can see, uh, am I like a rocket surgeon
91:20 can see, uh, am I like a rocket surgeon here, you know, niching super hard down
91:22 here, you know, niching super hard down into the specific issues that these guys
91:24 into the specific issues that these guys are facing right off the get- go? No. I
91:26 are facing right off the get- go? No. I don't need to have the best problems
91:28 don't need to have the best problems right off the bat. What I'm going to do
91:29 right off the bat. What I'm going to do is I'm going to start talking to
91:30 is I'm going to start talking to customers. I'll worry about figuring out
91:32 customers. I'll worry about figuring out like the nuanced natures of all these
91:33 like the nuanced natures of all these problems afterwards. Okay, we're just
91:35 problems afterwards. Okay, we're just going to frontload the actual
91:36 going to frontload the actual conversations with the business owners.
91:38 conversations with the business owners. We'll worry about everything after we're
91:39 We'll worry about everything after we're already up and running. So, this is
91:40 already up and running. So, this is sufficient for me. Okay. Now, after
91:42 sufficient for me. Okay. Now, after this, I'm going to have to come up with
91:43 this, I'm going to have to come up with some high demand AI services. Now, you
91:45 some high demand AI services. Now, you know, I have the problems. So, why don't
91:47 know, I have the problems. So, why don't I just list some services at the top of
91:48 I just list some services at the top of my head that I think could solve things.
91:50 my head that I think could solve things. Okay. So, we'll have three categories.
91:52 Okay. So, we'll have three categories. And I'm just going to aim for two
91:53 And I'm just going to aim for two services each. And they don't
91:54 services each. And they don't necessarily have to solve these
91:55 necessarily have to solve these problems. is one for one. We'll just
91:56 problems. is one for one. We'll just come up with two each for three. So like
91:58 come up with two each for three. So like let's just do website
92:00 let's just do website devs/creative agencies. All right. So
92:03 devs/creative agencies. All right. So the first major problem as we saw was
92:05 the first major problem as we saw was not enough clients, right? So the not
92:07 not enough clients, right? So the not enough clients is the main problem.
92:09 enough clients is the main problem. Well, what's the solution to not enough
92:10 Well, what's the solution to not enough clients? Well, one of the simplest
92:11 clients? Well, one of the simplest things that I sell all the time is cold
92:14 things that I sell all the time is cold outreach system. There are variety of
92:16 outreach system. There are variety of different cold outreach systems you
92:17 different cold outreach systems you could sell. But I don't even know what
92:19 could sell. But I don't even know what the shape of this is going to look like.
92:20 the shape of this is going to look like. I'm just going to get some cold outreach
92:21 I'm just going to get some cold outreach systems in front of my customers and
92:24 systems in front of my customers and I'll worry about exactly how to do it
92:26 I'll worry about exactly how to do it afterwards. Okay. But yeah, cold
92:28 afterwards. Okay. But yeah, cold outreach systems are really big. When I
92:29 outreach systems are really big. When I say cold outreach systems, I just mean
92:30 say cold outreach systems, I just mean like scraping systems, email systems,
92:32 like scraping systems, email systems, systems that allow us to pump things
92:34 systems that allow us to pump things into like a cold email platform.
92:36 into like a cold email platform. Basically the same system I'm going to
92:37 Basically the same system I'm going to be building to get myself clients and
92:39 be building to get myself clients and then pitching that to other people. So
92:40 then pitching that to other people. So very meta, very much like using cold
92:42 very meta, very much like using cold outreach to sell cold outreach for
92:43 outreach to sell cold outreach for people, but it works really well. Next
92:45 people, but it works really well. Next one is content generation for clients.
92:46 one is content generation for clients. And so I could absolutely see, you know,
92:47 And so I could absolutely see, you know, some instant content generation system
92:49 some instant content generation system for the websites that you just make for
92:51 for the websites that you just make for a client. Like think about this, how
92:53 a client. Like think about this, how cool it would be if it's like you
92:54 cool it would be if it's like you already make websites as part of your
92:55 already make websites as part of your whole thing. Imagine if you just had a
92:56 whole thing. Imagine if you just had a single form or like a button that you
92:58 single form or like a button that you could press or something that just
92:59 could press or something that just immediately generated you 100 blog
93:01 immediately generated you 100 blog posts. And then you just took that added
93:02 posts. And then you just took that added that to your client website and you
93:03 that to your client website and you said, "Hey, by the way, I already loaded
93:05 said, "Hey, by the way, I already loaded this up with 100 blog posts for you,
93:06 this up with 100 blog posts for you, right? To simulate activity or whatnot."
93:08 right? To simulate activity or whatnot." Very simple and easy add-on, which I
93:09 Very simple and easy add-on, which I think would uh probably be pretty cool
93:11 think would uh probably be pretty cool and I'm interested in seeing how I how I
93:12 and I'm interested in seeing how I how I might solve that. So these look
93:13 might solve that. So these look sufficient for me. I'm not going to
93:14 sufficient for me. I'm not going to think too hard on it. What we need to do
93:15 think too hard on it. What we need to do after this is transform this into like
93:17 after this is transform this into like an offer for cold email, but that's
93:18 an offer for cold email, but that's okay. Let's do the second niche now,
93:19 okay. Let's do the second niche now, which is videography. This might take me
93:21 which is videography. This might take me a little bit more time. But let's say
93:23 a little bit more time. But let's say right off the bat, I'm just going to
93:24 right off the bat, I'm just going to sell cold outreach systems to these as
93:26 sell cold outreach systems to these as well because we just saw how do we get
93:27 well because we just saw how do we get clients? How do we get clients? We can't
93:28 clients? How do we get clients? We can't get clients. Clients don't exist. Uh,
93:30 get clients. Clients don't exist. Uh, you know, this whole business model is
93:31 you know, this whole business model is dead. So, I probably sell some cold
93:32 dead. So, I probably sell some cold outreach systems to them, too. These
93:33 outreach systems to them, too. These cold outreach systems in particular will
93:35 cold outreach systems in particular will take a different approach than website
93:36 take a different approach than website devs, though. It's going to look a
93:37 devs, though. It's going to look a little bit different. I think we could
93:38 little bit different. I think we could probably do like a search intent system,
93:39 probably do like a search intent system, which is like a job scraper, basically.
93:41 which is like a job scraper, basically. So, you know, we'll scrape a bunch of
93:43 So, you know, we'll scrape a bunch of jobs for people that are looking for
93:44 jobs for people that are looking for videographer to become in in-house and
93:46 videographer to become in in-house and then we're just going to add them to
93:47 then we're just going to add them to some system and then we'll send them out
93:48 some system and then we'll send them out to people that are hiring for that role.
93:50 to people that are hiring for that role. We're basically going to say, "Hey, I
93:50 We're basically going to say, "Hey, I know you're looking for somebody to hire
93:52 know you're looking for somebody to hire for XY andZ role." I thought it'd be a
93:53 for XY andZ role." I thought it'd be a little proactive, so I'm actually just
93:54 little proactive, so I'm actually just going to send you a bunch of value right
93:56 going to send you a bunch of value right up front. I'm happy to do like a sample
93:57 up front. I'm happy to do like a sample edit for you or something like that.
93:59 edit for you or something like that. 100% free. Just send me over source
94:01 100% free. Just send me over source material what you want and I'll whip it
94:02 material what you want and I'll whip it up for you within 24 hours. This would
94:03 up for you within 24 hours. This would be a really good cold outreach system.
94:05 be a really good cold outreach system. I've seen a lot of people do something
94:06 I've seen a lot of people do something so it's actually how one of my video
94:07 so it's actually how one of my video editors sold me. Okay, so what else are
94:08 editors sold me. Okay, so what else are we going to do? Hm. Videography.
94:10 we going to do? Hm. Videography. Videography. videography. We could
94:12 Videography. videography. We could probably sell clipping. So, I see a lot
94:14 probably sell clipping. So, I see a lot of long- form videos coming in. What we
94:16 of long- form videos coming in. What we could do is we could offer videographers
94:18 could do is we could offer videographers a way to very quickly and easily clip.
94:20 a way to very quickly and easily clip. Or maybe they upload the transcript of
94:22 Or maybe they upload the transcript of the video to my service and then my
94:24 the video to my service and then my service automatically identifies
94:26 service automatically identifies timestamps. What else do video editors
94:27 timestamps. What else do video editors usually do? Hm. Exports. That's a big
94:30 usually do? Hm. Exports. That's a big chunk of their workflow. Templates and
94:32 chunk of their workflow. Templates and whatnot, that's a big issue. I really
94:34 whatnot, that's a big issue. I really like the idea of a clipping service for
94:35 like the idea of a clipping service for long form. Let's say a video editor is
94:37 long form. Let's say a video editor is working with somebody for long form. You
94:39 working with somebody for long form. You could very quickly and easily repurpose
94:40 could very quickly and easily repurpose all that and make social media posts for
94:41 all that and make social media posts for them. So we'll either do clipping
94:44 them. So we'll either do clipping service. A clipping service is literally
94:46 service. A clipping service is literally just something like opus clip or ve or
94:48 just something like opus clip or ve or goldcast. What these are are you
94:51 goldcast. What these are are you basically chunk in like a long video and
94:53 basically chunk in like a long video and then it just generates a bunch of short
94:55 then it just generates a bunch of short form ones. Same thing with V. Pump in a
94:57 form ones. Same thing with V. Pump in a long video generates a bunch of short
94:58 long video generates a bunch of short forms ones. Same thing with Opus, right?
95:00 forms ones. Same thing with Opus, right? Pump in a long one makes a bunch of
95:02 Pump in a long one makes a bunch of clips like this automatically. So that's
95:04 clips like this automatically. So that's pretty cool. Um there's obviously a lot
95:06 pretty cool. Um there's obviously a lot of value there. So I think we should
95:07 of value there. So I think we should probably do something like that.
95:08 probably do something like that. clipping service and or let's do like a
95:11 clipping service and or let's do like a content generation or maybe we make a
95:12 content generation or maybe we make a bunch of Instagram posts or something
95:14 bunch of Instagram posts or something about it. Okay, and now let's do real
95:15 about it. Okay, and now let's do real estate. And what did we have? We had not
95:16 estate. And what did we have? We had not enough clients. So, we could totally do
95:18 enough clients. So, we could totally do some sort of email scaleup system. This
95:20 some sort of email scaleup system. This is going to depend. Real estate's a
95:22 is going to depend. Real estate's a little nuanced, right? There's like the
95:22 little nuanced, right? There's like the buy side, there's the sell side. So, I
95:24 buy side, there's the sell side. So, I might be selling a buy side system, but
95:26 might be selling a buy side system, but then that'll have like a fundamentally
95:27 then that'll have like a fundamentally different meaning or purpose than a
95:28 different meaning or purpose than a sellside system. If you think about it,
95:30 sellside system. If you think about it, a sellside system is basically like how
95:31 a sellside system is basically like how do we get listings in front of as many
95:32 do we get listings in front of as many people as possible. So, we could build a
95:34 people as possible. So, we could build a system that like, I don't know,
95:35 system that like, I don't know, automatically post it on a bunch of real
95:36 automatically post it on a bunch of real estate agency websites or whatnot. Uh,
95:38 estate agency websites or whatnot. Uh, that seems kind of lame to me, and I
95:40 that seems kind of lame to me, and I don't really think I could realistically
95:41 don't really think I could realistically do that in a short period of time. So,
95:42 do that in a short period of time. So, we could look for people to sell homes.
95:45 we could look for people to sell homes. Maybe what we do is we set up a pipeline
95:47 Maybe what we do is we set up a pipeline for real estate agents that are looking
95:49 for real estate agents that are looking to work with people on the sell side,
95:51 to work with people on the sell side, and then all they do is they just supply
95:53 and then all they do is they just supply the leads, and then this system, you
95:55 the leads, and then this system, you know, has really high response rates,
95:56 know, has really high response rates, and everything's like super high
95:57 and everything's like super high quality. I I think probably some sort of
95:59 quality. I I think probably some sort of like email BTOC system would make sense.
96:02 like email BTOC system would make sense. I don't know about sourcing the leads,
96:03 I don't know about sourcing the leads, but sending them out. And then I think
96:05 but sending them out. And then I think we could probably do some sort of
96:07 we could probably do some sort of automated
96:09 automated follow-up/reactivation system for them.
96:11 follow-up/reactivation system for them. Again, I'm just these are all off the
96:12 Again, I'm just these are all off the top of my head. We're going to see how
96:13 top of my head. We're going to see how these evolve. But as a first pass, that
96:15 these evolve. But as a first pass, that looks pretty good to me. Do I know
96:16 looks pretty good to me. Do I know exactly how all this stuff's going to
96:18 exactly how all this stuff's going to end up? Nope. I'm just pulling some
96:19 end up? Nope. I'm just pulling some stuff out of my ass. I'm like pretty
96:21 stuff out of my ass. I'm like pretty certain. I'm like 50 to 70% certain.
96:22 certain. I'm like 50 to 70% certain. Yeah, I think this might have some value
96:23 Yeah, I think this might have some value for some people. That's enough for me.
96:24 for some people. That's enough for me. I'm just going to put it on the page,
96:26 I'm just going to put it on the page, put together some offers, send it out to
96:27 put together some offers, send it out to a bunch of people, and I'm going to hear
96:28 a bunch of people, and I'm going to hear their feedback first before I try and
96:30 their feedback first before I try and plan uh for every eventuality. Okay. All
96:32 plan uh for every eventuality. Okay. All right. So, now that we have a bunch of
96:33 right. So, now that we have a bunch of these systems, what I'm going to do is
96:34 these systems, what I'm going to do is I'm going to set up lead scraping and
96:35 I'm going to set up lead scraping and outreach infrastructure that I'm going
96:36 outreach infrastructure that I'm going to use to source people in all of these
96:38 to use to source people in all of these audiences. Then once I've done this, I'm
96:40 audiences. Then once I've done this, I'm actually going to go and I'm going to
96:40 actually going to go and I'm going to copyright and then start sending out or
96:42 copyright and then start sending out or blasting out outreach. So, we're
96:43 blasting out outreach. So, we're actually getting pretty far already and
96:45 actually getting pretty far already and I think it's only been what, like 25 or
96:46 I think it's only been what, like 25 or 30 minutes or something. Pretty simple,
96:48 30 minutes or something. Pretty simple, pretty straightforward. So, setting up
96:49 pretty straightforward. So, setting up lead scraping and outreach
96:50 lead scraping and outreach infrastructure. Well, there are variety
96:52 infrastructure. Well, there are variety of different ways to do this. Here's
96:53 of different ways to do this. Here's what I'm thinking of doing. Okay, just
96:54 what I'm thinking of doing. Okay, just going to go all the way down here to
96:56 going to go all the way down here to make it a lot easier. What I'm thinking
96:57 make it a lot easier. What I'm thinking of doing is any sort of lead scraping or
96:59 of doing is any sort of lead scraping or sourcing system is first we have to
97:01 sourcing system is first we have to source leads. Then we have to scrape the
97:03 source leads. Then we have to scrape the leads. And then nowadays what we need to
97:05 leads. And then nowadays what we need to do is we also need to enrich the leads
97:07 do is we also need to enrich the leads with some sort of personalization. Okay?
97:08 with some sort of personalization. Okay? So it's sort of like a three-step
97:09 So it's sort of like a three-step process. So what I'm going to do since
97:11 process. So what I'm going to do since I'm doing cold outbound is I'm going to
97:12 I'm doing cold outbound is I'm going to start by sourcing leads. And there are
97:14 start by sourcing leads. And there are variety of different ways to source.
97:15 variety of different ways to source. Easiest one is definitely Apollo right
97:16 Easiest one is definitely Apollo right now. And I don't know how long Apollo is
97:18 now. And I don't know how long Apollo is going to work. So I'm just going to hop
97:19 going to work. So I'm just going to hop on that for sure. You could also do like
97:20 on that for sure. You could also do like sales nav which is LinkedIn sales
97:22 sales nav which is LinkedIn sales navigator. You could also do like job
97:24 navigator. You could also do like job posts. That's pretty big. A lot of
97:25 posts. That's pretty big. A lot of people doing job posts. After that, you
97:27 people doing job posts. After that, you scrape using a service usually like
97:28 scrape using a service usually like Amplify or some custom scraper you
97:30 Amplify or some custom scraper you built. By the way, you could also do
97:31 built. By the way, you could also do like a directory or something. If you
97:33 like a directory or something. If you find a specific directory of people,
97:35 find a specific directory of people, maybe a directory website. You could
97:36 maybe a directory website. You could build your own custom scraper, scrape
97:38 build your own custom scraper, scrape them, and your lead list would be way
97:39 them, and your lead list would be way higher. But we're going to scrape these
97:40 higher. But we're going to scrape these using Appify. And then at the end, I'm
97:42 using Appify. And then at the end, I'm just going to enrich these. The way I'm
97:43 just going to enrich these. The way I'm going to enrich them is I'll probably
97:44 going to enrich them is I'll probably like AI personalize, but I'm not going
97:45 like AI personalize, but I'm not going to AI personalize all of them. I'm
97:47 to AI personalize all of them. I'm actually going to just like try getting
97:48 actually going to just like try getting by with, you know, procedural variables
97:50 by with, you know, procedural variables and then AI personalization after. And
97:53 and then AI personalization after. And then kind of the fourth step is we need
97:54 then kind of the fourth step is we need to pump them into like infrastructure.
97:56 to pump them into like infrastructure. We actually need to send, right? So, the
97:57 We actually need to send, right? So, the main sender that I'm going to be using
97:58 main sender that I'm going to be using today is called Instantly. Instantly is
97:59 today is called Instantly. Instantly is just a very quick and easy way to get up
98:01 just a very quick and easy way to get up and running with mailbox infrastructure.
98:03 and running with mailbox infrastructure. What I'm going to do is I'm going to
98:04 What I'm going to do is I'm going to source a bunch of leads, scrape them,
98:05 source a bunch of leads, scrape them, and then enrich them first. That's kind
98:06 and then enrich them first. That's kind of like, you know, what we're going to
98:07 of like, you know, what we're going to do now. Then in a few minutes, um, after
98:09 do now. Then in a few minutes, um, after I'm done with that, I'm going to start
98:10 I'm done with that, I'm going to start uploading them to a platform instantly.
98:12 uploading them to a platform instantly. And then after I'm done with that, I'll
98:14 And then after I'm done with that, I'll actually queue them up and we'll start
98:15 actually queue them up and we'll start sending the emails. Okay. All right. So,
98:16 sending the emails. Okay. All right. So, very first thing I'm going to do is I
98:18 very first thing I'm going to do is I need to start sourcing leads. I see
98:19 need to start sourcing leads. I see there are variety of ways to do so. I'm
98:21 there are variety of ways to do so. I'm probably just going to do Apollo cuz
98:22 probably just going to do Apollo cuz that seems pretty easy to me. Maybe I'll
98:23 that seems pretty easy to me. Maybe I'll do job post, too. We'll see. But how
98:24 do job post, too. We'll see. But how would I go about this? I would actually
98:26 would I go about this? I would actually just go Apollo.io. I'm just going to
98:28 just go Apollo.io. I'm just going to create uh three audiences here. First
98:30 create uh three audiences here. First are going to be website development
98:31 are going to be website development agencies or creative agencies. The
98:33 agencies or creative agencies. The second are going to be videographers and
98:35 second are going to be videographers and the third are going to be real estate
98:36 the third are going to be real estate agencies. You can see, you know, I work
98:37 agencies. You can see, you know, I work with creative agencies a lot, which is
98:39 with creative agencies a lot, which is why I literally pumped in the search
98:40 why I literally pumped in the search term. This is from the last time I ran a
98:41 term. This is from the last time I ran a similar search. So, creative agencies
98:43 similar search. So, creative agencies sound pretty good to me. Um maybe what
98:45 sound pretty good to me. Um maybe what we should do is we should have creative
98:46 we should do is we should have creative agency and then we could also add a term
98:48 agency and then we could also add a term website here. Yeah, I could probably do
98:50 website here. Yeah, I could probably do that. I wonder if I type in creative
98:51 that. I wonder if I type in creative agency and website. H maybe like website
98:54 agency and website. H maybe like website developer. Wonder if that would work.
98:56 developer. Wonder if that would work. Maybe website agency cuz that's only 51
98:58 Maybe website agency cuz that's only 51 people. Let's see. That's 54 people.
99:01 people. Let's see. That's 54 people. Hm. Anything else that's limiting my
99:04 Hm. Anything else that's limiting my search? How am I going to do this? I
99:06 search? How am I going to do this? I just type in website. We have 581, which
99:08 just type in website. We have 581, which is pretty cool. But as you see, a lot of
99:10 is pretty cool. But as you see, a lot of these search results are like music
99:12 these search results are like music website, outsource website, website
99:14 website, outsource website, website factory. If I type in agency, what
99:16 factory. If I type in agency, what happens? If I type in agency, we have
99:18 happens? If I type in agency, we have 24,200.
99:20 24,200. Connective agency, MI6 agency, labeled
99:22 Connective agency, MI6 agency, labeled agency. I wonder if we could add an
99:25 agency. I wonder if we could add an additional
99:27 additional filter. No, I don't want to generate an
99:30 filter. No, I don't want to generate an output for each record. Let me see here
99:32 output for each record. Let me see here exactly what I would do. Keywords I
99:35 exactly what I would do. Keywords I would use website. So now I should be
99:38 would use website. So now I should be scraping agencies or co-founders,
99:41 scraping agencies or co-founders, partners at agencies that include the
99:45 partners at agencies that include the term website. And so now I have multiple
99:47 term website. And so now I have multiple levels here. Now, what I'm going to do
99:48 levels here. Now, what I'm going to do just to determine that this is pretty
99:50 just to determine that this is pretty good, and we're never going to get a
99:51 good, and we're never going to get a perfect scrape or a perfect data source.
99:53 perfect scrape or a perfect data source. What I'm going to do to make sure it's
99:54 What I'm going to do to make sure it's pretty good is I'm just going to open up
99:56 pretty good is I'm just going to open up this page. Notice how many results here.
99:57 this page. Notice how many results here. 1 2 3 4 5 6 7 8 9 10 11 12. So, let me
100:01 1 2 3 4 5 6 7 8 9 10 11 12. So, let me just zoom in a bit. 1 2 3 4 5 6 7 8 9
100:05 just zoom in a bit. 1 2 3 4 5 6 7 8 9 10. Okay, so there are 10 results here.
100:06 10. Okay, so there are 10 results here. What I'm going to do is I'm just going
100:07 What I'm going to do is I'm just going to like do this two or three times. I'm
100:08 to like do this two or three times. I'm going to go through the 10 results and
100:09 going to go through the 10 results and I'm just going to see how many of these
100:11 I'm just going to see how many of these companies are actually companies I might
100:12 companies are actually companies I might want to work with. with my search terms.
100:14 want to work with. with my search terms. I'm aiming for like 80%
100:16 I'm aiming for like 80% plus. So, let's open up all these and
100:18 plus. So, let's open up all these and just see off the top of my head, you
100:20 just see off the top of my head, you know, is this search good enough that
100:21 know, is this search good enough that 80% of the leads I'm going to generate
100:23 80% of the leads I'm going to generate are probably companies I'm looking for.
100:25 are probably companies I'm looking for. B TOC digital marketing agency whose
100:27 B TOC digital marketing agency whose name is inspired. Okay, we do state
100:31 name is inspired. Okay, we do state websites. We built a bunch of websites.
100:32 websites. We built a bunch of websites. Okay, great. Dig Vortex is good. So,
100:34 Okay, great. Dig Vortex is good. So, we're one out of 10. This is Sydney
100:36 we're one out of 10. This is Sydney website design agency. Good. We're two
100:37 website design agency. Good. We're two out of 10. H full service marketing
100:39 out of 10. H full service marketing agency. Okay, I think we could probably
100:41 agency. Okay, I think we could probably pitch that. That's three out of 10.
100:43 pitch that. That's three out of 10. Web design agency four out of 10. H I
100:45 Web design agency four out of 10. H I don't know if these people do websites
100:46 don't know if these people do websites specifically. It looks like they're more
100:47 specifically. It looks like they're more of a creative agency. They do
100:49 of a creative agency. They do storytelling. H I'm not entirely sure to
100:51 storytelling. H I'm not entirely sure to be completely honest, but I think you
100:54 be completely honest, but I think you know I think they're probably
100:56 know I think they're probably sufficient. Let me check their websites
100:57 sufficient. Let me check their websites and see. Wow, this is very clean. Oh,
100:59 and see. Wow, this is very clean. Oh, they're in Calgary too. That's uh where
101:01 they're in Calgary too. That's uh where I live right now. Web site. Hm. Can I
101:04 I live right now. Web site. Hm. Can I see maybe some of their work that
101:05 see maybe some of their work that they've
101:06 they've done? Okay. Yeah. Yeah. Yeah. Yeah. I'm
101:09 done? Okay. Yeah. Yeah. Yeah. Yeah. I'm seeing media production, business
101:11 seeing media production, business development. Okay. Branding. You know,
101:14 development. Okay. Branding. You know, branding probably has a lot to do with
101:15 branding probably has a lot to do with the
101:17 the website. Okay. They made a new website.
101:19 website. Okay. They made a new website. Okay. So, these guys do websites as
101:20 Okay. So, these guys do websites as well. Perfect. That's five out of
101:24 well. Perfect. That's five out of 10. Okay. This is like a brand agency
101:27 10. Okay. This is like a brand agency tomorrow. I don't know if this is
101:28 tomorrow. I don't know if this is sufficient. But I'm just going to type
101:29 sufficient. But I'm just going to type in
101:30 in website. Oh, very clean. Very clean.
101:33 website. Oh, very clean. Very clean. Looking for the term website because I
101:34 Looking for the term website because I want to make sure that they make
101:35 want to make sure that they make websites. they don't make websites. This
101:37 websites. they don't make websites. This would not make any sense. Unfortunately,
101:40 would not make any sense. Unfortunately, one thing that uh on a metal level, a
101:41 one thing that uh on a metal level, a lot of um website design agencies are
101:44 lot of um website design agencies are doing is they're branding themselves as
101:46 doing is they're branding themselves as not website design agencies now. They're
101:47 not website design agencies now. They're like, "We're multi-disiplinary creators.
101:50 like, "We're multi-disiplinary creators. We're branding experts. We're architects
101:53 We're branding experts. We're architects of your vision, right? It's not like
101:55 of your vision, right? It's not like actual website." When I see stuff like
101:58 actual website." When I see stuff like rebuild our core business, though, odds
101:59 rebuild our core business, though, odds are that's probably a website. So, I'm
102:01 are that's probably a website. So, I'm going to say yes to that one.
102:03 going to say yes to that one. Full service marketing agency. Uh, okay.
102:07 Full service marketing agency. Uh, okay. Labeled agency. I feel like I I might
102:09 Labeled agency. I feel like I I might have just doubled up on this and got two
102:11 have just doubled up on this and got two of these links, but I said that they
102:12 of these links, but I said that they were good. This is a website agency, web
102:14 were good. This is a website agency, web agency. Okay. So, realistically, I'm
102:16 agency. Okay. So, realistically, I'm thinking like nine out of 10 of my first
102:17 thinking like nine out of 10 of my first search is fine. 90% is pretty solid to
102:20 search is fine. 90% is pretty solid to me. I could go through more of this, but
102:21 me. I could go through more of this, but just off the top of my head, this is
102:23 just off the top of my head, this is probably enough. So, I know that this
102:24 probably enough. So, I know that this lead list here, this source is probably
102:26 lead list here, this source is probably sufficient. Okay, so very first thing
102:28 sufficient. Okay, so very first thing I'm going to do, let me just make sure
102:29 I'm going to do, let me just make sure I'm nice and organized here. I'm going
102:30 I'm nice and organized here. I'm going to go right over here. Then I will paste
102:33 to go right over here. Then I will paste this in. This is just going to be my
102:35 this in. This is just going to be my little scratch pad here. This is going
102:37 little scratch pad here. This is going to be my website agencies URL. Okay, so
102:40 to be my website agencies URL. Okay, so the way you do this with Apollo is you
102:42 the way you do this with Apollo is you just get the URLs. All right, now that
102:43 just get the URLs. All right, now that we have the number one done, why don't
102:45 we have the number one done, why don't we go number two? And this is good. We
102:46 we go number two? And this is good. We have 4,294 leads. I generally want like
102:48 have 4,294 leads. I generally want like more than a couple thousand to run a
102:50 more than a couple thousand to run a test on. And we can get way more leads
102:51 test on. And we can get way more leads than this if we're smart. Uh, let me
102:53 than this if we're smart. Uh, let me see. Let me see. Let me see what else
102:54 see. Let me see. Let me see what else are we going to do. So we need
102:56 are we going to do. So we need videography, right? I wonder if I could
102:57 videography, right? I wonder if I could just run the exact same hack here with
102:59 just run the exact same hack here with the term videography instead. Now, odds
103:02 the term videography instead. Now, odds are if we do this, probably going to get
103:04 are if we do this, probably going to get some duplicate records cuz some of these
103:05 some duplicate records cuz some of these website agencies are also going to do
103:06 website agencies are also going to do videography. Yes, I already see the
103:08 videography. Yes, I already see the tadpole agency. We already saw that
103:09 tadpole agency. We already saw that labeled. So, already 20% of these are
103:11 labeled. So, already 20% of these are already the same agency, right? So,
103:12 already the same agency, right? So, we're going to have some overlap. But
103:13 we're going to have some overlap. But videography is not the best term. Let me
103:16 videography is not the best term. Let me actually select this everywhere. So, h
103:20 actually select this everywhere. So, h we do video. If I just do video, odds
103:24 we do video. If I just do video, odds are they're going to do some
103:24 are they're going to do some videography, right? Okay. So, 4,188. And
103:27 videography, right? Okay. So, 4,188. And yeah, the labeled agency's with us as
103:29 yeah, the labeled agency's with us as well. That's one
103:30 well. That's one duplicate. Tadpoles. That's another
103:33 duplicate. Tadpoles. That's another duplicate. But that's among 30. I think
103:34 duplicate. But that's among 30. I think this is probably going to be fine. So,
103:35 this is probably going to be fine. So, honestly, I'm just going to open up a
103:37 honestly, I'm just going to open up a bunch of these again. Four, five. Uh,
103:39 bunch of these again. Four, five. Uh, yeah, labeled 6 7 8 9 10. Double check.
103:44 yeah, labeled 6 7 8 9 10. Double check. Animated explainer videos. This one is
103:46 Animated explainer videos. This one is not in English. Videos. Okay.
103:50 not in English. Videos. Okay. Videos. Videos. Cool. Yeah, these guys
103:54 Videos. Videos. Cool. Yeah, these guys are the Calgary ones. I don't know about
103:56 are the Calgary ones. I don't know about agency 360 video. Hm. Storytelling with
103:59 agency 360 video. Hm. Storytelling with video. Okay, that's good.
104:02 video. Okay, that's good. Reasonable video. Cool. These guys do
104:04 Reasonable video. Cool. These guys do video, too. Video. Cool. They do video
104:07 video, too. Video. Cool. They do video as well. Video. I'm not seeing anything
104:09 as well. Video. I'm not seeing anything here. So, let me just jump in. Double
104:10 here. So, let me just jump in. Double check that this is actually something
104:12 check that this is actually something that's produced. Man, what a clean
104:13 that's produced. Man, what a clean website. I love these guys. Video. H.
104:16 website. I love these guys. Video. H. I'm not seeing any video here. If I type
104:18 I'm not seeing any video here. If I type in
104:19 in portfolio, I see they have a show reel.
104:21 portfolio, I see they have a show reel. They probably do videos. Yeah. I mean,
104:23 They probably do videos. Yeah. I mean, if you Yeah. Motion graphics. Looks like
104:25 if you Yeah. Motion graphics. Looks like it. Okay, good. Miracle Video Agency.
104:27 it. Okay, good. Miracle Video Agency. Again, this is in Italy. I'm not really
104:29 Again, this is in Italy. I'm not really targeting Americans here. I just wanted
104:30 targeting Americans here. I just wanted to keep this reasonably broad. Um, but
104:32 to keep this reasonably broad. Um, but yeah, video. Cool. Cool. Cool. So, this
104:34 yeah, video. Cool. Cool. Cool. So, this is another audience I'm going to pump
104:35 is another audience I'm going to pump in. We'll worry about the specifics of
104:37 in. We'll worry about the specifics of this later. So, I've mentioned we will
104:40 this later. So, I've mentioned we will now just do a
104:48 videographers videography agencies. Let's do that.
104:49 Let's do that. Slasheditors. All right. And now we just
104:51 Slasheditors. All right. And now we just have one more, which is real estate
104:53 have one more, which is real estate agents. So, let me just copy this, paste
104:54 agents. So, let me just copy this, paste this down here cuz I want nice sizing.
104:56 this down here cuz I want nice sizing. And then I'll just call this real
104:58 And then I'll just call this real estate agents. I don't want agencies.
105:01 estate agents. I don't want agencies. Agencies are big. So we'll just go real
105:03 Agencies are big. So we'll just go real estate agent. I'm going to remove video
105:06 estate agent. I'm going to remove video here. And let's see how many of these
105:09 here. And let's see how many of these are real estate agents. 1 2 3 4 5 6 7 8
105:15 are real estate agents. 1 2 3 4 5 6 7 8 9 10. Life improvement platform. Nope.
105:19 9 10. Life improvement platform. Nope. Nope. Okay. No, this doesn't really look
105:21 Nope. Okay. No, this doesn't really look like good search. This is an example of
105:23 like good search. This is an example of one that is not good. And it's probably
105:24 one that is not good. And it's probably because the job title, right? So, I'm
105:27 because the job title, right? So, I'm thinking we're probably going to have to
105:27 thinking we're probably going to have to add like agent or maybe real estate
105:29 add like agent or maybe real estate agent. We could do like real estate
105:31 agent. We could do like real estate broker or something like that. Well,
105:33 broker or something like that. Well, real estate broker is not exactly the
105:34 real estate broker is not exactly the same, but should be sufficient. Okay, so
105:36 same, but should be sufficient. Okay, so as you see, we're getting way too many
105:37 as you see, we're getting way too many here. We're getting like 258,000. This
105:40 here. We're getting like 258,000. This is uh Greg W at Wallace Real Estate.
105:42 is uh Greg W at Wallace Real Estate. This is a good sign for me because it's,
105:44 This is a good sign for me because it's, you know, the sort of person we're going
105:45 you know, the sort of person we're going for, like solo or or head owner of real
105:48 for, like solo or or head owner of real estate brokerage. But yeah, we are
105:50 estate brokerage. But yeah, we are getting way too many results to really
105:51 getting way too many results to really do anything with this. So, why don't I
105:52 do anything with this. So, why don't I go to number of employees? Why don't we
105:54 go to number of employees? Why don't we just look for people in the 1 to 10
105:56 just look for people in the 1 to 10 range and then maybe 11 to 20 range.
105:58 range and then maybe 11 to 20 range. This this will keep the companies pretty
105:59 This this will keep the companies pretty small. Um, let me think. Are there other
106:01 small. Um, let me think. Are there other signals that we could use? Industry and
106:03 signals that we could use? Industry and keywords obviously need to be real
106:05 keywords obviously need to be real estate, right? 41,000. Um, we could
106:08 estate, right? 41,000. Um, we could chunk this down substantially further.
106:10 chunk this down substantially further. Why don't I go location? We'll go United
106:12 Why don't I go location? We'll go United States because they tend to have more
106:13 States because they tend to have more money and because we could just get this
106:14 money and because we could just get this 41,000 down to like 20 something,000.
106:17 41,000 down to like 20 something,000. Okay. And yeah, still too many. So,
106:18 Okay. And yeah, still too many. So, we're going to need
106:19 we're going to need fewer. Okay. Okay, I ended up filtering
106:22 fewer. Okay. Okay, I ended up filtering this down to about 16,000. This is still
106:24 this down to about 16,000. This is still a little too many for me. And some of
106:26 a little too many for me. And some of these work with like big corporations
106:27 these work with like big corporations like Remax and so on and so forth. They
106:29 like Remax and so on and so forth. They actually have limited control and
106:30 actually have limited control and autonomy over the money that they could
106:31 autonomy over the money that they could spend for marketing. Still, I don't
106:33 spend for marketing. Still, I don't really see this getting much better than
106:34 really see this getting much better than that. So, I'm just going to call it here
106:36 that. So, I'm just going to call it here and put in my little real estate URL.
106:38 and put in my little real estate URL. Okay. All right. So, now we have three
106:40 Okay. All right. So, now we have three Apollo URLs. These all look pretty
106:41 Apollo URLs. These all look pretty reasonable. What do we need to do with
106:42 reasonable. What do we need to do with these? Well, we need to actually scrape
106:44 these? Well, we need to actually scrape these, right? It's one thing to have a
106:45 these, right? It's one thing to have a URL, another thing to actually scrape
106:47 URL, another thing to actually scrape these URLs. So, I'm going to pump all of
106:48 these URLs. So, I'm going to pump all of these into Appify now. And I'm just
106:50 these into Appify now. And I'm just going to run three manual runs. The one
106:52 going to run three manual runs. The one that I use is called Apollo code_cfter
106:55 that I use is called Apollo code_cfter just because it's like a$120 per
106:56 just because it's like a$120 per thousand leads. And uh when I say a$120
106:58 thousand leads. And uh when I say a$120 per thousand leads, I don't actually
107:00 per thousand leads, I don't actually mean that we are generating 1,000 leads
107:01 mean that we are generating 1,000 leads here with email addresses. We
107:03 here with email addresses. We realistically generate like 2/3 of
107:04 realistically generate like 2/3 of those. Okay. So let me see. Uh looks
107:06 those. Okay. So let me see. Uh looks like we can only run this once at a
107:08 like we can only run this once at a time. So I'm just going to run this
107:10 time. So I'm just going to run this three separate times simultaneously. And
107:12 three separate times simultaneously. And I'm going to look for 2,000 leads first.
107:14 I'm going to look for 2,000 leads first. Okay. So 2,000 for each. So just jumped
107:16 Okay. So 2,000 for each. So just jumped on Appify, make an account. I'm at like
107:18 on Appify, make an account. I'm at like a pretty high usage tier, but I think
107:20 a pretty high usage tier, but I think you can get by with substantially less
107:21 you can get by with substantially less than this. And then it's just $120 per
107:23 than this. And then it's just $120 per thousand. So, not really breaking the
107:24 thousand. So, not really breaking the bank here. That's the first run. This
107:26 bank here. That's the first run. This going to be my videographer run. Let's
107:27 going to be my videographer run. Let's go here and then save and start. Then
107:30 go here and then save and start. Then I'm going to go to my real estate agents
107:31 I'm going to go to my real estate agents and then I'm just going to open up a new
107:33 and then I'm just going to open up a new instance of this and then run it. Save
107:35 instance of this and then run it. Save and start. And now what we should have,
107:36 and start. And now what we should have, if I go back to my actors, we should
107:38 if I go back to my actors, we should have three runs running simultaneously.
107:40 have three runs running simultaneously. Okay, so we have one here, one here, one
107:41 Okay, so we have one here, one here, one here. Now we just need to wait until
107:43 here. Now we just need to wait until these finish basically because they're
107:45 these finish basically because they're 2000s. Probably going to take us like 5
107:46 2000s. Probably going to take us like 5 minutes or so. Okay. And these are now
107:48 minutes or so. Okay. And these are now just getting to completed. This one is
107:50 just getting to completed. This one is 600. This one is 1,300. So I'm just
107:52 600. This one is 1,300. So I'm just going to set everything up for the first
107:53 going to set everything up for the first 2,000 run. And then as I'm doing it, the
107:55 2,000 run. And then as I'm doing it, the rest will finish. If I go to output
107:57 rest will finish. If I go to output here, I'm going to export all 2000
107:58 here, I'm going to export all 2000 results. There are a lot of fields.
108:00 results. There are a lot of fields. Okay. Tons of different fields um
108:02 Okay. Tons of different fields um realistically. And you guys are going to
108:04 realistically. And you guys are going to see that when I import all these fields,
108:05 see that when I import all these fields, it's going to be crazy. There's going to
108:07 it's going to be crazy. There's going to be like a million in one. Uh ideally, we
108:09 be like a million in one. Uh ideally, we wouldn't have that many, but um it is
108:11 wouldn't have that many, but um it is what it is. I'm just going to download
108:12 what it is. I'm just going to download all these, show you guys what I mean. Uh
108:13 all these, show you guys what I mean. Uh what I'm going to do is I'm going to
108:14 what I'm going to do is I'm going to have three. First of all, I don't
108:16 have three. First of all, I don't actually remember what that specific
108:18 actually remember what that specific export is. So, I'm going to export it
108:20 export is. So, I'm going to export it now. Let's see. Gonna append to current
108:22 now. Let's see. Gonna append to current sheet import. I'm just using Google
108:24 sheet import. I'm just using Google Sheets. It's the easiest way to do it.
108:26 Sheets. It's the easiest way to do it. And we're going to start by doing all
108:27 And we're going to start by doing all this
108:28 this manually. So, uh, what is this? Yeah.
108:31 manually. So, uh, what is this? Yeah. Okay. So, this is the real estate. So,
108:32 Okay. So, this is the real estate. So, I'm just going to have one sheet. I'll
108:33 I'm just going to have one sheet. I'll call it actually I guess I could just do
108:35 call it actually I guess I could just do all this in one, right? Leads. I'll just
108:38 all this in one, right? Leads. I'll just call this leads. In fact, let's just go
108:40 call this leads. In fact, let's just go here for my own organizational purposes.
108:42 here for my own organizational purposes. Just go watch me start and sell. There
108:44 Just go watch me start and sell. There you go. That'd be good. Here we'll go
108:46 you go. That'd be good. Here we'll go real estate. I'm just not going to use
108:49 real estate. I'm just not going to use spaces. It'll make my life easier. And
108:51 spaces. It'll make my life easier. And then what I want is I just want to get
108:52 then what I want is I just want to get rid of all the fields that don't really
108:54 rid of all the fields that don't really mean anything to me. Okay. So, first of
108:55 mean anything to me. Okay. So, first of all, just I want to count up the number
108:56 all, just I want to count up the number of emails. There's a thousand in this
108:57 of emails. There's a thousand in this list. So, we actually only ended up
108:58 list. So, we actually only ended up about 50%. Second of all, I want to
109:01 about 50%. Second of all, I want to delete all the fields that don't really
109:02 delete all the fields that don't really mean anything to me. So, realistically,
109:04 mean anything to me. So, realistically, what fields don't mean anything to me?
109:06 what fields don't mean anything to me? Well, do you see how much space there is
109:07 Well, do you see how much space there is here? All these columns. Most of them
109:10 here? All these columns. Most of them are freaking empty as hell. What
109:12 are freaking empty as hell. What we want is we want to get rid of the
109:14 we want is we want to get rid of the vast majority of them. So, I'm
109:17 vast majority of them. So, I'm thinking there's two big swaths that I'm
109:20 thinking there's two big swaths that I'm going to get rid of. Okay. The first is
109:24 going to get rid of. Okay. The first is I'm going to get rid of everything after
109:26 I'm going to get rid of everything after from
109:28 from AC all the way over
109:30 AC all the way over to WH. Okay? And I'm going to do that
109:34 to WH. Okay? And I'm going to do that for all three. And then I'm also going
109:35 for all three. And then I'm also going to prune a couple others. This way it'll
109:37 to prune a couple others. This way it'll just be a lot more easy and manageable
109:39 just be a lot more easy and manageable for us. And you guys will see what I
109:40 for us. And you guys will see what I mean. If I'm to pump this into some sort
109:42 mean. If I'm to pump this into some sort of email enrichment service, I just kind
109:43 of email enrichment service, I just kind of have to do this. So, what was it? AC
109:45 of have to do this. So, what was it? AC to WH. Just going to copy and then
109:47 to WH. Just going to copy and then delete. So, 500 columns are being
109:50 delete. So, 500 columns are being deleted. Okay, this is a lot smaller
109:52 deleted. Okay, this is a lot smaller now, a lot more manageable, right? Still
109:54 now, a lot more manageable, right? Still pretty big, but it's a lot more
109:55 pretty big, but it's a lot more manageable. Next thing I'm going to do
109:56 manageable. Next thing I'm going to do is I'll go to personal emails. So, B I
109:59 is I'll go to personal emails. So, B I go to CE. There you go. So, I think it
110:02 go to CE. There you go. So, I think it was A C to WH and then BI to CE. Is that
110:06 was A C to WH and then BI to CE. Is that right? Hopefully that's right. Anyway,
110:08 right? Hopefully that's right. Anyway, at the end of it, we want um like sheets
110:10 at the end of it, we want um like sheets that just all look the same because
110:12 that just all look the same because we're going to pump this into an
110:13 we're going to pump this into an icebreaker generator. We're basically
110:15 icebreaker generator. We're basically going to have AI tell us a little bit
110:16 going to have AI tell us a little bit about each person and then we'll use
110:17 about each person and then we'll use that to improve the the strength of the
110:19 that to improve the the strength of the outreach. Okay, so this one is now done
110:21 outreach. Okay, so this one is now done as well. Looks like it finished with
110:23 as well. Looks like it finished with 2002. So, I'm now going to download this
110:25 2002. So, I'm now going to download this same energy CSV. Go over here to sheet
110:28 same energy CSV. Go over here to sheet 2. Then I'm going to import, go upload.
110:31 2. Then I'm going to import, go upload. There's a million and one ways to do
110:32 There's a million and one ways to do this, by the way. Uh this is just how I
110:34 this, by the way. Uh this is just how I personally like doing it. Then I'm going
110:36 personally like doing it. Then I'm going to append. That way it just goes into
110:38 to append. That way it just goes into this one. And then there are a lot of
110:39 this one. And then there are a lot of leads here and a lot of fields. So might
110:41 leads here and a lot of fields. So might take a second. Okay. So it was so AC all
110:44 take a second. Okay. So it was so AC all the way to WH. It's going to be pretty
110:49 the way to WH. It's going to be pretty far. This one has way more actually.
110:52 far. This one has way more actually. Check this out. This one has a ton more.
110:57 Check this out. This one has a ton more. I think the reason why it works out like
110:59 I think the reason why it works out like this is because basically LinkedIn where
111:01 this is because basically LinkedIn where these guys get all their data from just
111:03 these guys get all their data from just stores all of the employment fields that
111:05 stores all of the employment fields that you have. So yeah, this one actually
111:07 you have. So yeah, this one actually isn't. We need to go even further than
111:08 isn't. We need to go even further than this. So never mind. You can't just copy
111:10 this. So never mind. You can't just copy the same uh things. I think you got to
111:12 the same uh things. I think you got to go all the way to here. So this one goes
111:14 go all the way to here. So this one goes to ZS. Annoying. Anyway, um that's that.
111:17 to ZS. Annoying. Anyway, um that's that. And then let me just go back to my pol
111:19 And then let me just go back to my pol scraper. Grab my last run, which is this
111:21 scraper. Grab my last run, which is this one here. Go output. I'll export all
111:24 one here. Go output. I'll export all these. Download these. And uh sorry,
111:27 these. Download these. And uh sorry, which one was this? Art
111:29 which one was this? Art director. Is this videography? I think
111:31 director. Is this videography? I think this might be videography. Yeah, video
111:34 this might be videography. Yeah, video agency. So, we'll just go video agency.
111:37 agency. So, we'll just go video agency. Then this last one will be website
111:40 Then this last one will be website agency and import
111:48 upload. Okay. Now, I'm just going to do a little bit of reorganizing because I
111:49 a little bit of reorganizing because I just want my fields arrayed linearly.
111:50 just want my fields arrayed linearly. I'm going to want the first name, then
111:52 I'm going to want the first name, then I'm going to want the last name, then
111:53 I'm going to want the last name, then I'm going to want like the company name,
111:54 I'm going to want like the company name, then I'm going to want a couple of other
111:55 then I'm going to want a couple of other pieces of information. So, I'm just
111:57 pieces of information. So, I'm just going to reset these so these all
111:58 going to reset these so these all basically have the same information, the
112:00 basically have the same information, the same columns. This is necessary for me
112:01 same columns. This is necessary for me to run the automation. I'll show you
112:02 to run the automation. I'll show you guys in a second. Okay, I have all these
112:05 guys in a second. Okay, I have all these set up. Just for my own sanity, just
112:08 set up. Just for my own sanity, just going to make all of these fields about
112:10 going to make all of these fields about the same
112:11 the same width. A boot. That's my Canadian coming
112:14 width. A boot. That's my Canadian coming out. This looks good. So, as you can
112:16 out. This looks good. So, as you can see, we have first name, last name,
112:17 see, we have first name, last name, headline, employment industry, industry,
112:18 headline, employment industry, industry, city, employment history, industry,
112:20 city, employment history, industry, city, country, email. Right? So, we have
112:22 city, country, email. Right? So, we have all of the fields that we will
112:23 all of the fields that we will realistically need. And what I'm going
112:26 realistically need. And what I'm going to do now is I'm just going to pump all
112:28 to do now is I'm just going to pump all of this into a service. Well, my own
112:30 of this into a service. Well, my own service I'm going to whip up in a second
112:32 service I'm going to whip up in a second to generate an icebreaker. So I'm just
112:33 to generate an icebreaker. So I'm just going to take all this information and
112:34 going to take all this information and I'm going to use it to generate you know
112:36 I'm going to use it to generate you know some AI icebreaker for final
112:38 some AI icebreaker for final confirmation check. How many emails do
112:39 confirmation check. How many emails do we have? We have about 1,100 for each.
112:42 we have? We have about 1,100 for each. This is 1,026. Other was,233. This other
112:44 This is 1,026. Other was,233. This other one's whatever. So I'm just actually
112:46 one's whatever. So I'm just actually just going to run a,000 across all three
112:48 just going to run a,000 across all three of these. So 1,000 for real estate,000
112:50 of these. So 1,000 for real estate,000 for video agencies, for website agencies
112:52 for video agencies, for website agencies and we're going to see where we land. Of
112:53 and we're going to see where we land. Of note, I'm not verifying or validating my
112:55 note, I'm not verifying or validating my domains. So I'm not just using the
112:57 domains. So I'm not just using the verified ones here. You can, and I think
112:59 verified ones here. You can, and I think in many cases you should, but I find
113:01 in many cases you should, but I find that as a first go, right off the top, I
113:04 that as a first go, right off the top, I just like to bust out as many emails as
113:06 just like to bust out as many emails as possible, not make any assumptions as to
113:08 possible, not make any assumptions as to the quality of my data, and then after I
113:10 the quality of my data, and then after I run at least that first campaign, if
113:12 run at least that first campaign, if something is like severely
113:13 something is like severely underperforming or if I do have high
113:14 underperforming or if I do have high bounce rate or really piss poor
113:16 bounce rate or really piss poor deliverability, then I make my little
113:17 deliverability, then I make my little changes afterwards. But for a first bet,
113:18 changes afterwards. But for a first bet, I'm not even going to worry about that
113:19 I'm not even going to worry about that yet because I want this to be simple and
113:21 yet because I want this to be simple and nowhere near as complicated as I think
113:23 nowhere near as complicated as I think most other people make it out to be. So
113:24 most other people make it out to be. So now what I'm going to do is I'm going to
113:25 now what I'm going to do is I'm going to add an additional column here called
113:28 add an additional column here called icebreaker. We'll just do column I for
113:30 icebreaker. We'll just do column I for all of these. Okay, ice breaker. Then
113:32 all of these. Okay, ice breaker. Then one more icebreaker. And I'm going to
113:34 one more icebreaker. And I'm going to have AI go through and then generate ice
113:36 have AI go through and then generate ice breakers for all these. What I'll be
113:38 breakers for all these. What I'll be using to make my life really simple is
113:39 using to make my life really simple is I'm going to use make.com which is a
113:41 I'm going to use make.com which is a service that is basically no code. One
113:43 service that is basically no code. One of the foundational noode platforms
113:45 of the foundational noode platforms similar to NAND, similar to Zapier and
113:47 similar to NAND, similar to Zapier and all these other ones. Realistically, if
113:49 all these other ones. Realistically, if you're getting into AI and automation,
113:51 you're getting into AI and automation, you have no idea where to start. I
113:52 you have no idea where to start. I recommend that you start with this. It's
113:54 recommend that you start with this. It's much easier and faster way of going
113:55 much easier and faster way of going about things. What we're going to want
113:56 about things. What we're going to want is we're going to want the sorry search
113:58 is we're going to want the sorry search rows. Go search rows to start. Then I'm
114:01 rows. Go search rows to start. Then I'm just going to select the right account.
114:02 just going to select the right account. I'm going to have to make this
114:03 I'm going to have to make this accessible to that account. So I'll go
114:05 accessible to that account. So I'll go nick at leftclick.ai. Going to give
114:06 nick at leftclick.ai. Going to give myself editor access. No need to notify
114:08 myself editor access. No need to notify me. And the sheet I'm going to be
114:09 me. And the sheet I'm going to be looking for is watch me start and sell
114:11 looking for is watch me start and sell an AI service in just x hours. Right. So
114:14 an AI service in just x hours. Right. So I'm going to go down to search method.
114:16 I'm going to go down to search method. Um using the wrong account here. One
114:18 Um using the wrong account here. One sec. And I'm going to grab
114:20 sec. And I'm going to grab the ID up here at the top. Paste that
114:24 the ID up here at the top. Paste that in. It's saying that it's empty. I think
114:27 in. It's saying that it's empty. I think just because of a bug. So, let me retry
114:29 just because of a bug. So, let me retry this. The first one is going to be real
114:32 this. The first one is going to be real state.
114:34 state. Okay. Not entirely sure why I keep on
114:37 Okay. Not entirely sure why I keep on getting empty for this. H might be a
114:39 getting empty for this. H might be a bug. For now, I'm just going to return
114:40 bug. For now, I'm just going to return five because I just want to make sure
114:41 five because I just want to make sure this actually works. So, let me run this
114:43 this actually works. So, let me run this module. Get
114:44 module. Get five. Cool. So, it got the data.
114:47 five. Cool. So, it got the data. Basically, what I've done is I've just
114:48 Basically, what I've done is I've just confirmed I can get the data from my
114:49 confirmed I can get the data from my real estate sheet here, uh, then pump it
114:51 real estate sheet here, uh, then pump it into make.com, which is good. After
114:53 into make.com, which is good. After we've searched through it, we'll just
114:56 we've searched through it, we'll just call this icebreaker generation. Um,
114:59 call this icebreaker generation. Um, after we've searched through it, uh, we
115:01 after we've searched through it, uh, we can now build out the rest of this flow,
115:02 can now build out the rest of this flow, which is going to be pretty simple and
115:03 which is going to be pretty simple and pretty straightforward. We're basically
115:04 pretty straightforward. We're basically just going to take all of the
115:05 just going to take all of the information in. Then we're going to, um,
115:09 information in. Then we're going to, um, send a message over to GBT. Probably use
115:12 send a message over to GBT. Probably use 40 for this one just for cost purposes.
115:14 40 for this one just for cost purposes. Then I'm going to have it generate ice
115:15 Then I'm going to have it generate ice breakers for all of these.
115:17 breakers for all of these. So, let's go GPT4. Uh, let me just see
115:20 So, let's go GPT4. Uh, let me just see actually what's the model prices. Open.
115:22 actually what's the model prices. Open. Let's see the cheapest one right now.
115:24 Let's see the cheapest one right now. These are good, but they're quite
115:26 These are good, but they're quite expensive. This is 2 million. This is 40
115:29 expensive. This is 2 million. This is 40 cents. This is one. Okay. Oh, wow.
115:32 cents. This is one. Okay. Oh, wow. That's crazy. So, this one is affordable
115:34 That's crazy. So, this one is affordable model balancing speed and intelligence.
115:36 model balancing speed and intelligence. I'll probably use this one. GBT 4.1
115:37 I'll probably use this one. GBT 4.1 mini, I think. Right. 2 million 1
115:40 mini, I think. Right. 2 million 1 million input tokens. I I don't know.
115:41 million input tokens. I I don't know. We'll try it.
115:44 We'll try it. one mini right over
115:51 here. And then here is where I'm going to go and I'm going to uh design my
115:53 to go and I'm going to uh design my prompt. So you're a helpful intelligent
115:55 prompt. So you're a helpful intelligent writing assistant. I always like to have
115:57 writing assistant. I always like to have a developer assistant prompt first. Then
115:59 a developer assistant prompt first. Then here is where I'm actually going to your
116:01 here is where I'm actually going to your task is to take as input a bunch of
116:05 task is to take as input a bunch of personal information about a prospect
116:07 personal information about a prospect and then design a customized oneline
116:10 and then design a customized oneline icebreaker to begin the conversation.
116:13 icebreaker to begin the conversation. You'll return this icebreaker in JSON
116:16 You'll return this icebreaker in JSON using this format. I'm going to say
116:18 using this format. I'm going to say icebreaker and then rules write in a
116:22 icebreaker and then rules write in a Spartan. How do you pronounce
116:26 Spartan. How do you pronounce this lanic?
116:33 Laconic. Oh, interesting. Renpartic lanic
116:34 lanic laconic tone of voice.
116:38 laconic tone of voice. Um, weave in uh context wherever
116:49 possible. Here is a bunch of information about
116:50 about me, but you can make these ice breakers
116:53 me, but you can make these ice breakers more
116:55 more personalized. Then I'm just going to
116:57 personalized. Then I'm just going to list a bunch of stuff about me. And then
116:58 list a bunch of stuff about me. And then down here, weave in context with my own
117:00 down here, weave in context with my own personal information wherever
117:02 personal information wherever possible. Keep things very short and
117:05 possible. Keep things very short and follow
117:07 follow the format. Hey,
117:10 the format. Hey, name we'll go new line. New
117:13 name we'll go new line. New line. Really respect X and love that
117:18 line. Really respect X and love that you're doing
117:19 you're doing Y. Thought I'd
117:22 Y. Thought I'd connect. Wanted to run something by you.
117:25 connect. Wanted to run something by you. That should be a good one. Okay. Keep
117:27 That should be a good one. Okay. Keep things very short and follow the
117:29 things very short and follow the provided format. Leave in contact with
117:31 provided format. Leave in contact with me on personal information wherever
117:32 me on personal information wherever possible.
117:34 possible. deniability possible. Try and imply that
117:37 deniability possible. Try and imply that I like
117:39 I like do believe. Oh. Oh no. Did I just delete
117:45 do believe. Oh. Oh no. Did I just delete the whole
117:46 the whole thing? That's
117:48 thing? That's brutal. Okay, I'm going to write the
117:50 brutal. Okay, I'm going to write the whole thing again. It's not going to be
117:51 whole thing again. It's not going to be the same. That sucks. Be careful with
117:54 the same. That sucks. Be careful with the escape commands, ladies and
117:56 the escape commands, ladies and gentlemen. That is tough. Do not want to
117:59 gentlemen. That is tough. Do not want to escape. take as input a bunch of
118:02 escape. take as input a bunch of information about a prospect and then
118:04 information about a prospect and then generate a customized oneline icebreaker
118:07 generate a customized oneline icebreaker to imply rest of my communicate is
118:10 to imply rest of my communicate is personalized. You'll return your ice
118:13 personalized. You'll return your ice breakers JSON format icebreaker and then
118:16 breakers JSON format icebreaker and then here I'm going to say hey name love
118:20 here I'm going to say hey name love thing also a fan of other thing wanted
118:24 thing also a fan of other thing wanted to run something by you cool rolls right
118:28 to run something by you cool rolls right in a
118:29 in a Spartan oh be very careful with that
118:32 Spartan oh be very careful with that that's
118:33 that's why keep things short and punchy things
118:37 why keep things short and punchy things short let's say imply familiarity
118:40 short let's say imply familiarity wherever possible If you see an
118:42 wherever possible If you see an opportunity, i.e. if you see an
118:44 opportunity, i.e. if you see an opportunity to imply that I like the
118:46 opportunity to imply that I like the same things, believe the same things, or
118:50 same things, believe the same things, or want the
118:52 want the same things as they do. Go for it. Sure,
118:55 same things as they do. Go for it. Sure, that should probably be okay. Let me
118:57 that should probably be okay. Let me save this this time. Learn my lesson.
118:59 save this this time. Learn my lesson. And I'm going to show advanced settings.
119:01 And I'm going to show advanced settings. And what I'm going to do next is I'm
119:02 And what I'm going to do next is I'm just going to do a bunch of examples for
119:04 just going to do a bunch of examples for it. So, we're going to go JSON object
119:05 it. So, we're going to go JSON object parse JSON response. Next up, I will do
119:07 parse JSON response. Next up, I will do user. I'm going to provide some um
119:09 user. I'm going to provide some um personalized information about the
119:11 personalized information about the prospect. So, uh what am I going to do?
119:13 prospect. So, uh what am I going to do? We'll just we'll just spam it all like
119:15 We'll just we'll just spam it all like in this one,
119:17 in this one, two, three. This we'll do
119:21 two, three. This we'll do this. We'll do this. Okay. So, we're
119:25 this. We'll do this. Okay. So, we're just going to add all this information
119:26 just going to add all this information in. And then next, the assistant's going
119:28 in. And then next, the assistant's going to have some personalized stuff. But, uh
119:30 to have some personalized stuff. But, uh we don't want this to be the la the we
119:32 we don't want this to be the la the we actually want this to be the last
119:33 actually want this to be the last message before this. We actually want a
119:36 message before this. We actually want a couple other examples. So I actually
119:37 couple other examples. So I actually just generate one. We are going to have
119:39 just generate one. We are going to have an example of this exact format. Put it
119:42 an example of this exact format. Put it right here. I'll fill this in with some
119:44 right here. I'll fill this in with some actual information. And then we'll have
119:45 actual information. And then we'll have the icebreaker here. Then we'll just do
119:47 the icebreaker here. Then we'll just do this like twice. And then in this way
119:49 this like twice. And then in this way we're going to have a model of what
119:50 we're going to have a model of what we're saying. So the value here is
119:52 we're saying. So the value here is you're actually just reaching out to
119:53 you're actually just reaching out to people as if you were doing totally
119:55 people as if you were doing totally custom outreach. So let me see. Is there
119:57 custom outreach. So let me see. Is there any other information we can get about
119:58 any other information we can get about the Now that I'm thinking about it, I
119:59 the Now that I'm thinking about it, I don't actually have too much information
120:00 don't actually have too much information about the company, right? It's like a
120:02 about the company, right? It's like a company oneliner or something.
120:03 company oneliner or something. Otherwise, we're really going to be
120:04 Otherwise, we're really going to be riding the plausible deniability train
120:06 riding the plausible deniability train here. No organization description, huh?
120:08 here. No organization description, huh? O, brutal. Yeah, you don't really get
120:09 O, brutal. Yeah, you don't really get too much information. Oh, we got some
120:10 too much information. Oh, we got some personal emails, too. Interesting.
120:12 personal emails, too. Interesting. Interesting. Huh. Well, actually, I
120:14 Interesting. Huh. Well, actually, I didn't even realize we're getting so
120:15 didn't even realize we're getting so many personal emails. So, instead of
120:17 many personal emails. So, instead of just using this email column, we should
120:18 just using this email column, we should probably concatenate the two. I bet you
120:19 probably concatenate the two. I bet you if I did this, um, if I merge these two,
120:21 if I did this, um, if I merge these two, might even get more. It's been a while
120:23 might even get more. It's been a while since I've used the personal field here,
120:25 since I've used the personal field here, but like I don't know if Apollo's gotten
120:26 but like I don't know if Apollo's gotten a little bit better at this over the
120:27 a little bit better at this over the course of the last little while or what,
120:28 course of the last little while or what, but that's crazy. Look at that. That's
120:30 but that's crazy. Look at that. That's juicy. That is a very juicy column. I'm
120:32 juicy. That is a very juicy column. I'm actually going to go back here now to
120:33 actually going to go back here now to where it says email. paste this in. Like
120:36 where it says email. paste this in. Like check this. Oh man, there's a ton of
120:38 check this. Oh man, there's a ton of emails here. Tons of emails. Okay. Well,
120:41 emails here. Tons of emails. Okay. Well, I gotta say most of these are looking
120:44 I gotta say most of these are looking pretty good. If I go down to the very
120:47 pretty good. If I go down to the very bottom of this uh 2000 list, if I go all
120:49 bottom of this uh 2000 list, if I go all the way up here now, we actually got
120:51 the way up here now, we actually got 1500 emails instead of just and some of
120:53 1500 emails instead of just and some of these are like hot mails and Gmails.
120:54 these are like hot mails and Gmails. Now, some of these aren't verified, so
120:56 Now, some of these aren't verified, so I'm probably going to have like much
120:57 I'm probably going to have like much higher bounce rates, but I feel like I
120:58 higher bounce rates, but I feel like I should probably concatenate these two
120:59 should probably concatenate these two now that I'm thinking about it into just
121:01 now that I'm thinking about it into just one email column, right? Basically, if
121:03 one email column, right? Basically, if they double up, then we won't put the
121:04 they double up, then we won't put the same info. Or maybe we will. Who knows?
121:06 same info. Or maybe we will. Who knows? Okay, let's add one more column. We'll
121:09 Okay, let's add one more column. We'll go
121:10 go emails. Okay, so I'm just going to
121:12 emails. Okay, so I'm just going to filter this. Just sort A to Z. Should
121:15 filter this. Just sort A to Z. Should have all the emails now sorted. I don't
121:17 have all the emails now sorted. I don't like how this looks, so let me just do
121:19 like how this looks, so let me just do some spreadsheet magic here. Um, I'm
121:21 some spreadsheet magic here. Um, I'm then going to cut this. Paste this in
121:24 then going to cut this. Paste this in here. Then we can actually just resort
121:27 here. Then we can actually just resort this based off a toz. Now we should have
121:30 this based off a toz. Now we should have all of the emails, right? Yes, we should
121:32 all of the emails, right? Yes, we should have some more emails here. Okay, cool.
121:33 have some more emails here. Okay, cool. I'm going to do the same for all the
121:34 I'm going to do the same for all the rest of these just to get some of those
121:36 rest of these just to get some of those um those bonus emails that I might have
121:37 um those bonus emails that I might have missed. I think that's
121:40 missed. I think that's important. Okay, so yeah, we just
121:42 important. Okay, so yeah, we just leveled up and got a few more email
121:44 leveled up and got a few more email addresses, which is nice. Now that we
121:45 addresses, which is nice. Now that we have all that stuff done, we should be
121:47 have all that stuff done, we should be able to do our icebreaker. Um, so why
121:49 able to do our icebreaker. Um, so why don't I just start with some leads here?
121:50 don't I just start with some leads here? I'll just do some manual ones. Let's
121:51 I'll just do some manual ones. Let's see. Let's do H. So, a couple things.
121:54 see. Let's do H. So, a couple things. I'm seeing some duplicates here. So, we
121:57 I'm seeing some duplicates here. So, we got to pre-process our thing. Uh,
121:59 got to pre-process our thing. Uh, actually, no, we don't. Sorry. instantly
122:00 actually, no, we don't. Sorry. instantly will automatically do this for us. But
122:02 will automatically do this for us. But now that I'm sorting these manually like
122:03 now that I'm sorting these manually like this, I could tell there's a fair number
122:05 this, I could tell there's a fair number of duplicates in here. The reason why
122:07 of duplicates in here. The reason why might be because we have different
122:08 might be because we have different emails. So, let me just double check
122:10 emails. So, let me just double check this. No, no, we can um dduplicate
122:20 this. So, columns to analyze. The only one that I really want is H email. Just
122:25 one that I really want is H email. Just remove all instances of duplicates under
122:26 remove all instances of duplicates under H.
122:32 So, looks like we had some duplicates. Might have just been because of how I
122:33 Might have just been because of how I processed that. Let me just double
122:35 processed that. Let me just double check. Same thing
122:45 here. Okay, let's now replace this just with some false or sorry, real data
122:50 with some false or sorry, real data here. Then we'll copy over the headline.
123:00 Then we'll do the employment history. Then we'll do the
123:02 history. Then we'll do the industry. Then we'll do the
123:05 industry. Then we'll do the city. Then we'll also do the country.
123:08 city. Then we'll also do the country. Okay. So basically I'm going to feed in
123:10 Okay. So basically I'm going to feed in this. And then I want some personalized
123:11 this. And then I want some personalized snippet as a result of this. So I wanted
123:13 snippet as a result of this. So I wanted to say something like
123:15 to say something like hey the reason this is valuable is you
123:17 hey the reason this is valuable is you can then make abbreviations as to the
123:19 can then make abbreviations as to the company. So instead of Maki agency we
123:21 company. So instead of Maki agency we could just say Maki which makes it seem
123:22 could just say Maki which makes it seem as if it's like custom written. We can
123:24 as if it's like custom written. We can also play around with like the
123:25 also play around with like the capitalization and stuff. I'm not going
123:26 capitalization and stuff. I'm not going to do that, but I'll say hey Anna. I'll
123:28 to do that, but I'll say hey Anna. I'll add two new lines here so it jumps down.
123:30 add two new lines here so it jumps down. And I'll say love what you're doing at
123:33 And I'll say love what you're doing at Maki. Also doing some outsourcing
123:37 Maki. Also doing some outsourcing offshoring right now. Wanted to run
123:39 offshoring right now. Wanted to run something by
123:41 something by you. Cool. That looks pretty good to me.
123:44 you. Cool. That looks pretty good to me. What are we getting from here? We're
123:45 What are we getting from here? We're getting it uh perceivably blunt with the
123:47 getting it uh perceivably blunt with the love what you're doing at Maki. We're
123:48 love what you're doing at Maki. We're also getting, you know, if somebody were
123:50 also getting, you know, if somebody were to scrape this, they would say
123:51 to scrape this, they would say something. I love what you're doing at
123:52 something. I love what you're doing at insert company name here, but it's just
123:54 insert company name here, but it's just maki. It seems a little bit more
123:55 maki. It seems a little bit more personalized. And then these this is
123:58 personalized. And then these this is like an exact variable outsourcing
124:00 like an exact variable outsourcing offshoring. So I don't know if I should
124:01 offshoring. So I don't know if I should really do this. So maybe I'll just say
124:03 really do this. So maybe I'll just say also doing some outsourcing right now.
124:06 also doing some outsourcing right now. Wanted to run something by that looks
124:07 Wanted to run something by that looks pretty good to me. Okay. So we have one
124:09 pretty good to me. Okay. So we have one example right now. So what I'm going to
124:10 example right now. So what I'm going to do now, keeping in mind this is an exact
124:13 do now, keeping in mind this is an exact duplicate of some data that's already in
124:15 duplicate of some data that's already in here. So, I'm just going to run this on
124:16 here. So, I'm just going to run this on three and then I'm going to see how good
124:18 three and then I'm going to see how good it is on three of my What is this? Is
124:21 it is on three of my What is this? Is this real estate or what did I do?
