=== KIOKO COLD-EMAIL CORPUS — BATCH 2 (8 videos) ===

# Ranking Every Lead Gen Method for AI Automation (in 2025)

I'm about to rank every client acquisition method currently available for AI and automation agencies. These are the same acquisition methods that I use to scale my agency to 72K a month and they're the ones that are currently being used by thousands of people across my communities maker school and make money with make. Here is a tier list. This is how I'm going to be ranking it. I have a bunch of different options down below. So, I'm just going to drag them onto the applicable place when it comes time to do so. And I'm also going to run you through not only what the opportunity is, but some of the drawbacks, some of the pros, and then even how to actually get up and running with this today because I want this to be an actionable video. Okay? All right, let's get into it. The very first and probably most important client acquisition method that I'm sticking at the very front of the video because I want everybody here to hear it is cold email. So, I would rate cold email right off the bat as S tier. Now, cold email is fantastic. Why? Well, there are a couple of benefits. The first is that you have very consistent and predictable return on investment compared to content methods, which I'm going to talk about in a moment. A lot of people dive right into content without actually building any sort of outbound lead flow, which I think in AI and automation is a big mistake. You also get direct access to decision makers at scale. These are people that honestly the vast majority of us would never be able to talk to if it not were having a straight line directly into their hearts and their minds, aka email inbox. It's sort of like the one thing that's shared between everybody on planet Earth. Whether your salary is $5 a day or $5 million a day. Simple numbers game with clear metrics. When you get good enough at this stuff, you literally will have some sort of inbound amount of money. It'll flow through your cold email system and then you will have some sort of multiple on that money that you spent. So, you know, we got $1 sign here, $3 signs. When you scale up cold email enough and you know what you're doing and you're good enough, you will literally put a dollar in and you'll make like $5 or $20 back. and you will be able to do that reliably and consistently. You have very low cost per meetings compared to paid ads. Currently, I say we have a 3x to 4x multiple on some of the other methods I'm going to talk about here. And then ultimately, you get to implement this very rapidly and get quick results. Okay. Now, in terms of some tips, let me give you some casual conversational copy will outperform formal approaches. What I mean by this is if you use acronyms, if you use slang, if you actually intentionally lowercase specific parts of your email, people are more likely to respond to that because they treat you as a real human and not a, you know, robot or or templated sequence or whatever. So, even if you're using robots or templated sequences, you can actually imply that it was human written by you, if you're smart about it, and then lead to significantly higher response rates and reply rates. The second major tip is if you respond quickly, it will dramatically affect your conversion rates. If you respond within 60 seconds, which I know is kind of crazy and a lot of people are like, "Respond to an email in 60 seconds? What the hell's wrong with you?" You will have something like, we think we've all heard this metric at this point, a 396% improvement in downstream conversion rate. So, this means literally you could 4x the amount of money you're making today with a cold email campaign if you just get back to people within a minute or something of that nature. The exact statistics vary depending on the client acquisition method, but just across the board, you respond to people fast, you're going to get results fast. So, set some sort of notification. Set some sort of pass through Slack thing or have your phone make a ching noise every time you get a cold email. Whatever it takes for you to get back to it and respond ASAP. Last but not least, strong guarantees significantly improve response rates. I highly recommend having a guarantee in your cold email. It's the number one way of standing out. If you don't have guarantees in your cold emails, I want to say that you can't really compete in this space. That's sort of like the thing that everything else hinges on. So you guys are going to have access to this sixcala draw, but we have a bunch of gotachas on the lefth hand side and a bunch of positives that sort of outweigh those gotchas. I'll let you guys look at all of this in your own time. Let's now get started with the mechanism. So how do you actually go about and do this? Right now the best way to get a cold email campaign up and running and this works as the time of this recording by the way, but lead genen methods change, audience building methods change. So this may not work exactly pound-for-pound, you know, by the time you're watching it, maybe in a couple of months or so, but essentially you start with two services. One's called Apollo and the other's called Appify. Apollo is a database of leads. Apy is a scraper that lets you scrape those leads for a lot less money. And then you use these two tools to basically scrape a list of leads, maybe like a thousand leads in a specific niche with filters. You'll say, you know, I want you to be within 1 to 10 people company size. I want you to be located in San Francisco. I want you to have a keyword of automation somewhere in your business name. I want to focus mostly on people that are they have the term owner or founder or partner or CTO or CEO or CIO or CEO somewhere in their you know like bio or something on social media. Um you can actually build that list. You get a thousand of those people right off the bat. Then you can actually send a bunch of emails to them using infrastructure. What infrastructure? I focus on a platform called instantly. You can also do another platform that has been picking up over the course of the last few months although I personally think it's at least a little bit better called smart lead. I'm actually affiliated with both in so far that I have like affiliate codes. So, if you guys do end up signing up for any of those, I have a description in my bio. Just note that you are also going to be giving money to me. And I don't know how many of you guys hate me, so be wary of that. Um, once you launch the campaign on instantly with your fantastic copyrightiting, you then just monitor replies. It's sort of like a like a three-step sequence here. If there's a positive reply, you respond within 5 minutes, aim to book a discovery call, and close the deal. If you get no reply, they automatically pump into a follow-up sequence, and you basically just repeat this over and over and over again. Then, if you get a negative reply, you just categorize the objection. This is really important. Not a lot of people do this and I haven't talked about it too much, but you have to categorize why the person said no to you. Did they say no to you because they want you to unsubscribe? Well, that's actually a different category than them just saying, "Hey, I'm really sorry, but it's not the right time right now." Why? Because people that ask to unsubscribe from your email are actually different from people that say they're not interested right now. You could actually reactivate the people that say they're not interested right now if you're smart about it. And you could recoup some of those costs. So, you have to categorize the objection. Then from there, you will know what your problem was. And then you can kind of start and go all the way back up here and cycllically and consistently improve your flow. So that's cold email. The next up is LinkedIn DMs. So I would rate LinkedIn DMs as of the time of this recording. Let's go back to our lovely ranking chart here as a tier. Okay, LinkedIn DMs are great. They're not incredible. They're not as scalable as cold email, but they're still pretty damn good. You have to basically do cold email with LinkedIn under the constraints of a platform. And that has pros and that has cons. What's a big pro? Well, the pro is you get to use your network and the subsidiary like content around your profile as supporting material for your pitch. Think about it. When you send an email, what do people actually see? They see your first name. They see your last name. They see your profile pick. And then basically everything else is just like you trying to convince them that you have access, you know, that you're that you're this big super cool person that can deliver on the promises. With LinkedIn, instead of just telling people stuff, you could actually show them stuff. So, it's pretty powerful in that way. You also obviously get direct access to business decision makers in a context that they are on for business purposes. You could do a connection first strategy which outperforms cold message requests. You can drop voice messages which is really cool. There's a couple of tools out there that'll actually allow you to like pre-record voice messages and nowadays even use AI to swap out a person's name. Hey Bren, hey Peter, hey Sean, and then deliver something that sounds customized. And then you can do a bunch of other things essentially to maximize the probability of your LinkedIn message or connection request being seen. But the main downside here is this. It's the 20 to 30 daily connection requests. The way that it works is as of the time of this recording, you basically have to stay somewhere between 100 to 150 per week. Sometimes I think it's 100, other times I think it's 150. What that means is, you know, let's think about it like five business days times uh 20 messages is 100, right? So you're basically constrained to this. Contrast that with cold email where you could send a ton more outreach and sure maybe a little bit lower quality, but you can send like 500 times the outreach if you have the infrastructure for it with basically no downside. If you wanted to do that LinkedIn, you'd have to start getting into, you know, kind of some black hat methods like buying accounts and stuff like that, which while doable, I don't really recommend just for scalability reasons. Okay, so we got a bunch of cons on the lefth hand side, mostly related to the daily number of connections, and we got a pros on the right hand side that are mostly related to just the positives. You get to use your LinkedIn posts as like supporting infrastructure for the point you're making. And basically, you get to show people how valuable you are. How do you actually get up and running with LinkedIn outreach? It's pretty easy. Step one, you know, build yourself a list. Same energy as before, Apollo, right? You can use a to a a tool called LinkedIn sales nav which allows you to put together things based off parameters like I was talking about before. Okay. You can also engage with content. You can do this in manual or automated means. Engaging with content means liking posts leaving comments down below posting funny memes related to the person's post or something. And then from there what you basically do is on LinkedIn you will send a connection request in that connection request. Okay. There will be a little spot where you could write your own message. And then that message here could include I don't think you can do this on the first connection request. I was thinking it would do this through voice, I believe, unless LinkedIn changed something. That message can include a bunch of text and then after they accept, you might drop like a VM or something. Lots of cool tools currently available to help you do this. You could do this through Phantom Buster, and that's one. You could do outreach through Expandandy. That's another one. You do outreach through a variety of these sort of like automation tools. I think there are three or four other ones, but I'll leave it at there because I don't want to overwhelm you guys. Once the connection's accepted, then obviously you could proceed down the rung, right? Send a value first message. Share some relevant thing to them that increases value. Ask a thoughtful question. Share a case study and suggest a discovery call. Then if they're interested, you can book a meeting. Go sell them. If not, though, think about it. If not, you still gained a LinkedIn network person. You still gain somebody in your network. That's great. This is the easiest way to do follow-ups with people. Way better than cold email because now you're not just saying, "Hey, you still here?" Now you're actually just showing them how valuable you are. Because if you build a cool LinkedIn network, now every time that you post, it's like a follow-up. It pings them. reminds them who you are. And then you can also get tons of likes on your post, engagement on your post, stuff like that to basically say, "Hey, look how cool I am and how many of these other people find me serious. Why don't you send me a DM or follow up that way?" I think that's just way better. It's just, you know, a general follow-up mechanism than cold email. So, it's great. Um, the one downside is obviously the the volume. All right, let's do number three. Cold email and Loom. So, hopefully you guys know, I've talked a lot about this, especially recently. The cold email and Loom approach is actually fundamentally different to the cold email approach because what you're doing is instead of just sending somebody a cold email with like an icebreaker and then pumping them into a templated sequence. What you're doing with a cold email on a loom is you're actually like going on somebody's LinkedIn profile or Instagram profile or or website or funnel and you're recording a video of you breaking that down and then offering some piece of value to fix it or make it better. You're literally going on my Instagram and you're recording a video being like, "Yo, Nick, I love your stuff. I've been following you for a while. I wanted to make you $5,000. It's going to take you less than 30 seconds. Let me show you uh a quick hack that I would do in your shoes. You could take it. You don't have to work with me. You could farm it up to somebody if need be. Um um that that you could literally make a couple of tweaks here and then significantly improve your bottom line. Then you point out some minor fauxaw or or problem that they're making or something like that and then give it to them and then try and reach out to them over cold email. And you can also combine this with other social media based outreach methods. But essentially what you're doing is you are offering a ton of value up front. then you're associating it with yourself, with your character. Um, and this gives some of the warmest responses. Obviously, the main issue here, right, is the scalability of it. So, yeah, we're combining cold email with personalized screen recordings. It's a great balance between personalization and scale if you're smart about it. Um, the the way you kind of hack this together is you have some sort of thumbnail in the email that you send over, okay? Because the email will actually show the first few frames of the recording with the prospect's assets. where you know the the prospects Instagram page and you zooming in on something to to make a change to it or something or maybe some big spreadsheet that you developed with a bunch of data um that you're just giving them or maybe a big list of YouTube titles or something that you're going through in the video. You can actually do this for free. What's crazy is Loom offers, as of the time of this recording, 5 minutes for free, which means if you keep your pitches to under 5 minutes, you could literally get this up and running, get your Gmail inbox and just start sending. It's not a big deal as long as you have access to leads somehow. And as you've seen, those leads can be pretty cheap. The Apollo app scraper I talked about earlier, I think there's like a $120 or $150 per thousand leads as of right now. You could literally get all this stuff up and running for $0 in the outreach side, maybe like three or four bucks in the lead sourcing side. It's easy. Now, if you combine this with a multi- channelannel approach, so if instead of just sending an email, you also get a LinkedIn profile or some other thing, Instagram, DMX, uh whatnot, um you'll significantly improve the likelihood of somebody seeing that video. And if you think about it logically, you just spend a bunch of time recording that video and trying to fix a problem for somebody and doing research. So this is how you recoup the sunk cost of you investing into that asset that you just made. If you want to do 15 outreaches, that might take you maybe maybe an hour or so. I'm sort of spitballing here, but usually you'll get good enough that you'll be able to record your video in 2 or 3 minutes, and then it'll take you a couple other minutes to like set the person's asset up and and get all that stuff out. But uh yeah, this the way that I see this nowadays, honestly, is this is like the modern cold call. It's actually better than cold calls because people see it as being more respectful of their time. And then it's also async. So the person doesn't need to be available on the other end of the line right now in order to read your thing. And that's increasingly important in a globalized society where you're talking to somebody in a 16-hour time differential. Okay. Much higher response rates than standard cold email. So how do you actually do it? Well, you got to scrape the targeted leads like I talked about, visit some sort of asset, prospect's website, LinkedIn, social media, record your video, personalize the first few lines of your outreach. You can do this using AI as well like I talked about before. and then send via email and LinkedIn. If you don't get a response, pump them into a follow-up sequence because you want to maximize the probability they're going to see this because you invested all that time. But if they do get a response, follow up immediately within a minute. Book a disco call and close the deal. And the deals here, guys, because they're warm, they can be a lot more money than any other deal. When you offer a tremendous amount of value right off the bat like this for free, people that are making money like you and want to have you on the team. How do I know? Because this is exactly how I hire. If I if I want to work with somebody, basically everybody on my team at some point sent me some customized asset, customized piece of value before I even started a formal working relationship. And most of the time they do it for free because that blows my freaking socks off. And it's not just me that's like this. It's basically everybody else that's at like a high level, at least in my space right now, which I'm categorizing as info. All right, let's move on to the next one, which is ads. Ads can be really, really good if you know what you're doing. The issue is not a lot of people know what they're doing. So, I'm going to grab ads. And I am personally going to rate them as C-tier, much lower than most other people are probably going to think. Well, I've tried running ads a number of times for my own ad automation agency. I've also heard and seen dozens of stories now of people trying them in my maker school and make money with make communities to no avail. For whatever reason, we have just been all collectively unable to make ads work in any sort of scale. There are a couple reasons for that. The biggest one is probably the testing budget. Okay, in order to make ads work, you have to spend a lot of money. You have to spend money so that the algorithms, a meta or Google's PPC or whatever ad platform you're using, can basically get enough data to optimize the people that they're showing it to, the times that they're showing it to, and then the ways that they're showing it to. The issue is in order to get to the point where you know it, you typically have to spend a few thousand. Now, AI and automation agencies, one of the main benefits is how low the barrier to entry is. You don't actually need a ton of money to start the business model. So, what do you naturally have as a byproduct of that? a ton of beginners, a ton of people without much disposable income. A ton of people between, you know, zero and $1,000 of capital they can invest. You don't really have the time, energy, and money to spend on ads to validate and get them to a point where you can actually produce a return on investment. That capital expenditure just it doesn't really exist for a niche. Okay. If you do end up going this way, here are some tips that I've taken from a few people in my communities that have made this work at at least like a one to twox rorowass, which is not not good at all. Our rorowass stands for return on ad spend. So if you if you have a 2x, you spend $50 and you make $100. Well, that means that your your advertising budget was 50%, which means this is, you know, 50% margin right off the bat, which is not very good, but whatever. Um, Google search outperforms Meta for B2B automation services. Having a multi-step funnel outperforms direct to call approaches. Industry specific campaigns are going to deliver much, much better results because everybody is of the mind that their industry is special and super magical. Hint, they aren't. Um, if you want to start at the low end, I'd say you need between $500 to $1,500. Although I've also seen this run people ragged like they get to like 5k 10k spends before they see any sort of like Google ads or or meta result which is really unfortunate. And then a big thing that really works well or the thing that is going to make this work as well as it could be is having some sort of case study. Okay, you need to have case studies where you've shown a person very similar to the customer actually make money using these systems or using these flows. Creative refresh every 2 to 3 weeks to prevent ad fatigue. I think you can go longer than that personally but yeah. Okay, so here are some pros and some cons. How you do this? Focus on industry specific campaigns. Okay, you basically whip up a landing page. Then you create a lead magnet of some kind. The lead magnet is going to live on the landing page. You're going to host it there. And then in exchange for the person downloading the lead magnet, you're going to ask for their email address or some sort of opt-in with their phone number and whatnot. Then you have some nurture sequences where after the person comes in, gives you their email addresses, you kind of cycle them, right? And just uh build up value, give them more free stuff, get them to the point where they're ready to call, and usually have some sort of pitch in that nurture sequence. And then yeah, you launch the testing. If it's not profitable, which it won't be, you're going to adjust the targeting creative, and you're just going to do this loop over and over and over again. If it is, you'll just scale the budget, reimplement retargeting, do some continuous creative testing, and then optimize a conversion path before expanding to new audiences later on. And what is profitable? I don't know. You you need like a few a few multiples in the row for sure. Depends on the rest of your business, but as you can see, I'm not a big fan of ads. I don't really find that they work super well, so they're not usually my recommendation. Just wanted to be upfront with that. All right, let's move on to communities. Facebook, school, Discord, Slack. How exactly would I rate them? Well, communities are a free outreach method for the most part that as of the time of this recording, I would rate as a tier. Okay? So, they're nowhere near as good. By the way, don't treat this as like, you know, this is like uh uh 0 1 2 3 4. Okay? Treat this like 0 5 10 uh 100 and then a thousand just in terms of strength. This is basically I think this is a logarithmic scale. Okay, so um S tier is an order of magnitude better I think than A tier, which is an order of magnitude better than B tier, C tier, and so on and so forth. So communities, for people that aren't aware, we currently live in kind of an unprecedented era where this business model has come up called communities, which I'm making a lot of money in. I think I'm the fourth or fifth person by revenue on school platform right now, which is pretty big considering I knew nothing about communities a little while ago. But uh they're basically a combination of a bunch of things. Okay, you know how before you would have let's say online courses and then you would also have groups slashforums like Reddit then you would also have coaching then you would also have like other services like templates and stuff. Well, you know what's really cool is communities are basically a modern solution to all of these that combine them all. They give people templates, online courses, groups and forums for them to connect with people, coaching and nowadays people even doing meetups, okay? and they kind of combine them all into one product like u my community make moneywithmake.com or maker school which are currently hosted on the school platform which is one of many community platforms that's why I put the school logo there okay so what do communities give you really right off the bat they give you direct access to pre-qualified audiences that are interested in your solutions why cuz if you're selling to videography people videographers wedding photographers whatever and you join a videography or a wedding photography community everybody in there is going to be exactly the sort of person that you want to talk to they're going to the people that are interested in growing or expanding their business. Obviously, very beneficial from a B2B perspective if we're selling A and automation solutions. And they're willing to go out and and get a digital footprint to do it and then share their problems and and and brainstorm solutions with other people in their niche. They're literally about as qualified an audience as you can get to be honest. Okay. So the key though is and what a lot of people get wrong with communities is in order to make them work you need to build a reputation and usually the way you do so is one consistency you need to show up often just be a presence then two you need some sort of free value creation okay you need to be giving people stuff answering questions doing Q&As's recording videos helping and so on and so forth now because a lot of the time these are gated you get much higher conversion rates than public platforms and because you have access to people directly in in your niche a lot of them with a lot of money and you get those high conversion rates and and a reputation and authority, these relationships can be super strong if you play your cards right. My recommendation is usually the people that see the most success with the stuff will go above and beyond. They will make posts maybe on a weekly basis inside a specific set of communities offering value to solve problems. And then everybody that likes, reacts, or ask questions to that post will then get a DM from that person being like, "Hey, just saw that you asked a question about the post. Just wanted to give you some more data, some more information in DMs cuz I didn't want to clog up the feed. Here's a bunch of more value. uh let me know if you have any questions. Okay, this approach works really really well. Another thing is in communities you don't just get people that are willing to buy your services but you also obviously get a big network of people. Okay, um that may or may not want to work with you right now. The best way to go about scaling community based outreach is once you've assembled this big network, what you do is you just send a message to the 50 people that are frequently liking and commenting on your posts. Then you ask for referrals. You don't actually ask them directly. You just say something like, "Hey, how's it going?" So, you know, as you probably kind of figured out while I've been talking with you, I do AI automation work specifically for the wedding videography niche. As I alluded to in my last post, um I was just wondering if you knew anybody that might be able to benefit from my service. The reason why this is valuable is because instead of you saying, "Hey, can we work together?" Which potentially burns the network later on. You're saying, "Hey, do you know anybody that might be interested in my service?" And if they are interested in your service, well, they're going to want to work with you. And then if they aren't, they're going to look through their network and try and recommend somebody else to work with you. And then if they really, really aren't, then you're just going to get a no, I'm really sorry. Sorry, I don't have anybody in my network. But you're still going to have them in your network. You know what I mean? You're going to get to benefit from their social proof. You're going to get to benefit from them liking your post, bumping them up to the top of the community algo. It's just non-stop wins. Now, I tried to find averages throughout my communities to figure out exactly, you know, what the ratio is between posts and then clients, but I'll be honest, it really depends. The biggest variable here is the quality of the community. So, Maker School, for instance, I've come to realize is a very unique community in terms of the amount of engagement. Um, so obviously, you know, I'm a little bit biased here. Uh, the more engaged the community is, the more real people talking about real problems, obviously, the more you're going to be able to connect with people. And what I found is there are a lot of communities, specifically on Facebook and older platforms that are not really communities at all. They're just like sales pitches for a dude's specific product that he set up a Facebook group for, you know, 5 years ago, and he just never responds to anything. So, those are dead. You want to stay away from those. If you find a valuable community, something like Maker School that you can join and either pay a small monthly fee for, $10, $15, $20, or get in totally for free on the ground floor, if you make 20 quality posts, downstream, you might generate one to three clients if you follow everything else that I'm talking about here. How long does it take to make 20 quality posts? I don't know. Might take you a week. What does this mean? You could theoretically have a funnel that generates you maybe a client a week or so using communities if you take it seriously and if you're willing to put the effort in. Now, one to three clients may not seem like much, but just keep in mind that the quality tends to be really high, especially if it's a gatekept, closed, and paid community, which costs you money, but then you get to benefit on the upside. Okay, so I think these can be pretty awesome. Um, the way that you do them is you basically get a bunch of niches, whatever niche you want to join, and then do some research to list out all of the relevant communities in those niches. Go top to bottom in the community and just read what are people asking, what are the problems people are having in my community, what are, you know, the main points. You could literally like use the search bar and just type in a question mark. You'll find a list of all the titles where people have put in question marks looking for the answer to problems. You can also use other tools like I think gummy search is one. And then there are a couple of other ones that I just source information from Reddit and then other communities to find problems that customers are suffering from. Once you know the problems, let's say like the top three problems and a lot of them are related to lead genen if I'm honest across most of the niches I've seen. You create a bunch of valuedriven posts. Then you engage with other members posts. Okay? You got to warm up your account and stuff. And then the more engagement you receive, then you follow up with the DMs, offer additional help. If they're interested, you move to a call and then close them. Okay? If they're not, you still get to benefit because you get to ask for referrals like I talked about, maintain the relationship, and then you get to create more posts that then get to benefit from their engagement. So either way, you're going to be skyrocketed at the top of this thing. It's a very positive flywheel. If not, then adjust your content strategy and then start again. Some of you guys will probably be kicked out of groups that you try this stuff in because your your messaging is not very good, your positioning is not very good. You don't really know how to float the radar and not look like you're pitching or selling services. But that's okay. This is just like any other lead genen method. The only thing is it usually doesn't cost a ton of money up front. What it is costing you is it's costing you your time. So obviously a lot of beginners have more time than they have money, which is why I thought I would bring this up. Let's move on to the next one, which is short form content. short form content is Tik Tok, it's Instagram, it's YouTube shorts, it's the variety of these platforms out there where you can post reels and clips that are maybe, I don't know, 0 to 30 seconds and then you can have them rank really high on these algos. So, where would I put short form content on this tier list? I would rank this as C. And I know a lot of people are probably wondering, Nick, why the hell would you rank this as C, man? Can I change the color of this because I want this to be visible. There we go. Why would you rank this as C? Well, as you will find, I rank the vast majority of inbound methods very low for AI automation agencies. Why? Because it takes a longass time to make something work. And that's a longass time that you're not getting demonstrable return on investment as somebody that probably doesn't have much of a runway in this business anyway. So, instead of making content and blasting it out with a megaphone like services like Instagram and stuff like that allow you to do, if this is your megaphone, oo, I'm actually getting pretty good at this. That actually kind of looks like a megaphone. Don't do