124:22 this real estate or what did I do? Websites
124:23 Websites or Just double check real estate. Okay,
124:27 or Just double check real estate. Okay, let's run three and let's see how this
124:28 let's run three and let's see how this goes. All right, we just finished three
124:31 goes. All right, we just finished three icebreaker
124:33 icebreaker generations. Notice Blue Edge in Boon
124:36 generations. Notice Blue Edge in Boon Beach. Been around South Florida real
124:37 Beach. Been around South Florida real estate, too. Wanted to run something
124:38 estate, too. Wanted to run something bad. That seems pretty realistic. Uh,
124:39 bad. That seems pretty realistic. Uh, it's not the worst. Okay, I don't really
124:42 it's not the worst. Okay, I don't really like that one. Okay. All right. Well, I
124:43 like that one. Okay. All right. Well, I mean like for the most part this is
124:44 mean like for the most part this is good, but it's not sticking to our
124:45 good, but it's not sticking to our formula. So, what I'm going to do is I'm
124:47 formula. So, what I'm going to do is I'm going to go down reduce the temperature
124:48 going to go down reduce the temperature drastically. Just have it try and stick
124:50 drastically. Just have it try and stick to the exact formula that I am doing
124:52 to the exact formula that I am doing here.
124:54 here. Okay. Use the the above
124:58 Okay. Use the the above format when constructing your ice
125:01 format when constructing your ice breakers. Let's run this again. Let's
125:03 breakers. Let's run this again. Let's see if this is a little bit better.
125:05 see if this is a little bit better. Location isn't super important.
125:08 Location isn't super important. just want
125:14 the okay this is perceivable like I'm not selling real estate but this is
125:16 not selling real estate but this is perceivably there's like a lot of heavy
125:18 perceivably there's like a lot of heavy on the implication here I'm working in
125:19 on the implication here I'm working in real estate around here right it's like
125:20 real estate around here right it's like well I'm not actually selling also a fan
125:22 well I'm not actually selling also a fan of finding the right fit okay well that
125:24 of finding the right fit okay well that kind of
125:25 kind of sucks if I got this I'd be like h I mean
125:29 sucks if I got this I'd be like h I mean real estate's a grind yeah know I don't
125:30 real estate's a grind yeah know I don't like this going to have to give it a
125:32 like this going to have to give it a couple more examples unfortunate but it
125:34 couple more examples unfortunate but it is what it is so I'm going to go over
125:36 is what it is so I'm going to go over here uh Uh, let me just adjust the
125:38 here uh Uh, let me just adjust the prompt a little
125:40 prompt a little bit. Maybe I'll just say make sure to
125:42 bit. Maybe I'll just say make sure to use the above
125:43 use the above format. Let's tweak this one more time.
125:46 format. Let's tweak this one more time. Let's see if that is sufficient to get
125:47 Let's see if that is sufficient to get us a three out of three on the score. If
125:49 us a three out of three on the score. If so, I'll scale it up. Do 10, and then
125:51 so, I'll scale it up. Do 10, and then I'll
126:02 Okay. Okay. No, no, no. One more thing. If you see the ability to make an
126:05 If you see the ability to make an acronym, if you see an opportunity to
126:07 acronym, if you see an opportunity to shorten the company name,
126:10 shorten the company name, say instead of XYZ
126:14 say instead of XYZ agency, do so wherever
126:17 agency, do so wherever possible. Say things like love AMS
126:21 possible. Say things like love AMS instead of love
126:23 instead of love AMS professional
126:25 AMS professional services. More examples.
126:39 Okay, that looks pretty good. And now let's just add one more example. So
126:41 let's just add one more example. So we're going to add two, right? One's
126:43 we're going to add two, right? One's going to be user with the example. The
126:44 going to be user with the example. The other one's going to be assistant. I'm
126:46 other one's going to be assistant. I'm going to map the user back up
126:58 here. Going to copy the assistant prompt. And now I'm just going to add
126:59 prompt. And now I'm just going to add one more user
127:01 one more user thing. Let's do this one
127:04 thing. Let's do this one here. This doesn't really give me too
127:06 here. This doesn't really give me too much information. So, let's maybe do
127:07 much information. So, let's maybe do this. Uh, let me just make sure the data
127:09 this. Uh, let me just make sure the data is formatted
127:12 is formatted right. Visionary agency leader. Oo,
127:15 right. Visionary agency leader. Oo, fancy. Wow.
127:18 fancy. Wow. Okay. I found that stuff funny. That's
127:20 Okay. I found that stuff funny. That's all. Okay. Uh, information technology
127:22 all. Okay. Uh, information technology and services. Then we had the location.
127:25 and services. Then we had the location. Dubai, United Arab Emirates.
127:28 Dubai, United Arab Emirates. Cool. And we'll say, "Hey, Adam, the
127:32 Cool. And we'll say, "Hey, Adam, the human tech agency." So, I should go,
127:35 human tech agency." So, I should go, "Hey,
127:42 Adam, what you doing?" The human tech agency. The human
127:46 doing?" The human tech agency. The human tech. Let me just see if there's
127:58 Let's take a peek at this. Oh, guys. Okay. Well, this guy's actually pretty
128:01 Okay. Well, this guy's actually pretty huge. I was
128:04 huge. I was uh kind of crapping all over it
128:07 uh kind of crapping all over it because visionary. Yeah. Wow. No, for
128:10 because visionary. Yeah. Wow. No, for sure. The human tech
128:38 see. Just getting an agency off the ground. Wanted to run something by you.
128:40 ground. Wanted to run something by you. Cool. That's
128:42 Cool. That's plausible. Now, let's give this a go on
128:44 plausible. Now, let's give this a go on the top three
128:46 the top three hits. Okay, first result was much
128:49 hits. Okay, first result was much better. Hey, Aaron. Love Blue Edge. Also
128:50 better. Hey, Aaron. Love Blue Edge. Also in real estate down here. I want to run
128:52 in real estate down here. I want to run something by you. That's super cool.
128:54 something by you. That's super cool. We've now finished the other
128:56 We've now finished the other two. Don't like that it says elevation
128:58 two. Don't like that it says elevation real estate. Also found of the San Fran
129:00 real estate. Also found of the San Fran market. Wanted to run something by Yeah,
129:01 market. Wanted to run something by Yeah, that's not ideal, but it's honestly it's
129:03 that's not ideal, but it's honestly it's not the
129:04 not the worst. So, what we're going to do is
129:06 worst. So, what we're going to do is we're just going to force it to make
129:08 we're just going to force it to make acronyms or not acronyms, shorten the
129:10 acronyms or not acronyms, shorten the names a lot
129:19 more. We'll say shorten the company name wherever possible. Say XYZ
129:23 wherever possible. Say XYZ agency. XYZ
129:34 agency. Do the same with locations. San Fran instead of San
129:37 Fran instead of San Francisco, BC
129:39 Francisco, BC instead of British Columbia etc. Cool.
129:44 instead of British Columbia etc. Cool. All right. Now that I've done this, what
129:45 All right. Now that I've done this, what we need is we need one more to update a
129:47 we need is we need one more to update a row. And then what we're going to do is
129:48 row. And then what we're going to do is we're just going to go down this and
129:49 we're just going to go down this and then add icebreaker right over here.
129:51 then add icebreaker right over here. Okay. We're going to do this for real
129:52 Okay. We're going to do this for real estate first. Then we'll do this for
129:53 estate first. Then we'll do this for websites and then we'll do this for that
129:54 websites and then we'll do this for that other um yeah. So let me add the ID of
129:58 other um yeah. So let me add the ID of this
129:59 this sheet right over here. Going to call
130:02 sheet right over here. Going to call this real_ate. The row number I'm going
130:05 this real_ate. The row number I'm going to grab from
130:06 to grab from this. Then the column range we're just
130:09 this. Then the column range we're just going to go A to
130:11 going to go A to Z. Okay. What do we want to update?
130:13 Z. Okay. What do we want to update? Column I. The only thing we want to
130:14 Column I. The only thing we want to update with column I is the result
130:16 update with column I is the result icebreaker. Okay, so now I have these
130:19 icebreaker. Okay, so now I have these three. I'm going to give it one more
130:21 three. I'm going to give it one more test to see if it updates the column
130:23 test to see if it updates the column correctly. Cool. Looks fantastic. Now
130:26 correctly. Cool. Looks fantastic. Now that this is done, I'm just going to add
130:27 that this is done, I'm just going to add one more step here, which is a filter.
130:29 one more step here, which is a filter. I'm going to filter to make sure that
130:30 I'm going to filter to make sure that the icebreaker column is
130:32 the icebreaker column is empty. So, um, only return rows where
130:35 empty. So, um, only return rows where the icebreaker does not exist. Then I'm
130:37 the icebreaker does not exist. Then I'm now going to go I don't know how many we
130:39 now going to go I don't know how many we realistically want to do. Well, I guess
130:42 realistically want to do. Well, I guess we just do all of them, right? So, I'm
130:44 we just do all of them, right? So, I'm just going to go back here and then
130:46 just going to go back here and then yeah, we're just going to run it. Um, so
130:48 yeah, we're just going to run it. Um, so we're just going to try and go through
130:49 we're just going to try and go through all the way from the top to bottom of
130:50 all the way from the top to bottom of this whole sheet, which is going to be
130:51 this whole sheet, which is going to be about a thousand records, which should
130:52 about a thousand records, which should take us realistically like I don't know,
130:54 take us realistically like I don't know, a few minutes. Just returned. Now, we're
130:57 a few minutes. Just returned. Now, we're pumping through one, two, three, might
131:00 pumping through one, two, three, might take us a little bit longer than that
131:01 take us a little bit longer than that actually. Thousand rows, maybe about 1
131:03 actually. Thousand rows, maybe about 1 second per row. Might take us uh yeah,
131:06 second per row. Might take us uh yeah, about like 15 minutes or so. So, while
131:08 about like 15 minutes or so. So, while this is running, what I can actually do
131:10 this is running, what I can actually do is I could just copy this and run this
131:11 is I could just copy this and run this three times. So I could just do it all
131:13 three times. So I could just do it all simultaneously. Now I'm doing this
131:15 simultaneously. Now I'm doing this manually. You really you do not have to
131:17 manually. You really you do not have to be doing this manually. You can
131:18 be doing this manually. You can absolutely just automate this by pulling
131:20 absolutely just automate this by pulling some system that um just does it all
131:23 some system that um just does it all kind of sheet by sheet. You know,
131:25 kind of sheet by sheet. You know, iterate all the sheets and then run it
131:26 iterate all the sheets and then run it one row at a time. But I'm just on
131:28 one row at a time. But I'm just on something of a time crunch today. So
131:30 something of a time crunch today. So obviously I want to do this quickly. I'm
131:32 obviously I want to do this quickly. I'm just going to create three scenarios.
131:34 just going to create three scenarios. One for each of these. One will be
131:36 One for each of these. One will be icebreaker videography. Another one will
131:38 icebreaker videography. Another one will be website design or website agency.
131:41 be website design or website agency. Then I'm just going to copy these three
131:43 Then I'm just going to copy these three and I'm actually going to run them all.
131:45 and I'm actually going to run them all. Now I can do this simply because I have
131:47 Now I can do this simply because I have a lot of token rate limit. I have a very
131:50 a lot of token rate limit. I have a very high rate limit. Not a lot of other
131:52 high rate limit. Not a lot of other people can because their rate limits
131:54 people can because their rate limits aren't as high as mine, but I can
131:55 aren't as high as mine, but I can actually like feasibly run three of
131:56 actually like feasibly run three of these. So one simultaneously with the
131:58 these. So one simultaneously with the other two. Then I can just go through
131:59 other two. Then I can just go through all of them generating the ice breakers.
132:02 all of them generating the ice breakers. So let's just double check that that
132:03 So let's just double check that that looks good. Then we'll just go over
132:06 looks good. Then we'll just go over here, double check that that looks good.
132:08 here, double check that that looks good. Cool. And then I'm just going to make
132:09 Cool. And then I'm just going to make sure that all of these columns are good.
132:10 sure that all of these columns are good. Icebreaker. Icebreaker. Icebreaker.
132:12 Icebreaker. Icebreaker. Icebreaker. Nice. We should now just be able to send
132:14 Nice. We should now just be able to send it. So, I'm going to do one. I'll do
132:16 it. So, I'm going to do one. I'll do another. I'll do another one. And let's
132:19 another. I'll do another one. And let's see how we're doing. Yep, these are all
132:21 see how we're doing. Yep, these are all now running simultaneously. So, I should
132:23 now running simultaneously. So, I should be able to do all 3,000 if you think
132:25 be able to do all 3,000 if you think about it. Um, in about 15 minutes or so
132:27 about it. Um, in about 15 minutes or so instead. All right, just grabbed a cup
132:29 instead. All right, just grabbed a cup of coffee. I'm ready to go. While these
132:31 of coffee. I'm ready to go. While these are generating the rest of the ice
132:33 are generating the rest of the ice breakers, which by the way, we could see
132:35 breakers, which by the way, we could see if we just go to any one of these
132:36 if we just go to any one of these sheets. You can see these are filling in
132:38 sheets. You can see these are filling in as we go along. I'm doing the
132:39 as we go along. I'm doing the alphabetical order, which is why it's
132:40 alphabetical order, which is why it's Dennis, Dennis, Derek, Tzita, so on and
132:42 Dennis, Dennis, Derek, Tzita, so on and so forth. While all this stuff is
132:44 so forth. While all this stuff is happening, let's head over to Instantly
132:45 happening, let's head over to Instantly and make these campaigns. I'm just going
132:46 and make these campaigns. I'm just going to call this one the title of this
132:48 to call this one the title of this video. That looks good. Click continue.
132:51 video. That looks good. Click continue. Now, we have the Instantly campaign up
132:53 Now, we have the Instantly campaign up and running. Instantly is the service
132:54 and running. Instantly is the service we're using to send the cold emails just
132:55 we're using to send the cold emails just to make sure everybody's on the same
132:56 to make sure everybody's on the same page. Very quick and easy to get up and
132:58 page. Very quick and easy to get up and running with this. If I just show you
133:00 running with this. If I just show you guys the email accounts, you'll see that
133:02 guys the email accounts, you'll see that I purchased a bunch of pre-warmed email
133:04 I purchased a bunch of pre-warmed email accounts using their pre-warmed inbox
133:06 accounts using their pre-warmed inbox feature. The benefit to this is it just
133:07 feature. The benefit to this is it just takes me zero time to get up and
133:09 takes me zero time to get up and running. So instead of me having to
133:10 running. So instead of me having to spend two or three weeks warming up
133:11 spend two or three weeks warming up emails. I just clicked one button, spent
133:14 emails. I just clicked one button, spent a little bit of additional money, and
133:15 a little bit of additional money, and then got myself these pre-warmed ones.
133:17 then got myself these pre-warmed ones. They sell out of these pretty quick. So
133:19 They sell out of these pretty quick. So if you guys want them, definitely just
133:20 if you guys want them, definitely just head over here, select one of them, and
133:22 head over here, select one of them, and then uh you know, buy both the domain
133:25 then uh you know, buy both the domain and then also get the email addresses
133:27 and then also get the email addresses here. We're seeing a trend where female
133:29 here. We're seeing a trend where female names perform better than male names,
133:31 names perform better than male names, which is why there's so many females
133:32 which is why there's so many females like Britney, Kimberly, Allison,
133:34 like Britney, Kimberly, Allison, Caroline, Hazel, so on and so forth. So,
133:35 Caroline, Hazel, so on and so forth. So, if you see any of that and you're
133:36 if you see any of that and you're wondering, you know what the hell I want
133:37 wondering, you know what the hell I want a guy name, then don't sweat it. The way
133:39 a guy name, then don't sweat it. The way that you work with these, it's a
133:40 that you work with these, it's a different name, right? It's Audrey, it's
133:42 different name, right? It's Audrey, it's Britney, it's Brooke, it's Carly, it's
133:43 Britney, it's Brooke, it's Carly, it's Elizabeth. The reason why it's all these
133:45 Elizabeth. The reason why it's all these different names is because instantly had
133:47 different names is because instantly had to purchase the email inboxes ahead of
133:49 to purchase the email inboxes ahead of time and warm them all up for us, right?
133:50 time and warm them all up for us, right? So, a big issue that a lot of beginners
133:51 So, a big issue that a lot of beginners think is, well, like, dude, this isn't
133:52 think is, well, like, dude, this isn't me. This is Britney. This says Carly.
133:54 me. This is Britney. This says Carly. That's all right. You have total
133:55 That's all right. You have total plausible deniability when you send out
133:57 plausible deniability when you send out the outreach. The important thing is not
133:58 the outreach. The important thing is not necessarily what the first name and last
134:00 necessarily what the first name and last name on the email address is. The
134:02 name on the email address is. The important thing is like in practice, you
134:04 important thing is like in practice, you will send outreach, people will be
134:05 will send outreach, people will be interested in wanting to work with you
134:07 interested in wanting to work with you and then you get them on a call and then
134:09 and then you get them on a call and then you'll show up on the call and they'll
134:10 you'll show up on the call and they'll just assume that it's either like a
134:12 just assume that it's either like a misspelling of your name or it's
134:13 misspelling of your name or it's somebody else in the organization or
134:14 somebody else in the organization or whatever. So you guys don't actually
134:15 whatever. So you guys don't actually have to worry about that if you end up
134:16 have to worry about that if you end up doing the pre-warm mailbox route like I
134:18 doing the pre-warm mailbox route like I did. But you know, you also don't have
134:19 did. But you know, you also don't have to do the pre-warm mailbox route. You
134:20 to do the pre-warm mailbox route. You could do something else. Anyway, let's
134:22 could do something else. Anyway, let's actually spin this up. So I'm going to
134:23 actually spin this up. So I'm going to go to sequences now. Sort of have like a
134:25 go to sequences now. Sort of have like a four-step copyrightiting, you know,
134:27 four-step copyrightiting, you know, structure for this and I'll run you guys
134:28 structure for this and I'll run you guys through it all line by line. But I also
134:30 through it all line by line. But I also want you guys to know that I'm going to
134:31 want you guys to know that I'm going to pull some of the templates directly from
134:32 pull some of the templates directly from Maker School and then I'm just going to
134:33 Maker School and then I'm just going to make some slight edits to them because
134:34 make some slight edits to them because the way that I like to do things is I
134:36 the way that I like to do things is I like to just operate off of templates
134:37 like to just operate off of templates wherever possible. Like I've already
134:39 wherever possible. Like I've already built the wheel a bunch of times. No
134:40 built the wheel a bunch of times. No need for me to rebuild the wheel. Just
134:41 need for me to rebuild the wheel. Just same thing with you. If templates exist
134:43 same thing with you. If templates exist that do 90% of what you want to do, just
134:44 that do 90% of what you want to do, just start with those templates and then you
134:46 start with those templates and then you just 10x your leverage, right? You got
134:47 just 10x your leverage, right? You got to go from 90 to 100% as opposed to zero
134:50 to go from 90 to 100% as opposed to zero to 100. So, you know, now that we've set
134:52 to 100. So, you know, now that we've set up our lead generation infrastructure,
134:54 up our lead generation infrastructure, let's just do this and not knock over my
134:56 let's just do this and not knock over my cup of coffee. Time to create an
134:58 cup of coffee. Time to create an irresistible offer using my copyrighting
135:00 irresistible offer using my copyrighting formula. Hell to the yeah. Let us go to
135:04 formula. Hell to the yeah. Let us go to Maker School. I'm go down to my
135:06 Maker School. I'm go down to my classroom and then I think the templates
135:09 classroom and then I think the templates I'm looking for a month four. Yeah, here
135:10 I'm looking for a month four. Yeah, here we go. There's a bunch of instantly
135:12 we go. There's a bunch of instantly templates. These are the exact templates
135:14 templates. These are the exact templates that I've used on a number of campaigns.
135:16 that I've used on a number of campaigns. You'll see that my uh my rates weren't
135:17 You'll see that my uh my rates weren't tremendous on these. Like, you know,
135:19 tremendous on these. Like, you know, this one at a 4.8% reply rate still made
135:21 this one at a 4.8% reply rate still made me tons of money. This one down here was
135:23 me tons of money. This one down here was a little bit better, 11.6, but this
135:25 a little bit better, 11.6, but this wasn't directly as monetary, so it made
135:26 wasn't directly as monetary, so it made me about the same. This one maybe 6.1%
135:28 me about the same. This one maybe 6.1% reply rate. This one is um probably what
135:30 reply rate. This one is um probably what I'm going to use for a couple of these.
135:32 I'm going to use for a couple of these. But what I'm going to do to start is I'm
135:33 But what I'm going to do to start is I'm just going to copy over one of these
135:34 just going to copy over one of these campaigns. And then I'm going to worry
135:35 campaigns. And then I'm going to worry about, you know, touching it up and
135:36 about, you know, touching it up and making it look really sexy after. Okay,
135:38 making it look really sexy after. Okay, this is going to be one. And actually, I
135:40 this is going to be one. And actually, I should probably create one campaign for
135:41 should probably create one campaign for each, right? So, I need to rename the
135:43 each, right? So, I need to rename the campaign. So, what I'm going to do is
135:44 campaign. So, what I'm going to do is I'm going to duplicate this one more
135:45 I'm going to duplicate this one more time. This one will
135:48 time. This one will be real estate.
135:51 be real estate. Okay. This other one here,
135:54 Okay. This other one here, videography. Then this last one here is
135:57 videography. Then this last one here is going to be
135:58 going to be website. Okay, now I have three
136:00 website. Okay, now I have three different campaigns. This is valuable
136:02 different campaigns. This is valuable because we're going to have three
136:03 because we're going to have three different audiences, right? And once I
136:04 different audiences, right? And once I have that, now I can go through and
136:06 have that, now I can go through and actually I'll open up three tabs. One,
136:08 actually I'll open up three tabs. One, two, three. Then I'm just going to copy
136:10 two, three. Then I'm just going to copy this over. I'm going to go to sequences,
136:12 this over. I'm going to go to sequences, paste, sequences, paste, sequences,
136:15 paste, sequences, paste, sequences, paste. Cool. So now I have like a
136:16 paste. Cool. So now I have like a starter sequence. This is real estate.
136:18 starter sequence. This is real estate. This one's videography. This one's
136:19 This one's videography. This one's website agency. So now I just need to,
136:21 website agency. So now I just need to, you know, change the language and
136:22 you know, change the language and whatnot. And I'm also just going to do a
136:23 whatnot. And I'm also just going to do a little bit of copyrightiting. So, when I
136:25 little bit of copyrightiting. So, when I designed this template, it was before
136:27 designed this template, it was before ice breakers and personalization were a
136:28 ice breakers and personalization were a thing, which is why um we're seeing, you
136:31 thing, which is why um we're seeing, you know, I found you on LinkedIn. I thought
136:32 know, I found you on LinkedIn. I thought I'd reach out. So, realistically, this
136:33 I'd reach out. So, realistically, this section over here, this is going to be
136:34 section over here, this is going to be replaced with the icebreaker. Back in
136:36 replaced with the icebreaker. Back in the day, you didn't actually have the
136:38 the day, you didn't actually have the ability to do this, right? Or if you
136:40 ability to do this, right? Or if you did, it was like very minimal or not
136:42 did, it was like very minimal or not very good. So, you used to have to imply
136:44 very good. So, you used to have to imply a bunch of things. Nowadays, you don't
136:46 a bunch of things. Nowadays, you don't actually have to imply as much. You
136:47 actually have to imply as much. You could um get away with like some sort of
136:49 could um get away with like some sort of AI personalization to make it seem like
136:50 AI personalization to make it seem like you've done some research on them, which
136:51 you've done some research on them, which they like. Anyway, in terms of the
136:53 they like. Anyway, in terms of the four-step copyrightiting process, the
136:54 four-step copyrightiting process, the the very first thing that I like to do
136:55 the very first thing that I like to do is I like to answer the question, um, is
136:57 is I like to answer the question, um, is this spam? So, the quickest and easiest
137:00 this spam? So, the quickest and easiest way to answer the question, is this
137:01 way to answer the question, is this spam? Is you just give them some
137:03 spam? Is you just give them some personalization up front? That's what
137:04 personalization up front? That's what this first section is going to be. Okay.
137:06 this first section is going to be. Okay. The second question is going to be like,
137:08 The second question is going to be like, okay, so who are you? If it's not spam,
137:11 okay, so who are you? If it's not spam, it's like, all right, we verified that.
137:12 it's like, all right, we verified that. So, who the hell are you? And that's
137:14 So, who the hell are you? And that's what this section over here answers. And
137:16 what this section over here answers. And this is just sort of putting yourself in
137:17 this is just sort of putting yourself in the the mindset of the prospect, right?
137:20 the the mindset of the prospect, right? The third one is why does it matter to
137:22 The third one is why does it matter to me? Okay, and why it matters is because
137:24 me? Okay, and why it matters is because well I'm not just some random guy. Okay,
137:25 well I'm not just some random guy. Okay, it matters because I made people a ton
137:27 it matters because I made people a ton of money with this before. Then the
137:29 of money with this before. Then the fourth one is okay well then what
137:32 fourth one is okay well then what next? Right? Like now that we verified
137:34 next? Right? Like now that we verified all this, what do we what do we do after
137:36 all this, what do we what do we do after this? Well, uh what we do after this is
137:39 this? Well, uh what we do after this is we have some sort of offer or call to
137:40 we have some sort of offer or call to action. Offer and call to action. Okay,
137:43 action. Offer and call to action. Okay, simple four-step copyrighting formula.
137:45 simple four-step copyrighting formula. Don't feel like you have to copy my
137:46 Don't feel like you have to copy my exact wording here or anything. As long
137:48 exact wording here or anything. As long as you just follow the structure, show
137:50 as you just follow the structure, show them that it's not spam by personalizing
137:51 them that it's not spam by personalizing it. Answer the who are you question and
137:54 it. Answer the who are you question and make it seem like it's you talking to
137:55 make it seem like it's you talking to them, not a faceless company talking to
137:56 them, not a faceless company talking to them. Justify why you're reaching out by
137:58 them. Justify why you're reaching out by basically saying, "Well, I made all this
137:59 basically saying, "Well, I made all this money for other people or I've added all
138:00 money for other people or I've added all this value to other companies." Then
138:02 this value to other companies." Then finally, what next? Down at the bottom.
138:04 finally, what next? Down at the bottom. As long as you do this, you have four
138:05 As long as you do this, you have four steps, you're you're pretty good, I
138:06 steps, you're you're pretty good, I would say, in most cases. So now I'm
138:08 would say, in most cases. So now I'm just going to go through and I'm just
138:09 just going to go through and I'm just going to make some adjustments to it.
138:10 going to make some adjustments to it. I'm going to throw in some of my own
138:12 I'm going to throw in some of my own little spin and magic. And then after
138:14 little spin and magic. And then after that, I'm going to split test this with
138:15 that, I'm going to split test this with another one of myh sequences. Okay.
138:17 another one of myh sequences. Okay. Okay. So my real estate system is some
138:19 Okay. So my real estate system is some sort of B2C system. So I just need an
138:21 sort of B2C system. So I just need an offer for a B TOC system with some sort
138:23 offer for a B TOC system with some sort of deliverable. So what I'll probably
138:25 of deliverable. So what I'll probably say is let's just make sure the
138:27 say is let's just make sure the icebreaker is good. So something like
138:29 icebreaker is good. So something like this. Hey Dennis Lrada also work in real
138:31 this. Hey Dennis Lrada also work in real estate in St. George. Wanted to run
138:32 estate in St. George. Wanted to run something by you. Okay. Implication is
138:34 something by you. Okay. Implication is I'm working in real estate. So it could
138:35 I'm working in real estate. So it could be that I'm selling to real estate
138:37 be that I'm selling to real estate agents. It could be that I am a real
138:38 agents. It could be that I am a real estate agent myself. Whatever I'm doing,
138:39 estate agent myself. Whatever I'm doing, I'm just getting the click and that's
138:41 I'm just getting the click and that's all that matters. Now that we've gotten
138:42 all that matters. Now that we've gotten the click, I need to identify myself. So
138:44 the click, I need to identify myself. So if I had something like this, what would
138:45 if I had something like this, what would my copy be really? wanted to run
138:46 my copy be really? wanted to run something by you. I'm just getting up
138:48 something by you. I'm just getting up and running. Okay, I'm just going to
138:50 and running. Okay, I'm just going to play around with it and we'll figure
138:51 play around with it and we'll figure something out. Okay, first campaign
138:54 something out. Okay, first campaign looks good. Hey, name love whatever.
138:56 looks good. Hey, name love whatever. Also working in whatever and whatever.
138:58 Also working in whatever and whatever. Wanted to run some bio. I'm new to the
138:59 Wanted to run some bio. I'm new to the buy side. Put something interesting
139:00 buy side. Put something interesting together a few months ago that works
139:01 together a few months ago that works well. To make a long story short, this
139:02 well. To make a long story short, this outreach system that uses AI to generate
139:04 outreach system that uses AI to generate buyer leads around 30 per month on
139:05 buyer leads around 30 per month on average cost just a few cents to run. I
139:07 average cost just a few cents to run. I ran it for similar position agent in SD.
139:09 ran it for similar position agent in SD. I'm leaving this um intentionally vague
139:11 I'm leaving this um intentionally vague and we made 125K in a little over a
139:13 and we made 125K in a little over a week. This is real. I know this is
139:15 week. This is real. I know this is completely out of left field, but I'm
139:16 completely out of left field, but I'm fairly confident we could do something
139:17 fairly confident we could do something similar. Just want to see if there's
139:18 similar. Just want to see if there's interest. You're one of the first agents
139:19 interest. You're one of the first agents I found looking into it. Would this be
139:20 I found looking into it. Would this be of value to it all? Wouldn't cost you
139:21 of value to it all? Wouldn't cost you anything. I'd pay for it all myself up
139:23 anything. I'd pay for it all myself up front. If you're open, we could work out
139:24 front. If you're open, we could work out some sort of deal, but up to you. Let me
139:25 some sort of deal, but up to you. Let me know your thoughts when you have a sec.
139:26 know your thoughts when you have a sec. Thanks. Sending account name. So, yeah,
139:28 Thanks. Sending account name. So, yeah, a couple things. I mean, I don't know if
139:30 a couple things. I mean, I don't know if this is going to work. We're going to
139:31 this is going to work. We're going to try to I think it'll work. I've ran some
139:33 try to I think it'll work. I've ran some campaigns like this before and it's
139:34 campaigns like this before and it's worked. But, uh, the key in my humble
139:36 worked. But, uh, the key in my humble opinion is to just make it seem like you
139:37 opinion is to just make it seem like you are writing directly to the other
139:38 are writing directly to the other person. You're not like putting them in
139:40 person. You're not like putting them in a sequence. You wanted to make it seem
139:42 a sequence. You wanted to make it seem very informal and like plausibly
139:44 very informal and like plausibly deniable and hey, I was just looking
139:47 deniable and hey, I was just looking into your stuff and I wanted to run
139:49 into your stuff and I wanted to run something by you, see if there might be
139:50 something by you, see if there might be interest, right? That's basically the
139:52 interest, right? That's basically the vibe. Obviously, it helps when you have
139:53 vibe. Obviously, it helps when you have some social proof. So, I have social
139:54 some social proof. So, I have social proof. I've run a very similar sort of
139:56 proof. I've run a very similar sort of campaign once for buyer agent and SD.
139:58 campaign once for buyer agent and SD. So, that's pretty cool. Made a ton of
140:00 So, that's pretty cool. Made a ton of money very very quickly for them, not
140:02 money very very quickly for them, not for me. I way underpriced. But yeah, you
140:04 for me. I way underpriced. But yeah, you know, if you don't have something like
140:05 know, if you don't have something like this, then obviously that's one of the
140:06 this, then obviously that's one of the reasons why at the beginning when I said
140:07 reasons why at the beginning when I said pick a niche, you know, do you have
140:08 pick a niche, you know, do you have niches that you guys have some sort of
140:09 niches that you guys have some sort of experience and some sort of
140:10 experience and some sort of accomplishment, some sort of unique
140:12 accomplishment, some sort of unique advantage. So yeah, I'm just going to
140:13 advantage. So yeah, I'm just going to copy this over and I'm going to do a
140:15 copy this over and I'm going to do a very similar campaign for the other two.
140:16 very similar campaign for the other two. One of the reasons why I always
140:17 One of the reasons why I always recommend picking three niches is
140:18 recommend picking three niches is because once you've done the work for
140:19 because once you've done the work for one, you just multiply the effort for
140:21 one, you just multiply the effort for the other two. So let me do something
140:22 the other two. So let me do something similar now for videography for a
140:23 similar now for videography for a product and then I'll finally do one for
140:25 product and then I'll finally do one for website agencies as well. Okay, similar
140:27 website agencies as well. Okay, similar vibes. I actually used to run a
140:28 vibes. I actually used to run a videography company in Vancouver, BC,
140:31 videography company in Vancouver, BC, and I scaled it to about 10,000 bucks a
140:33 and I scaled it to about 10,000 bucks a month. Now, I didn't use this system to
140:35 month. Now, I didn't use this system to get all of that revenue. In fact, I I
140:37 get all of that revenue. In fact, I I experimented with a similar system, but
140:39 experimented with a similar system, but obviously it wasn't the same system. So,
140:40 obviously it wasn't the same system. So, we're going heavy on the implication
140:41 we're going heavy on the implication here. But, you know, again, we're using
140:43 here. But, you know, again, we're using the plausible deniability. Hey, I put
140:44 the plausible deniability. Hey, I put something interesting together a few
140:45 something interesting together a few months ago that works well. To make a
140:46 months ago that works well. To make a long story short, it is blank, right?
140:48 long story short, it is blank, right? It's an outreach system uses and I find
140:49 It's an outreach system uses and I find people hiring videographers agencies and
140:51 people hiring videographers agencies and then pitches them. Cost just a few cents
140:52 then pitches them. Cost just a few cents to run. All of this is true. Obviously,
140:54 to run. All of this is true. Obviously, when they work with me, it's not going
140:55 when they work with me, it's not going to cost them a few cents cuz they're
140:56 to cost them a few cents cuz they're going to pay me for it. But the actual
140:57 going to pay me for it. But the actual system costs a few cents. And then, you
140:59 system costs a few cents. And then, you know, I'm kind of leveraging the listen,
141:00 know, I'm kind of leveraging the listen, I know this is totally wild, but right,
141:03 I know this is totally wild, but right, which I find some self-deprecation is
141:05 which I find some self-deprecation is pretty valuable. You know, it just makes
141:06 pretty valuable. You know, it just makes things seem realer when you can insert
141:08 things seem realer when you can insert like a sliver of almost doubt, right?
141:10 like a sliver of almost doubt, right? Kind of clean. So, that's the
141:11 Kind of clean. So, that's the videography one. That one took me like,
141:12 videography one. That one took me like, you know, 30 extra seconds to put
141:14 you know, 30 extra seconds to put together. This is going to be the
141:15 together. This is going to be the website agency. So, this is going to be
141:17 website agency. So, this is going to be really similar system, I think. Man,
141:19 really similar system, I think. Man, I've done the exact same thing for all
141:20 I've done the exact same thing for all of these niches, haven't I? Good god,
141:22 of these niches, haven't I? Good god, I've worked in a lot of niches. I used
141:23 I've worked in a lot of niches. I used to run a website design agency. is like
141:25 to run a website design agency. is like your classic digital marketing agency,
141:27 your classic digital marketing agency, but we did websites. So, I can I can get
141:28 but we did websites. So, I can I can get away with saying that, you know, I've
141:30 away with saying that, you know, I've run similar systems for myself, too.
141:32 run similar systems for myself, too. That's pretty funny. You know, I got to
141:33 That's pretty funny. You know, I got to be honest, after you've worked with one
141:34 be honest, after you've worked with one agency, you've worked with a lot of
141:36 agency, you've worked with a lot of them. You've worked with a lot of them.
141:38 them. You've worked with a lot of them. Very similar. Okay. Anyway, so please
141:40 Very similar. Okay. Anyway, so please bear with me, but I put something
141:42 bear with me, but I put something interesting a few months ago that works
141:43 interesting a few months ago that works well. To make a long story short, it's
141:44 well. To make a long story short, it's an outreach system that uses AI to find
141:46 an outreach system that uses AI to find people hiring website devs, then pitches
141:49 people hiring website devs, then pitches them around 30, then pitches them
142:09 templates actually makes them the demo website run high converting. I ran
142:13 website run high converting. I ran something similar for myself back when I
142:16 something similar for myself back when I ran a site agency.
142:19 ran a site agency. This was in Vancouver,
142:21 This was in Vancouver, BC around 5 years ago and it got to the
142:24 BC around 5 years ago and it got to the point where we're making well this is
142:26 point where we're making well this is well over 10,000 bucks per month. No,
142:28 well over 10,000 bucks per month. No, this is completely out of left field but
142:29 this is completely out of left field but I'm fairly confident we could do
142:29 I'm fairly confident we could do something similar. Just wanted to see if
142:30 something similar. Just wanted to see if there's interest. You're one of the
142:31 there's interest. You're one of the first people I found when looking into
142:32 first people I found when looking into it. Would this be a value at all?
142:33 it. Would this be a value at all? Wouldn't cost anything blah blah blah
142:35 Wouldn't cost anything blah blah blah blah. Cool. That's sweet. Awesome. So,
142:39 blah. Cool. That's sweet. Awesome. So, that's some campaign variant number one.
142:41 that's some campaign variant number one. What I'm going to do now is I'm going to
142:42 What I'm going to do now is I'm going to add an additional variant. Okay. And
142:45 add an additional variant. Okay. And this additional variant is now going to
142:46 this additional variant is now going to pitch like a fundamentally different
142:47 pitch like a fundamentally different thing, fundamentally different offer.
142:48 thing, fundamentally different offer. And I'm just going to run all these side
142:50 And I'm just going to run all these side by side. So, what am I going to do for
142:51 by side. So, what am I going to do for this one? I think I'm going to use this
142:52 this one? I think I'm going to use this one here, which is this longshot
142:56 one here, which is this longshot creative agency campaign. I really like
142:57 creative agency campaign. I really like this one. This one was really neat. And
142:59 this one. This one was really neat. And then I think for this one, I'm going to
143:00 then I think for this one, I'm going to weave in um my own social proof, my own
143:02 weave in um my own social proof, my own like YouTube channel, cuz uh you know,
143:04 like YouTube channel, cuz uh you know, it's obviously very big dick if you
143:06 it's obviously very big dick if you could say I have a YouTube channel which
143:07 could say I have a YouTube channel which has several tens of thousands of
143:08 has several tens of thousands of subscribers. People really like that.
143:10 subscribers. People really like that. Okay. Follow-up reactivation system.
143:11 Okay. Follow-up reactivation system. That looks pretty cool. This is going to
143:13 That looks pretty cool. This is going to be the real estate one. So, we'll have
143:15 be the real estate one. So, we'll have some personalization, which uh in this
143:17 some personalization, which uh in this case is going to be an icebreaker. Let
143:18 case is going to be an icebreaker. Let me just make sure that's
143:19 me just make sure that's right. Checking in on my system here.
143:22 right. Checking in on my system here. We've actually now finished and wrapped
143:23 We've actually now finished and wrapped up all of them. I think this one is just
143:25 up all of them. I think this one is just hanging. That might be a bug, but that's
143:27 hanging. That might be a bug, but that's good. Let's now put some stuff in there.
143:30 good. Let's now put some stuff in there. Okay. Personalization. It is a long
143:32 Okay. Personalization. It is a long shot, but I work specifically with real
143:34 shot, but I work specifically with real estate agencies.
143:36 estate agencies. Basically, I make custom follow-up
143:39 Basically, I make custom follow-up systems, AI follow-up systems that
143:42 systems, AI follow-up systems that nurture old leads on both the buy side,
143:45 nurture old leads on both the buy side, sell side. I I run an Instagram channel
143:48 sell side. I I run an Instagram channel that just hit 100,000. We're talking
143:50 that just hit 100,000. We're talking about stuff like this. I know this is a
143:52 about stuff like this. I know this is a long shot, but I work specifically with
143:53 long shot, but I work specifically with real estate agencies. Basically, I make
143:55 real estate agencies. Basically, I make custom AF follow-up systems that nurture
143:56 custom AF follow-up systems that nurture old leads on both the buy side, sell
143:58 old leads on both the buy side, sell side. I run an IG channel that just hit
144:00 side. I run an IG channel that just hit 100K followers talking about stuff like
144:02 100K followers talking about stuff like this. There are a lot of agents picking
144:04 this. There are a lot of agents picking this up right now. This will be my
144:06 this up right now. This will be my social proof right now and I've
144:09 social proof right now and I've personally helped a
144:12 personally helped a few
144:13 few scale their monthly sales. Oh, I don't
144:16 scale their monthly sales. Oh, I don't know any off the top of my head. It's
144:18 know any off the top of my head. It's going to be tough. I'm probably going to
144:19 going to be tough. I'm probably going to have to find that out later. Like go
144:21 have to find that out later. Like go through maker school or make money with
144:22 through maker school or make money with make and see what sort of numbers have
144:23 make and see what sort of numbers have helped people. But I imagine it's
144:25 helped people. But I imagine it's probably at least five figures. Anyway,
144:27 probably at least five figures. Anyway, am fully aware we haven't talked prior
144:30 am fully aware we haven't talked prior to this. I think you'll probably think
144:32 to this. I think you'll probably think this is
144:33 this is called outreach I looked into. I think
144:36 called outreach I looked into. I think I'll borrow a section from the previous
144:46 one. Outreach I looked into. To be frank, you were one of the first agents
144:47 frank, you were one of the first agents I found when looking into it and into
144:50 I found when looking into it and into it, but I think you'd be a good fit.
144:53 it, but I think you'd be a good fit. Also, in my experience, client
144:56 Also, in my experience, client reactivation is super easy to implement.
145:00 reactivation is super easy to implement. do this for you totally upfront at no
145:04 do this for you totally upfront at no cost. Does that make sense for you? If
145:06 cost. Does that make sense for you? If so, do you want me to just go ahead show
145:08 so, do you want me to just go ahead show you an example or would you rather chat
145:10 you an example or would you rather chat first? Kind of awkward over the phone.
145:11 first? Kind of awkward over the phone. We can chat if you're game get on a
145:13 We can chat if you're game get on a call. Okay, cool. All right, I think
145:16 call. Okay, cool. All right, I think this is plausible. I don't think this is
145:17 this is plausible. I don't think this is going to be as good as the initial one,
145:18 going to be as good as the initial one, but what are you going to do, right?
145:20 but what are you going to do, right? Let's just use first name Q is my
145:22 Let's just use first name Q is my question. We'll call it there. I don't
145:25 question. We'll call it there. I don't think I could use PS if you're not sure
145:26 think I could use PS if you're not sure who I am or a
145:28 who I am or a skeptical. Okay. Anyway, okay. Let's
145:31 skeptical. Okay. Anyway, okay. Let's just make sure I remember to fix that up
145:32 just make sure I remember to fix that up later. Videography. Uh oh, what the hell
145:35 later. Videography. Uh oh, what the hell am I going to do for videographers
145:36 am I going to do for videographers again? Let me think. Uh clipping. Oh,
145:39 again? Let me think. Uh clipping. Oh, right. Clipping. Clipping. Yeah. Yeah,
145:40 right. Clipping. Clipping. Yeah. Yeah, that's good.
145:52 Basically, Basically, I build systems that
145:59 automatically build AI systems that automatic long- form videos like
146:02 automatic long- form videos like interviews, etc. to short clips for
146:06 interviews, etc. to short clips for social media. I did this in my own
146:08 social media. I did this in my own agency once in copy revenue to 9K a
146:10 agency once in copy revenue to 9K a month at around 50 submergence. Oh,
146:11 month at around 50 submergence. Oh, that's true actually. content like video
146:14 that's true actually. content like video interviews to short clips for social
146:18 interviews to short clips for social media costs sense to run that actually,
146:20 media costs sense to run that actually, you know, I could actually totally use
146:22 you know, I could actually totally use my own case study
146:23 my own case study here because I'm specifying long form
146:26 here because I'm specifying long form content, right? Does cost sense to run
146:29 content, right? Does cost sense to run and I did do a similar system in one
146:31 and I did do a similar system in one second copy. That's pretty neat.
146:35 second copy. That's pretty neat. similar service business although
146:38 similar service business although obviously all about copyrightiting also
146:40 obviously all about copyrightiting also is my own company so I had a lot of
146:41 is my own company so I had a lot of latitude but I want to see if I could
146:42 latitude but I want to see if I could build a
146:43 build a similar thing for you is I think your
146:45 similar thing for you is I think your vertical is one where you could easily
146:46 vertical is one where you could easily do more than 2k if you had a good
146:48 do more than 2k if you had a good pipeline also in my experience this is a
146:50 pipeline also in my experience this is a really easy win to offer
146:53 really easy win to offer clients clients takes no extra work and
146:57 clients clients takes no extra work and you can add few hundred bucks in
147:01 you can add few hundred bucks in perceived
147:03 perceived value for
147:05 value for free.
147:06 free. Cool,
147:08 Cool, cool, cool,
147:11 cool, cool, cool. All
147:13 cool. All right, we'll also go sending account
147:15 right, we'll also go sending account name. Very sweet. And then over
147:19 name. Very sweet. And then over here, let me think. Um, this website
147:22 here, let me think. Um, this website agency stuff, content generation systems
147:24 agency stuff, content generation systems for websites. I really like that angle.
147:25 for websites. I really like that angle. I really, really do. How can I make
147:27 I really, really do. How can I make this? I mean, like I know I'm meta stuff
147:29 this? I mean, like I know I'm meta stuff here. These are pretty long. I normally
147:30 here. These are pretty long. I normally don't make campaigns this long, but um
147:32 don't make campaigns this long, but um at the beginning, I just like split
147:33 at the beginning, I just like split testing a variety of approaches. So,
147:35 testing a variety of approaches. So, some I like to be really long and
147:37 some I like to be really long and intense. Other ones I like to be really
147:38 intense. Other ones I like to be really short and punchy after I run the first
147:40 short and punchy after I run the first last, you know, like where I actually
147:41 last, you know, like where I actually run this on 100 emails a day probably or
147:43 run this on 100 emails a day probably or something like that per vertical. I tend
147:45 something like that per vertical. I tend to iterate pretty quickly after the
147:47 to iterate pretty quickly after the first week and then I tend to just like
147:48 first week and then I tend to just like test the next bout with like I'll
147:51 test the next bout with like I'll literally grab an email, I'll cut it in
147:52 literally grab an email, I'll cut it in half, and then I'll just make it super
147:53 half, and then I'll just make it super punchy and I'll see if that one works
147:55 punchy and I'll see if that one works better or not. So, I think what a lot of
147:56 better or not. So, I think what a lot of people are thinking is like, man, this
147:57 people are thinking is like, man, this is super long. How the heck is this
147:59 is super long. How the heck is this going to work? Well, my tip for you is
148:00 going to work? Well, my tip for you is that once you understand the patterns,
148:02 that once you understand the patterns, you can break the patterns a little bit,
148:03 you can break the patterns a little bit, but you do have to understand what the
148:04 but you do have to understand what the patterns are. And that's sort of what
148:06 patterns are. And that's sort of what I'm doing with the second pitch. Okay,
148:07 I'm doing with the second pitch. Okay, so Q. And then this one here is going to
148:09 so Q. And then this one here is going to be just like first name Q. Okay, so
148:13 be just like first name Q. Okay, so where the heck was I? Oh, and this is
148:15 where the heck was I? Oh, and this is icebreaker, not personalization. I'm
148:17 icebreaker, not personalization. I'm just forgetting all my variable names.
148:19 just forgetting all my variable names. Okay, so what do I do? I work
148:21 Okay, so what do I do? I work specifically
148:23 specifically agencies. So wanted to run something by
148:25 agencies. So wanted to run something by you. I know this a long shop, but I work
148:26 you. I know this a long shop, but I work specifically with website design
148:27 specifically with website design agencies. Basically, I built a system
148:30 agencies. Basically, I built a system that lets you that upon creating a
148:33 that lets you that upon creating a website for a client in whatever
148:36 website for a client in whatever framework platform lets you
148:40 framework platform lets you generate around 100 blog posts for that
148:43 generate around 100 blog posts for that client for free. I ran a similar system
148:45 client for free. I ran a similar system my own agency, Skilled Revenue 90K,
148:47 my own agency, Skilled Revenue 90K, though obviously all about
148:48 though obviously all about copyrightiting also has my own company
148:49 copyrightiting also has my own company latitude, but I wanted to see if I could
148:51 latitude, but I wanted to see if I could build out you since in my experience is
148:53 build out you since in my experience is a really easy win to offer clients.
148:55 a really easy win to offer clients. takes no extra working to add a few
148:56 takes no extra working to add a few hundred bucks in perceived value for
148:57 hundred bucks in perceived value for free. Like you're going to deliver a
148:59 free. Like you're going to deliver a website anyway. Website anyway. How much
149:03 website anyway. Website anyway. How much nicer would it look if it came preloaded
149:05 nicer would it look if it came preloaded with a bunch of blog
149:07 with a bunch of blog posts? Anyway, um that looks pretty good
149:10 posts? Anyway, um that looks pretty good to me. Cool. Just going to run it. And
149:13 to me. Cool. Just going to run it. And honestly, yeah, no idea how good these
149:15 honestly, yeah, no idea how good these are. No clue. I'm just going to give it
149:17 are. No clue. I'm just going to give it a go and we're going to see where we
149:19 a go and we're going to see where we land.
149:20 land. Let me just make sure that all these
149:21 Let me just make sure that all these variables are right and then we can
149:22 variables are right and then we can upload the leads to the campaign and
149:24 upload the leads to the campaign and start gunning it. Okay. Icebreaker.
149:25 start gunning it. Okay. Icebreaker. Icebreaker. And now this has to be
149:26 Icebreaker. And now this has to be icebreaker. Icebreaker. Cool. Okay. So,
149:30 icebreaker. Icebreaker. Cool. Okay. So, now that I have all this, I think I'm
149:31 now that I have all this, I think I'm going to have to change some of these
149:32 going to have to change some of these variables. Actually, now what I have to
149:34 variables. Actually, now what I have to do is I have to add follow-ups. That's
149:36 do is I have to add follow-ups. That's annoying. Um, okay. Probably grab
149:39 annoying. Um, okay. Probably grab follow-ups from an old campaign that
149:41 follow-ups from an old campaign that I've already written. Uh, let's see this
149:44 I've already written. Uh, let's see this one here. Okay. Let's do this. TLDDR.
149:47 one here. Okay. Let's do this. TLDDR. Know this is a long shot but agents
149:50 Know this is a long shot but agents agencies think I can add a fair amount
149:52 agencies think I can add a fair amount of value. See previous email. This isn't
149:56 of value. See previous email. This isn't ideal. Ideally you'd restate your whole
149:58 ideal. Ideally you'd restate your whole pitch but um to be honest my back is
150:00 pitch but um to be honest my back is sort of hurting and I just want to get
150:01 sort of hurting and I just want to get something up and running. So I'm
150:03 something up and running. So I'm probably just going to copy this. Use
150:04 probably just going to copy this. Use the previous subject and we'll just run
150:06 the previous subject and we'll just run one follow-up from now on. The value in
150:08 one follow-up from now on. The value in a single follow-up is obviously you send
150:09 a single follow-up is obviously you send more emails that way. There looks to be
150:12 more emails that way. There looks to be a new line here. So I'm going to add a
150:14 a new line here. So I'm going to add a new line here. Instead of re re agents,
150:16 new line here. Instead of re re agents, it's going to be videographers, editing
150:18 it's going to be videographers, editing agencies. We'll
150:20 agencies. We'll say website creative
150:23 say website creative agencies. Okay. Then because we're using
150:26 agencies. Okay. Then because we're using the previous step subject, it should
150:27 the previous step subject, it should come nested with the previous one up.
150:30 come nested with the previous one up. Then why don't we just do two days in
150:32 Then why don't we just do two days in between each. Okay. We'll do 1 2 3.
150:34 between each. Okay. We'll do 1 2 3. Okay. And now we'll just go to my
150:36 Okay. And now we'll just go to my inboxes here. So I think I have 15
150:38 inboxes here. So I think I have 15 mailboxes. 1 2 3 4 5 6 7 8 9 10 11 12 13
150:42 mailboxes. 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15. Yeah, we do. So I'm going to do
150:44 14 15. Yeah, we do. So I'm going to do five each. 1 2 3 4 5 this one. Uh, well,
150:47 five each. 1 2 3 4 5 this one. Uh, well, what am I talking about? Actually, let's
150:48 what am I talking about? Actually, let's just run all of them. Doesn't really
150:50 just run all of them. Doesn't really matter, right? Yeah, we're just going to
150:51 matter, right? Yeah, we're just going to do all of them. 1 2 3 4 5 6 7 8. Looks
150:54 do all of them. 1 2 3 4 5 6 7 8. Looks good. And then we'll do all of them here
150:56 good. And then we'll do all of them here as well. All right. Now, let's see what
150:58 as well. All right. Now, let's see what these settings are going to be. Are we
151:00 these settings are going to be. Are we going to do open tracking? Uh, no. I'm
151:02 going to do open tracking? Uh, no. I'm not going to. Delivery optimization.
151:04 not going to. Delivery optimization. Yes, please. Send first emails text
151:06 Yes, please. Send first emails text only. Yes, please. We always send the
151:09 only. Yes, please. We always send the first emails text only. Daily limit. Uh,
151:12 first emails text only. Daily limit. Uh, well, I have 15 mailboxes times about 30
151:15 well, I have 15 mailboxes times about 30 a day is 450 daily limit. So, how many
151:17 a day is 450 daily limit. So, how many am I actually going to send per
151:18 am I actually going to send per campaign? Let's divide that by three.
151:19 campaign? Let's divide that by three. We'll do 150. Send 150 here, 150 there,
151:23 We'll do 150. Send 150 here, 150 there, 150 there. Easy. Show advanced options.
151:26 150 there. Easy. Show advanced options. Show advanced options. So, advanced
151:27 Show advanced options. So, advanced options. Let's see what do we got. CRM,
151:30 options. Let's see what do we got. CRM, time gaps. Okay. Okay. Auto optimize.
151:33 time gaps. Okay. Okay. Auto optimize. Yeah, we'll do reply
151:35 Yeah, we'll do reply rate. We'll do provider matching as
151:37 rate. We'll do provider matching as well.
151:44 So, provider matching and then reply rate. Then down here, I'll do the same
151:46 rate. Then down here, I'll do the same thing. We'll do provider matching and
151:48 thing. We'll do provider matching and then reply
151:50 then reply rate. And that looks pretty good to me.
151:53 rate. And that looks pretty good to me. I think I'm just going to gun it.
151:55 I think I'm just going to gun it. Yeah. So, now um we need leads, right?
151:58 Yeah. So, now um we need leads, right? So, I don't actually have any leads in
151:59 So, I don't actually have any leads in here. So, I'm just going to save all
152:00 here. So, I'm just going to save all these first. I'm going to go um upload
152:02 these first. I'm going to go um upload all the leads. And then I'm just going
152:03 all the leads. And then I'm just going to double check before I make everything
152:05 to double check before I make everything live. And then, um yeah, we should be
152:07 live. And then, um yeah, we should be good to go. So, let me just verify that
152:09 good to go. So, let me just verify that we have all the ice breakers. Yep, looks
152:11 we have all the ice breakers. Yep, looks like we do on that page, real estate.
152:14 like we do on that page, real estate. Let's go down to video agencies now.
152:16 Let's go down to video agencies now. Verify we have all the ice breakers
152:17 Verify we have all the ice breakers here, too. No, not seeing any ones. Why
152:21 here, too. No, not seeing any ones. Why not? So, do we get a bug or
152:24 not? So, do we get a bug or something? Okay. Well, how about the
152:26 something? Okay. Well, how about the website? Oh,
152:29 website? Oh, no. Oh, I ran them all. I just wasted
152:32 no. Oh, I ran them all. I just wasted like 3,000 ops. That sucks. I updated
152:34 like 3,000 ops. That sucks. I updated the same sheet. All right. Well, we'll
152:37 the same sheet. All right. Well, we'll just run them all again. No big deal. No
152:39 just run them all again. No big deal. No problem at all. Sometimes you make
152:40 problem at all. Sometimes you make mistakes and when you do, they cost you
152:42 mistakes and when you do, they cost you $6. And I just made myself a $6 mistake.
152:46 $6. And I just made myself a $6 mistake. Video agency and then website agency.
152:50 Video agency and then website agency. Rough
152:51 Rough stuff. But what are you going to do?
152:53 stuff. But what are you going to do? Huh? Website
152:56 Huh? Website agency. Don't do what I did. All right.
153:00 agency. Don't do what I did. All right. Okay. All right. Let's run this again.
153:03 Okay. All right. Let's run this again. So, I'm gonna have to remove all of the
153:04 So, I'm gonna have to remove all of the old ice breakers because there's no
153:07 old ice breakers because there's no Yeah, I think the reason we got that is
153:09 Yeah, I think the reason we got that is because we didn't pass in a row number,
153:10 because we didn't pass in a row number, right? There's no row number. Okay. So,
153:13 right? There's no row number. Okay. So, let's run this
153:15 let's run this again. Okay. Okay. Now, let's verify
153:17 again. Okay. Okay. Now, let's verify that looks good. It does.
153:21 that looks good. It does. Sad. This one. How we
153:28 looking? No, I don't seem to be filling that
153:30 that in. Am I doubling up again?
153:33 in. Am I doubling up again? I'm probably doubling up
153:39 again. We're pulling from video agency. We're dumping in video agency. We're
153:40 We're dumping in video agency. We're doing the row number. We're getting the
153:42 doing the row number. We're getting the Icebreaker. Oh. Oh, sorry. That's two
153:44 Icebreaker. Oh. Oh, sorry. That's two icebreaker.
153:46 icebreaker. Yeah. Yep. We got a lot
153:49 Yeah. Yep. We got a lot of mistakes over here. This is also two
153:52 of mistakes over here. This is also two icebreaker. So, Oh, in fact,
153:55 icebreaker. So, Oh, in fact, it's even more. We'll go icebreaker
153:59 it's even more. We'll go icebreaker there.
154:02 there. And we just got to verify that this
154:03 And we just got to verify that this looks good. It does.
154:09 Cool. All right. Now, let's make sure that everything's good. Website agency
154:11 that everything's good. Website agency filling up. Yeah, website agency is
154:14 filling up. Yeah, website agency is filling up. How about this
154:21 one? This one looks like it's filling up. Cool, cool, cool. And then how about
154:24 up. Cool, cool, cool. And then how about this one? Yeah, looks good. All right,
154:26 this one? Yeah, looks good. All right, guys. So, do not waste 3,000 operations
154:28 guys. So, do not waste 3,000 operations like me.
154:30 like me. You do not want to be wasting the
154:32 You do not want to be wasting the operations. I wonder how many we've
154:34 operations. I wonder how many we've wasted now. Yeah, you can see my daily
154:36 wasted now. Yeah, you can see my daily ops usage before like 500. Now it's at
154:38 ops usage before like 500. Now it's at like 7,000. So, how many more I got?
154:40 like 7,000. So, how many more I got? Okay, I have enough. I can run it
154:43 Okay, I have enough. I can run it all. Rough. I should note that you could
154:45 all. Rough. I should note that you could build systems that optimize the hell out
154:47 build systems that optimize the hell out of this. Right now, we're sending 80
154:49 of this. Right now, we're sending 80 Google Sheets calls. Then, we're also
154:50 Google Sheets calls. Then, we're also doing 80 OpenAI network requests. You
154:52 doing 80 OpenAI network requests. You could actually batch all this to one.
154:54 could actually batch all this to one. And you can make this one, well, you
154:55 And you can make this one, well, you shouldn't do one. You should do two or
154:56 shouldn't do one. You should do two or three. usually like one every batch
154:58 three. usually like one every batch request for 500 or so rows. But yeah, we
155:00 request for 500 or so rows. But yeah, we could realistically like do this whole
155:02 could realistically like do this whole thing in like 10 ops, but I decided that
155:03 thing in like 10 ops, but I decided that I would rather go speedy and still show
155:05 I would rather go speedy and still show you guys how to get up and running as
155:06 you guys how to get up and running as quickly as possible rather than worry
155:08 quickly as possible rather than worry too much about making it super perfect
155:10 too much about making it super perfect and then spending a bunch of time on
155:11 and then spending a bunch of time on that really doesn't matter. You
155:12 that really doesn't matter. You could spend money for time and that's
155:14 could spend money for time and that's exactly what we're doing here. All
155:15 exactly what we're doing here. All right, just reran the icebreaker
155:16 right, just reran the icebreaker generator and now we have everything all
155:19 generator and now we have everything all good to go for all three groups. I'm now
155:22 good to go for all three groups. I'm now going to just download this as a CSV.
155:25 going to just download this as a CSV. So, we're going to do just the real
155:26 So, we're going to do just the real estate one first. And then I'm going to
155:27 estate one first. And then I'm going to go to my real estate campaign, which
155:28 go to my real estate campaign, which would be this one here. And then just
155:30 would be this one here. And then just going to upload the leads. So, head over
155:32 going to upload the leads. So, head over to leads, add leads. Notice I'm doing
155:33 to leads, add leads. Notice I'm doing this manually for now, but obviously we
155:35 this manually for now, but obviously we could automate the hell of it later.
155:36 could automate the hell of it later. What we need to do now is we need to
155:37 What we need to do now is we need to match the column. So, first name, last
155:39 match the column. So, first name, last name, headline. Nope. Nope. Nope. We
155:42 name, headline. Nope. Nope. Nope. We don't need any of this stuff. Nope. Not
155:43 don't need any of this stuff. Nope. Not location. No, no, no. Email though,
155:45 location. No, no, no. Email though, icebreaker. That's what we need. So,
155:47 icebreaker. That's what we need. So, we'll go custom variable there. The rest
155:49 we'll go custom variable there. The rest of the stuff I don't really need either.
155:51 of the stuff I don't really need either. Obviously, you can import as much of
155:53 Obviously, you can import as much of these as you want. I just didn't import
155:54 these as you want. I just didn't import many of them. That's a lot of fields,
155:56 many of them. That's a lot of fields, right? So, I do not do the verification.
155:58 right? So, I do not do the verification. I am going to check for duplicates
156:00 I am going to check for duplicates across campaigns list and the rest of
156:01 across campaigns list and the rest of the workspace because I don't want to be
156:02 the workspace because I don't want to be sending people to different campaigns.
156:05 sending people to different campaigns. Usually, we end up with like a few
156:06 Usually, we end up with like a few people dduped. So, that's that. Then
156:09 people dduped. So, that's that. Then I'll do the same thing for the second
156:11 I'll do the same thing for the second campaign which was my video agency. So,
156:13 campaign which was my video agency. So, let me go download as a CSV. Going to
156:15 let me go download as a CSV. Going to add some leads. CSV. Just drag and drop
156:17 add some leads. CSV. Just drag and drop this puppy. Same energy, right? So, what
156:20 this puppy. Same energy, right? So, what we are going to upload is the
156:22 we are going to upload is the icebreaker. The rest of the stuff is a
156:25 icebreaker. The rest of the stuff is a no. We have a lot of columns here. This
156:27 no. We have a lot of columns here. This should be good. We We've got the first
156:29 should be good. We We've got the first name, I think, which is what matters. We
156:31 name, I think, which is what matters. We may have some crossover there. While
156:33 may have some crossover there. While that's uploading, I'll do the last one.
156:34 that's uploading, I'll do the last one. So, website agency. I'm going to
156:36 So, website agency. I'm going to download this
156:38 download this CSV. I'm going to go to leads and then
156:40 CSV. I'm going to go to leads and then add leads.
156:43 add leads. CSV. Drag and drop. Same energy here.
156:46 CSV. Drag and drop. Same energy here. Just want to upgrade or import the
156:48 Just want to upgrade or import the icebreaker. Go all the way down to the
156:50 icebreaker. Go all the way down to the bottom and then add all of these
156:51 bottom and then add all of these contacts.
156:52 contacts. Okay. All right. So, now that we've done
156:54 Okay. All right. So, now that we've done this, what we have to do is we have to
156:56 this, what we have to do is we have to double or triple check that the campaign
156:58 double or triple check that the campaign is good to go basically. So, the way
156:59 is good to go basically. So, the way that I do it is with preview. So, just
157:02 that I do it is with preview. So, just making sure that all of the data here is
157:04 making sure that all of the data here is filled in. There is no thank there's
157:06 filled in. There is no thank there's nothing under thanks. That's a problem.
157:08 nothing under thanks. That's a problem. So, why is there nothing under
157:11 So, why is there nothing under thanks? Sometimes there is no sending
157:13 thanks? Sometimes there is no sending account name
157:15 account name variable. So, I go to variables here.
157:17 variable. So, I go to variables here. I'm not seeing anything. Instantly
157:19 I'm not seeing anything. Instantly sending account name. Let me just see if
157:21 sending account name. Let me just see if we could
157:23 we could add some variables here. I always change
157:27 add some variables here. I always change the name a bit. Okay, here we go.
157:29 the name a bit. Okay, here we go. Sending account first name. This should
157:31 Sending account first name. This should be good. I'm going to go back here. Go
157:33 be good. I'm going to go back here. Go sending account first name. Oh, we have
157:35 sending account first name. Oh, we have one extra variable over here. One sec.
157:38 one extra variable over here. One sec. Okay, that looks good. That looks good.
157:40 Okay, that looks good. That looks good. Awesome. So, I'm going to just copy this
157:42 Awesome. So, I'm going to just copy this over because I would have screwed up
157:43 over because I would have screwed up otherwise. I'm going to save and then
157:46 otherwise. I'm going to save and then delete any additional ones I have. I got
157:48 delete any additional ones I have. I got to do it all over, unfortunately. kind
157:50 to do it all over, unfortunately. kind of sucks, but it is what it is. Let's
157:51 of sucks, but it is what it is. Let's just make sure that everything's good.
157:53 just make sure that everything's good. Okay. And then I'll do the same thing
157:55 Okay. And then I'll do the same thing here. Also do the same thing down here.
157:58 here. Also do the same thing down here. That and then I should Oh, uh, do I do
158:01 That and then I should Oh, uh, do I do that? Oh, actually, you know what? Looks
158:02 that? Oh, actually, you know what? Looks like I already had it on the the
158:03 like I already had it on the the follow-up. Okay. So, what am I going to
158:05 follow-up. Okay. So, what am I going to do now? I'm literally going to preview
158:06 do now? I'm literally going to preview this for all of them. That looks good.
158:08 this for all of them. That looks good. I'm now going to go here. Preview. That
158:11 I'm now going to go here. Preview. That looks good. I'm going to go over here.
158:12 looks good. I'm going to go over here. Preview. That looks good. Going to go
158:14 Preview. That looks good. Going to go back here. Preview. Uh, thanks again. I
158:17 back here. Preview. Uh, thanks again. I don't know why we didn't get the sending
158:18 don't know why we didn't get the sending account first name. Okay. Yeah, that
158:20 account first name. Okay. Yeah, that looks good. Save this. Preview. Cool.
158:23 looks good. Save this. Preview. Cool. Looks good. This one here is
158:25 Looks good. This one here is preview. Cool. That looks good. Let's
158:27 preview. Cool. That looks good. Let's now go over here. Preview. This is very
158:30 now go over here. Preview. This is very important. Got a preview. For whatever
158:33 important. Got a preview. For whatever reason, we didn't have the sending
158:34 reason, we didn't have the sending account first name. So, I'm going to
158:35 account first name. So, I'm going to save then preview. Okay, we got it.
158:37 save then preview. Okay, we got it. Going to preview this. Okay, we got it.
158:39 Going to preview this. Okay, we got it. This actually, I didn't really fully
158:40 This actually, I didn't really fully preview this. Let me not cheat. Okay,
158:43 preview this. Let me not cheat. Okay, cool. All right. Now that we verified
158:44 cool. All right. Now that we verified literally everything here, we can
158:46 literally everything here, we can actually get up and running with this
158:47 actually get up and running with this campaign. After this, I'm going to take
158:48 campaign. After this, I'm going to take a little break. Usually, it takes a day
158:50 a little break. Usually, it takes a day or so to start receiving replies. Also
158:52 or so to start receiving replies. Also worth noting that it's technically uh
158:53 worth noting that it's technically uh Easter right now, so I'm probably not
158:55 Easter right now, so I'm probably not going to get a lot of people responding
158:56 going to get a lot of people responding to this in the near term. Oh, sorry.
158:57 to this in the near term. Oh, sorry. There's one more thing I have to verify
158:58 There's one more thing I have to verify first. Schedule. So, I always like doing
159:00 first. Schedule. So, I always like doing Monday to Saturday. I like doing 7:00
159:03 Monday to Saturday. I like doing 7:00 a.m. to 6:00 p.m. ET. So, what I'm going
159:05 a.m. to 6:00 p.m. ET. So, what I'm going to do here is go 7 6. Okay. I'm going to
159:08 to do here is go 7 6. Okay. I'm going to do Monday, Friday all the way to
159:10 do Monday, Friday all the way to Saturday. Then I'll go 7 7 and then I'm
159:13 Saturday. Then I'll go 7 7 and then I'm just going to copy this and then paste
159:15 just going to copy this and then paste it in two tabs. Okay. So, now I have
159:17 it in two tabs. Okay. So, now I have everything here. 7 to six should be
159:20 everything here. 7 to six should be good. I've double and quadruple and six
159:22 good. I've double and quadruple and six tupal checked. Now I'm going to resume
159:24 tupal checked. Now I'm going to resume this campaign. I'm going to go back
159:25 this campaign. I'm going to go back here. Now I have three campaigns that
159:28 here. Now I have three campaigns that are up and running. Okay. So I'm going
159:30 are up and running. Okay. So I'm going to go sign off for the day and then I'll
159:32 to go sign off for the day and then I'll check back in a couple and we'll see how
159:34 check back in a couple and we'll see how the responses to this email campaign
159:35 the responses to this email campaign have gone. This is exactly what I would
159:37 have gone. This is exactly what I would do. Starting a whole sequence from
159:39 do. Starting a whole sequence from scratch. So we see here we've now
159:41 scratch. So we see here we've now checked that last create an irresistible
159:43 checked that last create an irresistible offer. So we just have two things
159:45 offer. So we just have two things remaining. Okay. So, I woke up at the
159:47 remaining. Okay. So, I woke up at the crack of dawn this morning cuz I was
159:48 crack of dawn this morning cuz I was very excited to see all of these email
159:50 very excited to see all of these email replies roll in. Uh, I got a couple of
159:51 replies roll in. Uh, I got a couple of notifications over the course of the
159:52 notifications over the course of the night. I decided I wasn't going to
159:53 night. I decided I wasn't going to respond to anything just cuz I wanted to
159:55 respond to anything just cuz I wanted to be able to review them all with you.
159:56 be able to review them all with you. But, yeah, great news. In the last, I
159:59 But, yeah, great news. In the last, I think 13 or 14 hours, we received a
160:01 think 13 or 14 hours, we received a total of 11 replies. Seven of them were
160:03 total of 11 replies. Seven of them were positive. So, this is one here. And you
160:05 positive. So, this is one here. And you see, even the maybe not the most
160:08 see, even the maybe not the most positive of replies are still okay,
160:10 positive of replies are still okay, right? So, Elizabeth, thank you for
160:11 right? So, Elizabeth, thank you for reaching out. I will pass, but
160:12 reaching out. I will pass, but appreciate you reaching out. Thank you.
160:13 appreciate you reaching out. Thank you. This fell says, "Natalie, thanks for
160:15 This fell says, "Natalie, thanks for reaching out. We currently subscribe to
160:16 reaching out. We currently subscribe to a platform that does what you're
160:17 a platform that does what you're describing. It's called Y Lopo. I wish
160:18 describing. It's called Y Lopo. I wish you all the best in this venture.
160:19 you all the best in this venture. Thanks. This person says, "No, thank
160:21 Thanks. This person says, "No, thank you. I don't buy leads of any kind, and
160:22 you. I don't buy leads of any kind, and if I did, I wouldn't go after buyers."
160:24 if I did, I wouldn't go after buyers." What's interesting is immediately after
160:25 What's interesting is immediately after that, we just had a swarm of yeses. So,
160:28 that, we just had a swarm of yeses. So, right after that, hey Samantha, thanks
160:30 right after that, hey Samantha, thanks for reaching out. I'm open to work on
160:31 for reaching out. I'm open to work on something if you could provide us leads
160:32 something if you could provide us leads for sure. Yes, I'd be interested. Let's
160:33 for sure. Yes, I'd be interested. Let's meet. Let me know what time works for
160:35 meet. Let me know what time works for you. So, this person actually explicitly
160:36 you. So, this person actually explicitly is like, "Hey, let's get going. Let's
160:38 is like, "Hey, let's get going. Let's actually sit down. Let's actually jump
160:39 actually sit down. Let's actually jump on a call." Obviously, something in my
160:41 on a call." Obviously, something in my pitch, which in this case looks like it
160:42 pitch, which in this case looks like it was the videographer pitch, uh was very
160:44 was the videographer pitch, uh was very um compelling to them. This person says,
160:46 um compelling to them. This person says, "Let's talk more." We also now have
160:48 "Let's talk more." We also now have their phone number. We have all of their
160:49 their phone number. We have all of their personal information. We give them a
160:50 personal information. We give them a ring immediately if we wanted to. Um
160:52 ring immediately if we wanted to. Um this person says, "Yes, I'd be
160:53 this person says, "Yes, I'd be interested. Send me more info." We're
160:55 interested. Send me more info." We're going to get a lot of like, "Send me
160:56 going to get a lot of like, "Send me more info uh replies to this sort of
160:58 more info uh replies to this sort of campaign just because the way that I put
160:59 campaign just because the way that I put it together, right? I said, "Would this
161:01 it together, right? I said, "Would this be a value of you? You know, let me know
161:03 be a value of you? You know, let me know your thoughts and then I could put it in
161:04 your thoughts and then I could put it in front of you." There's more of like a
161:06 front of you." There's more of like a value campaign. And when you have a
161:07 value campaign. And when you have a value campaign, we're a bit lighter on
161:08 value campaign, we're a bit lighter on like the let's book a sales call
161:10 like the let's book a sales call immediately. Obviously, we are asking,
161:11 immediately. Obviously, we are asking, but not everybody will take us up on it.
161:13 but not everybody will take us up on it. We got an I'm not interested from this
161:14 We got an I'm not interested from this person. We got a please send more
161:16 person. We got a please send more details from this person. We got a
161:18 details from this person. We got a thanks for reaching out. I'd love to
161:19 thanks for reaching out. I'd love to test things out. I'm looking to expand
161:21 test things out. I'm looking to expand my acquisition channels to the company
161:22 my acquisition channels to the company as well. Mostly for your info. I'd like
161:23 as well. Mostly for your info. I'd like to get a bit more background on the
161:24 to get a bit more background on the process you have. So, I know we could
161:26 process you have. So, I know we could work something out. Let me know if you
161:27 work something out. Let me know if you can send a quick loom, but that's too
161:29 can send a quick loom, but that's too much. Would love to just get a bit more
161:30 much. Would love to just get a bit more info. This person here says, "Uh, hey,
161:33 info. This person here says, "Uh, hey, Elizabeth or Nick." So, I think the
161:34 Elizabeth or Nick." So, I think the reason for that is because I said that I
161:36 reason for that is because I said that I scaled one second copy. Yes. Saw the
161:38 scaled one second copy. Yes. Saw the redirect to Nick Thrive's personal
161:40 redirect to Nick Thrive's personal brand. Is this a project under his
161:42 brand. Is this a project under his umbrella? I'd love to see what it can
161:43 umbrella? I'd love to see what it can do. Can you send me over a preview or a
161:44 do. Can you send me over a preview or a sample? I'm not going to say this is the
161:45 sample? I'm not going to say this is the best campaign ever. If we look at the
161:46 best campaign ever. If we look at the stats, okay, we could already pull some
161:49 stats, okay, we could already pull some numbers from it. The website agency
161:50 numbers from it. The website agency campaign responded. We got five replies
161:53 campaign responded. We got five replies from it and every single one of those
161:54 from it and every single one of those replies were positive. Okay. The
161:56 replies were positive. Okay. The videography campaign we got two replies
161:58 videography campaign we got two replies from so far and 66% of the replies so
162:00 from so far and 66% of the replies so far are positive. But we can already
162:02 far are positive. But we can already start making some determinations about
162:03 start making some determinations about like um where we go next and it's really
162:05 like um where we go next and it's really only been a day which is pretty crazy.
162:06 only been a day which is pretty crazy. The real estate campaign has had three
162:08 The real estate campaign has had three replies. Okay, so fewer replies than the
162:10 replies. Okay, so fewer replies than the website campaign by far and then we've
162:11 website campaign by far and then we've had zero opportunities. So, we haven't
162:14 had zero opportunities. So, we haven't really sent enough emails to be able to
162:16 really sent enough emails to be able to fully say whether or not this approach
162:17 fully say whether or not this approach is going to work right now. But, I've
162:19 is going to work right now. But, I've run enough of these to know that when
162:21 run enough of these to know that when there's a a divide that's this big
162:22 there's a a divide that's this big between a successful campaign, which
162:24 between a successful campaign, which basically has a 2% positive reply rate
162:26 basically has a 2% positive reply rate over here, then a campaign that has a 0%
162:28 over here, then a campaign that has a 0% positive reply rate over here with, you
162:30 positive reply rate over here with, you know, 510 emails sent collectively
162:32 know, 510 emails sent collectively across the two of them. You know, I have
162:34 across the two of them. You know, I have a feeling this real estate campaign
162:35 a feeling this real estate campaign probably just ain't it, dog. So, you
162:37 probably just ain't it, dog. So, you know, a couple of minor optimizations we
162:38 know, a couple of minor optimizations we could do already if we wanted to
162:40 could do already if we wanted to significantly increase the number of
162:41 significantly increase the number of positive replies we get. Like keep in
162:42 positive replies we get. Like keep in mind that I I sent all this stuff on
162:44 mind that I I sent all this stuff on Easter Monday, right? So not most people
162:46 Easter Monday, right? So not most people aren't working on Easter Monday. I
162:47 aren't working on Easter Monday. I imagine the results would probably would
162:48 imagine the results would probably would have been a little bit better if I'd
162:49 have been a little bit better if I'd sent them during a weekday or work day
162:51 sent them during a weekday or work day or something. But a couple things that
162:53 or something. But a couple things that we could have done to make this even
162:54 we could have done to make this even better. Uh a couple things we can do. If
162:56 better. Uh a couple things we can do. If we cut this off, okay, then in an
162:59 we cut this off, okay, then in an equivalent time period, so in I don't
163:00 equivalent time period, so in I don't know 13 hours or however long it's been
163:02 know 13 hours or however long it's been since I started this, then we would be
163:03 since I started this, then we would be able to take those 255 and we'd be able
163:05 able to take those 255 and we'd be able to disperse them across these two. So we
163:07 to disperse them across these two. So we would have been able to get another 125
163:09 would have been able to get another 125 here, another 125 here. And given the
163:11 here, another 125 here. And given the reply rates, we probably would have
163:12 reply rates, we probably would have received another three positive replies
163:14 received another three positive replies here, maybe like another one or two
163:16 here, maybe like another one or two positive replies here. So
163:17 positive replies here. So mathematically, like we could already be
163:18 mathematically, like we could already be in the neighborhood of generating 10
163:20 in the neighborhood of generating 10 positive replies a day. As you see, a
163:22 positive replies a day. As you see, a couple of those are legitimately like,
163:23 couple of those are legitimately like, "Hey, let's get on the phone right now.
163:24 "Hey, let's get on the phone right now. Hey, let's meet." If you can get them on
163:26 Hey, let's meet." If you can get them on a call, realistic rate is something like
163:28 a call, realistic rate is something like 60 to 75% positive reply to a call,
163:30 60 to 75% positive reply to a call, assuming that you have a pitch like
163:31 assuming that you have a pitch like mine. If you have a much more direct
163:33 mine. If you have a much more direct pitch, um, if you're like, "Let's talk.
163:35 pitch, um, if you're like, "Let's talk. Let me put something in front of you.
163:36 Let me put something in front of you. I'm going to charge you money for this.
163:37 I'm going to charge you money for this. Here's my crazy superdetailed offer."
163:39 Here's my crazy superdetailed offer." and you just give them all the
163:40 and you just give them all the information up front. Obviously, you'll
163:41 information up front. Obviously, you'll have a higher conversion rate on the
163:43 have a higher conversion rate on the back end to a meeting, but you'll have a
163:44 back end to a meeting, but you'll have a lower kind of positive reply rate
163:45 lower kind of positive reply rate initially. So, we kind of play with
163:46 initially. So, we kind of play with those numbers. You know, there are a lot
163:48 those numbers. You know, there are a lot of other things that we could do. You
163:49 of other things that we could do. You know, if I go back to this Unibox here,
163:51 know, if I go back to this Unibox here, we can blend together the booking a
163:53 we can blend together the booking a meeting side of things with just direct
163:55 meeting side of things with just direct calls. This is something I'm seeing a
163:56 calls. This is something I'm seeing a lot of people do. So, you know how um
163:58 lot of people do. So, you know how um one of these people back here had their
163:59 one of these people back here had their phone numbers, right? And their phone
164:01 phone numbers, right? And their phone number was like fully listed out. We
164:02 number was like fully listed out. We actually have a lot of their phone
164:03 actually have a lot of their phone numbers as well. Yeah, this person here
164:05 numbers as well. Yeah, this person here just listed out their whole phone
164:06 just listed out their whole phone number. Um oops. I don't actually want
164:08 number. Um oops. I don't actually want to open FaceTime. No, thank you. That'd
164:10 to open FaceTime. No, thank you. That'd be fun. Hey, what's going on, man? Yeah,
164:12 be fun. Hey, what's going on, man? Yeah, just recording a video right now for
164:14 just recording a video right now for several tens of thousands of people. How
164:15 several tens of thousands of people. How you doing? Uh, that might actually be
164:17 you doing? Uh, that might actually be pretty enjoyable that I'm thinking
164:19 pretty enjoyable that I'm thinking about. But, uh, this person just has
164:20 about. But, uh, this person just has their phone number, right? So, what you
164:21 their phone number, right? So, what you can do is instead of just cold calling a
164:23 can do is instead of just cold calling a massive audience of people right off the
164:24 massive audience of people right off the top, like a lot of people think that
164:26 top, like a lot of people think that they have to do. And I understand why
164:28 they have to do. And I understand why you want to cold call. Cold calling's
164:29 you want to cold call. Cold calling's it's it's fun. It's nerve-wracking. It's
164:31 it's it's fun. It's nerve-wracking. It's enjoyable. It's like an adventure,
164:33 enjoyable. It's like an adventure, right? But ultimately, in 2025, it's not
164:35 right? But ultimately, in 2025, it's not very effective. Okay? So, instead of
164:37 very effective. Okay? So, instead of just cold calling totally cold
164:38 just cold calling totally cold audiences, what you could do is you
164:39 audiences, what you could do is you could run a pre-qualify campaign like
164:40 could run a pre-qualify campaign like this, blast it out to, you know, as many
164:43 this, blast it out to, you know, as many people as humanly possible, get a 2%
164:45 people as humanly possible, get a 2% positive reply rate, send 10,000 emails,
164:47 positive reply rate, send 10,000 emails, get 200 people saying, "Yeah, you know,
164:48 get 200 people saying, "Yeah, you know, I might I might actually want to do
164:49 I might I might actually want to do this." Then just call all of them. You
164:51 this." Then just call all of them. You know, the next time that you run a call
164:52 know, the next time that you run a call campaign, every single one of those
164:54 campaign, every single one of those people will be warm and you'll be able
164:56 people will be warm and you'll be able to say, you'll not have to say, "Hey,
164:57 to say, you'll not have to say, "Hey, you know, I've never talked to you
164:58 you know, I've never talked to you before." It's like, "Hey, how's it
164:59 before." It's like, "Hey, how's it going? You know, we just chatted over
165:00 going? You know, we just chatted over email. You just got back to me a few
165:01 email. You just got back to me a few moments ago about um you know, wanted to
165:03 moments ago about um you know, wanted to put a demo together. Just wanted to
165:04 put a demo together. Just wanted to touch base. I think you guys are really
165:05 touch base. I think you guys are really cool." and yeah, I just want to put
165:06 cool." and yeah, I just want to put myself out there. Like you can actually
165:08 myself out there. Like you can actually do those sorts of campaigns and you can
165:09 do those sorts of campaigns and you can do them really well. You know, when
165:10 do them really well. You know, when you've done enough lead genen, then you
165:11 you've done enough lead genen, then you start to see patterns with this stuff.
165:12 start to see patterns with this stuff. And a big pattern in cold calling just
165:14 And a big pattern in cold calling just for the people that are watching this
165:15 for the people that are watching this video for your benefit is just most of
165:17 video for your benefit is just most of the time when you call somebody, you're
165:19 the time when you call somebody, you're like instantly disqualified unless you
165:20 like instantly disqualified unless you have some previous connection. Quick and
165:22 have some previous connection. Quick and easy way to cut through all that noise.
165:23 easy way to cut through all that noise. Some other things that I'd experiment
165:24 Some other things that I'd experiment with moving forward on these campaigns,
165:26 with moving forward on these campaigns, uh, if I go back to this website one
165:28 uh, if I go back to this website one here, I would now experiment with
165:30 here, I would now experiment with cutting the campaign length pretty
165:31 cutting the campaign length pretty dramatically. So you could do this in
165:33 dramatically. So you could do this in the same campaign or you could do this
165:34 the same campaign or you could do this by duplicating the campaign and then
165:35 by duplicating the campaign and then like comparing the stats one for one.
165:37 like comparing the stats one for one. Personally I just like doing all the
165:38 Personally I just like doing all the stuff in the same campaign cuz with the
165:39 stuff in the same campaign cuz with the analytics tab what we can do is we could
165:41 analytics tab what we can do is we could actually see specifically which thing
165:42 actually see specifically which thing most people responded to. And it looks
165:44 most people responded to. And it looks like so far basically everybody's
165:45 like so far basically everybody's responded to variant A. They haven't
165:46 responded to variant A. They haven't responded to variant B. So here you
165:48 responded to variant B. So here you could actually just like add 10
165:49 could actually just like add 10 different steps. Although keep in mind
165:51 different steps. Although keep in mind it'll split the volume across all of
165:52 it'll split the volume across all of them. You could add 10 different steps
165:54 them. You could add 10 different steps and then you could see you know which
165:55 and then you could see you know which which step is the best. And maybe one of
165:57 which step is the best. And maybe one of them is just like a quarter of the
165:59 them is just like a quarter of the length. Maybe one of them is just like a
166:01 length. Maybe one of them is just like a quick little message. And maybe you
166:02 quick little message. And maybe you could experiment with things like asset
166:03 could experiment with things like asset based outreach as well, which is a very
166:05 based outreach as well, which is a very big uh trend right now that usually
166:07 big uh trend right now that usually generates you significantly higher
166:08 generates you significantly higher positive reply rates with the drawback
166:10 positive reply rates with the drawback being, you know, you have to like
166:11 being, you know, you have to like generate an asset. So you can send fewer
166:13 generate an asset. So you can send fewer emails a day usually because you have
166:14 emails a day usually because you have less data by which you could generate an
166:16 less data by which you could generate an asset. Then it usually also costs you
166:17 asset. Then it usually also costs you like a scent or something per lead that
166:19 like a scent or something per lead that you send out because you have to, you
166:20 you send out because you have to, you know, run the token cost to generate the
166:22 know, run the token cost to generate the PDF that's customized or something like
166:23 PDF that's customized or something like that, right? So yeah, a lot of stuff
166:25 that, right? So yeah, a lot of stuff that you could do here. Hopefully you
166:27 that you could do here. Hopefully you guys are seeing where I'm coming from in
166:28 guys are seeing where I'm coming from in terms of next steps. responding to these
166:30 terms of next steps. responding to these particular leads. What I would recommend
166:31 particular leads. What I would recommend everybody here do is when they get to
166:33 everybody here do is when they get to this point with their own email
166:34 this point with their own email campaigns or whatever sort of outreach,
166:36 campaigns or whatever sort of outreach, have some templates that do 8020. So
166:39 have some templates that do 8020. So have some templates that like get you
166:40 have some templates that like get you 80% of the way there that answer basic
166:42 80% of the way there that answer basic responses like for instance, let's see
166:44 responses like for instance, let's see this one here, okay, where the person
166:46 this one here, okay, where the person says, "Let's talk more." Have a template
166:48 says, "Let's talk more." Have a template that says, you know, "Hey, name thanks
166:50 that says, you know, "Hey, name thanks so much for getting back to me. Really
166:52 so much for getting back to me. Really enjoyed reading through whatever website
166:55 enjoyed reading through whatever website they have or digital property they
166:56 they have or digital property they have." And sure, like, let's get
166:58 have." And sure, like, let's get something on the books right now. Do you
166:59 something on the books right now. Do you have a calendar that you could send
167:00 have a calendar that you could send over? Would you like me to do it? If
167:02 over? Would you like me to do it? If not, I have three times available, XYZ.
167:04 not, I have three times available, XYZ. Just send me over the closest one and I
167:06 Just send me over the closest one and I can give you a ring directly at this
167:07 can give you a ring directly at this number or we could set up like a Google
167:08 number or we could set up like a Google Meet. The point I'm making is try and
167:10 Meet. The point I'm making is try and minimize the amount of back and forth.
167:12 minimize the amount of back and forth. If you want to make a campaign like this
167:13 If you want to make a campaign like this work really, really well. What you do is
167:14 work really, really well. What you do is you actually just like add the times
167:16 you actually just like add the times directly in the outgoing email and you
167:17 directly in the outgoing email and you say like, "Hey, I can meet 7:00 a.m. on
167:19 say like, "Hey, I can meet 7:00 a.m. on whatever date, 9:00 a.m. on whatever
167:21 whatever date, 9:00 a.m. on whatever date, or 11:00 a.m. on whatever date."
167:23 date, or 11:00 a.m. on whatever date." And then usually, you know, you'll get a
167:24 And then usually, you know, you'll get a lower positive reply rate, but you're
167:26 lower positive reply rate, but you're going to have people give you the exact
167:27 going to have people give you the exact times that they want you to call them,
167:28 times that they want you to call them, and then you can actually just like do
167:29 and then you can actually just like do it without any back and forth. Um, but
167:32 it without any back and forth. Um, but yeah, so what I would do is I'd make
167:33 yeah, so what I would do is I'd make these templates, right? Once you have a
167:35 these templates, right? Once you have a couple of templates set up, so I don't
167:36 couple of templates set up, so I don't know, like a positive reply template,
167:38 know, like a positive reply template, maybe you have a template that's uh
167:39 maybe you have a template that's uh like, you know, please send me over more
167:41 like, you know, please send me over more info. You have a template that explains
167:42 info. You have a template that explains something really briefly, hook up the
167:44 something really briefly, hook up the Unibox to your phone. Instantly has like
167:46 Unibox to your phone. Instantly has like a Unibox mobile app and so you can
167:48 a Unibox mobile app and so you can actually see the responses come in live
167:49 actually see the responses come in live during the day. do whatever you need to
167:51 during the day. do whatever you need to do on your phone to prioritize those
167:52 do on your phone to prioritize those notifications and then have the template
167:54 notifications and then have the template set up so that the second that an email
167:55 set up so that the second that an email comes in, you have like an internal
167:57 comes in, you have like an internal rule. If it's between 7 a.m. to like
167:59 rule. If it's between 7 a.m. to like 9:00 p.m. or something, your internal
168:01 9:00 p.m. or something, your internal rule is I will respond to this email
168:02 rule is I will respond to this email within 5 minutes. If you guys get leads
168:05 within 5 minutes. If you guys get leads like this, you need to treat them like
168:06 like this, you need to treat them like gold. Okay? So, don't do what I did and
168:08 gold. Okay? So, don't do what I did and wait, you know, so you could batch them
168:09 wait, you know, so you could batch them all and have something nice and
168:10 all and have something nice and impressive to show on a YouTube video.
168:11 impressive to show on a YouTube video. The second you get a lead, that's when
168:13 The second you get a lead, that's when you you sit down and you message them
168:14 you you sit down and you message them back cuz leads are basically the closest
168:16 back cuz leads are basically the closest thing you have to actual money at this
168:18 thing you have to actual money at this point. And so you need to treat them
168:19 point. And so you need to treat them with a respect and reverence they
168:21 with a respect and reverence they deserve. Also keeping in mind that it's
168:22 deserve. Also keeping in mind that it's cold outreach. You never really
168:23 cold outreach. You never really contacted a person. If you're not
168:25 contacted a person. If you're not constantly on top of them, there's no
168:26 constantly on top of them, there's no reason for them really to get back to
168:28 reason for them really to get back to you. They have a bunch of other people
168:28 you. They have a bunch of other people in their email inbox trying to do the
168:30 in their email inbox trying to do the same thing. I'll be hopefully much worse
168:32 same thing. I'll be hopefully much worse than you are. Okay, great. Hopefully
168:34 than you are. Okay, great. Hopefully I've shown you guys how you could whip
168:35 I've shown you guys how you could whip up an AI service completely from scratch
168:37 up an AI service completely from scratch and get it to the selling stage. We're
168:39 and get it to the selling stage. We're now at the point where we're validating
168:40 now at the point where we're validating the idea. We already have people that
168:42 the idea. We already have people that are interested in the loose thoughts
168:43 are interested in the loose thoughts that I put in front of them. What I'm
168:45 that I put in front of them. What I'm going to do in subsequent videos is I'm
168:46 going to do in subsequent videos is I'm actually going to work through building
168:48 actually going to work through building these services. So, building services
168:49 these services. So, building services for the campaigns that people respond
168:51 for the campaigns that people respond positively to and showing you guys how
168:53 positively to and showing you guys how to put together a specific templated or
168:55 to put together a specific templated or productized automation that you could
168:57 productized automation that you could then sell to audiences like this. This
168:59 then sell to audiences like this. This is the way you do business today. You
169:00 is the way you do business today. You don't build and then hope that people
169:02 don't build and then hope that people will come. What you do is you have some
169:03 will come. What you do is you have some minimum viable product idea. Okay? You
169:05 minimum viable product idea. Okay? You don't even have to put the product
169:06 don't even have to put the product together. What you do is you start
169:08 together. What you do is you start selling all the possible products you
169:09 selling all the possible products you could put together. people respond
169:11 could put together. people respond positively to a few of them and then
169:12 positively to a few of them and then once you validated them then you
169:13 once you validated them then you actually built the thing. Awesome. You
169:15 actually built the thing. Awesome. You guys have just watched me build an
169:16 guys have just watched me build an entire AI service from scratch.
169:17 entire AI service from scratch. Hopefully you guys could see how to
169:18 Hopefully you guys could see how to generate interested prospects in real
169:20 generate interested prospects in real time. You've also seen the lead
169:21 time. You've also seen the lead generation steps in action. But now
169:23 generation steps in action. But now comes the crucial step, right? Which is
169:24 comes the crucial step, right? Which is where you convert these interested
169:26 where you convert these interested prospects into paying clients. So how
169:27 prospects into paying clients. So how the hell do you do that? Because you can
169:29 the hell do you do that? Because you can generate all the leads in the world, but
169:30 generate all the leads in the world, but if you guys can't effectively sell to
169:31 if you guys can't effectively sell to those leads, you guys can't actually
169:33 those leads, you guys can't actually turn them from people that are
169:34 turn them from people that are interested into people that have
169:35 interested into people that have actually transformed into clients,
169:37 actually transformed into clients, you'll never make consistent money. I
169:39 you'll never make consistent money. I find most technical people hate this
169:40 find most technical people hate this part, but if you master your sales
169:41 part, but if you master your sales process, that's what transforms AI from
169:43 process, that's what transforms AI from a hobby into a profitable company. So,
169:46 a hobby into a profitable company. So, that's what this next section is going
169:47 that's what this next section is going to do. We're going to break down the
169:48 to do. We're going to break down the complete sales systems from lead to
169:50 complete sales systems from lead to signed contract. I'm going to cover the
169:52 signed contract. I'm going to cover the exact process that I use to consistently
169:53 exact process that I use to consistently close high value automation deals,
169:55 close high value automation deals, including how to structure your sales
169:56 including how to structure your sales call, handle objections, and then I'll
169:58 call, handle objections, and then I'll ultimately get clients excited to work
169:59 ultimately get clients excited to work with you. Okay, so what I got here is a
170:01 with you. Okay, so what I got here is a quick little whimsical board. It's just
170:02 quick little whimsical board. It's just a graphic workflow design tool. And what
170:04 a graphic workflow design tool. And what I've done is I've mapped out the
170:06 I've done is I've mapped out the simplest most standard flow that you can
170:09 simplest most standard flow that you can use for any agency essentially, but
170:12 use for any agency essentially, but that's particularly helpful or useful
170:13 that's particularly helpful or useful when you're selling automation services
170:15 when you're selling automation services or automation projects. This is not a
170:18 or automation projects. This is not a new business model. If you're thinking
170:20 new business model. If you're thinking about, you know, like the agency, the
170:22 about, you know, like the agency, the agency is a very standard old business
170:26 agency is a very standard old business idea. I mean, this sort of service model
170:28 idea. I mean, this sort of service model has been around for well over 70 years.
170:31 has been around for well over 70 years. And essentially for the last 70 years,
170:34 And essentially for the last 70 years, people have slowly evolved it and
170:36 people have slowly evolved it and figured out like the best most
170:38 figured out like the best most standardized way to proceed forward with
170:40 standardized way to proceed forward with closing deals of more or less any size.
170:42 closing deals of more or less any size. And this is it. You're looking at it
170:43 And this is it. You're looking at it right now. I didn't come up with this. I
170:45 right now. I didn't come up with this. I didn't really have to think super hard
170:47 didn't really have to think super hard about this. This is more or less just
170:48 about this. This is more or less just what every agency does. So if you don't
170:50 what every agency does. So if you don't have a sales process, don't rebuild the
170:52 have a sales process, don't rebuild the wheel and try and come up with something
170:54 wheel and try and come up with something new, something from scratch, something
170:55 new, something from scratch, something completely different that's going to be
170:57 completely different that's going to be amazing and better than what we have.
170:58 amazing and better than what we have. Because your job, if you're starting an
171:00 Because your job, if you're starting an agency, let's be real, it's not to
171:01 agency, let's be real, it's not to change the world. Your job is to build a
171:04 change the world. Your job is to build a machine that's efficient and capable at
171:06 machine that's efficient and capable at producing revenue and in particular
171:08 producing revenue and in particular converting that revenue into a
171:09 converting that revenue into a relatively high profit margin
171:10 relatively high profit margin consistently. You're not going to be,
171:12 consistently. You're not going to be, you know, launching a rocket to Mars or
171:15 you know, launching a rocket to Mars or the moon anytime soon, right? There are
171:16 the moon anytime soon, right? There are different business models for that sort
171:17 different business models for that sort of thing that require a lot more R&D.
171:19 of thing that require a lot more R&D. So, what I'm going to do over the course
171:20 So, what I'm going to do over the course of the next few minutes is just run you
171:21 of the next few minutes is just run you through this and then I'm going to
171:22 through this and then I'm going to duplicate this model and then I'm going
171:23 duplicate this model and then I'm going to show you another variant that you
171:24 to show you another variant that you could use specifically for automation
171:26 could use specifically for automation agencies that I think is probably a
171:27 agencies that I think is probably a little bit higher yield than most
171:29 little bit higher yield than most people. But feel free to use whatever
171:30 people. But feel free to use whatever model that you want as long as you have
171:32 model that you want as long as you have a model and understand the basics that
171:34 a model and understand the basics that I'm going to be explaining. So, first
171:36 I'm going to be explaining. So, first things first, I don't like over
171:38 things first, I don't like over complicating things. There are dozens of
171:40 complicating things. There are dozens of these sorts of system graphs with a
171:42 these sorts of system graphs with a million different boxes and there's way
171:44 million different boxes and there's way more complexity there and the errors
171:45 more complexity there and the errors feed in, you know, 50 million times,
171:47 feed in, you know, 50 million times, cycles, loops, all that I think
171:49 cycles, loops, all that I think that that's sort of silly. I think that
171:50 that that's sort of silly. I think that at the core, the reason why people are
171:52 at the core, the reason why people are successful in business is usually their
171:53 successful in business is usually their ability to strip away the complexity.
171:55 ability to strip away the complexity. So, I'm going really simple here. I know
171:57 So, I'm going really simple here. I know that a lot of people are probably going
171:58 that a lot of people are probably going to be like, you're missing all this
171:59 to be like, you're missing all this stuff, but it's fine. We're just
172:00 stuff, but it's fine. We're just focusing on the fundamentals. First and
172:01 focusing on the fundamentals. First and foremost, sales is very different from
172:03 foremost, sales is very different from marketing. And so, you see there's some
172:04 marketing. And so, you see there's some boxes around sales, and then there's
172:06 boxes around sales, and then there's another box around the section called
172:07 another box around the section called marketing. and I've used different
172:08 marketing. and I've used different colors to disambiguate them. Marketing
172:10 colors to disambiguate them. Marketing is everything that leads up to at least
172:12 is everything that leads up to at least in an agency model, you having a
172:14 in an agency model, you having a conversation with the prospect.
172:15 conversation with the prospect. Literally everything until you
172:17 Literally everything until you physically either get on a call with
172:19 physically either get on a call with them or if you're doing some other type
172:20 them or if you're doing some other type of business model, you're sending them
172:22 of business model, you're sending them voice DMs or whatever, then that in our
172:23 voice DMs or whatever, then that in our case, I'm going to standardize it and
172:25 case, I'm going to standardize it and say meeting booked. Everything before
172:26 say meeting booked. Everything before meeting booked is marketing. Everything
172:27 meeting booked is marketing. Everything after meeting booked is sales. So, just
172:30 after meeting booked is sales. So, just to be complete in marketing, if you're
172:32 to be complete in marketing, if you're running an agency, especially a digital
172:33 running an agency, especially a digital one, there are a variety of ways that
172:34 one, there are a variety of ways that you can obviously get people onto a
172:36 you can obviously get people onto a meeting. You can go through cold email,
172:38 meeting. You can go through cold email, which is something that I talk about a
172:39 which is something that I talk about a lot that has recently been gaining a ton
172:41 lot that has recently been gaining a ton of popularity because of a
172:42 of popularity because of a personalization or whatnot. This
172:43 personalization or whatnot. This involves you finding lists of people
172:45 involves you finding lists of people that might be interested in your
172:46 that might be interested in your service, doing research on them or maybe
172:48 service, doing research on them or maybe getting ahead to do it, and then
172:50 getting ahead to do it, and then reaching out and presumably having some
172:51 reaching out and presumably having some type of email conversation where you
172:53 type of email conversation where you will funnel them into a meeting book.
172:55 will funnel them into a meeting book. You're doing PPC ads. You might be
172:56 You're doing PPC ads. You might be creating some type of campaign. Maybe
172:58 creating some type of campaign. Maybe you're selling a lead magnet. Maybe
173:00 you're selling a lead magnet. Maybe you're just talking about, you know,
173:01 you're just talking about, you know, hey, do you need marketing services for
173:03 hey, do you need marketing services for your thing? Click this button. But the
173:04 your thing? Click this button. But the purpose of that whole exercise is to get
173:06 purpose of that whole exercise is to get them to click the button and then scroll
173:07 them to click the button and then scroll down the page and then book a meeting
173:08 down the page and then book a meeting with you, right? So then voila, you now
173:11 with you, right? So then voila, you now have a meeting booked. If you're doing
173:12 have a meeting booked. If you're doing SEO, same sort of deal as PPC ads is
173:14 SEO, same sort of deal as PPC ads is just organic. Social media, you know,
173:16 just organic. Social media, you know, you're branding yourself, you're
173:17 you're branding yourself, you're building your reputation, similar to
173:18 building your reputation, similar to what I'm doing now. A lot of people want
173:19 what I'm doing now. A lot of people want to talk to you, obviously. So what's the
173:21 to talk to you, obviously. So what's the way that you funnel that into some type
173:22 way that you funnel that into some type of next step or next outcome? You book a
173:24 of next step or next outcome? You book a meeting with them. Referrals, what do
173:26 meeting with them. Referrals, what do you naturally do when somebody's like,
173:27 you naturally do when somebody's like, "Hey man, I really liked working with
173:29 "Hey man, I really liked working with you. I got a guy who's fantastic and he
173:31 you. I got a guy who's fantastic and he wants the system." You say, "Awesome."
173:33 wants the system." You say, "Awesome." you know, what's your calendar link?
173:34 you know, what's your calendar link? Let's get on a call. And the
173:36 Let's get on a call. And the communities, obviously, in order to take
173:37 communities, obviously, in order to take that to the next step, when you're
173:38 that to the next step, when you're having a conversation with somebody,
173:39 having a conversation with somebody, they might be interested in what you
173:40 they might be interested in what you have to say, sort of like organic
173:42 have to say, sort of like organic networking style, you need to book a
173:43 networking style, you need to book a meeting. So, it doesn't matter what
173:45 meeting. So, it doesn't matter what method you have here. The methods
173:46 method you have here. The methods themselves are just black boxes. The
173:48 themselves are just black boxes. The only thing that matters is that this
173:50 only thing that matters is that this helps you generate a meeting. And the
173:52 helps you generate a meeting. And the second that you transition from the
173:53 second that you transition from the marketing step over here to a meeting
173:55 marketing step over here to a meeting booked, this is when the actual sales
173:57 booked, this is when the actual sales process begins. And this is when you
173:58 process begins. And this is when you know you start essentially the decisions
174:00 know you start essentially the decisions that you make here start having a
174:01 that you make here start having a disproportionate impact on your ability
174:03 disproportionate impact on your ability to close. So you need a sales system
174:05 to close. So you need a sales system first and foremost. This sales system
174:06 first and foremost. This sales system has what seven different little modules.
174:09 has what seven different little modules. Your sales system might have 500. I've
174:11 Your sales system might have 500. I've seen sales systems that work extremely
174:12 seen sales systems that work extremely well with two. The most important thing
174:14 well with two. The most important thing isn't so far that you have like the best
174:16 isn't so far that you have like the best sales system in the world. It's that you
174:17 sales system in the world. It's that you just have a sales system. I used to sell
174:19 just have a sales system. I used to sell door to door. I sold door to door for a
174:21 door to door. I sold door to door for a year and a half. So this is B2B door to
174:23 year and a half. So this is B2B door to door. I'd walk into businesses and then
174:25 door. I'd walk into businesses and then I'd try and pitch them on local
174:26 I'd try and pitch them on local marketing services. I got thrown out
174:27 marketing services. I got thrown out more times than you could count. But the
174:29 more times than you could count. But the main reason why I was unable to grow my
174:30 main reason why I was unable to grow my business more than about $100 to
174:32 business more than about $100 to $150,000 in the calendar year that I was
174:34 $150,000 in the calendar year that I was working at the time was because I didn't
174:36 working at the time was because I didn't have a standardized sales process. Every
174:38 have a standardized sales process. Every single time I'd walk into the door, I
174:40 single time I'd walk into the door, I didn't really like scripts. So every
174:42 didn't really like scripts. So every single time I walked in the door, I
174:43 single time I walked in the door, I would say something different.
174:44 would say something different. Naturally, the prospect would respond
174:46 Naturally, the prospect would respond differently. Naturally, if the prospect
174:47 differently. Naturally, if the prospect responded differently, then I would say
174:48 responded differently, then I would say something different. Every single
174:50 something different. Every single interaction was inconsistent and
174:52 interaction was inconsistent and non-standardized. And it meant that as a
174:55 non-standardized. And it meant that as a result, the client always had just a
174:57 result, the client always had just a different experience with me. If they
174:58 different experience with me. If they always have different and inconsistent
175:00 always have different and inconsistent experiences, then you're unable to
175:01 experiences, then you're unable to optimize every individual part of the
175:03 optimize every individual part of the experience. You're unable to systematize
175:04 experience. You're unable to systematize and make it better. So, the most
175:06 and make it better. So, the most important thing isn't that you have the
175:07 important thing isn't that you have the best system in the world. It's just that
175:09 best system in the world. It's just that you have a system that you can start
175:10 you have a system that you can start with, start using consistently, and then
175:12 with, start using consistently, and then start thinking, hm, where are people
175:13 start thinking, hm, where are people dropping off in my system? Are they
175:15 dropping off in my system? Are they dropping off at the beginning with the
175:16 dropping off at the beginning with the first sales call? Are they dropping off
175:17 first sales call? Are they dropping off with my email follow-ups? Are they
175:18 with my email follow-ups? Are they dropping off here? Are they dropping off
175:19 dropping off here? Are they dropping off there? And then at least you have a
175:21 there? And then at least you have a point where you can start to make it
175:22 point where you can start to make it better. So, this is one sales system,
175:25 better. So, this is one sales system, not all of them, but it's the one that I
175:26 not all of them, but it's the one that I would probably recommend most people
175:28 would probably recommend most people start with. First things first is you
175:29 start with. First things first is you have a lead and the meeting is now
175:31 have a lead and the meeting is now booked. Well, the meeting is booked, but
175:32 booked. Well, the meeting is booked, but that doesn't necessarily mean they're
175:34 that doesn't necessarily mean they're going to show up to the meeting, right?
175:35 going to show up to the meeting, right? If somebody books a meeting with you,
175:36 If somebody books a meeting with you, there's probably maybe like a 60% chance
175:38 there's probably maybe like a 60% chance that they'll show, but on average, you
175:39 that they'll show, but on average, you know, 40% of the time they'll flake. So,
175:41 know, 40% of the time they'll flake. So, we need to make allowances for that.
175:43 we need to make allowances for that. Let's say you book a meeting for next
175:44 Let's say you book a meeting for next Friday and then next Friday shows up.
175:46 Friday and then next Friday shows up. You're sitting on the call, nobody's
175:47 You're sitting on the call, nobody's there except for you. We consider that a
175:50 there except for you. We consider that a no-show. Obviously, in meeting parlance,
175:52 no-show. Obviously, in meeting parlance, and so we need to do something with that
175:53 and so we need to do something with that no-show. What we do is we have some type
175:55 no-show. What we do is we have some type of follow-up cycle. This is a very
175:57 of follow-up cycle. This is a very simple and straightforward part of any
175:58 simple and straightforward part of any system that converts and makes a lot of
176:00 system that converts and makes a lot of money. You need to be following up with
176:01 money. You need to be following up with the people that have fallen out of your
176:04 the people that have fallen out of your funnel, so to say, or leaked through the
176:05 funnel, so to say, or leaked through the holes in it. And with a follow-up cycle,
176:08 holes in it. And with a follow-up cycle, that might take the place of like phone
176:09 that might take the place of like phone calls in your CRM. You might like
176:11 calls in your CRM. You might like schedule three or four calls to follow
176:12 schedule three or four calls to follow up and make sure the person gets
176:13 up and make sure the person gets rebooked. You might do some type of
176:15 rebooked. You might do some type of follow-up email sequence. You might just
176:16 follow-up email sequence. You might just ping them once, get their SMS, something
176:18 ping them once, get their SMS, something like that. Whatever the form of that is,
176:20 like that. Whatever the form of that is, you just need to make sure you have some
176:21 you just need to make sure you have some type of follow-up system in place or
176:22 type of follow-up system in place or follow-up cycle in place that ensures
176:25 follow-up cycle in place that ensures that the people that don't make it to
176:26 that the people that don't make it to the meetings are at least still being
176:28 the meetings are at least still being nurtured in some way. What happens when
176:31 nurtured in some way. What happens when they get nurtured and they want to
176:32 they get nurtured and they want to rebook? You know, they're like, "I'm so
176:33 rebook? You know, they're like, "I'm so sorry, my cat died and I had to, you
176:35 sorry, my cat died and I had to, you know, flake on our our scheduled
176:36 know, flake on our our scheduled meeting." Uh, well, then they rebook and
176:38 meeting." Uh, well, then they rebook and then we go right back to square one
176:39 then we go right back to square one where the meeting is booked. This
176:41 where the meeting is booked. This process here can occur five, six, maybe
176:43 process here can occur five, six, maybe even seven times. I think I've had one
176:45 even seven times. I think I've had one extremely annoying prospect that flaked
176:47 extremely annoying prospect that flaked on me over a dozen times. We ended up
176:50 on me over a dozen times. We ended up actually getting together and the call
176:51 actually getting together and the call ended up not being a fit, which is a
176:53 ended up not being a fit, which is a huge pain in my ass. But the great news
176:54 huge pain in my ass. But the great news is we at least we got on the call. At
176:55 is we at least we got on the call. At least I figured that out. So yeah, it's
176:58 least I figured that out. So yeah, it's sort of the sequence between meeting
176:59 sort of the sequence between meeting booked and follow-up cycle. Right now,
177:00 booked and follow-up cycle. Right now, the more likely thing and probably the
177:03 the more likely thing and probably the thing that we care most about is if they
177:04 thing that we care most about is if they show. So what happens if they show?
177:06 show. So what happens if they show? Well, if they show, then you have a
177:07 Well, if they show, then you have a sales meeting. And this is beyond the
177:08 sales meeting. And this is beyond the scope of this particular video, but I'm
177:10 scope of this particular video, but I'm going to record more videos in the
177:11 going to record more videos in the future about my specific sales process,
177:12 future about my specific sales process, how to optimize your like actual sales
177:15 how to optimize your like actual sales meeting. Um, just like I'm building out
177:17 meeting. Um, just like I'm building out a system here for the actual flow of a
177:19 a system here for the actual flow of a lead. You can build out a system for the
177:20 lead. You can build out a system for the actual progression of every call. You
177:22 actual progression of every call. You could have step one, I say that, step
177:24 could have step one, I say that, step two, I say that, step three, I say that.
177:25 two, I say that, step three, I say that. And then again, you can use that as a
177:26 And then again, you can use that as a starting ground to leap off of and then
177:28 starting ground to leap off of and then optimize and iterate from there. But
177:29 optimize and iterate from there. But anyh who, the sales meeting is going to
177:30 anyh who, the sales meeting is going to occur. If you think about it logically,
177:32 occur. If you think about it logically, there are a few outcomes that happen
177:33 there are a few outcomes that happen when a sales meeting is concluded. At
177:36 when a sales meeting is concluded. At the end of the call, the client might
177:37 the end of the call, the client might like what you have to say and then they
177:39 like what you have to say and then they want to move forward. They might hate
177:41 want to move forward. They might hate what you have to say and never want to
177:42 what you have to say and never want to talk to you again. Or they might think
177:45 talk to you again. Or they might think that this is something that I may
177:46 that this is something that I may potentially do in the future, but I'm
177:47 potentially do in the future, but I'm not really interested right now. So,
177:49 not really interested right now. So, we're going to go through all three of
177:50 we're going to go through all three of these together. The first thing is this
177:53 these together. The first thing is this is not a fit right now. And if this is
177:55 is not a fit right now. And if this is not a fit right now, then think about it
177:57 not a fit right now, then think about it logically. They're saying it's not a fit
177:58 logically. They're saying it's not a fit right now. So, it may be a fit in the
178:00 right now. So, it may be a fit in the future. And if this occurs, then what do
178:01 future. And if this occurs, then what do we do? Well, in this specific sales
178:03 we do? Well, in this specific sales process's case, we're waiting 30 days.
178:05 process's case, we're waiting 30 days. And then we are pushing them back into a
178:06 And then we are pushing them back into a follow-up cycle to rebook. And so now
178:08 follow-up cycle to rebook. And so now instead of the loop being from meeting
178:09 instead of the loop being from meeting book to follow-up cycle like this, now
178:12 book to follow-up cycle like this, now the loop is this. And sometimes clients
178:15 the loop is this. And sometimes clients or prospects will run through this three
178:16 or prospects will run through this three or four times before you sell. But by
178:18 or four times before you sell. But by having a system like this, it ensures
178:19 having a system like this, it ensures that at least you're capturing the
178:21 that at least you're capturing the people that otherwise would have just
178:22 people that otherwise would have just dripped through and leaked. Right? So
178:24 dripped through and leaked. Right? So that's number one. This maybe happens
178:26 that's number one. This maybe happens 20% of the time in my experience. The
178:28 20% of the time in my experience. The other outcome is that it's not a fit
178:30 other outcome is that it's not a fit ever. So it's not just not a fit right
178:32 ever. So it's not just not a fit right now. It's like, hey, no, we're not we're
178:34 now. It's like, hey, no, we're not we're not a good uh mix. You know, the
178:35 not a good uh mix. You know, the services that you want are not the
178:36 services that you want are not the services I could provide. I really don't
178:38 services I could provide. I really don't like who you are as a person. I think
178:39 like who you are as a person. I think that you'd be a nightmare to work with.
178:41 that you'd be a nightmare to work with. You're incapable of paying whatever
178:42 You're incapable of paying whatever price I might be pitching you, yada
178:44 price I might be pitching you, yada yada. The point that I'm making is that
178:45 yada. The point that I'm making is that person is never going to be a fit. And
178:47 person is never going to be a fit. And what do you do in that case? You opt
178:48 what do you do in that case? You opt out. They are good to leave your sales
178:49 out. They are good to leave your sales system. You never need to talk to them
178:51 system. You never need to talk to them again. Amazing. The third outcome is
178:54 again. Amazing. The third outcome is that the sales meeting occurs and
178:55 that the sales meeting occurs and there's some type of positive outcome.
178:58 there's some type of positive outcome. So, they say, you know, man, this this
178:59 So, they say, you know, man, this this sounds really great. I really love your
179:00 sounds really great. I really love your agency. I love everything that it stands
179:02 agency. I love everything that it stands for. I'd love to work with you guys.
179:03 for. I'd love to work with you guys. This is a very positive outlook. Maybe
179:06 This is a very positive outlook. Maybe they ask what's next. Maybe you explain
179:08 they ask what's next. Maybe you explain to them what's next and I'll show you
179:09 to them what's next and I'll show you what's next in a sec. But essentially,
179:11 what's next in a sec. But essentially, this is outcome number three and it's
179:12 this is outcome number three and it's the best one is the one that we're
179:13 the best one is the one that we're shooting for where they want to move
179:14 shooting for where they want to move forward. So in this way, by having
179:17 forward. So in this way, by having multiple outcomes essentially to
179:19 multiple outcomes essentially to represent all of the various things that
179:20 represent all of the various things that could happen, we're capturing the vast
179:21 could happen, we're capturing the vast majority of these leads regardless of
179:23 majority of these leads regardless of where they're falling through the cycle
179:24 where they're falling through the cycle and then we're pushing them back through
179:25 and then we're pushing them back through our standardized funnel. Um, you know,
179:28 our standardized funnel. Um, you know, the standardized funnel is just
179:29 the standardized funnel is just everything in blue here that goes
179:30 everything in blue here that goes straight from from top to bottom.
179:32 straight from from top to bottom. Everything in green is sort of like the
179:33 Everything in green is sort of like the recovery. Um, anyway, so yeah, they want
179:36 recovery. Um, anyway, so yeah, they want to move forward. So, what do we do when
179:37 to move forward. So, what do we do when they want to move forward? Well, usually
179:39 they want to move forward? Well, usually in the agency space, you don't need
179:41 in the agency space, you don't need this. And I actually don't really like
179:42 this. And I actually don't really like sending out super complicated agreements
179:44 sending out super complicated agreements or proposals or anything like that. I
179:46 or proposals or anything like that. I like keeping it very straight, very
179:48 like keeping it very straight, very simple, and very to the point. And a lot
179:49 simple, and very to the point. And a lot of the time, I don't even like write a
179:50 of the time, I don't even like write a contract with somebody that I like and
179:51 contract with somebody that I like and respect. The like and respect stands in
179:53 respect. The like and respect stands in for the legal ease. Some people may
179:55 for the legal ease. Some people may disagree with me and say that that's
179:56 disagree with me and say that that's going to burn me. Hasn't burned me yet.
179:57 going to burn me. Hasn't burned me yet. I've made a fair amount of money. So,
179:59 I've made a fair amount of money. So, you know, take that with a grain of
180:00 you know, take that with a grain of salt. Do your own due diligence, but
180:01 salt. Do your own due diligence, but that's my recommendation. Anywh who, uh,
180:04 that's my recommendation. Anywh who, uh, most agencies in order to formalize the
180:06 most agencies in order to formalize the interest of the client, they need to
180:07 interest of the client, they need to send some type of detailed proposal or
180:09 send some type of detailed proposal or some type of scope of work. So, the
180:11 some type of scope of work. So, the scope of work might be a list of
180:12 scope of work might be a list of deliverables that the client is going to
180:14 deliverables that the client is going to get for whatever you are offering. It
180:16 get for whatever you are offering. It might be a list of monthly obligations
180:18 might be a list of monthly obligations for a retainer. It might be, you know,
180:20 for a retainer. It might be, you know, some type of like annual obligation to
180:22 some type of like annual obligation to deliver X, Y, and Z or they get their
180:24 deliver X, Y, and Z or they get their money back with some refund guarantee.
180:26 money back with some refund guarantee. As long as it's just an itemized
180:28 As long as it's just an itemized breakdown of what it is that you are
180:30 breakdown of what it is that you are providing, that's usually good enough.
180:31 providing, that's usually good enough. You can bundle in a contract with us.
180:33 You can bundle in a contract with us. You can bundle in, you know, a big showy
180:35 You can bundle in, you know, a big showy proposal or whatnot, that's totally fine
180:37 proposal or whatnot, that's totally fine if you want to do that. But as long as
180:38 if you want to do that. But as long as you just have some type of like itemized
180:40 you just have some type of like itemized breakdown, you're basically good to go.
180:41 breakdown, you're basically good to go. Now, if you think about it, this send
180:43 Now, if you think about it, this send detail proposal scope of work also has a
180:45 detail proposal scope of work also has a few different steps that people could
180:46 few different steps that people could take at this point. they could not sign
180:48 take at this point. they could not sign it. Maybe, I don't know, you have some
180:51 it. Maybe, I don't know, you have some process in your system and instead of
180:52 process in your system and instead of not signed, we say not signed after 7
180:54 not signed, we say not signed after 7 days. So, they haven't signed it after 7
180:56 days. So, they haven't signed it after 7 days. We need to do something, right?
180:57 days. We need to do something, right? What we do then is we add them to the
180:59 What we do then is we add them to the follow-up cycle. We have another
181:00 follow-up cycle. We have another follow-up cycle specifically for the
181:02 follow-up cycle specifically for the contracts as opposed to just the
181:03 contracts as opposed to just the meetings booked. And now, this follow-up
181:05 meetings booked. And now, this follow-up cycle is basically like, "Hey, how's
181:06 cycle is basically like, "Hey, how's everything going with the contract?" Or,
181:07 everything going with the contract?" Or, "How's everything going with the
181:08 "How's everything going with the proposal? Let me know if I can help. I'd
181:09 proposal? Let me know if I can help. I'd love to check in. You know, you
181:10 love to check in. You know, you discussed X, Y, and Z. I think we might
181:11 discussed X, Y, and Z. I think we might be the right fit for this. What's going
181:12 be the right fit for this. What's going on?" You might, you know, have a system
181:14 on?" You might, you know, have a system in your CRM that schedules a bunch of
181:16 in your CRM that schedules a bunch of calls for you to book, right? So now
181:17 calls for you to book, right? So now you're you're jumping on a call with
181:18 you're you're jumping on a call with them instead of just sending them an
181:19 them instead of just sending them an email. This might be a fully automated
181:21 email. This might be a fully automated system, right? There's just so many
181:22 system, right? There's just so many options here. But the point is you just
181:24 options here. But the point is you just need to be following up with them again
181:25 need to be following up with them again if they drop off at the proposal part.
181:27 if they drop off at the proposal part. Another interesting tidbit is if you
181:28 Another interesting tidbit is if you consider the value of a lead at every
181:30 consider the value of a lead at every individual step, the value of a lead
181:33 individual step, the value of a lead here before they've really become a lead
181:35 here before they've really become a lead of yours, like before they they've gone
181:37 of yours, like before they they've gone through your funnel is pretty low,
181:39 through your funnel is pretty low, right? And so if you think about like
181:40 right? And so if you think about like your ad revenues that you spend um
181:42 your ad revenues that you spend um buying media or like the money that
181:44 buying media or like the money that you're spending on SEO and if you divide
181:46 you're spending on SEO and if you divide that by all the people that are seeing
181:47 that by all the people that are seeing it, like the cost that you're spending
181:48 it, like the cost that you're spending per lead, super low, not really that big
181:50 per lead, super low, not really that big of a deal. But the second that they go
181:52 of a deal. But the second that they go into meeting booked, there's now like a
181:54 into meeting booked, there's now like a a value that's quite high that's
181:55 a value that's quite high that's assigned to every lead. Like let's say
181:57 assigned to every lead. Like let's say you charge $10,000 on average and then
182:00 you charge $10,000 on average and then on average it takes you 10 leads to turn
182:01 on average it takes you 10 leads to turn into one client. That means that the
182:03 into one client. That means that the value of every lead as they get a
182:04 value of every lead as they get a meeting booked is $1,000. So, you
182:06 meeting booked is $1,000. So, you actually should be willing to invest in
182:08 actually should be willing to invest in infrastructure, systems, and people to
182:10 infrastructure, systems, and people to try and squeeze as much value out of
182:11 try and squeeze as much value out of those $1,000 leads as possible. You
182:13 those $1,000 leads as possible. You know, if this meeting booked is $1,000,
182:15 know, if this meeting booked is $1,000, then if the sales meeting occurs, the
182:17 then if the sales meeting occurs, the value of that lead might now be $3,000
182:18 value of that lead might now be $3,000 on average. If the detailed proposal
182:20 on average. If the detailed proposal scope of work step happens, well, now
182:22 scope of work step happens, well, now the value of that lead might be $5,000,
182:24 the value of that lead might be $5,000, right? Like at every point through the
182:25 right? Like at every point through the process, the value of the lead is
182:26 process, the value of the lead is higher. And so, you can actually spend
182:28 higher. And so, you can actually spend more time, energy, infrastructure,
182:29 more time, energy, infrastructure, resources, and people to try and, you
182:31 resources, and people to try and, you know, squeeze the value out of them as
182:33 know, squeeze the value out of them as much as you can. So, you know, as you
182:35 much as you can. So, you know, as you proceed, maybe this follow-ups are more
182:36 proceed, maybe this follow-ups are more aggressive in nature. Maybe they're in
182:38 aggressive in nature. Maybe they're in your city. And so, I've seen um direct
182:40 your city. And so, I've seen um direct mail campaigns where you will send like
182:42 mail campaigns where you will send like a funny picture or something like that
182:44 a funny picture or something like that with some type of gift card inside and
182:46 with some type of gift card inside and then, you know, you'll mail it to their
182:47 then, you know, you'll mail it to their address if they haven't signed the
182:48 address if they haven't signed the proposal within like a week or two. It's
182:50 proposal within like a week or two. It's just something essentially to illustrate
182:52 just something essentially to illustrate the value that lead to at that
182:53 the value that lead to at that particular point in time. And you should
182:55 particular point in time. And you should be willing to invest resources at every
182:56 be willing to invest resources at every step because of how much more
182:58 step because of how much more disproportionately valuable somebody is
183:00 disproportionately valuable somebody is at the end than at the beginning. Anywh
183:01 at the end than at the beginning. Anywh who, if you think about it, they cannot
183:03 who, if you think about it, they cannot sign and if they don't sign, then
183:04 sign and if they don't sign, then they're part of the follow-up cycle and
183:05 they're part of the follow-up cycle and then we resend, not sign, resend. We can
183:07 then we resend, not sign, resend. We can do this all day. But obviously, the more
183:08 do this all day. But obviously, the more important and the outcome that we want
183:10 important and the outcome that we want is for them to sign and for them to
183:12 is for them to sign and for them to ultimately pay. And what I see so many
183:13 ultimately pay. And what I see so many people making a mistake at here is
183:16 people making a mistake at here is notice how it says signed plus paid. If
183:18 notice how it says signed plus paid. If somebody hasn't signed and paid or I
183:21 somebody hasn't signed and paid or I don't know, at least paid you, right?
183:22 don't know, at least paid you, right? Like as I mentioned, I don't really like
183:23 Like as I mentioned, I don't really like proposals or contracts or whatnot, so
183:25 proposals or contracts or whatnot, so the signatures aren't as important to
183:26 the signatures aren't as important to me. But if somebody hasn't at least paid
183:28 me. But if somebody hasn't at least paid you for the services that you are
183:29 you for the services that you are telling them that you are going to
183:30 telling them that you are going to provide them, then you can't start the
183:32 provide them, then you can't start the project, right? And if you think about
183:34 project, right? And if you think about this like super old school agency model
183:36 this like super old school agency model that's been around for 70 years, they
183:37 that's been around for 70 years, they understood this a long time ago. If you
183:40 understood this a long time ago. If you have a system, it's better than having
183:41 have a system, it's better than having no system and then starting to work for
183:43 no system and then starting to work for people before money has changed hands or
183:45 people before money has changed hands or starting to do something before you've
183:46 starting to do something before you've actually locked down that you have
183:48 actually locked down that you have enough capital expense to make it
183:49 enough capital expense to make it through this project. So, you know, just
183:50 through this project. So, you know, just never start the project until you
183:52 never start the project until you actually have some type of payment
183:53 actually have some type of payment coming through. And you know, if you're
183:54 coming through. And you know, if you're sending a detailed proposal, maybe that
183:56 sending a detailed proposal, maybe that includes a signature line or something.
183:58 includes a signature line or something. This right here is the standardized
184:01 This right here is the standardized agency template that I guarantee you
184:03 agency template that I guarantee you like probably more than 50% of all
184:05 like probably more than 50% of all digital agencies are using. It may vary
184:08 digital agencies are using. It may vary in small places. Like instead of sending
184:11 in small places. Like instead of sending the detailed proposal or scope of work
184:12 the detailed proposal or scope of work in a separate step, they actually just
184:14 in a separate step, they actually just show them in the sales step and then by
184:15 show them in the sales step and then by doing so, they get like a yes or no
184:18 doing so, they get like a yes or no close decision right there on the call.
184:19 close decision right there on the call. That can make things pretty quick, but
184:21 That can make things pretty quick, but obviously that's at odds with like the
184:22 obviously that's at odds with like the comfort of the client. And if it's like
184:24 comfort of the client. And if it's like a bigger institutional sort of
184:25 a bigger institutional sort of enterprise business, then a lot of the
184:27 enterprise business, then a lot of the time that takes multiple steps. So this
184:29 time that takes multiple steps. So this is the base template as I mentioned
184:31 is the base template as I mentioned earlier. Why don't we now duplicate this
184:33 earlier. Why don't we now duplicate this and then show you like a couple of
184:35 and then show you like a couple of different ones that we can build. And
184:37 different ones that we can build. And I'm just going to delete this other
184:38 I'm just going to delete this other marketing funnel that I had here cuz
184:40 marketing funnel that I had here cuz it's ugly and I hate it. Okay, so I'm
184:42 it's ugly and I hate it. Okay, so I'm going to do one on the left and then I'm
184:44 going to do one on the left and then I'm also going to do one on the right. Okay,
184:47 also going to do one on the right. Okay, and then I realized I didn't copy the
184:50 and then I realized I didn't copy the section as well. We're going to call
184:51 section as well. We're going to call this our base sales system. Maybe we'll
184:55 this our base sales system. Maybe we'll call this our standardized sales
184:58 call this our standardized sales system. And
185:00 system. And then over here on the left, I'm going to
185:03 then over here on the left, I'm going to show you a one call close system. Over
185:07 show you a one call close system. Over on the right, I'm going to show you a
185:09 on the right, I'm going to show you a two call close system. And then maybe
185:11 two call close system. And then maybe standardize isn't the right word. Maybe
185:12 standardize isn't the right word. Maybe we'll just say like traditional agency
185:15 we'll just say like traditional agency sales system. And I think a lot of
185:17 sales system. And I think a lot of people take traditional to mean bad.
185:18 people take traditional to mean bad. It's not bad. Traditional is totally
185:19 It's not bad. Traditional is totally fine. I used this when I started my
185:21 fine. I used this when I started my operations business. It served me quite
185:23 operations business. It served me quite well. All right. So, in the one call
185:24 well. All right. So, in the one call close system, you know how earlier I
185:26 close system, you know how earlier I mentioned that some people like to
185:27 mentioned that some people like to eliminate the detailed proposal or scope
185:28 eliminate the detailed proposal or scope work. They just stick it in the sales
185:30 work. They just stick it in the sales meeting. That's essentially how this
185:31 meeting. That's essentially how this works. You know, I mentioned earlier
185:32 works. You know, I mentioned earlier that like the real key in running a
185:34 that like the real key in running a successful agency is your ability to
185:36 successful agency is your ability to simplify, not necessarily make things
185:37 simplify, not necessarily make things more complex. And so, if you think about
185:39 more complex. And so, if you think about it, like this sales system has 1 2 3 4 5
185:41 it, like this sales system has 1 2 3 4 5 6 7 8 boxes. We can eliminate a couple
185:44 6 7 8 boxes. We can eliminate a couple of these boxes right now by turning this
185:45 of these boxes right now by turning this from its sales meeting and then send the
185:47 from its sales meeting and then send the detailed proposal to just bundling it
185:48 detailed proposal to just bundling it all together. So, how would you do that?
185:50 all together. So, how would you do that? Well, I'm just going to make this a
185:51 Well, I'm just going to make this a little taller. Essentially, what we do
185:54 little taller. Essentially, what we do is, and this is frustrating, but we
185:57 is, and this is frustrating, but we can't get those perfectly straight
185:58 can't get those perfectly straight lines, so I guess we will we will not,
186:00 lines, so I guess we will we will not, is instead of having two different steps
186:03 is instead of having two different steps here, think about it on the sales call,
186:06 here, think about it on the sales call, you actually have a ton of leverage
186:07 you actually have a ton of leverage because you're there with the
186:08 because you're there with the prospecting person. And so instead of
186:11 prospecting person. And so instead of sending a proposal afterwards, which you
186:12 sending a proposal afterwards, which you know a lot of people do, especially
186:14 know a lot of people do, especially people that are new to sales because
186:15 people that are new to sales because they don't really like jumping on the
186:16 they don't really like jumping on the call and then selling the person hard or
186:17 call and then selling the person hard or that sort of dumb, you can also just
186:19 that sort of dumb, you can also just sell the person right there. They say,
186:22 sell the person right there. They say, you know, this sounds really interesting
186:23 you know, this sounds really interesting and you're like, okay, great. Well,
186:24 and you're like, okay, great. Well, we'll have the agreement right here. I'd
186:25 we'll have the agreement right here. I'd love it if we could take a look at it
186:26 love it if we could take a look at it together. Or, all right, awesome. Well,
186:28 together. Or, all right, awesome. Well, I have some resources here. I'd love it
186:29 I have some resources here. I'd love it if we could take a look at it together
186:30 if we could take a look at it together and then wrap up payments. If you think
186:31 and then wrap up payments. If you think about it, we've now taken a step that
186:33 about it, we've now taken a step that was previously eight boxes and we've
186:35 was previously eight boxes and we've turned it into just six. So we've
186:37 turned it into just six. So we've eliminated two and this is substantially
186:38 eliminated two and this is substantially simpler and substantially less complex.
186:40 simpler and substantially less complex. What this means in practice is that you
186:42 What this means in practice is that you know usually the sales relationships are
186:44 know usually the sales relationships are a little bit different because you know
186:46 a little bit different because you know the client has been hard sold as opposed
186:47 the client has been hard sold as opposed to you know having the time and energy
186:49 to you know having the time and energy to make that decision presumably for
186:50 to make that decision presumably for themselves. Obviously there are tons of
186:52 themselves. Obviously there are tons of different sales tweaks and quirks that
186:54 different sales tweaks and quirks that you could use to still build a fair
186:55 you could use to still build a fair amount of comfort on the call, not have
186:56 amount of comfort on the call, not have them hate you and and that sort of
186:58 them hate you and and that sort of thing. But just keep in mind that if you
186:59 thing. But just keep in mind that if you do a system like this, uh you'll usually
187:01 do a system like this, uh you'll usually see higher refund rates, you'll usually
187:02 see higher refund rates, you'll usually see higher dissatisfaction rates, but
187:05 see higher dissatisfaction rates, but you know, you will you will usually
187:06 you know, you will you will usually close more and you'll usually make a
187:07 close more and you'll usually make a fair bit more money, which is quite
187:09 fair bit more money, which is quite nice. The other benefit to this is it
187:11 nice. The other benefit to this is it reduces the spending of resources on
187:14 reduces the spending of resources on items that are not directly associated
187:17 items that are not directly associated with closing the deal. Like by
187:19 with closing the deal. Like by eliminating those follow-up steps that
187:20 eliminating those follow-up steps that we had previously and then the proposal
187:22 we had previously and then the proposal step in a separate module, uh we're just
187:24 step in a separate module, uh we're just bundling everything into the sales call.
187:25 bundling everything into the sales call. And so you can usually like structure
187:27 And so you can usually like structure your sales teams really really easily.
187:28 your sales teams really really easily. Usually just have like a closer and that
187:30 Usually just have like a closer and that closer is very talented and you pay them
187:32 closer is very talented and you pay them a commission on the deal with maybe some
187:33 a commission on the deal with maybe some like reasonably high flat base. I don't
187:34 like reasonably high flat base. I don't know. A lot of closers these days are
187:36 know. A lot of closers these days are just commission only cuz they're that
187:37 just commission only cuz they're that confident in their ability to close. But
187:38 confident in their ability to close. But you know makes staffing really easy. You
187:40 you know makes staffing really easy. You don't really need to build any sales
187:41 don't really need to build any sales resources aside from what the closer
187:43 resources aside from what the closer has. And uh yeah just sort of sort of a
187:45 has. And uh yeah just sort of sort of a one call close. The whole idea is if you
187:47 one call close. The whole idea is if you don't get a yes in the one call then you
187:49 don't get a yes in the one call then you just don't really need to worry about
187:50 just don't really need to worry about them. Obviously in this case is not a
187:52 them. Obviously in this case is not a fit right now but there are also tons of
187:53 fit right now but there are also tons of businesses that just do this. you know,
187:54 businesses that just do this. you know, it's either signed and paid or it's not
187:56 it's either signed and paid or it's not a fit ever. And that's an even simpler
187:57 a fit ever. And that's an even simpler system that's only five steps, but any
187:59 system that's only five steps, but any that's the patented one call close
188:01 that's the patented one call close system that I totally just came up with
188:02 system that I totally just came up with completely on my own. Um, the other
188:05 completely on my own. Um, the other step, and this might be better for
188:06 step, and this might be better for people that have a little less
188:07 people that have a little less experience with scoping and automation
188:09 experience with scoping and automation projects in general. And this is the
188:10 projects in general. And this is the system I was referring to at the
188:11 system I was referring to at the beginning when I said this might be like
188:12 beginning when I said this might be like an automation specific one. Um is the
188:14 an automation specific one. Um is the two call close system where there's an
188:16 two call close system where there's an initial discovery call it's called where
188:18 initial discovery call it's called where you're feeling the the prospect out
188:19 you're feeling the the prospect out trying to figure out whether or not
188:20 trying to figure out whether or not they're right fit and then getting all
188:22 they're right fit and then getting all the information you need to scope the
188:23 the information you need to scope the project and then you actually scope
188:25 project and then you actually scope because sometimes these automation
188:26 because sometimes these automation projects can be quite complex as you as
188:28 projects can be quite complex as you as you know. And then after the scoping
188:30 you know. And then after the scoping step, you will have another follow-up
188:31 step, you will have another follow-up call with the prospect where you will
188:32 call with the prospect where you will then actually try and sell them or close
188:34 then actually try and sell them or close them. So if we wanted to convert this
188:35 them. So if we wanted to convert this into a two call close system, we would
188:37 into a two call close system, we would have to do a couple of steps here. If
188:39 have to do a couple of steps here. If you think about it, first and foremost,
188:40 you think about it, first and foremost, we're gonna have to scope the project.
188:42 we're gonna have to scope the project. And that's really what happens after the
188:43 And that's really what happens after the discovery meeting. So, if we do a
188:45 discovery meeting. So, if we do a discovery meeting and then we say we
188:47 discovery meeting and then we say we want to move this forward, then what we
188:48 want to move this forward, then what we do is we would scope the project. And
188:50 do is we would scope the project. And maybe you're sending that to a team that
188:52 maybe you're sending that to a team that does the scoping or maybe you're just
188:53 does the scoping or maybe you're just doing it yourself. After you've scoped
188:54 doing it yourself. After you've scoped the project, you need to make sure that
188:56 the project, you need to make sure that this is something we can do. I'm just
188:58 this is something we can do. I'm just going to say we can do
188:59 going to say we can do this. Then we have to do a closing call.
189:03 this. Then we have to do a closing call. So, we have to say closing call booked.
189:06 So, we have to say closing call booked. And then after the closing call, we also
189:09 And then after the closing call, we also have to ensure that they show up. So
189:12 have to ensure that they show up. So now, you know, the closing call has to
189:14 now, you know, the closing call has to occur. I'm sure you could see right off
189:16 occur. I'm sure you could see right off the top of your head, but there's so
189:17 the top of your head, but there's so many more steps in a two call close
189:20 many more steps in a two call close system. That said, you know, a lot of
189:22 system. That said, you know, a lot of the time when you're working with bigger
189:23 the time when you're working with bigger businesses that want much more complex
189:24 businesses that want much more complex projects and that sort of thing, you
189:25 projects and that sort of thing, you sort of have to do the two call close.