that. Okay. What you want, oh man, uh, my Canadian is showing. I don't even know how to draw a gun. What you want is you want a Call of Duty sniper rifle. Okay. Oh my god. Is that Is that what that looks like? That just kind of looks like uh a man's private parts. Anyway, what you want is you want a sniper rifle that shoots the the the specific target audience that you want instead of a megaphone which just blasts things out to a ton of people which may or may not actually include your target audience. Okay? Because this this is all about scale and it can work really well for scale. As you guys are probably seeing right now with my own channel, a bunch of other short form creators channels. This stuff works really well for scale but it takes a long time to get up and running. this, okay, just works really well at the cost of scale, which is why I always recommend outbound first before you do anything else. So, um, there are some benefits. Obviously, there's a lower barrier to entry than YouTube, which I'll touch on earlier. And there's also the potential for some rapid exposure through recent algorithmic updates like, um, Tik Tok and a couple other short form platforms are now reserving a set number of positions in the feed for people that have low follower counts. So, you know, they basically just want to level the playing field a little bit and then give newer creators the opportunity to rise the top. But the reality is it requires a really high volume of content and every one of these videos usually requires some sort of editing or some sort of overengineering. Um you also struggle with the lead quality. You get a lot of tower kickers on short form content man because these people have the attention spans of freaking goldfish. Okay. Now you do get more engagement with personal branding but it's nowhere near as much as you know another acquisition method. Um algorithms lean towards entertainment content as opposed to actual value content which is a real shame and it's difficult to predict to rely on for consistent client acquisition. I see a lot of people that have YouTube channels with maybe a thousand subs or something like that and their lead acquisition goes, you know, kind of like this. You know, if they were able to take off, like sure, eventually they go like this, right? But most of them aren't. If you contrast this with something like a cold email, for instance, it's usually much steadier and they're smaller variations. Okay? And I think you can scale it up as well. It's just the slope of that line is a little bit lower than a lot of the other ones. All right. So, what is a mechanism to do this? Um, you know, I'm just going to keep it simple. You create a lot of short form content. Talk about whatever the hell you want. Post consistently one to two times a day for a very long time. You know, when I did my long form YouTube, which I'll talk about in a second, I posted every day for 30 days without stopping. And every one of my videos was half an hour. To be honest, it's kind of like what I've been doing recently. And you know what's happening right now? It's in my growth. I'm skyrocketing. So, if you want to make this work, you have to set aside a lot of time in order to do this right. And the time is the cost of the future scalability. That's what you have to treat it like. Now, if you don't gain traction, you have to adjust the content strategy here. This loop, this might take like 3 months. You might literally have made0 for 90 days or more using this. If you contrast that with something simple and repeatable like cold looms or uh LinkedIn outreach or email outreach, I think you'll see that this is a lot less surefire of a path. If you do build a following, direct the traffic to a lead magnet, nurture leads via email and DM, convert to discovery calls, and close clients. For those of you guys that don't know, I currently run an Instagram channel where I'm doing exactly this. We're just about to hit 100,000 followers, which is pretty sick. And we were able to grow primarily by the virality of a couple of reels. A new free AI video generator here at 200k. This one hit 730K. Uh, a couple of these hit a mill, I think. So, um, the only reason why, you know, we're able to do so is because some of these just have like disproportionately higher performing growth than other ones. But, you know, as I'm sure you can imagine, this might work well for me, somebody that has a lot of money that I could rely on and kind of fall back on if the strategy didn't work. I'm just doing research and development expense right now. But if you're new and you really only have a couple months worth of runway, probably not the best idea to be focusing on a method like this, which is scalable and it might work, but it's kind of like starting an Uber, right? Who the hell knows? If you make it, you'll make a billion quadrillion dollars, but in all likelihood, you're probably not going to make it. All right, let's contrast that with long form content right now. So, if short form content was a C, long form content, like YouTube, is a B. Long form content is what you guys are watching right now. Now, notice how it's still not an A or an S. And the reason why is because it requires a very high time investment. You have very low initial ROI. So all of the same things that I just told you about for short form apply to long form. It's just usually it takes even more time investment in order to grow. The trade-off is okay. It's more effective after building expertise and you get a little bit more sticky clients if that makes sense because people just tend to like listening to you a little bit more if they're the sort of people that are subscribing to your channel. Contrast that with like short form where a lot of the audience that you get are going to be like new people that don't really know you too well that just saw you because of algorithmic boosts. Yeah. Success always follows a hockey stick curve. What's a hockey stick curve? Well, us Canadians say basically this. Okay. It's kind of what a hockey stick looks like. Notice how my hockey stick drawing is a lot better than my sniper rifle drawing is what it is. Played a lot of NHL, not COD, clearly. Uh so, you know, you're you're basically going to be making zero dollars for the vast majority of your time. And then some inflection point will hit and you'll start getting a little bit of traction. And this might be like 3 or 6 months or something. Then you'll start doing some sort of growth. But again, that's a very long time period before you make a dollar, right? Focus on the faster and easier stuff. Anyway, um the big thing I'll mention is that just without social proof or proven results, standing out is really difficult. If you wonder why I start all of my videos with social proof, like, hey, I scale my agency 72K a month. Hey, I had thousands of people in my community. Hey, I made 170 grand last month. It's because if you don't have social proof or proven results doing the exact same sorts of things that you're telling people, you will just fade into obscurity. The reason why is cuz you see that megaphone example that I gave you earlier? Well, you're not the only one with a megaphone. There's actually a million other people out here with megaphones. Okay? And in any sort of content, you are trying to stand out, but it's very difficult to do so unless you have some sort of proven experience doing the stuff that other people care about. All right? In terms of mechanism, how do you do this? Well, create YouTube content like I did. Build a small audience to start. Once you have that small audience, validate and ask them questions. So, if it works, you gain traction. Obviously, sorry, if it doesn't work, you're going to continue creating content, asking them questions, uh, you know, and trying to figure out an angle that does. If it does work, you'll grow your subbase. You'll ask them tons more questions, which will help you create more YouTube content up here. Convert a bunch of viewers to leads with a sales process and a funnel that converts them into clients, which allow you to scale your content ops. All right, so not rocket science. I'm sure you guys could tell kind of what I was going for here with YouTube, but yeah, basically when you start, always go outbound over inbound. All right, that takes me to Upwork. How do I feel about Upwork? Anybody want to pause the video and maybe take a guess? If you guys have watched my previous videos, you guys should probably know. Where am I going to put this thing? H up here. We make that S tier. Why S tier, man, this stuff works like crazy. Okay, Upwork is an incredible platform. Whereas other platforms require you or um other approaches require you to one define the problem that the customer is suffering from. Okay. Present a solution for the customer and then three justify or convince them that you are the best fit for that solution amongst the millions of other people. Upwork actually solves the first two for you. You're never talking to anybody that doesn't already have a problem you know how to solve. You're also never pitching something that is not a solution that you already understand and the customer already understands. The only thing you actually have to do is you just have to convince them is, hey, why am I the person to pick amongst the 500 other people that are applying for the job. And I know what you're thinking. You're thinking, well, Nick, that sounds really difficult. Well, you're going to have to deal with that problem anyway if you're to do all that other stuff. It's just now you don't have to deal with those two. And if you're a beginner, you don't know how to deal with those two. But dealing with this one's actually a lot easier. Okay. So, what do I mean by all this? Well, you now have direct access to clients that are actively looking to hire for automation services today. They literally put up a post and they said, "Urrent, I'm hiring somebody to build out an AI and automation solution. Okay, I will pay $500." This is somebody with a problem and with a desired solution, with a ton of pain that wants this problem solved today. You are literally never going to find more volleyball, you know, more of like a volleyball spike just ready to be hit and ready to be scored than this. The cost is you have to pay a little bit of money, okay? But the benefit is you have these two problems solved for you. Now, you're going to have less competition than you might think just because there's a lot of stigma around the platform. Sure, it's low hanging fruit, but it also costs a little bit of money, which sort of is like a barrier to a lot of people and there's a stigma around Upwork where people think, well, you can't really build a real business on Upwork. It's those same people that I have now made hundreds of thousands of dollars more than because if I listen to them when I started my content agency several years ago, if I started my AN automation agency several years ago, basically any business thing that I do, I'll always try Upwork first to validate and see if it's good. I I wouldn't have made anywhere near as much money. Okay, the trick is you need to do customized video proposals just like the Loom video approach that I talked about and you'll yield five to 10 times higher response rates. If you put time and effort into solving a customer problem on video, they're so much more likely to get back to you just because there is tons of trash on Upwork. And that's how you stand out, by the way. You record some sort of customized asset and you just give a ton of value. If you're a professional, you'll make it work. 100 monthly applications can yield three or more new clients. And the numbers can be a lot better than this, mind you. Um, way way better than this, but I'm assuming that these clients are like chunky clients, you know, like maybe $1,000 to $2,500, not um, you know, like $500 clients and stuff. The way that Upwork works is you guys are going to get like a ton of like a hundred to $1,000 contracts. And a lot of people think, well, I don't want to just do a $100 contract. I want to do a $10,000 contract. That's why I'm doing AN automation. What they don't realize is the second that you've worked with somebody on one project and showed your expertise, well, now you have a client that you can reactivate and upsell later on. Much easier than a totally cold prospect. So, I've had so many gigs go from $100 to maybe $500, then scale all the way up to over $15 or $20,000 over the course of the next year as I repitch them, resold them, then ultimately got them under retainers. The way to crush it on Upwork is to optimize your profile. Just treat it like SEO. Okay, you are a website somewhere and you are ranking for the search term AI and automation. Use keywords, make yourself stand out, make the first few parts of your profile really valuable. It's like a website. It's like make your above the fold really clean and really nice. And then more importantly, get back to people quickly and you're going to do really well. Early applications to new jobs substantially increases chances because the way that Upwork works is basically if somebody's posted a job and then it's more than an hour since they posted, they probably received like 10 other applications. And if somebody's on Upwork looking to hire for a job anyway, odds are they're looking for a short-term solution or they're looking for a solution to a short-term problem. So, they're probably at their desk as the applications roll in. If you want to maximize the probability that you're going to make it, just constantly be browsing, I don't know, one, two, or three times a day. set a couple of calendar notice or reminders or whatever and then apply to the jobs that are posted within the last hour or two um preferentially. In terms of how to do it, um first step is well you need to make an Upwork profile and just optimize one. Sorry, I forgot that um up here. Um but after you make it, okay, is just search for relevant job postings. You know what I do? I literally just pump the search term automation into Upwork. I know it sounds silly, but like you just type Upwork. Then you go over here, you type automation. Okay? And then I literally have access to a bunch of automation jobs sorted by newest. From here, I can filter. Maybe I uh I want intermediate and expert jobs. Maybe I want I don't know. I'm not going to filter out the cost because a lot of people will put budget placeholders at 100 bucks. Maybe I want all of them except for ones that have 20 to 50 proposals. And maybe I just want, I don't know, maybe people in like the the Americas or something like that, higher paying or whatnot. Then I just go top to bottom and I will literally just apply to every single one of these jobs. even if they're, you know, up to a few, I don't know, like four or five hours ago, realistically, with some sort of custom proposal or custom asset. Okay, I'll submit the application. If the client does not respond, I just move on. And the way that Upwork works is if they do respond, you now have a message window. And with a message window, you can now follow up with them, which is awesome. So, if they respond once, well, and they don't respond next, you just follow up with them. It's a cycle over and over and over again. Just add them to a stack. Do uh one follow-up every two days for a month, you know, for every every person that doesn't get back to you. Easy to do. You could schedule 10 minutes in the morning the second you get on your upper profile. Just follow up with all your clients first and then make applications. Anyway, after they respond, you schedule a disco call. You submit a detailed proposal usually through the platform. Then you get hired, deliver work, and then request a review and referrals and more work. And then just cycle. It's just this all day, non-stop. Check my upper profile. I made almost $500,000 on the platform. I think $494,000 or something like that now. So, that's pretty badass. All right, let's move on to another lead generation method or client acquisition method that not a lot of people talk about and that is partnerships. What do I mean by partnerships? I mean basically you create relationships with complimentary service providers, people that are in other niches that need AI and automation services regularly or they have some sort of adjacent requirement where the client is more likely to ask, hey, I know you do websites or I know you do marketing. Um, do you know anything about this AI automation stuff? And then you position yourself as a person that can fulfill that work for them. So they say, "Well, I'm not capable of doing that myself right now, but I do know somebody. He's part of my team and he's really, really good that I can connect you with." Does that make sense? Okay, great. And then usually that company will get a slight referral or affiliate percentage for that. Now, I'd rate partnerships, we go top to bottom here across all the other lead generation mechanisms as a B. Um, because this is a lot less straight line of a path than these three up here. So, cold email/Loom and then Upwork and then much less straight line path than I think communities and LinkedIn DMs, but it's still something that I recommend that we all set up given enough time. Okay, the issue with this is this is how most other people get leads if I'm honest. Most other people do not have a defined lead generation mechanism where they like can, you know, go out and then send a thousand emails and then get three clients or something. So, they sort of have to rely on referrals. They have to build their networks and partnerships and stuff. And generally, this also just puts you in a much more vulnerable position if you do want to scale because you have to be very nice to these providers. You kind of have to, you know what I mean? It's just it's just a little bit much. Um I I much prefer the abundance approach, but um yeah, I would be remiss if I did not at least mention this. So, you create lead exchange relationships with complimentary service providers. Okay. A good list of partners, web design, marketing, SEO, consulting firms. A couple of other ones might be like B2B agency. I mean, really any sort of B2B agency, right? Right? I mean, so that kind of falls under web design, marketing, SEO, but um you know, like like PPC, any sort of PPC, B2B agency, any sort of SEO, any sort of CRO, some e-commerce companies can be good for this. Basically, they have to work B2B. That's kind of like the requirement, right? But um what you do is you set up either a formal revenue share arrangement where it's like they um white label your work, as in they say, "Oh, yes, I can do this. Um you know, we have a team member of ours that's really good at it." And then they pretend like it's their company that's fulfilling the work. or they just do a pure affiliate or referral partnership like I was telling you about before where it's like clear that this is a different company. Oh yes, I know somebody that could do the work and then they send it out. Both of these are fine, but um you know I I much prefer doing the referral because it's like a oneanddone deal and I don't have any, I guess, obligations to represent the client's company in this specific way. I can represent my company however the hell I want. Um usually make a little bit less money that way, but it is what it is. You get pre-established trust, shorten sales cycles as a result. My recommendation is after you're done doing the S and A tier lead generation methods, set up some sort of partnership by reaching out to 10 or 15 potential partners, look in your network first. After you're done looking in your network, look in like the community network that you've established. Better if you even work with B2B agencies, to be honest. Then afterwards, maybe you could do some cold calling or cold outreach or just get a list of all the top web design firms or SEO firms that you want to work with and then send them cold emails. You need to regularly check in and give and receive clear documentation to get good results. But yeah, you can generate 30 to 40% of your revenue. If you're like a big agency and you have established partnerships that you've been able to build over the course of the last year, you can make a fair amount of money. Don't say no to partnerships. And in fact, some companies actually run their entire business through partnerships. They make way more than that. It's not, you know, 30 to 40%. It's like 100% of their money. And that's okay. I just wanted to point out to you that I much prefer like the scalable consistent approach even if it's not necessarily the the biggest um right off the bat because I just prefer not having my income tied to somebody else. also prefer to like just tying it to myself. Anyway, how do you actually do it? You identify a big list of complimentary service providers. You build some relationship with them before pitching. You provide value first and then you propose a formal partnership. You say something like, "Hey, I know that I get a lot of people asking me for web design consults and stuff like that. Would love to send them your way. I know that you also get a lot of people ask for AI automation or systems. Do you want to formalize a relationship? You can send me a percentage and we can make something like this happen. We can both mutually benefit because we both trust and like each other's services." Answer to that is yes. You make a simple partnership agreement, develop whatever client materials that we need, email templates, email assets, whatever. Hey, just looping in Nick, who's our guy at insert company. Um, and then have some sort of regular strategy meeting. I mean, you can just do this once a month or whatever, but you know, a lot of people will miss this and when they don't have any sort of regular contact with the referral or affiliate partnership, usually those fall off the map. So, what I personally recommend is just do this, you know, once every one to two months or hell, maybe even do this once every quarter, basically like quarterly partnership meetings. Still, um, I think one to two months is probably better. Anyway, do some sort of regular strategy meeting with these people so they don't like fade into obscurity. And then uh yeah, you know, even if somebody doesn't accept the partnership, just try a different approach later. I'm sure they eventually will so long as you're continuously giving value. Okay. All right. We got a couple left, just two. The first is Dream 100 Outreach. And the last one is X and LinkedIn content. So, what is Dream 100 Outreach? Dream 100 Outreach, to make a long story short, is basically where you guys will find creators and people that you really like and have wanted to work with for a long time, people you really respect. So maybe in your case it' be somebody like me or I don't know somebody like Dan Martell or Alex Herozi and you make like a big list of like the top 100 people that you want to reach out to and that you want to you want to contact and whether or not you want to work with them or do business with them. Maybe you just want to have some candid email back and forth with them or something. The idea is you make a list of 100 people and then you actually just like aggressively try and have some sort of contact with them. Okay? And this takes way more time than cold email outreach. This is essentially cold email but it's like hyperspecified cold email. takes way more time than cold email, but you typically get to build much better relationships and results uh because of that. Okay, so where would I rate uh Dream 100 Outreach? I would rate Dream 100 Outreach as B. I treat Dream 100 Outreach as similar to partnerships, but because you're usually working with much bigger people that are a lot more established and they might not necessarily need your services, you're probably not going to deliver like direct revenue from this. Okay, it's great to have and you can build like a really good network that will make you millions of dollars in the long run, but I don't actually recommend starting with Dream 100 Outreach like some other people do cuz a lot of people have been talking about this recently. So, I'm going to touch on I don't actually recommend Dream 100 Outreach as like your first go. Um, I'd much prefer talking to people kind of like, you know, if this is a big hierarchy top to bottom and this is me, I'd much prefer talking to people that are over here as opposed to over here if that makes sense because I'm sort of fighting an uphill battle here and they're just a lot less likely to get back to you. And I think feedback loops are really important. Okay, so yeah, um this combines social engagement with personalized email. Um one thing that I've seen work really, really well that actually just happened to me a little while ago was basically somebody that wanted to work with me on LinkedIn um actually did a super deep dive breakdown of my entire client acquisition funnel. Then he posted it on his own LinkedIn as a piece of content and a roast. It was incredible. Then he sent it to me over email and I thought that it was just a banger piece of content. He got like 50 people liking it and then that made me think more highly of him because I'm like, "Okay, now he has an established network." Um, and then he also just uh had a bunch of people being like, "Dude, you got to reach out to Nick. Dude, Nick's really cool. Hey, I've actually heard of Nick. No way. I might be able to connect you and and stuff like that." So, um, I think that's a much better way of doing the Dream 100 outreach than a lot of other people are doing. And, you know, I think that's probably a good way that you could combine both social media and like built-in social proof with personalized outreach. I got to get back to that guy. Actually, I'm thinking about it. I don't think I responded to him yet. Um, custom video audits dramatically increase response rates. Like I was talking about a moment ago, we got much higher time investment, but substantially better conversion. Works really well for high ticket automation services. So very, very high ticket stuff. You know, Alex Rosie was looking for an automations just a couple of months ago. If you pitched him with that at the right time, I imagine you probably could have made something happen. I did not, alas, but what are we going to do? The issue is it requires genuine value creation. You can't just template solutions and you definitely can't spam these people. If any of these people get a whiff that you are spamming them, they are not going to want to work with you. Aka that you are pumping them into a sequence. They're never going to want to talk to you again. That's just how it is. I don't know why we deal with templated and AI automation solutions with the the work that we do quite a bit. So, it's sad for me to say it, but that's the truth. You have to make all of your outreach manual and extraordinarily genuine, or at least you have to be so good at building these things out that somebody like me who's worked with the stuff still wouldn't be able to notice. Okay. Then, yeah, just like the uh Loom video outreach, multiple touch points across different channels massively increases the effectiveness. How do you do it? You basically just make a Google sheet list called your dream 100. And you start with just their names. And then what you do is you just have a bunch of other columns like their Facebook, their Instagram, their X, their LinkedIn. You just go, you know, a column for everything. Ideally, then you have one for email. Then you set aside some time and then you find all of these profiles. Then you research the prospect deeply. You might have like a 5minute thing every morning where you just like read through, add as many of them in social media as you can, add them to your feed, and then just interact with all their posts and just comment. And maybe, who knows, maybe there's a chance that they'll actually start recognizing your face. Like I recognize the face of people that comment and engage with my content quite a bit. If I see them come up three or four or five times, I'm like, "Oh, hey, there's Peter. Oh, hey there's Sally. Oh, hey, there's there's John." If I then get an email from Peter, Sally, or John, obviously, I'm a lot more likely to get back to them, right? This stops. I'm sure this is going to stop working for me at some point when it hits like a million or 10 million or whatever, but it works for now. And then after that, you build a value bank. Create custom audits and recommendations that are hyper tuned to that particular person. Then send the personalized outreach. If they respond, book a disco call, present the full solution, and close the deal. Or just ask to be in their network. And if they don't, multi- channelannel follow-up, continue your engagement, and then just start the loop over and over and over again. All right. Okay. Let us now talk about the last bit of outreach, which if I could find it was all the way over here, top righthand corner, which was X and LinkedIn content. Okay. So, this is actually creating content on these platforms um that are not vid that's not video content. Okay. Where would I rate this? As of the time of this recording, I would rate this as a C. Why? Well, as I'm sure you can imagine, many of the same issues with short form content, but they're sort of um expounded upon because video short form and long form is actually better than this. The reason why it's expanding upon this is because X and LinkedIn content, for the most part, you can do videos and stuff. Don't let me um convince you otherwise. For the most part, when people think X and LinkedIn content, they think text content. Um text content is quickly becoming very saturated because large language models now afford anyone the ability to create thousands of reasonably high quality text posts on any subject they could ever possibly want in like 5 seconds. You still can't really do that with video. So there's more of an opportunity for you to stand out in video. Remember those megaphones I showed you earlier? Yeah, just imagine a 100 times that many megaphones. Anyway, you get direct access to business decision makers, which is cool. And I've talked to a lot of millionaires on X before I was a millionaire. And that was nice, right? You can actually just bridge the gap kind of like an email inbox. It's like an email inbox for the world. And we also have higher intent audience than entertainment platforms like IG, YouTube, and stuff that are typically more infotainment. Definitely Tik Tok. Engagement with others content allows you to drive a lot of your results. And then you can also build in public with real case studies. I'm not saying that you can't win with this stuff. I'm just giving you my own tier list on what I would do if I were at the start line of my automation agency. Would I focus on this? No, I would not. I'd rate that as Ctier. Consistent posting obviously wins. You get to relationship build, although it does take a fair amount of time. And then if you are very specific about how you position, if you position yourself as the AI automation guy for X, Y, and Z or B2B growth systems girl for ABC, you know, if that's your niche, you're going to do a lot better than if you're just like the AI automation person. So, the cool thing is that's an approach a lot of people take on X and LinkedIn. become the blank dude, the blank chick. They just niche down super hard, become the thing synonymous with the thing they're talking about, and that really helps the growth. So, there are a lot of people that are doing the same formulas, but I think I'll leave it at that, and you guys can check that out in your own time. Basically, how you do it, you create value content, engage with your target audience, build relationships through comments, become a thought leader in your field if possible, and then finally receive some sort of inbound inquiries. Also, you can follow up with DMs, right? Ideally, you want to combine the two. Hey, I saw that you like my post on XYZ. What's going on, man? Love your content. move conversations to DM, schedule a disco, and convert to client. You notice that literally every one of these involves scheduling a disco call. There's a reason for that. It's because that's how you do things in an automation. That's how the business model works. You schedule disco calls. So, if you guys aren't already scheduling disco calls, if you're trying to build some other new method or something like that to to close clients, I'd highly recommend you at least just revisit the disco call stuff. And I mean, if it's working, keep doing the thing that's working, right? And a lot of people are obviously doing the the disco call structure. Awesome. Hopefully, you guys appreciated that video. had a lot of fun ranking every client acquisition method for AI and automation agencies. If you guys want to learn more about these specific AI automation agency acquisition methods, definitely check out Maker School, which is my 0ero to1 community. We're just coming up on 2,000 members as of the time of this recording. We've grown bigger, better, and faster than I ever could have imagined. Now we're actually, I think, somewhere in the top five on the school games leaderboards, which is blowing my mind. Um, but I increased the price every 100 members just to represent the added value. So if you guys are on the fence and you wanted to join, I think it's over 100 bucks a month. Now, keeping in mind we started at uh low 40s. Um, aside from that, if you already have an established business, you want to make it grow more, definitely check out Make Money with Make, where I take a working business and then I help you scale it up. AI automation agencies obviously fall under that umbrella, but we also help a lot of other business models as well. As long as you found some sort of product market fit, delivering or developing services, you are free to come in and join. I just increased the cap to 500. Um, Concomit with a big price increase as well, just for my own sanity. Otherwise, please like, subscribe, do all that fun YouTube stuff. I'll catch you guys in the next video. Really appreciate all your comments and anybody that's made it to the end, you're a real one.