189:26 sort of have to do the two call close. So depends on the size of your audience
189:28 So depends on the size of your audience and that sort of deal. And then just
189:30 and that sort of deal. And then just like we had before a bunch of outcomes
189:31 like we had before a bunch of outcomes where you know, you do your sales
189:32 where you know, you do your sales meeting, there are three outcomes. You
189:33 meeting, there are three outcomes. You can either move forward, you can either
189:35 can either move forward, you can either wait or whatnot. We have the same thing
189:36 wait or whatnot. We have the same thing over here. So if they
189:39 over here. So if they show the closing call can
189:47 occur and then uh the closing call might be where you present the contract or
189:49 be where you present the contract or whatnot. If it's not a fit right now,
189:51 whatnot. If it's not a fit right now, then you add them back to some follow-up
189:52 then you add them back to some follow-up cycle and then this time instead of um
189:55 cycle and then this time instead of um booking that initial meeting, you can
189:56 booking that initial meeting, you can just do the scoping uh project instead.
189:58 just do the scoping uh project instead. And so you can go directly from the
190:00 And so you can go directly from the closing call not being a fit right now
190:02 closing call not being a fit right now to waiting let's say a certain amount of
190:04 to waiting let's say a certain amount of time and then instead of you having to
190:06 time and then instead of you having to book that initial discovery call again
190:08 book that initial discovery call again you could just um basically offer to
190:10 you could just um basically offer to rescope the project which is a lot more
190:12 rescope the project which is a lot more straightforward than having to like you
190:14 straightforward than having to like you know actually jump back on a call. So it
190:15 know actually jump back on a call. So it looks something like this and then if
190:17 looks something like this and then if it's a no-show then we opt out just like
190:19 it's a no-show then we opt out just like we did before. If we want to move
190:22 we did before. If we want to move forward as I mentioned before there are
190:23 forward as I mentioned before there are a couple different options that you
190:24 a couple different options that you could do here after your closing call.
190:26 could do here after your closing call. who could do a detailed proposal in
190:28 who could do a detailed proposal in scope of work. And this is what I would
190:29 scope of work. And this is what I would recommend if you're doing like a
190:30 recommend if you're doing like a two-step system because odds are the
190:33 two-step system because odds are the prospect has already waited a fair
190:34 prospect has already waited a fair amount. Like, you know, you trying to
190:36 amount. Like, you know, you trying to hard sell them now on the second call.
190:37 hard sell them now on the second call. Probably not the smartest move. You
190:38 Probably not the smartest move. You know, if you're added to a call close
190:40 know, if you're added to a call close system, the project's probably pretty
190:41 system, the project's probably pretty complex. It's not feasible to like get
190:42 complex. It's not feasible to like get them to sign a deal right then and
190:44 them to sign a deal right then and there. They probably have multiple steps
190:45 there. They probably have multiple steps of approval. So, you know, you'll
190:46 of approval. So, you know, you'll probably send a detailed proposal and
190:47 probably send a detailed proposal and scope of work with all stakeholders
190:48 scope of work with all stakeholders involved. This is like a $50,000 project
190:50 involved. This is like a $50,000 project or something. You know, then you'll do
190:52 or something. You know, then you'll do follow-ups if they haven't signed it.
190:53 follow-ups if they haven't signed it. And then at the end, you'll finally
190:54 And then at the end, you'll finally start the project. And so this is what
190:56 start the project. And so this is what I'd consider a, you know, um, pretty
190:59 I'd consider a, you know, um, pretty realistic look at a two call close
191:01 realistic look at a two call close system. But notice how many more modules
191:03 system. But notice how many more modules are involved. This system over here on
191:05 are involved. This system over here on the left has 1 2 3 4 5. So there are
191:08 the left has 1 2 3 4 5. So there are five steps in total. Five opportunities
191:10 five steps in total. Five opportunities for things to go wrong. This traditional
191:11 for things to go wrong. This traditional agency cell system in the middle is a
191:13 agency cell system in the middle is a little bit more complex, but obviously
191:14 little bit more complex, but obviously it's like the safe choice. 1 2 3 4 5 6 7
191:17 it's like the safe choice. 1 2 3 4 5 6 7 8. But if you look at this two call
191:19 8. But if you look at this two call close system, you know, enterprise
191:22 close system, you know, enterprise larger projects or just people that are
191:24 larger projects or just people that are a little bit less confident of their
191:25 a little bit less confident of their ability to close, there are 1 2 I have
191:28 ability to close, there are 1 2 I have to do this. Just realized not a fit
191:31 to do this. Just realized not a fit right now. 1 2 3 4 5 6 7 8 9 10 11 12 13
191:36 right now. 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 steps. And the reason why it makes
191:39 14 15 steps. And the reason why it makes sense to minimize steps is because every
191:41 sense to minimize steps is because every time you have a step, there's the
191:43 time you have a step, there's the opportunity for a lead to disappear at
191:46 opportunity for a lead to disappear at that step, right? So the fewer steps,
191:47 that step, right? So the fewer steps, the fewer opportunities for leads to
191:48 the fewer opportunities for leads to disappear. The more steps, the leakier
191:50 disappear. The more steps, the leakier your sales system is. And you know, the
191:52 your sales system is. And you know, the more effort and time and energy you have
191:54 more effort and time and energy you have to spend in basically just constantly
191:56 to spend in basically just constantly upkeeping leads and making sure that you
191:58 upkeeping leads and making sure that you know, they don't really fall through
191:59 know, they don't really fall through those cracks. Now, the really cool part
192:00 those cracks. Now, the really cool part about running an automation agency is
192:02 about running an automation agency is obviously if you run an automation
192:03 obviously if you run an automation agency, you probably have the skills
192:04 agency, you probably have the skills available to automate a large portion of
192:05 available to automate a large portion of this process. So, what I'm going to do
192:07 this process. So, what I'm going to do now is I'm just going to run through the
192:08 now is I'm just going to run through the traditional agency sales system from top
192:10 traditional agency sales system from top to bottom and just show you the things
192:11 to bottom and just show you the things that you could automate. First and
192:12 that you could automate. First and foremost, all marketing you can
192:14 foremost, all marketing you can completely automate. So you could
192:16 completely automate. So you could completely automate cold email,
192:17 completely automate cold email, completely automate PPC ads, completely
192:19 completely automate PPC ads, completely automate SEO, completely automate social
192:21 automate SEO, completely automate social media, completely automate referrals,
192:23 media, completely automate referrals, and maybe maybe communities is the one
192:25 and maybe maybe communities is the one thing that you can automate because that
192:27 thing that you can automate because that depends on your personal reputation. So
192:29 depends on your personal reputation. So maybe maybe I'll take that out. But uh
192:31 maybe maybe I'll take that out. But uh the point that I'm making is you can
192:32 the point that I'm making is you can automate all of the booking that occurs
192:34 automate all of the booking that occurs as a result of efforts in each of these.
192:36 as a result of efforts in each of these. So you know, in cold email, you would
192:38 So you know, in cold email, you would just attach a meeting link. PBCP ads, it
192:39 just attach a meeting link. PBCP ads, it would just be a one click to a website
192:41 would just be a one click to a website landing page with a meeting link. SEO,
192:42 landing page with a meeting link. SEO, same deal. social media might be a
192:44 same deal. social media might be a YouTube video with in the description
192:46 YouTube video with in the description there's like a meeting link referrals um
192:48 there's like a meeting link referrals um you might have like an auto draft
192:49 you might have like an auto draft template that you use to copy and paste
192:51 template that you use to copy and paste every time you get a referral it just
192:52 every time you get a referral it just swaps out their name and communities
192:54 swaps out their name and communities maybe even have like a specific sequence
192:55 maybe even have like a specific sequence that you guide people through although I
192:56 that you guide people through although I find this is usually a lot less standard
192:58 find this is usually a lot less standard so you can automate all of that how
192:59 so you can automate all of that how about the sales cycle you can automate
193:01 about the sales cycle you can automate the follow-ups completely so uh what
193:03 the follow-ups completely so uh what I've done before is in my CRM of choice
193:06 I've done before is in my CRM of choice which I was using ClickUp you can use
193:07 which I was using ClickUp you can use whatever CRM you want I had a bunch of
193:10 whatever CRM you want I had a bunch of uh triggers that would occur after a
193:12 uh triggers that would occur after a certain number of days where the
193:13 certain number of days where the prospect hasn't had any action or
193:15 prospect hasn't had any action or response, you can hook up an email
193:17 response, you can hook up an email watcher to a ClickUp setup. And you can
193:19 watcher to a ClickUp setup. And you can do this in most CRM where when you send
193:21 do this in most CRM where when you send an email to the prospect, it'll be
193:22 an email to the prospect, it'll be logged in ClickUp. When you receive an
193:24 logged in ClickUp. When you receive an email from the prospect, it'll be logged
193:25 email from the prospect, it'll be logged in ClickUp. And essentially, if the
193:27 in ClickUp. And essentially, if the meeting occurred, but then I mark the
193:28 meeting occurred, but then I mark the meeting as a no-show. Then immediately
193:30 meeting as a no-show. Then immediately after I marked as a no-show, they would
193:31 after I marked as a no-show, they would receive a quick email being, like, "Hey,
193:33 receive a quick email being, like, "Hey, how's it going? I noticed that you
193:33 how's it going? I noticed that you didn't show up to the call. I'd love to,
193:35 didn't show up to the call. I'd love to, you know, touch base with you and maybe
193:36 you know, touch base with you and maybe book another meeting. Could you use this
193:37 book another meeting. Could you use this link?" If after 3 days they still hadn't
193:39 link?" If after 3 days they still hadn't responded, then I'd send them another
193:41 responded, then I'd send them another follow-up. After 7 days, this is on
193:42 follow-up. After 7 days, this is on respond. I'd send another follow-up. In
193:44 respond. I'd send another follow-up. In this way, this follow-up cycle was
193:45 this way, this follow-up cycle was completely automated, and I didn't
193:46 completely automated, and I didn't actually require any like human effort
193:48 actually require any like human effort here, which is quite nice. Um, the sales
193:51 here, which is quite nice. Um, the sales meeting occurs. You can't really
193:52 meeting occurs. You can't really automate the sales meeting, at least not
193:53 automate the sales meeting, at least not yet, until we have like super crazy
193:55 yet, until we have like super crazy killer Terminator style robots. Um, so
193:57 killer Terminator style robots. Um, so you can't really automate that, but you
193:59 you can't really automate that, but you can automate this part, right? So, you
194:01 can automate this part, right? So, you could do the wait 30 days. If you have a
194:03 could do the wait 30 days. If you have a form or something after you do every
194:05 form or something after you do every sales call and you mark this one as not
194:06 sales call and you mark this one as not a fit right now, well, that's a simple
194:07 a fit right now, well, that's a simple automation. You simply add somebody to a
194:09 automation. You simply add somebody to a table and then every day just check if
194:11 table and then every day just check if 30 days has passed and then on the 30th
194:13 30 days has passed and then on the 30th day when 30 days has passed add them
194:14 day when 30 days has passed add them back to that follow-up cycle that I
194:15 back to that follow-up cycle that I mentioned earlier and now this whole
194:17 mentioned earlier and now this whole thing's automatic. It's not a fit ever.
194:19 thing's automatic. It's not a fit ever. You know, just set up an automation
194:20 You know, just set up an automation where maybe you'll fill out a form that
194:21 where maybe you'll fill out a form that says this meeting sucked. This is not a
194:23 says this meeting sucked. This is not a fit and it just deletes them from your
194:24 fit and it just deletes them from your database. Detail proposal and scope of
194:26 database. Detail proposal and scope of work. You can automate this for sure.
194:27 work. You can automate this for sure. Same sort of deal. You might have a form
194:29 Same sort of deal. You might have a form that when you mark it as, you know, this
194:30 that when you mark it as, you know, this is great. They want to move forward.
194:31 is great. They want to move forward. They want a proposal. It just
194:33 They want a proposal. It just automatically generates the proposal for
194:34 automatically generates the proposal for you and sends it. I've recorded a pretty
194:36 you and sends it. I've recorded a pretty good video on this that I think a lot of
194:37 good video on this that I think a lot of people have found valuable. You don't
194:38 people have found valuable. You don't have to automate it to that degree. You
194:40 have to automate it to that degree. You can automate it like 90% of the way
194:41 can automate it like 90% of the way there. Draft up your scope of work with
194:42 there. Draft up your scope of work with templated bits and that sort of thing
194:44 templated bits and that sort of thing and then, you know, add a couple of
194:45 and then, you know, add a couple of lines for customization. Uh but you can
194:47 lines for customization. Uh but you can template the vast majority of that. And
194:48 template the vast majority of that. And then this system right over here with
194:50 then this system right over here with the follow-ups, you can also completely
194:51 the follow-ups, you can also completely automate that. Signatures and payments,
194:53 automate that. Signatures and payments, you can automate that, right? You can
194:55 you can automate that, right? You can have um an automatic link in the panadoc
194:57 have um an automatic link in the panadoc that you send over or whatever proposal
194:59 that you send over or whatever proposal or scope of work software that you have
195:01 or scope of work software that you have that prompts them to pay. if they don't
195:02 that prompts them to pay. if they don't pay by a certain amount of time, you can
195:04 pay by a certain amount of time, you can do automatic follow-ups and reminders
195:05 do automatic follow-ups and reminders and that sort of deal and then you know
195:06 and that sort of deal and then you know the project starts. So the good news is
195:08 the project starts. So the good news is like if I were to show you guys the the
195:10 like if I were to show you guys the the points that actually require human
195:12 points that actually require human intervention or like a human in a fully
195:13 intervention or like a human in a fully automated system, it's this right here.
195:15 automated system, it's this right here. So you need to hire for this. Yeah,
195:17 So you need to hire for this. Yeah, that's about it. You just start the
195:18 that's about it. You just start the project down here. Um so you know only
195:20 project down here. Um so you know only two steps where you actually require
195:21 two steps where you actually require humanity humans. Uh and then the other
195:24 humanity humans. Uh and then the other what's that like six steps that are
195:26 what's that like six steps that are completely robotic process automated.
195:28 completely robotic process automated. Same thing here. I'm not going to beat a
195:30 Same thing here. I'm not going to beat a dead horse cuz I think at this point
195:31 dead horse cuz I think at this point it's pretty clear what you can automate.
195:32 it's pretty clear what you can automate. But yeah, you can automate basically
195:34 But yeah, you can automate basically everything um except for the actual
195:36 everything um except for the actual calls themselves which is quite nice.
195:37 calls themselves which is quite nice. And this is, you know, an edge that an
195:39 And this is, you know, an edge that an automation agency will have over most
195:40 automation agency will have over most other agencies cuz most other agencies
195:42 other agencies cuz most other agencies require humans to do all of this. Most
195:43 require humans to do all of this. Most other agency's biggest problems are
195:45 other agency's biggest problems are their follow-ups. They don't do anywhere
195:46 their follow-ups. They don't do anywhere near as many follow-ups as they should
195:47 near as many follow-ups as they should be. And so if anybody doesn't show,
195:49 be. And so if anybody doesn't show, okay, like 40% of all calls that ever
195:51 okay, like 40% of all calls that ever happen, their sales system is just
195:52 happen, their sales system is just instantly only 60% as effective as it'll
195:54 instantly only 60% as effective as it'll ever be. So that's 60% starting from
195:56 ever be. So that's 60% starting from here and then uh down over here, you
195:59 here and then uh down over here, you know, maybe like another 50% fall off.
196:00 know, maybe like another 50% fall off. So they're actually only like running at
196:02 So they're actually only like running at 30% capacity, right? You as an
196:04 30% capacity, right? You as an automation or an automator or an
196:06 automation or an automator or an integrator watching this video, you
196:07 integrator watching this video, you could probably bump that up to like 70
196:09 could probably bump that up to like 70 80%. Essentially, you could duplicate or
196:11 80%. Essentially, you could duplicate or double the value of a sales system uh
196:13 double the value of a sales system uh versus a traditional agency that doesn't
196:14 versus a traditional agency that doesn't understand the value or the ability to
196:15 understand the value or the ability to automate stuff. So that's pretty cool.
196:18 automate stuff. So that's pretty cool. Yeah, that's more or less it. I would
196:19 Yeah, that's more or less it. I would just make sure that whatever you do, you
196:21 just make sure that whatever you do, you have a system. You don't need the system
196:23 have a system. You don't need the system at the beginning, but you do need a
196:25 at the beginning, but you do need a system. And you need to make sure that
196:26 system. And you need to make sure that at every point clients just go through
196:29 at every point clients just go through your system. You're not going through
196:30 your system. You're not going through theirs. You know, like when you're
196:32 theirs. You know, like when you're starting out and you're pretty small, a
196:34 starting out and you're pretty small, a lot of the time, the inclination is the
196:36 lot of the time, the inclination is the client will set the agenda. You'll jump
196:38 client will set the agenda. You'll jump on the call, the client will tell you
196:39 on the call, the client will tell you what you're talking about. You'll send
196:40 what you're talking about. You'll send them an email, the client will tell you
196:42 them an email, the client will tell you when you're chatting and who you're
196:43 when you're chatting and who you're chatting with. And I understand that it
196:45 chatting with. And I understand that it can be pretty intimidating when you're
196:46 can be pretty intimidating when you're working with like a bigger company or
196:47 working with like a bigger company or trying to offer a bigger service and
196:48 trying to offer a bigger service and maybe you don't have any experience
196:49 maybe you don't have any experience under your belt, but just no matter what
196:51 under your belt, but just no matter what you do, make sure that you are guiding
196:53 you do, make sure that you are guiding them through the process because the
196:55 them through the process because the second that you standardize it and you
196:56 second that you standardize it and you make sure that every client that you
196:58 make sure that every client that you have or every prospect that you has goes
196:59 have or every prospect that you has goes through the same flow, you start being
197:01 through the same flow, you start being able to point out the areas that are
197:02 able to point out the areas that are weak in your sales process and then
197:04 weak in your sales process and then every prospect that you have makes you
197:05 every prospect that you have makes you 1% better. And by the end of the month,
197:08 1% better. And by the end of the month, year or decade or whatnot, you will have
197:09 year or decade or whatnot, you will have like a very bulletproof iron and
197:11 like a very bulletproof iron and extremely profitable sales system. Cool.
197:13 extremely profitable sales system. Cool. So, you now have a proven sales process
197:14 So, you now have a proven sales process that converts prospects into clients.
197:16 that converts prospects into clients. But here's where the vast majority of
197:17 But here's where the vast majority of automation entrepreneurs leave a ton of
197:19 automation entrepreneurs leave a ton of money on the table. They have no idea
197:20 money on the table. They have no idea how to price their services properly.
197:22 how to price their services properly. Now, pricing isn't just about covering
197:23 Now, pricing isn't just about covering your costs and adding some cute markup
197:25 your costs and adding some cute markup at the end. It's actually a strategic
197:26 at the end. It's actually a strategic tool that can position you as either a
197:28 tool that can position you as either a premium expert or a cheap commodity in
197:30 premium expert or a cheap commodity in many cases. If you get it wrong, you'll
197:32 many cases. If you get it wrong, you'll either price yourself out of deals or
197:33 either price yourself out of deals or you are severely undervaluing the
197:35 you are severely undervaluing the quality of your work. The next section
197:37 quality of your work. The next section reveals the exact pricing strategies
197:38 reveals the exact pricing strategies that I personally use to scale past
197:40 that I personally use to scale past seven figures. We're going to cover
197:41 seven figures. We're going to cover eight different pricing methods, when to
197:43 eight different pricing methods, when to use each one, and how to position your
197:44 use each one, and how to position your services so clients are happy to pay
197:45 services so clients are happy to pay premium rates for your automation
197:47 premium rates for your automation solutions. Let's dive in. I hope you
197:49 solutions. Let's dive in. I hope you guys got a pen and paper because we are
197:50 guys got a pen and paper because we are breaking out the spreadsheet for this
197:52 breaking out the spreadsheet for this one. Uh, as per always, just a little
197:54 one. Uh, as per always, just a little preamble. This is my own process and my
197:56 preamble. This is my own process and my own thinking. It got me to $72,000 a
197:58 own thinking. It got me to $72,000 a month with my own automation agency. But
198:00 month with my own automation agency. But I'm not trying to say that this is the
198:01 I'm not trying to say that this is the only way that you can do things. If I
198:03 only way that you can do things. If I were you, I would take what works, leave
198:04 were you, I would take what works, leave the rest. Another little disclaimer is
198:06 the rest. Another little disclaimer is naturally that there are many ways to
198:08 naturally that there are many ways to price. One thing that I will let you
198:10 price. One thing that I will let you guys know right off the bat is that no
198:12 guys know right off the bat is that no pricing methods are perfect. Like there
198:13 pricing methods are perfect. Like there is no pricing method that is perfect in
198:15 is no pricing method that is perfect in every way, shape, or form. All of them
198:16 every way, shape, or form. All of them actually have drawbacks and not a lot of
198:18 actually have drawbacks and not a lot of people that are talking about this are
198:19 people that are talking about this are going to tell you. The reality is some
198:21 going to tell you. The reality is some are better than others for different
198:23 are better than others for different circumstances, different offers, and
198:24 circumstances, different offers, and different services that you're selling.
198:26 different services that you're selling. So, I'm going to try and get pretty
198:27 So, I'm going to try and get pretty nuanced with it. I don't want to just
198:29 nuanced with it. I don't want to just give you guys a simple price this way,
198:30 give you guys a simple price this way, that way, and that way answer because I
198:32 that way, and that way answer because I don't really feel like that's fair to
198:33 don't really feel like that's fair to the concept of pricing in general. So,
198:35 the concept of pricing in general. So, you don't actually need to use all of
198:37 you don't actually need to use all of the pricing methods I'm going to talk
198:38 the pricing methods I'm going to talk about. A good example of one is, you
198:40 about. A good example of one is, you know, you would not charge a percentage
198:41 know, you would not charge a percentage of revenue for something not in your
198:43 of revenue for something not in your control. For instance, I'm going to talk
198:44 control. For instance, I'm going to talk about um how to do percentage based
198:46 about um how to do percentage based pricing in a minute, but that's just a
198:47 pricing in a minute, but that's just a good example of how, you know, some
198:49 good example of how, you know, some methods are going to work better for
198:50 methods are going to work better for specific circumstances than others. You
198:52 specific circumstances than others. You probably also would charge different
198:55 probably also would charge different types of companies differently. So, you
198:56 types of companies differently. So, you wouldn't charge a small to mid-size
198:57 wouldn't charge a small to mid-size business at about 10 staff members the
198:59 business at about 10 staff members the same way that you charge an enterprise
199:01 same way that you charge an enterprise company at a thousand staff members.
199:02 company at a thousand staff members. Odds are they also probably have their
199:04 Odds are they also probably have their own rules and regulations and you know
199:06 own rules and regulations and you know internal policies that dictate how they
199:07 internal policies that dictate how they work with vendors. So you know you're
199:09 work with vendors. So you know you're going to have to work around that and
199:09 going to have to work around that and I'll mention that a little bit later on
199:10 I'll mention that a little bit later on in the video. Another thing I'll say is
199:13 in the video. Another thing I'll say is that some methods work better for
199:14 that some methods work better for different stages of your business.
199:16 different stages of your business. Hourly pricing is super popular
199:17 Hourly pricing is super popular especially on jobs platforms like Upwork
199:19 especially on jobs platforms like Upwork and stuff like that. It's very simple to
199:21 and stuff like that. It's very simple to get started with. I actually recommend
199:22 get started with. I actually recommend people that have never made money on the
199:24 people that have never made money on the internet to start with it. But note that
199:26 internet to start with it. But note that it becomes super limiting as you grow
199:27 it becomes super limiting as you grow and as you scale your business. So I'm
199:28 and as you scale your business. So I'm going to cover that. Uh, and really just
199:30 going to cover that. Uh, and really just to loop it all together, the best
199:32 to loop it all together, the best agencies constantly re-evaluate the best
199:35 agencies constantly re-evaluate the best ways to price to maximize their value.
199:37 ways to price to maximize their value. So, if you want to be one of those
199:38 So, if you want to be one of those aforementioned best agencies, you should
199:41 aforementioned best agencies, you should probably do that, too. Okay, great.
199:43 probably do that, too. Okay, great. Let's dive into method number one. We
199:46 Let's dive into method number one. We are going to start with hourly just cuz
199:48 are going to start with hourly just cuz hourly is by far the most popular. I'm
199:50 hourly is by far the most popular. I'm going to zoom in a little bit here and I
199:51 going to zoom in a little bit here and I think I'm going to put my face in the
199:52 think I'm going to put my face in the top right hand corner this time just be
199:54 top right hand corner this time just be a little spicy. So, here's a quick
199:56 a little spicy. So, here's a quick example of what hourly pricing might
199:57 example of what hourly pricing might look like. You get a client on Upwork.
199:59 look like. You get a client on Upwork. They want you to build a simple
200:01 They want you to build a simple automation from the ground up that's
200:02 automation from the ground up that's custom to automate some repetitive data
200:05 custom to automate some repetitive data entry task. Maybe you are grabbing data
200:08 entry task. Maybe you are grabbing data from source A, pasting it into a
200:09 from source A, pasting it into a spreadsheet, something like that. You
200:11 spreadsheet, something like that. You think that it's going to take maybe four
200:13 think that it's going to take maybe four or five hours. So you tell the client
200:14 or five hours. So you tell the client and then they say great. They accept the
200:17 and then they say great. They accept the offer. You guys do all this fun stuff
200:18 offer. You guys do all this fun stuff together on the platform and then the
200:20 together on the platform and then the billing begins at $100 per hour until
200:22 billing begins at $100 per hour until the project is complete. Uh if the
200:24 the project is complete. Uh if the client adjusts the scope or wants
200:25 client adjusts the scope or wants something new, you're just going to
200:26 something new, you're just going to continue billing them at that rate. This
200:28 continue billing them at that rate. This is how the vast majority of hourly gigs
200:30 is how the vast majority of hourly gigs go. Typically, this works best for very
200:33 go. Typically, this works best for very small projects. Uh discovery phases with
200:35 small projects. Uh discovery phases with high uncertainty in scope. That means
200:37 high uncertainty in scope. That means that, you know, the client doesn't
200:38 that, you know, the client doesn't really know what they don't know. So,
200:40 really know what they don't know. So, just to hedge their bets, they don't
200:41 just to hedge their bets, they don't want to pay somebody $10,000 or $100,000
200:44 want to pay somebody $10,000 or $100,000 for something they're not really
200:45 for something they're not really entirely sure what they want. Automation
200:46 entirely sure what they want. Automation agencies and freelancers that are at the
200:48 agencies and freelancers that are at the start line of their business tend to
200:49 start line of their business tend to choose this as well. And there's also
200:51 choose this as well. And there's also some good and some bad. So the good
200:52 some good and some bad. So the good involved in pricing on an hourly basis
200:55 involved in pricing on an hourly basis is that it's super easy to start, right?
200:57 is that it's super easy to start, right? If you think about it, hourly pricing is
200:59 If you think about it, hourly pricing is the default. Everybody on planet Earth
201:01 the default. Everybody on planet Earth after the age of five sort of
201:02 after the age of five sort of understands how this works. The clock
201:04 understands how this works. The clock goes by 1 hour and every time that that
201:07 goes by 1 hour and every time that that happens, you receive a certain amount of
201:08 happens, you receive a certain amount of money in your pocket or on your time
201:10 money in your pocket or on your time sheet. It's very well defined. It's
201:12 sheet. It's very well defined. It's supported by all major freelancing
201:14 supported by all major freelancing platforms, which is where a lot of
201:15 platforms, which is where a lot of newbies get started on. It's something
201:17 newbies get started on. It's something that just sort of transcends you having
201:19 that just sort of transcends you having to explain it. And it also appears from
201:22 to explain it. And it also appears from the client perspective very low risk. So
201:24 the client perspective very low risk. So these are all the good points in hourly
201:25 these are all the good points in hourly pricing. This is the main reason why
201:27 pricing. This is the main reason why somebody might want to uh start with
201:28 somebody might want to uh start with hourly pricing just because it minimizes
201:30 hourly pricing just because it minimizes friction. Lets you get up and running.
201:32 friction. Lets you get up and running. Lets you get your first couple jobs out
201:33 Lets you get your first couple jobs out of the way. You'll notice that the bad
201:35 of the way. You'll notice that the bad is a lot longer than the good here. And
201:37 is a lot longer than the good here. And the reason why is because if you think
201:39 the reason why is because if you think about it logically, the time that you
201:41 about it logically, the time that you spend building a system does not
201:44 spend building a system does not accurately reflect the value that you
201:46 accurately reflect the value that you bring to an organization. Especially
201:49 bring to an organization. Especially nowadays with templated systems and
201:51 nowadays with templated systems and solutions like make.com, Zapier, no
201:54 solutions like make.com, Zapier, no code, it's the time that you spent and
201:57 code, it's the time that you spent and invested learning how to build those
201:59 invested learning how to build those things and maybe building out those
202:01 things and maybe building out those templates that actually matters. That's
202:03 templates that actually matters. That's what actually reflects the value you
202:04 what actually reflects the value you bring to an organization. So the point
202:06 bring to an organization. So the point I'm making is if you're really really
202:08 I'm making is if you're really really good, you're going to work much faster
202:10 good, you're going to work much faster than other people and you're going to
202:12 than other people and you're going to make less money because of it. So, why
202:13 make less money because of it. So, why would you want to commit to hourly
202:15 would you want to commit to hourly pricing uh if it's not just your first
202:18 pricing uh if it's not just your first few gigs and if it's not just this
202:19 few gigs and if it's not just this crutch? Because it penalizes you for
202:22 crutch? Because it penalizes you for doing good work fast. It's silly. I
202:24 doing good work fast. It's silly. I should also note that this actually can
202:26 should also note that this actually can be less appealing to clients sometimes,
202:28 be less appealing to clients sometimes, especially on larger projects because
202:30 especially on larger projects because from their perspective, you know, costs
202:32 from their perspective, you know, costs can escalate. There's no fixed cap to
202:34 can escalate. There's no fixed cap to it. They don't really know when costs
202:36 it. They don't really know when costs are going to end. things typically in
202:38 are going to end. things typically in the contractor world go over budget and
202:43 the contractor world go over budget and over schedule as well. And you know, a
202:45 over schedule as well. And you know, a lot of clients are are cognizant of
202:47 lot of clients are are cognizant of that. So, the reason why I talk about
202:49 that. So, the reason why I talk about hourly here is just to show you guys
202:51 hourly here is just to show you guys that this is a viable way to price. It's
202:53 that this is a viable way to price. It's especially powerful if you're just
202:55 especially powerful if you're just getting off the ground. I definitely
202:56 getting off the ground. I definitely took a lot of hourly gigs when I got
202:58 took a lot of hourly gigs when I got started in automation. Um, even in
203:00 started in automation. Um, even in content writing before that, um, even in
203:03 content writing before that, um, even in like webdev, freelancing before that.
203:05 like webdev, freelancing before that. And it's it's totally cool because, you
203:06 And it's it's totally cool because, you know, it allows you to figure out how to
203:07 know, it allows you to figure out how to do client management. It allows you to
203:09 do client management. It allows you to figure out a lot of the the things that
203:11 figure out a lot of the the things that um you won't know until you actually
203:12 um you won't know until you actually find yourself in some sort of contract.
203:15 find yourself in some sort of contract. But the second that you have a couple of
203:16 But the second that you have a couple of hourly gigs, it's best to uh off-ramp
203:20 hourly gigs, it's best to uh off-ramp and switch to one of the subsequent
203:22 and switch to one of the subsequent models that I'm going to talk about in a
203:24 models that I'm going to talk about in a minute. So now we get away from hourly
203:27 minute. So now we get away from hourly and now we're moving into higher value
203:29 and now we're moving into higher value ways of pricing. I'm calling these
203:31 ways of pricing. I'm calling these valuebased methods. They're all fixed
203:33 valuebased methods. They're all fixed price. That just means that instead of
203:35 price. That just means that instead of you billing the customer or client based
203:37 you billing the customer or client based off time, you actually just give them
203:38 off time, you actually just give them like a fixed amount of money and then
203:40 like a fixed amount of money and then based off that fixed amount of money,
203:42 based off that fixed amount of money, you can bill them maybe half upfront,
203:44 you can bill them maybe half upfront, half after the project's completed. If
203:45 half after the project's completed. If it's like a big enterprise company, a
203:47 it's like a big enterprise company, a lot of the time they'll want to work um
203:48 lot of the time they'll want to work um based off what are called milestones or
203:49 based off what are called milestones or tanches, which is where, you know, maybe
203:51 tanches, which is where, you know, maybe it's like 25% at the beginning and then
203:53 it's like 25% at the beginning and then 25% after some milestone is completed,
203:55 25% after some milestone is completed, 25% after another one's completed, then
203:57 25% after another one's completed, then another 25% at the end. Anyway, that
203:59 another 25% at the end. Anyway, that part isn't super important. Just
204:00 part isn't super important. Just understand the broader concept here.
204:01 understand the broader concept here. Here's how this first way of valuebased
204:03 Here's how this first way of valuebased pricing works. It's called cost savings.
204:05 pricing works. It's called cost savings. So, example, a friend of yours runs a
204:07 So, example, a friend of yours runs a consulting business. Right now, it costs
204:08 consulting business. Right now, it costs this consulting business $50,000 a year
204:12 this consulting business $50,000 a year to pay a staff member whose sole job it
204:14 to pay a staff member whose sole job it is is to generate reports. They do
204:16 is is to generate reports. They do analyses, graphs, spreadsheets, package
204:18 analyses, graphs, spreadsheets, package them in a PDF, send them off to
204:20 them in a PDF, send them off to customers. This is extraordinarily
204:21 customers. This is extraordinarily common. There are a lot of consulting
204:22 common. There are a lot of consulting businesses that pay people, you know,
204:24 businesses that pay people, you know, between $50 to $100,000 a year just to
204:26 between $50 to $100,000 a year just to do like this. Now, you being a
204:28 do like this. Now, you being a proficient automation engineer that has
204:29 proficient automation engineer that has watched all of my YouTube videos, you
204:31 watched all of my YouTube videos, you are confident that you can automate this
204:32 are confident that you can automate this completely and save that company $50,000
204:35 completely and save that company $50,000 annually. So, the way that you would do
204:37 annually. So, the way that you would do cost-saving based pricing in this manner
204:39 cost-saving based pricing in this manner would be to charge them 25% of the
204:42 would be to charge them 25% of the savings. So, somewhere between 10 and
204:44 savings. So, somewhere between 10 and $15,000. Why didn't I just write
204:45 $15,000. Why didn't I just write $12,500? I don't know. I guess I was a
204:47 $12,500? I don't know. I guess I was a little bit sleepy. Uh the point that I'm
204:49 little bit sleepy. Uh the point that I'm making is what you do is you figure out
204:52 making is what you do is you figure out how much money you're saving the company
204:53 how much money you're saving the company with the system and then you charge some
204:55 with the system and then you charge some percentage of that money. You can only
204:58 percentage of that money. You can only do this if you obviously talk to the
205:00 do this if you obviously talk to the customer, if you consult with them, if
205:02 customer, if you consult with them, if you figure out their pain points and how
205:04 you figure out their pain points and how much money uh this lack of a solution is
205:07 much money uh this lack of a solution is is impacting in terms of their bottom
205:08 is impacting in terms of their bottom line. But once you know that, you have a
205:10 line. But once you know that, you have a ton of leverage in negotiations uh and
205:13 ton of leverage in negotiations uh and you can charge some percentage of that
205:14 you can charge some percentage of that to help their business out. So this is
205:17 to help their business out. So this is the first method. There's another method
205:18 the first method. There's another method in a second, revenue uplift, which I'll
205:20 in a second, revenue uplift, which I'll talk about, but this works really,
205:21 talk about, but this works really, really well as an off-ramp or a
205:23 really well as an off-ramp or a transition from pure hourly based
205:25 transition from pure hourly based pricing. Typically, this works best with
205:27 pricing. Typically, this works best with automations that directly reduce
205:29 automations that directly reduce operating expense or they streamline
205:31 operating expense or they streamline some sort of very resource-heavy task.
205:32 some sort of very resource-heavy task. That contractor or consultant that costs
205:35 That contractor or consultant that costs $50,000 a year is a good example. Larger
205:37 $50,000 a year is a good example. Larger companies with high revenues but poor
205:39 companies with high revenues but poor margins or inefficient operations are
205:41 margins or inefficient operations are great targets here because let's think
205:43 great targets here because let's think about it. If a company makes a hund00
205:45 about it. If a company makes a hund00 million a year and if you can improve
205:47 million a year and if you can improve their margins by 1%, you are making that
205:51 their margins by 1%, you are making that company a million dollars a year, right?
205:53 company a million dollars a year, right? So, they can justify spending a lot of
205:54 So, they can justify spending a lot of money on you. It doesn't really work as
205:56 money on you. It doesn't really work as well in the other way around. Like if a
205:58 well in the other way around. Like if a company's making $10,000 a month, let's
206:01 company's making $10,000 a month, let's say hypothetically, and you can shave 1%
206:03 say hypothetically, and you can shave 1% off their margins, well, uh what
206:05 off their margins, well, uh what is that? Like a hundred extra dollars a
206:06 is that? Like a hundred extra dollars a month. You can't really justify too much
206:08 month. You can't really justify too much from there. But I think you guys kind of
206:09 from there. But I think you guys kind of get my point. It does take a few clients
206:12 get my point. It does take a few clients before you can intuitively scope
206:13 before you can intuitively scope projects like this. A lot of the time,
206:14 projects like this. A lot of the time, one thing that I see in my community,
206:16 one thing that I see in my community, specifically my beginner community,
206:17 specifically my beginner community, Maker School, is people really struggle
206:20 Maker School, is people really struggle with talking about about money, about
206:22 with talking about about money, about dollars with customers or prospects, uh,
206:24 dollars with customers or prospects, uh, at the time, I should say. You know,
206:26 at the time, I should say. You know, they just feel like it's this elephant
206:27 they just feel like it's this elephant in the room that's kind of staring them
206:28 in the room that's kind of staring them down, but they just can't really get
206:29 down, but they just can't really get down to brass tax and okay, so how much
206:31 down to brass tax and okay, so how much money is this costing you? Oh, you don't
206:32 money is this costing you? Oh, you don't know? Well, let's figure it out right
206:33 know? Well, let's figure it out right now together. So, if you're just at the
206:36 now together. So, if you're just at the very start line of your automation
206:38 very start line of your automation business or your agency and you haven't
206:39 business or your agency and you haven't really figured out how best to talk
206:41 really figured out how best to talk about stuff like that, you may find this
206:42 about stuff like that, you may find this difficult. You may also screw up a
206:44 difficult. You may also screw up a little bit. You might quote either way
206:46 little bit. You might quote either way too much money or way uh too little
206:48 too much money or way uh too little money a few times. That's all right.
206:49 money a few times. That's all right. This is all just part of the learning
206:50 This is all just part of the learning experience. Um, at least now you know
206:52 experience. Um, at least now you know what this is. So, the real benefits here
206:54 what this is. So, the real benefits here is that cost-saving based pricing is not
206:56 is that cost-saving based pricing is not tied to your time. It is way more
206:58 tied to your time. It is way more scalable than something like hourly,
207:00 scalable than something like hourly, which we talked about a moment ago. It
207:02 which we talked about a moment ago. It also lets you template out your work. It
207:03 also lets you template out your work. It aligns incentives between you and the
207:06 aligns incentives between you and the client. What I mean by aligning
207:07 client. What I mean by aligning incentives is instead of you being
207:09 incentives is instead of you being penalized for doing a faster job better.
207:11 penalized for doing a faster job better. If you do a faster job better, you're
207:13 If you do a faster job better, you're rewarded because you just did the same
207:15 rewarded because you just did the same job and made the same amount of money in
207:16 job and made the same amount of money in a fraction of the time. You can make
207:19 a fraction of the time. You can make 10,000 bucks in a few hours if you build
207:20 10,000 bucks in a few hours if you build it right. There are a lot of systems out
207:22 it right. There are a lot of systems out there that do stuff like what I just
207:24 there that do stuff like what I just talked about, generate reports and
207:26 talked about, generate reports and assets and PDFs that can literally
207:29 assets and PDFs that can literally eliminate a staff member like Terminator
207:31 eliminate a staff member like Terminator T2 style. um I'll be back that you know
207:35 T2 style. um I'll be back that you know you can build in just a few hours and
207:37 you can build in just a few hours and you can charge five 105 $20,000 for it,
207:40 you can charge five 105 $20,000 for it, right? And note that you know I'm
207:42 right? And note that you know I'm charging them 25% of the savings here or
207:43 charging them 25% of the savings here or in this hypothetical we're doing this on
207:45 in this hypothetical we're doing this on an annual rate. So you know in this case
207:48 an annual rate. So you know in this case it's probably like a one-time build plus
207:49 it's probably like a one-time build plus some sort of like low monthly
207:50 some sort of like low monthly maintenance. I'll get into retainers and
207:52 maintenance. I'll get into retainers and subscriptions in a moment. But yeah, you
207:54 subscriptions in a moment. But yeah, you can make a ton of money in a few hours
207:55 can make a ton of money in a few hours if you build this right. The bad here,
207:58 if you build this right. The bad here, and there is always bad, as I mentioned,
208:00 and there is always bad, as I mentioned, no pricing method is perfect, is it's
208:02 no pricing method is perfect, is it's harder to justify saving money in
208:04 harder to justify saving money in practice than it is to making more
208:06 practice than it is to making more money. The gap between the money that
208:08 money. The gap between the money that you save them and the money you charge
208:09 you save them and the money you charge for them, there will always be a gap.
208:11 for them, there will always be a gap. You will never be able to charge like
208:12 You will never be able to charge like $50,000 for a system that saves somebody
208:14 $50,000 for a system that saves somebody $50,000. The reason why is because you
208:16 $50,000. The reason why is because you got to think of it from the client
208:17 got to think of it from the client perspective. They have a solution right
208:18 perspective. They have a solution right now that costs them 50 grand and it
208:21 now that costs them 50 grand and it works, right? It does the thing that
208:22 works, right? It does the thing that it's supposed to do. Your solution might
208:24 it's supposed to do. Your solution might cost $10,000, but there's uncertainty.
208:27 cost $10,000, but there's uncertainty. You don't know if it's going to work.
208:28 You don't know if it's going to work. There's risk on behalf of the client.
208:32 There's risk on behalf of the client. They aren't entirely sure if you're the
208:34 They aren't entirely sure if you're the professional that maybe you seem to be.
208:36 professional that maybe you seem to be. There's risk on behalf of the
208:38 There's risk on behalf of the technologies. They don't know if these
208:39 technologies. They don't know if these technologies have 100% uptime. They
208:41 technologies have 100% uptime. They don't know if there might potentially be
208:43 don't know if there might potentially be some issues with them. There's costs for
208:45 some issues with them. There's costs for the technology. There's costs for your
208:47 the technology. There's costs for your time that might be hidden. Right? The
208:48 time that might be hidden. Right? The point I'm making is you can never
208:49 point I'm making is you can never actually charge the amount of money that
208:50 actually charge the amount of money that you save. you can only ever charge a
208:52 you save. you can only ever charge a fraction of that. In context, you can
208:54 fraction of that. In context, you can usually do up to about half or so. I
208:56 usually do up to about half or so. I mean, this is like a a loose rule of
208:58 mean, this is like a a loose rule of thumb that I'm just giving you guys from
209:00 thumb that I'm just giving you guys from my own experience here. I have only ever
209:01 my own experience here. I have only ever charged up to about half of the savings.
209:03 charged up to about half of the savings. And that was when the client was
209:05 And that was when the client was extraordinarily confident in me, very
209:07 extraordinarily confident in me, very risk tolerant. We had basically no
209:09 risk tolerant. We had basically no maintenance costs and we had basically
209:10 maintenance costs and we had basically no infrastructural cost. So, yeah,
209:12 no infrastructural cost. So, yeah, that's the bad. As you guys can tell,
209:13 that's the bad. As you guys can tell, this is still way better than hourly
209:15 this is still way better than hourly pricing, but no pricing method is
209:17 pricing, but no pricing method is perfect. Let's move on to the third. The
209:20 perfect. Let's move on to the third. The third major method is called revenue
209:21 third major method is called revenue uplift. Or rather, I just decided I
209:23 uplift. Or rather, I just decided I would call it revenue uplift, so now
209:24 would call it revenue uplift, so now we're all calling it revenue uplift. The
209:26 we're all calling it revenue uplift. The example here is you're working with an
209:28 example here is you're working with an agency. Uh you build them a cold email
209:30 agency. Uh you build them a cold email system that you project will net them
209:32 system that you project will net them $10,000 a month in sales, about 120k a
209:35 $10,000 a month in sales, about 120k a year. So what you do is you charge them
209:37 year. So what you do is you charge them a one-time fee of $3,000 for this
209:41 a one-time fee of $3,000 for this system, which is 30% of rev. And that's
209:42 system, which is 30% of rev. And that's just to set up the the system to I don't
209:44 just to set up the the system to I don't know connect the mailbox to do whatever
209:46 know connect the mailbox to do whatever hy jinks you need to do in the
209:47 hy jinks you need to do in the background along with a monthly
209:48 background along with a monthly management cost of $2,000 20% of
209:51 management cost of $2,000 20% of revenue. Why did I break it up like
209:53 revenue. Why did I break it up like this? Well, I broke it up like this just
209:54 this? Well, I broke it up like this just to show you guys that at the end of the
209:56 to show you guys that at the end of the day, this is your business. This is your
209:57 day, this is your business. This is your freelancing operation. You could do
209:58 freelancing operation. You could do whatever the hell you want. You could
210:00 whatever the hell you want. You could charge an upfront amount for a certain
210:01 charge an upfront amount for a certain thing and then a monthly amount for
210:02 thing and then a monthly amount for another thing. Um I I'm just trying to
210:04 another thing. Um I I'm just trying to show you guys that you guys can be
210:05 show you guys that you guys can be flexible in the way you do these pricing
210:07 flexible in the way you do these pricing uh you know the these proposals. I want
210:09 uh you know the these proposals. I want you guys to know that there are a
210:10 you guys to know that there are a variety of options here and you can also
210:12 variety of options here and you can also mix and match them however you like. So
210:14 mix and match them however you like. So typically, how does this work? Um,
210:16 typically, how does this work? Um, typically this works best with sales and
210:17 typically this works best with sales and marketing automations that have clear
210:19 marketing automations that have clear attributable revenue impact. What I mean
210:21 attributable revenue impact. What I mean by revenue impact is I mean like you
210:23 by revenue impact is I mean like you know it's a sales system. It's a growth
210:24 know it's a sales system. It's a growth system. It does something on the front
210:26 system. It does something on the front end. It DMs people on LinkedIn or it
210:28 end. It DMs people on LinkedIn or it cold emails people uh by scraping their
210:30 cold emails people uh by scraping their their leads from Apollo or something,
210:33 their leads from Apollo or something, right? It's it's something involved in
210:34 right? It's it's something involved in outreach, something involved at the
210:35 outreach, something involved at the front end of a business. And because
210:37 front end of a business. And because it's involved at the front end of the
210:38 it's involved at the front end of the business, you can typically actually
210:40 business, you can typically actually take uh you can typically actually make
210:41 take uh you can typically actually make a lot more money with stuff like this,
210:43 a lot more money with stuff like this, right? You can only ever save 100% of
210:45 right? You can only ever save 100% of your revenue, but you can make an
210:47 your revenue, but you can make an infinite percentage more of your
210:49 infinite percentage more of your revenue. So, what I find in practice is
210:51 revenue. So, what I find in practice is beginners also find this difficult just
210:53 beginners also find this difficult just because again, they don't really know
210:54 because again, they don't really know how to talk about money. They don't
210:55 how to talk about money. They don't really know how to conceptualize what
210:57 really know how to conceptualize what the customer lifetime value is. If a
210:59 the customer lifetime value is. If a business uh I don't know, every 10
211:01 business uh I don't know, every 10 meetings they close one client and the
211:04 meetings they close one client and the client is worth $10,000, you can kind of
211:06 client is worth $10,000, you can kind of think of it as that meeting in and of
211:07 think of it as that meeting in and of itself is worth $1,000 to that business,
211:09 itself is worth $1,000 to that business, right? Well, you can continue reverse
211:11 right? Well, you can continue reverse engineering from there to figure out how
211:12 engineering from there to figure out how much a lead is worth, how much money
211:14 much a lead is worth, how much money that the company would need to spend to
211:15 that the company would need to spend to acquire an equivalent thing. You can do
211:17 acquire an equivalent thing. You can do a bunch of math, but a lot of the time I
211:18 a bunch of math, but a lot of the time I find that, you know, beginners just they
211:20 find that, you know, beginners just they just can't because they don't have the
211:21 just can't because they don't have the experience, they don't have like the
211:22 experience, they don't have like the business knowledge. So, yeah, this is
211:23 business knowledge. So, yeah, this is definitely a little bit harder. It's
211:25 definitely a little bit harder. It's harder than hourly, but uh maybe it's
211:27 harder than hourly, but uh maybe it's about on the same level as cost savings.
211:28 about on the same level as cost savings. Okay, so the good is again this isn't
211:30 Okay, so the good is again this isn't tied to your time. It's much more
211:32 tied to your time. It's much more scalable. It lets you template out your
211:34 scalable. It lets you template out your work and it aligns incentives between
211:35 work and it aligns incentives between you and the client. You can also make
211:37 you and the client. You can also make 10,000 bucks in a few hours if you build
211:39 10,000 bucks in a few hours if you build this right. The bad is the gap between
211:42 this right. The bad is the gap between the money that you think that you're
211:43 the money that you think that you're going to make them and the money that
211:44 going to make them and the money that you actually charge for the system is
211:46 you actually charge for the system is again a product of these three things.
211:49 again a product of these three things. And in practice, I find that you can
211:52 And in practice, I find that you can charge a lower fraction of the money for
211:55 charge a lower fraction of the money for revenue uplift than you can for cost
211:57 revenue uplift than you can for cost savings. So what I what do I mean by
211:59 savings. So what I what do I mean by this? Well, you know, in the previous
212:00 this? Well, you know, in the previous example, we saved a company $50,000 and
212:02 example, we saved a company $50,000 and then I said the maximum that I've
212:03 then I said the maximum that I've realistically charged about half. And
212:05 realistically charged about half. And you know, I've worked on a ton of
212:06 you know, I've worked on a ton of projects here. So I don't really think
212:08 projects here. So I don't really think this is just my own lack of confidence.
212:09 this is just my own lack of confidence. I think that there is some theoretical
212:11 I think that there is some theoretical limit here and it's about half. Um, you
212:13 limit here and it's about half. Um, you know, you wouldn't be able to charge
212:14 know, you wouldn't be able to charge half of the equivalent value that you'd
212:17 half of the equivalent value that you'd bring to a company revenue-wise. That
212:18 bring to a company revenue-wise. That would just be crazy. Companies also have
212:20 would just be crazy. Companies also have like operational costs to acquire sorry
212:22 like operational costs to acquire sorry operational uh costs to like uh fulfill
212:25 operational uh costs to like uh fulfill the deal, right? They have a lot of
212:27 the deal, right? They have a lot of revenue uncertainty. They have like
212:28 revenue uncertainty. They have like operational uncertainty. They have debts
212:30 operational uncertainty. They have debts a lot of the time, right? So if you were
212:32 a lot of the time, right? So if you were to charge them 50% of every dollar that
212:33 to charge them 50% of every dollar that you made them, most of them wouldn't be
212:34 you made them, most of them wouldn't be able to survive. In practice, I find 30%
212:37 able to survive. In practice, I find 30% is like that theoretical limit. Um most
212:39 is like that theoretical limit. Um most of the time it's less. Most of the time
212:40 of the time it's less. Most of the time it's like 10, 15, 20%. But you know,
212:42 it's like 10, 15, 20%. But you know, obviously you could still make a ton of
212:43 obviously you could still make a ton of money on this. And I'm going to show you
212:44 money on this. And I'm going to show you a few alternative revenue uplift models
212:46 a few alternative revenue uplift models in a moment that frame this just so that
212:49 in a moment that frame this just so that it's not like a one-time fee. It's sort
212:50 it's not like a one-time fee. It's sort of like a distributed recurring fee
212:52 of like a distributed recurring fee based off of performance. Okay, speaking
212:54 based off of performance. Okay, speaking of performance, this one is the per
212:56 of performance, this one is the per outcome model. Now, I say eg meetings
212:59 outcome model. Now, I say eg meetings booked just cuz that's the simplest way
213:00 booked just cuz that's the simplest way for me to conceptualize this cuz I sell
213:02 for me to conceptualize this cuz I sell a ton of cold email. Here's a quick
213:03 a ton of cold email. Here's a quick example. You're working with an agency.
213:05 example. You're working with an agency. You build them a cold email system and
213:07 You build them a cold email system and you project just based off of, I don't
213:09 you project just based off of, I don't know, the volumes that you guys are
213:10 know, the volumes that you guys are going on, the math that you've done
213:12 going on, the math that you've done based off similar offers and all that
213:13 based off similar offers and all that stuff that you're going to book them
213:15 stuff that you're going to book them about 20 meetings per month. So maybe
213:16 about 20 meetings per month. So maybe one every business day or so. Now,
213:19 one every business day or so. Now, historically, they close a quarter of
213:21 historically, they close a quarter of those. So they close 20 divided by four,
213:23 those. So they close 20 divided by four, five, right? And the customer lifetime
213:25 five, right? And the customer lifetime value of that is $2,000. So if you do
213:28 value of that is $2,000. So if you do the math, basically what I'm trying to
213:29 the math, basically what I'm trying to show you is this is equivalent to this,
213:30 show you is this is equivalent to this, right? It's about the same thing. 10,000
213:32 right? It's about the same thing. 10,000 bucks a month over here, 10,000 bucks a
213:33 bucks a month over here, 10,000 bucks a month over here. So, what you do is you
213:36 month over here. So, what you do is you pitch them that first thing and they
213:38 pitch them that first thing and they say, "You know, man, I don't really like
213:40 say, "You know, man, I don't really like this. I don't really think that this is
213:41 this. I don't really think that this is feasible or possible. Uh, I don't have
213:43 feasible or possible. Uh, I don't have the money to spend up front. Why don't
213:45 the money to spend up front. Why don't you only pay me uh or you know, I'll
213:46 you only pay me uh or you know, I'll only pay you on on results or
213:48 only pay you on on results or something." So, what you do instead is
213:49 something." So, what you do instead is you pivot and you charge them a per
213:51 you pivot and you charge them a per meeting rate of $150 each instead. So,
213:54 meeting rate of $150 each instead. So, instead of you getting that money
213:56 instead of you getting that money upfront, sort of guaranteed, what you do
213:58 upfront, sort of guaranteed, what you do is you say, "Hey, I completely
213:59 is you say, "Hey, I completely understand. I'm going to charge you
214:01 understand. I'm going to charge you based off of the outcome because that's
214:02 based off of the outcome because that's how confident I am that I'm going to
214:03 how confident I am that I'm going to crush it. So, if you do the math on
214:05 crush it. So, if you do the math on this, 20 meetings times 150 bucks. Well,
214:07 this, 20 meetings times 150 bucks. Well, that's 3,000 bucks a month. That's
214:08 that's 3,000 bucks a month. That's actually a little bit more than what we
214:09 actually a little bit more than what we were charging before. And in reality, um
214:12 were charging before. And in reality, um you can make a lot more money with per
214:13 you can make a lot more money with per outcome and revenue based uh revenue
214:15 outcome and revenue based uh revenue percentage based splits, which I'll talk
214:17 percentage based splits, which I'll talk about too, than you can with like a
214:18 about too, than you can with like a fixed price thing simply because these
214:20 fixed price thing simply because these things scale with performance. And if
214:21 things scale with performance. And if you're a really high performer, you can
214:23 you're a really high performer, you can make a ton of money for other
214:25 make a ton of money for other businesses. Okay. So typically you do
214:27 businesses. Okay. So typically you do this with projects that have
214:28 this with projects that have quantifiable outcomes that you are super
214:30 quantifiable outcomes that you are super confident you can deliver. This is going
214:31 confident you can deliver. This is going to be stuff like meetings booked. Maybe
214:33 to be stuff like meetings booked. Maybe you do some recruiting automation that's
214:35 you do some recruiting automation that's going to be candidates placed. The
214:37 going to be candidates placed. The unfortunate part is beginners are going
214:38 unfortunate part is beginners are going to find this very difficult to do in
214:40 to find this very difficult to do in practice cuz they're just not going to
214:41 practice cuz they're just not going to know enough in order to land these deals
214:43 know enough in order to land these deals consistently or get these booked
214:45 consistently or get these booked meetings or get these candidates. The
214:47 meetings or get these candidates. The kind of terrible irony is unfortunately
214:49 kind of terrible irony is unfortunately it's usually beginners that take these
214:51 it's usually beginners that take these projects on disproportionately because a
214:53 projects on disproportionately because a lot of the time cheap clients will
214:54 lot of the time cheap clients will respond just like they did in my
214:56 respond just like they did in my example. They'll say no work unless uh
214:58 example. They'll say no work unless uh you don't charge me anything upfront
215:00 you don't charge me anything upfront only on deal sign or something of that
215:02 only on deal sign or something of that nature. So a lot of the time you will
215:04 nature. So a lot of the time you will sort of be forced to do this as a
215:06 sort of be forced to do this as a beginner especially if you have no real
215:07 beginner especially if you have no real experience under your belt and you just
215:09 experience under your belt and you just want to get a case study through the
215:10 want to get a case study through the gate which I find just hilarious. I mean
215:12 gate which I find just hilarious. I mean I did a couple of these as well when I
215:13 I did a couple of these as well when I was first starting out. I had a couple
215:14 was first starting out. I had a couple of them that worked. The vast majority
215:16 of them that worked. The vast majority of them did not, just to be completely
215:18 of them did not, just to be completely clear with you. I've also had a few
215:19 clear with you. I've also had a few people that I work with now that charge
215:21 people that I work with now that charge per outcome and they make a boatload of
215:23 per outcome and they make a boatload of money because they're pros at it. We're
215:24 money because they're pros at it. We're talking 30, $40, $50,000 a month. So,
215:27 talking 30, $40, $50,000 a month. So, you know, it's usually like high- risk,
215:29 you know, it's usually like high- risk, high reward thing that you only take on
215:30 high reward thing that you only take on if you're good. Okay, speaking of good,
215:32 if you're good. Okay, speaking of good, the good is that it's a lot easier to
215:33 the good is that it's a lot easier to conceptualize on the client perspective
215:35 conceptualize on the client perspective than an upfront cost. Instead of the
215:37 than an upfront cost. Instead of the client spending $3,000 on you,
215:38 client spending $3,000 on you, basically, mentally, they're saying,
215:39 basically, mentally, they're saying, "Well, I'm gonna spend $150 on him. I
215:41 "Well, I'm gonna spend $150 on him. I will wait for him to generate results
215:42 will wait for him to generate results and then I'm only gonna have to spend
215:43 and then I'm only gonna have to spend $150 on him." Right? So, you're tying it
215:46 $150 on him." Right? So, you're tying it to a performance metric. Technically,
215:48 to a performance metric. Technically, there's unbounded upside. You can make
215:49 there's unbounded upside. You can make as much money as you want. And since
215:50 as much money as you want. And since book meetings are probably entirely in
215:52 book meetings are probably entirely in your control in this example, you are
215:54 your control in this example, you are mostly responsible for how much money
215:55 mostly responsible for how much money you make. Like, if you're not
215:57 you make. Like, if you're not delivering, well, that's not really on
215:59 delivering, well, that's not really on them, right? That's on you. So, you
216:00 them, right? That's on you. So, you could just become better at what you do.
216:02 could just become better at what you do. You could find a more effective method
216:04 You could find a more effective method to squeeze all the value out of these
216:06 to squeeze all the value out of these cold leads and you'll make more money.
216:08 cold leads and you'll make more money. The bad is it's not stable. It's not
216:10 The bad is it's not stable. It's not guaranteed. There's no upfront revenue.
216:13 guaranteed. There's no upfront revenue. Though you may feel confident, there
216:14 Though you may feel confident, there will still be some circumstances that
216:16 will still be some circumstances that are definitely outside of your control.
216:18 are definitely outside of your control. Um, you also have no deposit. You have
216:20 Um, you also have no deposit. You have no way of paying off startup costs. You
216:22 no way of paying off startup costs. You think about this specific system, which
216:23 think about this specific system, which is cold email system, you are going to
216:25 is cold email system, you are going to have some startup costs. You're going to
216:26 have some startup costs. You're going to have to buy some domains, buy some
216:27 have to buy some domains, buy some mailboxes, you're going to have to, I
216:29 mailboxes, you're going to have to, I don't know, maybe pay somebody to set
216:30 don't know, maybe pay somebody to set all of this stuff up for you. If you
216:32 all of this stuff up for you. If you don't have something to offset those
216:34 don't have something to offset those initial startup costs, you will
216:36 initial startup costs, you will basically always be operating at a loss
216:37 basically always be operating at a loss until some inflection point.
216:39 until some inflection point. Theoretically, I also find just
216:41 Theoretically, I also find just anecdotally, if a client doesn't pay you
216:43 anecdotally, if a client doesn't pay you something, like to start a project, to
216:45 something, like to start a project, to kick off a project, they tend not to be
216:48 kick off a project, they tend not to be as locked in to that project and they
216:51 as locked in to that project and they tend to I don't really know what it is.
216:52 tend to I don't really know what it is. Maybe the lack of like confirmation bias
216:55 Maybe the lack of like confirmation bias or cognitive dissonance or something.
216:56 or cognitive dissonance or something. They tend not to believe it in as much
216:58 They tend not to believe it in as much if they haven't paid for it, which is
216:59 if they haven't paid for it, which is funny cuz it's like, well, shouldn't you
217:01 funny cuz it's like, well, shouldn't you believe in it more because I'm doing it
217:02 believe in it more because I'm doing it all without even charging you anything?
217:04 all without even charging you anything? But clients are funny. More generally,
217:07 But clients are funny. More generally, humans are funny. And that's sort of how
217:08 humans are funny. And that's sort of how we do things. The last thing I'll
217:10 we do things. The last thing I'll mention here is payment schedules can
217:11 mention here is payment schedules can suck, too. This is contingent on how you
217:14 suck, too. This is contingent on how you set up the payments. I recommend setting
217:15 set up the payments. I recommend setting up your payment schedules as shortly as
217:18 up your payment schedules as shortly as possible and as a small interval as you
217:20 possible and as a small interval as you can. So, most of the time we'll bill
217:22 can. So, most of the time we'll bill people monthly, right? Well, if you're
217:23 people monthly, right? Well, if you're doing some type of per outcome based
217:25 doing some type of per outcome based thing, don't build them monthly, build
217:26 thing, don't build them monthly, build them weekly. Um, send an invoice every 7
217:28 them weekly. Um, send an invoice every 7 days or something of that nature that
217:29 days or something of that nature that counts up the number of meetings booked
217:31 counts up the number of meetings booked and then charges them. Better yet, put
217:33 and then charges them. Better yet, put them on autopay and you actually just
217:34 them on autopay and you actually just decide how much it is and then bill
217:36 decide how much it is and then bill them. Obviously, it takes some time to
217:37 them. Obviously, it takes some time to get to the point where you're confident
217:38 get to the point where you're confident enough to do these sorts of
217:40 enough to do these sorts of arrangements, but I think you guys get
217:41 arrangements, but I think you guys get my point. Minimize the intervals. All
217:42 my point. Minimize the intervals. All right. Another pricing method here is
217:44 right. Another pricing method here is called the hourly retainer. I think
217:46 called the hourly retainer. I think that's probably the most obvious, you
217:49 that's probably the most obvious, you know, way to transition from doing
217:50 know, way to transition from doing something purely hourly to getting some
217:53 something purely hourly to getting some sort of MR here. Here's a quick example.
217:55 sort of MR here. Here's a quick example. Let's say you've been working with a law
217:56 Let's say you've been working with a law firm for the last few months. You've
217:57 firm for the last few months. You've been creating simple systems that
217:59 been creating simple systems that streamline their man, what the hell is
218:01 streamline their man, what the hell is that called? Patient client intake. On
218:03 that called? Patient client intake. On average, you bill around 20 hours at
218:05 average, you bill around 20 hours at $120 an hour. Next month, you approach
218:08 $120 an hour. Next month, you approach them with an offer. You say, "Hey, Mr.
218:11 them with an offer. You say, "Hey, Mr. Whatever, instead of you paying me
218:14 Whatever, instead of you paying me $2,400 at the end of the month, why
218:17 $2,400 at the end of the month, why don't you prepay me 20 hours at a
218:20 don't you prepay me 20 hours at a reduced rate of $100 an hour at the
218:23 reduced rate of $100 an hour at the beginning of the month? Aka, instead of
218:25 beginning of the month? Aka, instead of paying me 2,400 bucks at the end, why
218:27 paying me 2,400 bucks at the end, why don't you pay me $2,000 at the
218:28 don't you pay me $2,000 at the beginning?"
218:30 beginning?" you're going to get guaranteed sorry
218:33 you're going to get guaranteed sorry you're going to get cheaper uh hourly
218:35 you're going to get cheaper uh hourly rate from me and you know that you're
218:36 rate from me and you know that you're going to use and and exhaust my hours
218:39 going to use and and exhaust my hours anyway and then I'm going to get
218:41 anyway and then I'm going to get guaranteed work so I'm going to be able
218:42 guaranteed work so I'm going to be able to go to sleep at night without tearing
218:44 to go to sleep at night without tearing my hair out. So it becomes a win-win for
218:46 my hair out. So it becomes a win-win for both of you basically and this is one of
218:47 both of you basically and this is one of the simplest ways to go from working
218:51 the simplest ways to go from working entirely on a project basis to working
218:53 entirely on a project basis to working on a consistent MRR or some sort of
218:56 on a consistent MRR or some sort of monthly recurring basis instead. I took
218:59 monthly recurring basis instead. I took a ton of these when I started out.
219:01 a ton of these when I started out. Hourly retainers were still hourly, of
219:03 Hourly retainers were still hourly, of course, but they were also monthly. And
219:05 course, but they were also monthly. And it was that monthly revenue that gave me
219:07 it was that monthly revenue that gave me a ton of financial certainty that calmed
219:10 a ton of financial certainty that calmed me down quite a bit and enabled me to
219:12 me down quite a bit and enabled me to look a little bit further than just like
219:14 look a little bit further than just like the next day ahead. You know, I was able
219:15 the next day ahead. You know, I was able to start making longerterm plans for
219:17 to start making longerterm plans for weeks, months, years in advance. So,
219:20 weeks, months, years in advance. So, typically what this looks like is some
219:23 typically what this looks like is some sort of ongoing automation maintenance,
219:25 sort of ongoing automation maintenance, some incremental improvements to
219:26 some incremental improvements to systems. If a client hires you
219:28 systems. If a client hires you consistently every couple of weeks or
219:30 consistently every couple of weeks or something like that, then pitch them on
219:32 something like that, then pitch them on an hourly retainer instead. Save them a
219:36 an hourly retainer instead. Save them a little bit of money. Save you a little
219:37 little bit of money. Save you a little bit of that
219:38 bit of that variability. The benefit there is that
219:40 variability. The benefit there is that it's the simplest and easiest transition
219:42 it's the simplest and easiest transition to a monthly payment model. It's also
219:43 to a monthly payment model. It's also great for beginners. I highly
219:45 great for beginners. I highly recommend do hourly. Like if I could go
219:49 recommend do hourly. Like if I could go back in time and tell myself, I would do
219:51 back in time and tell myself, I would do hourly and then I would try and
219:52 hourly and then I would try and transition at least one client to an
219:54 transition at least one client to an hourly retainer. And the second that I
219:56 hourly retainer. And the second that I have that, I'd be like, "Okay, I'm
219:57 have that, I'd be like, "Okay, I'm probably good enough to now start
219:58 probably good enough to now start charging on a value basis instead." You
220:00 charging on a value basis instead." You can also put your clients on autopay.
220:01 can also put your clients on autopay. You can effectively buy yourself that MR
220:03 You can effectively buy yourself that MR with the $400 differential, which a lot
220:05 with the $400 differential, which a lot of the time is worth it. The bad is
220:07 of the time is worth it. The bad is obviously it's still hourly. Your value
220:09 obviously it's still hourly. Your value is not being ideally represented because
220:10 is not being ideally represented because it's not really in the amount of time it
220:12 it's not really in the amount of time it took you to build that system, right?
220:13 took you to build that system, right? It's the amount of time, energy, and and
220:15 It's the amount of time, energy, and and resources that you've built up over your
220:17 resources that you've built up over your lifetime in this career. Still not too
220:19 lifetime in this career. Still not too bad if I do say so myself. Uh the sixth
220:22 bad if I do say so myself. Uh the sixth is deliverablebased retainers. So quick
220:25 is deliverablebased retainers. So quick example here and let me explain why this
220:27 example here and let me explain why this differs a lot from the previous
220:28 differs a lot from the previous retainer. The example is let's say
220:30 retainer. The example is let's say you've been working with a marketing
220:31 you've been working with a marketing agency for the last couple of months.
220:33 agency for the last couple of months. Every few weeks this marketing agency
220:35 Every few weeks this marketing agency will ask you for a consultation. In that
220:37 will ask you for a consultation. In that consultation you guys will discuss a
220:38 consultation you guys will discuss a system that you guys are building
220:40 system that you guys are building together. And up until now the way that
220:42 together. And up until now the way that you've been pricing these systems is
220:43 you've been pricing these systems is using the cost-saving and revenue uplift
220:45 using the cost-saving and revenue uplift models that we talked about earlier. But
220:47 models that we talked about earlier. But you really like these clients. You love
220:49 you really like these clients. You love them. They love you. and you want to
220:50 them. They love you. and you want to turn your currently oneoff revenue into
220:53 turn your currently oneoff revenue into monthly recurring revenue instead. So,
220:55 monthly recurring revenue instead. So, here's what you do. You approach them
220:56 here's what you do. You approach them with a deliverable-based retainer. You
220:58 with a deliverable-based retainer. You say, "Hey, Dr. Peter, Dr. Peter, for
221:03 say, "Hey, Dr. Peter, Dr. Peter, for $5,200 a month, you'll get a weekly
221:06 $5,200 a month, you'll get a weekly strategy call with me. It's 45 minutes.
221:09 strategy call with me. It's 45 minutes. You'll get a monthly priority plan where
221:10 You'll get a monthly priority plan where we lay out the next four weeks of
221:13 we lay out the next four weeks of operational priorities. You'll get daily
221:15 operational priorities. You'll get daily Slack availability where you can contact
221:17 Slack availability where you can contact me within 15 minutes between 12:00 to
221:19 me within 15 minutes between 12:00 to 2:00 p.m. Anybody on your team can. I'll
221:21 2:00 p.m. Anybody on your team can. I'll be your QA guy. I'll help train them.
221:23 be your QA guy. I'll help train them. Speaking of training, I'll give you one
221:25 Speaking of training, I'll give you one 2hour team training session. Maybe if
221:27 2hour team training session. Maybe if they're in your city, you even go to
221:29 they're in your city, you even go to their office and do this in person. On
221:31 their office and do this in person. On top of that, I'll also give you
221:32 top of that, I'll also give you unlimited maintenance on old projects.