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# The 3 Best AI Automation Agency Niches in 2025

hi everyone I scaled my AI automation business to $72,000 a month and in this video I want to talk about the three best AI automation agency niches in 2025 I'm not just going to give you the niche I'm going to give you problems to solve solutions that you can sell them then I'm even going to talk about how exactly I would scrape and then reach out to these people today if that sounds like something you guys want to learn let's get in the video okay I'm going to cover these three niches in a second just before I do I want to talk about what makes a niche great to begin with the reason why I have to do this is because our industry moves super quickly it's not enough just for me to give you these three niches on a silver platter which I will but I don't just want to do that I also want to give you guys the skills you need to be able to pick any niche in the future even if the underlying fundamentals of this technology change which they surely will by the way happens every few months so what makes a great Niche uh three rules of thumb first digital so not brick and mortar second mid ticket plus that means over a th000 bucks per deal and third as few regulations as possible no Hippa stay away from Healthcare stay away from legal to give you guys some more context like you can think of niches in a couple of different ways they can either be brick and mortar that is a physical business out there in a real world with a storefront or they can be digital which is something like what I'm doing something like what a lot of digital agencies do uh the issue that I find is many automation agencies just because they're new and these businesses are accessible they will start with brick and mortar ones and then they'll find it very difficult to scale and make money my recommendation is you go digital wherever possible now there's some reasons why the first is it's very hard to Source break-in mortar leads if we're being practical digital leads are very easy uh consider how difficult it would be to find a list of Knoxville HVAC companies versus just creative agencies across the United States like one is specific to Knoxville they probably only a few HVAC companies that operate in that jurisdiction uh whereas the other is like basically I mean it's worldwide but in our hypothetical across the United States there could be tens of thousands hundreds of thousands so you can in practice get 10,000 plus leads in just a few days for a few hundred maybe even less money that if you guys have watched my Elite scraping tutorials the second reason is that most brick-and-mortar clients just do not understand the value of automation anywhere near as much as digital ones because the work that they do on a daily basis just does not involve these sorts of Technologies think about Lucy who owns a flower shop down the street is she really going to understand the value of like a lead generation system is she even going to be able to employ a lead generation system or maybe a CRM or or project manager or proposal generator and that sort of stuff probably not um I don't mean to knock brick and morar business owners I know a lot and they do fantastic some of them do much much better than I do financially but they just tend not to deal with this sort of stuff on a daily basis whereas digital business owners do they understand crm's project managers they understand uh systems at least from a bird's ey view most of them just because that's sort of what they have to do on a daily basis so when a client understands the value of your service you can obviously sell them for a lot more money than if they don't the third big thing is that brick and morar budgets in my experience are often a lot smaller the reason why is because reach is sort of limited and you have to contend with an additional line item which is rent right for the most part if you run a digital business you do not need to pay for rent and rent a lot of the time can be a fair amount of money it can be sub a substantial portion of like an average brick-and border business's um total you know operating budget so if you think about Lucy at that flower shop she might make you know $155,000 a month on like a good month her rent might be $2 or $3,000 of that more so if you're in like one of these ritzy ass cities like NYC or something probably much more so the last thing is that implementing stuff in real life is a lot tougher in general than implementing stuff solely through um some digital interface like we are doing as automation Specialists so you know a lot of the time if you work with these brick andw businesses if you want to economize or optimize their processes you need to do things in the physical world too like if somebody comes to your the cashier register or whatever um you give them an iPad or something to have them put their information in instead or maybe they can opt into some some special thing for instance um that sort of stuff takes a lot longer to get a feedback loop because you have to tell the owner hey you know put that iPad on your front desk we're going to open up to this link I want you to do X Y and Z thing and then you actually have to test it out physically in reality and there are a number of things that can go wrong with that so just to be totally pragmatic here and it's not that any of these problems in you know individually are like super massive and disqualifiers but just to be pragmatic if you put all them together the bottom line is the internet is where the money changes hands it's a lot easier to work on the Internet it's where you should be working too the second thing is mid ticket plus so that just means that great niches are ones where a single customer Nets the company $1,000 or more sorry if we jumping ahead you can of course go lower than that but you will lose one of your primary points of Leverage the reason for this is because when you work with mid ticket plus businesses you have a couple forms of Leverage the first is you have sales leverage that just means that if you can add a single customer to a mid tick plus business whether it's through some lead generation whether it's some through through some reactivation campaign the simplest systems ever if you can get them a single additional customer you will often pay for your own expense for months or years so it's very easy for you to justify the money that you are charging a mid- tick plus business the second form of Leverage is people leverage mid tick businesses because they tend to be more expensive tend to involve more people in the actual Service delivery or fulfillment and when you have a lot of people you have a lot of opportunity to automate stuff so um you don't just get sales leverage up here you also get people leverage and then I just threw this in um this is sort of anecdotal but in my experience when I work mid ticket I work with richer people I work with people that are a little bit more they think about bigger things right more bigger picture thinkers people that tend to have a little bit more money um so there's a lot more referral opportunity for you it's a lot easier for you to consolidate your reputation as an automation engineer and then a lot of the time these relationships are just better they're just more professional right people just tend to reward you more and appreciate the professionalism that you put in so I always go with mid ticket plus now um it's basically my rule of thumb the Third third and the last big rule is uh fewer regulations so I don't know how much of this stuff you guys have done at this point that you're watching my video some of you guys might be at the you know starting line of your business 01 to $3,000 other guys might be at 20 3040 $50,000 whatever but one thing that I could say confidently is if you have a choice to work in two potential universes one with a ton of Regulation and then one with very little regulation you're basically always going to want to favor the one with little regulation because regulations just make everything harder great niches are in industries that have either very few regulations or they have regulations that in practice nobody gives a about so I'll give you an example a healthcare especially United States wide wide can really suck because you have to use hippo specific automation platforms you you have a bunch of like data control policies you have to anonymize customer data you have to like you can't just use their first names or last names you can't just use like an API call to a large language model um you have to like host your own you know you have to use all these Alternatives that are 10 times the money basically the point that I'm making is all of this additional work is going to add at minimum 5 to 10 times the work and you will probably not get paid 5 to 10 times the amount for the work so just right off the cuff working in a highly regulated industry that slows you down and adds a lot of friction uh tends to just make all of this way harder now the caveat argument there that a lot of people give to me is well Nick if I work in this industry that has a lot more regulation a lot more friction to get into then naturally the supply of the market will be a lot lower as well meaning it'll be easier for me to come in there'll be fewer other competitors and so on and so forth and I understand that but um I think it makes much more sense especially if you're at the earlier side of your journey to compete in high volume Industries Industries not necessarily where there's little Supply but actually more Supply um because you know you're not only making money but you're also taking on uh like a lot of self-education when you work with a higher volume of leads for instance you tend to learn and and pick up the fundamentals of running a digital service businesses specifically in this case an a automation business a lot faster Alex rosi talks a lot about like this idea of debt like technical debt education debt um client management skills debt and I think that this is sort of in the same vein so even if the supply is less um yeah it adds a minimum five to 10 times the the implementation cost and you're not going to get paid five to 10 times the amount and then yeah you know I just wanted to say that new emerging or non-local markets are better um there are technically regulations around basically everything these days but in my experience only Healthcare and legal are enforc and practice now just to cover everything I'm not I'm not a lawyer and this is not legal advice this is just my own experience working across these Industries okay are you guys ready to actually get into these three niches I'm not only going to cover the niche itself I'm going to cover how you can go out and scrape leads in that Niche how you can pitch them primarily using cold Outreach and then ultimately the exact systems that you can build and sell for them let's get started all right the first Niche is hi touch software as a service so if you guys aren't familiar with software as a service it is a business model where you will sign up to some sort of software on a subscription basis they will provide a service to you like Adobe Photo Photoshop Premier Pro instantly smart lead clickup monday.com Panda do whatever they'll provide some service to you on a monthly basis and as a result you'll you'll pay them some sort of recurring subscription now one thing that some people might not know is that SAS is actually split into uh two I'm just going to go with two types for now in reality um you know depends on who you're talking to but there's low touch SAS and then there's hi touch SAS low touch SAS is just most of the software platforms you're probably familiar with it's stuff like pandadoc it's stuff like uh monday.com stuff like Trello the way that low touch works is it's low touch so there are very few customer touch points with a real person in that business typically the vast majority of it is automated you will enter your email address you'll enter your password you'll create an account you'll pay a little bit of money and then voila you have access to the software platform sounds pretty sweet right but there's another variant to that and that's called a hight touch SAS hi touch SAS just means uh it's it's still a software as a service model but it tends to be very expensive it tends to solve just one particular need and usually very very well and extensively tends to be marketed more towards Enterprise people and it's not automated instead of it being an completely automated sign up process usually the way that high touch SAS works is you have to sign up for a demo you'll be assigned a an account executive or an account rep and then these people will both demo the service sell you get you signed up and then help you implement the thing into your business so these sorts of businesses because they require sales demos they're high cost like a managed service and they have high customer lifetime value tend to print money um when you when you work with them and when you manage to get a high touch SAS business as a client so I have over 1400 people across my automation communities uh maker school and make money with make and everybody that's doing High touch SAS right now or at least everybody that's sending a sufficiently high volume of outbound Outreach to high touch SAS T tends to be crushing it why is it good let's just cover it um one by one the first is it's mid ticket plus um are often several hundred or thousand per month think about like a $500 manag subscription if you manage to help them get a client that stays on for one year that's $66,000 in their pocket that's excluding upsells which some of these businesses literally like live and breathe off of many customer touch points um so that means that you can automate a lot of these things kind of like before you know the more people in a business typically the more room for automation this typically solves a very strong need especially for Enterprise companies and then many of these businesses have annual revenues of 78 figures the cool thing about this is um they can also into funding situations many of these high touch businesses because they're geared in Enterprise and they solve these super specific needs a lot of them to do with like you know Ai and Technology nowadays uh you know they can raise big funding rounds and they have a lot of money to spend so not only do you work with people that have more money they also have a lot of money to spend and not all that money is their money which is pretty sweet so it's not enough just for me to talk about a niche um although you know after this I'll show you how to sell them and I'll show you the products and services to pitch um let me actually show you what these businesses look like here's one called sen bird sbird basically is like a some Enterprise level communication and chat API service do I know what the hell any of this stuff means I'll be honest not really um but that's because they're not marketing to me they're marketing to a very specific customer Avatar which they sell for a lot of money if we go to their pricing page here you see that even their lowest paid plan is 400 bucks a month and that's s like their lowest monthly active user plan if you scale it up to 10K it's 500 bucks a month for this thing what if the average customer stays on for 18 months right 18 * 500 is $99,000 um customer lifetime value if you charge somebody like 3,000 bucks a month if you get them a single customer and maybe you get them five a month or something but if you get them a single customer you pay for yourself for three months which is fantastic so um you know that's sbird another one here is called check what you'll find with a lot of these sorts of businesses when you go searching and and doing the lead gen is not all of them will actually have pricing pages in fact the majority of them won't the reason why is because they want you to have to get in touch with a person in order to um actually move forward with the process so this is me just doing a bunch of silly BS because I just want to you know submit my form and have them contact me um but basically what's going to happen when I click the submit button is they're going to assign me to a demo rep most likely I haven't actually filled out the specific page but most likely they're going to assign me to some sort of demo rep they're going to book me in on a calendar and then they're going to try and sell me because you know it's a higher ticket I'm higher touch service a last example here and I know I talked about not working in the healthcare industry but I figured you know I just wanted to be as comprehensive as possible um a lot of these Enterprise companies do work in regulated Industries like healthcare IMO health is one of them same sort of vibe right this website has worked with tons of these massive businesses before and if you want to connect with them if you want to work with them you need to schedule a demo as you can see like it's fairly in-depth somebody has like contact you walk you through your needs um and you know because the service is so expensive and because it solves such a valuable service usually um you know companies like this can get away with it okay enough talking about you know what this company uh what this industry or niches and why it's so valuable let's actually get into how to sell so if I were uh you know tackling this right now and I had no resources no knowledge of this no expertise or or anything like that this is exactly what I would do and I mean I'm raising a hypothetical as if I did not know any of this stuff but I do and this is what I'm actually doing so the first thing that I do and you kind of have a couple of choices here you can either get a bunch of Apollo leads for SAS companies you can just go on apollo.io you can log in or make an account I guess and the way that Apollo works is you basically have the ability to create giant lists of companies so go to company or I don't know maybe I'll go to Industry and keywords and then you you can pick an industry here so maybe you want to work specifically looking for I don't know banking um Insurance uh Financial Services business businesses and that sort of stuff okay what you do is you go in you apply whatever filters you want and I'm not going to walk you through the specific filters because obviously this is entirely up to you you get lists of companies from Apollo and then you enrich these using the tools that I'm going to talk about in a second um you you search specifically for SAS for companies that are above maybe I don't know 11 to 50 people so they typically tend to work more Enterprise uh you use the term managed when you're doing the searches you use a variety of terms that like hone in on businesses like this if you're not sure what those are just check out alternatives to these three services and then build like a keyword list based off of that so that's one approach you could do another approach you could do is you could literally look on indeed or LinkedIn jobs for um you know literally you could just look for the term uh I guess I got a sign in here so give me one sec you could look for uh the term software or sales so I could go for sales and I'm not going to do Calgary which is where I'm at but I'll do sales and then I'm going to do a slightly higher salary like 100,000 and then there are some additional filters that I could do here I could look for like midlevel to executive level sales um I could look for full-time roles I could look for locations industry software development Insurance like I mentioned financial services this sort of stuff then I could also throw in a couple of other keywords um and you know these keywords are constantly changing they're kind of up to you but maybe you type in like SAS sales or something what you'll see is you'll see a lists of businesses now because I'm in Canada and uh you know LinkedIn likes to show you results that are in the country that you are in obviously because a lot of them have regulatory requirements and stuff like that I'm seeing Canadian businesses if you're here if you're in the United States somewhere else you're going to see different ones but these are the sorts of businesses that ultimately you can apply to and the value in doing this approach is when you get a list of these you can scrape them using a tool like appify I mean if you scrape uh you know lists using appify so if I just type in LinkedIn jobs over here if you scrape that list using appify what you end up getting is you end up getting the company name the company URL giant description of the business the location hell you get stuff like salaries um you know experience levels required sectors okay all you do is you just pump in the URL in here and then with all this stuff all you need to do and I'm saying all you need to do a lot but literally all you need to do is you just get the decision maker emails using a service like any mail finder if you've never used any mail finder before it's super simple you just go and type in the first and last name of the person and then um you know the term uh sorry the the website domain specifically and what you'll do is you'll pump this in and it'll literally return you a verified email maybe about 30% of the time and an unverified email the other 70% of the time of a person at that company you can also use uh something called a decision maker search over here where you look specifically for a person at one of these businesses so if I just go back here I go to sendbird and I grab that website and then I'm looking for CEO owner president founder whatever if I search we can actually go and we can find the email address of one of the people that you might be able to contact at that business in this case the co-founder and CEO so uh I would literally do this okay I'd get a giant list of these people and then all I would do is I'd send them an email that says hi noticed you were hiring for account Executives I do really cool thing that solves the need that you are looking for right now for an account executive but I do it using systems I just delivered amazing result for somebody else and I believe I can give you similar results I believe in this so strongly I will guarantee X doll in the next 60 days X leads in the next 60 days X doll saved in the next 60 days or you're not going to pay a cent is this worth a chat you send uh I don't know a th000 2,000 3,000 of these every week it's best if you personalize these using artificial intelligence and if you don't make the email seem templated because people like being talked to as if it's like a real person to a real person they don't want to know that they're in a sequence if you do something like this then you'll be able to sell the system I'm about to show you and I think I said previous here but I meant to say um subsequent for at least $1,500 a pop and then you'll be able to take that and then and then segue that into some sort of monthly recurring service where you could have it for three four 5 10 $15,000 a month depending on the company and depending on the needs that you fulfill now once you have that what problems and systems you actually sell well here are two really simple ones that you can throw right off the bat the first is a lead generation personalized cold email system what I've found is a lot of these high touch SAS businesses especially ones that are founded more of more than a couple years ago they rely on super bloated sales teams and outdated Outreach products that are usually a byproduct them interfacing with Enterprise companies so much they tend to just have like shittier software because they're bigger more bloated uh they have more red tape and they move a lot slower so you can deliver an insane amount of value just getting one of these businesses sales teams getting them you know a 100 mailboxes signing them up to instantly or smart lead or something doing some targeted lead scraping similar to what we just did in order to get this deal okay apiz lead scrapers at the time of this recording $1.20 per a th000 leads crazy and then sending them Mass sequences that are personalized and customized that you know solve the problems that the uh target market or target audience is looking for you could sell them the system you could even go as far as building in some sort of AI autoresponder to manage this scale set meetings with um you know closers and demo people on their team then automatically forward those meetings to them if you build this for the right hi touch SAS company you can build way more than $1,500 if you were to do this for something like senir you would be able to prove some sort of results in them you probably get away with like $10,000 or more so a lot of potential there the second system is a lot of these businesses naturally have bloated sales processes you could very easily build a personalized proposal system and or CRM for them um it's basically a cakewalk once you build a template uh the very first time you can just copy and paste this over and over and over again regardless of the business so long as it's in a similar vertical so so what this means if you're unfamiliar is agencies and high touch sasp assises both have very similar sales flows typically you need to book a demo or a discovery call now High touch SAS businesses will show off the the the service in the uh disc in the demo call that's why it's called a demo they're demoing the service agencies will usually do what's called a discovery call where they just tend to get to know more about you but usually what happens after this call is you'll either move into a closing call and then after that you'll send some sort of proposal or will just immediately send a proposal for services uh the lad is what I like to do but that is most of these company sales flows so what you can do to make a long story short is you could build a system that just makes this way faster instead of you having as a salesperson to write up some big long proposal draft with a bunch of details and stuff like that what you can do and what I've implemented dozens of companies now is you can just give them a simple form and you can say hey before you end the sales call I just want you to fill out this form this form asks for a bunch of simple information like their name their email address uh their company and then maybe some some quick bullet points on the problem they're facing and the solution that they want you type that in this might take you less than 30 seconds to a minute during or at the end of the call you press enter and then it goes into a system and automatically generates a proposal I've built this system out and showed this on my channel many times anybody here that has watched a couple of my videos will know um so feel free to check out my channel just type in like proposal generate and you'll find a couple and I've also done this with the lead generation to personaliz cold email system so both of these systems are literally you know you can go to my gumro download the blueprints for for free uh and then get going and and you know start selling these to make a ton of money so that's Niche number one let's cover Niche number two now I've talked about Niche number two uh back in in 2024's video where I covered the three best AI automation agency niches um but luckily for us um this Niche has not changed this Niche is still printing and in fact I go as far as to say it's actually printing even more money if you look at the success rates across my both communities um than it was previously I don't know if this is just because more recruitment companies are now problem aware and solution aware they understand that automation is a very simple and easy way to make them tons of money uh or if we're just getting better at selling to them but yeah people are really loving recruitment right now and recruitment is Ling them back so in case you don't know how recruitment works if I run a recruitment company basically what I'm doing is I'm finding candidates and then I'm placing those candidates in somebody else's business so let's say my client is a roofing business this is uh not realistic but let's say they're roofing business and they're looking for a very specific set of roofing skills for their next hire they would reach out to me and say Nick I know you run a recruitment company can you recruit a highquality roofer for me I say of course so and I go out I have my systems and my job posts and I list a bunch of things looking for uh roofers I find 10 roofers I interview each of them and then I get like three that are amazing what I do then is I present these candidates to the roofing company and I say which one do you want this guy wants 80,000 this other guy wants 85 and and this guy wants 75 they say I want the 75 one then all you do to get paid as a recruitment company is you typically take a percentage of the first year salary that's like the simplest way to do it there are other ways obviously some flat rates some percentage of multiple year salaries but typically in my experience a simplest way is a percent of the first year salary um this sort of business model can do really really well okay uh typically recruitment companies have to handle a high volume of both applications and candidates so anytime a business handles a high volume of something small percentage improvements can really big results if you know the average recruitment agency um in order to fulfill their work for a client handles 300 applicants and if you can build a system that just makes them 10% better at handling these apps or 10% faster that's worth a ton of money to the recruitment business and they're happily pay you money in return to solve that problem another thing is in that example I mentioned before with $75,000 for roofer right let's say you take 20% of the first year salary hypothetically and again this isn't realistic because most of the time it's not like roering Roofing is not something that people typically go to recruitment companies for but anyway um 75,000 time 20% is 15,000 so as a recruitment agency you will make $115,000 just making that placement as you can imagine this is pretty high lifetime customer value especially if the customer comes back to you right if a single client requests one placement a year and they tend to stay with you for three years 15,000 time 3 is $45,000 that is a massive customer lifetime value and if you get them a single client they're going to like you a lot the last is um you you know recruitment tends to be digital first there's so many pain points regarding sourcing screening and communicating with candidates no rent no brick-and-mortar business you can systemize a lot of this digitally and then use it to acquire clients for them too let me give you some examples before I dive into what to do this is recruitment Partners Incorporated I believe these guys maybe in Calgary that's probably why I picked them I just like Googled recruitment partners and they happen to like you know be the first thing that popped up so you can see they're um pitching both candidates and employers candidates being people that are looking for jobs employers that are looking for candidates to fill their jobs and yeah I'm not going to harp on this anymore I think most of you guys probably understand what recruitment looks like this is an executive recruiting firm executive recruiting just means um placing CET and B people uh and these tend to be obviously substantially more money upon a placement meaning these companies have a higher customer lifetime value for the clients that do get in their Network it's not uncommon for you to make over $100,000 on a single client and let's actually get into how they sell these puppies so if you wanted to sell a recruitment agency today and what I'm seeing people do across my to automation communities um over 1,400 people in total maybe like 50ish people or so right now are targeting recruitment there are looking on indeed and Linkedin jobs for recruiter roles they're scraping recruiter roles using something like appify they're getting decision maker emails using something like any mail finder and then they're sending an email very similar to the last email offering a guarantee um and and essentially saying hey noticed you were hiring for this job I do really cool thing helping recruitment businesses make this much money and I just delivered $95,000 for another recruitment company I can give you extraordinarily similar results maybe even better and I want to guarantee my service since I know you don't know me and I want you to feel comfortable and confident about this is this worth a chat same thing as before if you run a a cold email campaign here if you personalize them using AI you'll get much better results and if you don't if you run this at scale um you can make a ton of money I had somebody in my community go from I believe making $ Z to over $80,000 in just a few months employing this exact approach that I'm telling you the systems themselves that you could sell uh they're three the first is a candidate placement system so you know I talked about candidate placement earlier being the main thing that recruitment companies do right uh they often juggle hundreds of applicants per position and then their job as a recruitment agency is filtering those applicants down into the highest quality subset before presenting them to the client well you can basically solve all of this with some automated hiring pipeline I've built this out a couple of times on my channel already basically what you do is you build out an end to- end pipeline in a tool like clickup Monday or a similar platform and all you do is you stage it you say I don't know first pass um interview uh second pass uh interview and then maybe like considering for for um presenting for presentation or something maybe have four or five of these stages what you do is when a new candidate comes in they come into the CRM with the status first pass and then you as a recruitment person or a contractor you go through this top to bottom you just verify which ones Mak it into this into the interview stage when you move them or click their stage and change it to interview basically you will automatically send them an email with like a link to a calendar booking or something that like gets them to the next stage of the process after that stage they're now an interview the people that pass you just move them to the next one second pass then they automatically get a bunch of assets resources questions that sort of stuff you can do this in whatever freaking way you want I'm just throwing out random ideas here that may or may not actually be super great I don't know if I'd phrase it as first pass interview second pass interview I'd probably go like first pass um trial um interview second interview or something to be like super secure uh but the point I'm making is you could just automate the hell out of what is traditionally like a very involved manual process and now the recruitment agency staff is just a QA person this can print money for recruitment companies it can massively reduce margins which tend to be pretty high because it's such a people focused industry and it just makes things a lot more organized it also allows you to upsell a system which I'll talk about in a second the second thing you'd sell is a lead generation a personalized cold email system as you could see this isn't the first time I'm bringing this up and the reason why is because lead generation systems are by far the number one most in demand thing right now in all of these niches I'm going to be showing you except for maybe the next one but there are other lead generation approaches you could use and the reason why is because lead generation is just the bottleneck that most businesses have right you could solve the tightest bottleneck um typically you're worth a lot of money so anyway recruitment companies struggle with consistently finding new clients or job openings older firms especially rely on these outdated methods like expensive job board subscriptions which can charge them hundreds or thousands of dollars a month month a total waste of time so what you can do is you can solve this with a cold email Leen system in a nutshell and I've documented this multiple times on my channel but you buy 10 domains you link 30 mailboxes to Smart leader instantly you warm them up you Source 4,000 leads and by the end of month one you will have reached out to all 4,000 of these people with a response rate of around 4% assuming that you use some of my copyrighting tools um you'll have generated about 160 replies many of which will have turned into justifiable sales opportunities hopefully you know at least a at least a third Maybe quarter of these um will will result in positive replies and then of that maybe like 50 60 70% will convert to meetings that's still a lot of meetings and you can um you know obviously provide a lot of value to recruitment company with a customer lifetime value of 5,000 10,000 15,000 $220,000 okay the last system I want to cover is an automated dashboard system so the way that recruitment agencies work is you know as I mentioned they typically deal with very high volumes of people and because of that they have many opportunities to collect data the issue is the vast majority of recruitment companies do not collect data or at least if they do their data collection sucks but here's the really cool thing you could use this as an upsell to the system that I talked about earlier because if you think about it if you have an automated hiring pipeline where in order to trigger something to happen automatically you need to change a status well you can also trigger them being added as a new row in a Google sheet or something or some sort of like logging um and then the second that you start logging people well now you can connect this to data visualization software for the specific stack I'm going to tell you guys about is you go to Google Sheets you make some new you know like recruitment database you have like the first name the last name the email address the stage and a bunch of other information about the candidate right when you trigger a status change inside of the CRM that you built for them then all you do is you add a new uh row to this uh uh database okay and then you just keep on going and then what you do is you connect this is something like looker Studio looker studio is just like data visualization dashboard software that just connects to the data source that you just created a moment ago Google Sheets and allows you to visualize the number of people at different stages so now you know okay I had 108 people make it into the first pass then 75 people make it into the interview then 33 people make it to the second pass then 15 people make it into the interview then four people um were presented for placement the second that you give a recruitment company data like this that's that granular one they're going to love you and two they're going to be able to make data driven decisions that make their company a lot better so as you can see lots of opportunities here on the recruitment problems and systems and uh obviously if you follow a similar approach to Niche one's approach you can make a ton of money selling these the third big Niche and the one that I'm personally now a part of is coaches and consultants and this industry is blowing the hell up right now it's one of the fastest growing in my opinion if you're unfamiliar with what coaching and Consulting is if you think about like agencies agencies typically provide the service which is the building or the marketing or the paperclick ads or whatever coaches and Consultants they help agencies or they help other businesses provide the service so they provide like a strategy tactics they do coaching they uh you know do like accountability they do they do testing they do higher level stuff basically the point that I'm making is they just provide a bunch of auxiliary support to the business to make the business better at servicing the needs of their clients things can get pretty complex in B2B because if you think about a lot of agencies you're B2B to begin with so it's like of a B2B agency delivering work for another B2B agency and that first B2B agency is being coached by like a B2B coaching consultancy practice uh but the point that I'm making is coaches and Consultants are just like auxiliary they typically don't provide the actual service they just inform you how to provide the service so why is it good it's very high ticket some of these agency coaching programs are tens of thousands of dollars per year um I run some agency coaching programs right my community is maker school and make money with make and they're not tens of thousands of dollars a year U my most expensive was $1,382 a year as of the time of this recording but you know a lot of the other ones are super high ticket $50,000 $100,000 especially masterminds and stuff like that so if you can get them a single additional client obviously you can bring home the bacon yourself the second reason is because it most often involves information products coaching is just all about information it's strategy tactics guides accountability systems that sort of stuff and these are typically very leveraged with no real inventory or fulfillment and then