221:34 unlimited maintenance on old projects. You never have to pay me a one-off
221:36 You never have to pay me a one-off amount to fix up an old system or
221:37 amount to fix up an old system or something. I got you for life. And in
221:40 something. I got you for life. And in addition, you know how you've been
221:41 addition, you know how you've been gushing over my YouTube videos that I've
221:43 gushing over my YouTube videos that I've been posting and you love that system
221:45 been posting and you love that system and that system and that system. I will
221:47 and that system and that system. I will give you one of those systems every
221:48 give you one of those systems every single month and install it in your
221:50 single month and install it in your business myself. Um, you get to pick at
221:53 business myself. Um, you get to pick at the beginning of the month and then by
221:54 the beginning of the month and then by the end of the month, you'll you'll have
221:55 the end of the month, you'll you'll have it. Doesn't matter what system it is,
221:56 it. Doesn't matter what system it is, however complicated it is, I'll do that
221:58 however complicated it is, I'll do that for you. All right. So, as you guys see,
222:00 for you. All right. So, as you guys see, we've shifted the value prop, right?
222:03 we've shifted the value prop, right? Previously, the value prop was I will
222:04 Previously, the value prop was I will spend X hours with you or working for
222:07 spend X hours with you or working for you. And now the value prop is you will
222:10 you. And now the value prop is you will get X deliverable as a result of working
222:12 get X deliverable as a result of working with me. Aka the $5,200 a month that you
222:16 with me. Aka the $5,200 a month that you spend will net you some sort of return
222:18 spend will net you some sort of return on your investment. Right? So typically
222:21 on your investment. Right? So typically this works best with clients that value
222:22 this works best with clients that value your systems and routinely consult with
222:24 your systems and routinely consult with you. Uh it's also great for longerterm
222:26 you. Uh it's also great for longerterm growth oriented partnerships. I
222:28 growth oriented partnerships. I mentioned inbound clients here as well
222:29 mentioned inbound clients here as well because this has been great for me as
222:31 because this has been great for me as I've started growing my YouTube channel.
222:32 I've started growing my YouTube channel. I've signed a lot more of these because
222:34 I've signed a lot more of these because people just instinctively like and trust
222:36 people just instinctively like and trust you. I think they probably also listened
222:37 you. I think they probably also listened to my logic around hourly pricing.
222:39 to my logic around hourly pricing. They're like, "Yeah, that's right. Let
222:40 They're like, "Yeah, that's right. Let me just pay Nick deliverably based
222:42 me just pay Nick deliverably based instead." So, the good here is you have
222:45 instead." So, the good here is you have super high leverage. Okay? You have
222:47 super high leverage. Okay? You have control over all of your deliverables,
222:48 control over all of your deliverables, meaning you get to pick how you want to
222:50 meaning you get to pick how you want to construct your retainer. You don't have
222:51 construct your retainer. You don't have to construct it like I did. This is just
222:53 to construct it like I did. This is just how I personally do mine. You guys can
222:55 how I personally do mine. You guys can structure it however the hell you want.
222:57 structure it however the hell you want. So, you could build it out in a way
222:59 So, you could build it out in a way that's like hyper leveraged that takes
223:01 that's like hyper leveraged that takes you as the service provider like 2 hours
223:03 you as the service provider like 2 hours a month to do, right? And that means
223:05 a month to do, right? And that means that you can feasibly make a lot of
223:07 that you can feasibly make a lot of freaking money. You can feasibly make
223:08 freaking money. You can feasibly make like $500 an hour or more consistently
223:10 like $500 an hour or more consistently over a long period of time. And you can
223:12 over a long period of time. And you can also, just like before, put your clients
223:14 also, just like before, put your clients on autopay and then grow your MR. The
223:17 on autopay and then grow your MR. The thing is, it's also, and I mentioned, I
223:19 thing is, it's also, and I mentioned, I put this in the good for some reason.
223:20 put this in the good for some reason. It's very good that this is hard for
223:21 It's very good that this is hard for beginners because we don't want any of
223:22 beginners because we don't want any of them taking our money. Uh, but it's very
223:25 them taking our money. Uh, but it's very hard for beginners to do because they
223:28 hard for beginners to do because they have to constantly justify their cost.
223:30 have to constantly justify their cost. If their systems do not deliver an ROI,
223:32 If their systems do not deliver an ROI, they will be let go eventually. And
223:34 they will be let go eventually. And that's something that you just have to
223:35 that's something that you just have to know. So if you're charging some sort of
223:37 know. So if you're charging some sort of hourly rate or or whatever, uh it's
223:39 hourly rate or or whatever, uh it's personally a lot easier to justify this,
223:41 personally a lot easier to justify this, right? Because they can just cut you off
223:42 right? Because they can just cut you off at any time on the hourly on the hourly
223:44 at any time on the hourly on the hourly basis. And also it's your time uh that
223:47 basis. And also it's your time uh that they're they're paying for, not
223:48 they're they're paying for, not necessarily your ROI. But in this case,
223:51 necessarily your ROI. But in this case, it is strictly framed as like, hey, if
223:53 it is strictly framed as like, hey, if you're paying me $5,200, I want to make
223:55 you're paying me $5,200, I want to make you some multiple on that. The only
223:57 you some multiple on that. The only thing that you deliver are deliverables,
223:59 thing that you deliver are deliverables, obviously. So this calculation of does
224:01 obviously. So this calculation of does Nick generate me more than 5.2K 2K a
224:02 Nick generate me more than 5.2K 2K a month. Uh I just find that it tends to
224:04 month. Uh I just find that it tends to happen substantially more often on a
224:06 happen substantially more often on a structure like this than it did on a
224:07 structure like this than it did on a structure like this. So again, it's just
224:10 structure like this. So again, it's just kind of a high-risisk, high reward
224:11 kind of a high-risisk, high reward thing. You can make a lot more money in
224:12 thing. You can make a lot more money in this method uh if you're a little better
224:14 this method uh if you're a little better and more mature, I want to say, with
224:16 and more mature, I want to say, with your business processes. It's just sort
224:18 your business processes. It's just sort of what you got to do. All right. Now, I
224:20 of what you got to do. All right. Now, I want to talk about one alternative
224:21 want to talk about one alternative pricing based method, and then I'll
224:23 pricing based method, and then I'll cover the last one, which is pretty
224:25 cover the last one, which is pretty contentious, which is uh percentage of
224:27 contentious, which is uh percentage of revenue. But this is a very interesting
224:29 revenue. But this is a very interesting pricing method and I've seen it happen a
224:31 pricing method and I've seen it happen a lot more in my community as of late,
224:32 lot more in my community as of late, specifically with people that are
224:34 specifically with people that are building SAS companies using no code
224:36 building SAS companies using no code tools. What do I mean by this? I mean,
224:39 tools. What do I mean by this? I mean, you know, SAS companies, the capital S
224:41 you know, SAS companies, the capital S in there stands for software. You're
224:43 in there stands for software. You're offering software as a service, right?
224:44 offering software as a service, right? Well, what you can do with a lot of no
224:46 Well, what you can do with a lot of no code tools is you can actually build out
224:47 code tools is you can actually build out the infrastructure for a SAS company
224:49 the infrastructure for a SAS company just in your noode editor in make.com or
224:52 just in your noode editor in make.com or Zapier or NA10 or something like that.
224:53 Zapier or NA10 or something like that. You don't actually need to do all of
224:54 You don't actually need to do all of that programming. You could have a
224:56 that programming. You could have a function that you know you have some
224:59 function that you know you have some website on the front end that people log
225:00 website on the front end that people log into and then they put in some website
225:03 into and then they put in some website brief and they say I want a website that
225:05 brief and they say I want a website that looks like this that looks like that
225:06 looks like this that looks like that looks like that and then you could send
225:07 looks like that and then you could send that request to your make scenario that
225:09 that request to your make scenario that could generate you a bunch of HTML and
225:11 could generate you a bunch of HTML and then you could spit it back at them and
225:12 then you could spit it back at them and then voila you basically have your own
225:13 then voila you basically have your own SAS it's just your SAS is through your
225:15 SAS it's just your SAS is through your no code platform instead of code right
225:18 no code platform instead of code right so per assetbased pricing I find in
225:20 so per assetbased pricing I find in practice tends to work really well for
225:21 practice tends to work really well for that and a lot of people are using that
225:23 that and a lot of people are using that I have done per asset pricing myself
225:25 I have done per asset pricing myself just a couple of times. I personally did
225:26 just a couple of times. I personally did not find it super valuable. I ran a
225:28 not find it super valuable. I ran a content editing SAS that actually worked
225:31 content editing SAS that actually worked specifically like basically exactly like
225:33 specifically like basically exactly like how I just told you. You just put in
225:34 how I just told you. You just put in your content and it would sort of edit
225:35 your content and it would sort of edit it for you and then I charge per asset
225:36 it for you and then I charge per asset there. But let me give you an example
225:38 there. But let me give you an example here cuz why the hell else did I write
225:39 here cuz why the hell else did I write all this stuff? The example is you
225:40 all this stuff? The example is you create a content production system
225:41 create a content production system that's light years ahead of what most
225:43 that's light years ahead of what most other agencies are doing. You start
225:44 other agencies are doing. You start selling it to content and SEO agencies
225:46 selling it to content and SEO agencies on a per asset cost. That means that
225:49 on a per asset cost. That means that instead of selling the system itself,
225:51 instead of selling the system itself, you sell the deliverable which is an
225:54 you sell the deliverable which is an article and then you just charge a
225:56 article and then you just charge a certain amount per deliverable. Right?
225:59 certain amount per deliverable. Right? So if I generate 20 articles a month as
226:02 So if I generate 20 articles a month as a user of your system and everyone costs
226:06 a user of your system and everyone costs 20 bucks, well then I'm paying you 400
226:09 20 bucks, well then I'm paying you 400 bucks. You can implement this in a
226:10 bucks. You can implement this in a variety of ways. You could have this be
226:12 variety of ways. You could have this be instantaneous pricing where every time
226:13 instantaneous pricing where every time you do it, you need to pay. Although I
226:14 you do it, you need to pay. Although I don't really recommend that. There's a
226:16 don't really recommend that. There's a reason why a lot of companies like this
226:17 reason why a lot of companies like this credit based stuff because when you
226:18 credit based stuff because when you spend money that isn't like money, you
226:20 spend money that isn't like money, you tend to spend a lot more of it if you've
226:22 tend to spend a lot more of it if you've ever wondered. That's one of the main
226:23 ever wondered. That's one of the main reasons. It's also easier to deal with
226:24 reasons. It's also easier to deal with on your end obviously. Uh so a lot of
226:26 on your end obviously. Uh so a lot of the time in practice what people do is
226:28 the time in practice what people do is you'll pay a certain amount of money for
226:28 you'll pay a certain amount of money for a certain number of credits and then
226:30 a certain number of credits and then it's like well great now you have those
226:31 it's like well great now you have those credits. What are you going to do? Not
226:32 credits. What are you going to do? Not spend them. Obviously you know you got
226:34 spend them. Obviously you know you got to buy a 100 articles in order to make
226:36 to buy a 100 articles in order to make it into our thing. You know you're going
226:37 it into our thing. You know you're going to find a way to spend that other 99. So
226:39 to find a way to spend that other 99. So typically this works best for modular
226:40 typically this works best for modular SAS like products where each deliverable
226:42 SAS like products where each deliverable can be separately priced and
226:44 can be separately priced and implemented. This works for content, so
226:46 implemented. This works for content, so articles, blogs, books, assets like
226:48 articles, blogs, books, assets like PDFs, white papers. You can do proposal
226:50 PDFs, white papers. You can do proposal generators this way. Legal, so
226:52 generators this way. Legal, so contracts, reports like I was talking
226:53 contracts, reports like I was talking about in that first or second example
226:55 about in that first or second example way back when, right? If instead of you
226:58 way back when, right? If instead of you charging them some cost savings based
227:00 charging them some cost savings based thing, you instead just charge them 50
227:01 thing, you instead just charge them 50 bucks flat per report. That might
227:03 bucks flat per report. That might actually make sense for people. Now, the
227:05 actually make sense for people. Now, the good here is that it's super easy to
227:06 good here is that it's super easy to productize. The initial upfront cost on
227:08 productize. The initial upfront cost on the customer side of things is usually
227:10 the customer side of things is usually really low as well. So your deliverable
227:12 really low as well. So your deliverable costs usually a lot less than whatever
227:13 costs usually a lot less than whatever the customer is doing before. Meaning
227:15 the customer is doing before. Meaning that like as a company you can fix your
227:17 that like as a company you can fix your costs and you can just make your fees a
227:18 costs and you can just make your fees a multiple of whatever it costs you
227:19 multiple of whatever it costs you internally to run your no code tool. So
227:21 internally to run your no code tool. So if I don't know you're paying 5,000
227:23 if I don't know you're paying 5,000 bucks a month for software and then you
227:25 bucks a month for software and then you generate a 100 articles. That's sort of
227:27 generate a 100 articles. That's sort of like $50 a month in every individual
227:29 like $50 a month in every individual article. Well, if you charge $100 per
227:31 article. Well, if you charge $100 per article, you know that you're making 50
227:32 article, you know that you're making 50 bucks on that, right? Pretty
227:33 bucks on that, right? Pretty straightforward. That's kind of a
227:34 straightforward. That's kind of a example because you're probably
227:36 example because you're probably never going to get to a point where
227:37 never going to get to a point where you're spending $50 an article,
227:39 you're spending $50 an article, especially in our uh, you know,
227:40 especially in our uh, you know, enlightened AI age. So, yeah, it's the
227:42 enlightened AI age. So, yeah, it's the most software-like way to price. It's
227:43 most software-like way to price. It's definitely the most scalable. Now, the
227:45 definitely the most scalable. Now, the downside is despite the fact that it's
227:47 downside is despite the fact that it's super scalable, it takes a long time to
227:48 super scalable, it takes a long time to make like good money here. If you think
227:50 make like good money here. If you think about it, the costsaving method that I
227:52 about it, the costsaving method that I talked about there, you could charge
227:53 talked about there, you could charge $12,500 for a system that saves $50,000.
227:57 $12,500 for a system that saves $50,000. You could make $12,500 today. If you
228:00 You could make $12,500 today. If you wanted to scale to $12,500 with a per
228:02 wanted to scale to $12,500 with a per asset based system, well, you need to
228:04 asset based system, well, you need to sell 600 and something articles, right?
228:07 sell 600 and something articles, right? That might take you a lot longer to do
228:09 That might take you a lot longer to do so. So, it's a lot more scalable just
228:11 so. So, it's a lot more scalable just like SAS companies, but it takes a lot
228:12 like SAS companies, but it takes a lot longer to grow. Um, you're probably
228:14 longer to grow. Um, you're probably going to start from zero bucks every
228:15 going to start from zero bucks every month, unless you have some recurring
228:16 month, unless you have some recurring model as well. And the detriment is you
228:18 model as well. And the detriment is you also have to build infrastructure to
228:20 also have to build infrastructure to track outputs, which can be an ordeal in
228:21 track outputs, which can be an ordeal in and of itself. You're basically building
228:22 and of itself. You're basically building like a whole other SAS app there. Uh,
228:25 like a whole other SAS app there. Uh, not to mention no deposit unless you ask
228:26 not to mention no deposit unless you ask for one. no way of paying off your
228:28 for one. no way of paying off your startup costs and then the lack of lock
228:30 startup costs and then the lack of lock in on the client usually reduces
228:32 in on the client usually reduces perceived value. It hits your ability to
228:34 perceived value. It hits your ability to like get that nice 105 $20,000 white
228:37 like get that nice 105 $20,000 white glove project price. So I don't really
228:39 glove project price. So I don't really do this to like make my money. I've done
228:41 do this to like make my money. I've done and experimented with this a couple
228:42 and experimented with this a couple times, but I'm bringing this up because
228:44 times, but I'm bringing this up because I've seen it in my communities and there
228:45 I've seen it in my communities and there are a few people that are doing quite
228:46 are a few people that are doing quite well all things considered. All right,
228:48 well all things considered. All right, now we make it to the daddy of pricing
228:50 now we make it to the daddy of pricing models. This is the percentage of
228:52 models. This is the percentage of revenue. Quick example, you build this
228:54 revenue. Quick example, you build this amazing LinkedIn DM plus voicemail drop
228:57 amazing LinkedIn DM plus voicemail drop system and it reaches out to people. It
228:59 system and it reaches out to people. It leaves customized messages based on
229:01 leaves customized messages based on their profile. You then hire a closer
229:03 their profile. You then hire a closer and install a closer in your business.
229:05 and install a closer in your business. This is the salesperson that you know
229:07 This is the salesperson that you know closes the deal. Your system takes very
229:09 closes the deal. Your system takes very little setup time. It's mostly templated
229:11 little setup time. It's mostly templated and you're hyperconident that it works
229:12 and you're hyperconident that it works cuz maybe that's what you're doing for
229:14 cuz maybe that's what you're doing for your own business. That's how you're
229:14 your own business. That's how you're getting your own customers. Now, you
229:16 getting your own customers. Now, you know of this old business acquaintance,
229:18 know of this old business acquaintance, Dr. Peter who currently needs leads and
229:22 Dr. Peter who currently needs leads and who could use a system like this to
229:23 who could use a system like this to scale up his business. So you offer him
229:25 scale up his business. So you offer him a deal. Uh, hey Dr. Peter, I'm going to
229:27 a deal. Uh, hey Dr. Peter, I'm going to generate, nurture, qualify, and close
229:29 generate, nurture, qualify, and close all of the leads using this system and
229:32 all of the leads using this system and all you have to do is fulfill them.
229:34 all you have to do is fulfill them. Okay? So you are a marketing company or
229:37 Okay? So you are a marketing company or maybe you sell ads, PPC. I will generate
229:40 maybe you sell ads, PPC. I will generate you the clients and then all you have to
229:42 you the clients and then all you have to do is just fulfill the clients. In
229:44 do is just fulfill the clients. In exchange, all you're going to do is pay
229:46 exchange, all you're going to do is pay me 25% of the gross revenue of each
229:47 me 25% of the gross revenue of each deal. Maybe this is more money than you
229:50 deal. Maybe this is more money than you were paying before to get your own
229:51 were paying before to get your own clients, but it's consistent as hell and
229:53 clients, but it's consistent as hell and you know exactly how much money you're
229:55 you know exactly how much money you're going to pay for it every time, right?
229:56 going to pay for it every time, right? Benefits for you. You can make an insane
229:59 Benefits for you. You can make an insane amount of money doing this. You can make
230:00 amount of money doing this. You can make a crazy amount of money, but you have to
230:03 a crazy amount of money, but you have to be really good at what you do and how
230:05 be really good at what you do and how you set things up. So, typically revenue
230:07 you set things up. So, typically revenue generating automations where there's a
230:09 generating automations where there's a clear correlation between automation and
230:10 clear correlation between automation and income work. So, this is almost always
230:12 income work. So, this is almost always going to be something on the front end.
230:13 going to be something on the front end. It's going to be sales, right? Because
230:14 It's going to be sales, right? Because we're doing a percentage of revenue. The
230:16 we're doing a percentage of revenue. The good here is that you have super high
230:17 good here is that you have super high earnings potential. Technically, they're
230:18 earnings potential. Technically, they're unbounded. Partnerships like these are
230:20 unbounded. Partnerships like these are how you make the multi6figure revenues.
230:22 how you make the multi6figure revenues. I think if you look at anybody that's
230:23 I think if you look at anybody that's like between my revenue range and maybe
230:25 like between my revenue range and maybe like a million and a half a month or
230:27 like a million and a half a month or something, they basically all have some
230:28 something, they basically all have some sort of partnership based thing going on
230:30 sort of partnership based thing going on where they will produce some insane uh
230:33 where they will produce some insane uh leverage on the front end and then just
230:34 leverage on the front end and then just take some cut on the back end. You can
230:36 take some cut on the back end. You can kind of think of this like this is what
230:37 kind of think of this like this is what a lot of affiliate people do as well.
230:38 a lot of affiliate people do as well. They take a percentage of the sale
230:40 They take a percentage of the sale attributed to the lead that they
230:41 attributed to the lead that they generate um and and so on and so forth.
230:43 generate um and and so on and so forth. If your systems are good and you trust
230:45 If your systems are good and you trust the people you partner with, you can
230:46 the people you partner with, you can print money. You can also use very
230:48 print money. You can also use very strong offers in this way to sell
230:50 strong offers in this way to sell clients for your own company because you
230:52 clients for your own company because you handle everything and the customer pays
230:53 handle everything and the customer pays zero. I mean, think about the offer,
230:54 zero. I mean, think about the offer, right? I think Alex Poroszi talks about
230:56 right? I think Alex Poroszi talks about the perfect offer and it's like we'll do
230:58 the perfect offer and it's like we'll do everything for you. It'll cost you $0.
231:00 everything for you. It'll cost you $0. We'll take like a certain percentage and
231:02 We'll take like a certain percentage and if it doesn't work and you don't make
231:04 if it doesn't work and you don't make this much money, we'll even pay you,
231:05 this much money, we'll even pay you, right? It's like the perfect offer.
231:06 right? It's like the perfect offer. Well, you actually get to use the
231:07 Well, you actually get to use the perfect offer. Um, logically speaking,
231:09 perfect offer. Um, logically speaking, you would have to be very silly to say
231:11 you would have to be very silly to say no to something like that at face value.
231:12 no to something like that at face value. It's like, hey, I only make money when I
231:14 It's like, hey, I only make money when I make you money. Therefore, there's zero
231:16 make you money. Therefore, there's zero risk. Why the hell not? That said, you
231:19 risk. Why the hell not? That said, you do have to make sure you trust the
231:20 do have to make sure you trust the people. So, you should have a strong
231:21 people. So, you should have a strong vetting process if you do this. Now,
231:23 vetting process if you do this. Now, here's the bad. The bad is you may not
231:26 here's the bad. The bad is you may not always have total control over the
231:29 always have total control over the outcome here. So, you also don't get
231:31 outcome here. So, you also don't get paid anything upfront, right? Unless you
231:33 paid anything upfront, right? Unless you structure it in a way where you do, and
231:34 structure it in a way where you do, and some people do, right? Like the growth
231:36 some people do, right? Like the growth partner model who was popularized by
231:38 partner model who was popularized by this one guy that I used to follow on
231:40 this one guy that I used to follow on Twitter. somebody in the comments will
231:41 Twitter. somebody in the comments will know uh does this where like you I don't
231:43 know uh does this where like you I don't know pay 10 or 15 or 20 grand up front
231:45 know pay 10 or 15 or 20 grand up front or something like that and then you get
231:46 or something like that and then you get like 7% of their revenue as well. So you
231:49 like 7% of their revenue as well. So you can offset this but you know just
231:51 can offset this but you know just speaking percentage of revenue you don't
231:52 speaking percentage of revenue you don't get paid anything up front which could
231:53 get paid anything up front which could impact your ability to deliver this at
231:54 impact your ability to deliver this at scale especially if it has high costs
231:57 scale especially if it has high costs and again you have to be very good at
231:58 and again you have to be very good at your in order to make this work. If
232:00 your in order to make this work. If you're not good at your your service if
232:01 you're not good at your your service if you're not confident that you can
232:03 you're not confident that you can deliver what it is that you're promising
232:05 deliver what it is that you're promising you're not going to make any money and
232:06 you're not going to make any money and it's just going to be all cost for you.
232:07 it's just going to be all cost for you. Similarly to what I talked about before
232:09 Similarly to what I talked about before with the per outcome model.
232:12 with the per outcome model. Unfortunately, I find a lot of beginners
232:14 Unfortunately, I find a lot of beginners get stuck here because they pitch some
232:17 get stuck here because they pitch some offer to somebody and then they say, "I
232:19 offer to somebody and then they say, "I don't want to do it that way. I only
232:20 don't want to do it that way. I only want to do it if uh when I make money,
232:22 want to do it if uh when I make money, you make money. So, let's do it that
232:23 you make money. So, let's do it that way. If you're that confident about your
232:24 way. If you're that confident about your service, you might as well, right?"
232:26 service, you might as well, right?" Which I understand the idea, but
232:28 Which I understand the idea, but obviously that doesn't really help you
232:29 obviously that doesn't really help you get your agency off the ground if you're
232:30 get your agency off the ground if you're a total newbie, right? So, again,
232:32 a total newbie, right? So, again, ironically, it's a lot of newbies that
232:34 ironically, it's a lot of newbies that try this stuff, fail, and then are like,
232:35 try this stuff, fail, and then are like, "I'm never doing percentage of revenue
232:37 "I'm never doing percentage of revenue again." But it's it's just a time and a
232:38 again." But it's it's just a time and a place thing. You just have to be skilled
232:39 place thing. You just have to be skilled enough. You have to be obviously you
232:40 enough. You have to be obviously you have to have like a good network in
232:42 have to have like a good network in order to make the stuff work and you
232:43 order to make the stuff work and you have to trust the people uh that you you
232:45 have to trust the people uh that you you partner with. So obviously the big
232:47 partner with. So obviously the big question is now which one is best?
232:48 question is now which one is best? Typically my rule of thumb and you can
232:51 Typically my rule of thumb and you can do this if you believe in the stuff that
232:53 do this if you believe in the stuff that I've been telling you guys about over
232:55 I've been telling you guys about over the course of the last few months. And
232:56 the course of the last few months. And if you don't, you don't have to. But
232:58 if you don't, you don't have to. But typically my rule of thumb is if you're
232:59 typically my rule of thumb is if you're a total newbie, the fastest way to go
233:02 a total newbie, the fastest way to go from that total newbie to that expert
233:03 from that total newbie to that expert that I talked about earlier is to go
233:06 that I talked about earlier is to go hourly. It is well established. It's a
233:09 hourly. It is well established. It's a very easy transition from a 9 to5. It's
233:11 very easy transition from a 9 to5. It's the way that the vast majority of the
233:12 the way that the vast majority of the corporate world works. So it's not going
233:13 corporate world works. So it's not going to be uncomfortable for you. It's not
233:15 to be uncomfortable for you. It's not going to be uncomfortable for the
233:15 going to be uncomfortable for the client. All you're looking to do at that
233:17 client. All you're looking to do at that first stage is to make your first few
233:19 first stage is to make your first few bucks in the internet. We're minimizing
233:20 bucks in the internet. We're minimizing friction. Just go hourly. It's super
233:23 friction. Just go hourly. It's super straightforward. After you get your
233:24 straightforward. After you get your first few clients and maybe one of those
233:26 first few clients and maybe one of those clients is an hourly retainer or
233:28 clients is an hourly retainer or something, begin charging based on
233:30 something, begin charging based on value. Remember I talked about two value
233:32 value. Remember I talked about two value based methods. There was cost savings or
233:34 based methods. There was cost savings or revenue uplift. Cost savings is going to
233:36 revenue uplift. Cost savings is going to be better if you're working with large
233:38 be better if you're working with large businesses with small margins and then
233:40 businesses with small margins and then uh revenue uplift is going to be better
233:42 uh revenue uplift is going to be better for small businesses with large margins
233:43 for small businesses with large margins tend to be a lot hungrier. Let's combine
233:45 tend to be a lot hungrier. Let's combine this with some type of retainer or
233:47 this with some type of retainer or subscription based pricing for added
233:48 subscription based pricing for added leverage so that you're not restarting
233:49 leverage so that you're not restarting from zero every month. Maybe this is
233:51 from zero every month. Maybe this is like clients 1 to three. Maybe this is
233:52 like clients 1 to three. Maybe this is like clients 3 to 10 or 3 to 15 or
233:54 like clients 3 to 10 or 3 to 15 or something. And then if you become a
233:56 something. And then if you become a professional and you become confident in
233:58 professional and you become confident in your ability to deliver, start
234:00 your ability to deliver, start experimenting with per outcome or per
234:03 experimenting with per outcome or per percentagebased sales methods. Also
234:06 percentagebased sales methods. Also combining with retainers or subscription
234:08 combining with retainers or subscription based pricing for leverage. And this is
234:10 based pricing for leverage. And this is how I know assuming you've found that
234:13 how I know assuming you've found that golden goose laying hen laying golden
234:16 golden goose laying hen laying golden eggs or some like that, whatever
234:17 eggs or some like that, whatever the saying goes. This is where you can
234:19 the saying goes. This is where you can start scaling up your revenue
234:20 start scaling up your revenue extraordinarily quickly. You'll
234:22 extraordinarily quickly. You'll eventually find some button on the
234:24 eventually find some button on the internet that you press and every time
234:26 internet that you press and every time you press, you make a dollar. You'll
234:27 you press, you make a dollar. You'll just start spamming that button like
234:29 just start spamming that button like crazy with a model like this and you'll
234:31 crazy with a model like this and you'll start making a lot more money. Cool. So,
234:32 start making a lot more money. Cool. So, now I know how to price your AI services
234:34 now I know how to price your AI services strategically and learn how to close
234:36 strategically and learn how to close deals at premium rates. But here's what
234:37 deals at premium rates. But here's what you probably don't realize, which is how
234:39 you probably don't realize, which is how to handle the first few days after a
234:41 to handle the first few days after a client now says yes to you. that
234:42 client now says yes to you. that determines whether they become
234:44 determines whether they become essentially a long-term advocate or
234:45 essentially a long-term advocate or ambassador for your brand or just like a
234:47 ambassador for your brand or just like a one-time headache. So, that is
234:48 one-time headache. So, that is onboarding in a nutshell. If you onboard
234:51 onboarding in a nutshell. If you onboard poorly, that will lead to scope creep,
234:52 poorly, that will lead to scope creep, endless revisions, and then ultimately
234:54 endless revisions, and then ultimately clients who disappear after the first
234:55 clients who disappear after the first project. Whereas, if you nail
234:57 project. Whereas, if you nail onboarding, you turn clients into raving
234:58 onboarding, you turn clients into raving fans who are more than happy to refer
235:00 fans who are more than happy to refer you to their network, pay you good
235:01 you to their network, pay you good monthly retainers, and then get you more
235:03 monthly retainers, and then get you more involved with their business in terms of
235:04 involved with their business in terms of like equity and partnersh. That's what
235:06 like equity and partnersh. That's what we're going to be chatting about in the
235:07 we're going to be chatting about in the next section. We're going to show you
235:08 next section. We're going to show you the exact 41minute onboarding process to
235:10 the exact 41minute onboarding process to eliminate buyer remorse. set super clear
235:13 eliminate buyer remorse. set super clear expectations, then position you from
235:15 expectations, then position you from warm upsells from day one. I'm going to
235:16 warm upsells from day one. I'm going to cover everything from the psychology of
235:18 cover everything from the psychology of new clients to the specific systems that
235:19 new clients to the specific systems that make onboarding seamless. Let's do it.
235:21 make onboarding seamless. Let's do it. The three big problems that onboarding
235:23 The three big problems that onboarding solves. There are more than just three
235:26 solves. There are more than just three problems that onboarding solves, but
235:27 problems that onboarding solves, but here are the three big ones. And here is
235:29 here are the three big ones. And here is how I want you to think about
235:30 how I want you to think about onboarding. Essentially, onboarding is a
235:32 onboarding. Essentially, onboarding is a tool that lets you solve the main
235:34 tool that lets you solve the main problem of buyer's remorse. It lets you
235:36 problem of buyer's remorse. It lets you solve another main problem of client
235:38 solve another main problem of client expectations. And it also allows you to
235:41 expectations. And it also allows you to essentially like frontload a lot of the
235:43 essentially like frontload a lot of the BS and inoculate yourself against
235:45 BS and inoculate yourself against problems with logistics later on. What
235:47 problems with logistics later on. What do I mean by logistics? I mean stuff
235:48 do I mean by logistics? I mean stuff like not having credentials to a
235:50 like not having credentials to a software platform. I mean stuff like not
235:53 software platform. I mean stuff like not fully outlining the timeline where
235:55 fully outlining the timeline where you're going to be delivering stuff and
235:56 you're going to be delivering stuff and then the client ends up like calling you
235:57 then the client ends up like calling you rushed 2 weeks later being like, "Hey,
235:59 rushed 2 weeks later being like, "Hey, where's the project? I needed it by
236:00 where's the project? I needed it by today." Essentially, this is another
236:02 today." Essentially, this is another form of leverage. If you just spend a
236:04 form of leverage. If you just spend a few minutes upfront dealing with this
236:06 few minutes upfront dealing with this problem now, you will save dozens if not
236:09 problem now, you will save dozens if not hundreds of hours and hundreds of
236:10 hundreds of hours and hundreds of thousands of dollars over the course of
236:12 thousands of dollars over the course of the next couple years of your career.
236:13 the next couple years of your career. So, it just makes sense to figure this
236:14 So, it just makes sense to figure this out like ASAP. Essentially, what
236:16 out like ASAP. Essentially, what I'm going to do here is I'm going to
236:17 I'm going to do here is I'm going to discuss every problem in detail just so
236:19 discuss every problem in detail just so you guys understand the problem space so
236:21 you guys understand the problem space so that you understand sort of like my own
236:23 that you understand sort of like my own mindset here when I came up with these
236:24 mindset here when I came up with these solutions to these problems and then I'm
236:26 solutions to these problems and then I'm actually going to show you how to solve
236:27 actually going to show you how to solve every one of these problems as I
236:28 every one of these problems as I mentioned including building a few
236:30 mentioned including building a few simple systems. I'm also going to
236:31 simple systems. I'm also going to provide you some templates. So, I have a
236:32 provide you some templates. So, I have a few little assets and documents here, as
236:34 few little assets and documents here, as well as just a couple of step-by-step
236:36 well as just a couple of step-by-step checklists that I personally used quite
236:37 checklists that I personally used quite heavily when I was first starting out.
236:39 heavily when I was first starting out. Obviously, the better that you get on
236:40 Obviously, the better that you get on the stuff, the less you need these
236:42 the stuff, the less you need these assets in front of you while you're
236:43 assets in front of you while you're selling, while you're closing or while
236:44 selling, while you're closing or while you're building stuff, but they tend to
236:46 you're building stuff, but they tend to really decrease the learning curve or I
236:48 really decrease the learning curve or I guess your ability to get out there,
236:50 guess your ability to get out there, close your first couple of clients and
236:51 close your first couple of clients and and get up and running. So, highly
236:53 and get up and running. So, highly encourage you guys make use of them. All
236:55 encourage you guys make use of them. All right, so problem number one that
236:57 right, so problem number one that onboarding solves is buyer's remorse.
236:59 onboarding solves is buyer's remorse. Now, if you're unfamiliar with just
237:00 Now, if you're unfamiliar with just sales in general, um, or you know, the
237:03 sales in general, um, or you know, the concept of buyers remorse, here's
237:05 concept of buyers remorse, here's basically how it works. Somebody just
237:06 basically how it works. Somebody just sent you a bit of money. No matter how
237:09 sent you a bit of money. No matter how good the process that you use to sell
237:11 good the process that you use to sell them is, the fact that the money is no
237:14 them is, the fact that the money is no longer in their wallet or I guess their
237:16 longer in their wallet or I guess their bank account nowadays will create buyer
237:19 bank account nowadays will create buyer remorse. there's going to be some sort
237:21 remorse. there's going to be some sort of remorse, some sort of doubt at the
237:22 of remorse, some sort of doubt at the back of their mind essentially like did
237:24 back of their mind essentially like did I make the right decision partnering
237:25 I make the right decision partnering with this service provider instead of
237:27 with this service provider instead of you know other service providers or
237:29 you know other service providers or instead of doing it myself or instead of
237:30 instead of doing it myself or instead of finding some other solution. So if you
237:33 finding some other solution. So if you think about onboarding from sort of like
237:34 think about onboarding from sort of like a sales perspective, it's an additional
237:36 a sales perspective, it's an additional tool that you get to use to streamline
237:38 tool that you get to use to streamline the next steps immediately after the
237:40 the next steps immediately after the sale. And your goal running an
237:42 sale. And your goal running an automation agency is to minimize buyer
237:44 automation agency is to minimize buyer remorse as soon as humanly possible.
237:47 remorse as soon as humanly possible. Good onboarding helps you do this. Great
237:48 Good onboarding helps you do this. Great onboarding helps you turn this buyer's
237:50 onboarding helps you turn this buyer's remorse into like buyer's gratitude
237:52 remorse into like buyer's gratitude essentially for being super stoked to
237:54 essentially for being super stoked to start with you. And when you have
237:55 start with you. And when you have projects that are like that, when people
237:56 projects that are like that, when people are extremely extraordinarily excited to
237:58 are extremely extraordinarily excited to get started with you and you also have
238:00 get started with you and you also have like very strong and clear expectations
238:02 like very strong and clear expectations put out, those clients tend to be the
238:03 put out, those clients tend to be the ones that retain for a very long time
238:05 ones that retain for a very long time where you start getting to take
238:06 where you start getting to take advantage of the multiples of this
238:07 advantage of the multiples of this business, right? Like your first project
238:09 business, right? Like your first project with the client, it's a small one and
238:10 with the client, it's a small one and you're selling automation services might
238:12 you're selling automation services might be like 1 2 3k let's say. If you nail
238:15 be like 1 2 3k let's say. If you nail onboarding and nail everything that I'm
238:16 onboarding and nail everything that I'm going to show you in this guide, you
238:17 going to show you in this guide, you essentially have the opportunity to turn
238:18 essentially have the opportunity to turn that 2 or 3k client into like a 5k a
238:21 that 2 or 3k client into like a 5k a month client for the next year and
238:23 month client for the next year and that's 20 times more money if you think
238:24 that's 20 times more money if you think about it that way than you'd be able to
238:26 about it that way than you'd be able to get immediately. So very very big point
238:27 get immediately. So very very big point of leverage and something that you know
238:28 of leverage and something that you know I wish more people would think about in
238:30 I wish more people would think about in advance. The second big problem is
238:32 advance. The second big problem is client expectations and this is like one
238:35 client expectations and this is like one of the biggest issues just in all
238:36 of the biggest issues just in all service businesses not necessarily
238:37 service businesses not necessarily automation. One thing I'll mention here
238:39 automation. One thing I'll mention here is automation is particularly terrible
238:41 is automation is particularly terrible for it because of the presence of scope
238:43 for it because of the presence of scope creep. Like if you think about it,
238:45 creep. Like if you think about it, right, I used to run a content writing
238:46 right, I used to run a content writing company called 1 second copy. And what's
238:49 company called 1 second copy. And what's really involved in content writing?
238:50 really involved in content writing? Well, there's like two or maybe three
238:52 Well, there's like two or maybe three subservices here. There's the writing,
238:54 subservices here. There's the writing, there's the editing, u maybe there's
238:55 there's the editing, u maybe there's like the outlining, right? Very simple
238:57 like the outlining, right? Very simple and easy sort of business model um
238:59 and easy sort of business model um comparatively. Whereas with automation,
239:01 comparatively. Whereas with automation, if you think about it that way, there
239:03 if you think about it that way, there are like 5 million subservices. There's
239:05 are like 5 million subservices. There's obviously like the scoping, there's like
239:06 obviously like the scoping, there's like the process flow charting, there's like
239:08 the process flow charting, there's like the make.com scenario building, there's
239:10 the make.com scenario building, there's like API integrations, there's like your
239:12 like API integrations, there's like your ability to like drag and drop modules
239:13 ability to like drag and drop modules and know how that specific platform
239:15 and know how that specific platform works, but also understand programming
239:16 works, but also understand programming principles to be able to like put
239:17 principles to be able to like put something together. Uh you have to know
239:19 something together. Uh you have to know like I don't know, let's say you're
239:20 like I don't know, let's say you're working with a pipe drive. You have to
239:22 working with a pipe drive. You have to understand pipe drive. You have to
239:23 understand pipe drive. You have to understand Panadoc. You have to
239:24 understand Panadoc. You have to understand all this And honestly,
239:26 understand all this And honestly, when you have all of this stuff going
239:28 when you have all of this stuff going on, the client expectations and their
239:30 on, the client expectations and their scope can blow up. And uh that tends to
239:32 scope can blow up. And uh that tends to happen pretty often, especially if you
239:34 happen pretty often, especially if you don't really know what you're doing. So
239:35 don't really know what you're doing. So if you're just getting started with
239:36 if you're just getting started with automation, maybe you've got like your
239:37 automation, maybe you've got like your first couple of clients, you'll probably
239:38 first couple of clients, you'll probably understand what I mean by this
239:39 understand what I mean by this intuitively. But having a good
239:40 intuitively. But having a good onboarding process can inoculate
239:42 onboarding process can inoculate yourself against a lot of that stuff.
239:43 yourself against a lot of that stuff. It's sort of like a vaccine or something
239:45 It's sort of like a vaccine or something against, you know, some virus. If you
239:46 against, you know, some virus. If you just like deal with it right now, you
239:49 just like deal with it right now, you eliminate that from ever being an issue.
239:50 eliminate that from ever being an issue. You eliminate all of the time, energy,
239:52 You eliminate all of the time, energy, and money that you waste later on
239:53 and money that you waste later on dealing with it. Here's the fundamental
239:55 dealing with it. Here's the fundamental paradox of client expectations. In order
239:56 paradox of client expectations. In order to grow your business, you have to win
239:58 to grow your business, you have to win clients. In order to win clients, the
240:01 clients. In order to win clients, the simplest and easiest way to do so is to
240:03 simplest and easiest way to do so is to increase the client expectations. What I
240:05 increase the client expectations. What I mean by that is sort of the whole
240:07 mean by that is sort of the whole process of selling is incentivizing you
240:10 process of selling is incentivizing you to blow up this project and make it look
240:12 to blow up this project and make it look even better than it probably really is
240:13 even better than it probably really is in reality, right? That's just how sales
240:16 in reality, right? That's just how sales works. But in order to grow your
240:18 works. But in order to grow your business, you also have to deliver
240:19 business, you also have to deliver projects. And if you think about the way
240:21 projects. And if you think about the way that delivering projects works through
240:23 that delivering projects works through incentives, it all involves reducing
240:26 incentives, it all involves reducing expectations. turning a complicated
240:28 expectations. turning a complicated project into as simple a project as
240:29 project into as simple a project as humanly possible. And so essentially
240:31 humanly possible. And so essentially what you have here is you have two like
240:34 what you have here is you have two like incentives that are butdding each other
240:35 incentives that are butdding each other right in the head. The first is sort of
240:37 right in the head. The first is sort of the sale incentive which is sell them
240:39 the sale incentive which is sell them the dream, sell them this, you know,
240:40 the dream, sell them this, you know, super big complex comprehensive projects
240:42 super big complex comprehensive projects we can get as much money as humanly
240:44 we can get as much money as humanly possible out of them. And then the
240:45 possible out of them. And then the second is sell them something small,
240:48 second is sell them something small, something packetable, something
240:49 something packetable, something manageable that I can do in, you know, a
240:51 manageable that I can do in, you know, a weekend. The issue here is that most
240:54 weekend. The issue here is that most people will always do the former a
240:55 people will always do the former a little too well because they want to get
240:57 little too well because they want to get the deal, which is totally
240:58 the deal, which is totally understandable and I've done this a
240:59 understandable and I've done this a million and one times myself. And what
241:01 million and one times myself. And what that means is when it comes time to
241:02 that means is when it comes time to deliver the project, they are screwed,
241:04 deliver the project, they are screwed, right? Because now it's like, oh, okay.
241:07 right? Because now it's like, oh, okay. Um, sure, we might have made an
241:08 Um, sure, we might have made an additional $10,000 or something like
241:10 additional $10,000 or something like that, but the cost to that additional
241:11 that, but the cost to that additional $10,000 is now our delivery team has to
241:14 $10,000 is now our delivery team has to spend another three weeks creating all
241:15 spend another three weeks creating all these additional systems, right? It's a
241:17 these additional systems, right? It's a pain in the ass. What onboarding does is
241:19 pain in the ass. What onboarding does is it provides you the opportunity to frame
241:20 it provides you the opportunity to frame those expectations ASAP and upfront. And
241:23 those expectations ASAP and upfront. And by doing this, it lets you inoculate
241:25 by doing this, it lets you inoculate yourself against dozens of common
241:27 yourself against dozens of common gotchas. And by gotchas, I mean just
241:29 gotchas. And by gotchas, I mean just like things that most service providers
241:30 like things that most service providers deal with, like uh communications being
241:32 deal with, like uh communications being an issue, timeline being an issue, your
241:35 an issue, timeline being an issue, your working style being an issue, not
241:36 working style being an issue, not knowing what the wind condition of your
241:38 knowing what the wind condition of your project is. Like when do you actually
241:39 project is. Like when do you actually know when your project is done? You got
241:40 know when your project is done? You got to talk about this with the client.
241:42 to talk about this with the client. Otherwise, what are you going to do? Do
241:43 Otherwise, what are you going to do? Do all the work and then deliver the
241:44 all the work and then deliver the project? And the client's going to be
241:45 project? And the client's going to be like, "Well, it's not really done,
241:47 like, "Well, it's not really done, right? Why not just do it immediately
241:48 right? Why not just do it immediately and save yourself that stress?
241:50 and save yourself that stress? Basically, what your goal is with client
241:52 Basically, what your goal is with client expectations is to give the client all
241:53 expectations is to give the client all the info that they need up front so they
241:55 the info that they need up front so they never have to bug you later and so that
241:56 never have to bug you later and so that they'll be satisfied when you deliver
241:58 they'll be satisfied when you deliver what you said that you were going to
241:59 what you said that you were going to deliver. Sounds pretty easy, you know,
242:00 deliver. Sounds pretty easy, you know, theoretically, but in practice it can be
242:02 theoretically, but in practice it can be a lot more difficult. And I'll show you
242:03 a lot more difficult. And I'll show you how to solve all of that. Now, the last
242:05 how to solve all of that. Now, the last part here is very specific to automation
242:08 part here is very specific to automation and it's sort of like logistics. This is
242:09 and it's sort of like logistics. This is what I call automation is a lot of
242:11 what I call automation is a lot of moving parts. By nature, at its core,
242:13 moving parts. By nature, at its core, what automation is is it's like juggling
242:16 what automation is is it's like juggling 5,000 different platforms and gluing
242:17 5,000 different platforms and gluing them all together with an automation
242:18 them all together with an automation platform like make.com or something like
242:20 platform like make.com or something like that. And when you're juggling all these
242:23 that. And when you're juggling all these different platforms, you can imagine how
242:24 different platforms, you can imagine how in order to like logistically manage the
242:28 in order to like logistically manage the work, you need to gain access to all of
242:30 work, you need to gain access to all of them. You need to deal with two-factor
242:32 them. You need to deal with two-factor authentication concerns. You need to
242:34 authentication concerns. You need to deal with the right subscription plans.
242:36 deal with the right subscription plans. You need to have good credentials. Your
242:38 You need to have good credentials. Your customer needs to know the credentials.
242:39 customer needs to know the credentials. You need to go the credentials. you need
242:40 You need to go the credentials. you need to deal with sub accounts and all that
242:42 to deal with sub accounts and all that stuff. This is sort of like the
242:43 stuff. This is sort of like the nitty-gritty dirty part of doing
242:45 nitty-gritty dirty part of doing automations. And if you don't have all
242:47 automations. And if you don't have all of this up front, and I meant to write,
242:49 of this up front, and I meant to write, you end up having like a much more
242:50 you end up having like a much more difficult time later because then you
242:52 difficult time later because then you have to drip this stuff out over time
242:54 have to drip this stuff out over time every time you ask a client for some
242:55 every time you ask a client for some information. It'll take them some time
242:56 information. It'll take them some time to get back to you. Sort of like this
242:58 to get back to you. Sort of like this cat-and- mouse stuff that a lot of
242:59 cat-and- mouse stuff that a lot of beginners unfortunately fall prey to,
243:01 beginners unfortunately fall prey to, especially with 2FA stuff cuz you need
243:02 especially with 2FA stuff cuz you need to like be in the same time zone as your
243:04 to like be in the same time zone as your client or whatever at like the same time
243:06 client or whatever at like the same time and they need to be available and and a
243:07 and they need to be available and and a lot of And it ends up just like
243:08 lot of And it ends up just like really hurting your professionalism. And
243:09 really hurting your professionalism. And not only does it hurt your
243:10 not only does it hurt your professionalism, it very negatively
243:12 professionalism, it very negatively impacts your ability to deliver on the
243:13 impacts your ability to deliver on the schedule that you said that you were
243:14 schedule that you said that you were going to do. So your goal in solving
243:16 going to do. So your goal in solving this problem is to minimize friction and
243:18 this problem is to minimize friction and get access to everything ASAP. You
243:21 get access to everything ASAP. You should not need to ask the client for
243:22 should not need to ask the client for any sort of credentials, accounts, two
243:24 any sort of credentials, accounts, two factor authentication codes, change the
243:26 factor authentication codes, change the subscription plan, none of that stuff
243:28 subscription plan, none of that stuff after the first day, basically just
243:30 after the first day, basically just because it really really hurts your
243:31 because it really really hurts your ability to get that client again in the
243:33 ability to get that client again in the future. And if you solve all this
243:35 future. And if you solve all this upfront, the client will think that
243:36 upfront, the client will think that you're super prepared, you're super
243:37 you're super prepared, you're super professional, and that like you know
243:38 professional, and that like you know your your business really well. Uh which
243:40 your your business really well. Uh which will obviously allow you to retain them
243:41 will obviously allow you to retain them super easily later on. All right, so how
243:43 super easily later on. All right, so how do you actually solve these three
243:44 do you actually solve these three problems? Well, each of these three
243:46 problems? Well, each of these three problems I solved in three ways. So the
243:48 problems I solved in three ways. So the first buyer remorse, I solved by
243:50 first buyer remorse, I solved by basically front-loading the dopamine and
243:52 basically front-loading the dopamine and front-loading notifications,
243:53 front-loading notifications, frontloading gratitude, and basically
243:55 frontloading gratitude, and basically just filling up their email inbox as
243:57 just filling up their email inbox as quickly as possible after they make the
243:58 quickly as possible after they make the payment. Um so that they think that
244:00 payment. Um so that they think that essentially the perception of process,
244:02 essentially the perception of process, sorry, perception of progress. And I'll
244:04 sorry, perception of progress. And I'll show you how to do each of these three
244:05 show you how to do each of these three in a moment and I'll build out systems
244:06 in a moment and I'll build out systems for them as well. The second to manage
244:08 for them as well. The second to manage client expectations, there are three
244:09 client expectations, there are three solutions here. The first is that you
244:10 solutions here. The first is that you need to define your communication style
244:12 need to define your communication style as well as the frequency with which you
244:13 as well as the frequency with which you will be communicating upfront. The
244:15 will be communicating upfront. The second is you need to set a timeline
244:16 second is you need to set a timeline which is basically how long every step
244:18 which is basically how long every step will take and what sort of deliverable
244:19 will take and what sort of deliverable you have at every step. And the third is
244:20 you have at every step. And the third is you need to define the win condition.
244:22 you need to define the win condition. The win condition, you know, sounds
244:23 The win condition, you know, sounds super fancy, but it's basically just
244:25 super fancy, but it's basically just like, hey, how are we going to know when
244:26 like, hey, how are we going to know when our project is done, right? Like if I'm
244:28 our project is done, right? Like if I'm delivering you a lead generation system,
244:30 delivering you a lead generation system, how do I actually know that that lead
244:31 how do I actually know that that lead generation system is finished and I can
244:32 generation system is finished and I can like take a step back? When do we start
244:34 like take a step back? When do we start on my retainer for instance? Like like
244:36 on my retainer for instance? Like like what's the next step after the project
244:37 what's the next step after the project is done? The problem number three, which
244:39 is done? The problem number three, which is the logistics and the moving parts
244:40 is the logistics and the moving parts and all that stuff. You solve them in
244:42 and all that stuff. You solve them in three ways. Uh the first is you itemize
244:44 three ways. Uh the first is you itemize all the platforms and you basically
244:45 all the platforms and you basically provide them a list that they can use in
244:47 provide them a list that they can use in order to sign up to them for you. The
244:48 order to sign up to them for you. The second is that you have an onboarding
244:49 second is that you have an onboarding call that just frontloads all of the
244:51 call that just frontloads all of the that you otherwise would have
244:52 that you otherwise would have to drip out over time. And tons of
244:54 to drip out over time. And tons of people have tried to do the logistics
244:56 people have tried to do the logistics step uh through forms and whatnot.
244:57 step uh through forms and whatnot. They're like, "Oh, well, I got to
244:58 They're like, "Oh, well, I got to automate this cuz I'm an automation
244:59 automate this cuz I'm an automation engineer." But you really shouldn't.
245:01 engineer." But you really shouldn't. This is like the highest leverage point
245:02 This is like the highest leverage point of you being in front of your client.
245:04 of you being in front of your client. And then um you can use secure
245:06 And then um you can use secure credential management essentially to to
245:08 credential management essentially to to solve the problem of password sharing
245:09 solve the problem of password sharing and and all that fun stuff. So yeah,
245:12 and and all that fun stuff. So yeah, we're going to go into detail and build
245:13 we're going to go into detail and build all of them uh right now. So first and
245:16 all of them uh right now. So first and foremost, let's talk a little bit about
245:17 foremost, let's talk a little bit about um the first solution here, which is
245:19 um the first solution here, which is transactional alerts. This is going to
245:21 transactional alerts. This is going to sound really simple and really basic for
245:22 sound really simple and really basic for a lot of people, but if you pay somebody
245:24 a lot of people, but if you pay somebody and you pay somebody a fair amount of
245:26 and you pay somebody a fair amount of money, let's say $4,000 or something
245:27 money, let's say $4,000 or something like that, and you don't receive like a
245:30 like that, and you don't receive like a receipt of that purchase, um, basically
245:32 receipt of that purchase, um, basically immediately, you're going to have a
245:34 immediately, you're going to have a very, very bad taste in your mouth, and
245:35 very, very bad taste in your mouth, and that buyer's remorse is going to sort of
245:37 that buyer's remorse is going to sort of snowball into, uh, like, who the hell am
245:39 snowball into, uh, like, who the hell am I working with here? Is this person
245:40 I working with here? Is this person professional? Like, like what's going
245:42 professional? Like, like what's going on? Basically, there needs to be some
245:44 on? Basically, there needs to be some type of transactional alert or
245:46 type of transactional alert or notification immediately after the
245:47 notification immediately after the person pays you all this money and they
245:49 person pays you all this money and they just need to have like a receipt for it.
245:51 just need to have like a receipt for it. So, um this depends on your payment
245:53 So, um this depends on your payment processor. A lot of payment processors
245:54 processor. A lot of payment processors do this automatically. Thankfully, in
245:55 do this automatically. Thankfully, in Stripe, which is a payment processor
245:57 Stripe, which is a payment processor that I personally use and that I
245:58 that I personally use and that I recommend for a lot of people, you need
245:59 recommend for a lot of people, you need to specifically go into customer emails,
246:01 to specifically go into customer emails, enable receipts, and then, you know,
246:02 enable receipts, and then, you know, have those receipts sent basically
246:04 have those receipts sent basically immediately after the purchase is done.
246:05 immediately after the purchase is done. So, what you would do here if you were
246:07 So, what you would do here if you were doing this for yourself is you'd have to
246:08 doing this for yourself is you'd have to open up the Stripe homepage and then go
246:10 open up the Stripe homepage and then go to settings up here in the top right and
246:12 to settings up here in the top right and then go to business and then you'd have
246:15 then go to business and then you'd have to go more uh customer emails, I
246:17 to go more uh customer emails, I believe. And then under payments, you'll
246:19 believe. And then under payments, you'll have to go successful payments and turn
246:20 have to go successful payments and turn that on. And essentially what this is
246:22 that on. And essentially what this is going to do is every time you send
246:24 going to do is every time you send somebody money, you're going to get
246:26 somebody money, you're going to get something that looks a little bit like
246:27 something that looks a little bit like this right over here. Um, so every time,
246:30 this right over here. Um, so every time, sorry, you send somebody money, you get
246:31 sorry, you send somebody money, you get a receipt. And obviously make sure that
246:33 a receipt. And obviously make sure that the experience that they have when they
246:34 the experience that they have when they get a receipt from you is as high brow
246:36 get a receipt from you is as high brow as possible. Make sure that you've done
246:37 as possible. Make sure that you've done all like the stripe BS of like adding
246:39 all like the stripe BS of like adding your logo and making it look all pretty,
246:40 your logo and making it look all pretty, having your brand colors, whatever your
246:42 having your brand colors, whatever your payment processor is. Obviously, this
246:43 payment processor is. Obviously, this will differ. Uh, but I personally always
246:44 will differ. Uh, but I personally always recommend anybody watching my videos
246:46 recommend anybody watching my videos just to like use Stripe. It's super
246:47 just to like use Stripe. It's super simple. It's very well supported and
246:49 simple. It's very well supported and it's super integraable, which is an
246:50 it's super integraable, which is an automation specialist makes a lot of
246:51 automation specialist makes a lot of sense. So, you're going to want
246:53 sense. So, you're going to want something like this um basically to
246:55 something like this um basically to happen within 30 seconds of somebody
246:56 happen within 30 seconds of somebody working with you or choosing to work
246:58 working with you or choosing to work with you or paying you money. And this
246:59 with you or paying you money. And this is just sort of like a quick little hit.
247:00 is just sort of like a quick little hit. It's like, "Yeah, you did make that
247:01 It's like, "Yeah, you did make that payment, and you know, all of the
247:03 payment, and you know, all of the logistical stuff is like taken care of
247:04 logistical stuff is like taken care of on our end. Don't worry, your receipts
247:06 on our end. Don't worry, your receipts here, uh, we're we're professional about
247:07 here, uh, we're we're professional about it." I know it sounds super simple, but
247:09 it." I know it sounds super simple, but you'd be surprised at how many people
247:11 you'd be surprised at how many people don't do this. All right, the next thing
247:12 don't do this. All right, the next thing I want to talk about is gratitude. What
247:14 I want to talk about is gratitude. What do I mean by gratitude? Well, I mean
247:17 do I mean by gratitude? Well, I mean expressing sincere gratitude to your
247:20 expressing sincere gratitude to your clients for choosing to spend time,
247:23 clients for choosing to spend time, energy, and money with you. I know this
247:26 energy, and money with you. I know this sounds simple again, but turns out that
247:28 sounds simple again, but turns out that most things in the agency space are very
247:30 most things in the agency space are very simple. You can go very far simply by
247:33 simple. You can go very far simply by remembering to thank your client for
247:34 remembering to thank your client for doing things for you. What do I mean by
247:37 doing things for you. What do I mean by this? Uh, every time a client sends me a
247:39 this? Uh, every time a client sends me a message, I uh I thank them for reaching
247:41 message, I uh I thank them for reaching out. Every time they follow up with me
247:43 out. Every time they follow up with me after I haven't heard from them for a
247:44 after I haven't heard from them for a while, I thank them for doing so. Every
247:46 while, I thank them for doing so. Every time I jump on a call with them, I thank
247:47 time I jump on a call with them, I thank them. Every time I get a payment from
247:49 them. Every time I get a payment from them, I thank them. This makes you look
247:51 them, I thank them. This makes you look extremely professional. But not only
247:52 extremely professional. But not only that, I've worked with enough clients at
247:54 that, I've worked with enough clients at this point in my life to definitively be
247:56 this point in my life to definitively be able to say that the situations in which
247:58 able to say that the situations in which I've consistently expressed gratitude
248:00 I've consistently expressed gratitude for being able to work with somebody um
248:02 for being able to work with somebody um tend to yield me substantially higher
248:04 tend to yield me substantially higher ROIs. Like our relationships go way, way
248:06 ROIs. Like our relationships go way, way further. And I'm still not 100% sure if
248:09 further. And I'm still not 100% sure if it's just the professionalism or if it's
248:10 it's just the professionalism or if it's just the fact that, you know, I I'm just
248:12 just the fact that, you know, I I'm just a like I'm I'm acting like a human being
248:14 a like I'm I'm acting like a human being when I do it. And people tend to pick up
248:15 when I do it. And people tend to pick up on that and they think that I'm a lot
248:16 on that and they think that I'm a lot more genuine. But it works. Now the
248:19 more genuine. But it works. Now the great news about gratitude is if you are
248:21 great news about gratitude is if you are truly gracious, you can build a very
248:23 truly gracious, you can build a very simple system that just watches events
248:24 simple system that just watches events or uses a web hook and when you receive
248:27 or uses a web hook and when you receive a new payment transaction notification,
248:30 a new payment transaction notification, uh you can just send an email uh that's
248:32 uh you can just send an email uh that's like, you know, like a one sort of I
248:34 like, you know, like a one sort of I don't know three or four line email,
248:35 don't know three or four line email, which I'll show you in a second, uh that
248:37 which I'll show you in a second, uh that just thanks them. Uh and you can do it
248:38 just thanks them. Uh and you can do it within about five or five or so minutes
248:40 within about five or five or so minutes of receiving the payment. And by doing
248:42 of receiving the payment. And by doing it this way, um it tends to be it tends
248:44 it this way, um it tends to be it tends to seem a lot more like handwritten and
248:46 to seem a lot more like handwritten and customized and that sort of deal. uh
248:47 customized and that sort of deal. uh which obviously c their customers or
248:49 which obviously c their customers or clients tend to like a lot more and it
248:51 clients tend to like a lot more and it tends to seem just a lot uh you know a
248:53 tends to seem just a lot uh you know a lot more genuine. So again the goal is
248:56 lot more genuine. So again the goal is basically and I do this in a separate
248:58 basically and I do this in a separate email but the goal is we want to provide
248:59 email but the goal is we want to provide people the perception of like customized
249:01 people the perception of like customized highquality care and I actually send
249:04 highquality care and I actually send them a bespoke email with a thank you on
249:06 them a bespoke email with a thank you on it in addition to the receipt. And
249:08 it in addition to the receipt. And here's what my personal one usually
249:10 here's what my personal one usually looks like. I mean you know it's evolved
249:11 looks like. I mean you know it's evolved over time and I used to do all this
249:13 over time and I used to do all this stuff manually but now I automate the
249:14 stuff manually but now I automate the vast majority of it. It's just hi Nick.
249:15 vast majority of it. It's just hi Nick. Thanks for taking care of that invoice
249:16 Thanks for taking care of that invoice so promptly. I'm beyond happy that we
249:18 so promptly. I'm beyond happy that we get the chance to work together and I'm
249:19 get the chance to work together and I'm excited to nail this for you. I'll send
249:20 excited to nail this for you. I'll send you some onboarding instructions plus a
249:22 you some onboarding instructions plus a calendar in a moment and we can then
249:24 calendar in a moment and we can then book a call to kick off our project.
249:26 book a call to kick off our project. Looking forward to chatting and I
249:27 Looking forward to chatting and I appreciate your business. So that's it.
249:29 appreciate your business. So that's it. Doesn't have to be super magical. You're
249:30 Doesn't have to be super magical. You're sending somebody an email as if you
249:32 sending somebody an email as if you would text them thanking them for doing
249:33 would text them thanking them for doing something for you. And on a more general
249:36 something for you. And on a more general note, I find that that's just the best
249:37 note, I find that that's just the best way to proceed with all client
249:38 way to proceed with all client communications. just proceed with them
249:40 communications. just proceed with them like you're texting a friend of yours
249:41 like you're texting a friend of yours because um clients tend to pick up on
249:43 because um clients tend to pick up on that and and treat that as substantially
249:44 that and and treat that as substantially more genuine than what a lot of other
249:46 more genuine than what a lot of other people do which is they'll write these
249:47 people do which is they'll write these big fancy long email sequences that just
249:49 big fancy long email sequences that just seem like you are treating them like
249:51 seem like you are treating them like another cog in your machine if that
249:52 another cog in your machine if that makes sense. But yeah, so my goal is I
249:55 makes sense. But yeah, so my goal is I want them to get a bunch of emails
249:56 want them to get a bunch of emails simultaneously to minimize buyers
249:57 simultaneously to minimize buyers remorse to just make it feel like shit's
249:59 remorse to just make it feel like shit's happening. Like they just gave me their
250:00 happening. Like they just gave me their money. I want to give them something
250:02 money. I want to give them something too. And the number one thing that you
250:03 too. And the number one thing that you can give a client is just the impression
250:04 can give a client is just the impression of progress and things are moving in the
250:07 of progress and things are moving in the direction that they want them to.
250:09 direction that they want them to. And then the last thing is indeed that
250:11 And then the last thing is indeed that perception of progress. And what do I
250:12 perception of progress. And what do I mean by this? I really just mean like
250:13 mean by this? I really just mean like next steps. Now that they paid, it's
250:15 next steps. Now that they paid, it's essential that you provide the
250:16 essential that you provide the perception that you are getting their
250:18 perception that you are getting their project started like immediately like
250:20 project started like immediately like within 5 minutes of them getting paid.
250:22 within 5 minutes of them getting paid. If you do this, the clients that you
250:23 If you do this, the clients that you provide the impression of progress
250:25 provide the impression of progress within 5 minutes are going to go much
250:26 within 5 minutes are going to go much much farther for you than the clients
250:29 much farther for you than the clients that you don't do this for, I don't
250:30 that you don't do this for, I don't know, like several hours or days. As
250:33 know, like several hours or days. As mentioned previously, tons of situations
250:34 mentioned previously, tons of situations where I've hired a service provider and
250:36 where I've hired a service provider and I haven't heard back from them for like
250:37 I haven't heard back from them for like 48 hours. Frankly, if I'm being honest,
250:39 48 hours. Frankly, if I'm being honest, I think that sort of thing is
250:40 I think that sort of thing is unacceptable, especially given that like
250:42 unacceptable, especially given that like basically everybody on planet Earth has
250:44 basically everybody on planet Earth has hired a service provider for something
250:45 hired a service provider for something at some point and so they at least
250:47 at some point and so they at least understand how it feels from the other
250:48 understand how it feels from the other point of view. The fact that, you know,
250:50 point of view. The fact that, you know, a lot of these business owners can't put
250:51 a lot of these business owners can't put that together, I think is the primary
250:53 that together, I think is the primary reason why you can crush it in this
250:54 reason why you can crush it in this industry so easily. So, yeah. Um, again,
250:58 industry so easily. So, yeah. Um, again, we can build a very simple system and we
251:00 we can build a very simple system and we can have the system just watch events or
251:01 can have the system just watch events or use a web hook and then send an email
251:02 use a web hook and then send an email from you. I'll do that right now in a
251:03 from you. I'll do that right now in a second. And then I would encourage that
251:05 second. And then I would encourage that you do this within 5 minutes. At this
251:07 you do this within 5 minutes. At this point, they've received three or four
251:08 point, they've received three or four emails in a very short period of time,
251:09 emails in a very short period of time, which makes them feel really good. It
251:10 which makes them feel really good. It also makes them feel like you're on top
251:12 also makes them feel like you're on top of things. You have a very defined,
251:13 of things. You have a very defined, streamlined process for this, and
251:15 streamlined process for this, and they've done this multiple times before,
251:16 they've done this multiple times before, which eliminates a lot of like the
251:18 which eliminates a lot of like the perceived risk of working with service
251:19 perceived risk of working with service providers and is basically the most
251:21 providers and is basically the most straight line way of maximizing the uh
251:22 straight line way of maximizing the uh the customer experience. But, okay, how
251:25 the customer experience. But, okay, how do you actually build this out? super
251:26 do you actually build this out? super simple and super easy. Um, I personally
251:27 simple and super easy. Um, I personally do this in make.com, an automation tool
251:29 do this in make.com, an automation tool that, you know, I popularize a little
251:31 that, you know, I popularize a little bit, but I'm definitely famous for like
251:32 bit, but I'm definitely famous for like the make.com stuff, not the Zapier stuff
251:34 the make.com stuff, not the Zapier stuff or the NA10 stuff. If you are using
251:36 or the NA10 stuff. If you are using another automation tool, it's very
251:37 another automation tool, it's very simple. Just follow along sort of the
251:38 simple. Just follow along sort of the process logic that I'm doing here. We're
251:40 process logic that I'm doing here. We're going to pretend that there is some
251:41 going to pretend that there is some event that is occurring. U, maybe some
251:43 event that is occurring. U, maybe some type of booking. And then uh, what do we
251:46 type of booking. And then uh, what do we do when we receive that booking? Well,
251:47 do when we receive that booking? Well, if you have a CRM or something like
251:49 if you have a CRM or something like that, you're going to have to pull data
251:50 that, you're going to have to pull data from the CRM. What I'm going to do is
251:52 from the CRM. What I'm going to do is I'm just going to set a bunch of
251:54 I'm just going to set a bunch of variables. And I'm basically going to
251:55 variables. And I'm basically going to pretend that I'm pulling them from my
251:57 pretend that I'm pulling them from my CRM. So, one will be like name. We'll
251:59 CRM. So, one will be like name. We'll just say
252:01 just say Nick. We'll say email address. We'll say
252:04 Nick. We'll say email address. We'll say my email address right over here,
252:06 my email address right over here, niclick.a. And then we just use the mail
252:09 niclick.a. And then we just use the mail module here to send an
252:13 module here to send an email. You will create a connection up
252:16 email. You will create a connection up at the top right hand corner uh in
252:17 at the top right hand corner uh in make.com. I'm going to use that to sort
252:18 make.com. I'm going to use that to sort of this will be your from email. And
252:20 of this will be your from email. And then the two email I'm just going to map
252:22 then the two email I'm just going to map this as the email address. The subject
252:25 this as the email address. The subject line I'm just going to use thank you and
252:27 line I'm just going to use thank you and welcome aboard. And I'm going to do it
252:29 welcome aboard. And I'm going to do it in HTML, but you don't necessarily have
252:30 in HTML, but you don't necessarily have to. You could do this in plain text if
252:32 to. You could do this in plain text if you wanted to. The way that you do it in
252:34 you wanted to. The way that you do it in HTML is HTML uses some tags. Uh
252:36 HTML is HTML uses some tags. Uh specifically this one tag called BR. And
252:39 specifically this one tag called BR. And so basically every time you do a BR it's
252:41 so basically every time you do a BR it's a new line. So I'm doing two BRs between
252:43 a new line. So I'm doing two BRs between every um piece of text here so that
252:45 every um piece of text here so that there's two new lines between them. And
252:47 there's two new lines between them. And then between this one, I'll do one. So
252:50 then between this one, I'll do one. So when you know somebody receives this
252:51 when you know somebody receives this email, well, we can actually test this
252:53 email, well, we can actually test this right
252:53 right now. When I run this module and then I
252:56 now. When I run this module and then I type in the email address and I think
252:58 type in the email address and I think this is going to work. I mean, I am
253:00 this is going to work. I mean, I am sending this to myself, so maybe
253:01 sending this to myself, so maybe there'll be an issue of some kind. Oh,
253:03 there'll be an issue of some kind. Oh, sorry. I need to reauthorize my
253:04 sorry. I need to reauthorize my connection. Just give me one
253:07 connection. Just give me one second. We'll just add a new one. Call
253:09 second. We'll just add a new one. Call it Google. And we'll go and make it
253:11 it Google. And we'll go and make it leftclick.ai. We'll go July 19th, 2024.