the third is a lot of these businesses can be pretty profitable they have very large sales and marketing budgets that are primarily manually driven so you know people will like run ads they'll run I don't know Instagram shoutouts on on certain profiles they'll do a variety of things in order to Market their coaching or consultancy practice um but these are primarily manually driven and you can automate the hell out of these so to be concrete here are a couple examples one is me and I'm just going to exit out of that before my YouTube video starts playing and screws up with my audio um another one that's probably more relevant is this is just some program that a friend of mine I think joined called client Ascension some of you guys may be familiar with um oh geez the name isn't coming to me right now Daniel I think yeah Mr Fazzio uh anyway this is a program that like helps you grow your agency or B2B business up to a certain amount of money this is typically what they look like um and you know odds are if you can help this guy Daniel with his business and you can offer even one or 2% improvements to maybe his bottom line or his margins or something this is probably a several hundred, month business you'll be delivering a lot of value and you'll be able to be reciprocated reciproca uh you know compensated in kind so how do you actually go about selling them well I'm a coaching consultant so you're kind of hearing this from you know like the The Source here this is exactly how people have sold me in the past the successful ones anyway and this is exactly what I would do if I were looking to sell to this Niche myself the first thing is I would scrape YouTube I would scrape school and I'd scrape all other social media where coaches hang out I use appify that I'll sh you that in a second I then look for crossplatform information like I try and get their Tik Tok I try and get their Instagram I try to get their Twitter and X profiles I basically try and get everything if you want to look at a practical example what this might be I'd go to uh appify over here okay and then there are variety of scrapers that we could use probably the simplest one would be like YouTube channel fast YouTube channel scraper or maybe um YouTube channel scraper there a variety of them but basically what happens is you feed in some parameters and then it returns you like the titles of all their videos it returns you um like their descriptions and stuff like that it returns you you know if they have an email you can use an email Channel finder I you can get a bunch of information about like their links and Linkedin and Instagram and stuff like that you get Source from there what you do after that is okay so now you have um you know a bunch of their information and you stick it in a Google sheet what you do is you pass all of this identifying information to gbd4 or an a large language model and you do with a personalization prompt that says hey here are the last three that this person created here are the last three posts this person made here's a bunch of stuff and then you just have it create a personalization prompt that says I don't know uh loved your last post on like uh I don't know like pushing through adversity in uni I had a really similar experience I just wanted to like tell you about it or something you have some personalization prompt where then an artificial intelligence or large language model takes the last few posts that are topical and relevant and then converts that into a oneline um Icebreaker sort of variable that you can add to a cold email then what you do is you create a custom asset so this is something like a Google doc this Google doc will solve a very simple problem for them it will create a bunch of highquality YouTube titles for instance or outlines for Content or uh competitor analysis or example funnels for a new community product basically what you do is you get AI to take all this data and then generate a really quick and easy little hit of value which may not even be that valuable um I'm reminded of this guy that sold me successfully just uh like a week and a half ago I think an invo I just I just sent him like I think I sent him over $500 now he reached out to me and he said hey Nick here are 20 YouTube titles at Rock by the way if you're watching this you crushed it man he said hey Nick here are a list of 20 YouTube titles um I know that I have to give you some value in order for you to take me seriously so take them uh I'm not like a cheap skate copywriter you can do whatever you want with this and then if you find this interesting at all just send me a message back here you go and then he just gave it to me and then there were 22 titles and of them I liked like four or five of them and then I got value out of it before the guy even tried to talk to me he created something for me before you know I even uh I was even required to give anything back so if you do this you can do this completely automatically by the way he probably did it manually God bless his soul but you can do this completely automatically then people will freaking love you for it and uh your reply rates on email campaigns like this you're going to be like at least 5% probably closer to 10 15 maybe even 20 so what you do then is you enrich and find email addresses for each coach using something like any mail finder which I've already showed you and then you just send them all an email then because you've already produced an asset you also DM them across all of the platforms you could find using those scrapers so their Instagram Tik Tok Twitter uh you know YouTube whatever school all those platforms just to make sure they see it then you say hey here is a list of X thing that I think will do y for you it's totally free no strings I want to work with you but I know value is how you get there so if you find this interesting just shout back if not no hard feelings thanks you can just copy and paste this thing for all I care Oh keep in mind there probably going to be several hundred other people copying and pasting it too so you might want to vary the words or something like that um but but but something like this would work extraordinarily well I know because it's worked on me a number of times I've seen it work on a ton of other people and this is what people in my community are now starting to do to see results as well so what you want to do is you want to run all this stuff at scale book meetings and then pitch them on any of the three NE systems uh two next Systems sell them for 1.5k plus I think you can sell them for a lot more than that to be honest and here are the systems that I would sell to coaches and Consultants the first is an AI coach so a common need in many low and mid- ticket coaching offers one in my case and one in a lot of the other communities and in groups that I'm a part of is some sort of Q&A that's typically one of the line items or deliverables provided as part of you joining this community like hey if you have any questions about how to build an agency or if you have any questions about how to like create automations just drop them down below and somebody in our group will get back to you this is great but what you'll find in practice is a lot of these questions end up being variants of earlier questions so this is like the same same sorts of questions repeated over and over and over and over again essentially you've already answered is either a video or maybe a text post somewhere else or something of that nature so here's what you do instead you offer these people an AI coach you take all of the videos that they've ever done you take all of the YouTube posts all of the community posts all the school Circle  posts whatever and you convert this into a retrieval augmented generation chatbot this is just a fancy term for like the AI assistants or something that like searches data up in a database and then you call it AI Nick or something and then next time anybody has a question before they post it in the group they just ask AI Nick this will work like 70 80% of the time if you do a pretty good job it's not going to answer all the questions because it's it's Rag and rag is known to have a little uh you know to be bumpy at times but this is going to handle 70 80% of all questions because it's basically just fuzzy search over a database of answers to questions if you do this you could literally completely automate like one job or two jobs or three jobs depending on the size of this coaching company on day like one cuz does doesn't take much more than like 24 hours to put together so you can literally automate like several Jobs worth the very first or second day the other thing you could do is you could actually give them this as a product to sell to their members you could say hey this isn't just something that's included in our program if you want access to AI Nick pay us $15 extra dollars a month or something and this thing will handle you know all of the questions you have it'll do a really good job of it's not perfect but it'll do a really good job you use that as a first pass so not only are you are you saving them of margin but you can also have them sell this as a product to double or even triple de so a lot of people are doing this right now um I know a lot of other people in like the AI automation agency space are doing this with their own Brands I haven't really done this because I think that there's a lot of value in my reputation in personally responding to these things but off the top of my head I could tell you there's like 500 people that that would eat this up right now if you just serve it to them on a silver platter so that's number one number two is a coaching management system so typically the way the coaching companies go from my experience is they tend to grow really quickly there's some Trend like uh smma or in my case AI or automation or or AI agents and with this trend there's a lot of opportunity to make money so creators and coaches like myself will make content about it and typically the growth curve looks something like this because uh you know so many people are interested in this the you know it's like selling shovels during a gold rush or something so many people are interested in this that so many people join the program the very quickly the person that runs said program does not have enough resources they don't have enough people in order to fulfill the thing that they promis the people that they would would do so what tends to happen is they tend to hire shotgun and they just tend to hire as many people as possible they get customer success managers coaching managers uh uh csms like account Executives whatever terminology you want to use for them they end up with this really bloated ass team that technically does the job but they're all very inefficient and they tend to be very different in terms of how they do the work because you didn't really have the time time to train them all up to some standard well here's where my coaching management system are cm it's very Cory it's very Cory of me um here's where this comes in handy Jesus I'm such a dad you can you can basically build a similar CRM or project management system what I've shown you guys before except what you do is when a new person comes into the coaching program you just round robin assign them to one of the many coaches that you have on staff then this coach has a number of stages just like our hiring system there might be week one where you know when somebody enters week one they're automatically delivered a bunch of assets Google Drive folders automatically unlock they're automatically given a bunch of templated resources uh then when they make it in a week two some other stuff gets unlock for them they receive another email with a bunch of info maybe there's a quiz at the end of week two when they finish the quiz they move on to week three basically this is a an intensive end-to-end coaching management system that delivers the same coaching experience that the people are currently doing just in like a completely and utterly standardized way um and this is the sort of system that can honestly like make a ton of money for the coaching company they can eliminate a few of their coaches for one not that I want to hire or fire csms but if you can you might as well um and then it can standardize the quality of the service and allow you to to to improve it this can end up being like one of the most foundational parts of a coaching business to be honest um and you know if you can deliver the thing that becomes a foundation to the rest of their their company their livelihood and their revenue obviously they're going to compensate you all for it so that's personally how I would do it um remember in order to sell them you could just scrape YouTube School whatever medium that they're great on using something like appify personalize the hell out of it create an asset and then send it to them alongside some personalized messaging the reason why you're doing it across all these platforms is just because you're probably you'll have probably spent like 10 cents using AI to create this thing you might as well maximize the probability that it gets seen just sort of like recouping your sun cost and then the reason why you sell the AI coach and the coaching management system is just because these are problems that people tend to to suffer from so just one quick review before I wrap this video up uh we had three niches we had high touch SAS okay High touch SAS is mid ticket plus lots of customer touch points they have very high revenues these are sorts of businesses you typically want to work with we had recruitment recruitment agencies typically deal with a ton of people and when there's a ton of people in high volume there's a lot of opportunity to make money they also have very high customer lifetime values and then the third was coaches and Consultants coaching and Consulting is blowing up right now they're super high ticket and since they involve um information products and margins tend to be good companies like this typically have very large sales and marketing budgets that you can help with I hope you guys appreciated this video I tried to make it as practical as possible for any aspiring AI automation Freelancers or agencies if you guys have any questions or suggestions about this please drop them down below but I love doing videos more on the strategy and the tactics uh although you know I also really enjoy doing videos doing the actual building as well thanks so much again if you guys could do me a solid like subscribe comment do all that fun stuff to bump me up in the YouTube algo I'll catch you on the next one cheers


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# How i get paid $20k days from both sides by controlling who gets clients (full course)

So, I've made over $2 million in the last year, and I've noticed that every couple of months there's a new AI trend that pops up and then it dies. AI agents, random automations, agentic workflows, everybody gets hyped for like 90 days and then the whole thing just disappears. And the insane parts is that the entire industry has it completely backwards. People are building AI agents, nobody's paying for, starting AI agencies with no buyers, focusing on how to build something instead of who actually needs it. And the markets is already adjusting. You can literally see the hype collapsing in real time. So today I want to give you a full road map, zero gatekeeping on the one thing in the AI B2B space that never dies, which is demand. Not AI, not tools, not features, demand. And to make it stupidly simple, let me give you an example. Imagine this. You are at a party. In the kitchen, there's a guy who forgot to eat all day, starving. Across the room, there's a girl who ordered way too much pizza, three, four boxes, and she's not about to eat all that by herself. Both of them have a problem. Both of them need each other, but they will never talk. Then you walk in, you hear him say, "Man, I'm starving." You see her thinking, "I don't want this to go to waste." So, you connect them, everyone's happy, and they probably started dating. Right? So, you didn't cook anything. You didn't buy pizza. You didn't touch anything. You just knew who needs what and you bridge the gap. That's the demand. That's access. And the person who controls access controls the value because the problem already exists. You're not inventing anything. You're not convincing anyone. You're just connecting two people who literally need each other right now. And in B2B, this happens every single day. On one side, you've got companies bleeding money because they can't find the right partner fast enough. On the other side, you got agencies, freelancers, vendors starving for clients, posting on LinkedIn, begging for leads. They need each other desperately, but they don't know the other side exists. And that's where you come in. Not as the person doing the work, not as the AI builder, but as the person who controls who gets access to the opportunity. And this is the black pill or like the part nobody wants to admit. The money isn't in doing the work. It's in controlling who gets the work. And let me explain. There are two ways to make money in the AI B2B space. You can be the builder or you can be the operator. And most people get stuck being the builder. You trade time for money. You deliver, revise, deal with expectations, manage chaos. One project, one payment. The second it ends, you're back at zero. So you're on the hamster wheel, replaceable, competing with people cheaper, faster, and willing to work weekends. But the operator, the operator controls access. You don't compete on the skill. You compete on the opportunity flow. You don't trade time for money. You decide who gets introduced. And because you control that flow, both sides pay you just to stay connected. Now, if the agency stops paying you, they stop receiving money. They need you, right? So, you're not replaceable anymore. You're the gatekeeper and access is more valuable than execution because everyone can execute, but not everyone knows who's buying today. Not everyone has a system for it. But you will after this video because you might be thinking sad, okay, this makes sense. But how do I actually find both sides? How do I know which industries to target? How do I build the pipeline? How do I qualify them so I stay in control? So here's what we're going to cover in this video. One, how to pick winning industries in 5 minutes with signals that tell you who need clients yesterday. The second thing is the outreach copy that gets replies in 24 hours. The third thing is how to qualify both sides so we stay in control not in chaos. This is the exact system that generated over $2 million in my agency and I'm going to break it down so simple a child could understand it. All right, so I've got a mega Google sheets for you that has so much value and contains everything that you need to start having those 20k days, those crazy 20k days. Okay, so the first thing we're going to talk about is the market pairs. Okay, so this like I said this entire Google Sheets has everything that you need. Uh I basically just compiled throughout my entire experience and this business model, right? All the blood, sweat, and tears that I had to go through 64 market pairs copy and paste ready for you ready. And not only that, uh you're going to you're going to get the supply. You notice here we have uh a row called supply. also going to get the demand the pain signal and also the stack written by SAD which is me right so you have everything that you need here so let's start from the supply side for example recruitment agencies or like recruitment or staffing okay this is like a big like a very very huge industry and there's multiple subindustries within the recruitment/ the staffing so you've got you know the warehouse staffing healthcare staffing tech recruitment firms, tech staff and uh executive staff and temporary staff and light industry, construction like hospitality, a bunch of subniches within the big niche which is staffing and recruitment. Now the demand this is the supply which is staffing and recruitment agencies. Well, what's their demand? Well, any company hiring. So, uh if you want to go for like a general recruitment or like staffing agency, well, the demand is any company hiring. So the pain signal for that is job post saying urgently hiring or immediate start. Now why? Well, because if they can't place candidates, right, that's an empty seat. Well, there's no money. That's that's how they make money is they place candidates. Now, the stack that you're going to need to find these signals is you want to look for urgently hiring on LinkedIn jobs plus Indeed, Glass Door, etc. Or you can use their stack. It's like a job aggregator. Like I purposely left a couple notes here. For example, here it's a job aggregator. So you kind of understand their stack is basically they have one single endpoint that pulls all the job listings from whale found, LinkedIn like every single tenant. It aggregates everything. So you can just get all the data from this aggregator that pulls data from multiple sources instead of like just scraping from one platform then going to another platform or trying to build like this crazy automation because I've tried it before and it's just not scalable. So just pick the this end point from their stack. If you guys don't know their stack, let me just give you like a quick demo. So if you go to product jobs lookup so all job postings in one place search simultane glass door every single day, right? Every platform you can see here that look there's a beautiful graph they have. So use it. All right. Now let's talk about the next industry. All right, which is again within the recruitment/staffin big industry which is um warehouse staffing agencies. The demand year is warehouses, factories, logistic companies. And you want to look for, and this is something that I've done live, job post, folklift operator, or warehouse worker. Okay, I've done this live and I've generated sales opportunities within like 24 hours. Um, and the reason why you might be like, okay, sad, why there's like a demand and supply, why there's this beautiful peculiar demand and and supply and demand between these two. Well, if there's no workers, production stops and there's no one to work the shift. Simple, right? It's just a real life problem that you might solve by connecting both sides. Okay. Now, the stack here is look for full clipped operator. This is literally what I've done using LinkedIn jobs. Again, same thing. You want to filter by past 24 hours, which is exactly what I've done in that demo video. Okay? So, again, you can use their stack. I use LinkedIn jobs. You can use their stack if you want to like scale this really. Okay? And if I had to scale, I'll just use their stack because super powerful. Okay? And they've done a really good job. I'm not affiliated uh with these guys, but they've just done a great job. Now there's healthcare again, hospitals, clinics, there need nurses, right? Job post for nurse or CNA post in in the last 24 hours. Okay. And then you've got um the reason why well patients don't care when there's no not enough staff, right? They don't care. If if you were sick and you go to hospital and there's no staff, well, what are you going to do, right? So the stack here again, same thing. You look for nurse or CNO on LinkedIn jobs plus indie. So you can notice that any company higher and you want to go for like their stack or like LinkedIn, right? If you want to aggregate, etc. Um, and then let's go to the next one. Obviously, there's like multiple here. So you you get the point, right? In terms of like executive search firms or like tech recruitment firms, obviously for tech recruitment firms, it's tech companies, SAS, startups because people or like decision makers or any company, they need developers, AI engineers to actually build a product, right? And you want to look for job boards for like software engineer or just raised funding. This is a really good signal because if a company raises funding well- which means they got money from investors well they're going to allocate that money to what scale and grow and how do we grow right by building a better product right we need a better product and uh the way we and the way we will be able to build a better product well we need AI engineers and AI developers and great people and very very smart people so that's why it's a pain signal if you're reverse engineer the thinking behind this okay now in terms of like the like I said he can't build a product without developers on the team. So you have everything that you need here. Okay. And then you want to look for a software engineer LinkedIn jobs wellound exactly the same thing. This one has well found. Okay. Well found is really good. Wellound is specifically for startups as startups uh fintech startups etc. So this one is really good. You can easily script it using appy. Pretty straightforward. Okay. So all you got to do is just uh scroll down here. As you can see like it's all startup language right? hiring remotely in 2020 to uh revolve naval revi can't think work is the future uh interesting and then you can filter by jobs and whatever you want okay there's 3,000 here this company is actively hiring yeah so you get the point in terms of like a well found it's usually you just scrape it using uh appi okay let me close these tabs okay so you got other things here you got the remote staffing agencies you want to look for job boost staying remote or work from home okay why well because they need the talent fast but don't want to pay office space costs. Classic, right? And then the tech stack here is you want to look for remote or work from home. Again, same thing. Either use wellfound or like the job aggregator that I said which is their stack or LinkedIn jobs. I just want to like scrape platform by platform. Now, let's talk about financial and accounting, right? The bookkeeping firms is the supply, right? The demand is e-commerce brands doing 100k plus a month. Notice how I said 100K plus a month because you want to be laser focused, right? So the the pain signal is job posts for accountant or bookkeeper or posting about messy books. Again, that's a pain signal. If a company or like u like I said, an e-commerce brand is looking for an accountant or bookkeeper, right? Or posting about messy books. Well, there's a good chance that they need a bookkeeping firm. So essentially you stand in the middle just like uh just like a magician in the cosmos. Instead of being in the left or the right, you just stand in the middle and just make the intro, right? So that's how it works. This is the tax stack. Look for bookkeeper accounts and or LinkedIn jobs and filter e-commerce companies in Apollo plus search messy books or bookkeep bookkeeping help and LinkedIn post. Now let me explain this. So so you want to look for bookkeeping or a bookkeeper or accountant in LinkedIn jobs. Once you do that, you're typically going to get sometimes decision maker, sometimes you won't, but you just want to get the domains and then you want to filter on e-commerce companies in Apollo. A lot of people don't actually know this, but Apollo is an enrichment platform, not just a lead sourcing database. And for example, if I go to this organization enrichment, you can literally plug a domain, right? For example, my domain is myprocess.com. You can literally plug there and then you can filter by the job titles there. Give that some thoughts. You can also use the person enrichment, people enrichment. Yeah, people search because the way it works is that they they they already have the data with the decision makers with their emails, right? Uh I believe they changed the endpoint or like the doc. Let me go to reference. Yeah. So people enrichment. This is the one. This is the new one. So it's people enrichment. This one that the one that you want. Okay. So it has eight endpoints. Okay. You can enrich data for up to 10 people with a single API call. Then you've got financial advisors, which is small businesses. Well, their demand here is the small business making 500 to $2 million a year posting about cash flow problems or hiring for finance roles, right? And you might be thinking, s why why they need each other? Well, if they can't see where the money is going, they're making revenue but losing cash. So, you want to look for CFO. Again, this is that's a pain signal. Finance manager on LinkedIn jobs. and you filter by companies doing $500 to $2 million a year. Again, you can do this in Apollo because you can filter by revenue, right? So, you do this and you also look for cash flow and LinkedIn post essentially in the keywords, right? You look for keywords cash flow, right? And then uh these are like all the financial accounts and let's talk about legal and compliance because there's many industries here. Okay? Like I as a 64 pairs, okay. Um so in terms of the legal and compliance this is something that I've ran before which is uh KYC AML uh compliance agencies. The demand here is actually interesting. It's crypto startups launching products. Now you might be thinking s why do they need each other? Well typically when you launch you want to build like a let's say you want to launch like a crypto startup well you need to have you need to go through the KYC because within your platform need people need to sign in user their ID their picture. So you need that KYC. If you wonder what KYC is, KYC meaning KYC is I believe it's um know your customer. It's a mandatory process that financial institution and other regular businesses to provide identity of their customers and assess risk. So if there's no let's go back if there's no KYC company that helps the crypto startup well the crypto startup is not going to receive the funding. Well, it's not even going to launch, right? So they need each other. So it's an actual problem, right? So you want to look for announcing token launch or expanding to US or Europe markets and also posting about regulatory blockers. The best platform from this if you don't want to waste your time just go for XA.AI. This is kind of like the next level or like the next gen for like finding the leads, right? So they have something called websites. If you go to products, I have multiple videos about this. You want to go to websites and essentially just type in like find exactly what what you're looking for. So you look for every single thing sales research papers right you can type in whatever you want here and then they give you the list you can start enriching from there okay now like I said why can't launch or onboard user without KYC compliance sort it out first okay so again you can look let me scroll right here look for crypto companies yes also crunchbase very important uh look for crypto crunch uh companies in crunchbase filter by recent funding search token launch regulatory and compliant and LinkedIn post. Also, when you go to crunch fees, there's like a little keyword section add um token launch, regulatory, compliance, etc. blockchain web 3. Okay. And then you can also, like I said, use um AXA AI for this. Okay. Now, let's talk about marketing and creative because a lot of people want to go for the marketing agencies. Okay. I do not recommend you want to go I do not recommend you go for marketing agencies as a one-way connector, right? because usually their offers are pretty vague. Like every person knows how to build a website nowadays. So their offer sucks. So that's why like web developers no longer exist because just AI is just taking over, right? And they either like if you want to really want to work with a marketing agency, make sure they making at least $1 million a year. They have a specific offer, right? Which means product market fits and they have like a personal brand and also a bunch of case studies because if they don't, that means they suck, right? That's why there's only like the 01% like the 01% of the marketing agencies actually make money. Most of them are actually broke. All righty, let's keep going. So, you've got PPC Google Ads agencies, right? The demand is pretty obvious. Well, e-commerce brand spending 10K plus months uh on ads. Uh the pain signal here is high ad spend posting about R O uh drop in or CPA too high. Why? because wasting 10k on months that don't work which means they're just losing money at that point. Right? So the tech stack here is you want to look for e-commerce brands in BuiltWid. Builtwith is a technology platform built with. So you just want to check whether they're using Shopify, Squarespace, whatever. And you can also use actually there's also their stack. Yeah, their stack I mean literally the name. So their stack here this they also have like an endpoint which is technology lookup right so you want to find companies by the technology they use they use Shopify right they're most likely uh are a e-commerce business and you want to filter by ad spend in Facebook ads library plus search was recipient in LinkedIn post there's also LinkedIn ads agencies Facebook ads agencies notice how we're not building a product we're just connecting to people just connect people who need each other just haven't found each Better yet, just like I always say as an operator. So, you got here PR firms, even like Tik Tok marketing agencies. I've already worked with them before. So, all of these are pain signals that you're going to find. Obviously, if I had to go through this entire, then it's going to be like a 3-hour video, but you get the entire Google Sheets and essentially just copy and paste. Let me give you one from each uh from each industry right now and then we can talk about the 5m minute exercise. Okay. So, the tech and development which is web development agencies, the demand is pretty straightforward. local businesses, service businesses need an online presence. The pain signal here is essentially they just don't have a website. Uh let me just put like a giant label here. Obviously, the data sometimes going to be limited, but that's the entire point. We're not doing spray and prey. We're not doing cold outreach. We're doing warm intros connecting two people. So, you want to be laser focused. And think about it this way. If you got just a list of 50 people that need each other 50/50 from the supply and demand and you close just two for like 10 to 15k that's what 40k like $40,000 it's a ton of money but I'm just a small less you don't need a lot of people like I always say in order for you to get to that 25 all the way at 50k a month you don't need the whole world you don't need the entire planet you just need a couple clients that respect you and pay you a ton of money that's literally it that's the entire game that's the entire like playbook right so people talking about oh I need 100 clients. No, you don't. Okay, everybody. Anyone who tells you to just run to the hills, guys. Okay, I want you guys to win. So, run to the hills. Web development agencies, the pain stack or the stack written by SAD, which is look for local businesses in Google Maps. You want to scrape Google Maps, right? If if there's no website listed there, you're pretty much good to go. Because when you scrape Google Maps, sometimes you're going to be like, "Okay, Google um website null, which does not exist." That's the right that's the right target you want to go for. Okay. Obviously, there's multiple pain signals that I left there. Now, let's talk about operations logistics. I love this niche because they have a lot of money and and the one that I loved so much is the the call center services, right? Think about it. The supply is the call center services. The demand is what? E-commerce brand service businesses with high call volume, right? So, you want to look for posting about high call volume, need call center or like customer support specialist in LinkedIn jobs. You want to look for e-commerce/service business in Apollo, which is high volume. You're going to get a lot of leads there. And you also want to search by call center or call volume, whether it's in the keywords, the company keywords, or the the LinkedIn posts. Okay. Now, let's scroll down. Let's go to coaching and consulting. Again, just like marketing agencies, I do not recommend work with coaches and consultants because most of them are just full of to be fair. Um, and they usually have like pretty vague offers like, I'll help you with clarity. Nobody cares about clarity. They care about making money, right? So, uh you can connect them, right? You stand in the middle just like always, like I said. Uh but you don't like necessarily fulfill for them. That's the main point. So, business coaches, well, the demand for them is business service businesses owners doing $500 to $2 million a year. They they either like burnt out, stuck founders are stuck, burnt out, etc. Um, and then the pain signal is posting about stuck at the same revenue, burnout, or can't scale past $1 million. Well, the attack stack here is you will look for service businesses or service business owners in Apollo doing $500 to $2 million a year plus search in stock or like burnout and uh keywords, right? Can't scale. And you want to also look for stock burnout, can't scale LinkedIn post, right? And you want to filter by agencies and consultancies. So, these are all the 64 copy and paste market pairs that you guys can just use today and get up and running and start making tons of money. Okay, now let's talk about the five minute exercise. Let's say you want to do it yourself. Just like uh Charlie Monger said, if your mentors or teachers don't have a multidisciplinary approach, which means multiple ways to look at a problem and fix it, well, you got to do it yourself, right? Just like the little maiden and I'll do it myself, right? So, let's say you want to do it yourself in case you want to find your own. Well, it's just going to take you five minutes. Literally 5 minutes. You need two groups who always need each other. Not once, not sometimes, every single day. Two got an expensive problem when they can't connect. Three, always trying to find each other but fail miserably. Literally, very simple. 