253:13 leftclick.ai. We'll go July 19th, 2024. This is what you have to do if you've
253:14 This is what you have to do if you've never set it up before. It'll um open
253:16 never set it up before. It'll um open another window that allows you to select
253:19 another window that allows you to select your Gmail
253:24 account. And once you've connected the two, it'll verify. Once it's verified,
253:27 two, it'll verify. Once it's verified, this little button will go purple. You
253:30 this little button will go purple. You can go ahead and send it. And I think
253:32 can go ahead and send it. And I think you can send it to yourself. Not
253:33 you can send it to yourself. Not entirely sure. Yeah, you can. Okay,
253:34 entirely sure. Yeah, you can. Okay, great. And you know, at this point, I've
253:36 great. And you know, at this point, I've just automated this email. The benefit
253:38 just automated this email. The benefit here is, you know, the way that I've
253:39 here is, you know, the way that I've written this copies just seems very
253:40 written this copies just seems very incidental and it seems very like, hey,
253:42 incidental and it seems very like, hey, how's it going? I totally just wrote
253:43 how's it going? I totally just wrote this myself, which is great. You can
253:44 this myself, which is great. You can imagine how you could do the exact same
253:46 imagine how you could do the exact same thing for our other piece of copy. And
253:48 thing for our other piece of copy. And uh what else you could do is you could
253:49 uh what else you could do is you could add a little bit of a sleep
253:55 module. And you could say that I don't want I want to delay let's say 240
253:58 want I want to delay let's say 240 seconds. So I want to delay 4 minutes
254:00 seconds. So I want to delay 4 minutes basically. And this is going to be wait
254:02 basically. And this is going to be wait 4 minutes. I'm going to call this grab
254:06 4 minutes. I'm going to call this grab data from CRM. Right? If you're using
254:08 data from CRM. Right? If you're using ClickUp or Monday or Pipe Drive or
254:09 ClickUp or Monday or Pipe Drive or whatever, you would just use like the
254:11 whatever, you would just use like the retrieve record uh module here. And then
254:14 retrieve record uh module here. And then what we want to do is we need to use a
254:15 what we want to do is we need to use a router
254:17 router uh because we just want to send this to
254:18 uh because we just want to send this to two
254:19 two places. So this is going to be route
254:21 places. So this is going to be route number one and this is going to be route
254:22 number one and this is going to be route number two. This is going to be send
254:25 number two. This is going to be send thank you email and then this one's
254:27 thank you email and then this one's going to be send onboarding
254:30 going to be send onboarding email. And then all I'm going to do is
254:32 email. And then all I'm going to do is I'll go over to next steps and then I'm
254:35 I'll go over to next steps and then I'm just going to change um the email copy
254:37 just going to change um the email copy so that instead of what I had before,
254:40 so that instead of what I had before, now I have this. And because I'm going
254:42 now I have this. And because I'm going to be doing two BRs in a row, I'm just
254:43 to be doing two BRs in a row, I'm just going to copy paste, copy, paste, copy,
254:46 going to copy paste, copy, paste, copy, paste,
254:47 paste, copy, paste. And then uh because it's
254:50 copy, paste. And then uh because it's HTML, if you want to embed a link, you
254:52 HTML, if you want to embed a link, you need to use this format, this A tag with
254:55 need to use this format, this A tag with an ending A tag. And this needs to go to
254:57 an ending A tag. And this needs to go to where you want it to go. I'm just going
254:58 where you want it to go. I'm just going to pretend this going to this calendar
255:00 to pretend this going to this calendar right over here, which is my like
255:01 right over here, which is my like discovery sales call calendar. Um, and
255:03 discovery sales call calendar. Um, and the last thing is I'm just going to
255:05 the last thing is I'm just going to write an email here. Call it next steps.
255:09 write an email here. Call it next steps. make sure that you know the connection
255:10 make sure that you know the connection is correct and everything. This looks
255:12 is correct and everything. This looks good to me. Let me just make this a
255:13 good to me. Let me just make this a little sexier. Uh and then what I'm also
255:15 little sexier. Uh and then what I'm also going to do is I'm going to add one more
255:17 going to do is I'm going to add one more sleep
255:18 sleep here so that when I do ultimately send
255:20 here so that when I do ultimately send the email, um there's some like offset
255:22 the email, um there's some like offset between uh the first one up here and
255:24 between uh the first one up here and then the second one over here. Make will
255:26 then the second one over here. Make will run these um one after another. So it'll
255:28 run these um one after another. So it'll start up here and then it'll go down
255:29 start up here and then it'll go down here afterwards. So let's say it'll take
255:31 here afterwards. So let's say it'll take me another 3 minutes or so to to write
255:32 me another 3 minutes or so to to write the email or something hypothetically.
255:35 the email or something hypothetically. And now what'll happen is um we'll grab
255:36 And now what'll happen is um we'll grab the data from the CRM when the new event
255:38 the data from the CRM when the new event comes in. We'll wait four minutes. We'll
255:39 comes in. We'll wait four minutes. We'll then send the first email. And then
255:40 then send the first email. And then we'll go into the second route. Wait
255:42 we'll go into the second route. Wait another what's this? 3 minutes and send
255:45 another what's this? 3 minutes and send the second email. And just for testing
255:46 the second email. And just for testing purposes, I'm just going to turn the
255:48 purposes, I'm just going to turn the delay here to one cuz I don't actually
255:50 delay here to one cuz I don't actually want to wait that long. And then uh I'm
255:52 want to wait that long. And then uh I'm going to pretend that there's no event
255:53 going to pretend that there's no event here and I'm just initiating the flow
255:55 here and I'm just initiating the flow from this. But we'll just call this
255:57 from this. But we'll just call this onboarding
255:59 onboarding emails. I'm just going to give this
256:01 emails. I'm just going to give this thing a little run. We're going to send
256:03 thing a little run. We're going to send that first email. Going to wait 3
256:05 that first email. Going to wait 3 minutes. Send the other email. If we go
256:07 minutes. Send the other email. If we go back, you'll see that essentially we've
256:08 back, you'll see that essentially we've replicated the same event or the same
256:10 replicated the same event or the same idea that we had previously where uh
256:13 idea that we had previously where uh they'll get a receipt um you know with a
256:14 they'll get a receipt um you know with a stripe transaction and then they'll get
256:16 stripe transaction and then they'll get a thank you and welcome aboard and then
256:17 a thank you and welcome aboard and then they'll get a next steps email uh which
256:19 they'll get a next steps email uh which is very very simple. As you can see,
256:21 is very very simple. As you can see, this is really one of those automations
256:22 this is really one of those automations that I sh you not, it takes you like
256:24 that I sh you not, it takes you like less than five minutes to set up. And
256:25 less than five minutes to set up. And then it's one of those automations that
256:27 then it's one of those automations that if you spend that five minutes to set it
256:29 if you spend that five minutes to set it up, this will make you thousands of
256:31 up, this will make you thousands of dollars, tens of thousands of dollars
256:32 dollars, tens of thousands of dollars over the course of the next 12 months
256:34 over the course of the next 12 months simply for having the foresight to put
256:35 simply for having the foresight to put that infrastructure in place. Obviously,
256:38 that infrastructure in place. Obviously, you're going to have to connect the
256:39 you're going to have to connect the beginning part here with this web hook
256:40 beginning part here with this web hook to your payment processor. So, that's
256:41 to your payment processor. So, that's something that I'm leaving out because I
256:42 something that I'm leaving out because I don't know what payment processor you're
256:44 don't know what payment processor you're using. If you're using
256:45 using. If you're using Stripe here, you would go to the Stripe
256:48 Stripe here, you would go to the Stripe module, go to the watch events module,
256:50 module, go to the watch events module, and then you have to configure it to
256:51 and then you have to configure it to watch a payment intent events
256:53 watch a payment intent events essentially, whatever the payment uh is
256:55 essentially, whatever the payment uh is that you're that you're getting. If
256:57 that you're that you're getting. If you're using something like, I don't
256:58 you're using something like, I don't know, QuickBooks, hypothetically, um you
257:00 know, QuickBooks, hypothetically, um you could watch uh a new event, you know,
257:02 could watch uh a new event, you know, anytime an invoice is sent or received,
257:05 anytime an invoice is sent or received, you could, you know, have that run a
257:07 you could, you know, have that run a variety of different ways to do it. But
257:08 variety of different ways to do it. But what I'm going to do is I'm going to
257:10 what I'm going to do is I'm going to export this blueprint and I'm just going
257:11 export this blueprint and I'm just going to use this in my materials like as a as
257:15 to use this in my materials like as a as a lead magnet. And then I'm going to put
257:16 a lead magnet. And then I'm going to put this inside of the YouTube video so that
257:18 this inside of the YouTube video so that you guys can just, you know, copy and
257:19 you guys can just, you know, copy and paste this if you need to. All right, so
257:21 paste this if you need to. All right, so that's it for gratitude and perception
257:23 that's it for gratitude and perception of progress. Um, at this point, as I
257:24 of progress. Um, at this point, as I mentioned, they've received three or
257:25 mentioned, they've received three or four emails very quickly and it's just
257:26 four emails very quickly and it's just super straightforward and easy for them
257:28 super straightforward and easy for them to get started, which is nice. The
257:29 to get started, which is nice. The second major problem, as I mentioned
257:31 second major problem, as I mentioned before, is client expectations. Now,
257:33 before, is client expectations. Now, client expectations, unfortunately, in
257:34 client expectations, unfortunately, in the automation world, are very, very
257:36 the automation world, are very, very difficult to get right. And and I mean
257:38 difficult to get right. And and I mean if you haven't done a lot of projects
257:39 if you haven't done a lot of projects before, you will basically always screw
257:40 before, you will basically always screw this up. The simplest way to make some
257:43 this up. The simplest way to make some serious progress, you know, on this
257:45 serious progress, you know, on this problem is just to spend like 2 minutes
257:48 problem is just to spend like 2 minutes thinking about how much you want to
257:50 thinking about how much you want to communicate and how you want to be
257:52 communicate and how you want to be communicated with in a client
257:55 communicated with in a client relationship. Most agencies and service
257:57 relationship. Most agencies and service providers will never even spend like 2
257:58 providers will never even spend like 2 minutes just thinking about this. And
258:00 minutes just thinking about this. And it's why they tend to struggle with
258:01 it's why they tend to struggle with scaling their businesses and doing good
258:03 scaling their businesses and doing good things. But as I mentioned here, it's
258:04 things. But as I mentioned here, it's the simplest lever you could pull to
258:05 the simplest lever you could pull to eliminate 90% plus of problems. All
258:08 eliminate 90% plus of problems. All you're doing is you're telling the
258:09 you're doing is you're telling the client, "Hey, this is how often I'm
258:10 client, "Hey, this is how often I'm going to communicate with you. This is
258:11 going to communicate with you. This is where I'm going to communicate with
258:13 where I'm going to communicate with you." For instance, hey, I'll be
258:15 you." For instance, hey, I'll be available 12 until 2 p.m. PT on Slack
258:18 available 12 until 2 p.m. PT on Slack every day if you have any questions. And
258:19 every day if you have any questions. And you're going to get progress updates on
258:21 you're going to get progress updates on Tuesdays and Fridays, EOD. Hey, I'm
258:23 Tuesdays and Fridays, EOD. Hey, I'm going to send you an email at the end of
258:24 going to send you an email at the end of the day, every day, Monday to Friday.
258:25 the day, every day, Monday to Friday. Just going to summarize where we're at.
258:26 Just going to summarize where we're at. If I have any blockers, if I need your
258:28 If I have any blockers, if I need your help on something or whatever, we'll
258:29 help on something or whatever, we'll deal with it then. And the goal here is
258:31 deal with it then. And the goal here is just to ensure we're consistently make
258:32 just to ensure we're consistently make progress towards your delivery. There
258:34 progress towards your delivery. There are dozens more examples that you could
258:35 are dozens more examples that you could pick from. I'm just choosing a couple of
258:37 pick from. I'm just choosing a couple of random ones that you can use as
258:39 random ones that you can use as inspiration, whether you're on Slack,
258:40 inspiration, whether you're on Slack, whether they prefer email. Hell, some of
258:42 whether they prefer email. Hell, some of them might even prefer a call. Uh, and
258:43 them might even prefer a call. Uh, and it's really up to you to determine
258:45 it's really up to you to determine whether or not that's something that
258:45 whether or not that's something that you're willing to do. So, I acknowledge
258:48 you're willing to do. So, I acknowledge here that there is an optimal
258:50 here that there is an optimal communication style and probably an
258:51 communication style and probably an optimal communication frequency, but you
258:53 optimal communication frequency, but you can probably deliver more than 90% of
258:55 can probably deliver more than 90% of the results here by literally just
258:56 the results here by literally just telling them how often you're going to
258:58 telling them how often you're going to communicate with them and then just
258:59 communicate with them and then just sticking with it. So, maybe you
259:00 sticking with it. So, maybe you communicate with them once a month or
259:02 communicate with them once a month or something. I don't know. If you just
259:03 something. I don't know. If you just tell them you're going to communicate
259:04 tell them you're going to communicate them once a month and then you give them
259:06 them once a month and then you give them that expectation and then you hold to
259:07 that expectation and then you hold to your expectation, um you're going to do
259:09 your expectation, um you're going to do much better than somebody that
259:10 much better than somebody that communicates with somebody 30 times a
259:12 communicates with somebody 30 times a month, but they never really tell them
259:13 month, but they never really tell them when and why they're doing it. my own
259:16 when and why they're doing it. my own personal SOP for this. Um, in the past I
259:18 personal SOP for this. Um, in the past I did once per week and I thought once per
259:19 did once per week and I thought once per week was good because it would, you
259:21 week was good because it would, you know, allow me to be very autonomous and
259:22 know, allow me to be very autonomous and I wouldn't have to communicate with them
259:23 I wouldn't have to communicate with them often and I don't really like jumping on
259:25 often and I don't really like jumping on all these silly calls just to give
259:26 all these silly calls just to give progress updates and that sort of deal.
259:28 progress updates and that sort of deal. But I did occasionally run into a few
259:30 But I did occasionally run into a few issues and the specific issues were
259:32 issues and the specific issues were clients felt like I wasn't keeping them
259:33 clients felt like I wasn't keeping them in the loop. they tended to wonder when
259:35 in the loop. they tended to wonder when things were going to be delivered um
259:37 things were going to be delivered um even though I told them before and
259:39 even though I told them before and essentially they just sort of forgot
259:40 essentially they just sort of forgot about me and uh it led to a couple of
259:43 about me and uh it led to a couple of client blowups from every now and then.
259:46 client blowups from every now and then. It was nothing major, but you know, if
259:47 It was nothing major, but you know, if we're trying to be as efficient as
259:49 we're trying to be as efficient as performant as possible, obviously that's
259:50 performant as possible, obviously that's something that I could have changed,
259:51 something that I could have changed, right? So now what I'm doing is two
259:53 right? So now what I'm doing is two times per week and I give them a defined
259:54 times per week and I give them a defined Slack availability where they can expect
259:56 Slack availability where they can expect me to respond to them within 10 or 15
259:58 me to respond to them within 10 or 15 minutes. Um, and that tends to be, you
260:00 minutes. Um, and that tends to be, you know, about an hour or 2 hour slot. What
260:01 know, about an hour or 2 hour slot. What I do is I just batch all of my clients
260:03 I do is I just batch all of my clients for that hour or 2 hour slot and then I
260:04 for that hour or 2 hour slot and then I just know, okay, like I got to be by the
260:06 just know, okay, like I got to be by the computer for, you know, 2 hours 12 to 2
260:08 computer for, you know, 2 hours 12 to 2 p.m. PT, for instance. In practice,
260:10 p.m. PT, for instance. In practice, clients will rarely ask me questions.
260:11 clients will rarely ask me questions. And usually what I do is I just work on
260:13 And usually what I do is I just work on other during that time anyway and
260:14 other during that time anyway and I'm just like buy my computer. So that
260:16 I'm just like buy my computer. So that adds a ton of value. This defines Slack
260:18 adds a ton of value. This defines Slack availability. Although obviously, you
260:19 availability. Although obviously, you know, you have to make sure that your
260:20 know, you have to make sure that your client is the type of client that wants
260:21 client is the type of client that wants to work on Slack. A lot of clients don't
260:23 to work on Slack. A lot of clients don't like Slack. A lot of clients use Teams
260:24 like Slack. A lot of clients use Teams instead or they use email or whatever.
260:26 instead or they use email or whatever. So just make sure whatever your offer is
260:27 So just make sure whatever your offer is is sustainable essentially. Okay.
260:30 is sustainable essentially. Okay. Problem number two that you can easily
260:32 Problem number two that you can easily eliminate is kind of the stress at how
260:35 eliminate is kind of the stress at how the project is proceeding and when the
260:36 the project is proceeding and when the project will be completed. And the
260:38 project will be completed. And the simplest and easiest way to do this is
260:39 simplest and easiest way to do this is to spend another 2 minutes upfront just
260:41 to spend another 2 minutes upfront just setting the timeline. As most of us
260:44 setting the timeline. As most of us probably unfortunately know, the vast
260:46 probably unfortunately know, the vast majority of projects that any service
260:48 majority of projects that any service provider will ever do for any client uh
260:49 provider will ever do for any client uh will be behind schedule. Their project
260:52 will be behind schedule. Their project timelines are almost always optimistic
260:54 timelines are almost always optimistic and as a result uh there's always some
260:56 and as a result uh there's always some things that they didn't really account
260:57 things that they didn't really account for that uh crop up during the project.
260:59 for that uh crop up during the project. They end up being late. for simpler
261:02 They end up being late. for simpler automation projects, especially some of
261:03 automation projects, especially some of the ones like what I was just showing
261:04 the ones like what I was just showing you back here. I mean, this is like
261:05 you back here. I mean, this is like what, not even 10 modules here. It took
261:08 what, not even 10 modules here. It took me five minutes. It's absolutely
261:10 me five minutes. It's absolutely ridiculous that you would be behind
261:11 ridiculous that you would be behind schedule for something like that. Like
261:13 schedule for something like that. Like that is something that you should be
261:14 that is something that you should be able to do in a few minutes. You
261:16 able to do in a few minutes. You probably shouldn't do it in a few
261:17 probably shouldn't do it in a few minutes cuz you do want the client to
261:18 minutes cuz you do want the client to feel as if there was some work that goes
261:20 feel as if there was some work that goes into it. Of course, we need some social,
261:22 into it. Of course, we need some social, you know, we need some nuance here. Uh
261:23 you know, we need some nuance here. Uh but it's not something that, you know,
261:25 but it's not something that, you know, you should set a timeline for 3 weeks
261:26 you should set a timeline for 3 weeks for and then deliver in five, right? you
261:29 for and then deliver in five, right? you can realistically do most of the work
261:30 can realistically do most of the work that you're going to be demanded in a
261:31 that you're going to be demanded in a few hours if you're smart about it and
261:33 few hours if you're smart about it and if you work with software platforms that
261:34 if you work with software platforms that you know and if you take advantage of
261:35 you know and if you take advantage of templates like I've talked about in
261:36 templates like I've talked about in previous videos. So one of the simplest
261:39 previous videos. So one of the simplest ways to retain your automation clients
261:40 ways to retain your automation clients and to basically multiply your revenue
261:42 and to basically multiply your revenue is to set a reasonably generous
261:44 is to set a reasonably generous schedule, not super generous but
261:45 schedule, not super generous but reasonably generous and then just exceed
261:47 reasonably generous and then just exceed the expectations by delivering ahead of
261:48 the expectations by delivering ahead of it. So for instance if you wanted to set
261:50 it. So for instance if you wanted to set up some big email system let's say we
261:52 up some big email system let's say we had like 10 of these scenarios or
261:53 had like 10 of these scenarios or something hypothetically uh 10 times 5
261:55 something hypothetically uh 10 times 5 minutes takes me about an hour to do.
261:57 minutes takes me about an hour to do. I'd probably set like a 3 to 5 day
261:59 I'd probably set like a 3 to 5 day turnaround time for that and then I'd
262:00 turnaround time for that and then I'd deliver it by like the second day or
262:02 deliver it by like the second day or something and I'd say, "Hey, how's it
262:03 something and I'd say, "Hey, how's it going?" You know, had a lot of
262:04 going?" You know, had a lot of additional time. I wanted to make sure
262:05 additional time. I wanted to make sure that we could deal that I could handle
262:07 that we could deal that I could handle this and give it to you ahead of
262:08 this and give it to you ahead of schedule to see if there was any more
262:09 schedule to see if there was any more work that you needed or something like
262:10 work that you needed or something like that. Very, very simple thing to do. Uh,
262:13 that. Very, very simple thing to do. Uh, but you'd be surprised at how much money
262:15 but you'd be surprised at how much money that it leaves on the table when you
262:16 that it leaves on the table when you don't do it. Okay. Another thing is this
262:18 don't do it. Okay. Another thing is this doesn't have to be complicated. I gave a
262:19 doesn't have to be complicated. I gave a quick example here of some AI scenario
262:22 quick example here of some AI scenario where you're doing some prompt
262:22 where you're doing some prompt engineering. July 19th to 22nd, I'm
262:24 engineering. July 19th to 22nd, I'm doing prompt engineering. July 23rd to
262:26 doing prompt engineering. July 23rd to 26th, I'm doing the make.com scenarios.
262:28 26th, I'm doing the make.com scenarios. July 27th to 30th, I'm doing testing and
262:29 July 27th to 30th, I'm doing testing and delivery. And then when you deliver your
262:31 delivery. And then when you deliver your final project on July 27th as opposed to
262:33 final project on July 27th as opposed to 30th, the client will be really
262:34 30th, the client will be really impressed. Right? I give you a quick
262:36 impressed. Right? I give you a quick example of just some little snippets
262:38 example of just some little snippets that you can write to them in order to
262:39 that you can write to them in order to drop that. The last thing that you could
262:42 drop that. The last thing that you could solve very easily with onboarding is the
262:44 solve very easily with onboarding is the win condition. And what I mean by win
262:47 win condition. And what I mean by win condition is I mean the set of
262:48 condition is I mean the set of conditions that a client needs to see
262:51 conditions that a client needs to see before they consider the project
262:52 before they consider the project completed and done.
262:55 completed and done. So a lot of the time we'll never just
262:57 So a lot of the time we'll never just have that conversation. And if you think
262:58 have that conversation. And if you think about it, it's a very logical
262:59 about it, it's a very logical conversation. Hey, when am I going to be
263:02 conversation. Hey, when am I going to be done? Like what sorts of boxes do I need
263:04 done? Like what sorts of boxes do I need to check before our project is over? The
263:07 to check before our project is over? The problem with not doing this is a lot of
263:08 problem with not doing this is a lot of the time the client's internal win
263:10 the time the client's internal win conditions will be different from your
263:11 conditions will be different from your win conditions. And so you will deliver
263:13 win conditions. And so you will deliver a project that you think is done and
263:14 a project that you think is done and that you know delivers the win condition
263:16 that you know delivers the win condition and they'll be like, "Huh, I wonder why
263:18 and they'll be like, "Huh, I wonder why you didn't deliver X, Y, and Z. Hey man,
263:19 you didn't deliver X, Y, and Z. Hey man, when are you going to do X, Y, and Z?"
263:21 when are you going to do X, Y, and Z?" Now you're doing more work than you were
263:22 Now you're doing more work than you were initially banking on. the client is
263:23 initially banking on. the client is unhappy. And this is just the sort of
263:25 unhappy. And this is just the sort of way that projects lead to
263:27 way that projects lead to unfortunately. So, a quick example of
263:29 unfortunately. So, a quick example of this is, you know, a lot of the guys in
263:31 this is, you know, a lot of the guys in my community right now are starting to
263:32 my community right now are starting to sell lead generation projects because
263:33 sell lead generation projects because I've shown uh, you know, provided ample
263:35 I've shown uh, you know, provided ample amount of material showing people how to
263:36 amount of material showing people how to sell lead generation projects and it's
263:37 sell lead generation projects and it's quite an easy and and productizable
263:39 quite an easy and and productizable offer. But if you are selling a lead
263:41 offer. But if you are selling a lead generation project, what are you
263:43 generation project, what are you actually giving to the client? Like,
263:44 actually giving to the client? Like, what are they actually getting at the
263:45 what are they actually getting at the end of it? They're not just getting
263:47 end of it? They're not just getting leads, right? Your deliverable is a lot
263:49 leads, right? Your deliverable is a lot more specific than leads. Your
263:51 more specific than leads. Your deliverable is hypothetically on July
263:54 deliverable is hypothetically on July 30th, you will have a completed air
263:55 30th, you will have a completed air table that automatically populates with
263:57 table that automatically populates with new positive responses from your smart
263:59 new positive responses from your smart lead campaign. Your campaign will
264:01 lead campaign. Your campaign will operate Monday to Friday from 7:00 to
264:03 operate Monday to Friday from 7:00 to 7:00 using our best-in-class
264:04 7:00 using our best-in-class copyrightiting formula. And you'll also
264:05 copyrightiting formula. And you'll also get Slack notifications every time a new
264:07 get Slack notifications every time a new one comes in to minimize the response
264:09 one comes in to minimize the response time. You'll get an SOP sheet that you
264:11 time. You'll get an SOP sheet that you can use yourself or to hire an outreach
264:13 can use yourself or to hire an outreach manager to do the response management
264:14 manager to do the response management for you. And I'm also going to give you
264:15 for you. And I'm also going to give you a video walking you through the system
264:17 a video walking you through the system from start to finish. Okay, that is a
264:19 from start to finish. Okay, that is a perfect example of a win condition. If
264:21 perfect example of a win condition. If you check all of those boxes, the
264:23 you check all of those boxes, the project is completed. If you leave some
264:25 project is completed. If you leave some of those boxes unchecked, your end of
264:26 of those boxes unchecked, your end of the bargain is still not completed. Just
264:29 the bargain is still not completed. Just have that conversation with the client
264:30 have that conversation with the client ahead of time. And if you do, the vast
264:33 ahead of time. And if you do, the vast majority of the problems that most other
264:34 majority of the problems that most other service providers have, like with repeat
264:36 service providers have, like with repeat revisions over and over and over again
264:38 revisions over and over and over again or with client scope creep going out of
264:40 or with client scope creep going out of control, they're not going to be a
264:42 control, they're not going to be a problem for you. And all of the other
264:43 problem for you. And all of the other people that are in your industry are
264:44 people that are in your industry are going to be looking at you being like,
264:45 going to be looking at you being like, "How the hell does that guy deal with
264:46 "How the hell does that guy deal with this? was super unscopable, difficult
264:48 this? was super unscopable, difficult projects. I have no idea what sort of
264:51 projects. I have no idea what sort of magic witchcraft he's doing cuz you know
264:53 magic witchcraft he's doing cuz you know I get a lot of people asking me that.
264:54 I get a lot of people asking me that. Okay, so that is the second problem
264:56 Okay, so that is the second problem which is client expectations, right?
264:58 which is client expectations, right? First problem was um buyer's remorse.
265:01 First problem was um buyer's remorse. Second problem is client expectations.
265:02 Second problem is client expectations. The third problem is uh the logistics
265:04 The third problem is uh the logistics and basically how do we deal with all
265:06 and basically how do we deal with all the 5 million moving parts that
265:07 the 5 million moving parts that automation contains? Well, there are
265:10 automation contains? Well, there are three very simple ways to do so. The
265:13 three very simple ways to do so. The first is by prepping for so what I
265:16 first is by prepping for so what I always do is I always do an onboarding
265:17 always do is I always do an onboarding call and I realize now I probably should
265:18 call and I realize now I probably should have had this before this but um anyway
265:22 have had this before this but um anyway I normally do an onboarding call and you
265:24 I normally do an onboarding call and you know that's why the person books an
265:26 know that's why the person books an event in the calendar link that I sent
265:27 event in the calendar link that I sent over right and on that onboarding call I
265:29 over right and on that onboarding call I will have them sign up to all the
265:30 will have them sign up to all the platforms that I need them to sign up
265:32 platforms that I need them to sign up for in order to do the job and make sure
265:34 for in order to do the job and make sure that it's all done. And the simplest way
265:36 that it's all done. And the simplest way to streamline that onboarding call is
265:38 to streamline that onboarding call is simply to itemize all of the platforms
265:40 simply to itemize all of the platforms that they're going to need access to in
265:41 that they're going to need access to in advance and then build them a list of
265:42 advance and then build them a list of very simple instructions that they can
265:44 very simple instructions that they can follow on that onboarding call in order
265:46 follow on that onboarding call in order to sign up for all those platforms that
265:47 to sign up for all those platforms that they need. You can send this in the
265:49 they need. You can send this in the above email. Um like if you wanted to
265:51 above email. Um like if you wanted to create a PDF and like you know attach
265:52 create a PDF and like you know attach something, you could do that. But either
265:54 something, you could do that. But either way, they need to know what they need to
265:56 way, they need to know what they need to do in order to make your onboarding call
265:58 do in order to make your onboarding call success. It's sort of like the win
265:59 success. It's sort of like the win condition of the onboarding call, right?
266:00 condition of the onboarding call, right? A quick example of what I mean by
266:02 A quick example of what I mean by itemized platforms is literally just
266:03 itemized platforms is literally just let's say they need to sign up for
266:04 let's say they need to sign up for make.com. It's super simple. This might
266:06 make.com. It's super simple. This might take you like 15 minutes to put together
266:08 take you like 15 minutes to put together for all platforms. You just give them
266:10 for all platforms. You just give them instructions on how to get going. Hey,
266:11 instructions on how to get going. Hey, head to this thing. Sign up with this
266:13 head to this thing. Sign up with this for hosting region. Select US. Click
266:15 for hosting region. Select US. Click register. Right, ABCDE EFG. The fact
266:18 register. Right, ABCDE EFG. The fact that you have all this prepared will
266:20 that you have all this prepared will make a very big impression on the
266:21 make a very big impression on the clients and they'll tend to think that
266:22 clients and they'll tend to think that you know you've done this again tons of
266:23 you know you've done this again tons of times before and you know you're very on
266:25 times before and you know you're very on top of your ship. It'll also just make
266:26 top of your ship. It'll also just make it very easy for them and um make the
266:28 it very easy for them and um make the onboarding call a lot less uh basically
266:30 onboarding call a lot less uh basically you're going to mitigate a lot of the
266:31 you're going to mitigate a lot of the friction on onboarding
266:33 friction on onboarding calls. There's also some situations
266:36 calls. There's also some situations where the client has signed up to a
266:37 where the client has signed up to a platform on their own using OOTH or
266:39 platform on their own using OOTH or similar um meaning they'll have
266:40 similar um meaning they'll have two-factor authentication. And if you
266:42 two-factor authentication. And if you guys have built any automation projects
266:43 guys have built any automation projects up until now, you'll know two-factor
266:44 up until now, you'll know two-factor authentication is like the bane of an
266:47 authentication is like the bane of an automation engineer's existence. It's
266:48 automation engineer's existence. It's freaking terrible. uh because you know
266:50 freaking terrible. uh because you know in order to bypass it you need to the
266:52 in order to bypass it you need to the client needs to get a text message and
266:53 client needs to get a text message and they need to send you the response and
266:55 they need to send you the response and then you need to plug that response in
266:57 then you need to plug that response in within a certain amount of time and if
266:59 within a certain amount of time and if they don't do it within a certain amount
267:00 they don't do it within a certain amount of time the code is wrong so it resends
267:02 of time the code is wrong so it resends it and it's just very difficult to
267:03 it and it's just very difficult to coordinate you know when that occurs.
267:05 coordinate you know when that occurs. Some platforms also require you to do
267:07 Some platforms also require you to do this multiple times which can be massive
267:08 this multiple times which can be massive pain in the ass. And uh generally
267:10 pain in the ass. And uh generally speaking, you know, that's really where
267:12 speaking, you know, that's really where like a lot of the value in an onboarding
267:13 like a lot of the value in an onboarding call comes from because you just get to
267:14 call comes from because you just get to sidestep all like the logistical
267:16 sidestep all like the logistical that typically plagues most
267:18 that typically plagues most automation specialists. The other edge
267:20 automation specialists. The other edge case here on onboarding calls is clients
267:22 case here on onboarding calls is clients don't understand the underlying
267:23 don't understand the underlying technologies and they struggle with
267:24 technologies and they struggle with things like giving you access with the
267:26 things like giving you access with the username and password, giving you
267:28 username and password, giving you credentials, that sort of thing. So um
267:30 credentials, that sort of thing. So um you know having an onboarding call where
267:32 you know having an onboarding call where you are just physically present and you
267:34 you are just physically present and you screen share with them essentially uh
267:36 screen share with them essentially uh solves so much of this because now you
267:37 solves so much of this because now you can just like guide them through hey the
267:38 can just like guide them through hey the hm you don't remember your password for
267:40 hm you don't remember your password for that well let's see here do you mind
267:42 that well let's see here do you mind sharing your screen okay great why don't
267:43 sharing your screen okay great why don't you click on this button and then click
267:44 you click on this button and then click on that button and then go there right
267:46 on that button and then go there right or if it's two-factor authentication
267:48 or if it's two-factor authentication okay you just got a text message all
267:49 okay you just got a text message all right that makes sense yeah sure what's
267:50 right that makes sense yeah sure what's the code and then you just deal with it
267:51 the code and then you just deal with it right then and there this usually takes
267:53 right then and there this usually takes about 15 minutes and the benefit to this
267:55 about 15 minutes and the benefit to this that not a lot of people talk about is
267:57 that not a lot of people talk about is it lets them feel in control of their
267:58 it lets them feel in control of their data and their security like a lot of
268:00 data and their security like a lot of automation specialists um will just sign
268:01 automation specialists um will just sign up to all the platforms for them. That's
268:03 up to all the platforms for them. That's what I used to do uh because it just you
268:05 what I used to do uh because it just you know moved me a lot faster if I'm
268:06 know moved me a lot faster if I'm honest. But by doing this I've noticed
268:08 honest. But by doing this I've noticed that clients just tend to respect our
268:09 that clients just tend to respect our relationship a lot more. They tend to
268:11 relationship a lot more. They tend to realize and understand the value that
268:13 realize and understand the value that I'm providing because to a lot of them
268:14 I'm providing because to a lot of them like all this tech stuff is super
268:15 like all this tech stuff is super intimidating right and then it also
268:17 intimidating right and then it also makes them feel a little bit more secure
268:19 makes them feel a little bit more secure which is nice. They're not like sending
268:20 which is nice. They're not like sending their credentials in plain text over
268:22 their credentials in plain text over email or something. Um they're doing it
268:24 email or something. Um they're doing it you know directly through um through
268:26 you know directly through um through through like a call and I'm there to see
268:27 through like a call and I'm there to see it. uh which is quite nice. Uh and you
268:30 it. uh which is quite nice. Uh and you know again it's not necessarily the most
268:31 know again it's not necessarily the most secure thing. It's just we're providing
268:33 secure thing. It's just we're providing the impression of security which the
268:34 the impression of security which the client is the thing that matters the
268:35 client is the thing that matters the most. By the end of the onboarding call
268:37 most. By the end of the onboarding call you'll have everything that you need in
268:39 you'll have everything that you need in order to finish the project and the
268:40 order to finish the project and the client is also going to be really
268:41 client is also going to be really excited to kick off. But the big
268:43 excited to kick off. But the big question is obviously Nick what the hell
268:45 question is obviously Nick what the hell is the onboarding call? And don't worry
268:46 is the onboarding call? And don't worry I put together a lovely template for you
268:48 I put together a lovely template for you that I used I used to use in basically
268:50 that I used I used to use in basically every onboarding call. Now, I don't
268:52 every onboarding call. Now, I don't actually really use this template
268:53 actually really use this template anymore just because I've like memorized
268:55 anymore just because I've like memorized all these steps. Um, and I sort of have
268:56 all these steps. Um, and I sort of have fun with it um as needed. But let me
268:59 fun with it um as needed. But let me just jump over here. This is what the
269:00 just jump over here. This is what the template looks like. It's very simple
269:02 template looks like. It's very simple and very straightforward as you can
269:03 and very straightforward as you can tell. Literally just, hey, thank you
269:05 tell. Literally just, hey, thank you very much for joining. So, we're, you
269:06 very much for joining. So, we're, you know, giving them some gratitude. And
269:08 know, giving them some gratitude. And then I just um explain to them the
269:10 then I just um explain to them the schedule of the call and like what I'm
269:11 schedule of the call and like what I'm going to be doing and why I'm doing it.
269:13 going to be doing and why I'm doing it. So, um I'll always just say, hey, so
269:15 So, um I'll always just say, hey, so thanks so much for jumping on the call.
269:16 thanks so much for jumping on the call. Uh, you know, the biggest issue in the
269:17 Uh, you know, the biggest issue in the space, and I've worked with dozens of
269:18 space, and I've worked with dozens of people, hundreds of people on projects
269:20 people, hundreds of people on projects at this point, is logistics. If you've
269:22 at this point, is logistics. If you've ever had a project on automation, you'll
269:24 ever had a project on automation, you'll know that two-factor authentication is a
269:26 know that two-factor authentication is a massive pain in the ass. Passwords are a
269:28 massive pain in the ass. Passwords are a massive pain in the ass. All of this
269:29 massive pain in the ass. All of this stuff ends up being a massive nightmare
269:32 stuff ends up being a massive nightmare and can really prevent projects from
269:33 and can really prevent projects from moving forward. So, I just sidestep all
269:35 moving forward. So, I just sidestep all that by frontloading the onboarding
269:36 that by frontloading the onboarding call. And uh, it's just the most
269:37 call. And uh, it's just the most effective and simplest way I've found of
269:39 effective and simplest way I've found of doing this. Does that make sense?
269:40 doing this. Does that make sense? Everybody's like, "Yeah, of course." And
269:42 Everybody's like, "Yeah, of course." And then, you know, I align the call by
269:44 then, you know, I align the call by giving them my road map. What are we
269:45 giving them my road map. What are we going to do in the next 20 minutes?
269:46 going to do in the next 20 minutes? Well, first we're going to cover
269:47 Well, first we're going to cover timelines. We're going to talk about how
269:48 timelines. We're going to talk about how best to stay in touch with each other,
269:50 best to stay in touch with each other, what you can expect basically at every
269:51 what you can expect basically at every part of the project and that sort of
269:53 part of the project and that sort of deal. Then we're going to sign up to all
269:54 deal. Then we're going to sign up to all the platforms listed. I've already
269:56 the platforms listed. I've already prepared a bunch of detailed
269:57 prepared a bunch of detailed instructions which I just sent you in
269:58 instructions which I just sent you in the chat. Um, this will enable you to
270:00 the chat. Um, this will enable you to literally just go from top to bottom,
270:02 literally just go from top to bottom, sign up to all these platforms, and then
270:03 sign up to all these platforms, and then I'll have access before the end of the
270:05 I'll have access before the end of the call. And then if any of these platforms
270:07 call. And then if any of these platforms require two-factor authentication, I'll
270:08 require two-factor authentication, I'll be able to like request a code
270:10 be able to like request a code immediately right in front of you.
270:11 immediately right in front of you. You'll get it on your phone and you can
270:12 You'll get it on your phone and you can just tell me what the code is. That way
270:13 just tell me what the code is. That way I don't need to like, I don't know,
270:15 I don't need to like, I don't know, borrow you for 15 minutes randomly at 8
270:17 borrow you for 15 minutes randomly at 8 PM on a Tuesday, right? We can just
270:19 PM on a Tuesday, right? We can just streamline all of that right now. Um,
270:22 streamline all of that right now. Um, the last thing we'll do is we'll just
270:23 the last thing we'll do is we'll just have a little Q&A period and if you have
270:24 have a little Q&A period and if you have any questions that you've been wondering
270:25 any questions that you've been wondering about um before we actually start the
270:27 about um before we actually start the project, I can just answer them then.
270:29 project, I can just answer them then. Does that make sense? Great. All right,
270:30 Does that make sense? Great. All right, let's get started. And you just proceed
270:32 let's get started. And you just proceed from top to bottom. It's a very simple
270:34 from top to bottom. It's a very simple process, of course, and there are better
270:36 process, of course, and there are better onboarding procedures out there to be
270:38 onboarding procedures out there to be sure, but this is one that I've used and
270:40 sure, but this is one that I've used and it's one that worked for me. From there,
270:43 it's one that worked for me. From there, all you have to do is actually go out
270:44 all you have to do is actually go out there and do the freaking project, which
270:46 there and do the freaking project, which is obviously the more complicated part.
270:49 is obviously the more complicated part. But the good news is you have everything
270:50 But the good news is you have everything that you need in order to thrive. Um, at
270:53 that you need in order to thrive. Um, at this point, you have every platform
270:54 this point, you have every platform access piece of credential, two-factor
270:56 access piece of credential, two-factor authentication. You have all that stuff
270:58 authentication. You have all that stuff taken care of. The client also
270:59 taken care of. The client also understands the timeline. They have
271:01 understands the timeline. They have great expectations in place for when
271:02 great expectations in place for when you're going to be communicating with
271:04 you're going to be communicating with and you've essentially inoculated
271:05 and you've essentially inoculated yourself against the major issues in
271:07 yourself against the major issues in providing services, right? on the good
271:09 providing services, right? on the good onboarding process uh makes for a good
271:11 onboarding process uh makes for a good project. And ever since I started
271:13 project. And ever since I started implementing like consistent onboarding,
271:16 implementing like consistent onboarding, I found that the value of my projects
271:18 I found that the value of my projects and like the retention rate on the
271:20 and like the retention rate on the clients that I get, especially initially
271:22 clients that I get, especially initially because I usually do like a small
271:23 because I usually do like a small onetime project to start and I do like a
271:25 onetime project to start and I do like a repeated um retainer afterwards is like
271:28 repeated um retainer afterwards is like five or 10 times higher. It's
271:30 five or 10 times higher. It's stupid. Last thing I'm going to say to
271:32 stupid. Last thing I'm going to say to this before I jump off here is that you
271:33 this before I jump off here is that you can do this with yourself or with a
271:36 can do this with yourself or with a small team. You don't have to do this
271:37 small team. You don't have to do this with like a big giant like you don't
271:39 with like a big giant like you don't need a giant team in order to do
271:40 need a giant team in order to do onboarding, right? One uh unfortunate
271:43 onboarding, right? One uh unfortunate thing that I've seen a couple of
271:44 thing that I've seen a couple of companies do is for whatever reason like
271:46 companies do is for whatever reason like I was actually just working at a company
271:48 I was actually just working at a company that did this like 2 months ago. They
271:49 that did this like 2 months ago. They had a team of uh maybe six or seven
271:51 had a team of uh maybe six or seven people and every time they onboarded a
271:52 people and every time they onboarded a new client they got all of their people
271:54 new client they got all of their people on the call to like say, "Hey, how's it
271:56 on the call to like say, "Hey, how's it going? Thank you very much for signing
271:57 going? Thank you very much for signing up." And I kind of get the idea of this,
271:59 up." And I kind of get the idea of this, but it was it was massive overkill. You
272:00 but it was it was massive overkill. You don't need to do this at all. As you saw
272:02 don't need to do this at all. As you saw earlier, you can do the automations in
272:04 earlier, you can do the automations in less than 5 minutes, and that's
272:05 less than 5 minutes, and that's including the receipts. Um, all you have
272:07 including the receipts. Um, all you have to do is, you know, you can use some of
272:09 to do is, you know, you can use some of my copy, borrow it if you want, or you
272:10 my copy, borrow it if you want, or you can just come up with your own. Um, all
272:12 can just come up with your own. Um, all you need to do is just think for another
272:14 you need to do is just think for another 15 minutes about how best to define your
272:16 15 minutes about how best to define your win conditions, how best to set a
272:17 win conditions, how best to set a timeline, and how best to define your
272:19 timeline, and how best to define your comps and frequency. That's something
272:20 comps and frequency. That's something that all of us here can do within a few
272:22 that all of us here can do within a few minutes, which is quite nice. And then,
272:24 minutes, which is quite nice. And then, uh, you know, you just follow a simple
272:25 uh, you know, you just follow a simple onboarding call SOP. Do it a couple
272:27 onboarding call SOP. Do it a couple times, and you'll know like the back of
272:28 times, and you'll know like the back of your hand by the third or fourth. So,
272:30 your hand by the third or fourth. So, it's very very simple and very
272:32 it's very very simple and very straightforward and automation is a
272:33 straightforward and automation is a leverage here. You know, this isn't
272:35 leverage here. You know, this isn't something that requires really more than
272:36 something that requires really more than just a few maybe an hour of thought max.
272:39 just a few maybe an hour of thought max. As I mentioned a couple times throughout
272:41 As I mentioned a couple times throughout the call, onboarding just provides a
272:42 the call, onboarding just provides a lift to everything else. Your retention,
272:44 lift to everything else. Your retention, your relationship, the ticket sizes that
272:45 your relationship, the ticket sizes that you can charge and that sort of thing.
272:47 you can charge and that sort of thing. Um, and the number one thing that it's
272:49 Um, and the number one thing that it's actually done for me that I did not
272:50 actually done for me that I did not include here is it's really improved my
272:51 include here is it's really improved my reputation. This is a much smaller
272:53 reputation. This is a much smaller market and a smaller world than most
272:55 market and a smaller world than most people think. I mean technically, you
272:57 people think. I mean technically, you know, if you're in automation, you can
272:58 know, if you're in automation, you can work with anybody because you're just
272:59 work with anybody because you're just improving their margins and you're
273:01 improving their margins and you're improving their topline and increasing
273:02 improving their topline and increasing the efficiency of their processes and
273:04 the efficiency of their processes and that sort of thing. But I find in
273:05 that sort of thing. But I find in practice my name gets around quite a lot
273:06 practice my name gets around quite a lot more and it has been not just because of
273:08 more and it has been not just because of this YouTube channel, um, but because of
273:10 this YouTube channel, um, but because of just the way that I work with clients.
273:11 just the way that I work with clients. Uh, so if you're looking for a type of
273:13 Uh, so if you're looking for a type of business where, you know, you have like
273:15 business where, you know, you have like very high referral rate, you know, for
273:16 very high referral rate, you know, for every 10 clients you get, they refer you
273:18 every 10 clients you get, they refer you to an average of five or something like
273:19 to an average of five or something like that, the best way to do it is with a
273:21 that, the best way to do it is with a very strong onboarding process. Um, and
273:24 very strong onboarding process. Um, and just setting yourself up for success.
273:25 just setting yourself up for success. Great. We've now successfully ran you
273:27 Great. We've now successfully ran you through how to onboard a client and set
273:28 through how to onboard a client and set clear expectations. Now comes ultimately
273:30 clear expectations. Now comes ultimately the moment of truth, which is actually
273:31 the moment of truth, which is actually delivering the automation project in a
273:33 delivering the automation project in a way that'll impress the hell out of them
273:34 way that'll impress the hell out of them and then set you up for that repeat
273:35 and then set you up for that repeat business that we keep talking about.
273:37 business that we keep talking about. Most AI automation providers focus only
273:39 Most AI automation providers focus only on building the system, but the real
273:40 on building the system, but the real money is not actually in the build. I
273:41 money is not actually in the build. I know this is crazy, but the real money
273:43 know this is crazy, but the real money is in how you deliver the build. Your
273:45 is in how you deliver the build. Your delivery process determines whether
273:46 delivery process determines whether clients see you as just another builder
273:47 clients see you as just another builder or an integrator or a freelancer or as a
273:50 or an integrator or a freelancer or as a strategic partner that makes decisions
273:52 strategic partner that makes decisions and that they can't really live without
273:53 and that they can't really live without if they want to continue operating at
273:54 if they want to continue operating at such great margins. This next section is
273:56 such great margins. This next section is going to talk through my exact
273:58 going to talk through my exact step-by-step delivery process from end
273:59 step-by-step delivery process from end to end. We're going to be talking about
274:00 to end. We're going to be talking about testing to creating documentation that
274:02 testing to creating documentation that makes clients feel like they got way
274:04 makes clients feel like they got way more value than they paid for. We're
274:05 more value than they paid for. We're also going to cover how to minimize
274:06 also going to cover how to minimize revisions, maximize perceived value,
274:08 revisions, maximize perceived value, then ultimately position you guys in a
274:10 then ultimately position you guys in a really good spot for retainer
274:11 really good spot for retainer agreements, too. Let's get into it. I'm
274:12 agreements, too. Let's get into it. I'm going to walk you through every one of
274:14 going to walk you through every one of these steps in excruciating detail, but
274:16 these steps in excruciating detail, but just before I do, I just want to show
274:18 just before I do, I just want to show you guys the example system I'm going to
274:20 you guys the example system I'm going to be using. Um, I'm keeping this super
274:21 be using. Um, I'm keeping this super simple. This is just a super
274:23 simple. This is just a super straightforward four module system that
274:25 straightforward four module system that I built that literally just scrapes my
274:26 I built that literally just scrapes my own school community once every hour and
274:29 own school community once every hour and it just tells me if the member count is
274:30 it just tells me if the member count is 400. I built this a few months back,
274:32 400. I built this a few months back, back when I needed to do stuff like
274:33 back when I needed to do stuff like this. I now have much more sophisticated
274:35 this. I now have much more sophisticated systems for this, but we're just going
274:36 systems for this, but we're just going to be using this as my like finish
274:38 to be using this as my like finish system. Obviously, you know, I could use
274:40 system. Obviously, you know, I could use other systems, but part of what I'm
274:42 other systems, but part of what I'm going to be showing you guys in a minute
274:42 going to be showing you guys in a minute is like how to do documentation, how to
274:44 is like how to do documentation, how to increase the perceived value of your
274:46 increase the perceived value of your projects at the most crucial steps, and
274:48 projects at the most crucial steps, and I don't really want to have to do the
274:49 I don't really want to have to do the documentation for this. It would just
274:50 documentation for this. It would just take too long and kind of defeat the
274:52 take too long and kind of defeat the purpose. So, we're going to start with a
274:53 purpose. So, we're going to start with a simple four module system. I want you
274:54 simple four module system. I want you guys to know that you can apply this to
274:56 guys to know that you can apply this to whatever system you're running. Exact
274:57 whatever system you're running. Exact same approach. Doesn't matter if it's
274:58 same approach. Doesn't matter if it's four modules, 400 modules, although I
275:01 four modules, 400 modules, although I highly recommend you do not build 400
275:02 highly recommend you do not build 400 module flows, but I think you guys get
275:04 module flows, but I think you guys get my point. Okay, great. So, let's
275:06 my point. Okay, great. So, let's actually dive into my step-by-step
275:07 actually dive into my step-by-step automation process here. This is the
275:09 automation process here. This is the most effective way I found to deliver
275:11 most effective way I found to deliver high-quality automation projects at
275:12 high-quality automation projects at scale. Period. I've experimented with
275:14 scale. Period. I've experimented with dozens of approaches. This way, from
275:16 dozens of approaches. This way, from what I can see, is the best. The way
275:20 what I can see, is the best. The way that this works is, and if you follow
275:22 that this works is, and if you follow this system, you know, you guys will see
275:24 this system, you know, you guys will see what I mean. But the way that this works
275:26 what I mean. But the way that this works is this maximizes the retention of my
275:30 is this maximizes the retention of my customers and it lets me get my foot in
275:32 customers and it lets me get my foot in the door for upsells later on that
275:34 the door for upsells later on that include things like a second project,
275:35 include things like a second project, things like a monthly retainer. It also
275:38 things like a monthly retainer. It also impresses them and it like makes asks to
275:40 impresses them and it like makes asks to do those upsells at very particular
275:42 do those upsells at very particular points that I think a lot of people
275:43 points that I think a lot of people don't appreciate are very high ROI times
275:46 don't appreciate are very high ROI times to do so. So in a nutshell, when the
275:48 to do so. So in a nutshell, when the project is completed, what we do first
275:50 project is completed, what we do first is we do an endto-end test. This is
275:51 is we do an endto-end test. This is really important. I'm going to dive in
275:52 really important. I'm going to dive in exactly how to do it with some examples
275:54 exactly how to do it with some examples in a moment. Then we're going to copy
275:55 in a moment. Then we're going to copy all of our blueprints and templates for
275:57 all of our blueprints and templates for that project. This is the secret to
276:00 that project. This is the secret to scalability with an automation agency.
276:02 scalability with an automation agency. If you're not doing this, then uh
276:04 If you're not doing this, then uh basically every time you get a new
276:05 basically every time you get a new project, you're starting from scratch,
276:06 project, you're starting from scratch, which is silly. We should really be
276:07 which is silly. We should really be doing is building a whole automation
276:09 doing is building a whole automation template library so that next time that
276:11 template library so that next time that you're faced with uh final boss, you
276:14 you're faced with uh final boss, you don't have to start them at 100% health.
276:15 don't have to start them at 100% health. You could start them at 20%. I'll show
276:17 You could start them at 20%. I'll show you guys how to do that in a second.
276:18 you guys how to do that in a second. Then we're going to record some SOPs or
276:21 Then we're going to record some SOPs or documentation. The reason why we do this
276:23 documentation. The reason why we do this is because automation is sort of like
276:24 is because automation is sort of like ephemeral. Like automation, if you think
276:26 ephemeral. Like automation, if you think about it, is just a bunch of bits and
276:28 about it, is just a bunch of bits and zeros and ones stored on cloud servers
276:30 zeros and ones stored on cloud servers and god knows where. It's very hard for
276:32 and god knows where. It's very hard for a client to conceptualize the value of
276:33 a client to conceptualize the value of this. So, you need to increase the
276:34 this. So, you need to increase the deliverables that you're providing them
276:36 deliverables that you're providing them as much as you can. And a video is a
276:38 as much as you can. And a video is a quick way to do so. It's something that
276:39 quick way to do so. It's something that they can see. It's something they can
276:40 they can see. It's something they can hear. Um, and it's something that
276:42 hear. Um, and it's something that they're going to think adds value to the
276:43 they're going to think adds value to the project, even if it only took you 10 or
276:45 project, even if it only took you 10 or 15 minutes. We're then going to turn
276:48 15 minutes. We're then going to turn that Loom SOP into a text SOP using
276:51 that Loom SOP into a text SOP using large language models and screenshots.
276:53 large language models and screenshots. That is again something that's going to
276:54 That is again something that's going to take you like 5 minutes, but it's going
276:55 take you like 5 minutes, but it's going to double the perceived value of the
276:57 to double the perceived value of the documentation. We're then going to dive
276:59 documentation. We're then going to dive deep into the client business and we're
277:01 deep into the client business and we're going to see ways that we can actually
277:03 going to see ways that we can actually like scope out a proposal to to do
277:05 like scope out a proposal to to do retainer services and we're going to
277:07 retainer services and we're going to deliver this in a templated delivery
277:08 deliver this in a templated delivery email that just like uh you know hits
277:10 email that just like uh you know hits all the notes, make sure that you get
277:12 all the notes, make sure that you get everything you need. If you're doing
277:13 everything you need. If you're doing some type of platform sales, you'll make
277:14 some type of platform sales, you'll make sure that you get your review taken care
277:16 sure that you get your review taken care of. Uh it's going to maximize the
277:17 of. Uh it's going to maximize the probability of you receiving a paid
277:19 probability of you receiving a paid invoice as opposed to just hanging there
277:20 invoice as opposed to just hanging there waiting. I'm then going to talk about
277:22 waiting. I'm then going to talk about how to minimize revisions, how to frame
277:24 how to minimize revisions, how to frame your project in such a way that allows
277:25 your project in such a way that allows you uh to, you know, confidently deliver
277:27 you uh to, you know, confidently deliver thing without actually having to be
277:28 thing without actually having to be like, hey, is everything okay? Like, do
277:30 like, hey, is everything okay? Like, do you want some changes? Which I used to
277:31 you want some changes? Which I used to do a lot back when I was starting and
277:33 do a lot back when I was starting and absolutely murdered my service uh
277:35 absolutely murdered my service uh deliveries. And then, you know, we'll
277:37 deliveries. And then, you know, we'll we'll deliver the project. And as you
277:39 we'll deliver the project. And as you can see, I've sort of created a little
277:40 can see, I've sort of created a little loop here where it just goes from eight
277:41 loop here where it just goes from eight back to one. Uh, and so on and so on and
277:44 back to one. Uh, and so on and so on and so forth. So, this is a loop. That's how
277:45 so forth. So, this is a loop. That's how I want you guys to think about it. Let's
277:47 I want you guys to think about it. Let's jump in with our very first example,
277:49 jump in with our very first example, which is what to do when your project
277:51 which is what to do when your project just finished and it's time to do the
277:53 just finished and it's time to do the delivery and actually give it to the
277:54 delivery and actually give it to the client. So, this is the endto-end
277:56 client. So, this is the endto-end testing part. This is one of the most
277:58 testing part. This is one of the most important steps in the entire automation
278:01 important steps in the entire automation agency business model. I want you to
278:03 agency business model. I want you to think about this logically.
278:04 think about this logically. Let's say you spend 30 hours developing
278:07 Let's say you spend 30 hours developing the best project ever known to man. It
278:10 the best project ever known to man. It is so amazing. It's an automation that
278:13 is so amazing. It's an automation that summons God. I don't know. It's really
278:15 summons God. I don't know. It's really cool. All right. It does some just
278:16 cool. All right. It does some just amazing Let's say it does
278:18 amazing Let's say it does everything the client wanted and it
278:19 everything the client wanted and it makes them a million billion dollars a
278:21 makes them a million billion dollars a day. But when it comes time to deliver
278:22 day. But when it comes time to deliver that project, there's just a little I
278:25 that project, there's just a little I don't know, you added an extra semicolon
278:26 don't know, you added an extra semicolon somewhere in one of the text parsers
278:28 somewhere in one of the text parsers assumption and it just it doesn't work.
278:30 assumption and it just it doesn't work. The first time the client tries to use
278:31 The first time the client tries to use it, it doesn't work. How much value do
278:34 it, it doesn't work. How much value do you think that you have just destroyed
278:36 you think that you have just destroyed for yourself by having that system not
278:38 for yourself by having that system not work? It doesn't matter if you spent a
278:40 work? It doesn't matter if you spent a million hours building it. If it doesn't
278:43 million hours building it. If it doesn't work when you deliver it, it's as if you
278:46 work when you deliver it, it's as if you spent zero hours on it. The client
278:48 spent zero hours on it. The client perception is going to be basically the
278:49 perception is going to be basically the same. So end toend testing ETO is by far
278:54 same. So end toend testing ETO is by far one of the most important parts of any
278:56 one of the most important parts of any service delivery. Whether it's
278:58 service delivery. Whether it's automations, whether you're doing some
278:59 automations, whether you're doing some marketing campaign, whether you're doing
279:01 marketing campaign, whether you're doing some security, it whatever the hell
279:03 some security, it whatever the hell across business models, if you don't
279:05 across business models, if you don't just give everything a onceover before
279:06 just give everything a onceover before you give it to your client, you are
279:08 you give it to your client, you are shooting yourself in the foot and you're
279:10 shooting yourself in the foot and you're wasting a massive
279:11 wasting a massive opportunity. So, an actual end to-end
279:14 opportunity. So, an actual end to-end test, like logistically, is just where
279:15 test, like logistically, is just where you execute your flow from start to
279:17 you execute your flow from start to finish as if you were your client. and
279:19 finish as if you were your client. and you make sure that every one of the
279:20 you make sure that every one of the modules in your flow like if you're
279:22 modules in your flow like if you're using make or something like that
279:23 using make or something like that activate even if you have filters even
279:25 activate even if you have filters even if you have um I don't know several
279:27 if you have um I don't know several routes or several subsequences or or
279:30 routes or several subsequences or or whatnot. It's obviously very tempting to
279:32 whatnot. It's obviously very tempting to think that, well, hey, I just spent 30
279:34 think that, well, hey, I just spent 30 hours on this thing. Like, I I get how
279:35 hours on this thing. Like, I I get how it works, okay? I've just isolated. I've
279:37 it works, okay? I've just isolated. I've ran this module and that module and that
279:39 ran this module and that module and that module, but trust me when I say I can't
279:40 module, but trust me when I say I can't tell you how many times I have thought
279:42 tell you how many times I have thought the exact same thing, and then I deliver
279:43 the exact same thing, and then I deliver a project that maybe a client paid
279:44 a project that maybe a client paid three, four, $5,000 for, and their first
279:46 three, four, $5,000 for, and their first thing is like, "Nick, this isn't
279:47 thing is like, "Nick, this isn't working." Like, you're just you're
279:49 working." Like, you're just you're obliterating your odds of getting a
279:51 obliterating your odds of getting a retainer, a follow-up. Uh, you don't
279:53 retainer, a follow-up. Uh, you don't want to do that. You want to be very
279:54 want to do that. You want to be very detail- oriented with the stuff. Um, and
279:56 detail- oriented with the stuff. Um, and you know, as I always mention in my
279:58 you know, as I always mention in my videos, like retention unlocks a massive
279:59 videos, like retention unlocks a massive amount of leverage here. That's what
280:01 amount of leverage here. That's what we're going to talk about. All right.
280:02 we're going to talk about. All right. So, I have this little scenario set up
280:04 So, I have this little scenario set up here as I mentioned previously. Let me
280:06 here as I mentioned previously. Let me just walk you all through it so we're on
280:07 just walk you all through it so we're on the same page. It makes a HTTP request
280:09 the same page. It makes a HTTP request to
280:11 to school/makemoneywithmake/about. You
280:12 school/makemoneywithmake/about. You know, the little get method. Then we
280:14 know, the little get method. Then we parse the text uh turn it into sorry, we
280:16 parse the text uh turn it into sorry, we parse the HTML, turn it into text.
280:18 parse the HTML, turn it into text. That's what that looks like. And as you
280:20 That's what that looks like. And as you see, there is a very important little
280:22 see, there is a very important little snippet right here. Private group 400
280:25 snippet right here. Private group 400 members. That's basically what we're
280:27 members. That's basically what we're looking for. We're looking for that
280:28 looking for. We're looking for that little number 400. So, what do we do?
280:30 little number 400. So, what do we do? Logically, we're going to use a reax
280:32 Logically, we're going to use a reax here. I'm going to just be feeding it in
280:34 here. I'm going to just be feeding it in a very simple pattern, private group,
280:36 a very simple pattern, private group, and then this is what I'm looking for.
280:37 and then this is what I'm looking for. Space members. I don't need all of this
280:39 Space members. I don't need all of this text, but I just copy and paste it in.
280:40 text, but I just copy and paste it in. It worked one time, and I was like, "All
280:42 It worked one time, and I was like, "All right, good enough for me." And then
280:44 right, good enough for me." And then last but not least, you know, if the
280:46 last but not least, you know, if the number is not 400, we create a message
280:48 number is not 400, we create a message in Slack and I publish it to my
280:51 in Slack and I publish it to my leftclick sales channel, right? Voila.
280:54 leftclick sales channel, right? Voila. We have our our code here. It's like a
280:55 We have our our code here. It's like a little block formatting. You could just
280:57 little block formatting. You could just use plain text, nothing special. But if
280:59 use plain text, nothing special. But if I uh if I jump to my Slack, this is what
281:01 I uh if I jump to my Slack, this is what the notification looks like. I just ran
281:04 the notification looks like. I just ran this again because I wanted to test that
281:05 this again because I wanted to test that last module, but let's just use this
281:06 last module, but let's just use this one. MMWN member count is no longer 400.
281:09 one. MMWN member count is no longer 400. Current member count 399, right? Um the
281:12 Current member count 399, right? Um the purpose of the system way back in the
281:13 purpose of the system way back in the day was just to like notify me when
281:15 day was just to like notify me when stuff like this would happen. I don't
281:16 stuff like this would happen. I don't really use it anymore. But yeah. All
281:19 really use it anymore. But yeah. All right. So, I need to somehow magically
281:20 right. So, I need to somehow magically get back to the screen. Should be good.
281:22 get back to the screen. Should be good. Working with two monitors is weird. Uh
281:25 Working with two monitors is weird. Uh awesome. So now that we understand what
281:26 awesome. So now that we understand what the system looks like, the question is
281:27 the system looks like, the question is like how how do you actually go about
281:29 like how how do you actually go about end to end testing this thing? Well,
281:30 end to end testing this thing? Well, it's pretty simple. Um all you need to
281:32 it's pretty simple. Um all you need to do is you just need to run every single
281:33 do is you just need to run every single module. Uh and you don't want to do so
281:35 module. Uh and you don't want to do so isolated. You don't just want to click
281:36 isolated. You don't just want to click run this module only. You don't want to
281:37 run this module only. You don't want to just click run this module only. You you
281:40 just click run this module only. You you don't just want to do that and work your
281:41 don't just want to do that and work your way down. You actually want to run it as
281:42 way down. You actually want to run it as if the client were to use it. In my
281:43 if the client were to use it. In my case, this is scheduled to run once
281:45 case, this is scheduled to run once every let's just say 60 minutes. So I'm
281:47 every let's just say 60 minutes. So I'm actually just going to click run. We're
281:48 actually just going to click run. We're going to see what happens. Okay, cool.
281:50 going to see what happens. Okay, cool. Number one, that executed fine. This
281:53 Number one, that executed fine. This looks like it executed fine. That looks
281:55 looks like it executed fine. That looks like it executed fine, but there's some
281:57 like it executed fine, but there's some filter here and we can't actually see
281:58 filter here and we can't actually see the execution of that last module. Uhoh.
282:01 the execution of that last module. Uhoh. So, what we need to do is in order for
282:02 So, what we need to do is in order for us to have fully end tested everything
282:04 us to have fully end tested everything in our flow, we're going to need to find
282:06 in our flow, we're going to need to find a way to either remove that filter or or
282:08 a way to either remove that filter or or just have it run anyway. So, uh this is
282:10 just have it run anyway. So, uh this is not 400. So, it says if you know this
282:13 not 400. So, it says if you know this number is not equal to 400, then it'll
282:15 number is not equal to 400, then it'll run. I'm just going to go like 401, you
282:18 run. I'm just going to go like 401, you know, just so I can really quickly run
282:19 know, just so I can really quickly run it. And let me just change this number
282:21 it. And let me just change this number here too, just so that it doesn't seem
282:23 here too, just so that it doesn't seem weird. Okay, great. Let's run this.
282:26 weird. Okay, great. Let's run this. Awesome, awesome, awesome. What is the
282:28 Awesome, awesome, awesome. What is the intended output? The intended output is
282:29 intended output? The intended output is a message that says make money with make
282:31 a message that says make money with make member count is no longer 401. And then
282:34 member count is no longer 401. And then we have a current member count of 400.
282:35 we have a current member count of 400. Perfect. So now I'm I'm going to go back
282:37 Perfect. So now I'm I'm going to go back here and I'm going to very
282:39 here and I'm going to very intentionally just make
282:42 intentionally just make sure that I reverse that change. And
282:45 sure that I reverse that change. And this is the same production ready system
282:47 this is the same production ready system it was just a second
282:49 it was just a second ago. Awesome. And uh yeah, now I am
282:54 ago. Awesome. And uh yeah, now I am good. I can continue onwards with my
282:57 good. I can continue onwards with my system. I've verified that, you know, I
282:59 system. I've verified that, you know, I have every module here working the way
283:01 have every module here working the way that I want it to work. I'm I'm good. I
283:03 that I want it to work. I'm I'm good. I I don't need to worry about this
283:04 I don't need to worry about this anymore. As you see, that took maybe 2
283:06 anymore. As you see, that took maybe 2 or 3 minutes. It's by far the most
283:08 or 3 minutes. It's by far the most valuable two or three minutes that you
283:09 valuable two or three minutes that you are going to spend throughout this
283:10 are going to spend throughout this entire process. If you forego this two
283:13 entire process. If you forego this two or three minutes for some other reason,
283:14 or three minutes for some other reason, you are making a very big strategic
283:16 you are making a very big strategic error. You're always going to want to do
283:17 error. You're always going to want to do some type of end testing in your system.
283:20 some type of end testing in your system. Okay, great. Let's talk a little bit
283:21 Okay, great. Let's talk a little bit about step two, which is copying
283:23 about step two, which is copying blueprints and templates. This is hyper
283:26 blueprints and templates. This is hyper important. If you think about this
283:27 important. If you think about this logically, automation and software
283:29 logically, automation and software engineering are one of the only
283:30 engineering are one of the only industries that you can effectively do
283:32 industries that you can effectively do this. But let's hypothetically say that
283:34 this. But let's hypothetically say that you just spent 20 hours working on a
283:35 you just spent 20 hours working on a project and you were just making, I
283:37 project and you were just making, I don't know, the project was like 500
283:39 don't know, the project was like 500 bucks, okay? Really small project. You
283:40 bucks, okay? Really small project. You made 25 bucks an hour with this. You're
283:42 made 25 bucks an hour with this. You're like killing yourself. You're like,
283:43 like killing yourself. You're like, "What the hell is wrong with me? Why
283:44 "What the hell is wrong with me? Why can't I make more money than 25 bucks an
283:45 can't I make more money than 25 bucks an hour? I'm a useless automation agency
283:47 hour? I'm a useless automation agency and I should just stop." Well, I want
283:50 and I should just stop." Well, I want you to think about it this way. Um, you
283:52 you to think about it this way. Um, you didn't just spend 20 hours to solve this
283:55 didn't just spend 20 hours to solve this project. You spent 20 hours to solve
283:57 project. You spent 20 hours to solve every instance of this project ever. If
284:00 every instance of this project ever. If you ever get this project again or a
284:02 you ever get this project again or a variant of this project, you now have
284:05 variant of this project, you now have blueprints and templates that allow you
284:07 blueprints and templates that allow you to get 99% of the job done in 5 seconds.
284:11 to get 99% of the job done in 5 seconds. So, sure, it might have taken you 20
284:12 So, sure, it might have taken you 20 hours at the very beginning, but the
284:14 hours at the very beginning, but the second time it'll take you 30 minutes.
284:16 second time it'll take you 30 minutes. The third time it'll take you two
284:18 The third time it'll take you two minutes. The fourth time it might take
284:20 minutes. The fourth time it might take you 30 seconds. Maybe you build an
284:22 you 30 seconds. Maybe you build an automation that delivers the
284:23 automation that delivers the automations, right? It's kind of like
284:24 automations, right? It's kind of like Apex um stuff and that's what a lot of
284:26 Apex um stuff and that's what a lot of people aim for. So, the point that I'm
284:28 people aim for. So, the point that I'm making is the reason why automation as
284:30 making is the reason why automation as an industry is so freaking awesome is
284:32 an industry is so freaking awesome is because once you're done, you can just
284:33 because once you're done, you can just copy and paste this forever. The issue
284:35 copy and paste this forever. The issue is most people do not save their
284:37 is most people do not save their blueprints when they develop them for
284:39 blueprints when they develop them for clients, especially on like other client
284:40 clients, especially on like other client environments and stuff like that. And
284:42 environments and stuff like that. And so, I made this mistake a lot when I was
284:44 so, I made this mistake a lot when I was starting. If I had, you know, been very
284:46 starting. If I had, you know, been very organized about the way that I copied
284:47 organized about the way that I copied all my blueprints, clocked all my
284:49 all my blueprints, clocked all my templates, change, you know, when I say
284:50 templates, change, you know, when I say templates, I mean like the ClickUp
284:51 templates, I mean like the ClickUp environment, I mean like the the Monday
284:53 environment, I mean like the the Monday environment, if I had been a little
284:55 environment, if I had been a little better with this, I think I probably
284:56 better with this, I think I probably would have been able to hit at least
284:57 would have been able to hit at least another, you know, $30 $40,000 a month.