5 minutes and you're off to the races. Okay, now let's talk about the copies. This is the outreach copy framework that guest replies within 24 hours. I already showed this in like a video like demo like I said before and I gotten sales opportunities like three sales opportunities within 24 hours. So let's talk about rule zero. Rule zero frame yourself as the person who has access and make them curious. Don't pitch for a call. Remember the moment they reply they've entered your pipeline and now you qualify them as an operator. Now here's the exact framework I use for again same thing for you guys staff and recruitment. For site A you got two copies. You got for side A the agency/ vendor aka recruitment or staffing agency. We also got for sideb companies hiring. So let's read through one. So subject is new placement opening this week. Hey first name quick question. Are you currently taking on more industry clients in geography? I'm speaking with companies right now that are struggling with specific pain or struggling to find that person and I'm lining up interest between them and partners who can deliver solution fast. If you're open to new demand, I can send the first intro this week. So the reason why I added placeholders here because I want you guys to kind like just have a placeholder and just use it whatever the industry. Okay? for example, whether it's it's like tech recruitment, whatever. Okay, you just got the placeholder and just fill it. Okay, you got also the financial accounting for side A and B. You got legal and compliance. You might be thinking, so what do I say to them? How do I say how do I say it? Well, that's exactly what you want to do. Just copy and paste. There's marketing, creative, you got tech and development, you got e-commerce and retail, you got coaching and consulting, you got operations and logistics. Okay, so that's the copies. I'm going to leave you the sheets, obviously. Now the most important about this is qualification and also pricing. So the first thing you want to do, let me just close all these steps right here because this is very important. This is where you want to pay attention. Okay. So in terms of the qualification, what I usually do is I hop on a quick 10-minute call with each side. Obviously, you can't do this as sync. Never qualify a sync. Never qualify by form. Never qualify by DM because a sync kills deals. DMs kills the deals. So hop on a call with him, okay? 10 to 15 minutes. And then the second thing, which is more of like um how to prepare for the call or like make sure they show up, increasing your show up rates, limit how far they can schedule. This is something nobody talks about. But in my agency, if someone tries to book a call with me, they can't just book a call whenever they want, right? This is a hack that most people actually hide from you guys, but I'm not going to do it obviously because I'm all about providing value to you guys because I want you guys to win. But you always like these little hacks. This is where you actually stand out from the crowd. But you only get to know them when you actually do the thing, right? Cuz most people just talk about it. But anyways, so you want to limit how far they can schedule, which means they can only schedule two days in the future. And the way you want to do it, so in my example, I use cal.com. And if I go, for example, to go to app. Okay. So for example, I have like an event type here. For example, um let me scroll down. So, intro call with sad from my process. Okay, my company. Let's scale your company. So, you you want to go to limits how often you can be booked. So, for me, it's just one day. So, I only got one day actually, which is just one day. Okay. So, you can just copy the same thing. So, like I said, I'm just using cal.com. Whether you are using calendarly, it just depend depends on your setup. But just like color I like this black thing just like my soul because my soul is dark. I'm kidding. But uh so let's let's go back. Okay. So you want to limit how far they can schedule this one. Two to four days max. The longer the wait, the colder the intent. Okay. And then you want to use stacked reminders. So you want to also use you want to use email plus SMS plus calendar notifications. The more human the reminder feels, the better. You want to go to um workflows. So I got 24 hours before the call. Uh 2 hour before the call, 5 minutes before the call. You want to click on add new and then for example pick here start from scratch. I'm not going to use call that a template and you just have a trigger. It's kind of like make right. So before even starts how long do you want right? So you can filter by hours, minutes, right? Or days. Okay. So send the pre- meeting reminders one day before, two hours before, 15 minutes before because it's going to cut the no-shows in half in my experience. And then you want to also prep them for a call. So you want to uh make sure they add the location, expectations, a question form. Keep it simple within your cal.com, right? For example, I have in my case, I got event types. I got a bunch of things here. So for example, if they want to pick three, I got a bunch of things. what would be an ideal outcome for the call? Uh what's your current monthly recurrent revenue, etc. Will you be able to 100% make sure to be to come to the selected time? If not, please select a different one or don't schedule at all. So, this just filters out the tire kickers for you guys. All right, so let's just go back here. And then remember, the more human the process feels, the more serious they will take you. So, you're not a chatbot. Keep it in mind. You're you're an operator. Now, this is how you essentially just qualify them, right? You get them on a call. Like I said, you do all this uh little things. There's cool stuff. You limit how they can schedule. You use their minders there. Now, they're on a call. What What do you say? That's where most people mess up. Well, I got an entire SOP master class for you that I'm going to go through it right now that essentially just handles everything for you to just get up and running and have those, like I said, 20K days, right? where you essentially just have the stripe notification where the stripe notification just never stops. So, first things first, people don't want intros, they want predictability. So, the best way to explain this is imagine you are starving. Someone offers you a sandwich. Great, you eat it, but in 3 hours you're hungry again. Or someone offers you a garden that produces vegetables every week. Now, you're never hungry. So, you never want to lead with one intro. When you want to get on a call, you want to first of all, I'll I'll walk you through how to set the tone. Uh when they say, "Well, so what do you do?" But this is the kind of like the mental model that you want to implement. One intro equals a sandwich, a system, which is what you want to sell is a garden because people pay way more for gardens than sandwiches. So this is the exact call structure. So literally just copy this phase one, we got to set the tone for 60 seconds. What you say immediately after they ask, "So what do you do?" Well, you want to say, "Yeah, let me give you a quick version. And I got obsessed with this problem after seeing companies waste money cycling through bad service providers. Testing agencies getting burnt starting over. It's expensive and slow. So I built a system that tracks which so I got a placeholder here. So whether whatever the industry you want to go for. So agencies, lenders, uh vendors, etc. actually deliver in their industry, low failure rates, fast turn around, proven track record, a vet of 50 plus providers across major markets. Most aren't good. I only work with the top 10 to 15%. Now I noticed you for example their signal for example they posted 10 roles just raised serious funding expanded to a new market acquired a new competitor hired a new SM whatever which tells me you're dealing with exact pain for example any pain that they have right so I got a bunch of placeholders for you most companies in your position waste weeks sometimes months testing random vendors hoping one works out this is expensive slow and sometimes frustrating so I've already filtered out the noise that's where you're getting access to vetted partners who've already done this before without you gambling months figuring out on your own Make sense so far? So this is what you want to ask them. So this does a couple things, right? This positions you as an operator, not a vendor because notice the language. I got obsessed with this problem, which means you're solving something way bigger than yourself. I built a system so you're not winging it. You have infra. I've vetted 50 plus providers. So you've done the hard work so they don't have to. And most are in good so you have standards which signals high status. So what they hear unconsciously is this person has done the research. which I don't have time to do. They filter out the market. They have access. I don't have. Second thing is you want to call out the signal. Prove you're paying attention. So instead of so tell me about your business, which is most what most people do. They this is why they never close. You say, "I've noticed you posted 10 sales rules, which is specific signal." What this does is that proves you did research, not spraying prays, shows you understand their word, creates immediate relevance. They're going to be like, "Oh he knows what's happening with us." And the third thing is you want to diagnose their pain before they tell you. Instead of asking what are your challenges, right, which is you never want to do this, you tell them which tells me you're dealing with specific pain. So all of this script is specifically designed to actually close, right? So what this does is you're the doctor diagnosing the problem, not the patient asking what hurts. And when you correctly identify the pain without them saying it, you become instantly credible. And this is essentially how I train sales reps. And this how essentially I've made $2 million the last year just because I uh dialed in my sales process, my sales um scripts etc. I'm here to share it with you guys. Now the fourth thing is you contrast their current state chaos with your solution which is order. The current state is most companies waste weeks testing random vendors. Your solution is I've already filtered out the noise. So the the psychological principle is people buy relief from pain more than they buy hope for gain. super important. So when you paint the picture of them wasting weeks slash months which is pain and then offer have already done the hard work which is a relief they want what you have and the best example because I'm going to give you an analogy so you can so so the information gets solidified in your brain. Imagine you are in a you're lost in a forest. You've been wandering for hours. You're tired, hungry and scared. Someone shows up and says most people who get lost here wonder for days. Some never find their way out. I know this horse map every trail. I can get you out in 20 minutes. So, think about it. Are you going to be like, "Nah, I'll keep wandering." Right? No. You'll be following that person immediately. And that's exactly the energy you just created in a sales conversation. Phase two is you want to handle the one intro objection. After you opener, they'll usually respond in my experience because I've had dozens, hundreds of sales sales calls, and I've also trained hundreds of people how to actually do this. And most of them are like around like 30 40k a month. Uh actually like Aaron is like approaching that 45K a month. Joshua again uh who is also a member. He's at like he's probably going to get that 20k a month this week that you guys are watching this which is insane. Very happy about it. So like I said they usually respond in one to two ways. Response a okay interesting. Can you intro me to this one and we'll see how it goes. And we don't want this. This is a trap. If you say sure I'll send you one intro. You just became a freelancer charging $500. Now, by default, since you are watching this, maybe you are a freelancer, right? Let me go back on top. Maybe you are a freelancer, you want to transition into something more predictable, reliable, and consistent, right? Maybe you are a beginner and looking to start freelancing in this AI space or like AI automation, B2B space, right? This is going to save you a ton of time and energy because for some context, I was an Upwork freelancer and I got banned and that's how I went all in in my connector sales agency and that was like the best decision I've ever made, right? So, let's go back here. So, you don't want to be uh you don't want to be you don't want to stay in the freelancer identity and become an operator, someone who controls the man because someone who controls the man controls the revenue. Okay? That's how you become wealthy. So here's what you say instead. Yeah, I could do that. One in is totally fine if you just want to test the waters. But let me ask you something. Then you pause for the fact. What are you actually trying to accomplish over the next 90 days? Are you trying to close one deal calling good? Are you trying to build a system that creates opportunities every single week so you're not starting from zero every single month? Because here's the thing. One intro is a lottery ticket. It might work, it might not. Even if it works, you close a deal and then what? you're back to square one. What I've built is a system, not a one-off. A system that consistently finds companies and partners/ vendors right in your space, vets them, and enters you to the ones showing real intent week after week, month after month. So, you're not hoping for a falls. Everything is quite predictable. Most of my clients start with, "Let's just try one." But within 30 days, they realize the value isn't in one intro. The value is never woring about pipeline again. So let me ask you, do you want one intro or do you want to solve the problem permanently? So this did a couple things. Instead of defending, no, you need to buy a retainer first, right? You just refrain the one intro as in small thinking. So you elevate one intro is fine, but uh is that really solving your business problem? And then you force them to articulate the real goal. The question, what what are you trying to accomplish over the next 90 days? when they say out loud I need to close five deals in this quarter or I need consistent pipeline they just solve themselves on why one intro isn't enough right themselves and you didn't have to convince them because I always say don't convince anyone to buy they just convince themselves right because they need you and the the principle here is very simple people believe what they say not what you say so when you say you need a system they're skeptical when they say I need more consistent pipeline they're brought in now let's talk about phase three explain the system or like explain the after they say yeah I want the system. So once they say okay yeah tell me more about the system you say okay here's how it works and this is how I do it right now okay in my agency so we identify we have month one build your pipeline infrastructure we find or identify companies in your niche that fit your exact profile we track who's showing signals they're in buying mode hiring mode looking for partners we craft position so when we interview you're not another vendor you're the specialist who showed up exactly at the right time month two to three you start delivering intros consistently goal five to six intros per month of these companies that are actively hiring or like buying mode whatever not tire kickers not let me think about it real opportunities we forward these conversations to you via email just intros uh with no effort from your end most clients I work with or we work with on retainer CRY by deal two after that everything else is just pure profit does that make sense now this does the the selling for you sells the retainer because one you broke it into phases which makes it feel structured month one we do X month two we do Y And it makes it feel like a system not a service because services means you don't want that. Systems you build infrastructure that works ongoing regardless of you doing the thing. And people pay more for systems because they perceive higher value. That's which is the most important thing. And then you show them the math which is ROI by deal too. So example math. This is an example. Say this out loud on the call. Let's do the math real quick. If your average deal or placement or contract is worth 50K and we get you for example 10 per month, you close 20%. That's two deals per month. Two deals worth of 50k. Well, that's 100K revenue per month. My retainer, and this is how I price my retainers, 8 to 15K per month. You're paying 8K to make 100K. That's 12x ROI or return. And that's conservative math. Most clients close more than 20% when the insurance are properly qualified. Does that make the investment make sense? So, what you did is you did the math for them. When they say, okay, pay 8K, make 100K, the the decision is obvious. If I say, pay me 8K today and I will you and by month two or three, you're going to make 100K. Okay. Well, obviously you're going to be like, "Yeah, sure." And what you do is you frame cost as investment versus expense. The expense is the money you spend that's gone. If for example, you go to Starbucks, the investment is money you spend that makes you more money, right? For example, launching a,000 campaign, it makes you a ton of money. So, when you show them the the opportunity cost, which is 8K a month in their time, plus the ROI, which is 100K a month in revenue, it's not expensive. Well, it's cheap. Now, the full transition all together. So, when they say, "Can you just enter me to one and we'll see?" You say, "Yeah, one entry is fine, but let me ask you what you're actually trying to accomplish in the next 90 days, just like I said." And now comes the pricing. Now, how to price? No, I have two options. You give two options. And this is depend on what you guys want. Now, the reason why I give two options, and I'm going to give you the road map on how to navigate this is that when you give people one option, they evaluate against doing nothing. When you give people two options, they evaluate them against each other. This is called decoy pricing or anchoring through contrast. So what you're doing is you're not asking do you want to work with me or not. You're asking which way do you want to work with me to pick one. Now this is the exact script how to present both paths after they are aligned and they want the system not just one intro. Here's what you say. All right. So here's how we can structure this. I work with clients in two ways depending on how hands-on you want to be in and what your internal capacity looks like. Let me walk you through both sides. You can decide what makes sense for your situation. So the way I do it is I present either a hands-off system which is essentially just a system build basically the blueprints etc. or I run everything for them. So path one, which is hands off, the build and train model. So what you say is option is what I like to call the build and train model. This is hands off for you long term. And here's how it works. I build the entire system for you. I trained your team. I give you the playbook. It's a onetime setup over 30 to 60 days. Okay? So you can run the system dayto day. Uh the only thing I have to do is give you the playbook, the exact process for identifying signals, crafting intros, right? Target list, the messaging, the tracking infrastructure, the hourly sequences, everything. So what you get is your own system. So it's yours not dependent on me. Your team runs this. I'm out of the dayto-day. You keep 100% of the deals. Uh what I recommend is just take two two to 5%. So I say you keep 100% of the deals. I just take a small revenue share on closed deals. But that came that came from the system typically two to 5%. The investment is a onetime setup fee 15 to 30k. You want to price higher which covers the building the system. Um training playbook because it just cover you guys' time. Ongoing revenue share 2 to 5% of deals that close from intros. the system generates. Now, who is this good for? And I essentially just add this to my proposal and panadoc like Docyign, whatever you you guys want to go for. This is good for you if you have internal bandwidth, which means someone on your team can run this. You want to own the system long-term and you're okay with a steeper learning curve up front, but want full control. The path two is hands-on, the done for you, and this is where the real money is. And this is what made me wealthy. You say, "Okay, option two is what I like to call the done for you model. This is where I run the entire system for you. I built the system same as path one but instead of training your team I run it day-to-day operations outreach tracking error qualification everything you don't touch any of the operational work you just show up to qualified conversations I book for you right um what you get is zero work on your end I handle everything front end consistent pipeline 46 qualified interest per month not one-offs ongoing right the investment is 8K so the way I price this is I uh have 8K minimum for 6 months so 8 to 20k per month depending on the in market and plus performance bonies. This is where like like this is where you get so much money and this is where you actually like crush it because you get an upfront fee. It's kind of like um crypto like a shitcoin. A shitcoin is like think about like a shitcoin is like an upfront fee. You get 8k so you flip it quickly and you make money and then you got your long-term investment like S&P 500 whatever like the stocks right long-term. So you're sitting and waiting for the money to come in which is in the commission. If they close, depending on their sales cycle, well, from three or four months, you could make like 50k, 60k. So, you want to get paid off runs, then ask for the commission, right? Which is 10 to 20%. Who is this good for? If you don't have internal bandwidth or don't want to hire someone to run this, you'd rather pay for result than pay for training. And I usually say this is my line. Think of this like hiring a private chef. I show up, I cook, you eat, you never touch the kitchen. Now, this is where I made most of money, like I said, because it's recurrent, meaning every month, which is a golden goose. And the best way to explain this is to give you give you guys an example. Path one, let's say you go for path one, you make 15 to 30k once, then to 2 to 5% ref share. It's nice but limited. Path two, you make 8 to 20k every month plus 10 to 20% ref share. The math here is pretty simple. Pad over 12 months, you got for example a 25 setup fee. Okay, let's say they close 500k in deals from your system. Any B2B space that has a legit product, they they make a ton of money. 500k is actually nothing. So you get 5% which is 25k ref share total year you just made 55k like 50k pat two and the reason why you make five times more money is let's say you pitch 15k for like 12 months that's 180k in retainers and that's how I'm able to work with only six clients and you guys are thinking oh how are you working with just six clients and you don't have to do Ireach I only do it every six months well because I only work with six clients and that's how I get them on the connector angle this this is exactly the connector framework that's made me over $2 million last year. So let's say they close 100k and it's just like the same thing and you get 15% that's 75k refsh share total a year you just made 255k a year and from one single client right so path two is five times more money the next thing is it's harder to replace because path one once you train them they don't need you anymore right they might even stop paying you in my experience and I've had multiple clients do this for me before path two if they stop working with you their pipeline stops immediately they can't replace you without rebuilding from scratch and people don't fire things that are working and are depending on. Okay. Now, how to present both? This is the trans uh the transition. So, uh after you explain both paths, you want to say okay, so these are the two options. Let me ask you what's your internal bandwidth right now. So, you you're asking them so you can unconsciously get them to go for path two. Do you have someone on your team who could dedicate 10 to 15 hours per week to running the system or you and your team already slammed and this would be just another thing on the to-do list that doesn't get done? The scenario A, they say, "Yeah, we're slammed." You say, "Okay, that's what I figured out." Most companies I work with are in the same same boat. They know they need systematic pipeline, but they don't have the people or the time to build and run it themselves. That's exactly why Pu exists. You got all the benefits of the system without any of the operational headaches. Iron it, and you just show up at close. And here's the thing. ROI is so fast that the retainer pays for itself by deal to after that you're just printing money. So if the bandwidth is the issue, P two makes way more sense. You're not adding work to your plate. You're removing the need to even think about pipeline because I'm handling it. Scenario B, they say we have bandwidth. Well, I got you. We say, "Yeah, we could run it." So your response is just kind of like just plans in the doubt. You can say, "Okay, cool. So you have someone who could dedicate 10 to 15 hours per week consistently." But here's the thing. The system only works if it runs consistently. If your person gets pulled into other projects or they're only doing this part-time, results drop fast. The companies that succeed with path one are the ones where someone owns this full time. Also, there's a learning curve. Even with my playbook, entire playbook, it will take 30 60 days to get good at it. Which means your first two months are going to be slower results while they ramp up versus path two where I'm already good at this. I hit the ground running and you see the results by month two. So my question is do you want to experiment with your team figuring this out over 60 days or do you want the results starting now? So what you've done is you made path one sound risky. There's a learning curve, consistent, requires full-time person and path two sounds safe, which is proven. They already trust you, consistent, and the results are immediate. And most clients will pick to uh path two because they don't have the bandwidth, which is true for like 80% of the companies. They don't want the risk of training someone who might fail and they want results now, not in 60 days. So the way you want to close this after they lean to path two. All right. So P two makes more sense for your situation. Here's what happens next. You give them kind of like the week one. Here's what we're going to do. Kick off with strategy session, which is basically like the kickoff, right? And you want to present the price and retainers 15K per month. 15% of closed deals. If you're not confident with 15K, you can essentially just pitch 8K. Okay, 8K and then 15% of closed deals. We lock in 90 days minimum because it takes 90 days to see the full compounding effect. After 90 days, if you're not seeing ROI, we can revisit. But I've never had uh a client not renew after 90 days because by then they're closing deals and they realize this is the best money they've ever spent. This is exactly what I say. And you say, "Sounds good." Now, let's talk about the money breakdown, the real numbers, because this is super important. Let's say you close, okay, five clients on path two at around like 15k a month retainer. The MR for you is going to be 75k a month. Now, the uh annual recurring revenue is a million dollars a year, 900k per year, plus rev share on deals. Let's say the average is 15% on $2 million deals closed across all clients. So, the rev share is now 300k per year. So, the total year you've made $1.2 million a year. So, $1.2 million a year. That's like 99.9999 people in the automation space, right? $1.2 million. Like most of most people in the ad automation space, they're making like 1K a month, even less than that. So that's how you cut through the noise using the conneure framework, okay? Enire connector sales agency. Now, let's compare this to path one. Let's say you want to go for onetime setups. Well, you'll need to lose 40 clients at 30K each to make $1.2 million. So if I wanted to make $1.2 million in next year, I would go for path two, right? And if you guys are like me, I don't want to work with 40 clients. I'd rather have just a couple clients that make me a ton of money instead of 40 clients, right? Because I just don't want to deal with the headaches, the management, all this stuff. I still want to do other stuff. I still want to enjoy my coffee on a random Thursday, go for walks and read books, etc. So, that's why I emphasize on going on path two. Now, which one is easier? Well, obviously the path one is easier to close, right? But you're constantly selling. Path two is a little bit uh more hard because it's hard to close right but 10 times more valuable longterm because once you close them well they pay you monthly. Okay. Now how to position yourself so they pick path two. So when presenting both options use these phrases so you guys can get into the habit of using these words. For path one, you want to say this is good if you have bandwidth, which applies most don't, and it has like a steeper learning curve, which sounds hard. And you also need someone to own this full-time, which sounds expensive because they need someone and they need to pay them. Okay, for path two, it's zero work on your end, which sounds easy, and uh consistent results immediately, which sounds safe for them, and I run everything you just close, which sounds profitable for them. So, the framing makes path two obviously better without you having to say you should pick path two. Right now the next question that might pop in your head is sad what if they pick path one. Let's say there's a scenario say actually we want path one. We want someone who can run it. Your response is going to be okay let me make sure you're uh set up for success. Path one works best when the person running it has at least 15 to 20 hours per week dedicated not part-time. They're good at sales which means a BD not an admin assistance. They'll stick with it for at least 90 days without getting pulled into other projects. If all three of those are true path one will work great. But if any of those aren't true, results will suffer and you end up wishing you've done path two. So let me ask who's on your team could be running this and can they actually realistically commit to those three things, right? So what you've done is you've made them second guess right uh the path one by listing requirements that sound hard and most clients we realize actually we don't have that person and switch to path two. It's kind of like tackling everything. Now uh you might be thinking s well what should I go for? Well, go for hands off, which is the path one. If you're just starting out, right, it's faster for you to close. You want to build case studies, okay? And hands-on, which is path two. And this is where the real wealth is built, which is the recurring revenue. There's sticky clients, and you can scale. So, what you want to do is get good at closing path two. And that's how you build a million dollar a year business with five to 10 clients instead of needing 100 clients. So, you don't need so many clients. And I don't want you guys to deal with like the burnout of having so many clients. All right? So hopefully you guys found value in this one. This is the entire playbook. Can literally just copy it directly into your business and start making a ton of money. Like I always say, get out there, take action. I believe in you and I'll talk to you soon. Peace.


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# Copy This $20K Close: Opener To Objections To Close

Today I'm sharing with you a live raw recording of how I closed 20K deals in the wealth management space. This was a call with a high netw worth individual who just cashed out has serious money just sitting there and needs a wealth adviser. And the reason I wanted to share this with you guys is because of two things. One, it gives you a real look of how I do it inside SSM, a sneak peek of what actually looks like in practice. And two, it answers the question that I get constantly, which is sad, what do I actually expect on these calls? What does the conversation sound like? How does the close happen? So, this is a sales alignment call with a gentleman. And I'm sharing it because people tend to like having like something they can just study, model, and use to close their own 20k deals themselves. Quick heads up, you're going to notice some blurs on the screen. That's just even being annoying. And I'm guessing you guys won't mind because if this was like the most polished recording ever, you'd know it wasn't real. So, yeah, treat it like a podcast. Go for a walk, listen to it. You can also take the transcript and drop it into Claude or GPT and turn it into a script of your own so you can close your own 20K deals. So yeah, enjoy. >> Hey Eric, I appreciate you taking the time. A context on why I reached out. I've been around a small number of wealth managers that work with founders and postexit individuals. And before I introduce you, I just wanted to understand how you're currently thinking about your capital because usually after the exits, the challenge isn't finding advisor. They're plenty. The harder part is no one who actually thinks the right way. communicates clearly and deserves trust around serious money. So, I just wanted to understand where are you right now? Are you already working with someone or are you open to seeing what else is out there? >> Yeah. Um, I'm definitely looking to see what's out there. Before we dive deep, how did you how did you find out about my buyout? How did you find out that I cashed out my uh >> Well, we keep an eye on liquidity events. We essentially track signals about what's currently happening in the market and that's why I reached out. And you know, more precisely, more precisely, you know, in our our world, founder exits are quite different, right? Because usually you're not just looking for someone to manage money. Correct me if I'm wrong, but you're dealing with like liquidity, tax, trust, identity, risk, and what the next chapter looks like. That's why I reached out. It's because, you know, not every adviser understands that, right? Would you agree? >> Yeah. Yeah, I definitely agree. Which firm which family office are you with? Well, some are existing relationships, some are firms that I've spent time around professionally, and some come through ongoing market conversations. Obviously, I'm not pretending every adviser is a close friend. The value is knowing who fits founder situation, who is worth putting in front of you. Does that make sense? >> Oh, yeah. Absolutely. How long how long have you been in this industry? >> Well, we've been on the industry for a little while right now. We facilitated similar introductions across your industry, you know, other industries. So, yeah. >> Got it. Okay. Yeah. So yeah, I cashed out about a month ago and really looking to work with the family office that could um help me decide what I need to do with all this money I made. Plus, I want to make sure too that they have the the infrastructure in place to make sure, you know, I can minimize my taxes as well. >> Yeah, makes sense. Well, first of all, congrats. That's a massive transition whether it fully sinks in or yet or not. But >> you know, usually in the first few months after an exit, they're they're quite interesting, right? Because you know, suddenly just everyone appears. There's like an event like advisers, bankers, investment people, opportunities, introductions and usually from the outside a lot of them sound polished. So the real challenge becomes less who exists and more who actually deserves trust, you know, and attention. How have you been, you know, handling it so far? You know, mostly it's like staying private, maybe leaning on existing relationships. >> Yeah, right now, you know, I'm I'm kind of working through my network and, you know, I got a couple of referrals. So right now, I just want to keep all my options open. you know, before I do anything as well, I want to make, you know, I'm going to also have counsel to help me before I make this decision as well. So, I have a small team just to make sure, you know, that everything is of course legit. And, you know, I want to work with a friend that has the bandwidth to take on, you know, my cash out. So, of course, everyone wants everyone says they can do everything, right? And so, I'm very skeptical because I, you know, the biggest thing for me is trust. I want to make sure that, you know, company just has my best interest. And, you know, there are a lot of family officers that are out there. And so for me it's really just sorting through the top three I would say right now over the next you know I would say 60 days just to really determine who's going to who who who has the capacity and also fits my alignment in terms of what I want to do with my um with my funds going forward because whoever I select I plan to be with them for for you know a long for the launch. So there's two things that that um that I look for is number one experience and then two you know who they've worked with in the past and just kind of see what what results that they you know that they're getting. So those are the two big factors. >> Okay. So you said experience and who they work. Yes. With on the past. Why is that? So >> yeah, because you know for me of course I want to work with somebody that has experience, right? So u but it's really the clientele because depending on this is just my experience so far doing my research. >> You know some offices are more specialized in other areas. And so for me I just want to make sure the the family office I select has, you know, just really more of what I'm looking for from the investment standpoint. Does >> Makes sense. Makes complete sense. Especially post exit. At this level, experience matters because you're not just hiring technical capability or trust and judgment around serious capital and who they've worked with before matters because you know founder situations are different from traditional wealth relationships. Some who mainly works with retirees might technically be competent, but that doesn't automatically mean they understand entrepreneurs concentrated risk liquidity psychology staying active after an exit or the way like founders usually make decisions. I'm a founder myself so I would understand. Honestly, I think >> are you are you currently working with family office now? >> Yes. Yes. Some are from my existing relationships, some from active relationships. You know, >> honestly, like I think you're looking at the right things. Not who has the best pitch, but who has real experience with people whose situations actually resemble yours? But um >> when you look at firms right now, what's harder to judge whether they're really like truly experienced or whether they're act like actually the right fit personally? Well, the the experience is public, right? So, of course, you know, you can look up any company and and find out how long they've been in business. I think the biggest thing for me is just making sure that the investments I'm looking for going forward, um, looking forward into into the future that they have specialty in so that way I can make sure that, you know, if I hand my money over to them, you know, they can follow the playbook that I'm going to be looking forward to when it comes to my investments. Does that make sense? >> Yeah, that make perfect sense. Yeah. The public experience is question because that's not >> Yeah. And I want to add this too. I'm going to add something real quick, too. So, it sounds like what you do, you you kind of you go do you go out and just like research or or you you pair up a firm that that would fit say a profile like mines. Is that is that what you do? >> Well, obviously there's qualifications, you know, preveting. Okay. Multiple suppliers before, you know, from what you said earlier, you said like the the public experience is easy to see. >> It's it's not the hard part. Anyone can look polished online. It's an under management bio as firms controls client side language. But from what I'm seeing, a real issue in this market is that public experiences only tells you who they've been around. It does not tell you how they think with someone like you. It does not tell you how they explain trade-offs, transparent they are when things are uncertain, whether they understand founder psychology, whether they can handle liquidity without trying to immediately productize you, or whether they actually transmit once like the pitch is over. That's really where I sit. I'm not here to show you names you could technically find yourself. I'm here to filter the difference between advisers who look credible publicly and advisers who actually fit how you think after an exit because post exit the problem isn't access the problem is judgment who deserves the conversation stands the stage actually worth letting into the room. So the way I approach is pretty simple. First understand what you actually care about. Experience I mentioned experience earlier but I'd like to dig deep into that. Found a relevance communication style risk mindset threshold. Then I ran like narrow the field to a small number of conversations where the fit has a real reason to make sense. Not 20 advisors obviously not generic wealth management noise just a few people are more likely to watch the way you think. So for you outside of public experience what would you you know what would make you feel like someone actually understand your situations? Because a resume that tells you where someone has been doesn't tell you if you trust them in your house, right? >> Yeah. Yeah. No, that that's a that's a great question. I think for me the biggest thing is um right now I I I want to I want to use a portion of my funds for real estate investments. And so I really want somebody that has the the the skill set um and knowledge when it comes to investing in a commercial real estate. And then the other half of that I want to also invest in um you know um Bitcoin. And so I would I want to put a portion of my money into into Bitcoin as well. So those are the two big things I'm looking for or in terms from from a with a firm that has the profile that has the ability to manage my assets. So I guess with you, how do you drill down to find these firms that aligns with with those two goals? That makes sense. Yeah. Well, just between us, that's actually a very founder style mix. You're not looking for someone only like understand traditional portfolio management. You want someone who can think across real estate assets, Bitcoin, liquidity management, tax efficiency. you know honestly you know I'm not just saying that there's a lot of firms you know to to start separating if I'm being honest with you some are very traditional and uncomfortable outside you know standard allocation others understand alternatives conceptually but don't really know how to integrate them intelligently into a founders's balance sheet and then there are smaller number who can actually think in a flexible way without becoming reckless that's exactly why I don't think they should be approached as find the most famous adviser right it should be who has real experience around founders, understand alternative thinking, can navigate bit like Bitcoin without treating it like a casino and also can think strategically now that I'm think about it about real estate allocation because you just said this about without turning it into like product sales. When you say real estate and Bitcoin, are you looking for a wealth preservation active growth or maintaining flexibility while they figure out the next chapter? Because you don't want like a mechanic who only knows settings if half your like garage is like exotic cars. Hope I'm making sense. >> Yeah. Yeah. Yeah. No. Yep. That's exactly right. So, definitely wealth preservation um you know and so for me with that in mind um too I plan on starting up um investing also a portion of that money into another startup. So again kind of think about wealth preservation from a standpoint of taking a portion of my money that I just cashed out in into into those investments. But then also too I'm thinking going forward by investing into another AI startup. But one thing that you you mentioned um you talked about filtering. So like what does that look like you know when it comes to each of those categories? So in other words you mentioned commercial real estate but can you give me some more insight about you know how would you filter firms for those that specialize in Bitcoin? >> Yeah well the way I think about it is not who manages money that's a wrong model it's about finding someone who can protect the base keep you liquid and still think intelligently around real estate and bitcoin without turning the whole thing into risk. So I'd be full for advisors who understand postexit capital where the founder still wants optionality meaning they understand concentration risk they understand tax drag understand liquidity understand real estate exposure and they don't treat Bitcoin like either a religion or a joke that matters because every you know a very traditional adviser might overcorrect and try to push you into a plain portfolio that doesn't fit how you think and a very alternative heavy person might get too aggressive and miss the preservation part and is someone who can actually sit in the middle, protect the core, allocate intelligently, keep flexibility, and help you make decisions without forcing you into their world view. So my role would be a filter for that like style before anyone gets in front of you. Not just credentials, not just asset under management, not just some nice websites. I'd be looking at how they think. Have they worked with founders post exit? Do they understand alternative assets? Can they talk about real estate, but just selling products? Can they discuss Bitcoin in a measured way? And can they preserve capital without making you like feel bored or like boxed in? Right. The output is not here are 10 advisor. It's a few conversations where the advisor has a real reason to fit the way you're thinking which is you just mentioned wealth preservation first, real estate, Bitcoin, you know, flexibility. If I could bring you a few who think that way, would that be worth exploring? Seriously? >> Possibly. Um, but but I I would I would definitely need to have a little bit more insight before you do that. So as an example like how specifically does your routing logic identify the difference between a high volume RI family office versus say um a bespoke you know multif family office. >> That's my favorite question. Well it starts with understanding the founder first not the adviser which is you in that lane. Not just technically capable people but people who've already sat around founders exits cons like concentrated wealth alternative assets real estate like allocations and clients who still think entrepreneurally after liquidity and honestly like a huge part of it is filtering out the mismatch the traditional advisers who panics Bitcoin the hyperaggressive allocator who turns preservation to speculation the polished institutional person who sounds impressive but doesn't really understand about the goal is reducing noise before the conversation even happens in so you know like I'm less focused on who has the biggest brand that's what I'm trying to say and more focused on who actually fits your psychology and capital structure right now so that's really the process understand the founder deeply which is you after we start working together understand the capital goals then narrow to a small number of people who or like where the fit has a real reason to exit before anyone gets access to you but uh you know something that sense in this conversation because I just want to be honest with you what usually worries you most right now protect ing what you built, making intelligent allocation or choosing the wrong people around the money because you don't choose a pilot just because he owns a plane, right? Just based on whether he's flown. >> Yeah. Let's say you found a firm for me and 6 months from now they weren't a good fit. What happens? What happens in those situations? >> So, are you talking about a quality? >> Yeah. I mean, initially it sounds good, you know, we start off, but then, you know, 60 to 90 days from now, right? Uh it's not a good fit. I mean, you know, what happens then? Do I do I do I circle back with you or what does that >> Here's the honest answer. Honestly, that can happen. This isn't just matchmaking fantasy where every adviser becomes a perfect 10-year relationship forever. People change, I might change, goals change, markets change, trust changes. What I'm trying to improve is the probability that the first conversations are materially better aligned from the start. >> So, think about the >> Yeah, think about the alternative. I want you to just pause and think about the alternative. Without filtering, you're effectively taking random meetings and mely spending months figuring out who actually understands you, who thinks clearly, who communicates properly, and who has mostly just polished in the first meeting. I'm trying to compress that learning curve, right? That's what I'm trying to do. And honestly, 6 months later, it's usually not where bad fit show ups. You can usually feel them much much earlier. how they explain decisions, how they react to certainty, whether they push products, whether they actually listen, whether they understand founder psychology, whether they reject, how you think, that becomes visible pretty quickly. So, I'm not claiming I can guarantee a lifelong advisor relationship. I'm saying I can drastically improve the quality of who gets into the room in the first place. How would you make lo like what would uh make you lose confidence has to in someone managing around your capital because you know you can't guarantee every hire last 10 years can improve who makes it in the final interview right would you agree >> yeah yeah I totally agree uh biggest thing for me would be transparency just you know for whatever reason if I don't feel a company a firm is being open in terms of uh you know regarding the financials and and and how they invest my money that's a bit flag for me so how do you feel how do you filter off of that Yeah, transparency. Well, transparency is probably the core filter then because once someone is managing my serious capital, that lack of transparency, they just feel annoying and pretty stout. So, you know, if you think about it, once stout enters, every recommendation starts feeling harder to advance advisor group where they're doing it, what the trade-offs are, where the risks are, how they get paid, and how they would, you know, avoid doing like what do they like avoid doing with your capital? feel informed enough to make decisions without being managed around. But uh when you say transparency is it more more about like fees, investment decisions, risk or communication? >> Well, whatever what I've heard in this industry, it's it's really more around fees. So, a lot of times um you know, uh firms aren't transparent uh until you already are in relationship with them, you know, months down the road and you start to see uh these what I call hidden fees that pops up. So, for me, that's um something I want to I rather know up front. I don't mind paying fees, but I want to make sure that uh everything is disclosed. So, how do you go about, you know, when it comes to your filtering or your lodging in terms of how you're it sounds like you're what you're doing is creating a profile of firms that I can assess, right, and and review. So, so for me, you know, how how would you be able to provide firms that I feel that when it comes to transparenc Yeah, this is a good question. Honestly, it's usually not, you know, not the fee itself that creates distrust. It's when the fee structure is hard to see, maybe hard to >> What do you mean by what do you mean by that? >> It's usually when the fee structure is hard to see, hard to explain. And sometimes like it only becomes clear after you're already inside a relationship, right? >> So, there's like this red tape around this markets and industry to be honest. So at your level, a good advisor should be able to explain plainly how they get paid, where incentives sit, what is included, what is separate, where conflicts could exist, and why the structure makes sense for your situation. Cuz if someone cannot explain fees clearly, they usually tell you something about how the relationship will feel later. And with serious capital, unclear fees become unclear trust. So that gives me a very, very clear filter to be honest. So you're not just looking for someone experienced, looking for someone found or aware, preservation-minded, comfortable around real estate and Bitcoin and very clear on fees and incentives. >> That's a very very very very specific profile. That's exactly why I wouldn't throw 10 random advisors at you. So the way I'd structure is is quite simple. Over the next 60 to 90 days, I'd narrow this to a small number of conversations with advisor actually match that standard of generic wealth management. a few serious conversations where transparency, fit, and trust are already screened out before they even reach you. The fee for that is 15K. >> Okay. You said 15K, >> correct? >> Okay. And you said 60 to 90 days. >> Yeah. >> Okay. And so just curious why why does it take so long? >> Well, it's because you have a very very specific profile. That's the reason. >> Interesting. >> But I can I could go in detail why. >> Yeah. Yeah. Yeah. If you could, I appreciate that. >> Yeah, that makes sense. Well, first of all, you know, your criteria are pretty specific. So, the lane I would be running is going to be pretty pretty like sophisticated. So, you know, based on what you said, the profile, you know, is very specific. Like, it's clear, but very very specific, which is founder aware, preservation-minded, comfortable with real estates, Bitcoin, you know, transparent on fees. So, like I said, I had have to like narrow this to a very like few serious advisor conversations. That's why it takes, you know, 60 to 90 days. Yeah. >> Interesting. So, the challenge I have with that uh side is um right now I need to, you know, I've took my money out and I I know I have a window before um the tax the IRS requires me to, you know, start paying any uh you know, start paying um you know, some some taxes on that money. You know, what can you do within the next say 15 to 30 days? Well, I I don't like to like I don't like pretending this is like pay today magic perfect advisor tomorrow especially at your level because if you have an IRS window preservation of concerns maybe real estate considerations rushing the wrong relationship is expensive. I'd ra like I'd rather move quickly with the right fit than move instantly with random names. That said, if timing is urgent because the RS pressure tax windows that you like actually helps tighten the filter faster. How aggressive is the timing window you're working against >> right now? The max the max timing window for me is 30 days. Um, you know what I'm hearing you say, are you are you able to do it or not able to do it within the 30-day window that I need? And that's okay if you don't. I mean, I already have some referrals that I can reach out to, but you know, if I'm going to pay 15K, right, I I feel that, you know, um, that 30-day window will have to be met. Well, what we can do, which is something more of like a premium service that we do, which is like a priority access. If the full 69 days is, you know, it doesn't make sense to you can run like the first 30 days around urgency, maybe fee, transparency, tax awareness, preservation, mindset, real estate, Bitcoin, founder experience. The goal would be getting the first serious advisor conversation in motion pretty quickly, not waiting 2 months. So, we can structure it as a priority, you know, 30-day access instead of a longer expiratory window. The fee for that is 20K because the urgency means more focus not less because the same surgery shorter clock means sharper focus not cheaper work. So I want to make sure I understood you. So you said 20k for 30 days. Is that what you're saying? And what what happens if you're unable to find let's just say one one one or two offices within that time frame. What happens to the 20k? >> Well, we're going to make sure we actually connect you to the right people from the you know the get- go. And to be a fair question at 20k you should ask. Well, first let's separate don't deliver into two categories. One is no serious conversations happen at all. The other is serious conversations happen but you decide nobody is the right long-term fit. These are very different outcomes. What I control is filtering qualification quality of who gets in front of you. I can control relevance fee transparency preservation mindset alternative asset like comfort real estate understanding seriousness of the conversation. I cannot honestly guarantee you love someone forever. I cannot guarantee market conditions or that a relationship becomes permanent. Nobody credible. But if after the first phase you genuinely feel these conversations were nowhere near the standard we defined then we address that directly because the whole points here is reducing noise and improving judgment quality not forcing random meters into a calendar just to say activity happened. So when you say deliver what would success realistically look like for you because I can control who gets invited into the room. I can't force chemistry once they sit down. >> I see. So yeah, again, just firms that can has the capacity to to make sure from a tax perspective, they're able to make sure that I'm getting the best tax alignment when it comes to my money being invested. And the biggest thing too is just being able to divers diversify my portfolio into commercial real estate and Bitcoin. Exactly. And the delivery standard is capacity. Not whether you pick them forever, not whether chemistry is perfect. The standard is I can bring you firms with the actual capacity to handle your situation. post exit plan and IRS timement fees transparency preservation real estates and Bitcoin exposure. This is what I'm accountable for. If I'm bring firms that clearly don't have that capacity, that's a failure on my side and I completely take accountability for it. If I bring you firms that I do have like that do have the capacity and you decide based on fit, style, or trust, you know, that one isn't for you. That's part of the selection process. >> So, let's define leverage clearly. Qualified firms with capacity to un situation 30-day priority window. >> Mhm. >> Okay, makes sense. So, with I just want to make sure I'm clear because it it sounds like something I, you know, I I'll definitely consider. This is actually new to me hearing it the way you laid it out. If if you had to just provide a a oneliner of exactly what I'm paying for, what would what would you say to that? >> A oneliner of your what you're paying for? >> Yes. >> Because this is this is very new to me. And so, you know, it it sounds like you'll be able to help me find the best firm, but in my mind, right, again, this is a this is a very new concept. I've never heard it done. And a lot of times this is a very this this industry is very relationship based. So just for so I can better understand what would be the oneliner that you could tell me what I'm paying for. >> Well, you're paying me to get the right wealth firms with the capacity for your situations in front of you fast without you wasting time sorting through polished wrong fits. So if I gave you like a simple analogy, you're not buying a marriage, you're buying access to the right interviewer. That's the best way I can explain it. Interesting. Okay. And so for this 20k that you said here, is this something that I'll have to pay all upfront or is this or can I split this payment? >> Yes, it's upfront. >> Everything is upfront. Is there is there a reason why it's all upfront versus >> you're paying for a priority and filtering and not a random success referral? The upfront aligns to work properly, understand your situation deeply, tightening the criteria and prioritizing the SE screen and fit and facilitating the right conversations quickly inside the 30-day window. If this was just I'll casually send the name, you know, if I happen to know one. There's no upfront like no upfront would make sense but this is a focus priority process around a very specific founder situation. I said if it makes more sense struct like structurally we can split a 10k up front and 10k tied to the first qualified conversations land if that makes sense. >> So you'll be open I just want to make sure I understood. So you'll be open to u the first 10k down and then let the remaining portion. >> This is the first time working together. I'm open to do that to work with you like for a very very long time because when I make these introductions when I open access to the right advisor I usually become friends with all these types of founders because I'm a founder myself right and usually just becomes a very beautiful relationship as long as you're open for it. Yeah, absolutely. And like I said, for me, you know, it's really not about the money, you know, 20K is not, you know, it's not the money here. So, I just want to make sure I'm clear. It's really more just understanding uh at the end of the day, you know, being able to find firms that um you know, I don't want to waste my time, number one, and number two, they can handle what I'm looking for. >> And so, you said something earlier. You said you don't offer guarantees. >> Yes, we don't offer guarantees. >> So, how do you make it right then if if let's just say the firm I spoke with wasn't just in alignment. Just want to make sure so I can better understand. How do you make that right? >> Well, we make sure we qualify upstream. Just like I said, I don't want to I don't want to, you know, waste your time like either. So, essentially, you're paying for a 30-day priority access where I bring you wealth firms that have the capacity. Again, we go back to upstream upstream filter and upstream qualification. And these firms can handle your situation, which is postexit capital, IRS, assignment, preservation, real estate, Bitcoin, so on and so forth. So, you're not really like paying for random names. You're not paying for me to guarantee you'll choose someone forever. You're paying to avoid spending weeks sorting through polished firms that may not actually fit. But, uh, if I actually bring you firms that has capacity inside the 30-day window, is that the outcome you're looking for? >> Most likely, just so that way I can meet my IRS deadline. Yeah, absolutely. >> That makes sense. >> Are there any hidden fees outside of this uh this 20k that you're you're proposing here? >> Uh, from my side? >> Not really. But, uh, I'd like to hold on. You said you said that really though. What do you mean? >> Well, the hidden fees in my side is around 20k just like I said. But I'm still seeing a little bit of hesitation and to be fair with you, I don't want to start working if I see that you're not 100% committed to this. I'd rather rather not do it to be honest because I like to align the incentives. It's not about the money. It's not about the 20k. The relationship has to be fair because you spoke about the guarantee then and I really really want to talk about it and explain why we don't offer guarantees, right? I can't guarantee you'll choose a firm forever because trust and chemistry are ultimately your decision. What I can guarantee is the delivery standard inside the 30-day priority window. I'm accountable for bringing you wealth firms with the actual capacity to handle what you just described. Post exit a capital IRS time and preservation first thinking real estate, you know, paycoin comforts and clar fee transparency. If I'm bring firms that clearly don't meet the standard, that's not me. If I bring firms that do meet the standard and you decide one isn't personally right for you, it's not failure. is exactly why we create comparison. So the guarantee is not you'll marry the first adviser. The guarantee is I don't waste your time with firms that lack capacity in your situation. Does that feel like the right standard to judge this against? Because I can't guarantee pilots are qualified for your roots. I can't guarantee you'll like every conversation to cockpit. Right. >> Yeah. Yeah. And I totally that's totally fair and and I hope that you understand where I'm coming from. Right. At the end of the day, I want to make sure that, you know, if I'm going to hand someone 20K, uh I I I want to make sure I do my due diligence, right? I I should ask all the questions I need to ask, right? Yeah. >> Is that fair? >> Yeah, that makes sense. That's perfect. >> So, so let's say this. Let's say I did pick with I just, you know, we decided to work together. Who can you send, you know, who can you send to me? Just one or two referrals that I could just reach out to to just to again just to confirm everything that you said you're able to do. How soon could you be able to do that for me? >> So, do you want me to send you referrals? That's what you're asking. >> Well, yeah. I mean, you know, again, you know, me being a founder, I have to I have to do the research, right? I just want to make sure I've covered everything on my end. So I mean would that be difficult for you to just to to send me a referral? >> Well the the only thing is I handle family situations carefully. So I don't casually pass around private relationships or introduction as proof. The same discretion protecting those relationship is the same discretion that apply to yours. What I can do is make the process extremely concrete. Types of firms capacity standard the found of it transparency criteria the 30-day structure and what qualifies as a successful introduction. That gives you something real to do due diligence without turning private relationships into marketing material. And honestly, if someone immediately hands out a founder reference casually, I'd question how they treat your information later. What's your thoughts about this? No, I agree. But when you say referrals, are you trying to validate legitimacy or are you trying to reduce risk of paying 20K? Because a good private banker protects client names the same way a good lawyer protects clients. Won't you agree? >> Yeah. Yeah, I agree. Referrals for me personally is just making sure that, you know, I'm doing my due diligence. So it doesn't matter any every every business relationship I I decide to work with, I'm always going to ask for referrals. >> So that makes sense. Well, >> diligence is reasonable. >> Is this different for you? >> I just I just want to separate due diligence from dragging the process. Is due diligence should answer three things. One, are the firms real and credible? Two, do they have the capacity for my situation? Three, is the 3-day access clear enough that I know what I'm paying for? That's clean. I'm happy to support that. What I wouldn't want is vague due diligence that turns into endless delay while the IRS window is still moving because you told me about that. So, let's do this properly. I give you a clear summary of the delivery standard, the 30-day timeline, what qualifies as a successful introduction. We can review that. If those, you know, terms make sense, we move. >> Okay. So, let's do this. If you can send me a proposal, um, and as I mentioned to you in the beginning of the call, I want to run this through my my my legal team. Can I get back to you next week about the >> Yeah, makes sense. Yeah, for sure. I can send you a proposal. The only thing that I want to, you know, address is usually when prospects say, "Send me a proposal." It's usually, you know, not a send me a proposal thing. What What is it usually like? >> Yeah. Well, in our experience, usually when, you know, prospects ask for a proposal, they're not really serious, but I'm sensing there's some hesitations here because, you know, just correct me if I'm wrong. If the RS is just very very near when the time and window it's around like 30 days, I'm trying to understand whether that was real urgency or was you know just a sound sack. That's that's a fair question. No, it's real urgency, but as I mentioned earlier in the call, right? You know, I want to run any any proposal just to make sure, you know, I'm covered on my end as well with my legal team. And so, usually to set that up, it's going to take a couple of days. Would that be a problem for you? Well, the only thing is that there's a specific window where we introduce the rights wealth managers to the right founders. You know, Eric really like I would really love to work with you. Uh I can send a proposal, but I just don't want the proposal to become a way for this to drift. At this point, the question is pretty clear. I bring you forms with the capacity we find post exit our assignment preservation real estate all that the good stuff. Is that worth the 20k priority process? Just want a yes or no. I'm happy with documents. I just want to make sure we're not using a proposal to avoid the actual decision because a proposal should confirm the decision not replicate this like replace the decision. Does that make sense? If >> it's not if it's not making sense to you, I'm happy to Yeah. >> Yeah. Yeah. No, that makes sense. >> Yeah. No, it it makes sense. But I I I do feel like I'm maybe I do feel like I'm a bit being rushed, you know. Again, for me, it's more of it's not what you're offering. It's more of just making sure, you know, me being a founder, right? I I want to go through protocols to make sure everything is done is done correctly. And so and and the other thing too, you know, when I was referencing referrals, right? I mean, the objective behind that is really just to verify, you know, that you have real connections. To be fair with you, Eric, I like honestly, you should feel careful here. You exited a company a month ago, there was an IRS window moving, I just changed dramatically and suddenly people start appearing everywhere telling you they, you know, they can help you. That's exactly why this matters because the expensive mistake at your level is usually isn't paying 20K. It's wasting six months with the wrong people getting pushed into generic wealth management and you know ending up round around advisor who don't understand boundaries. Maybe even like realizing too late that someone sounded sophisticated but wasn't actually aligned with how you think. So I'm not trying to rush you emotionally. I'm trying to be honest about timing because if this drifts for two to 3 weeks while everyone thinks about it, the RS clock keeps moving anyway and eventually one of those two things happen. One, you proactively structure this properly. Two, you react later under more pressure. The reason I'm being direct is because founder transitions are messy windows. Everyone thinks they'll calmly sort through advisor over six months. In reality, noise increases, opinions increases, tax pressure decreases, and decision fatigue increases. So, the people who navigate the best usually tighten the filter early instead of taking random conversations indefinitely. That said, I don't want to blind trust from you. I want a clear standard. If I can bring you firms with the real capacity for your situation into the room quickly, then the process, you know, did its job. If that standard doesn't feel worth moving on, you shouldn't do it. >> Got it. So, you mentioned you was a founder earlier, right? >> And so, if you were me and you didn't know anything about my company, what would be the one question that you would want to know if he was me? What would be the main question I would want to know >> as it relates to my company? >> Yeah. Well, so, so if I'm offering this service to you, let's let's switch worlds. I I totally understand your point. And to be honest with you, I agree with everything that you said, but I just want you, you said you was a founder earlier. And so I just want to switch roles if you don't mind. If if you were me and you're asking, you know, you're asking for 20K and you don't know anything about my company, what would be the one question that you would want to know from me if you were in my shoes? So, what would I need to ask about your company? That's what you're asking. If I were you, uh, well, first of all, if I were you, I'd be I'd be pretty happy that I spent all these years and like building this company and you know, I wouldn't expect you to pay 20K if I didn't understand the situation clearly. That's why I'm not asking you to pay because I know your company. I'm asking because the situation you described is already specific. That's the reason why. That's the exact question I would ask you. I wouldn't expect you to pay 20K if I didn't understand the situation clearly. That's why I'm not asking you to pay because I know your company. I'm asking because the situation you describe is already specific. Postexit capital, our assignment, wealth preservation, real estate interest and so on and so forth. That's enough to define the type of firm that should be in the room. The next step before anything moves is tightening the details. Not guessing, but I don't need to know every operating detail or your old company to know this is a founder liquidity situation that requires specific advisory cap capacity. But uh yeah, the just like I said, the only thing I'm careful with is casually because you mentioned something about connection referrals. The only thing I'm careful with is usually put in plus clients on the calls cuz these are private vendor situation. I protect your name the same way. What I can do is you know give you a clean verification path. My background process delivery standard what the firms need to have capacity for. If after that you still need a reference before moving I can see what's appropriate but I won't casually hand out private relationships as proof. So is a concern you know. >> That's fair. So last question before before I ask you to send this proposal. Okay. You good? I just I just have one last question. I want you to send I want you to if I I want you to send I want you to send him a proposal. Let's let's do this. Submit the proposal today. Okay. The only catch is you got to tell me where you buy you bought that watch from. Is that deal? Is that fair? >> Uh yes, for sure. I can give it to you for free if you want. That was a silly mistake. That was a stupid mistake. >> It's all good, man. I tried I tried to crack your side. You man, you crushed it, man. I >> Yeah, man. You crushed it. >> You crushed it. >> That was like That was such a good call. Honestly, it felt real. Like, it felt real. Yeah. >> I wanted to make it as real as possible and I was trying to get some feedback from the, you know, from the from the chat, too, to help out a little bit. So, hopefully I did a good job trying to um add your questions in from the chat. No, awesome job. So, so I appreciate it, man. >> You know what's the funniest thing that could happen now is this. It's not recording. >> It is recording. It is recording. >> Everyone is about to lose their >> No, no, no. It is. It is. It is. It is. It is recording. Of course. Of course that it would be redo it. >> So, real quick, at what part did was it I would say not difficult for you cuz you handled everything pretty smoothly. But at what point did you feel like the conversation was was like take it to another level in terms of just really interaction. >> I think where I entered the flow is where you said when you asked me about the company question, everything else was pretty easy. Yeah. Yeah. When I asked you a company question was new. >> What made that go in the flow for you? What made the call floor like an throughout the whole call or just that? >> Just that part. Yeah, just that part. >> Yeah. Because I was like, he's definitely right. Is he right? And then so it's like weird like it's this meta. It's like I'm on the call. There's like this weird mystical archetype that's performing the call and there's another me that looks at me like getting into the call. So I'm like, is he right or am I wrong? So it's more of like I see if I'm conscious or not. Uh, you know, you that was very that was pretty tough. But I I was like, "Okay, wait. If I knew like if I tried to say, well, you're right, then I just leaked status and then >> Yeah, I just leaked status from Louis." I was like, "I'm going to double down." So >> that's what I was trying to get you to do. I was trying to get you to do that. You did. You did. You did an awesome job. Yeah. >> Yes. At this point, Yeah. When you This is a good life advice, to be honest. When someone just calls you, I have to double down to be honest. Uh if Yeah. You said, "Well, did you ask me about my company?" And I said, "Well, yes, exactly. That's the reason why." And I found an argument kind of like an counterargument, which is I think I said, "Yeah, well, you you clearly defined your lane, so I don't really know. I don't need you to know about your company. I'm asking because you the situation you described is already specific. So that's enough to define the type of firm that should be in the room. So if I said, "Well, you're actually right. I should have asked that." Done. Cold done. So always want to double down. Double down. Double down. Double down. Yeah. >> Okay. >> Bust it down. Yeah. Yes. An AP. Observing the observer. Yes. Exactly. Put your foot down. Yeah. It's a good call. It's amazing call. It's really >> quick question. One more question. So, were you were you thrown off a bit when I was trying to get you to split the payment? Cuz I did. If you notice, I didn't want to I didn't I didn't want to come off. >> Well, that was intent. I was intentional. You know, when I said no, there's no off like it's actually upfront. I wanted to like sort of like test what you're going to say. And then I >> I didn't want to lower the price. Wasn't going to lower. >> Let me explain why. Let me explain something here. >> Okay. So that's very intentional. By the way, Eric said, "Uh, can we split?" And I said, "No." And then I sensed that he sort of like in a micro level, he's about to give me an objection about it. He was about to do it. So I I can see his face. I can see the voice tonality and, you know, so I was like, "Hm, if I'm getting this far, like I've dismantled all these freaking objections, that's fine." You know, it makes sense. Okay, let me just split it. 10K is good, right? 10K is good. It's good, right? So, let me just get the 10K first. So, I just, you know, it's like this. I think uh there's a rapper who said this. Rick Ross or always never leave the money on the table, right? So, if someone is handing you 10K, get the 10K. Sure, I'll get the 10. I'll take it. I'll take the 10K. Right. >> Nice. Nice. >> Yeah. Yeah. We need the closer GPT. Yes, we do have that. It's coming this week. Yeah, it's the final tunes. I promise you guys it's a basically a surprise for SSN. It's connector co-pilot. Yeah. Then you said it's because it's our first time together. Well, I mean, if you think about it, it's first time working together. I can I can always increase my prices later on. I can always agree, but honestly, if Eric was like the prospect, do it for free. All right, before we wrap up, man, I wish this was two hours. If before we wrap up, what do you guys want next week for the calls? S. Yeah, I do. Yeah, I do have a call. Have we covered our private equity? You guys want private equity marketing agencies? We'll make a poll which is going to be either SAS private equity or just investment advisor. It's the same. Yeah, similar similar to what management. Hey, how would you have the email look like for gathering Eric on the call? It would be something like, hey, not I'm not sure how many people on your waiting list, but I got a couple high net worth individuals that might need wealth advisory. Oh, actually this supply side, what am I saying? for Eric the man side I would say I would definitely not lead with recent I saw you you know exited a company I would go market level I wouldn't mention like you exited $30 million because that just shows like a job scraper or like maybe like a news scraper so I'm going to be like well I'm tracking uh post liquidity founders and your space and you know and I route the right wealth advisor when timing makes sense would you you know would you be open to an intro. This is just something like I love, right? Is it worth to set the frame? Hey, Val, good to see you. Is it worth to set the the frame of the call in the beginning in order to avoid prospect bombards closure with questions? Yes, if you think about it, what I said in the beginning just dismantles three to four objections from the get- go. You want to start. So, what I what did I say actually? I said appreciating the time. Yeah, I said appreciating the time. I'm around X, Y, and Z. Just dismantles. Give me the intro now. Right. That's one. Yeah. So, let me just zoom out. Okay. So I said quick context on why I reached out. I've been around a small number of wealth adviserss that work with founders and postexit individuals. I believe this is what I said. Yeah. And before I introduce anyone, I wanted to understand how you're currently thinking about your capital because usually after an exit. Okay. This is the second thing. This is market observation. This is where you become a magician because usually after an exit, the challenge isn't finding advisers. There are plenty. The harder part is no one who actually thinks the right way. Communicates clearly and deserve trust around serious money. So appreciate taking the time. I'm basically like a cat looking at the window. I'm not I'm not trying to, you know, win the approval. Quick context on why I reached out. Here's why I'm here. Um dismantling the free And then I see that okay, I came from a sickle because, you know, I've been around a small number of wealth. Worked with founder post exit individuals, which is you call and market observation done. Usually after an exit, here's what happens. So this guy's so the guy's going to be like, "Wow, I have nothing to say." So I say again, so I wanted to understand where you are right now. So I drop this crazy status on him or her, whatever. And then I pull back, you know, I'm solved. So I just want to understand where you are right now. Are you already working with someone or are you open to see what else is out there? So I'm just saying, hey, here's what I'm doing. Uh I don't have them now. I've been doing this for a while. I see this in your market and I first I want to understand where you want, right? So it's almost like a date. Anyways, yeah, hopefully this helps. It's not in your experience. Do founders are the prospects underneath usually push back this hard challenge and are they easier to close than this? If I had to like give you like a percentage, man, um it's 50/50. Honestly, it's 50/50. Uh usually like this is a weird paradox. Usually like the older the founder is, the more straightforward they are, the more they will like be willing to pay. like the founders that are just a little bit, you know, younger, these are the ones who give you headaches, right? That's my experience. Yeah. Yeah. Usually like younger give headaches. Yeah. I think I know why. Cuz if I really really try to think about it and answer you like fully, why do younger founders give headaches? There's definitely a pattern. Usually like the old founder is already sick, right? He just wants someone to manage their money. like the young like the younger founder is more of like in panic mode, right? Because if you think about it, like founders, younger operators and people in newer markets usually give more headaches because they're used to being pitched. They compare everything. You know, they ask a lot of how does this work? And you know, they also often won't approve before they accept the frame. Older, more sophisticated buyers can sometimes be easier because they care less about the novelty and more about the outcome. But the real difference is not just age. I think it's is the buyer already like understand the pain in the like economics you know if yes the call is easier you have to educate them on the pain timing model risk and the value the call becomes harder that's why SBL lenders wealth advisors you know can be still very closable the pain is already obviously challenging calls are like usually happen when the prospect is trying to put you in an old category is this legion is there why should I have friends blah blah blah right so it's normal the job is not just to avoid push back it's just to understand what kind of push back it is so some push back means are serious Simple drag means you're not a buyer. Simple drag means your frame was not planted early enough. That makes sense. Hopefully this helps, man. Yeah. All right, guys. So, we'll make a poll. We'll make a poll for next week and we'll go from there. All right. Appreciate you guys coming today. Yeah. Every script you guys want, it's there. I'm also going to add this one. All right. Appreciate you guys coming. Cheers. Buddy.