284:59 another, you know, $30 $40,000 a month. I think I would have been able to make
285:00 I think I would have been able to make at least $100,000 a month with the
285:02 at least $100,000 a month with the automation agency. Um, but I didn't, you
285:05 automation agency. Um, but I didn't, you know, I was pretty disorganized. I said,
285:06 know, I was pretty disorganized. I said, "Ah, well, maybe I'll just I'll just
285:07 "Ah, well, maybe I'll just I'll just copy it later." And lo and behold, you
285:09 copy it later." And lo and behold, you know, a year or two later, everything's
285:10 know, a year or two later, everything's disorganized. I have no idea what system
285:12 disorganized. I have no idea what system is which. I don't have access to a few
285:14 is which. I don't have access to a few of my client environments anymore. I've
285:16 of my client environments anymore. I've lost a lot of that leverage that I could
285:17 lost a lot of that leverage that I could have gotten. So, what I highly recommend
285:19 have gotten. So, what I highly recommend you guys do is after every one of your
285:22 you guys do is after every one of your projects is done, download all of the
285:25 projects is done, download all of the blueprints if you're in make.com,
285:27 blueprints if you're in make.com, download the I don't know, scenarios or
285:30 download the I don't know, scenarios or or n10 JSON if you're using another
285:32 or n10 JSON if you're using another platform and store them in a Google
285:34 platform and store them in a Google Drive or similar. Um, so I have a very
285:37 Drive or similar. Um, so I have a very simple folder structure set up here. As
285:38 simple folder structure set up here. As you can see, I just called it the name
285:40 you can see, I just called it the name of my company. Left click. Underneath we
285:42 of my company. Left click. Underneath we have just my clients and inside of them,
285:44 have just my clients and inside of them, you know, there's this one called NSM,
285:46 you know, there's this one called NSM, Nick Media. I'm not very creative
285:48 Nick Media. I'm not very creative clearly. Uh, and inside of that we have
285:50 clearly. Uh, and inside of that we have MMWM, member account scraper, Slack
285:52 MMWM, member account scraper, Slack notifications. So, this is where I'd
285:54 notifications. So, this is where I'd store that blueprint. So, what I would
285:55 store that blueprint. So, what I would actually do is literally I would go
285:57 actually do is literally I would go here, I would export this blueprint,
285:59 here, I would export this blueprint, okay? And then I would go back over and
286:02 okay? And then I would go back over and drag it in just so that I have an
286:04 drag it in just so that I have an organized record of every blueprint that
286:07 organized record of every blueprint that I've ever made. And then just to make it
286:09 I've ever made. And then just to make it even better and more organized, I'd
286:11 even better and more organized, I'd actually copy the name of this scenario.
286:13 actually copy the name of this scenario. Um, because make and has the unfortunate
286:15 Um, because make and has the unfortunate tendency to just call it like blueprint
286:18 tendency to just call it like blueprint 5.json or whatever. Um, and then I just
286:20 5.json or whatever. Um, and then I just I' I'd name it that just so I know, you
286:22 I' I'd name it that just so I know, you know, let's say 6 months from now when I
286:24 know, let's say 6 months from now when I come in and get a similar project and I
286:25 come in and get a similar project and I want to copy and paste this. So that's
286:28 want to copy and paste this. So that's personally the way that I highly
286:30 personally the way that I highly recommend you guys do things. Um, if I
286:32 recommend you guys do things. Um, if I had done this from the very get-go, if I
286:33 had done this from the very get-go, if I had done this from day one with my
286:34 had done this from day one with my agency, I would have made a lot more
286:35 agency, I would have made a lot more money and it also just would have
286:36 money and it also just would have probably spent way less work rebuilding
286:38 probably spent way less work rebuilding the wheel 55 million times. Um, but I'm
286:41 the wheel 55 million times. Um, but I'm going to leave it at that. All right, so
286:43 going to leave it at that. All right, so step three in our system is to record a
286:45 step three in our system is to record a Loom standard operating
286:47 Loom standard operating procedure. What exactly do I mean by
286:49 procedure. What exactly do I mean by this? Well, you need to understand that
286:51 this? Well, you need to understand that automations are ephemeral. They
286:55 automations are ephemeral. They are virtual. They don't really exist,
286:58 are virtual. They don't really exist, right? The vast majority of the clients
286:59 right? The vast majority of the clients that you're going to be working with are
287:00 that you're going to be working with are going to be working with you because
287:02 going to be working with you because you're like a technology expert. You're
287:04 you're like a technology expert. You're an automation expert. You typically know
287:05 an automation expert. You typically know more about like cloud stuff than they
287:07 more about like cloud stuff than they do. So to you, these automations have
287:10 do. So to you, these automations have value, right? You're working with them.
287:11 value, right? You're working with them. It's drag and dropping across a screen.
287:13 It's drag and dropping across a screen. They they do stuff, right? But to a
287:15 They they do stuff, right? But to a client, you know, especially a client
287:17 client, you know, especially a client that you've like done most of the work
287:18 that you've like done most of the work away from, sort of this black box thing,
287:21 away from, sort of this black box thing, their ability to conceptualize the value
287:23 their ability to conceptualize the value of your automation is very limited. And
287:26 of your automation is very limited. And so what you need to do instead of just
287:27 so what you need to do instead of just delivering the automation is you need to
287:30 delivering the automation is you need to find excuses to add some more onto
287:32 find excuses to add some more onto them. Uh you know, instead of just
287:34 them. Uh you know, instead of just delivering a blueprint, let's say, which
287:36 delivering a blueprint, let's say, which I highly recommend you never do. You
287:39 I highly recommend you never do. You actually record a video that goes
287:41 actually record a video that goes in-depth walking through what the
287:42 in-depth walking through what the automation does from start to finish. It
287:44 automation does from start to finish. It shows the the the result of the
287:46 shows the the the result of the automation. It shows how to make changes
287:47 automation. It shows how to make changes to the automation if necessary. You're
287:49 to the automation if necessary. You're there so you can kind of walk them
287:51 there so you can kind of walk them through and frame how great your system
287:52 through and frame how great your system is. Give them some ideas. obviously
287:54 is. Give them some ideas. obviously charm them with your personality. Uh but
287:55 charm them with your personality. Uh but this is essentially like another
287:57 this is essentially like another deliverable that you are providing
287:58 deliverable that you are providing alongside your system and alongside what
288:00 alongside your system and alongside what the system is supposed to produce which
288:01 the system is supposed to produce which just instantly buys you uh an extra win.
288:04 just instantly buys you uh an extra win. If you think about it, if my
288:05 If you think about it, if my deliverables previously were the system
288:07 deliverables previously were the system and now my now now my deliverables are
288:09 and now my now now my deliverables are the system and a loom. I basically
288:10 the system and a loom. I basically doubled the number of deliverables but
288:12 doubled the number of deliverables but I've done so in like 15 minutes or so.
288:14 I've done so in like 15 minutes or so. Now I've actually recorded a whole loom
288:16 Now I've actually recorded a whole loom here for you guys and I'm not going to
288:17 here for you guys and I'm not going to go through that loom in this video. I
288:19 go through that loom in this video. I think it's right over here. Yeah, I'm
288:20 think it's right over here. Yeah, I'm not going to go through the whole loom
288:21 not going to go through the whole loom in this video, but this is exactly the
288:23 in this video, but this is exactly the format that I take every time I do uh
288:25 format that I take every time I do uh you know like a documentation or video
288:27 you know like a documentation or video walkthrough. I typically start off with
288:29 walkthrough. I typically start off with just like a brief introduction of what
288:30 just like a brief introduction of what the purpose of this video is. I will
288:32 the purpose of this video is. I will never ever say like, "Hey, Peter, how's
288:34 never ever say like, "Hey, Peter, how's it going? Great delivery, man. I'm going
288:36 it going? Great delivery, man. I'm going to walk you through it." I'll always say
288:37 to walk you through it." I'll always say something like, "Hey, the purpose of
288:38 something like, "Hey, the purpose of this video is to act as video
288:40 this video is to act as video documentation for Peter Blank's team.
288:43 documentation for Peter Blank's team. I'm going to ensure that you guys know
288:45 I'm going to ensure that you guys know how this works, and I'm also going to
288:46 how this works, and I'm also going to ensure that you guys can make some
288:47 ensure that you guys can make some common changes to the system if need be.
288:49 common changes to the system if need be. The reason why is cuz I just want them
288:50 The reason why is cuz I just want them to be able to copy and paste it to their
288:51 to be able to copy and paste it to their team members as necessary. If you do
288:53 team members as necessary. If you do little things like this, they'll
288:55 little things like this, they'll appreciate it and they'll also think
288:56 appreciate it and they'll also think like, man, this person really knows
288:57 like, man, this person really knows business. I mean, if they're just making
288:58 business. I mean, if they're just making my life that easy and it helps. Anyway,
289:01 my life that easy and it helps. Anyway, uh, you know, you go through, you talk
289:02 uh, you know, you go through, you talk about the use case, you talk about what
289:04 about the use case, you talk about what the system is for, the problems the
289:05 the system is for, the problems the system solves, you actually walk them
289:07 system solves, you actually walk them through if they wanted to make some
289:08 through if they wanted to make some changes to this. If they wanted to,
289:09 changes to this. If they wanted to, let's see, change the scheduling from 60
289:11 let's see, change the scheduling from 60 to 30 minutes, they could do it that
289:12 to 30 minutes, they could do it that way. If they wanted to change uh, the
289:14 way. If they wanted to change uh, the message that they're getting, they could
289:15 message that they're getting, they could do it this way. uh you actually go
289:17 do it this way. uh you actually go through and you like record a very
289:18 through and you like record a very detailed comprehensive video that walks
289:20 detailed comprehensive video that walks them through this. And this does like a
289:21 them through this. And this does like a couple of things um that that I consider
289:23 couple of things um that that I consider bonuses. One, your client is going to
289:26 bonuses. One, your client is going to think that it's a bonus cuz they weren't
289:27 think that it's a bonus cuz they weren't really expecting to get anything at this
289:29 really expecting to get anything at this level of detail. And they're going to
289:31 level of detail. And they're going to think that you spent a lot more time on
289:32 think that you spent a lot more time on it than you probably did. But like
289:33 it than you probably did. But like remember, you've just been working with
289:34 remember, you've just been working with this system for god knows how long. You
289:36 this system for god knows how long. You know everything about this. Like it's
289:37 know everything about this. Like it's it's not that big of an ask to have you
289:39 it's not that big of an ask to have you just talk through those thoughts out
289:41 just talk through those thoughts out loud, right? You realistically do it in
289:43 loud, right? You realistically do it in like 10, 15, 20 minutes. But the second
289:45 like 10, 15, 20 minutes. But the second and probably one of the most important
289:46 and probably one of the most important issues is you get the chance to show off
289:48 issues is you get the chance to show off a little. You also get the chance to
289:49 a little. You also get the chance to shape the client perception. Like again,
289:52 shape the client perception. Like again, you know, automations are these
289:53 you know, automations are these ephemeral things that just exist in the
289:55 ephemeral things that just exist in the cloud. If you are here walking people
289:57 cloud. If you are here walking people through that automation, you have the
289:59 through that automation, you have the ability to turn it from something that's
290:00 ability to turn it from something that's ephemerraable, ephemeral and, you know,
290:03 ephemerraable, ephemeral and, you know, virtual or whatever into something
290:04 virtual or whatever into something physical, right? You can constantly
290:06 physical, right? You can constantly relate this back to ROI, demonstrable um
290:09 relate this back to ROI, demonstrable um some type of like demonstrable savings
290:11 some type of like demonstrable savings or demonstrable revenue. uh you could
290:13 or demonstrable revenue. uh you could talk about, you know, the complexities
290:15 talk about, you know, the complexities of the system. You can treat yourself as
290:16 of the system. You can treat yourself as an authority essentially and really sell
290:18 an authority essentially and really sell yourself even more than you've already
290:19 yourself even more than you've already done. Um so I I highly recommend you
290:21 done. Um so I I highly recommend you guys record Loom SOPs anywhere uh for
290:24 guys record Loom SOPs anywhere uh for any service that you do, whether it's,
290:26 any service that you do, whether it's, you know, automation or any anything
290:27 you know, automation or any anything else that's technical. It's obviously
290:29 else that's technical. It's obviously going to put you miles ahead of other
290:30 going to put you miles ahead of other service providers. And then yeah, you
290:32 service providers. And then yeah, you know, it takes you like 20 minutes.
290:33 know, it takes you like 20 minutes. That's about it. Like it's super fast
290:34 That's about it. Like it's super fast and easy to do realistically. Um, and
290:37 and easy to do realistically. Um, and the cool thing is once you have a piece
290:39 the cool thing is once you have a piece of Loom documentation, you can very
290:41 of Loom documentation, you can very easily turn this into other forms of
290:42 easily turn this into other forms of documentation as well,
290:44 documentation as well, particularly text
290:47 particularly text documentation. The value here is not
290:50 documentation. The value here is not only have you just created a video. So,
290:52 only have you just created a video. So, so you know, if we go back a little bit,
290:54 so you know, if we go back a little bit, like at the very beginning, your first
290:55 like at the very beginning, your first deliverable would have only been the
290:57 deliverable would have only been the system, right? But then you made a video
290:58 system, right? But then you made a video documentation. So, now you have two
291:00 documentation. So, now you have two deliverables instead. And now what
291:01 deliverables instead. And now what you're doing is you're literally just
291:03 you're doing is you're literally just copying and pasting the Loom transcript
291:05 copying and pasting the Loom transcript into GPT4 or a large language model and
291:07 into GPT4 or a large language model and you're saying, "Hey, turn this into a
291:08 you're saying, "Hey, turn this into a standard operating procedure." In like
291:10 standard operating procedure." In like three or four minutes, you're turning
291:12 three or four minutes, you're turning the deliverables from two into three.
291:14 the deliverables from two into three. You're basically tripling the perceived
291:15 You're basically tripling the perceived value of this on the customer side of
291:16 value of this on the customer side of things. And you're giving them more
291:18 things. And you're giving them more that they can touch, feel, hold, uh, and
291:20 that they can touch, feel, hold, uh, and so on and so forth. And so, uh, you
291:23 so on and so forth. And so, uh, you know, this is a reasonably simple
291:24 know, this is a reasonably simple prompt. I'm not going to get super deep
291:26 prompt. I'm not going to get super deep into the prompt engineering, but I'm
291:27 into the prompt engineering, but I'm going to show you guys an example of
291:28 going to show you guys an example of what this might actually look like in
291:29 what this might actually look like in practice. just drag this puppy all the
291:31 practice. just drag this puppy all the way over
291:32 way over here. What I did was I went to my Loom
291:34 here. What I did was I went to my Loom video, right? And then let me just uh
291:38 video, right? And then let me just uh not make this other one full screen.
291:39 not make this other one full screen. That way we can actually like jump
291:40 That way we can actually like jump through tabs and stuff. Okay, great. So,
291:43 through tabs and stuff. Okay, great. So, I went to my Loom video which is right
291:44 I went to my Loom video which is right over here. And then, you know, I watched
291:46 over here. And then, you know, I watched it back which took me I don't know like
291:48 it back which took me I don't know like 5 minutes at 2x speed. And while I was
291:50 5 minutes at 2x speed. And while I was watching it, what I did was I just took
291:52 watching it, what I did was I just took screenshots. I just did this. You know,
291:54 screenshots. I just did this. You know, on a Mac it's uh command command shift
291:57 on a Mac it's uh command command shift or command control shift 4 or something.
291:59 or command control shift 4 or something. I literally did this and then I went
292:01 I literally did this and then I went back to GPT and then I pasted that image
292:04 back to GPT and then I pasted that image in and then I did this in three or four
292:06 in and then I did this in three or four key areas that I think that uh you know
292:08 key areas that I think that uh you know like the person would need some visual
292:10 like the person would need some visual help for in my documentation. Then I
292:12 help for in my documentation. Then I just said you are writing documentation
292:13 just said you are writing documentation for an automation system that manages
292:15 for an automation system that manages whatever company I said cleaning company
292:17 whatever company I said cleaning company in this instance. Below is a transcript
292:19 in this instance. Below is a transcript and several images from a video that we
292:20 and several images from a video that we recently recorded. Convert these
292:21 recently recorded. Convert these transcripts and images into a piece of
292:22 transcripts and images into a piece of text documentation. Use markdown ATX
292:24 text documentation. Use markdown ATX formatting. I then went to my Loom
292:26 formatting. I then went to my Loom video. I clicked on the transcript
292:28 video. I clicked on the transcript button up here and then I clicked copy
292:30 button up here and then I clicked copy and I just pasted it all in
292:32 and I just pasted it all in here. And then what did we get at the
292:34 here. And then what did we get at the end? Make money with make member count
292:36 end? Make money with make member count scraper documentation overview. This
292:38 scraper documentation overview. This documentation outlines the functionality
292:39 documentation outlines the functionality blah blah blah blah blah. Right here we
292:41 blah blah blah blah blah. Right here we have our whole documentation. Basically,
292:43 have our whole documentation. Basically, it's extraordinarily simple for us to
292:45 it's extraordinarily simple for us to do. And as you can see, starting from
292:48 do. And as you can see, starting from the very
292:50 the very top and then give that a paste. There we
292:54 top and then give that a paste. There we go. Okay, great. So now we have
292:56 go. Okay, great. So now we have basically like a full Google doc that's
292:58 basically like a full Google doc that's up and running, ready to go. Looks
293:00 up and running, ready to go. Looks really sexy, you know, even includes
293:01 really sexy, you know, even includes some formatting with the the URLs and
293:03 some formatting with the the URLs and stuff like this and just walks people
293:05 stuff like this and just walks people through what to do. And then, you know,
293:07 through what to do. And then, you know, I've experimented with having it output
293:09 I've experimented with having it output images as well. Um, unfortunately, I
293:11 images as well. Um, unfortunately, I think Claude could do this. I don't
293:13 think Claude could do this. I don't think that
293:14 think that chatbt40 can do this or perhaps I was
293:16 chatbt40 can do this or perhaps I was experimenting with the API version. Uh,
293:18 experimenting with the API version. Uh, but what you can do is because you just
293:19 but what you can do is because you just included all these images in your
293:20 included all these images in your prompt, you can actually just copy these
293:22 prompt, you can actually just copy these and then just paste these directly in.
293:24 and then just paste these directly in. So very simple, you know, as you can
293:26 So very simple, you know, as you can see, this just takes a couple of
293:28 see, this just takes a couple of additional
293:29 additional seconds. So I'm going to go
293:32 seconds. So I'm going to go here. Then I'm going to go over here.
293:35 here. Then I'm going to go over here. I'm going to feed in I don't
293:39 I'm going to feed in I don't know. Let's just feed in this image
293:53 here. Actually, we should do this first. That's probably higher quality. Probably
293:55 That's probably higher quality. Probably makes more sense.
294:01 Yeah. Great. And you know, now we have some images. We have Just going to copy
294:04 some images. We have Just going to copy this and paste this on the Reax
294:11 part. Somebody's going to yell at me for saying Reax again. Um, now we have like
294:12 saying Reax again. Um, now we have like a pretty high quality text that we can
294:15 a pretty high quality text that we can just include alongside the delivery in a
294:18 just include alongside the delivery in a templated email, which I'll show you
294:19 templated email, which I'll show you guys in a second. So, you know, that
294:21 guys in a second. So, you know, that took me, I don't know, two or three
294:22 took me, I don't know, two or three minutes. I was obviously just pasting
294:24 minutes. I was obviously just pasting randomly. Might take you a full five.
294:26 randomly. Might take you a full five. So, let's just go back here and not get
294:29 So, let's just go back here and not get myself in trouble
294:31 myself in trouble here. People always exaggerate on the
294:33 here. People always exaggerate on the internet. Um, you know, this might have
294:35 internet. Um, you know, this might have taken you, let's say, 15 or 20. That
294:36 taken you, let's say, 15 or 20. That might have taken you five.
294:37 might have taken you five. Realistically, you've spent less than
294:38 Realistically, you've spent less than half an hour, but you tripled the number
294:40 half an hour, but you tripled the number of deliverables that the client is going
294:41 of deliverables that the client is going to get. Not only are they going to
294:43 to get. Not only are they going to appreciate it, but they're going to be
294:44 appreciate it, but they're going to be very impressed, which is the perfect
294:46 very impressed, which is the perfect opportunity for us to get into actually
294:48 opportunity for us to get into actually thinking like, okay, you know, if
294:50 thinking like, okay, you know, if they're super impressed in a perfect
294:51 they're super impressed in a perfect world, what more can I get from them?
294:53 world, what more can I get from them? What more do I want from them? And what
294:54 What more do I want from them? And what you probably want from them, if you're
294:56 you probably want from them, if you're in the automation industry anyway, is
294:57 in the automation industry anyway, is you want a retainer of some kind. You
294:58 you want a retainer of some kind. You want some type of subscription billing
295:00 want some type of subscription billing model, some long-term upsell uh that
295:02 model, some long-term upsell uh that allows you to work with this person not
295:04 allows you to work with this person not just on this one project, which you know
295:06 just on this one project, which you know might have given you a tangible ROI, but
295:08 might have given you a tangible ROI, but we want to talk, you know, months or
295:09 we want to talk, you know, months or years in the future, but consistently
295:11 years in the future, but consistently over time, generating some type of MR
295:14 over time, generating some type of MR that, you know, you can depend on and
295:15 that, you know, you can depend on and then you can ultimately use to build
295:17 then you can ultimately use to build revenue stability and and build the rest
295:18 revenue stability and and build the rest of your business. So, at this point, you
295:21 of your business. So, at this point, you are delivering a high-quality completed
295:22 are delivering a high-quality completed project. You're also delivering detailed
295:23 project. You're also delivering detailed video docs and training and then
295:25 video docs and training and then detailed text docs and training. This is
295:27 detailed text docs and training. This is crazy. They're getting three things here
295:29 crazy. They're getting three things here for the price of one. In contrast to
295:30 for the price of one. In contrast to what most service providers do, which is
295:32 what most service providers do, which is they just only ever do this You're
295:34 they just only ever do this You're going above and beyond this. And you're
295:36 going above and beyond this. And you're giving them three deliverables for a few
295:38 giving them three deliverables for a few moments of extra work on your end. Half
295:40 moments of extra work on your end. Half an hour. If you spent 5 hours to build
295:42 an hour. If you spent 5 hours to build the system, you spend an additional 30
295:43 the system, you spend an additional 30 minutes at the end doing all this stuff.
295:45 minutes at the end doing all this stuff. You know, you're doing what's that 5.5,
295:47 You know, you're doing what's that 5.5, I don't know, 10% or something more work
295:49 I don't know, 10% or something more work for like three times the results. This
295:51 for like three times the results. This is the time to upsell. Now, what I
295:53 is the time to upsell. Now, what I personally do is I don't like try and
295:56 personally do is I don't like try and sell my customer or client really hard.
295:58 sell my customer or client really hard. I'm I'm pretty soft about this if I'm
295:59 I'm I'm pretty soft about this if I'm honest. And I like to think that like I
296:01 honest. And I like to think that like I buy myself a lot of goodwill with this.
296:02 buy myself a lot of goodwill with this. And this is why I've been as successful
296:03 And this is why I've been as successful as I have. There are a lot of people out
296:05 as I have. There are a lot of people out there that are like hard sales. You
296:07 there that are like hard sales. You know, they'll probably recommend that
296:08 know, they'll probably recommend that you do a delivery on a call or something
296:10 you do a delivery on a call or something and then you try and bring this stuff up
296:12 and then you try and bring this stuff up with them. I've always thought
296:13 with them. I've always thought personally that that's like high
296:14 personally that that's like high pressure sales and I I used to do a lot
296:16 pressure sales and I I used to do a lot of that stuff way back in the day and
296:17 of that stuff way back in the day and always just had a sour taste in my
296:18 always just had a sour taste in my mouth. So personally what I do is I just
296:20 mouth. So personally what I do is I just try and just make the most sense
296:22 try and just make the most sense possible and then I try and just give
296:24 possible and then I try and just give them really good over an email,
296:26 them really good over an email, peique their interest, then try and get
296:27 peique their interest, then try and get them on a call to to chat about a
296:29 them on a call to to chat about a retainer or or something of that nature.
296:32 retainer or or something of that nature. The way that I do it is I will frame
296:35 The way that I do it is I will frame this in terms of client ROI. I'll say
296:36 this in terms of client ROI. I'll say something like, "Hey, I think that you
296:37 something like, "Hey, I think that you might be able to make an additional 10%
296:39 might be able to make an additional 10% here. I think I might be able to bump
296:40 here. I think I might be able to bump you up by another $20,000 a month
296:42 you up by another $20,000 a month there." And then I say a simple three
296:44 there." And then I say a simple three bullet point snippet along with
296:45 bullet point snippet along with estimated returns. I then take that and
296:48 estimated returns. I then take that and then I include it in our next step. And
296:50 then I include it in our next step. And you know, it's hard for me to really
296:51 you know, it's hard for me to really make this work without showing you this
296:52 make this work without showing you this template. So, I'm just going to show you
296:54 template. So, I'm just going to show you what this might actually look like. I'd
296:56 what this might actually look like. I'd also like to discuss that retainer. I
296:57 also like to discuss that retainer. I see no reason why I can't add 5% or more
296:59 see no reason why I can't add 5% or more into your margins with a few changes.
297:00 into your margins with a few changes. I'd need a bit more context to this
297:02 I'd need a bit more context to this effectively, but here's what I'd look to
297:03 effectively, but here's what I'd look to do in the next few weeks. Number one,
297:05 do in the next few weeks. Number one, I'd like to build out a dashboard that
297:06 I'd like to build out a dashboard that does this. Number two, I'd like to
297:08 does this. Number two, I'd like to create a streamlined work management
297:09 create a streamlined work management system for you that does that. Number
297:10 system for you that does that. Number three, I want to do something that does
297:12 three, I want to do something that does that. you know, if you could scale past
297:14 that. you know, if you could scale past 250K a month with 35% margins. We need
297:16 250K a month with 35% margins. We need to make some tweaks, you know, they sort
297:18 to make some tweaks, you know, they sort of do the math and they're like, "Holy
297:19 of do the math and they're like, "Holy this guy could make me a lot of
297:20 this guy could make me a lot of money." So, obviously, you're going to
297:22 money." So, obviously, you're going to need to understand what the client
297:24 need to understand what the client business is in order to make this work.
297:25 business is in order to make this work. But that's what the whole consultative
297:26 But that's what the whole consultative sales side is really. Like, you're
297:28 sales side is really. Like, you're getting to know them during that sales
297:29 getting to know them during that sales call, the disco call, and then you're
297:31 call, the disco call, and then you're getting to know their business over the
297:32 getting to know their business over the course of your project. You're getting
297:34 course of your project. You're getting to learn through their systems. You're
297:35 to learn through their systems. You're getting to poke around their CRM. You're
297:37 getting to poke around their CRM. You're essentially getting to see what they're
297:38 essentially getting to see what they're missing and where you can fill that gap.
297:40 missing and where you can fill that gap. as an automation engineer, um whether
297:42 as an automation engineer, um whether you're an agency or freelancer or
297:44 you're an agency or freelancer or whatever, you have a ton of value after
297:45 whatever, you have a ton of value after you've worked with two or three
297:46 you've worked with two or three businesses because you could literally
297:47 businesses because you could literally just look at like business A and be
297:49 just look at like business A and be like, "Huh, business A is doing that
297:50 like, "Huh, business A is doing that wrong. Like that just looks really
297:51 wrong. Like that just looks really ineffective." Then you start working
297:52 ineffective." Then you start working with business B and you're like, "Huh,
297:53 with business B and you're like, "Huh, business B is doing a really good job
297:55 business B is doing a really good job with that part. I wonder if I just like
297:56 with that part. I wonder if I just like took some of the elements of business B
297:58 took some of the elements of business B or the systems I'm creating for business
298:00 or the systems I'm creating for business B and applied them to business A, I
298:01 B and applied them to business A, I wonder if they'd make more money." A lot
298:02 wonder if they'd make more money." A lot of the time you will. Um, so this sort
298:04 of the time you will. Um, so this sort of sharing and like building your
298:06 of sharing and like building your template base and consultant knowledge
298:07 template base and consultant knowledge base can be really valuable and a lot of
298:09 base can be really valuable and a lot of people just need like a simple uh
298:11 people just need like a simple uh bulletoint uh sort of thing in order to
298:13 bulletoint uh sort of thing in order to be like, "Holy yeah, you know
298:14 be like, "Holy yeah, you know what? I can do that. I am willing to
298:16 what? I can do that. I am willing to spend money on this." Okay. Now, in
298:17 spend money on this." Okay. Now, in terms of what this actually looks like,
298:18 terms of what this actually looks like, the second last step is to send a
298:19 the second last step is to send a templated delivery email. At this point,
298:21 templated delivery email. At this point, you know, as I mentioned, we have these
298:23 you know, as I mentioned, we have these three features. We have the high quality
298:24 three features. We have the high quality completed project, the detailed video
298:26 completed project, the detailed video docs, the detailed text docs. Now, it's
298:27 docs, the detailed text docs. Now, it's really just time to tie all this stuff
298:29 really just time to tie all this stuff up together in a nice bow and then just
298:31 up together in a nice bow and then just like present it to the customer. So, I
298:33 like present it to the customer. So, I just have a pre-created template that I
298:35 just have a pre-created template that I make a few modifications on. You could
298:36 make a few modifications on. You could just save this and make this like a
298:37 just save this and make this like a Gmail template or you could find a way
298:38 Gmail template or you could find a way to automate this completely. I automated
298:40 to automate this completely. I automated this uh a little while ago, but then I
298:43 this uh a little while ago, but then I found that even if the automation did it
298:46 found that even if the automation did it like way faster and it was like pretty
298:47 like way faster and it was like pretty good quality, I wanted the ability to
298:49 good quality, I wanted the ability to make a few minor little changes that the
298:51 make a few minor little changes that the automation just couldn't really do, like
298:52 automation just couldn't really do, like AI would struggle with. So, I personally
298:54 AI would struggle with. So, I personally send these myself. As as I mentioned,
298:56 send these myself. As as I mentioned, you know, it uses a template. It takes
298:57 you know, it uses a template. It takes me like 10 minutes. And this is another
298:59 me like 10 minutes. And this is another really high ROI, 10 minutes to spend.
299:01 really high ROI, 10 minutes to spend. Um, before I do this, I do make sure
299:03 Um, before I do this, I do make sure that my client has access to everything
299:04 that my client has access to everything that they need. I think that's really
299:05 that they need. I think that's really important. Not a lot of people talk
299:07 important. Not a lot of people talk about this, but I don't want my client
299:09 about this, but I don't want my client to feel like pressured. I don't want
299:11 to feel like pressured. I don't want them to think that they need to keep
299:12 them to think that they need to keep working with me in order for their
299:14 working with me in order for their system to continue running or in order
299:15 system to continue running or in order for me to maintain it if that was the
299:17 for me to maintain it if that was the promise in the contract. They don't. Um,
299:19 promise in the contract. They don't. Um, I want them to be able to make a
299:20 I want them to be able to make a decision from like a a place of strength
299:22 decision from like a a place of strength and from a place of like cost benefit as
299:24 and from a place of like cost benefit as opposed to fear. Um, and I think I think
299:26 opposed to fear. Um, and I think I think that's really important. Um, I don't
299:28 that's really important. Um, I don't know if everybody agrees with me on that
299:30 know if everybody agrees with me on that and I think, you know, you could be all
299:31 and I think, you know, you could be all Mchavelian and be strategic and
299:33 Mchavelian and be strategic and about it and fine, whatever. But
299:35 about it and fine, whatever. But generally speaking, I've bought a lot of
299:36 generally speaking, I've bought a lot of goodwill with this approach and it's
299:37 goodwill with this approach and it's worked really well for me. So that's
299:39 worked really well for me. So that's what I do. I'll make sure that they have
299:40 what I do. I'll make sure that they have all the creds and everything like that,
299:41 all the creds and everything like that, but after they do, um, then I move into
299:44 but after they do, um, then I move into a template. So you can swap out whatever
299:46 a template. So you can swap out whatever bolded sections you want here. I've
299:48 bolded sections you want here. I've actually like included a real one that I
299:49 actually like included a real one that I sent to somebody and then I just made a
299:50 sent to somebody and then I just made a few tweaks for anonymity purposes. But,
299:52 few tweaks for anonymity purposes. But, you know, our blank name is ready. So
299:54 you know, our blank name is ready. So maybe our CRM system is ready. I had a
299:56 maybe our CRM system is ready. I had a lot of fun working on this and hope you
299:57 lot of fun working on this and hope you enjoy it as much as I did. Two things.
299:59 enjoy it as much as I did. Two things. This is where you claim your wins. I
300:01 This is where you claim your wins. I recorded a detailed video breaking the
300:03 recorded a detailed video breaking the system down that you can use as both
300:04 system down that you can use as both documentation and training material.
300:06 documentation and training material. There's a technical section which covers
300:07 There's a technical section which covers how to modify the system if needed and a
300:09 how to modify the system if needed and a more general system to show users on
300:11 more general system to show users on your team how to use it in practice.
300:12 your team how to use it in practice. Number two, I also put together a
300:14 Number two, I also put together a comprehensive Google doc just so you had
300:16 comprehensive Google doc just so you had something in both video and text format.
300:18 something in both video and text format. This is where we're going to be putting
300:18 This is where we're going to be putting our links. By the way, regarding
300:21 our links. By the way, regarding payment, and this is really important, a
300:22 payment, and this is really important, a lot of people forget to ask for money.
300:24 lot of people forget to ask for money. you should always be asking for money no
300:26 you should always be asking for money no matter what. Um, even if the system is
300:28 matter what. Um, even if the system is not entirely what you what you wanted or
300:30 not entirely what you what you wanted or doesn't conform to the specifications,
300:32 doesn't conform to the specifications, you should at least make the ask for the
300:34 you should at least make the ask for the money. Um, otherwise clients aren't
300:35 money. Um, otherwise clients aren't going to take it seriously. Nobody's
300:36 going to take it seriously. Nobody's really going to want to make sure that
300:37 really going to want to make sure that you get paid. So, in this case, this is
300:39 you get paid. So, in this case, this is a project that I did on Upwork. I talk a
300:41 a project that I did on Upwork. I talk a lot about Upwork on my channel and in my
300:43 lot about Upwork on my channel and in my communities because I think it's the
300:44 communities because I think it's the easiest way for somebody to get their
300:45 easiest way for somebody to get their first two or three customers with zero
300:47 first two or three customers with zero experience, zero client management
300:49 experience, zero client management skills, zero idea where to start. Um,
300:51 skills, zero idea where to start. Um, but back in the day I was using this
300:53 but back in the day I was using this with an Upwork contract. And one thing
300:54 with an Upwork contract. And one thing that's really important in Upwork is
300:56 that's really important in Upwork is making sure that when you finish a
300:57 making sure that when you finish a project, you get a high-quality review
300:59 project, you get a high-quality review because that review is basically like
301:00 because that review is basically like SEO and CRO for your profile. So,
301:03 SEO and CRO for your profile. So, regarding payment, I submitted a
301:04 regarding payment, I submitted a milestone on Upwork. Please accept after
301:06 milestone on Upwork. Please accept after you've had a chance to check it out and
301:08 you've had a chance to check it out and then close the contract plus leave a
301:09 then close the contract plus leave a written review if you think I did a good
301:11 written review if you think I did a good job. This is really important because
301:13 job. This is really important because I'm assuming the win. And that's what
301:15 I'm assuming the win. And that's what this template does. It just assumes that
301:16 this template does. It just assumes that everything is going to be good. I'm
301:19 everything is going to be good. I'm going to talk about how to minimize the
301:20 going to talk about how to minimize the likelihood of a revision request in the
301:21 likelihood of a revision request in the next step, but I find that this in
301:23 next step, but I find that this in practice is crucial. And then down here
301:26 practice is crucial. And then down here is where I make that ask that we talked
301:27 is where I make that ask that we talked about um just in that last step. And I
301:29 about um just in that last step. And I cannot for the life of me draw a square.
301:32 cannot for the life of me draw a square. I think the shape detection even was
301:33 I think the shape detection even was like, "What the hell are you doing,
301:34 like, "What the hell are you doing, man?" Okay, there we go. Um this is
301:37 man?" Okay, there we go. Um this is where I bring up the retainer and this
301:39 where I bring up the retainer and this is where I actually talk about ROI. I'll
301:40 is where I actually talk about ROI. I'll say, "I see no reason why I can't add
301:42 say, "I see no reason why I can't add this much money or more into your
301:43 this much money or more into your margins with a few changes. I need a bit
301:44 margins with a few changes. I need a bit more context, blah blah blah." So, uh,
301:47 more context, blah blah blah." So, uh, the reason why this is really valuable
301:48 the reason why this is really valuable is because if you think about it, this
301:49 is because if you think about it, this is a single email that can make me
301:52 is a single email that can make me $15,000 more dollars this year. It's a
301:54 $15,000 more dollars this year. It's a single email that can increase the
301:57 single email that can increase the likelihood of a a retention or something
301:59 likelihood of a a retention or something by like four or five times. It's a
302:01 by like four or five times. It's a single email that essentially takes all
302:05 single email that essentially takes all of this hard work that I've done, you
302:07 of this hard work that I've done, you know, that might this is like the engine
302:08 know, that might this is like the engine of a car, and then it wraps it in the
302:11 of a car, and then it wraps it in the sexiest Ferrari chassis or whatever
302:14 sexiest Ferrari chassis or whatever you've you've ever seen. Do you know
302:15 you've you've ever seen. Do you know what I mean? it. We're buffing the paint
302:17 what I mean? it. We're buffing the paint here. We're making this look as
302:18 here. We're making this look as beautiful as humanly possible. We're
302:20 beautiful as humanly possible. We're squeezing as much value out of the work
302:21 squeezing as much value out of the work that we've already done. And that's my
302:23 that we've already done. And that's my approach to this client management
302:24 approach to this client management stuff. And this is my step-by-step
302:26 stuff. And this is my step-by-step framework all the time. So, yeah, you
302:28 framework all the time. So, yeah, you know, I'll assume the sale all the time.
302:29 know, I'll assume the sale all the time. I'll say, you know, we can chat about
302:31 I'll say, you know, we can chat about this on a call. Let me know if that
302:32 this on a call. Let me know if that works. Here's a calendar. If you want me
302:34 works. Here's a calendar. If you want me to book on yours, just send it over.
302:35 to book on yours, just send it over. Thanks again. Can be posted if you need
302:36 Thanks again. Can be posted if you need anything. You guys can copy and paste
302:37 anything. You guys can copy and paste this. I'm going to include this
302:38 this. I'm going to include this whimsical link down below. So, you guys
302:40 whimsical link down below. So, you guys could literally just take all of the
302:41 could literally just take all of the text that you want here and use it for
302:42 text that you want here and use it for your own business. Um, feel free. But
302:45 your own business. Um, feel free. But after that step, uh, we get into
302:47 after that step, uh, we get into probably one of the more important parts
302:48 probably one of the more important parts of this and one area that I think a lot
302:50 of this and one area that I think a lot of beginners struggle with, which is,
302:51 of beginners struggle with, which is, you know, Nick, what about revisions?
302:52 you know, Nick, what about revisions? What do I do when the client asks for
302:54 What do I do when the client asks for changes? Should I charge them? Should I
302:56 changes? Should I charge them? Should I not charge them? What the hell is the
302:57 not charge them? What the hell is the deal here? Well, a truth in any
302:59 deal here? Well, a truth in any service-based industry is that clients
303:00 service-based industry is that clients will almost always want at least one
303:03 will almost always want at least one revision. People don't like talking
303:04 revision. People don't like talking about this because obviously it eats
303:06 about this because obviously it eats into the perfect view of like, oh, like
303:07 into the perfect view of like, oh, like I I I made $2,000 in five minutes,
303:10 I I I made $2,000 in five minutes, right? But the truth is clients almost
303:12 right? But the truth is clients almost always want some form of revision. I'd
303:15 always want some form of revision. I'd say probably over 70% of the time I get
303:17 say probably over 70% of the time I get a revision request. Like there is the
303:19 a revision request. Like there is the odd situation typically with people that
303:20 odd situation typically with people that I've worked with for a longer time that
303:23 I've worked with for a longer time that you know just get the project and
303:24 you know just get the project and they're like this is amazing. Thank you
303:25 they're like this is amazing. Thank you very much. We're done. Here's $5
303:26 very much. We're done. Here's $5 million. Uh well I haven't had a
303:28 million. Uh well I haven't had a situation like that yet. But if you want
303:30 situation like that yet. But if you want to be my first anywh who the other 70%
303:33 to be my first anywh who the other 70% of the time, right? Um yeah. So 30% of
303:37 of the time, right? Um yeah. So 30% of the time they say the other 70% of the
303:38 the time they say the other 70% of the time they want some type of change.
303:39 time they want some type of change. like, "Hey, this is amazing. Just had a
303:41 like, "Hey, this is amazing. Just had a quick thought. Do you mind changing this
303:43 quick thought. Do you mind changing this thing to that thing?" Or, you know, like
303:45 thing to that thing?" Or, you know, like we just over the course of the last
303:46 we just over the course of the last couple weeks, we've been changing our
303:48 couple weeks, we've been changing our file sorting procedures. So, do you mind
303:50 file sorting procedures. So, do you mind just updating the Google Drive
303:51 just updating the Google Drive structure? Or, hey, do you mind changing
303:53 structure? Or, hey, do you mind changing out this software platform for that
303:54 out this software platform for that software platform? And most of the time,
303:56 software platform? And most of the time, these revisions are pretty minor, right?
303:58 these revisions are pretty minor, right? If the client likes you and if you've
303:59 If the client likes you and if you've just wowed the hell out of them with all
304:00 just wowed the hell out of them with all of this like this acts as like a
304:03 of this like this acts as like a vaccine. It's like inoculation against
304:06 vaccine. It's like inoculation against somebody asking for revisions because
304:08 somebody asking for revisions because they're like, "Jesus Christ, did this
304:09 they're like, "Jesus Christ, did this guy do a lot of work for me? My god."
304:12 guy do a lot of work for me? My god." Meanwhile, you only spend an extra 20,
304:13 Meanwhile, you only spend an extra 20, 30 minutes, but they don't know that.
304:15 30 minutes, but they don't know that. So, realistically, it's really not that
304:17 So, realistically, it's really not that much work. Um, here are my rules of
304:18 much work. Um, here are my rules of thumb for revisions. And this is
304:19 thumb for revisions. And this is personally what I do to minimize the
304:21 personally what I do to minimize the likelihood of them coming up and to uh,
304:23 likelihood of them coming up and to uh, you know, like streamline my project as
304:25 you know, like streamline my project as much as possible. Number one is I'll
304:27 much as possible. Number one is I'll always take at least 24 hours to
304:29 always take at least 24 hours to deliver. This sounds interesting. The
304:31 deliver. This sounds interesting. The reason why is because I found that when
304:34 reason why is because I found that when I did revisions as quickly as possible
304:35 I did revisions as quickly as possible when I was first starting out, you know,
304:37 when I was first starting out, you know, somebody would be like, "Hey, can you
304:38 somebody would be like, "Hey, can you change this?" I'd be like, "Oh, sure.
304:39 change this?" I'd be like, "Oh, sure. Give me 15 minutes." I change it. I hand
304:40 Give me 15 minutes." I change it. I hand it back. There was a much higher
304:43 it back. There was a much higher likelihood that they would ask for
304:44 likelihood that they would ask for another revision
304:45 another revision afterwards. So, that's that's one thing.
304:48 afterwards. So, that's that's one thing. The second thing, which I didn't mention
304:50 The second thing, which I didn't mention here, was a lot of the time clients will
304:53 here, was a lot of the time clients will have multiple revisions that they want.
304:54 have multiple revisions that they want. They'll look at something, they'll be
304:55 They'll look at something, they'll be like, "This is a great system, great. I
304:57 like, "This is a great system, great. I just want one little change. Let me send
304:58 just want one little change. Let me send that off to Nick." and then an hour
305:00 that off to Nick." and then an hour later they'll be like, you know what, I
305:01 later they'll be like, you know what, I had another little change I wanted and
305:02 had another little change I wanted and then they'll send that off again. So in
305:04 then they'll send that off again. So in this way I don't have to change the
305:06 this way I don't have to change the project, deliver it again, have the
305:08 project, deliver it again, have the revision request come in again, have to
305:09 revision request come in again, have to change a project, deliver it again,
305:11 change a project, deliver it again, right? I can just batch those two. And
305:13 right? I can just batch those two. And again, it's usually like 5 10 15 minute
305:15 again, it's usually like 5 10 15 minute little fix here. And this enables me to
305:17 little fix here. And this enables me to to send the stuff back much faster and
305:19 to send the stuff back much faster and more efficiently. And then three, the
305:21 more efficiently. And then three, the value here is if you do this and it
305:23 value here is if you do this and it takes a day, you know, clients generally
305:26 takes a day, you know, clients generally want their systems up and running,
305:27 want their systems up and running, right? like you committed to a schedule
305:29 right? like you committed to a schedule for a reason. So if you show them that
305:30 for a reason. So if you show them that like, hey, you know, these revisions
305:31 like, hey, you know, these revisions that you're asking for, they aren't
305:32 that you're asking for, they aren't trivial. They take a little bit of time.
305:33 trivial. They take a little bit of time. So, you know, I'll deliver this in like
305:34 So, you know, I'll deliver this in like 24 hours or so. I don't say that, but I
305:36 24 hours or so. I don't say that, but I say, hey, yeah, sure. You know, I'm
305:37 say, hey, yeah, sure. You know, I'm happy to do this for you. It's going to
305:39 happy to do this for you. It's going to take me maybe one or two business days
305:40 take me maybe one or two business days to deliver. Um, you know, clients tend
305:43 to deliver. Um, you know, clients tend to brush off a lot of the smaller
305:44 to brush off a lot of the smaller they don't really care about and they
305:46 they don't really care about and they say, well, you know, I want this
305:46 say, well, you know, I want this business I want the system up and
305:48 business I want the system up and running more than I really want like the
305:49 running more than I really want like the font color on this thing changed. So,
305:51 font color on this thing changed. So, never mind. It's okay. We'll just move
305:52 never mind. It's okay. We'll just move ahead. You can make that change whenever
305:53 ahead. You can make that change whenever you want. So, that typically helps. Um,
305:56 you want. So, that typically helps. Um, and then also, you know, if it takes me
305:57 and then also, you know, if it takes me a day as opposed to five minutes, right,
305:59 a day as opposed to five minutes, right, they're more likely to think, okay,
306:00 they're more likely to think, okay, well, this actually took that actually
306:02 well, this actually took that actually took a fair amount of time and energy.
306:03 took a fair amount of time and energy. Like, I can't exactly squeeze Nick like
306:05 Like, I can't exactly squeeze Nick like a like a wet rag. Um, yeah. You know, so
306:10 a like a wet rag. Um, yeah. You know, so it it helps. It's a good I guess from
306:12 it it helps. It's a good I guess from both perspectives, both like an ROI
306:14 both perspectives, both like an ROI perspective for the client, but also
306:15 perspective for the client, but also like a decency perspective. A lot of the
306:17 like a decency perspective. A lot of the time, you know, they grow to respect you
306:18 time, you know, they grow to respect you and like you when you know everything
306:19 and like you when you know everything about their business and offer real
306:21 about their business and offer real tangible advice. Um, the other big rule
306:24 tangible advice. Um, the other big rule of thumb that a lot of people talk about
306:25 of thumb that a lot of people talk about is I will never explicitly ask for um,
306:29 is I will never explicitly ask for um, revision requests. I'll never say, "Hey,
306:30 revision requests. I'll never say, "Hey, do you have any revision requests?" I
306:32 do you have any revision requests?" I think that that's just really silly. Um,
306:34 think that that's just really silly. Um, it's not because I'm not happy to do the
306:35 it's not because I'm not happy to do the revision. Well, I'm not happy to do the
306:37 revision. Well, I'm not happy to do the revision requests, first of all. Let's
306:38 revision requests, first of all. Let's just cut that out. Obviously, I
306:39 just cut that out. Obviously, I don't want to do revision requests. I
306:41 don't want to do revision requests. I mean, I just did the system exactly like
306:42 mean, I just did the system exactly like you asked and I'm amazing, so it should
306:44 you asked and I'm amazing, so it should be great, right? But what I'm trying to
306:45 be great, right? But what I'm trying to say is I'm okay doing them if it leads
306:47 say is I'm okay doing them if it leads to a higher likelihood of me getting
306:48 to a higher likelihood of me getting some retained contract later on and then
306:50 some retained contract later on and then me making a large multiple of my time.
306:52 me making a large multiple of my time. But I don't want to make it really easy
306:54 But I don't want to make it really easy for them. I'd prefer to make it a little
306:56 for them. I'd prefer to make it a little bit more difficult for them. So instead
306:57 bit more difficult for them. So instead of me saying, "Hey, how's it going? Um,
307:00 of me saying, "Hey, how's it going? Um, do you like the project? Is everything
307:02 do you like the project? Is everything okay?" Right? Like um, you know, can I
307:04 okay?" Right? Like um, you know, can I change anything to make this even better
307:06 change anything to make this even better for you? I don't do that. I'll just
307:07 for you? I don't do that. I'll just always assume that it's good. I'll
307:09 always assume that it's good. I'll assume that they're willing to pay that
307:11 assume that they're willing to pay that invoice. I'm assuming that we're going
307:13 invoice. I'm assuming that we're going to wrap everything up. And I'll use
307:14 to wrap everything up. And I'll use language like this. If that sounds good
307:15 language like this. If that sounds good to you, let me know and I'll wrap this
307:16 to you, let me know and I'll wrap this one up. Or I'll say, um, you know, if
307:18 one up. Or I'll say, um, you know, if there's nothing else, then let me know
307:19 there's nothing else, then let me know if you have any trouble paying the
307:20 if you have any trouble paying the invoice or or something of that nature.
307:22 invoice or or something of that nature. So, I will almost never say this because
307:25 So, I will almost never say this because I just don't want them to feel like they
307:26 I just don't want them to feel like they have to use the revision privileges. I
307:28 have to use the revision privileges. I don't want them to think, well, like,
307:29 don't want them to think, well, like, hm, I mean, the system's great. Yeah.
307:31 hm, I mean, the system's great. Yeah. And like I would have been fine with it,
307:32 And like I would have been fine with it, but I guess Nick wants me to make a
307:33 but I guess Nick wants me to make a revision request or something. I I don't
307:35 revision request or something. I I don't want any of that. I'd prefer that we
307:36 want any of that. I'd prefer that we just don't do revisions at all if I
307:38 just don't do revisions at all if I don't have to, cuz obviously, you know,
307:39 don't have to, cuz obviously, you know, it's my time that we're talking about.
307:41 it's my time that we're talking about. So, that's how I handle revisions. And
307:43 So, that's how I handle revisions. And then uh yeah, that last step here,
307:45 then uh yeah, that last step here, project delivery, right? If you followed
307:47 project delivery, right? If you followed every step that I've talked about here,
307:48 every step that I've talked about here, your service delivery is now better than
307:50 your service delivery is now better than the overwhelming majority of not just
307:52 the overwhelming majority of not just automation agencies, but like any
307:54 automation agencies, but like any business, right? God, you could apply
307:56 business, right? God, you could apply the same tips that I'm talking about
307:57 the same tips that I'm talking about here to like a landscaping company and
307:59 here to like a landscaping company and your landscaping retention, you know, on
308:02 your landscaping retention, you know, on future projects and stuff would go way
308:04 future projects and stuff would go way the hell up. Um, you can use this in
308:06 the hell up. Um, you can use this in literally any industry you want and you
308:08 literally any industry you want and you can crush. And I'm not saying that just
308:09 can crush. And I'm not saying that just to toot my own horn, but because I
308:11 to toot my own horn, but because I actually use the same approach in a
308:12 actually use the same approach in a number of different industries and it
308:13 number of different industries and it has crushed. Sweet. You now have the
308:15 has crushed. Sweet. You now have the complete client journey mastered from
308:16 complete client journey mastered from generating the lead to signing the deal
308:19 generating the lead to signing the deal to onboarding them and then delivering
308:21 to onboarding them and then delivering flawless projects, which you know, when
308:23 flawless projects, which you know, when you do all of this stuff right,
308:24 you do all of this stuff right, maximizes the probability that you'll be
308:26 maximizes the probability that you'll be able to get somebody on a repeat or
308:28 able to get somebody on a repeat or recurring subscription. And that's
308:29 recurring subscription. And that's awesome. But this is where most
308:30 awesome. But this is where most automation entrepreneurs start hitting a
308:32 automation entrepreneurs start hitting a wall. They figure this process out and
308:34 wall. They figure this process out and they start doing it well. And then after
308:35 they start doing it well. And then after that, they think that, okay, great. I've
308:37 that, they think that, okay, great. I've done this, but I can't do any more. I
308:38 done this, but I can't do any more. I can only handle three or four clients.
308:40 can only handle three or four clients. So, the only way to grow bigger is to
308:41 So, the only way to grow bigger is to hire more people. Then they start hiring
308:43 hire more people. Then they start hiring people, and then they have to deal with
308:44 people, and then they have to deal with a ton of headaches that come with it.
308:45 a ton of headaches that come with it. What if I told you there's a better way?
308:47 What if I told you there's a better way? You guys can scale to six figures while
308:48 You guys can scale to six figures while also staying lean and keeping all your
308:50 also staying lean and keeping all your freedom and also avoiding the management
308:51 freedom and also avoiding the management nightmare that kills the vast majority
308:52 nightmare that kills the vast majority of agencies. That's exactly what I'm
308:54 of agencies. That's exactly what I'm going to talk about right now. I want to
308:55 going to talk about right now. I want to reveal the exact framework that I used
308:57 reveal the exact framework that I used to scale my automation business to
308:58 to scale my automation business to $72,000 per month as a soloreneur. I had
309:01 $72,000 per month as a soloreneur. I had a VA, but for all intents and purposes,
309:03 a VA, but for all intents and purposes, I was doing the vast majority of the
309:04 I was doing the vast majority of the fulfillment. I actually think you can
309:06 fulfillment. I actually think you can squeeze this business model even
309:07 squeeze this business model even further, but we'll touch on that in the
309:08 further, but we'll touch on that in the course. We're going to cover how to
309:09 course. We're going to cover how to productize your services, automate your
309:11 productize your services, automate your own business processes, build
309:13 own business processes, build distribution systems that work while you
309:15 distribution systems that work while you sleep, and then choose business models
309:16 sleep, and then choose business models that scale without adding staff. Let's
309:18 that scale without adding staff. Let's do it. In this video, you're going to
309:20 do it. In this video, you're going to learn about revenue ceilings and how to
309:21 learn about revenue ceilings and how to maximize revenue per staff member.
309:24 maximize revenue per staff member. You're going to learn about
309:24 You're going to learn about productization, including how to break
309:26 productization, including how to break down any deliverable into components and
309:28 down any deliverable into components and my personal approach for that. I'm going
309:30 my personal approach for that. I'm going to teach you automation, how to use
309:31 to teach you automation, how to use machines to do your work instead of
309:33 machines to do your work instead of people. Then we're going to talk a
309:34 people. Then we're going to talk a little bit about distribution or how to
309:36 little bit about distribution or how to multiply your reach per unit time
309:38 multiply your reach per unit time invested. And lastly, I'm going to run
309:40 invested. And lastly, I'm going to run you through a few scalable business
309:41 you through a few scalable business models, including how to pick ones that
309:43 models, including how to pick ones that naturally let you grow without adding
309:44 naturally let you grow without adding headcount. If that sounds interesting to
309:46 headcount. If that sounds interesting to you guys, stay tuned and let's get into
309:47 you guys, stay tuned and let's get into it. All right, couple things I'm going
309:49 it. All right, couple things I'm going to show you in this video. I have a
309:50 to show you in this video. I have a couple diagrams. I have a slideshow. I'm
309:52 couple diagrams. I have a slideshow. I'm going to walk you through it step by
309:53 going to walk you through it step by step. But just before I get into it, I
309:54 step. But just before I get into it, I have to add my usual disclaimer. This is
309:56 have to add my usual disclaimer. This is just what's worked for me. I'm not
309:58 just what's worked for me. I'm not necessarily trying to prescribe anything
309:59 necessarily trying to prescribe anything for you. If I was a discerning viewer of
310:02 for you. If I was a discerning viewer of the Nicks arrive cornucopia of YouTube
310:04 the Nicks arrive cornucopia of YouTube content, I would take whatever makes
310:06 content, I would take whatever makes sense to me and then discard the rest.
310:08 sense to me and then discard the rest. I'm not going to do any gatekeeping. I'm
310:09 I'm not going to do any gatekeeping. I'm just going to show you everything that
310:10 just going to show you everything that you need in order to do the same
310:11 you need in order to do the same that I did. So, how to scale your
310:13 that I did. So, how to scale your business without adding staff. I put
310:15 business without adding staff. I put 100K a month here just cuz it's
310:16 100K a month here just cuz it's clickbait. But let's get into it. So,
310:18 clickbait. But let's get into it. So, first and foremost, everybody thinks
310:20 first and foremost, everybody thinks that you need to hire to grow. Uh but my
310:23 that you need to hire to grow. Uh but my secret sauce is that you don't. The
310:25 secret sauce is that you don't. The reason why is because we are quickly
310:26 reason why is because we are quickly entering an era where if you properly
310:29 entering an era where if you properly configure your tools and your business
310:32 configure your tools and your business infrastructure, those alone can do the
310:34 infrastructure, those alone can do the work of dozens of people without you
310:36 work of dozens of people without you needing to hire anyone. So, you can
310:38 needing to hire anyone. So, you can absolutely scale your company without
310:40 absolutely scale your company without adding headcount or by adding a very
310:43 adding headcount or by adding a very minimal amount of headcount. In this
310:45 minimal amount of headcount. In this video, we're going to cover that
310:46 video, we're going to cover that four-step framework uh that shows you
310:48 four-step framework uh that shows you how to do it. I'm going to cover uh
310:49 how to do it. I'm going to cover uh revenue ceiling or revenue per staff
310:51 revenue ceiling or revenue per staff member first and then I'm going to get
310:52 member first and then I'm going to get into how exactly to go about
310:53 into how exactly to go about establishing this framework and then
310:55 establishing this framework and then carrying it out. But this is the same
310:56 carrying it out. But this is the same framework that is currently being used
310:57 framework that is currently being used by thousands of people myself included
310:59 by thousands of people myself included to build high margin high revenue solo
311:01 to build high margin high revenue solo businesses. Usually in the past you kind
311:02 businesses. Usually in the past you kind of had to pick one, right? Either you
311:04 of had to pick one, right? Either you were high revenue or you were low
311:06 were high revenue or you were low revenue high margin. Well, now you can
311:07 revenue high margin. Well, now you can have both and there's no reason why not.
311:09 have both and there's no reason why not. So this applies to any digital business.
311:10 So this applies to any digital business. If you're running a physical business,
311:11 If you're running a physical business, it's a little bit more limited obviously
311:13 it's a little bit more limited obviously because I don't know if you're some HVAC
311:15 because I don't know if you're some HVAC guy. Uh it's going to be difficult to
311:16 guy. Uh it's going to be difficult to carry out the step-by-step process that
311:18 carry out the step-by-step process that I'm laying out in this video. I'm not
311:20 I'm laying out in this video. I'm not necessarily saying that if you run a
311:21 necessarily saying that if you run a physical services business or a physical
311:23 physical services business or a physical product business that you can't
311:24 product business that you can't implement these. I think you certainly
311:25 implement these. I think you certainly can. You're just going to have a harder
311:26 can. You're just going to have a harder time doing it and it's going to be a
311:27 time doing it and it's going to be a little bit less effective. A concept
311:29 little bit less effective. A concept that I want to cover just before we get
311:30 that I want to cover just before we get into things is that software and
311:32 into things is that software and artificial intelligence, you can kind of
311:34 artificial intelligence, you can kind of treat these as force multipliers. These
311:36 treat these as force multipliers. These are very similar if you guys like think
311:37 are very similar if you guys like think back to uh I don't know if you guys
311:39 back to uh I don't know if you guys learned this in high school I guess it
311:40 learned this in high school I guess it depends on where you are but like the
311:42 depends on where you are but like the force multipliers in in engineering like
311:43 force multipliers in in engineering like a lever right a lever is a force
311:45 a lever right a lever is a force multiplier or a screw is a force
311:47 multiplier or a screw is a force multiplier a wheel is uh in effort in
311:51 multiplier a wheel is uh in effort in essence some some type of leverage well
311:53 essence some some type of leverage well software and AI do the same thing except
311:55 software and AI do the same thing except instead of it being in the physical
311:56 instead of it being in the physical world it's kind of in the virtual world
311:58 world it's kind of in the virtual world and essentially they allow one person to
311:59 and essentially they allow one person to provide the output of many people so
312:01 provide the output of many people so your goal in scaling your business and
312:03 your goal in scaling your business and implementing what I'm about to show you
312:04 implementing what I'm about to show you is to increase the ceiling revenue that
312:07 is to increase the ceiling revenue that a single person can manage. What I mean
312:09 a single person can manage. What I mean by that is if a single person currently
312:11 by that is if a single person currently in your business can manage maybe $5,000
312:14 in your business can manage maybe $5,000 or so, if you implement the tips I'm
312:16 or so, if you implement the tips I'm going to show you, we'll be able to get
312:17 going to show you, we'll be able to get that higher to maybe 25,000, 30,000,
312:19 that higher to maybe 25,000, 30,000, 50,000,
312:21 50,000, 100,000. In addition, hiring people
312:23 100,000. In addition, hiring people includes many hidden costs and risks
312:25 includes many hidden costs and risks that usually aren't talked about, right?
312:27 that usually aren't talked about, right? you have tons of issues with hiring,
312:30 you have tons of issues with hiring, especially if you're looking to hire
312:31 especially if you're looking to hire employees, like onshore employees, and
312:33 employees, like onshore employees, and especially if you are in places where
312:35 especially if you are in places where legislation just just makes that really
312:37 legislation just just makes that really difficult, right? I don't want to be
312:38 difficult, right? I don't want to be super evil capitalist or anything like
312:40 super evil capitalist or anything like that, but I'm sure most of the people
312:41 that, but I'm sure most of the people watching this are business owners. So,
312:43 watching this are business owners. So, uh you know, I'm sure you all feel me
312:44 uh you know, I'm sure you all feel me when you know, you have to deal with
312:47 when you know, you have to deal with like certain probationary periods.
312:48 like certain probationary periods. Sometimes you have to deal with unions,
312:50 Sometimes you have to deal with unions, you have to deal with like termination
312:51 you have to deal with like termination pay, you have to do onboarding. Uh
312:53 pay, you have to do onboarding. Uh there's a certain number of sick days
312:54 there's a certain number of sick days you have to take, you have to give to
312:56 you have to take, you have to give to staff members. obviously have some base
312:57 staff members. obviously have some base compensation rules and whatnot. Well,
313:00 compensation rules and whatnot. Well, the really cool thing is software and
313:01 the really cool thing is software and machines, they don't require any of that
313:03 machines, they don't require any of that and neither does your business
313:04 and neither does your business infrastructure. So, there's near zero
313:06 infrastructure. So, there's near zero onboarding cost, there's near zero
313:08 onboarding cost, there's near zero training costs, there's near zero legal
313:09 training costs, there's near zero legal costs, right? Uh I mean, aside from
313:11 costs, right? Uh I mean, aside from clicking a terms and service button and
313:13 clicking a terms and service button and maybe some, I don't know, very unlikely
313:15 maybe some, I don't know, very unlikely disastrous things that occur with data.
313:17 disastrous things that occur with data. Uh realistically, you don't have to deal
313:19 Uh realistically, you don't have to deal with 99.9% of the you have to
313:20 with 99.9% of the you have to deal with when hiring people. And that's
313:22 deal with when hiring people. And that's that's my inspiration behind this.
313:24 that's my inspiration behind this. That's the inspiration behind the
313:25 That's the inspiration behind the framework and why I'm running my
313:26 framework and why I'm running my business the way that I am. And then my
313:28 business the way that I am. And then my last point is even if you do eventually
313:29 last point is even if you do eventually have to hire, why not just set your
313:31 have to hire, why not just set your business up in such a way that enables
313:33 business up in such a way that enables you to scale as much as you can before
313:34 you to scale as much as you can before you do so. So that when somebody
313:36 you do so. So that when somebody eventually does come in, well, guess
313:38 eventually does come in, well, guess what? Now, you know, you don't have to
313:40 what? Now, you know, you don't have to hire 20 people. You can just hire one,
313:42 hire 20 people. You can just hire one, right? You can pay a lot less money.
313:44 right? You can pay a lot less money. That person is hyper leveraged. You can
313:45 That person is hyper leveraged. You can do way more with it. Um, this is more or
313:48 do way more with it. Um, this is more or less my mindset. And the reason why I'm
313:49 less my mindset. And the reason why I'm telling this at the beginning of the
313:50 telling this at the beginning of the video is ju just so that we're all on
313:51 video is ju just so that we're all on the same page here. here. I don't want
313:52 the same page here. here. I don't want anybody being like, "Nick, what the
313:53 anybody being like, "Nick, what the hell? Why wouldn't you hire people? Why
313:55 hell? Why wouldn't you hire people? Why would you get a machine to do the work?"
313:57 would you get a machine to do the work?" Um, well, this is why right here. Okay.
313:59 Um, well, this is why right here. Okay. So, the very first and probably the most
314:01 So, the very first and probably the most important concept that we have to learn
314:02 important concept that we have to learn in order for the rest of this to make
314:03 in order for the rest of this to make sense is the revenue per staff member.
314:07 sense is the revenue per staff member. I've talked about this before in my
314:08 I've talked about this before in my videos and I've called this revenue per
314:10 videos and I've called this revenue per employee or RP. This is a pretty
314:13 employee or RP. This is a pretty standard metric in like business
314:15 standard metric in like business analysis. Basically, these analysts and
314:17 analysis. Basically, these analysts and these consultants come in and then they
314:19 these consultants come in and then they count up your total revenue for the year
314:21 count up your total revenue for the year usually and then the total number of
314:22 usually and then the total number of employees at your company and they just
314:24 employees at your company and they just divide the total revenue, say million
314:26 divide the total revenue, say million dollars, by the total number of
314:27 dollars, by the total number of employees, which is, I don't know, 100.
314:29 employees, which is, I don't know, 100. And then they figure out the uh I don't
314:31 And then they figure out the uh I don't know the revenue per staff member, which
314:33 know the revenue per staff member, which is $10,000. $10,000 per year per staff
314:36 is $10,000. $10,000 per year per staff member is And if your company is,
314:38 member is And if your company is, you know, an RP of that, then obviously
314:40 you know, an RP of that, then obviously you're doing something wrong. Unless
314:41 you're doing something wrong. Unless you're at like some I guess startup and
314:43 you're at like some I guess startup and you're not making any money, but you're
314:44 you're not making any money, but you're fundraising or whatnot. But I'm I'm I'm
314:46 fundraising or whatnot. But I'm I'm I'm assuming none of you guys run startups
314:48 assuming none of you guys run startups here. I'm assuming we're all just like
314:49 here. I'm assuming we're all just like bootstrapping agencies or service
314:50 bootstrapping agencies or service businesses. So, I'm taking this one step
314:52 businesses. So, I'm taking this one step further and I'm calling this a revenue
314:54 further and I'm calling this a revenue per staff member just because this
314:55 per staff member just because this reflects I think a little bit better the
314:57 reflects I think a little bit better the modern hiring environment. We're not all
314:59 modern hiring environment. We're not all hiring employees anymore. We hire uh
315:01 hiring employees anymore. We hire uh contractors. Sometimes we hire like uh I
315:04 contractors. Sometimes we hire like uh I don't know like flex workers. Sometimes
315:06 don't know like flex workers. Sometimes we have VAS and stuff like that.
315:08 we have VAS and stuff like that. This is just a more comprehensive term
315:11 This is just a more comprehensive term that I'm just taking to mean the revenue
315:13 that I'm just taking to mean the revenue of your company divided by the total
315:14 of your company divided by the total number of people that you interact with
315:15 number of people that you interact with on a regular basis. Now, if you're a
315:17 on a regular basis. Now, if you're a soloreneur like me, you can also think
315:19 soloreneur like me, you can also think of this as how much economic value alone
315:22 of this as how much economic value alone can I create, right, with just myself
315:24 can I create, right, with just myself before I add anybody else to my
315:26 before I add anybody else to my business. And this is important for me
315:28 business. And this is important for me because I'm I'm always trying to
315:29 because I'm I'm always trying to optimize this. And this is where systems
315:30 optimize this. And this is where systems and tools, artificial intelligence, and
315:32 and tools, artificial intelligence, and the software approaches I'm going to
315:33 the software approaches I'm going to talk about in a minute get into. This is
315:35 talk about in a minute get into. This is typically the way that most businesses
315:36 typically the way that most businesses work. Like most people will begin
315:38 work. Like most people will begin service businesses organically, right?
315:40 service businesses organically, right? Let's say you start, I don't know, you
315:41 Let's say you start, I don't know, you start like doing some design. You're a
315:43 start like doing some design. You're a great designer. You've worked at a bunch
315:44 great designer. You've worked at a bunch of other agencies or something. You're
315:45 of other agencies or something. You're like, "You know what? I don't get paid
315:46 like, "You know what? I don't get paid enough at this damn company. I'm going
315:48 enough at this damn company. I'm going to branch out on my own and I'm going to
315:49 to branch out on my own and I'm going to become my own designer and make way more
315:51 become my own designer and make way more money." So, you're a specialist, right?
315:53 money." So, you're a specialist, right? Naturally, you're going to do the vast
315:54 Naturally, you're going to do the vast majority of the work yourself because
315:55 majority of the work yourself because that's sort of like your key value prop.
315:57 that's sort of like your key value prop. It's like, "Hey, I'm amazing at this and
315:59 It's like, "Hey, I'm amazing at this and I'm going to deal with you personally
316:00 I'm going to deal with you personally and I'm going to take care of it fast.
316:01 and I'm going to take care of it fast. I'm going to have low turnaround times,
316:03 I'm going to have low turnaround times, right?" This is sort of like the way
316:04 right?" This is sort of like the way that a freelancer um um starts becoming
316:07 that a freelancer um um starts becoming an agency and scales. So eventually you
316:09 an agency and scales. So eventually you hit a point where you're juggling so
316:10 hit a point where you're juggling so much that you get diminishing returns on
316:12 much that you get diminishing returns on any additional time that you spend. So
316:14 any additional time that you spend. So naturally, you know, you see a bunch of
316:16 naturally, you know, you see a bunch of business gurus talking about this
316:17 business gurus talking about this all the time. They're like, "Hire, hire,
316:18 all the time. They're like, "Hire, hire, hire, delegate, delegate, delegate."
316:20 hire, delegate, delegate, delegate." You're like, "All right, cool. Well, why
316:21 You're like, "All right, cool. Well, why don't I delegate my work then? That's
316:22 don't I delegate my work then? That's kind of the next step that I have to
316:24 kind of the next step that I have to take in order to grow." Now, if you
316:26 take in order to grow." Now, if you think about it, up until this point, the
316:28 think about it, up until this point, the amount of money that a single specialist
316:30 amount of money that a single specialist can handle in a company is, and this is
316:32 can handle in a company is, and this is a very high estimate here, but maybe
316:35 a very high estimate here, but maybe it's $15,000 or $20,000 per month. Like,
316:37 it's $15,000 or $20,000 per month. Like, if you got your together, you
316:38 if you got your together, you already understand some of these
316:39 already understand some of these systems. You lay out your work in like
316:41 systems. You lay out your work in like an efficient way. Maybe at the high end,
316:43 an efficient way. Maybe at the high end, you can make like 15 grand, 20 grand a
316:45 you can make like 15 grand, 20 grand a month. And that's with like great
316:46 month. And that's with like great products, great services. And that's
316:48 products, great services. And that's also with you working yourself like a
316:49 also with you working yourself like a dog. This is the definition of working
316:51 dog. This is the definition of working for yourself, being self-employed. you
316:53 for yourself, being self-employed. you know, you're doing you're doing a ton
316:55 know, you're doing you're doing a ton arduously uh and you're you're working
316:56 arduously uh and you're you're working some incredible hours. So, you're at 15.
316:58 some incredible hours. So, you're at 15. Let's just say you're at $20,000 a month
317:00 Let's just say you're at $20,000 a month just for simplicity's purpose, okay? But
317:02 just for simplicity's purpose, okay? But then you hire somebody and maybe you
317:03 then you hire somebody and maybe you hire like some designer or something
317:05 hire like some designer or something like help you out with some work. Well,
317:06 like help you out with some work. Well, now what you've done is you've taken
317:07 now what you've done is you've taken your revenue per staff member which was
317:09 your revenue per staff member which was previously, you know, that $15 to
317:10 previously, you know, that $15 to $20,000 and you've divided it by two.
317:13 $20,000 and you've divided it by two. Okay? So, now your RPS is half. Now, the
317:16 Okay? So, now your RPS is half. Now, the reason why you hired is logically you
317:18 reason why you hired is logically you were like, well, I can only do $15 or
317:19 were like, well, I can only do $15 or $20,000 of work myself. So maybe if I
317:21 $20,000 of work myself. So maybe if I hire somebody else, I'll be able to do
317:22 hire somebody else, I'll be able to do 30 or $40,000 of work, right? But the
317:24 30 or $40,000 of work, right? But the unfortunate thing is you are rarely able
317:27 unfortunate thing is you are rarely able to scale to twice your size by hiring
317:30 to scale to twice your size by hiring twice as many people. And I' I' I'd go
317:32 twice as many people. And I' I' I'd go as far as to say that's almost like a
317:34 as far as to say that's almost like a rule of service businesses. With every
317:37 rule of service businesses. With every individual person you add, and I'm going
317:39 individual person you add, and I'm going to show you guys this in a second, but
317:40 to show you guys this in a second, but with every individual person you add,
317:42 with every individual person you add, your revenue per staff member tends to
317:43 your revenue per staff member tends to go down. And there are a couple reasons
317:45 go down. And there are a couple reasons for that. So, you know, think about it.
317:47 for that. So, you know, think about it. You scale your agency and now you're
317:48 You scale your agency and now you're making $60,000 a month, right? You got
317:50 making $60,000 a month, right? You got five hires, you got a couple designers,
317:52 five hires, you got a couple designers, maybe you have some marketing guy to
317:53 maybe you have some marketing guy to help you out. Maybe you have a
317:54 help you out. Maybe you have a salesperson and you know, maybe a few
317:56 salesperson and you know, maybe a few more people than you. And you might be
317:58 more people than you. And you might be making $60,000 a month. But just do the
317:59 making $60,000 a month. But just do the math. At $60,000 a month, if you divide
318:01 math. At $60,000 a month, if you divide that by the total number of people
318:02 that by the total number of people working in your company, well, now the
318:04 working in your company, well, now the revenue per staff member has gone down
318:05 revenue per staff member has gone down from uh you know what it was before,
318:07 from uh you know what it was before, let's say 15 or 20k to $12,000, which is
318:10 let's say 15 or 20k to $12,000, which is I mean that's almost like half the RPS,
318:12 I mean that's almost like half the RPS, right? So the goal here is obviously to
318:16 right? So the goal here is obviously to maximize our RPS. What's the solution to
318:18 maximize our RPS. What's the solution to do it and how can you do so? And I have
318:20 do it and how can you do so? And I have sort of like a two-pronged approach. The
318:22 sort of like a two-pronged approach. The first is is systems and the second is
318:24 first is is systems and the second is software. And both systems and software
318:26 software. And both systems and software laid out intelligently will allow you to
318:27 laid out intelligently will allow you to increase your revenue ceiling. And then
318:29 increase your revenue ceiling. And then you as an individual before you get to
318:31 you as an individual before you get to the point where you're thinking of
318:32 the point where you're thinking of hiring, right? Instead of you hitting
318:33 hiring, right? Instead of you hitting that camp of 15 20k a month, you're
318:35 that camp of 15 20k a month, you're making good money, but you're being
318:36 making good money, but you're being worked like a dog. Maybe you can make 30
318:38 worked like a dog. Maybe you can make 30 or $40,000 a month. And then maybe
318:40 or $40,000 a month. And then maybe instead of you being worked like a dog,
318:41 instead of you being worked like a dog, you can work at half capacity. If I'm
318:43 you can work at half capacity. If I'm being honest, this is what the vast
318:44 being honest, this is what the vast majority of people that are probably
318:45 majority of people that are probably watching my content right now want. You
318:47 watching my content right now want. You want to have a super high income without
318:50 want to have a super high income without necessarily having to compromise on your
318:51 necessarily having to compromise on your lifestyle too much. You But you also
318:53 lifestyle too much. You But you also want to be good at what you do and you
318:54 want to be good at what you do and you want to be able to provide like a a
318:55 want to be able to provide like a a great service, right? You want to be
318:57 great service, right? You want to be able to provide security for your
318:58 able to provide security for your family. You want to be able to, I don't
318:59 family. You want to be able to, I don't know, get the latest Apple Watch or
319:00 know, get the latest Apple Watch or whatever the hell. You don't necessarily
319:02 whatever the hell. You don't necessarily want to do so strung out with 20
319:04 want to do so strung out with 20 employees that you're managing, you
319:05 employees that you're managing, you know, under an incredible amount of
319:06 know, under an incredible amount of stress. So, you know, the solarpreneur
319:08 stress. So, you know, the solarpreneur lifestyle for me is super high ROI
319:11 lifestyle for me is super high ROI personally. And you know, I I've
319:12 personally. And you know, I I've implemented systems that I'm about to
319:13 implemented systems that I'm about to show you that have enabled me to do
319:15 show you that have enabled me to do this. Okay. So, just before we proceed,
319:17 this. Okay. So, just before we proceed, let me just like kind of let me just
319:18 let me just like kind of let me just show you what the I guess relationship
319:20 show you what the I guess relationship looks like between the size of an agency
319:22 looks like between the size of an agency and then your revenue per staff member
319:24 and then your revenue per staff member generally speaking. So, let's pretend
319:27 generally speaking. So, let's pretend that you are starting at the start line
319:28 that you are starting at the start line here. Your revenue per staff member is
319:30 here. Your revenue per staff member is pretty high. Okay, you are I don't know.
319:33 pretty high. Okay, you are I don't know. Can I draw on this puppy? Oh, hell yeah,
319:35 Can I draw on this puppy? Oh, hell yeah, I can draw on this puppy. I don't like
319:36 I can draw on this puppy. I don't like how this like automatically turns into a
319:38 how this like automatically turns into a circle, though.
319:40 circle, though. All right, whatever. Um, anyway, so at
319:42 All right, whatever. Um, anyway, so at the very top here, your revenue per
319:43 the very top here, your revenue per staff member is pretty big, right? The
319:45 staff member is pretty big, right? The second that you make that first hire, it
319:47 second that you make that first hire, it starts plummeting. The reason why it
319:49 starts plummeting. The reason why it starts plummeting is, well, now that you
319:51 starts plummeting is, well, now that you have another person, you can't contain
319:53 have another person, you can't contain all of the work in your head anymore.
319:55 all of the work in your head anymore. There's some information that you know
319:57 There's some information that you know that your staff member doesn't know. And
319:58 that your staff member doesn't know. And so, you need to communicate that. Well,
320:00 so, you need to communicate that. Well, guess what? Any time spent communicating
320:02 guess what? Any time spent communicating is time spent not doing the thing. And
320:04 is time spent not doing the thing. And so, you start accumulating communication
320:06 so, you start accumulating communication costs. That's number one. Number two,
320:09 costs. That's number one. Number two, because of these communication costs and
320:11 because of these communication costs and because of miscommunications, you
320:13 because of miscommunications, you substantially improve or increase rather
320:16 substantially improve or increase rather uh the number of uh mistakes that you're
320:18 uh the number of uh mistakes that you're making. Okay, you're no longer like the
320:20 making. Okay, you're no longer like the sole service professional. This person
320:22 sole service professional. This person might not know everything that you know,
320:23 might not know everything that you know, right? So now you have some mistakes in
320:25 right? So now you have some mistakes in place. In addition, one thing that I
320:27 place. In addition, one thing that I didn't mention here was you also have to
320:29 didn't mention here was you also have to do training, right? If you want this
320:31 do training, right? If you want this person to learn your process as well as
320:33 person to learn your process as well as you know it or be able to replicate it
320:35 you know it or be able to replicate it to some reasonable percentage maybe 80%.
320:37 to some reasonable percentage maybe 80%. Well you need to train them and any time
320:38 Well you need to train them and any time spent training them is time not spent
320:40 spent training them is time not spent doing the work right. So uh in addition
320:42 doing the work right. So uh in addition to that you have like some group think
320:44 to that you have like some group think in larger companies larger companies
320:45 in larger companies larger companies tend to be able to make less ideal
320:47 tend to be able to make less ideal decisions simply because of a human bias
320:49 decisions simply because of a human bias known as group think where we tend to
320:50 known as group think where we tend to agree with decisions for appearance more
320:53 agree with decisions for appearance more so than for uh you know correctness. Um
320:56 so than for uh you know correctness. Um and then you know there also some social
320:57 and then you know there also some social issues. Sometimes Betty at the front
320:59 issues. Sometimes Betty at the front desk hates Stephanie in the back or some
321:01 desk hates Stephanie in the back or some or Tom is angry at Jerry. Uh
321:05 or Tom is angry at Jerry. Uh anyway, the point that I'm making is
321:06 anyway, the point that I'm making is every single additional staff member you
321:08 every single additional staff member you hire, you're going to have some issues,
321:09 hire, you're going to have some issues, right? Um and your RPS is going to go
321:11 right? Um and your RPS is going to go down because less a smaller fraction of
321:13 down because less a smaller fraction of the total time of every single person
321:15 the total time of every single person and total mental effort is going to be
321:16 and total mental effort is going to be spent actually delivering the service
321:18 spent actually delivering the service that provides you money. So I say that
321:20 that provides you money. So I say that it sort of plateaus here. Well, that's
321:22 it sort of plateaus here. Well, that's just because you know the marginal
321:23 just because you know the marginal additional person at the at an agency
321:25 additional person at the at an agency size of I don't know like 100 plus um
321:27 size of I don't know like 100 plus um you know the effect on your RPS becomes
321:28 you know the effect on your RPS becomes really really small but I don't know
321:30 really really small but I don't know maybe it still goes down just a tiny
321:31 maybe it still goes down just a tiny bit. Um and you can imagine this sort of
321:33 bit. Um and you can imagine this sort of just proceeding for infinity. So I I
321:36 just proceeding for infinity. So I I show that to you just so you understand
321:37 show that to you just so you understand the factors at play here and so you
321:39 the factors at play here and so you understand why we should get away from
321:41 understand why we should get away from hiring people being our first solution
321:42 hiring people being our first solution to you know constraint issues and we
321:44 to you know constraint issues and we should focus instead on this four-step
321:47 should focus instead on this four-step framework. Now, I'm going to start us
321:49 framework. Now, I'm going to start us off with step number one, which is
321:50 off with step number one, which is productizing what you can and then
321:53 productizing what you can and then noting what you can't. We're going to
321:55 noting what you can't. We're going to take the stuff that you can't. We're
321:56 take the stuff that you can't. We're going to move it to the next step. I've
321:58 going to move it to the next step. I've added some revenue ceiling estimates
322:00 added some revenue ceiling estimates here. These are totally rough. I mean,
322:02 here. These are totally rough. I mean, you know, these are just based off of my
322:03 you know, these are just based off of my uh experience in agencies. I've worked
322:05 uh experience in agencies. I've worked with obviously several dozen well I
322:07 with obviously several dozen well I guess now over a thousand agencies if
322:08 guess now over a thousand agencies if you count all my communities. So, I I
322:10 you count all my communities. So, I I tend to know what the revenue ceilings
322:11 tend to know what the revenue ceilings of agencies are uh are sort of
322:13 of agencies are uh are sort of intuitively. Um, I'm saying 20 to
322:15 intuitively. Um, I'm saying 20 to $30,000 a month per person if you
322:17 $30,000 a month per person if you productize your operations effectively.
322:19 productize your operations effectively. And I also I'm going to provide a quick
322:21 And I also I'm going to provide a quick example of businesses that I think have
322:22 example of businesses that I think have done a really good job of this. Um, and
322:24 done a really good job of this. Um, and the the business here that I'm going to
322:26 the the business here that I'm going to talk about is Fat Joe. So these guys are
322:27 talk about is Fat Joe. So these guys are like an SEO platform. They provide tons
322:30 like an SEO platform. They provide tons of services. I mean, if we just go down
322:31 of services. I mean, if we just go down here, you guys will see link building,
322:33 here, you guys will see link building, digital PR, SEO, content writing, design
322:35 digital PR, SEO, content writing, design and video, blogger outreach, PR
322:36 and video, blogger outreach, PR campaigns, niche ads. Um, I'm friends
322:38 campaigns, niche ads. Um, I'm friends with the with the founder and
322:40 with the with the founder and essentially the reason I bring this up
322:41 essentially the reason I bring this up is because these guys have done a
322:43 is because these guys have done a fantastic job at at at building a
322:45 fantastic job at at at building a business around this principle that I'm
322:47 business around this principle that I'm about to talk about, which is
322:48 about to talk about, which is productization. If you want, you know,
322:51 productization. If you want, you know, uh, uh, link building services or SEO
322:54 uh, uh, link building services or SEO services from
322:55 services from them, they know in advance exactly what
322:59 them, they know in advance exactly what margin, exactly what percentage they're
323:01 margin, exactly what percentage they're going to make on this. They have
323:02 going to make on this. They have checklists over checklists of every step
323:05 checklists over checklists of every step involved in that link building process
323:08 involved in that link building process and they could basically at this point
323:10 and they could basically at this point hand off that job to a monkey and it's
323:12 hand off that job to a monkey and it's so granular and so step by step that
323:14 so granular and so step by step that that monkey would still probably do a
323:16 that monkey would still probably do a pretty reasonable job. I'm not I'm not
323:18 pretty reasonable job. I'm not I'm not saying their staff members are monkeys
323:19 saying their staff members are monkeys anything. I'm just saying that they're
323:20 anything. I'm just saying that they're very very good at designing the
323:22 very very good at designing the infrastructure behind a productized
323:24 infrastructure behind a productized business. So um productization if I just
323:26 business. So um productization if I just zoom out a little bit is just breaking
323:28 zoom out a little bit is just breaking down what your business does into
323:29 down what your business does into concrete deliverables. Okay,
323:31 concrete deliverables. Okay, deliverables are what the customer or
323:32 deliverables are what the customer or client sees, not necessarily what goes
323:34 client sees, not necessarily what goes into it, but just like the actual end
323:35 into it, but just like the actual end result. Um, and then what you do is you
323:37 result. Um, and then what you do is you take these deliverables, then you break
323:39 take these deliverables, then you break those deliverables a little bit further
323:40 those deliverables a little bit further down into the steps needed to produce
323:42 down into the steps needed to produce them. And then once you have those
323:43 them. And then once you have those steps, then you can break them further
323:44 steps, then you can break them further down into little checklist items. Once
323:46 down into little checklist items. Once you have those checklist items, you can
323:47 you have those checklist items, you can break them further down into inputs and
323:48 break them further down into inputs and outputs. So, here's a quick example of
323:50 outputs. So, here's a quick example of how you might productize a simple
323:52 how you might productize a simple marketing services company. Okay? Let's
323:54 marketing services company. Okay? Let's say you run a run-of-the-mill marketing
323:55 say you run a run-of-the-mill marketing agency. you provide PDFs uh uh I don't
323:58 agency. you provide PDFs uh uh I don't know you provide like PPC campaigns uh
324:00 know you provide like PPC campaigns uh you provide like marketing general like
324:02 you provide like marketing general like a local marketing services you provide
324:04 a local marketing services you provide some type of like SEO anyway uh what you
324:07 some type of like SEO anyway uh what you do is you take those service and you
324:08 do is you take those service and you break them down into specific
324:09 break them down into specific deliverables what is it exactly that the
324:11 deliverables what is it exactly that the customer is getting a certain number of
324:12 customer is getting a certain number of links probably right just as the fat
324:14 links probably right just as the fat show example showed a minute ago you're
324:16 show example showed a minute ago you're probably giving them some reports you're
324:18 probably giving them some reports you're probably giving them maybe like a
324:19 probably giving them maybe like a website you're spinning up for them
324:20 website you're spinning up for them maybe you're giving them some PPC
324:22 maybe you're giving them some PPC campaigns in their Google ads manager
324:23 campaigns in their Google ads manager right um basically take all of the
324:26 right um basically take all of the services that you're providing and then
324:27 services that you're providing and then break them down into their specific
324:29 break them down into their specific deliverables. The products that the
324:31 deliverables. The products that the customer is basically buying from you.
324:33 customer is basically buying from you. Now, once you have these deliverables,
324:35 Now, once you have these deliverables, deconstruct each deliverable into its
324:37 deconstruct each deliverable into its components. Quick example here is let's
324:39 components. Quick example here is let's say PPC campaign is one of your
324:40 say PPC campaign is one of your deliverables. This is in one of your
324:42 deliverables. This is in one of your packages that you sell. Well, if you
324:43 packages that you sell. Well, if you think about it logically, like what is a
324:45 think about it logically, like what is a PPC campaign? A PPC campaign is where
324:48 PPC campaign? A PPC campaign is where you take ad copy and then ad creative
324:52 you take ad copy and then ad creative and then you upload it to I don't know
324:54 and then you upload it to I don't know Google Ads Manager or something like
324:55 Google Ads Manager or something like that. That's typically like like that's
324:58 that. That's typically like like that's the component that goes into the service
325:00 the component that goes into the service that you're providing, right? So if we
325:01 that you're providing, right? So if we just if we just try and get a microscope
325:03 just if we just try and get a microscope and we zoom way in on that product, what
325:05 and we zoom way in on that product, what goes into it are let's say three ad
325:07 goes into it are let's say three ad creatives and three ad copy variants
325:08 creatives and three ad copy variants hypothetically, right? However many ad
325:10 hypothetically, right? However many ad creatives or ad copy variants they are.
325:12 creatives or ad copy variants they are. What you do is you repeat this process
325:13 What you do is you repeat this process until you have all of the parts of the
325:15 until you have all of the parts of the entire service suite that you're
325:17 entire service suite that you're providing. So if you think about it, you
325:19 providing. So if you think about it, you know, your ad copy, right, that
325:21 know, your ad copy, right, that deliverable or that component might have
325:23 deliverable or that component might have a couple components in and of itself.
325:24 a couple components in and of itself. Maybe ad creative or sorry, ad copy is
325:26 Maybe ad creative or sorry, ad copy is composed of a headline and then it's
325:27 composed of a headline and then it's composed of some body text, right? Um,
325:29 composed of some body text, right? Um, and each of these may have some
325:30 and each of these may have some character limits. So if you're doing
325:32 character limits. So if you're doing Google, maybe it's different than
325:33 Google, maybe it's different than Facebook, right? You have to get very
325:35 Facebook, right? You have to get very granular here in order to productize
325:36 granular here in order to productize properly. But the point is you are
325:37 properly. But the point is you are deconstructing what makes your business
325:39 deconstructing what makes your business or your service tick. Once you've
325:41 or your service tick. Once you've defined all of these explicitly, what
325:43 defined all of these explicitly, what you do is you create a step-by-step
325:45 you do is you create a step-by-step guide or an SOP, standard operating
325:47 guide or an SOP, standard operating procedure on how you would define or how
325:50 procedure on how you would define or how you would deliver this thing, assuming
325:52 you would deliver this thing, assuming that you had no knowledge, assuming that
325:53 that you had no knowledge, assuming that you were basically just starting at the
325:55 you were basically just starting at the at the very start line. The reason why
325:56 at the very start line. The reason why you do it this way, well, it's twofold.
325:59 you do it this way, well, it's twofold. I'll I'll talk about one of the reasons
326:00 I'll I'll talk about one of the reasons why, which is because you can start
326:02 why, which is because you can start automating it. Um, but the reason why
326:03 automating it. Um, but the reason why you do it this way is by assuming zero
326:05 you do it this way is by assuming zero knowledge, you start thinking and
326:07 knowledge, you start thinking and explicitly defining all the knowledge
326:08 explicitly defining all the knowledge that goes into this thing. And the
326:10 that goes into this thing. And the second that you know that you start you
326:12 second that you know that you start you basically lay out all the resources that
326:13 basically lay out all the resources that you need uh to automate uh you know to
326:16 you need uh to automate uh you know to to delegate more effectively to
326:18 to delegate more effectively to basically turn this whole thing on
326:19 basically turn this whole thing on autopilot. Now is there something that
326:21 autopilot. Now is there something that you can't productize? Cuz sometimes
326:23 you can't productize? Cuz sometimes there are things that you can't
326:24 there are things that you can't productize. If something does require an
326:26 productize. If something does require an incredible amount of knowhow if it's
326:27 incredible amount of knowhow if it's some deep business consultation or
326:29 some deep business consultation or something like that if it requires a
326:30 something like that if it requires a laborious number of personal hours.
326:32 laborious number of personal hours. Sometimes you know you can't actually
326:34 Sometimes you know you can't actually productize a service. And that's okay.
326:36 productize a service. And that's okay. All I want you to do is just make a note
326:38 All I want you to do is just make a note of what that is. then move on to the
326:39 of what that is. then move on to the next step. So, if you're watching this
326:42 next step. So, if you're watching this right now, like I want you to get as
326:43 right now, like I want you to get as much value out of what I'm talking about
326:44 much value out of what I'm talking about as humanly possible. So, if you run a
326:47 as humanly possible. So, if you run a business, I highly encourage you to
326:48 business, I highly encourage you to actually pause the video and at least
326:50 actually pause the video and at least just give it 30 seconds to a minute of
326:52 just give it 30 seconds to a minute of thought. Run through the services that
326:53 thought. Run through the services that you're providing in your company and
326:55 you're providing in your company and just say, hm, okay, so I do provide
326:57 just say, hm, okay, so I do provide three or four services. How do I break
326:59 three or four services. How do I break those down into deliverables? Well, I
327:00 those down into deliverables? Well, I guess I provide, I don't know, SEO
327:02 guess I provide, I don't know, SEO services. So, that includes link
327:03 services. So, that includes link building and then that includes some
327:05 building and then that includes some marketing report and then that includes
327:06 marketing report and then that includes some website CRO. Well, what what what
327:08 some website CRO. Well, what what what do each of those include? I just want
327:10 do each of those include? I just want you to do this thought experiment
327:11 you to do this thought experiment because it's going to make this next
327:12 because it's going to make this next step a lot more valuable. If you don't
327:14 step a lot more valuable. If you don't yet run an agency or anything like that,
327:15 yet run an agency or anything like that, that's okay. We can just move on right
327:17 that's okay. We can just move on right away. But just keep this in mind as you
327:18 away. But just keep this in mind as you are designing your products or services.
327:19 are designing your products or services. It's going to make the rest of your life
327:21 It's going to make the rest of your life really easy. Like I wish I did this with
327:22 really easy. Like I wish I did this with my first couple agencies. I would have
327:24 my first couple agencies. I would have crushed it and I would had to spend way
327:26 crushed it and I would had to spend way less time and energy in it. So step two
327:29 less time and energy in it. So step two is we have all of those productizable,
327:31 is we have all of those productizable, you know, steps, right? And then we have
327:32 you know, steps, right? And then we have a couple things that we can't. Step two
327:34 a couple things that we can't. Step two is well now we can automate all of those
327:36 is well now we can automate all of those things that have those step-by-step
327:37 things that have those step-by-step guides and that are very clearly
327:39 guides and that are very clearly definable um and that you can do with
327:41 definable um and that you can do with zero knowledge and the things that we
327:42 zero knowledge and the things that we can't we're going to optimize.
327:44 can't we're going to optimize. Productization by itself is already
327:46 Productization by itself is already massive leverage. But if you automate
327:48 massive leverage. But if you automate steps within the product and you don't
327:50 steps within the product and you don't have to automate all of it you can just
327:51 have to automate all of it you can just automate specific steps right like in
327:53 automate specific steps right like in our ad copy example which I'm going to
327:55 our ad copy example which I'm going to talk about. Maybe you can't automate the
327:56 talk about. Maybe you can't automate the creative because your creative is just
327:58 creative because your creative is just it's just a little too high quality for
327:59 it's just a little too high quality for machines right now. But you can
328:00 machines right now. But you can certainly automate your ad copy, right?
328:02 certainly automate your ad copy, right? The only reason why you know that you
328:03 The only reason why you know that you can do that is because you've since
328:05 can do that is because you've since broken everything down into very
328:06 broken everything down into very specific deliverables. Um but now you
328:08 specific deliverables. Um but now you know if you think about it if ad copy is
328:10 know if you think about it if ad copy is half the work, ad creatives half the
328:11 half the work, ad creatives half the work, you've just automated half of that
328:12 work, you've just automated half of that project, right? You've essentially
328:14 project, right? You've essentially doubled the leverage. You've doubled the
328:16 doubled the leverage. You've doubled the revenue per employee or revenue per
328:18 revenue per employee or revenue per staff member by automating 50% of that
328:21 staff member by automating 50% of that deliverable. So I talk here about a
328:23 deliverable. So I talk here about a revenue ceiling. At this point I'm
328:25 revenue ceiling. At this point I'm saying it's about $50 to $100,000 per
328:26 saying it's about $50 to $100,000 per month per person. A good example of this
328:28 month per person. A good example of this is design joy. Now, Design Joy doesn't
328:30 is design joy. Now, Design Joy doesn't just automate everything. I mean, this
328:32 just automate everything. I mean, this is an actual designer, but the way that
328:34 is an actual designer, but the way that he automates things, and I think Brett
328:36 he automates things, and I think Brett makes like 100 to 140K a month. So, I
328:38 makes like 100 to 140K a month. So, I mean, he's a total solarreneur as well.
328:40 mean, he's a total solarreneur as well. The way that he does things is his
328:42 The way that he does things is his automation is templates. So, he has a
328:44 automation is templates. So, he has a massive library of I imagine hundreds of
328:47 massive library of I imagine hundreds of highquality templates of every
328:50 highquality templates of every conceivable variation. And when a client
328:52 conceivable variation. And when a client makes a request for a new design, he
328:54 makes a request for a new design, he thinks to himself, hm, what template is
328:56 thinks to himself, hm, what template is closest to what the client wants? you
328:58 closest to what the client wants? you know, I've already spent all the time
329:00 know, I've already spent all the time and effort building these templates.
329:01 and effort building these templates. Their design is really clean. The
329:03 Their design is really clean. The spacing is perfect. I don't have to like
329:04 spacing is perfect. I don't have to like reinvent the freaking wheel here. So,
329:05 reinvent the freaking wheel here. So, let me just pick something that's really
329:07 let me just pick something that's really close. Then he picks a really, really
329:09 close. Then he picks a really, really high quality template. And the thing
329:10 high quality template. And the thing about this templating feature is the
329:12 about this templating feature is the template is 80% of the way there, right?
329:14 template is 80% of the way there, right? So, that means that the distance that
329:15 So, that means that the distance that Brett has to travel between 80% and
329:18 Brett has to travel between 80% and 100%, that's just 20%. If you think
329:20 100%, that's just 20%. If you think about it, 100% divided by 20%, that's 5x
329:23 about it, 100% divided by 20%, that's 5x leverage. So he just increased his
329:25 leverage. So he just increased his revenue or his uh his revenue per staff
329:27 revenue or his uh his revenue per staff or his leverage by five times by using
329:29 or his leverage by five times by using templates. So you don't necessarily have
329:31 templates. So you don't necessarily have to automate things in the traditional
329:32 to automate things in the traditional term. I know a lot of my viewers are
329:34 term. I know a lot of my viewers are probably automation agencies or
329:35 probably automation agencies or automation freelancers. But you know
329:36 automation freelancers. But you know understanding the principles here which
329:38 understanding the principles here which is just leverage you know goes a long
329:40 is just leverage you know goes a long way. So anyh who, uh, this is Brett's
329:42 way. So anyh who, uh, this is Brett's business. As I mentioned, he does a ton
329:43 business. As I mentioned, he does a ton of money, and the guy's pretty funny to
329:45 of money, and the guy's pretty funny to follow on Twitter, although I think
329:46 follow on Twitter, although I think recently he's gotten into some spats,
329:47 recently he's gotten into some spats, which I may have had to temporarily mute
329:49 which I may have had to temporarily mute him for, but uh, you can make a fair
329:51 him for, but uh, you can make a fair amount of money, and your revenue
329:52 amount of money, and your revenue sinking can be pretty high if you follow
329:53 sinking can be pretty high if you follow what I'm about to show you. So, here's
329:56 what I'm about to show you. So, here's another example of how to automate the
329:57 another example of how to automate the productized marketing services that we
329:59 productized marketing services that we just generated in the previous step.
330:01 just generated in the previous step. Number one is we're going to take all
330:03 Number one is we're going to take all the step-by-step guides you created
330:04 the step-by-step guides you created before. And the next thing is we're just
330:06 before. And the next thing is we're just going to ask ourselves, can a machine do
330:08 going to ask ourselves, can a machine do 80% or more of this if properly
330:11 80% or more of this if properly instructed? My rule is 80% or more. I
330:13 instructed? My rule is 80% or more. I never try to do 100% because
330:15 never try to do 100% because realistically machines can very rarely
330:17 realistically machines can very rarely do 100% of your job right now. They're
330:19 do 100% of your job right now. They're quickly getting to the point where they
330:20 quickly getting to the point where they can do 100% of small little things and
330:22 can do 100% of small little things and eventually we'll piece those small
330:23 eventually we'll piece those small little things together and get the big
330:25 little things together and get the big thing. But right now, you know, 80% is
330:27 thing. But right now, you know, 80% is sufficient for me and it's personally
330:28 sufficient for me and it's personally what I use to make, you know, over 100K
330:30 what I use to make, you know, over 100K per month. So, if it's good enough to
330:31 per month. So, if it's good enough to make 100K per month, you want to make
330:32 make 100K per month, you want to make 100K per month, then odds are it's
330:34 100K per month, then odds are it's probably good enough for you. Now, if
330:36 probably good enough for you. Now, if you're like most digital businesses, the
330:37 you're like most digital businesses, the answer is yes. You can do a ton at that
330:39 answer is yes. You can do a ton at that 80% mark. Um, using our ad example, you
330:41 80% mark. Um, using our ad example, you can totally automate the production of
330:43 can totally automate the production of copy. You can totally automate the
330:44 copy. You can totally automate the production of headlines, of body text.
330:47 production of headlines, of body text. You can automate the production of
330:48 You can automate the production of creatives at this point super easily.
330:50 creatives at this point super easily. Whether it's through templating features
330:52 Whether it's through templating features or whether it's through uh I don't know,
330:54 or whether it's through uh I don't know, like you you you have MidJourney or
330:56 like you you you have MidJourney or something spit out some beautiful
330:57 something spit out some beautiful looking sexy cool gradient that's
330:59 looking sexy cool gradient that's branded, right? or maybe some assets.
331:01 branded, right? or maybe some assets. Maybe you create your own uh uh vectors
331:03 Maybe you create your own uh uh vectors or SVGs or something. The technology
331:05 or SVGs or something. The technology exists to do literally everything that
331:06 exists to do literally everything that I'm talking about here. There might be
331:08 I'm talking about here. There might be somebody that's watching this video
331:09 somebody that's watching this video right now that runs a marketing agency
331:11 right now that runs a marketing agency that thinks, "Wait a second. I could
331:12 that thinks, "Wait a second. I could automate literally 100% of this and then
331:14 automate literally 100% of this and then takes this and then uses it to build a
331:16 takes this and then uses it to build a productized service and then starts
331:17 productized service and then starts making a million dollars a month within
331:18 making a million dollars a month within a few months." Like the technology here
331:20 a few months." Like the technology here is entirely is entirely at the point
331:22 is entirely is entirely at the point where you can automate the vast majority
331:23 where you can automate the vast majority of it. Now, it's also possible that, you
331:26 of it. Now, it's also possible that, you know, maybe you run a different service
331:27 know, maybe you run a different service or something that's just a little bit
331:28 or something that's just a little bit more involved. Maybe because you're
331:30 more involved. Maybe because you're doing link building. Uh part of link
331:32 doing link building. Uh part of link building involves the creation of a
331:34 building involves the creation of a bunch of personal connections and maybe
331:35 bunch of personal connections and maybe you need to have somebody managing your
331:37 you need to have somebody managing your inbox or something. And even if you use
331:38 inbox or something. And even if you use AI to draft up the responses, there
331:40 AI to draft up the responses, there still technically needs to be a person
331:42 still technically needs to be a person there or whatever. That's fine. And
331:43 there or whatever. That's fine. And that's why we want 80% rather than 100%.
331:45 that's why we want 80% rather than 100%. Maybe instead of doing the whole thing,
331:47 Maybe instead of doing the whole thing, they just pre-draft your messaging. Or
331:49 they just pre-draft your messaging. Or maybe they do like uh like like like an
331:51 maybe they do like uh like like like an like like an RD, like a rough draft of
331:53 like like an RD, like a rough draft of your creative. Or maybe they send the
331:56 your creative. Or maybe they send the first two or three emails in a sequence
331:58 first two or three emails in a sequence to your warm network every time you get
331:59 to your warm network every time you get a new link building opportunity that you
332:01 a new link building opportunity that you want to, you know, rank somebody on. All
332:04 want to, you know, rank somebody on. All of this stuff is still leverage. The
332:05 of this stuff is still leverage. The point that I'm making is just ask
332:06 point that I'm making is just ask yourself, how much time can I save if I
332:09 yourself, how much time can I save if I construct the service a little bit
332:10 construct the service a little bit differently than what I'm doing right
332:12 differently than what I'm doing right now? you know, if I look at all of these
332:13 now? you know, if I look at all of these services with a fine-tuned comb, if I
332:16 services with a fine-tuned comb, if I peer through every single one, how much
332:18 peer through every single one, how much further and how much more efficiently
332:19 further and how much more efficiently can I get? And that's really what this
332:21 can I get? And that's really what this step is for. Um, and if a step is not
332:23 step is for. Um, and if a step is not automatable, then just ask yourself how
332:25 automatable, then just ask yourself how you might optimize it. Like for
332:26 you might optimize it. Like for instance, you know, I provide
332:27 instance, you know, I provide consultations and my consultations can
332:29 consultations and my consultations can be anywhere from like 15 minutes all the
332:31 be anywhere from like 15 minutes all the way up to an hour or so. Now, I have
332:34 way up to an hour or so. Now, I have been trying to reconstruct my
332:35 been trying to reconstruct my consultations to take me less time and
332:37 consultations to take me less time and to be a lot more amendable for my
332:39 to be a lot more amendable for my customers and my clients because, you
332:40 customers and my clients because, you know, my calendar's starting to fill up.
332:42 know, my calendar's starting to fill up. Um, things are getting a little bit
332:43 Um, things are getting a little bit tougher, I think, on on both ends. So,
332:45 tougher, I think, on on both ends. So, I've started to ask myself, hm, is there
332:46 I've started to ask myself, hm, is there a way that I could reconstruct my
332:48 a way that I could reconstruct my consultations? The other day, I found a
332:51 consultations? The other day, I found a guy called Kristoff Huerman, I don't
332:55 guy called Kristoff Huerman, I don't know how to say his name, who has a
332:56 know how to say his name, who has a completely new take on consultations.
332:58 completely new take on consultations. And I think this is a very good way for
333:00 And I think this is a very good way for me to illustrate how even if you can't
333:01 me to illustrate how even if you can't fully automate something, you can
333:04 fully automate something, you can streamline the hell out of it. What this
333:06 streamline the hell out of it. What this guy does is, you know, he's some
333:07 guy does is, you know, he's some advanced tax professional who I found
333:09 advanced tax professional who I found when I was looking for some tax
333:10 when I was looking for some tax consulting on my own. What he does is he
333:14 consulting on my own. What he does is he gives people consultations through voice
333:17 gives people consultations through voice messages. What you do is you book a
333:20 messages. What you do is you book a consultation via one of these purchase
333:22 consultation via one of these purchase buttons. Then you send this guy Kristoff
333:24 buttons. Then you send this guy Kristoff a message on Telegram and then you send
333:27 a message on Telegram and then you send him all of your questions in
333:29 him all of your questions in writing. You can ask questions about all
333:32 writing. You can ask questions about all of these. And the idea is, you know, if
333:35 of these. And the idea is, you know, if you really need help but don't have the
333:36 you really need help but don't have the financial resources to book a
333:37 financial resources to book a consultation for €2,000 or something,
333:40 consultation for €2,000 or something, you can get 80% of the value there with
333:43 you can get 80% of the value there with his voice message package where he just
333:45 his voice message package where he just reads your question and then answers it
333:46 reads your question and then answers it for you via some sort of voicemail.
333:50 for you via some sort of voicemail. So, you know, like this is a great
333:52 So, you know, like this is a great example of a semi-productized service.
333:55 example of a semi-productized service. Obviously, it still takes Kristoff's
333:56 Obviously, it still takes Kristoff's time to like take the phone and then and
333:58 time to like take the phone and then and say it. But think about all the problems
333:59 say it. But think about all the problems that he eliminates here. He completely
334:01 that he eliminates here. He completely eliminates uh time synchronicity, like
334:03 eliminates uh time synchronicity, like having to be in the same in the same at
334:05 having to be in the same in the same at the same time, calling a person, both of
334:07 the same time, calling a person, both of you guys having to be there. I I mean,
334:09 you guys having to be there. I I mean, he could go downstairs and walk to his
334:11 he could go downstairs and walk to his car while answering a voice message and
334:13 car while answering a voice message and make €500, right? Uh in I don't know how
334:15 make €500, right? Uh in I don't know how many minutes. Probably 5 or 10 minutes.
334:17 many minutes. Probably 5 or 10 minutes. The leverage on this is crazy. Sure,
334:19 The leverage on this is crazy. Sure, this is still requiring his time, but
334:20 this is still requiring his time, but how much more time does it require to
334:23 how much more time does it require to actually sit down and have that full
334:24 actually sit down and have that full hourlong consultation versus what he's
334:25 hourlong consultation versus what he's doing here? Now, I should note that he
334:27 doing here? Now, I should note that he also provides full hourlong
334:28 also provides full hourlong consultations, but you know, these voice
334:30 consultations, but you know, these voice message packages with, I don't know,
334:32 message packages with, I don't know, extended voice message package for 800
334:33 extended voice message package for 800 bucks, uh, ultimate voice message
334:35 bucks, uh, ultimate voice message package for $9.97 and so on and so
334:38 package for $9.97 and so on and so forth. These are novel takes on
334:40 forth. These are novel takes on something that people, a lot of people
334:42 something that people, a lot of people just think that you cannot productize.
334:43 just think that you cannot productize. Well, turns out you can. Um, so I want
334:46 Well, turns out you can. Um, so I want you to take an approach similar to what
334:47 you to take an approach similar to what Kristoph Huran did here where he asked
334:49 Kristoph Huran did here where he asked himself, hm, you know, I'm suffering
334:51 himself, hm, you know, I'm suffering from these problems. This service that
334:53 from these problems. This service that I'm providing makes me money but isn't
334:54 I'm providing makes me money but isn't really scalable. How could I improve my
334:56 really scalable. How could I improve my revenue per staff member if I'm doing
334:57 revenue per staff member if I'm doing this solo, right? What if I do
334:59 this solo, right? What if I do messengers? You know, maybe then I can
335:01 messengers? You know, maybe then I can 5x my leverage and then I can make five
335:03 5x my leverage and then I can make five times more. And instead of me being
335:04 times more. And instead of me being stuck at 20 to 30k a month, now I can go
335:07 stuck at 20 to 30k a month, now I can go between 50 to 100K per month. All right.
335:09 between 50 to 100K per month. All right. The third step that I'm going to talk
335:10 The third step that I'm going to talk about here is building automated
335:11 about here is building automated distribution systems. And to me, this is
335:13 distribution systems. And to me, this is a step that I'm currently on. You know,
335:15 a step that I'm currently on. You know, I've followed all of these all of these
335:16 I've followed all of these all of these steps myself, right? I productized, then
335:18 steps myself, right? I productized, then I automated. Now I'm sort of building
335:20 I automated. Now I'm sort of building automated distribution tests myself. And
335:21 automated distribution tests myself. And then eventually, I'll do that fourth one
335:22 then eventually, I'll do that fourth one as well. Um, but for me, this is this is
335:25 as well. Um, but for me, this is this is hyper relevant because this is what I'm
335:26 hyper relevant because this is what I'm doing. And it's also one of the highest
335:28 doing. And it's also one of the highest leverage things that you can do. Um,
335:30 leverage things that you can do. Um, just look at the revenue multiples here,
335:32 just look at the revenue multiples here, right? I think a single person can
335:33 right? I think a single person can easily get to 100 to 250K per month. A
335:35 easily get to 100 to 250K per month. A good example of the person that's doing
335:37 good example of the person that's doing this right now is Justin Welsh. He is
335:39 this right now is Justin Welsh. He is leveraging the hell out of automated
335:41 leveraging the hell out of automated distribution systems. If you don't know
335:42 distribution systems. If you don't know what that means, I'll cover it in a sec.
335:44 what that means, I'll cover it in a sec. Um, in order to sell, I think he runs
335:46 Um, in order to sell, I think he runs like a like a $2 million maybe a three
335:48 like a like a $2 million maybe a three or $4 million a year business now. Um,
335:50 or $4 million a year business now. Um, completely solo, so I think it's
335:51 completely solo, so I think it's somewhere around the 250k month mark.
335:53 somewhere around the 250k month mark. Another example is obviously me um with
335:55 Another example is obviously me um with my
335:56 my automated two of me on the screen
335:58 automated two of me on the screen simultaneously. That's a little too
336:00 simultaneously. That's a little too much. Um, another good example, this is
336:02 much. Um, another good example, this is me with like my automated distribution
336:03 me with like my automated distribution through my YouTube and so on and so
336:05 through my YouTube and so on and so forth. So, the value in automated
336:07 forth. So, the value in automated distribution systems is like if you
336:09 distribution systems is like if you don't know what distribution is, just
336:10 don't know what distribution is, just take a step back. Distribution is your
336:11 take a step back. Distribution is your ability to put your product or service
336:12 ability to put your product or service in front of other people. So in a modern
336:14 in front of other people. So in a modern digital business, if you want to scale
336:15 digital business, if you want to scale your distribution without necessarily
336:18 your distribution without necessarily adding staff, that means one of two
336:20 adding staff, that means one of two things. The first is outreach systems.
336:22 things. The first is outreach systems. So like automated cold outreach where
336:24 So like automated cold outreach where you distribute to hundreds of thousands
336:26 you distribute to hundreds of thousands of people per day with seemingly
336:29 of people per day with seemingly customized meth messages without having
336:31 customized meth messages without having to individually go through look the
336:32 to individually go through look the person up, send them an email, right?
336:35 person up, send them an email, right? Um, the value in this is whether you
336:37 Um, the value in this is whether you connect with a 100 or 10,000 people,
336:39 connect with a 100 or 10,000 people, your time investment is going to be the
336:40 your time investment is going to be the same. This is sort of option one, and
336:42 same. This is sort of option one, and this is something I talk about a lot on
336:43 this is something I talk about a lot on my channel. But if you think about it, a
336:45 my channel. But if you think about it, a few months ago when I started my YouTube
336:46 few months ago when I started my YouTube in earnest, I started posting all the
336:48 in earnest, I started posting all the time. What I was really doing was I was
336:49 time. What I was really doing was I was doing number two, which is where I was
336:51 doing number two, which is where I was creating content like YouTube videos,
336:54 creating content like YouTube videos, SEO articles, and that sort of thing
336:56 SEO articles, and that sort of thing that do the same thing that Cold
336:58 that do the same thing that Cold Outreach does. It's just they allow me
337:00 Outreach does. It's just they allow me to do it completely on autopilot, which
337:02 to do it completely on autopilot, which in my opinion is a little bit higher
337:03 in my opinion is a little bit higher leverage now. So you kind of have two
337:06 leverage now. So you kind of have two choices here. You can do content systems
337:07 choices here. You can do content systems or you could do outreach. The point is
337:08 or you could do outreach. The point is though, any automated distribution
337:10 though, any automated distribution system has value because the amount of
337:13 system has value because the amount of time it takes to connect to one person
337:14 time it takes to connect to one person or a thousand people is approximately
337:16 or a thousand people is approximately the same. Like if I made this video and
337:18 the same. Like if I made this video and I've just been shouting into the void
337:20 I've just been shouting into the void for the last half an hour or something
337:21 for the last half an hour or something like that and a single person saw it, it
337:23 like that and a single person saw it, it would not take me any additional time if
337:25 would not take me any additional time if instead I had gone viral and 10 million
337:27 instead I had gone viral and 10 million people had saw it. Right? My my my
337:29 people had saw it. Right? My my my inputs are the same. the outputs are
337:31 inputs are the same. the outputs are completely variable and they can scale
337:33 completely variable and they can scale infinitely until all 8 billion people um
337:36 infinitely until all 8 billion people um you know stare me deep in the eyes and
337:37 you know stare me deep in the eyes and listen to me. Yeah. So yeah, the point
337:40 listen to me. Yeah. So yeah, the point that I'm making is if you really want to
337:42 that I'm making is if you really want to grow substantially bigger than probably
337:45 grow substantially bigger than probably what most people would consider a high
337:47 what most people would consider a high income, which is somewhere between like
337:48 income, which is somewhere between like 30 to maybe $50,000 a month. If you want
337:50 30 to maybe $50,000 a month. If you want to grow even bigger than that, you
337:51 to grow even bigger than that, you basically have to make use of automated
337:53 basically have to make use of automated distribution systems of some kind. Um
337:55 distribution systems of some kind. Um those automated distribution systems
337:57 those automated distribution systems might also be stuff like uh like like
337:59 might also be stuff like uh like like ads, right? Right? I mean, I talk here
338:00 ads, right? Right? I mean, I talk here about content, but you can also think of
338:02 about content, but you can also think of this like advertising. Uh, the downside
338:04 this like advertising. Uh, the downside of that is although it is an automated
338:05 of that is although it is an automated distribution system, you obviously have
338:07 distribution system, you obviously have to make some arbitrage or margin on the
338:09 to make some arbitrage or margin on the on the people that click through your ad
338:10 on the people that click through your ad and then convert to your offer versus
338:11 and then convert to your offer versus the amount of money you're paying per
338:12 the amount of money you're paying per click. But, you know, you can think of
338:14 click. But, you know, you can think of it that way as well. The same sort of
338:16 it that way as well. The same sort of idea with cold outreach, right? You are
338:18 idea with cold outreach, right? You are paying a certain amount for the
338:19 paying a certain amount for the mailboxes, you're paying a certain
338:20 mailboxes, you're paying a certain amount for the leads. The idea is, you
338:21 amount for the leads. The idea is, you know, arbitrageing. Uh, you know,
338:23 know, arbitrageing. Uh, you know, organic content is a little bit
338:24 organic content is a little bit different because a lot of the time your
338:26 different because a lot of the time your investment is not necessarily money.
338:27 investment is not necessarily money. It's more so just the time uh and the
338:29 It's more so just the time uh and the knowhow. Um and you know that's that's
338:31 knowhow. Um and you know that's that's what I've chosen to do here. But you can
338:33 what I've chosen to do here. But you can easily scale to $100,000 to $250,000 per
338:36 easily scale to $100,000 to $250,000 per month per person. And I firmly believe
338:37 month per person. And I firmly believe that like the next soloreneur wave here
338:40 that like the next soloreneur wave here is or the next wave really in business.
338:42 is or the next wave really in business. You know, we had indie hacking for a
338:43 You know, we had indie hacking for a little while. We had like build in
338:45 little while. We had like build in public is going to be a soloreneur wave
338:46 public is going to be a soloreneur wave of people making over six figure monthly
338:48 of people making over six figure monthly revenues um through approaches like what
338:50 revenues um through approaches like what I've talked about here. It's going to be
338:51 I've talked about here. It's going to be people that have productized their
338:52 people that have productized their businesses like I have. people that have
338:54 businesses like I have. people that have automated what they can and optimized
338:56 automated what they can and optimized what they haven't been able to and then
338:58 what they haven't been able to and then people that build automated distribution
338:59 people that build automated distribution systems that sort of just sell for them,
339:01 systems that sort of just sell for them, you know, while they sleep. Like I will
339:03 you know, while they sleep. Like I will wake up a lot of the time to like Stripe
339:05 wake up a lot of the time to like Stripe notifications saying people have
339:06 notifications saying people have purchased my product or service. Um
339:08 purchased my product or service. Um you're very unlikely to get that without
339:10 you're very unlikely to get that without some sort of automated outreach system
339:12 some sort of automated outreach system or some sort of content or advertising
339:14 or some sort of content or advertising funnel. All right. So, this next step
339:16 funnel. All right. So, this next step here, I'm keeping purposefully vague
339:19 here, I'm keeping purposefully vague because I have yet to get there and I
339:20 because I have yet to get there and I don't consult with many people at this
339:22 don't consult with many people at this level myself, but it's purposefully
339:24 level myself, but it's purposefully picking a scalable business model. I
339:26 picking a scalable business model. I know that you're probably thinking,
339:27 know that you're probably thinking, Nick, why the hell are you putting this
339:28 Nick, why the hell are you putting this at the end as opposed to at the
339:30 at the end as opposed to at the beginning? And the reason why is because
339:32 beginning? And the reason why is because don't put the cart before the horse, if
339:33 don't put the cart before the horse, if that makes sense. Don't, you know,
339:35 that makes sense. Don't, you know, forget what you're doing this for. Odds
339:37 forget what you're doing this for. Odds are if you want to run a business and
339:39 are if you want to run a business and you're watching my content to help you
339:40 you're watching my content to help you do so, you're doing it because you don't
339:42 do so, you're doing it because you don't want to build the next Uber or
339:43 want to build the next Uber or necessarily fire up the next rocket ship
339:46 necessarily fire up the next rocket ship SpaceX competitor to get to Uranus or
339:48 SpaceX competitor to get to Uranus or something. I could have picked Mars. I
339:50 something. I could have picked Mars. I picked Uranus. Uh you know, you just you
339:52 picked Uranus. Uh you know, you just you again, you want a sufficient amount of
339:54 again, you want a sufficient amount of security. You want to be able to uh you
339:56 security. You want to be able to uh you know, enjoy various luxuries of life.
339:58 know, enjoy various luxuries of life. You want not to have to worry about like
340:00 You want not to have to worry about like uh various inflation numbers or world
340:01 uh various inflation numbers or world events or anything like that. And so if
340:03 events or anything like that. And so if you if you started by picking a scalable
340:05 you if you started by picking a scalable business model, the likelihood that you
340:07 business model, the likelihood that you actually hit that level of wealth is a
340:10 actually hit that level of wealth is a lot lower than if you pick something
340:12 lot lower than if you pick something like a service agency. Um simply because
340:15 like a service agency. Um simply because there's a trade-off all the time. And I
340:17 there's a trade-off all the time. And I think this is a good opportunity for me
340:18 think this is a good opportunity for me to whip open the whimsical. The
340:21 to whip open the whimsical. The trade-off is
340:22 trade-off is basically, you know, if this is our
340:25 basically, you know, if this is our little thing, um,
340:28 little thing, um, scalability and short-term revenue are
340:32 scalability and short-term revenue are both at odds. So, if you pick a business
340:36 both at odds. So, if you pick a business model that allows you to scale very big,
340:40 model that allows you to scale very big, it will likely be more difficult for you
340:42 it will likely be more difficult for you to make short-term revenue as a result.
340:45 to make short-term revenue as a result. Let me reconstruct this and make this
340:47 Let me reconstruct this and make this sideways instead.
340:49 sideways instead. And then let's put short-term revenue
340:51 And then let's put short-term revenue over here. And then scalability over
340:53 over here. And then scalability over here. And let's just look at some
340:55 here. And let's just look at some candidate business models. Okay. Uh one
340:57 candidate business models. Okay. Uh one candidate business model um that
340:59 candidate business model um that maximizes your short-term revenue might
341:00 maximizes your short-term revenue might be what we're doing here like
341:02 be what we're doing here like freelancing. You know, agencies is
341:04 freelancing. You know, agencies is another one, right? Probably somewhere
341:06 another one, right? Probably somewhere right around here. Um some type of like
341:08 right around here. Um some type of like B2B managed
341:10 B2B managed service. Uh you know, as as we scale,
341:13 service. Uh you know, as as we scale, obviously things change a little bit.
341:15 obviously things change a little bit. For B2B managed service, maybe go to
341:17 For B2B managed service, maybe go to like B2B hightouch SAS.
341:19 like B2B hightouch SAS. Maybe after B2B hight touch SAS we go
341:21 Maybe after B2B hight touch SAS we go like low touch
341:23 like low touch SAS and then maybe you know all the way
341:26 SAS and then maybe you know all the way on the right hand side we have some sort
341:27 on the right hand side we have some sort of like actually I think low touch SAS
341:29 of like actually I think low touch SAS and info product are probably pretty
341:31 and info product are probably pretty similar maybe info products actually a
341:33 similar maybe info products actually a little bit um lower than than low touch
341:35 little bit um lower than than low touch SAS. So this is where like your I don't
341:38 SAS. So this is where like your I don't know and then uh finally actually let me
341:40 know and then uh finally actually let me do one more uh we'll do sort of like PAS
341:42 do one more uh we'll do sort of like PAS that stands for platform as a service.
341:44 that stands for platform as a service. This is like basically Uber and whatnot.
341:47 This is like basically Uber and whatnot. So, you know, if I just move this around
341:49 So, you know, if I just move this around so that it's a little bit prettier, you
341:51 so that it's a little bit prettier, you can see on the left hand side here, if
341:53 can see on the left hand side here, if all you want to do is you want to make
341:54 all you want to do is you want to make money today and you want to make $10,000
341:56 money today and you want to make $10,000 as quickly as humanly possible. You
341:58 as quickly as humanly possible. You know, starting with the next Uber is not
342:01 know, starting with the next Uber is not going to help you accomplish that
342:02 going to help you accomplish that mission. Why? Because if you want to
342:04 mission. Why? Because if you want to build a platform, obviously you need to
342:06 build a platform, obviously you need to invest a ton of time, energy, and
342:07 invest a ton of time, energy, and infrastructure. You got to hire
342:08 infrastructure. You got to hire engineers or you have to be a fantastic
342:09 engineers or you have to be a fantastic engineer. You have to build something uh
342:11 engineer. You have to build something uh of worth. You have to build distribution
342:13 of worth. You have to build distribution channels. You have to have distribution
342:14 channels. You have to have distribution channels. you know, you're not making a
342:15 channels. you know, you're not making a ton of money per deal. I mean, even with
342:17 ton of money per deal. I mean, even with like Uber, what what are the margins on
342:19 like Uber, what what are the margins on a single deal? If I try and take an Uber
342:21 a single deal? If I try and take an Uber to downtown, how much is Uber really
342:22 to downtown, how much is Uber really profiting from that? Probably a few
342:23 profiting from that? Probably a few bucks, right? Versus, let's say, a
342:25 bucks, right? Versus, let's say, a freelance deal where you can sign like a
342:28 freelance deal where you can sign like a three, four, $5,000 deal, like literally
342:30 three, four, $5,000 deal, like literally in your first day
342:31 in your first day freelancing, you know, if you if you
342:33 freelancing, you know, if you if you play your cards right. So, same thing
342:35 play your cards right. So, same thing with agencies, right? One of the reasons
342:37 with agencies, right? One of the reasons why I came into freelancing in agencies
342:38 why I came into freelancing in agencies is because they are the fastest way to
342:40 is because they are the fastest way to get short-term revenue. And then, if you
342:42 get short-term revenue. And then, if you think about it logically, right? If I
342:44 think about it logically, right? If I were to take a freelancing or agency
342:46 were to take a freelancing or agency outfit and then if I were to productize
342:48 outfit and then if I were to productize it, automate it, optimize it, automate
342:50 it, automate it, optimize it, automate the distribution of it, I basically now
342:52 the distribution of it, I basically now have like leveraged agency and a
342:54 have like leveraged agency and a leveraged agency I would wager, you
342:57 leveraged agency I would wager, you know, has all of the benefits of the
342:58 know, has all of the benefits of the short-term revenue um on the left hand
343:00 short-term revenue um on the left hand side, but also a lot of the benefits of
343:02 side, but also a lot of the benefits of the scalability of like the hight touch
343:04 the scalability of like the hight touch SAS, info products, low touch SAS, and
343:05 SAS, info products, low touch SAS, and platforms as a service. So, you know, as
343:08 platforms as a service. So, you know, as you go to the right of this graph, you
343:10 you go to the right of this graph, you make less money up front and then you
343:11 make less money up front and then you make more money um total. Now, the
343:14 make more money um total. Now, the reason why that's important is because,
343:15 reason why that's important is because, you know, you kind of have to know what
343:16 you know, you kind of have to know what you want if you wanted to start that
343:18 you want if you wanted to start that rocket company or something like that.
343:20 rocket company or something like that. Well, you know, you sort of have to
343:22 Well, you know, you sort of have to accept the fact that you're probably not
343:23 accept the fact that you're probably not going to be making a lot of money in the
343:24 going to be making a lot of money in the short term. Um, so I guess this is my
343:26 short term. Um, so I guess this is my longass justification for why I put this
343:28 longass justification for why I put this thing last. I didn't really need to do
343:30 thing last. I didn't really need to do that, but uh whatever. So, if you've
343:31 that, but uh whatever. So, if you've exhausted everything in this list and
343:32 exhausted everything in this list and you're still not happy with your revenue
343:34 you're still not happy with your revenue ceiling, let's say you've been doing
343:35 ceiling, let's say you've been doing this uh for a few years and you're
343:36 this uh for a few years and you're making like $100,000 a month as a
343:38 making like $100,000 a month as a solarreneur, similar level to me, and
343:40 solarreneur, similar level to me, and you're like, "Shit, you know, I'm still
343:41 you're like, "Shit, you know, I'm still not really happy with how much money I'm
343:42 not really happy with how much money I'm making." There are certain business
343:44 making." There are certain business models that inherently let you scale
343:46 models that inherently let you scale further. The con is that they take way
343:49 further. The con is that they take way more in the way of resources set up, and
343:51 more in the way of resources set up, and if you miscalibrate, you can waste it
343:52 if you miscalibrate, you can waste it all. How many horror stories have you
343:55 all. How many horror stories have you heard of the next big thing that's
343:57 heard of the next big thing that's completely tanked and lost investors?
344:00 completely tanked and lost investors? hundreds of millions of dollars. They're
344:02 hundreds of millions of dollars. They're the Silicon Valley
344:04 the Silicon Valley graveyard. That's the trade-off, right?
344:06 graveyard. That's the trade-off, right? Scalability versus short-term revenue.
344:07 Scalability versus short-term revenue. So, I have some examples here of
344:09 So, I have some examples here of scalable things. Information products
344:11 scalable things. Information products tend to be scalable. Um, software
344:13 tend to be scalable. Um, software products tend to be scalable. Affiliate
344:15 products tend to be scalable. Affiliate advertising is one thing that I didn't
344:16 advertising is one thing that I didn't really touch on that tends to be
344:17 really touch on that tends to be scalable as well, although you do have
344:19 scalable as well, although you do have to know what you're doing and you do
344:20 to know what you're doing and you do have to be open to some level of risk.
344:22 have to be open to some level of risk. Typically, you know, if you're doing
344:24 Typically, you know, if you're doing affiliate, you're either organically
344:25 affiliate, you're either organically ranking pages on Google or some other
344:27 ranking pages on Google or some other search engine and then having some
344:29 search engine and then having some percentage of the revenue that you
344:30 percentage of the revenue that you generate per lead or you are creating
344:33 generate per lead or you are creating some type of paid advertising that
344:34 some type of paid advertising that refers somebody to a funnel um or maybe
344:37 refers somebody to a funnel um or maybe you make the funnel yourself and then
344:38 you make the funnel yourself and then you know your your whole gambit is okay
344:40 you know your your whole gambit is okay like is the amount of money I spent to
344:42 like is the amount of money I spent to acquire one new customer times whatever
344:45 acquire one new customer times whatever the small percentages that I get is that
344:47 the small percentages that I get is that less than the amount of money that I
344:49 less than the amount of money that I made off of that deal essentially. So,
344:52 made off of that deal essentially. So, you know, these are these are
344:53 you know, these are these are purposefully scalable business models
344:55 purposefully scalable business models that, you know, people pick when like
344:56 that, you know, people pick when like they're trying to, I don't know, disrupt
344:58 they're trying to, I don't know, disrupt an industry or whatnot. Um, but I put
345:00 an industry or whatnot. Um, but I put these here at the end just because that
345:01 these here at the end just because that is sort of the next step. If you get to
345:02 is sort of the next step. If you get to maybe $250,000 a month per person,
345:04 maybe $250,000 a month per person, $300,000 a month per person, and you
345:06 $300,000 a month per person, and you start plateauing and you're like, well,
345:07 start plateauing and you're like, well, you know, I need to hire. If you
345:09 you know, I need to hire. If you are dead set on being a soloreneur, you
345:11 are dead set on being a soloreneur, you can absolutely uh start a business
345:13 can absolutely uh start a business either solo or with a founder, you know,
345:15 either solo or with a founder, you know, that makes substantially more money than
345:17 that makes substantially more money than that. I forget exactly how much money. I
345:19 that. I forget exactly how much money. I think it was Tinder, you know, that uh
345:21 think it was Tinder, you know, that uh the dating app that had like nine you uh
345:23 the dating app that had like nine you uh software engineers or something and I
345:24 software engineers or something and I think they had like over a billion
345:25 think they had like over a billion dollar valuation. Like if you think
345:26 dollar valuation. Like if you think about the leverage on each of those
345:28 about the leverage on each of those people, that's a ton, right? Um and
345:30 people, that's a ton, right? Um and that's really what I'm getting at here
345:31 that's really what I'm getting at here with these scalable business models. So
345:33 with these scalable business models. So in short, we have four main concepts
345:35 in short, we have four main concepts that I want you guys to think deeply
345:37 that I want you guys to think deeply about. We have the revenue selling, but
345:39 about. We have the revenue selling, but then we have thinking about your
345:40 then we have thinking about your business in terms of economic
345:41 business in terms of economic productivity. You have productizing, you
345:43 productivity. You have productizing, you have automating, and then you have
345:45 have automating, and then you have distributing. Um, and at the end there,
345:47 distributing. Um, and at the end there, you know, assuming that you are unhappy
345:49 you know, assuming that you are unhappy with being able to make $250,000 per
345:52 with being able to make $250,000 per month per person with extraordinarily
345:53 month per person with extraordinarily high margins, you lunatic, then you also
345:55 high margins, you lunatic, then you also have the ability to pivot and pick a
345:57 have the ability to pivot and pick a more scalable business model. And
345:58 more scalable business model. And there's nothing necessarily wrong with
345:59 there's nothing necessarily wrong with that. But if you want to do that, I'd
346:01 that. But if you want to do that, I'd highly encourage you guys to at least
346:02 highly encourage you guys to at least get your bag first. Congratulations. You
346:04 get your bag first. Congratulations. You just completed the most comprehensive AI
346:06 just completed the most comprehensive AI agency business masterass on the
346:08 agency business masterass on the internet. He went from somebody that
346:10 internet. He went from somebody that maybe had no idea how to start an A
346:12 maybe had no idea how to start an A automation business to somebody who now
346:13 automation business to somebody who now has the complete and utter technical
346:15 has the complete and utter technical roadmap from the technical foundations
346:17 roadmap from the technical foundations to six figure scaling strategies. That
346:19 to six figure scaling strategies. That is no small feat. At this point, you are
346:21 is no small feat. At this point, you are no longer just a beginner dreaming about
346:23 no longer just a beginner dreaming about starting an AI venture. You are actually
346:24 starting an AI venture. You are actually equipped with everything that you guys
346:26 equipped with everything that you guys need to build a thriving automation
346:27 need to build a thriving automation business. Remember, you guys can
346:29 business. Remember, you guys can reference any part of this master class
346:30 reference any part of this master class just using those timestamps below. So,
346:32 just using those timestamps below. So, bookmark the video, come back anytime
346:34 bookmark the video, come back anytime you want to brush up on these skills.
346:36 you want to brush up on these skills. And as you guys have probably learned
346:37 And as you guys have probably learned over the last few hours, ultimately at
346:38 over the last few hours, ultimately at the end of the day, all of this
346:40 the end of the day, all of this knowledge is worthless without action to
346:42 knowledge is worthless without action to go alongside it. The gap between people
346:44 go alongside it. The gap between people who understand a automation and then
346:45 who understand a automation and then people who actually make money with the
346:47 people who actually make money with the stuff isn't actually technical
346:48 stuff isn't actually technical knowledge, right? It's execution. It's
346:51 knowledge, right? It's execution. It's uh accountability. It's having the right
346:52 uh accountability. It's having the right support system. And that's exactly where
346:54 support system. And that's exactly where Maker School comes in. I purposefully
346:56 Maker School comes in. I purposefully built this program to fill in the gaps
346:58 built this program to fill in the gaps that simply watching YouTube videos does
347:00 that simply watching YouTube videos does not provide you. Mika School, just for
347:01 not provide you. Mika School, just for reference, is my 90-day accountability
347:03 reference, is my 90-day accountability program geared towards getting you your
347:05 program geared towards getting you your very first AI automation customer
347:06 very first AI automation customer guaranteed or your money back. It
347:08 guaranteed or your money back. It includes copy and paste templates for
347:10 includes copy and paste templates for outreach for sales and proposals and all
347:13 outreach for sales and proposals and all of the stuff that's helping people close
347:14 of the stuff that's helping people close deals right now. It also includes a
347:16 deals right now. It also includes a library of proven automation blueprints
347:18 library of proven automation blueprints in both make and nad that you guys can
347:19 in both make and nad that you guys can use immediately, including uh niche
347:21 use immediately, including uh niche packs, which is a new offering of
347:22 packs, which is a new offering of automations that are purpose-built for
347:24 automations that are purpose-built for specific high-paying niches that you
347:26 specific high-paying niches that you guys can literally just wrangle up and
347:27 guys can literally just wrangle up and start selling on day one. It also
347:28 start selling on day one. It also includes live coaching calls where I
347:30 includes live coaching calls where I answer your guys' specific questions.
347:31 answer your guys' specific questions. And plus, I'm there every day. This
347:32 And plus, I'm there every day. This isn't a community where I pass you off
347:34 isn't a community where I pass you off to some manager and then disappear. I'm
347:36 to some manager and then disappear. I'm legitimately the most active member of
347:37 legitimately the most active member of Maker School. I show up every single day
347:39 Maker School. I show up every single day and I respond to the vast majority of
347:40 and I respond to the vast majority of posts. The biggest challenge with AI
347:42 posts. The biggest challenge with AI automation isn't learning what you guys
347:44 automation isn't learning what you guys have to do. You guys already know that.
347:45 have to do. You guys already know that. Just knowing what to prioritize every
347:47 Just knowing what to prioritize every day and then staying consistent with
347:48 day and then staying consistent with your actions. So instead of wondering
347:50 your actions. So instead of wondering what should I work on today or am I
347:51 what should I work on today or am I focusing on the right things, with Maker
347:53 focusing on the right things, with Maker School, you just go in every single day
347:54 School, you just go in every single day and know exactly what to focus on.
347:56 and know exactly what to focus on. There's no decision fatigue. There's no
347:57 There's no decision fatigue. There's no overthinking, no getting stuck, just a
347:59 overthinking, no getting stuck, just a big list of clear daily actions and then
348:01 big list of clear daily actions and then a bunch of people that are doing the
348:02 a bunch of people that are doing the same thing as you and that can support
348:03 same thing as you and that can support you and help you towards the ends that
348:05 you and help you towards the ends that you want to achieve. Ultimately, the
348:06 you want to achieve. Ultimately, the results speak for themselves. Lots of
348:08 results speak for themselves. Lots of members come in and legitimately land
348:09 members come in and legitimately land their first few client within a few
348:10 their first few client within a few hours of starting lead generation. It's
348:12 hours of starting lead generation. It's insane. Many have also scaled to $10,000
348:15 insane. Many have also scaled to $10,000 per month in revenue using the exact
348:16 per month in revenue using the exact systems from this master class. So,
348:18 systems from this master class. So, yeah, this is your moment. You guys have
348:19 yeah, this is your moment. You guys have the knowledge. You guys have the road
348:20 the knowledge. You guys have the road map. Now, you just need to take action.
348:22 map. Now, you just need to take action. Whether or not you're going to come into
348:23 Whether or not you're going to come into Maker School, although I highly
348:24 Maker School, although I highly recommend it, join tens of thousands of
348:26 recommend it, join tens of thousands of other people that have started an AI
348:28 other people that have started an AI automation business and turned all the
348:30 automation business and turned all the skills that you know now into a
348:31 skills that you know now into a life-changing income course. Thank you
348:33 life-changing income course. Thank you very much for completing this master
348:34 very much for completing this master class. Do me a solid, hit the like
348:36 class. Do me a solid, hit the like button, subscribe to the channel, do all
348:38 button, subscribe to the channel, do all that fun YouTube stuff that makes my
348:39 that fun YouTube stuff that makes my algorithm love me, and I'll catch you on
348:41 algorithm love me, and I'll catch you on the next video. See you.