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# The REAL Reason You're not Signing AI Automation Clients

today I'm going to tell you why you're not getting any clients with AI automation so logically you clicked on this video that means you either run an AI automation business or you're planning on starting one and that's great this is one of The Highest Potential growth industries I'm currently available but right now there's this big elephant in the room and that's where new entrance into the market are investing time and capital into starting a business and then they start banging their heads on the wall because they're not seeing any clients not getting any results I scaled my own AI automation business to $72,000 per month and I now consult with over 1,400 other AI automation businesses and Freelancers so I've seen a lot of what works and what doesn't today I'm going to tell you exactly how to avoid that and then start swimming in clients and swimming in leads so there are three big problems okay and these are the three big problems why you're not getting any clients with AI automation the first is that you have what's called pipeline famine if I could spell pipeline right which I think I can then voila the second major issue is that you have a shiny object syndrome and I you know hopefully I'm not hurting anybody's feelings when I point it out like that but a lot of you guys have shiny object syndrome it's unfortunate but it's the truth and then the third reason is you guys are prioritizing learning over doing and I'm going to cover each of these in depth over the course of the next few minutes um just so we're all on the same page here but if you solve the three big problems that I'm talking about here today um you are going to be able to scale a business substantially easier substantially faster than basically anybody else that's starting uh you know getting into this industry and not only that you're going to be able to do so predictably as opposed to it being sort of like a game of chance where maybe you're fighting with referrals or something like that um you're you're going to be able to frontload you know your lead gen and start talking to to real customers and and getting clients um much faster than most other people my Approach works you know it's been used by over a thousand people to date um this is probably the the straightest line path to succeeding in this industry so not to toot my own horn here let me actually just get into the the information and you know if you guys find it valuable you guys can implement it and employ it for yourselves so the first reason is called pipeline famine basically to be clear if you are not currently getting clients with AI automation the only reason at the end of the day that you are not getting these clients is because you are not talking to enough potential customers basically you're in a state of what I like to call pipeline famine okay now for people that don't know and for the People For Whom the term pipeline is sort of new news um a pipeline essentially just refers to all of the marketing and sales activities of your business and in AI automation because it's so technical we tend to forget a lot about this pipeline because we spend our focus more on like the technical shiny objects around us like the systems that we build the no code tools that we're we're using and learning and so on and so forth but let me be clear in that you know whether it's an AI automation agency or like a local Services Agency or an HVAC company or a plumbing company or the next Uber whatever the only thing that you need in order to have a business is not like the product itself because a product actually doesn't matter what matters is the people that were going to consume whatever product you provide them and so that's what I like to call the pipeline so your pipeline's a foundation of your business if you don't have that Foundation Nothing Else Matters okay we could not we we could have the most amazing product in the world you could make the gpt7 which you know artificial general intelligence take over the world whatever I don't know you're trying to sell some amazing product here but if you don't have a single buyer what you have is not is not a business you are barely operating a hobby and I don't say this to be super harsh um I just say this to be realistic this is the the number one bottleneck and the major issue that most people that I consult with on a daily bases have they just don't have any opportunities because they don't have any opportunities they don't really have a business doesn't matter if you have the most amazing product you can't sell to anybody it doesn't matter so uh yeah you could have nothing else in the world and I think there are a lot of people that have started a automation business that don't have any skills in this industry okay no skills no website no case studies no experience no no actual systems knowledge at all but they just talk to enough customers long enough and then they eventually win and they beat out people that that focus on um these instead okay uh extremely talented people often never go anywhere and it's simply because they don't have the opportunities to do so you could be the most you know talented Smart Genius technically competent person on planet Earth but if you just don't have a way to convert that knowledge into some sort of dollar value at the end of the day uh it doesn't matter and and you're not really going to be able to start any sort of business so I was going to draw this and I'm sort of like trying to figure out exactly the best content delivery mechanism for this between drawing and then slideshowing right now so bear with me but essentially the way that I see it is pipelines marketing oper generating opportunities these are the the base of your pyramid okay so you know if you think about our pyramid we we have kind of three parts here one 2 three the first is marketing this gets people in through the door and what you'll see is this is actually sort of um opposed to how most people pitch this most people kind of pitch this as a funnel okay which is like an inverse thing with marketing at the top kind of sales in the middle and then you know the business to the end but I like to think of it as the foundation okay so this is all of like your Leen it's all of uh I don't know like maybe your your outbound so outbound just refers to calls um text messages DMS um you know video sends that sort of stuff um over here is is your sales so sales might be like the actual I don't know the the the closing calls that you jump on um you know what are called discos or Discovery calls might be the setting of the appointments and so on and so forth then up here you have your fulfillment fulfillment is where you actually deliver the thing um that you know you promise the customer you would so in the AI automation space usually this is like the system right this is some sort of uh no code Builder usually naden make.com zappy or that sort of stuff you put together a beautiful system that delivers something to them maybe it's like I don't know uh outbound lead generation system maybe it's some sort of proposal generator system maybe it's some sort of CRM right that's the F foma but I just want you guys to look at the building okay if I if if we just break this building down and if I use a different color cuz I want to make this a little bit sexy how much of this is actually related to like like like how much of this is after you get a client realistically um only the very top of this pyramid is actually like you getting the client uh you know the client having have sorry a prospect having transformed into a client like you know the the person is only a client here when you're selling them they're not a client when you're marketing they're not a client I just want you to look at like the total volume of this triangle okay or um what should I say surface area of this of this big triangle the surface area of this section right here like logically is like one nth of this whole thing okay it's it's it's like one nth I mean I I could run the math on this I'm sure but I mean like if you just count up all of the you know centimeters or square inches or whatever the hell you want to use as a unit of measurement here this pyramid uh you know 8 nths of it is the sales and marketing and what what people tend to do is they do the opposite they make they they spend eight nths of their time on the Fulfillment and then they only spend one nth of their time on the sales and the marketing and then they wonder why the hell they aren't getting any clients they aren't really getting any customers so this is how you're going to want to concept ize your business you're going to spend the vast overwhelming majority of your time on sales and marketing opportunities and you know because the widest Foundation of this whole thing is marketing you're going to want to spend like a proportional amount of time on the marketing especially when you get started so this is fantastic and it's amazing um I'm going to show you guys how to actually do this step by step in a second but um you know essentially this is marketing it's leaden it's cold calling it's cold dming um if you just started a business N Out of the 10 hours you spent on it should be generating opportunities that's 90% as opposed to spending 5 to 10% you're going to want to literally multiply the amount of time you are currently dedicating to this and most likely you know for everybody that's watching this is not have not yet have a customer that's planning on doing so you're going to want to spend at least 10 to 20 times the amount of time that you are currently spending on sales and marketing if you really want to succeed in and grow so uh what actually matters for us here is you know not just a bunch of theory because at the end of the day uh we could spend all day learning we could spend no time doing and we'd be no better off um and that's one of the things I'm going to cover in a minute let me actually show you guys how to generate more opportunities step by step this is like step byep exactly what I and many other AI automation companies in the space are doing right now so here are the steps that I would take if I was currently at the start line of an AI automation business and I wanted to get more customers and more clients I wanted to solve this big problem the first thing that I would do is that I would focus on outbound activities outbound activities are just things that you are sending out to other people and you usually don't have any pre-existing connection to them this is the simplest most scalable way to acquire customers with usually as minimal a cost as humanly possible aside from your time that is available when you are beginning a business so um you are reaching out to people to sell a service the only need most of the time is time or you know time with a little bit of money sprinkled in think about it like I don't know you could spend two hours per day three hours per day sending cold emails or something like that um you know in terms of the total amount of money that you spend that day doing it it might be $2 or $3 right uh most of these cold email platforms are like you know between $50 to $100 or so so so uh you know $50 to $1100 divided by 30 days a month it's like you know $1.5 to $3 plus the cost of leads you spend $3 a day but then maybe two or three hours of your time doing this um and you know for a lot of businesses at the start line that's a worthwhile trade-off to make because they have more time than they have money so here's here's you know a way a very simple way to shift 90% of your time to outbound activities first thing you want to do is you want to send 10 customized DMS per day across LinkedIn Twitter and x and Instagram my recommendation and what I just talked about in my last video so feel free to check that out if you'd like is to record high quality sales videos where you actually solve a problem for the customer before they've asked you then what you do is you take that video you customize the first line of your email or something like that and then you send it out to them and say hey I just solve this problem for you in the video what you do is you basically go through their website you go through a system that they have some funnel let's say if they're maybe like a coach or consultant on YouTube whatever the hell and you give them some value before you make any sort of ask another thing you can do right now in order to shift that outbound um activity ratio to you know an 80 90% is you could set up cold email infrastructure using platforms like instantly and Apollo you could send hundreds of cold emails per day and then just spend an hour every morning going through replies split testing campaigns Etc everybody that's winning in my community not everybody but the vast majority of people that are are winning in my communities they're doing this right now um it's over 1400 uh you know AI automation businesses the vast majority of ones that are winning are frontloading cold email and they're talking to a thousand plus people a day and they spend most of their time iterating campaigns rewriting copy and and that sort of stuff you can also this is my big recommendation if you're a total newbie to this you create a profile on a freelancing website like upwork and you can just send 10 proposals per day okay same sort of idea here you record highquality sales videos where you solve a problem for the customer before they've asked you anything so this um this you know these are very similar skills if you get good at one of these you can very easily transfer it over to another this right over here 10 per day might realistically take you between 30 minutes to an hour if every video is you know 2 to 3 minutes and you spend an additional minute like looking up the the customer or something like that um this over here could send 2 to 3 minutes uh same same deal 30 minutes to an hour this is 2 hours and 2 hours that's 4 hours this might be another hour realistically you spend 5 hours of your 6-h hour workday or something like that on uh outbound and then you reserve the other hour for following up with clients fulfilling client requests that sort of stuff you are very well positioned to get your first few customers and get the ball rolling and once the ball is rolling then you can start Shifting the amount of time you're spending on Outreach so that maybe more of it is accommodating to to client fulfillment but but don't do that before cuz right now your skills with the tools don't matter um you know which tool you're using don't matter you don't need to up skill you don't need to up level the vast majority what you really should be doing is you should just be doing Outreach okay we're not trying to make a billion dollar business here we're just trying to help you get to you know two three four 5K a month another thing that you can do is you can do what's called Network reactivation you guys aren't familiar with network reactivation it's the concept where we actually have a lot of value buried in our contact Network our Rolo deck so to speak and that value rarely gets used or exercised so if you've ever had any sort of job in you know a technical industry or if you've done any sort of freelancing or if you've operated a previous business or if you've done anything like that you will likely have contacts my recommendation is to use the hormos method and reach out to them hormos uh being Alex hormos he had a I don't know I don't know if this is on a podcast or something but it was sort of a brief throwaway line or maybe a short reel where he basically said here's what you do you go through your current Network right now you identify contacts that own businesses freelance or have worked with you before then you just reach out to them and you check in you say hey how's it going I know we haven't talked in a while like what's going on how are you doing what are you up to these days I'd love to check in you know I think we could offer some mutual value to each other whatever you customize the hell out of your communicate you know if you can jump on a call and do that if you have old clients this is the best because old clients have already spent money with you okay then all you do is when they ask you what you're doing tell them and then ask hey do you know anyone that could benefit from what I am building right now now this is a soft pitch what I mean by this is you're not actually pitching them directly what you're doing is you're asking them if they know anybody they might be interested in what you are selling and as a result uh if they are interested in what you are selling they will say oh well I'm interested in what you're selling or H you know maybe that would be interesting for me and then if they're not then they can scour the network and then if they're still super not and they don't have anybody in their Network then they can just tell you no you preserve the relationship while still allowing you uh you know an opportunity to to reactivate your your network this is a very simple example you can obviously structure this however much you want um but I found a lot of the time this is you need to do when I was running my uh content writing company one second copy and we skill to 92k a month a big chunk of that every month 20 30k a month of our Revenue was this we simply reached out to old clients we did this every month we built some sort of warm connection and we said hey you know is there anybody that you might know that might need content writing services um and you know lo and behold at the time you know this is uh mid 2020 early 2021 a lot of people needed content writing services and so we sold like uh like crazy the last thing to do is to create content kind of like what I'm doing right now think about it from my perspective I'm not doing outbound what I'm doing is inbound and I spend the vast majority of my day now producing content for inbound marketing purposes so I'm doing the exact same thing that I'm recommending you guys I'm just doing in a slightly different format but you can also do the same thing I'm doing content is a fantastic way to generate inbound leads it's one of Nal Robie con's three ways of Leverage um which I believe is like labor media and code I should note that this is only going to work if you have some reason for people to listen to you if you don't you know have anything noteworthy no accomplishment like one of the reasons I was able to grow on YouTube so quickly is because i' actually made money in the spaces that I was talking about and so I had inherent interest and inherent credibility in who I was and what i' done if you don't actually have this then you know don't don't do content to start but if you do have some sort of credibility if um I don't know you started something in a business in a vertical and you managed to scale it to something impressive maybe something that's like in the top 1% of your field um then my recommendation for you is just create one piece of content per day and in that content just give everybody the sauce okay just tell them everything that you did in order to get to where you are right now and what you're planning on doing as well in the future the value that you will get out of your sharing your secrets openly tends to vastly outshort of Strategic Benefit that you would have by keeping them to yourself unless we're talking like a quadrillion dollar industry here which doesn't exist um the vast majority of the value that you're going to get or sorry the vast majority of the time the value that you're going to get out of sharing is going to be substantially higher than the value you're going to get out of safeguarding or keeping gatekeeping they tend to say so my recommendation is in terms of the ratio of what you give versus what you ask for in your content try to do it at least 99 at least 95% to one so um I guess 95 to 5 is what I meant to say um ideally it' be 99 to1 so like 99% of the time in your content like the content that I'm making just just give people the Sask tell people exactly what you did in order to get to where you're going if you see problems in your industry identify them um build content around them build Solutions on them try them yourself once youve figured it out then just share it with people uh and then if you're going to make an Ask make like the tiniest smallest ask at the end of the video or at the end of the content and make it like 2 seconds and make it abundantly clear that like you don't you know you're not forcing or holding anybody a gunpoint to do this and if they don't you're going to continue producing content okay so that's problem number one massive problem this is the main problem that I would recommend that you solve if you guys are currently you know in the start line of any sort of a automation business and this is uh the client acquisition part has been a struggle for you if you just solve that one problem okay everything else here is gravy you're probably going to start at least building some sort of client acquisition strategy or funnel or repeatable system um and then if you can solve the subsequent two problems I'm going to show you here the shiny object syndrome sorry I think my Escala draw which is the tool I'm using to draw just closed if you can solve the shiny object syndrome which we're going to talk about next and then the learning overdoing um it's it's going to be just you're just going to be printing money so the biggest problem the biggest contributor to the former problem which is not talking to enough potential customers that pipeline famine is something called shiny object syndrome we've all heard of shiny object syndrome okay we're not new to shiny object syndrome I'm going to try and draw a diamond here really quickly girlfriend would probably love this okay that's not how you draw a diamond okay so I clearly need to buy more people diamonds um you know the reality is in your your average industry you have one shiny object okay in our industry we have like five million shiny objects our industry is just Rife with shiny objects there are more shiny objects in AI on automation than any other industry hands down like like it's not even close it's like a million to one okay and the reason why is because our industry just inherently works with uh technology I don't really know why I'm drawing diamonds here I was told to try and make my content more engaging so there you go uh but you know we have we have new technologies that are coming out on daily basis a big chunk of our value is through artificial intelligence which is inherently interesting um there's just so many shiny objects and every new development in our industry seems like it's the final development you know oh uh GPT search GPT just came out that's going to invalidate bunch of search stuff Operator just came out that's going to invalidate a bunch of other stuff like everything is marketed to make it seem as if this is the end game for business in general in reality this is not uh and and 99.9% of these make no appreciable difference to the industry uh the industries that they are serving because our space just moves so quickly that they tend to be replaced uh you know within a I don't know a week a month a year whatever so don't focus on the tools don't focus on the objects okay focus on the skills underneath it I'm going to run you guys through how to fix shiny object syndrome and um there there are a couple of main ways the first is you can't bounce around and expect to win so what are some shiny objects in our in our uh Niche well industry is a shiny object people to Target okay tools the specific offers to try the reality is if you want to succeed in this vertical or any other you need a certain amount of investment in the thing in order to provide it an opportunity to win your ability to make something win in many cases is a self-fulfilling prophecy so if you try a thing and if you invest a lot of time and energy and and skill in a thing you are increasing the probability of that thing working out but if you start something okay every time you do you're you require some sort of reinvestment or re-learning period or or Readjustment period then every time you do that you're basically starting back from scratch you you pulled all that investment back it's absolutely nothing you've invested nothing at this point into this new thing you got you got to redo it all again and then what usually happens is humans get bored of something after a few weeks and then a few weeks go by and when you're finally just to the point where that thing's about to work you start something else okay so we have some built-in biases that I'm going to briefly cover just to give you guys some context and then I'm going to tell you guys exactly how to solve this the first is we have um a novelty bias so humans and I'm imagining you are a human not a crazy lizard person from space that's watching this video We crave novelty in reality okay winning the process of winning is very boring I know because I'm winning a lot right now you just do the same thing over and over and over and over again it's nothing special you just you wake up you have some set process that earns you more money uh than you put in okay it puts out more money than you put in there's a return on investment return on ad spend return on marketing spend whatever you want to call it and you just do it over and over and over 24/7 until you you know achieve whatever goal it is the reality is that humans require a level stimulation that focused winning in one industry just does not provide additionally our built in bias to find the next thing tends to occur right around the time we'd actually start seeing results in the thing that we want to do so you starting a new a service line for automation you're trying out you know recruitment agencies and you're trying to pitch them a specific product and you try for two or three weeks and nothing works okay and then you're like ah man two or three weeks have gone by uh this isn't working I should probably switch to something else okay this doesn't make any sense because you haven't invested sufficiently in the offer or the service line you haven't iterated you haven't improved it enough you haven't you know added on to it enough and really explored the market to be confident that what you're doing is the right decision another bias is that The Grass Is Always Greener now this is part of how we evolved since groups of people tend to exhaust local resources you kind of think of us as like hter gathers uh I don't know like you know 50,000 100,000 million years ago humans have this built-in predisposition to want to move around okay we want to change we want to see the grass on the other side of the Hill the reason why is because historically when we would move to that side we'd be more likely to survive so this is like the core architecture operating system of our minds it's not surprising That We crave shiny objects um We crave shiny objects you know 10 20 30,000 years ago We crave shiny objects way more now and then on top of that the objects that we are craving are way shinier to begin with so there sort of like a recipe for disaster and it's not surprising at all that most people feel this way the third major bias is um we have a comparison bias so we compare ourselves to others because you know it's how we used to survive the unfortunate issue is in the modern world we have so many more opportunities to compare ourselves to others than nature ever intended and what we see a lot of is people winning faster than you are currently winning except they're doing in another niche it is natural to wonder why and then consider switching for yourself here is the truth behind it all the market and whether it's the AI automation agency market or the AI automation coaching Market or you know the HVAC Market or the plumbing Market or the large language Model Market whatever the hell it is the market has built-in lag when you try something you have to give it enough time to succeed you have to give it enough time in action I should say before it succeeds in order to really be able to definitively make uh a claim as to whether or not not what you're doing is right or not so as long as your fundamental assumptions are correct and you are consistently showing up and practicing you not seeing the results you expected is not a problem of what you are doing it is usually a problem of expectations so take however long you think it's going to uh need in order for you to do something or accomplish something and then my recommendation is to multiply by two or by three and then if you don't hit the thing you wanted to do by that time then you can consider switching because you know I mean I'm talking about you B not bouncing around and expecting to win but in reality um you moving is also um you know it's a form of learning and it's a form of growth the issue is not that people are moving they're just moving a little too soon so here's how to fix this step by step because it's one thing for me to you know wax poetic all about what the hell this this is theoretically it's another thing for you to actually take this information and employ it to your business so here are the exact steps I take if I were your choose the first is I would pick three niches for my business and I'd commit to them so choose the three niches that resonate most with your expertise with your social proof or your current opportunities now your going to commit to a set number of market segments that might be recruitment agencies B2B SAS um I don't know like coaching and Consultants or something from one of my most recent videos you're just going to commit to these three ahead of time and then by doing this you're going to cut off all distractions and then give yourself the runway to gain actual Traction in all three of these okay now the benefit to picking three niches as opposed to just one is you're also insulating against putting all your eggs in one basket there's still a level of novelty and greener pastures that you crave you're just not allowing for you know new greener pastures to grab you at every turn my recommendation is once you've run three niches for between 30 to 60 days you can then determine the highest performing Niche and then you can drop the other two and the benefit from this is you'll still have the sensation of change you're just going to have it without the drawbacks of you actually you know completely picking up shop and then and moving instead of you building you know experience fast in one thing and then switching over and then experience fast another thing and switching over you'll build your experience slowly in three things and then you'll drop two of them you'll shoot up the one that's a winner and then you can double down and invest in that after that I'd recommend setting a no change rule for 90 days so when I say 90 days of no changes I don't mean that you can't like make any adjustments or iterations to your product okay what I mean is you know don't don't pivot so don't start a new business don't go into any new vertical and don't choose any random side projects for at least three months at least three months just give yourself the chance to succeed what you're going to find is in life there's almost always a dip in results before success if I were to model OKAY the way that success looks like it's usually you know you start up pretty hopeful everything's great and then you have some Valley of disappointment before finally you start to grow exponentially this was me okay I started off and I thought everything was amazing um back when I I ran my door to-door marketing agency um I I found some you know measured success with it you know I made you know five 10 15 $20,000 and then I had this huge Valley I think it's uh term the valley of Despair I think a lot of other people talk about including hormos um but then I had massive Valley of Despair where I de had to do the same thing over and over and over and over and over and over again and it took me many many more years to get to the same point that I had at the beginning that than I thought before I started finally to exceed it and now you know if I look at my graph I'm probably like way that way the hell up here and I'm looking at everything from a bird side view it's obviously pretty sweet so um yeah that's that's kind of like the valley of uh despair idea that's sort of the no change Rule and the dip and results um what you what you do with this no change rule is it forces you to push through the dip which helps you avoid the false promise of greener pastures the next thing is to create a structured routine where you do uh your Revenue Genera activities first every morning okay and then focus on just the things that actually make you money and what are the things that actually make you money if you guys remember from the last problem it's usually Outreach it's usually sales it's usually marketing so what I mean by this is my recommendation just take a take your calendar right now and block out a 2 to three hour period every morning exclusively to some sort of outbound or exclusively some sort of marketing the reason why is because it's going to leave you little mental band with for chasing new ideas the second that you double down on all this Outreach there's a feedback loop you're going to start seeing responses from that Outreach you're going to start getting woven into sales calls and stuff like that the second that you do this you are basically pre-commit to spending future time in an industry and by you doing so you'll be thinking more about an industry ultimately succeeding more in that industry um my recommendation here is by doing your Revenue generating activities first that also means that even though it's really boring you're already ahead of pretty much everybody else by the time that you're done so I mean in my case you know I usually make my videos in the morning not today but um suffice to say by by the time I'm done my video which might take me a few hours I have produced produced more value in a day than the vast majority of people will do in a week or more and that's just because that's the very first thing that I do and once it's done hell I could uh I don't know watch SpongeBob or something all day uh and I'd probably still be better off than most of my competitors so the last thing I'm going to mention is um maintain a future ideas list so just you know if you're using Apple notes or if you have some notepad Evernote on your computer or I don't know you have some other app that you use or maybe like a physical a physical book anytime you get a tempting thought just write it down and just get out get it out of your head as quickly as possible then go right back to your current plan at least now you have it written somewhere at least now you've satisfied your brain's urge to like get some idea out right it's no longer bouncing around or rattling around in your skull it's actually somewhere out on a piece of paper and then at least then you can convince yourself hey I'm going to cover this you know the grass is greener on the other side I'm going to cover this when I'm done with my current thing so in this way you're sort of satisfying some of those built-in Cravings that I talked about of novelty you're also satisfying The Grass Is Always Greener um and then you're still allowing yourself to like have strategic value of the ideas that you are creating because there are tons of strategic there is tons of strategic value in a lot of the um sort of shiny objects that you're pursuing it's just a matter of how you execute on them right so that's my recommendation that's personally what I do um I have tons of fantastic ideas and they involve switching Industries and jumping on new projects and jumping on new products um but historically just given the return on investment I've had from doing the same thing over and over and over and over again um you know I just I add those to a list and I worry about them later and later can come when I've um satisfied or fulfilled my pre-commit to succeed in the thing that I'm currently doing so that's problem number two problem number three is that most of you are unfortunately learning overdoing what do I mean by this I mean and this is unfortunate because you're watching a YouTube video which by nature is learning it's a slideshow and then I'm like drawing on a page like you know school style Professor stuff um but the reality is more knowledge will not help you I've consulted with over 1,400 AI automation businesses now these are businesses these are companies agencies Freelancers coaches Consultants whatever the vast majority of these businesses the vast majority of them already knew enough to succeed when I you know jumped on a call with them or when I answered their question or did some Q&A or whatever it wasn't the the the information that they needed to succeed okay it was applying that information to their daily life so there's a difference between knowing something and then applying that thing for instance right now you know all of that stuff that I told you about Outreach you know 10 cold DMS a day with a with a customized video 10 upwork apps a day an hour every day uh I don't know looking over your cold emails and crafting new new campaigns but that is very different from actually doing it right to know something involves you scrolling through a YouTube feed with thousands of people constantly begging for your attention myself included to try and you know give you some value to have you hopefully exchange that into some some monetary thing on on our end that is a very different set of skills than actually going and doing the thing right the set of skills required to know is basically a passive consumption set of skills where you just need to be able to lay lay back and then kind of like I don't know identify the right material and then click a button and then like you know focus on something for half an hour and while that's still like a pretty good set of skills it's very different from the ability to apply stuff it's the very different from the ability to to write applications or to be uh I don't know somewhat Charming or well put together or presentable on some sort of video that you're sending out to people or to know the right copy to to write or to to build the skills needed to to be able to do some really cool automations applying is ultimately the name of the game the vast majority of us know everything we need to know it's just a matter of converting that into some sort of Action Now how do you convert stuff into action well that is a very very different set of skills which I'm going to cover in a second so you know I'm just going to sort of talk about the elephant in the room which is YouTube um this is a YouTube video the reality is you don't actually need to watch more YouTube videos about this and while um I think my channel has great information it's certainly a lot higher quality and higher prow than most other people's you don't actually need to watch this um everybody loves to learn okay learning is safe because there's no risk of failure no chance of rejection you could watch a million of my videos Until you realize that you're now 90 days in you've made $ Z so you know the danger is that you are tricking yourself into believing you're preparing but you can't really just prepare for life you have to go go and live life like at some point you have to jump out of the plane and then build your parachute in the way down and I know that's a really kind of crappy expression and it's like well I would never actually do that in real life but that's sort of how business Works to be honest at least in my experience you could spend all day building out these big projections or being skeptical about something before you actually try it for yourself there's no there's no there's no objective way for you to know whether or not you would have succeeded and then consider this the time is going to pass anyway like you know in the next 30 days or something by the end of the month 30 days is going to well I guess it's February so 28 days 28 days are going to pass whether or not you do the thing okay wouldn't it be better for you to have spent 28 days applying the knowledge that you are currently learning as opposed to just letting INF fester in your head so you know if you learn something new my recommendations applied the same day you know if you're watching my videos and um you know I want you to just do the thing that I'm doing alongside me like you know how I was just telling you a moment ago about setting aside the two hours of your calendar well don't just listen to that passively like actually go into your calendar block it out so that tomorrow when you wake up when you have that period you can actually start getting getting to work same thing if I do a live build or something anyway just don't let knowledge Fest in your head the real learning is always going to happen with some sort of doing so here's a step-by-step um program essentially that I have used on myself and I I give to a bunch of people U you know over a thousand people in my communities um and I find that this works extraordinarily well in practice so if you just follow this you know you should you should be able to make some meaningful Headway against the learning versus doing problem but in order for you to do this you're actually going to have to like take the steps that I'm applying right now you can even pause the video right um after I mention a thing that resonates with you go and do the thing and then just come back and you know watch the next bit so the very first thing is block consumption in media so my recommendation to you is yes block YouTube block Instagram block uh Facebook block Tik Tok if you have a problem and most people know that they have a problem right most people were not unaware of the fact that we have a problem with some sort of content consumption or whatever uh if you know that you have a problem with one of these platforms just block them now if you do this doesn't mean that you're a Content addict it's just a tool at the end of the day and it's a tool that adds a bit of friction the next time you're going to try and mindlessly access a resource that's all we're doing we're just adding a little bit of friction 5% here 10% there it's a blocker for your phone where in order for you to like you know uh I don't know you type in Instagram and then you try and click the thing it'll just say hey this is blocked for now do you want to unblock you click a button you usually have to do some friction thing you have to send yourself an email or you have to undo some little cool pattern code or you have to like solve a quick little equation this tiny bit of friction helps you jump out of the passive habit of consumption sorry about that the passive habit of consumption rather than active intent because typically the way that things work is you know you will sign on to and and watch an Instagram reel simply because um I don't know maybe like you get a notification on your phone you click the notification you you look at your friends text and then when you go back you just see Instagram and all of a sudden the first reel grabs you and then you scroll down the next one and the next one and the next one and the next one before you know youve wasted 45 minutes of your time you know same thing with a lot of platforms that we're we're watching today like YouTube and and other stuff the algorithms will suck you into an additional hour video the reality is algorithms like this are now getting better than our abilities to stop them so um you know a light bit of friction like that screen that says hey you shouldn't be doing this right now do you want to like do a friction code or something this will sufficiently eliminate 90% of those passive habits are you still going to do it yeah probably like I still do social media from time to time that's fine but I do it because I'm intentional about it like if I have a creator that I really like I will intentionally sign on and I will say you know I'm I'm curious do they have a new video If so I watch said video and then when I'm done I shut it off that little bit of intentionality um basically turns you into an active producer of your life not necessarily just a passive consumer of it okay the next thing is for just just to be clear for us to distinguish between real progress real progress is sending outbound messages fulfilling client work versus fake progress which is usually watching videos or reading books so my recommendation for you and what I've implemented and employed my own life is I only give myself permission to learn something after I've already done something for the day so uh a good example of this is I will only read tutorials and watch YouTube videos about automation if I've completed my Revenue generating activities for the day AK if you know I've already done my 2 hours from 6:00 to 8: a.m. I want you to think about this right now and consider what your Revenue generating activities are going to look like are you going to be producing some sort of content are you going to be doing outbound right do you have the credentials to produce content make that interesting or worthwhile or or do you have the credentials or the skills to sell stuff over video or sell stuff over cold emo once you've sorted that out schedule it and then build that self-imposed rule where you're only going to be reading and watching you know videos or or tutorials on a guide or a new piece of technology if you've already done the thing that makes you the money and then my goal is to um Inspire everybody here to adopt a learn and Implement immediately mindset so don't just watch three hours of training okay watch five minutes learn a thing pause then do the thing and then come back and proceed this changes things from this sort of passive edutainment Style uh media where you watch stuff and you think you get the positive dopamine of being oh I've actually done that thing right oh yeah you know Nick made a lot of sense when he talked about the system we like wow the way he built that was really really cool this changes your content consumption habits from this passive one into an active One You're Now actively engaging you're not just uh passively consuming edutainment you're actually immediately applying it so my rule is if you don't see a way to immediately apply what it is that you're consuming it's probably not a good piece of content to be watching in the first place okay uh whether you're you know that applies to my content or other people's that you're watching or something like that I'm going to leave that determination up to you but that is my recommendation to solve learning overdoing okay great so we've now covered all three of the big problems with um you know you not getting any clients with a automation just to recap because I'm starting to do these Recaps here I find people get value to them the first was pipeline famine which is where you need to spend realistically between 10 to 20 times statistically as much time as you are spending on client acquisition right now on client acquisition so you need to reshift your entire thought pattern towards what this is is this isn't an AI automation business if you're at the start line right now this is a lead generation business and your only business is to generate leads once you've solved this you will go the vast majority of the way to success but from there um tackle shiny object syndrome which is you know us looking at the the greener pastures across the hill us having that built-in bias to always be looking for novelty or some some sort of stimulation when we see that what we're doing is not immediately providing results understand that the market has that built-in leg and no amount of time or energy sorry no amount of energy that you put in right now is going to see you um getting results before that lag period finishes so as long as you're just consistent and you provide some sort of daily drip feed of action you know that action will eventually accumulate into success it's a self-fulfilling prophecy give yourself enough time to actually see that succeed rather than jump around every few weeks and the third thing was learning overdoing um as I've just talked about I think that you know my content is fantastic there are a couple other channels of content that are a couple other channels on YouTube out there that are fantastic there's definitely some value and some uh followed sorry some um channels that you can follow on like Instagram or Tik Tok or Twitter or whatever but my cardinal rule is just make sure that this is content that you can actually go out and apply to your own life to make your life better as opposed to just something you are passively consuming all day um because if you are doing the louder you're just tricking yourself into thinking you're moving prioritize taking information pausing whatever thing you are doing to learn and then doing something with it right prioritize actually taking actions in the real world because time is going to pass anyway and you might as well have some cool result to show for it awesome so that's where we're at um I hope you guys appreciated this video If you guys like the content that I produced check out maker school it's a day byday accountability program that actually gets you your first automation customer shows you how to build it from scratch I mean otherwise if you already have a business and you're interested in scaling it I'm join makemoney withm make.com my next Community which helps you get to 25k and Beyond by implementing good scalability practices uh that's a good example of like a 99% value to 1% value pitch so if you guys are looking to create your own inbound content then I personally uh would recommend deploying a structure like this hope you guys found value of the video if you have any questions or anything like that feel free to drop them down below as you guys know I Source most of my ideas for my audience at this point so if there's something you want me to do let me know otherwise do that cool YouTube stuff like subscribe get me to the top of the algo and I'll catch you on the next video thanks so much


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# I Tried Selling AI and Made $20K/mo in 56 Days (CASE STUDY)

man uh slipped on a banana peel and landed on $20,000. >> Yeah. Well, thank you for that. Even my wife looked at me and she's like, "What the did you sign up for?" And I was like, "I don't really even know, but I just followed the checklist and here we are." Like, "Oh, okay. Well, cool. Have fun." It's not about the automation. It's not about the widget. It's not about anything other than the human aspect of it. What's your advice to people that are watching this right now that may be thinking, "This sounds really cool, but I don't really know if I can do it, and I don't really know if it's possible." >> You don't have a choice anymore. It's a time in history where you got to figure it out, and you're either going to be on the side of somebody who understands how the world runs and works, or you're not. So, my advice is to use that perspective and learn it. We all have a brain. We can all learn things. It's not a matter of intelligence, it's a matter of will. Hey Daniel, welcome aboard. Great having you. How much did you make last month with your automation business and how much did you make in the preceding month as well? >> Oh man, so I went from in the first three weeks we went 0 to 10k and now I'm coming up on 8 weeks and we'll be hitting 20k MR. So it is a rocket ship. >> Gez. Uh what do you owe that to would you say? I mean, I see a lot of people coming into Maker School, Make Money with Make and the various communities, and well, we do have some people that like execute quickly and get results. What would you say is the unique thing about you that allowed you to hit that 20,000 in about 8 weeks? >> I stopped thinking. I stopped thinking. That was that was my my worst enemy. I just was like, you know what? I'm just going to if I'm going to get punched in the teeth, get punched in the teeth as fast as I can because the faster I get that out of the way and I'm just it's been a volume game. So, I owe it to you saying like, "Hey, get the numbers out and then figure it out. Get the applications out, figure it out." And it's that's what I owe it to is the volume and uh stop trying to be not trying to be perfect with everything. >> That's really big. I Yeah, I feel like so many people aim for perfection before they've even made it 10. There's so many people aim for 100% before they even make it 10% of the way there. It's like focus on the problem you have right now and then worry about being perfect later. >> What were you doing before you started all this stuff? >> So I was a consultant. I was a consultant for law firms and consulting in what would be a fractional COO role more than anything. Just helping structure organizations. And the funny part is is for all my clients, I was doing the automations anyways and I was so naive to the market in the automation space. I had no idea that I could actually turn around and just sell the automations. So like I was running myself into the ground doing all of the analytical work and the automations on the side. And yeah, this is uh this made my life a lot more simple, that's for sure. >> Was it primarily enterprise SMB? What vertical? >> So it was from about 1.5 to 10 million. So small mediumsiz business. It was all different practice areas for law and then I dabbled in other markets as well, but that was just the one that kept coming up in that space. They're taught to be fantastic lawyers. Um but they're never given time to taught how to run a business. >> Understood. So they spend a lot of their time on the fulfilling of the legal stuff, but not actually on how to run a legal business. >> Absolutely. Yeah. And in the niche on the niche, we kind of talked about this before. It's a really interesting place. There's three core companies that operate and sell services to organizations between 1 and 5 million. And they sell operating systems. That is it. They sell how to structure your business. They're called EOS scalable and scale up. They just walk business owners through how to how to install ORC charts, how to install cadence, stuff that you or I may seem as so simple. This is massive massive business for them. Like selling out conferences globally every year at $5,000 a ticket. And it it was shocking to see that as well that people pay for that. You know, I'd go as far as to say that's another big skill of yours that you entered into this program with. You know, whereas a lot of people, I think, just naturally have limiting beliefs surrounding how valuable a service is. In addition to turning your brain off, you already knew how valuable this was. And hell, you obvious you already knew how valuable a very scaled down version of this was. These are just road maps for implementation. I mean, a lot of systems and stuff like that that we sell actually do the implementing. So, I imagine that probably allowed you to start pitching much higher right off the bat. Yeah, >> absolutely. Yeah, that was it is I was able to be in the mind I guess of the business owners that are trying to automate and a lot of them are in that place uh that the operations are chaotic. They're stressful. They can't even see them. They can't see the forest for the trees and they're going down one of three routes. They're either going to go towards these OS companies that are going to charge them through the nose to get them to draw process maps or they're going to try and automate it themselves and just burn the midnight oil teaching themselves tech or they're just going to have to hire an automator. And that third avenue is what you guys kind of helped me even discover that it exists. And uh yeah, that's been wild. I don't even know how else to put it, man. >> Knowledge asymmetry for sure. Good place to do some arbitrage. You know, some people don't even know that like drag and drop solutions. A lot of this stuff that used to take old teams exist, which is really the biggest thing. Just like, oh, I know this. You don't. Have you dabbled with um you know, I know we talked automation a lot, but like have you dabbled with sprinkling AI on systems and stuff like that as well? You've done some cold email and GTM stuff. >> Yeah. Uh that has been actually the biggest pull through the the automation. It's a little bit of the old school. the problem isn't the problem statement, right? They'll come in and and a lot of the clients are asking for automation. I'm like, well, you know, we can automate this, but there's 27 other things that we can automate or we can just plug AI into this automation and really break you free. And I think that's been a a huge part of the creation of the recurring part, the revenue on the back end, and what's put me in a box of an IT company. I'm building this machine, but someone's got to grease the wheels while you're moving. And uh they just Yeah. They're like, "Hey, I run a business and you do the AI, and I'll call you when I need you, but just keep the machine running." >> Yeah. It's almost like a peace of mind payment that they're making. I uh got an accountant, I think what, six or seven months ago now, and he had this package called the peace of mind package. It was I don't know how much money I don't want to dox my accountance rights or anything but you know it was like several thousand dollar and uh I was just like that's what I want. I want peace of mind. You know I just want to know that when I spend money it goes into this black box and this black box just takes care of all my tax stuff. And what do I get back? I get 100% foolproof fantastic accounting. And I feel like it's similar in many ways with systems, right? >> Yep. >> I imagine people are probably relying on you as like the fractional systems guy then. So it's like an evolution your previous role. >> Yep. Big time. >> Perfect. Exactly. That that I mean that's like the perfect setup, right? Then you get form deep relationships with clients and Yeah. sky's is the limit. >> Yeah, it really is. And it's uh their favorite saying is I'm paying you so that I don't have to think about it. Like that is it. like I ju just let me know that it works and let me know that you'll notice when it doesn't and let me pretend that the world is rosy so I can focus on on my business and >> yeah the stuff that I do. Yeah. >> Yeah. It's great. And we all have I think that's a good business to be in um and a good place to be for clients cuz like you said with your accountant money is is the easy part. There's unlimited amounts of money in the world, but finding somebody that can allow you just to not think about one less thing during the day, it's it's worth its weight in gold. >> It's insane to me that we're even having this conversation because of just how many limiting beliefs I hear around money constantly 24/7. And just the fact that you said that, I think goes to show why you're as successful as you have been in just a short period of time. There is an unlimited amount of money in the world. That's not really the bottleneck at the end of the day. and just like, dude, that's suffusing every call you have with a client. >> Like, hell yeah, man. Yeah. Much respect. Very impressive growth. >> Thank you. Thank you. Yeah, that uh it's crazy. You can see people that have that limiting belief and you can't force them to see the truth, but it's, you know, um when I draw these automations out and I'm I kind of use like the pipeline analogy. like information flows just like water through these pipelines and our automations are just sticking a straw into it. And uh I'll segue that into the money flows around the world every day. Trillions of dollar changes hands every single day. Your business has a responsibility to just put a straw into that pipeline and it's never going to stop because if it stopped the world stops and in the history we would have never seen that. No matter what the money will never stop flowing. >> I don't know if you're into sci-fi but the spice must flow. Very very idea. You got it. >> Yeah. Exactly. Yeah. The spice must flow man. And that's sick. >> Yeah. I love Dune. Can I ask you then, speaking of spice, what was like the numbers goal that you had when starting with this stuff? Like when you transitioned from whatever you were doing before to automation? >> You know what? I had no expectations coming in. None. I just figured let's give this a shot. Uh I'll be honest, like I like to learn and funnel hack and see what is going on in the world. So, I was like, you know what? I'm expecting I'm going to lose money signing up for this, but I'll learn something new. Who cares? So, I didn't really even have a goal. Yeah, I've tested out a lot of different niches and a lot of different growth programs. Uh whether it's Tackie Moore in the coaching space, Brian Mark and the personal training, I love learning how people execute from the inside out. So, I was kind of taking that approach where I'm like, let me just see what he's done for himself. Like, he's got the proof. You you got the proof. let me see how he's, you know, going about this business plan and this business structure. So, there's more to learn. >> Yeah, that is that is super cool, man. Uh, slipped on a banana peel and landed on $20,000. So, >> yeah. Well, thank you for that. I owe you that. So, I appreciate it. That should tell you something about your program, man. Like, oops, accidentally uh went to 20K. My bad. >> Oh, yeah, man. That's what I'm talking about. That's cool. Sounds like uh honestly >> you just you're just a curious person and you're just curious about things and I think that's just as valid a reason than others. I get so many people that come into the business model and that ask me to help, you know, shepherd them through it that like they have like crazy monetary constraints and they like really need to make things work and they have desires obviously to like free themselves from 9 to5 obligations or societal expectations or whatnot. And so I've seen people come in through all various directions and it's really illuminating to me to see which ones tend to correlate the best with results. I can tell you confidently, believe it or not, the guys that like come into stuff and they like need to make things work and it's like they're holding a gun to their we have to make this happen very rarely actually end up making it happen compared to the people that >> that don't. Um, and I think it's just because of that pressure thing when you're in a place that you're driven not necessarily by, you know, like where's my exact like next dollar coming from and more so just like, okay, like let me work this business model out, maybe try and break some limiting beliefs or whatever. I think you go a lot farther because you're able to get a little bit of perspective, right? >> It's like oxygen, right? A little bit of cash flow. And if people come into this zero dollar, it's very difficult for them, I think, to like be able to take that breath, to subsist for more than 30 seconds. you it sounds like had a successful fractional consulting business before this or whether you're working as a contractor or an employee of a business, you had a little bit of that oxygen, right? >> Yep. You're absolutely right cuz uh when you think of the flip side to that perfectionism, the part of you that's saying I can't get this wrong, it's slowing you down from getting the volume is the exact same part that is saying I have to get this right so I can eat. So they kind of go hand in hand and it's hard to to break those two pieces apart, right? It's like if I mess up this one proposal for a client, I'm not going to eat. So therefore, I'm going to stress about it far more than I have to. And that maybe that's why I am guessing a little bit here, but maybe that's why they go hand in hand and and it kind of pervades the brain throughout the process. >> Yeah. And then as opposed to just, you know, getting up and going, whether you hit 90% or something like that, you're trying to get those diminishing returns to do like the 100 on everything. Then you only send, I don't know, like four cold emails or something when you should have sent 400. >> Exactly. Yeah. And then you're really scared to lose clients. So you're spending 20, 30 hours extra per client than you have to because you you got to eat. So, you lose that client and uh and all of a sudden you didn't spend enough time getting new ones. And >> I see it a lot in referral-based businesses where like people don't have established lead generation methods to turn strangers into paying customers. And it's one of the reasons why I avoid referral based business is like the plague because when it's a referral based business, like you don't know when the next client is coming. You don't have an equation where it's like, okay, cold email system. I put this much money in and then I get this much money out on average, right? >> Yep. Instead, you're just like, "Oh my god, if I don't perform and really just kiss their ass, how am I going to eat next month?" You know, cuz I don't have any clients coming in. So, I think cultivating like strong outbound skills, super important. Like probably one of the most important things you can do, whether it's an a automation business specifically or some other business. >> Totally agree. Nothing else matters. If you can't acquire clients, you end up being owned by your one client if you're stuck on referrals or two clients and you're an employee then. That's it. M >> so if you don't get that skill, you'll always be an employee no matter what you do. >> Agreed. >> Let's break down the actual strategy that you followed then. What did you end up choosing niche-wise if you have a niche? And then if so, why did you pick that one? Tell me what that first client was like. Oh, I always love that story. >> Oh man. Uh so I went I didn't even go industry specific niche. I went service based niched. So building out ERPs uh in ClickUp, ASA, all those project management softwares. Uh so anything on there that I just opened up the filter and I and I put in ClickUp and I said anything that says ClickUp, I'm going to apply to like whatever it takes. I don't care if they want me to translate to Spanish. >> Yeah, I got AI. Whatever. And uh and oddly enough, the very jeez, the very first client uh he said three words to me and hired me. And I was just like, "What?" So I sent a proposal over. He watched it, I guess. And so he said, "This is great. You're hired. Fix this." And that was it. and he just kind of like threw threw me to the wolves. I'm like, "Uh, there's supposed to be a process here. I'm supposed to get your login." He's like, "Whatever. Here's here's all my login. Figure it out." And then like crickets crickets after after I had to fix all the automations on his back end and they were all broken and I'm pretty sure they were copy and pasted off the internet. >> You know those good old templates that everyone's getting. Oh yeah, we all know about them templates. >> Oh yeah. Um and like none of it worked, man. None of it. It seemed like they they tried to write code themselves and yeah. So I fixed it in record time. You know when you're hungry with that first client, right? And you're like, I'm going to knock this out of the park. Like I dropped everything I was doing. It was 7:00 at night. I fixed it really quickly, like within 3 hours. and close the contract out and said, "Hey, thanks. You know, uh, we got her fixed. I built a studio training video. I rebuilt everything. Here's a walkthrough on the automation, how it works, so that the next guy," and he actually got mad at me. >> He got mad at me. He's like, "Great work." Yeah, great work. Thank you. Uh, why'd you cancel the contract? Like, you're the guy now. I'm like, "I don't even know your last name, man." He's like, "Yeah, well, you're the guy. You're the guy. Uh my I sent your contact info to my team and uh they'll reach out and you can fix all our other stuff, too. Okay. Well, I guess there's uh there's a market for this. So, away we go. >> Incredible. Damn. Talk about like striking while the iron's hot. I think doing it in three hours is huge because clearly he was at his wits end. If he's this guy that's just like, "Fix it. Please, God, help me." And then he just sends all his login. Uh he did not care. It was I was like, "Do you want me to sign anything? Like there's going to be client information here. Do you care?" Like nothing. He's ju just fix it. I don't care. It was uh his entire business couldn't uh onboard new clients and they it was a high volume business. So they had like it turned his intake pipeline into accordion and it was just backed up. When I finally fixed it, it had to go through like 50 gigabytes of client data and he maxed out his automation usage in like an hour. Um cuz it was so messed up. So it was good. Yeah. >> Dang, man. Yeah. Struck while the iron's hot. And uh I guess there in lie of the results. Are you still working with him then? >> Yeah. Yeah. >> Nice. >> That's what I'm talking about. >> Yeah. Yeah. He won't let me quit. So Um, you know, it's funny because when Daniel joined Maker School, you know, he like asked the the questions that most people ask initially and you know, like you can see his post history and stuff. There's like a variety of various things. How do I get started with this? How do I get started with that? His intro post and whatnot. And then uh yeah, it was like what two days, three days or something. He's like, "Oh, never mind all that." He just signed six grand. It's like >> moving on. >> The hell did this happen? >> Yeah. I was even there like, "Uh, what?" Even my wife looked at me and she's like, "What the  did you sign up for?" And I was like, "I don't really even know, but I just followed the checklist and here we are." Like, "Oh, okay. Well, cool. Have fun." >> That's awesome, man. How about the next couple of clients that you got then? So, this was number one. Still with you, obviously. Been eight weeks, but um Yeah. >> What else? Uh so the next few um the next one actually was the same same type of same type of deal. Um threw the proposal in and he just like was like it's broken fix it. I was like kind of expecting that to be the norm after that. But uh the following clients when I started discussing their problems in detail and going into the the problem below the problem, >> they wanted me to not only solve the automation, they brought me in and being like, well, you're going to be the guy who understands both business and automation. And what I'm starting to see on clients, you know, three through eight >> was that these owners just want somebody to care about their business >> and they want people who understand business and not just give them another widget and another piece of software. They want less and they're like, do you they want you to understand the purpose of the automation. >> And so all of the discussions since then have been very root cause focused. you know, I'm I'm losing 20 hours per week. It's causing stress in the business. And this automation, I hope, can fix it. And once you kind of get down to that real human issue, it's like all our business. It's not about the automation. It's not about the widget. It's not about anything other than the human aspect of it. And so that is what has led to the big growth in recurring revenue. >> Absolutely. Congrats on the eight clients in eight weeks. I mean, client a week, that is incredible. Keep this up. By the end of the year, you'll have 52. >> Second, the point that you're making, which is that it's not really about the building of the systems. It's more so about how you position their needs and then solve those needs. Whether it relies on automation or not, right, independent of automation is really what we should all be rooting for here. Like, when I work with people, they don't hire me because I'm a systems expert. I am a systems expert. That's not why they hire me. They hire me because I'm a problem solver. they know whether it's a systems problem or whether it's a problem or whether it's a market and I'm going to be able to apply my intelligence to fix it. >> So I find personally when you position yourself as that as like a strategist and as a consultant and really as a partner which is what the fractional op stuff allows you to do really easily. >> Yeah. >> You know you're able to get so much more of the upside as well. Rev share deals, big chunky percentages like five figure recurring monthlies, stuff like that. So definitely doing the right thing and damn I can't imagine how big you're going to be in like >> I don't know 3 or 4 months from now if this is where you're getting to in 8 weeks. I see the problems and like organically. What one thing I want to chat about next is the challenges obviously because there's wins and then there are the the downsides that come with them. >> But like I have full faith in your ability to do it because uh succeed because you you're doing that right now for a bunch of other businesses, right? So, you're going to see the same problems apply in your own business, and you're just going to be like, "Oh, well, I'm already the fractional obsc." So, >> that's it. Yeah. Uh, it's funny you bring that up. Uh, one of my longest clients, uh, asked me, he's like, "So, you know, what are you going to do?" And, and, uh, you obviously know how to structure all this. And I realized that the value in the consulting isn't always the knowledge, but it's um it's the difference between perspective and perception. And uh it's like no matter how good I am, no matter what I know, I have to realize that there's nothing in the world that will give me the ability to have an outside perspective on myself. So that's where you need support. Like I'll need you, I'll need him because I can't look back at my business as an outsider. And I can still like say, "Hey, like here's the symptoms I'm seeing. here's the solution. But that's it. It's impossible to have perspective upon yourself. Fundamentally, laws of physics don't allow it. It's like, can a mountain look at itself? No, it can't. And >> I can I can shift p uh perceptions and be like, I'll look at it through the fractional lens and I'll look at it through this, but I I can't step back. And that's where you need a support network because they can look at you and just not be in it. And so there the value of that is huge because I can still spin my wheels no matter what. No matter how experienced I am for days and days and days, but I can go to you and be like, "Here's the problem I'm having. My perception, my experience tells me this is it." But you have the ability to look at it and not be influenced and say, "Yeah, well, you know what? It's because you're on fire over there and you can't see it right now." So that's huge. >> What a great mental model. I never really thought of it like that. But yet by definition, you can't get that perspective. A mountain cannot perceive itself, right? A person cannot perceive itself the same way that uh you know other people can. It's really cool because um what you said there about a support network is uh is golden. I think this applies not just in business obviously it's just in everything. We can't really appreciate our own blind spots. One little hack that I used to do is I would ask myself if I was a friend, what advice would I give me? And you know, obviously you can approximate this stuff. You obviously can't get the true perspective, but I found that that was pretty valuable because it was like, oh, if I was a friend, I just say, "Quit doing this stupid  you  Do this. Make 10 times more money." Then I do it and I make 10 times more money. >> Exactly. >> You know what's really interesting? All of the um this is me just uh yapping about my own business growth, but all of the biggest boosts in in my business have always come about through one-off conversations. Completely random. Completely random one-off conversations. I feel like I'm the least creative person on planet Earth. Y >> because every major business shift I've ever made in my entire life has always just been like hey man so I'm kind of going through this right now. What do you think? Oh well yeah you know uh this is what I would do and I'm just like and then I do it and then I make like 100 grand a month and it's like whoa >> right. >> It's wild. It's wild. I can like literally and I journal about this. Feel free to check it out on my blog if you want. But it's just like oh this person said this 2.5 years ago and then I was like napping and in my nap I was like wait didn't that guy say that one time? Oh I should do this. and then I do it and then I make way more money. Like like everything is always based off of the outside perspective. So I'm really appreciative of you bringing that up. That's one of the reasons why I like conversations like these, by the way, because a lot of the time I get juice as well. >> So selfishly speaking, it's really cool seeing all the progress you made. >> And speaking about progress, Daniel, >> with great power comes great challenges or something, but >> how has it been actually managing this? What would you say are the biggest challenges of uh eight clients in 8 weeks? Do you know it's actually uh trying to temper their excitement? Uh it's trying to shave the froth off all the hype that everyone is seeing in the news and and capabilities of AI and automation. You know, I care about these people. I get wrapped up in the excitement. I'm like, "Yeah, I can build this for you and I can build this and let's do it." And the biggest challenge there has actually been having to throttle that and what I want to deliver for them and saying, "Yes, I can deliver this. Let's be real about the expectations along the way." Um, and it's kind of like talking to to, you know, your kid or your best friend and you're like, "Yeah, you're going to get it. Let's do this." But and just you're not letting them down, but it's just tampering those expectations. That has been the hardest because they are so excited about it. They're excited about their future. They're excited to have, you know, somebody working towards that. And uh you don't want to crush their hopes and dreams. But yeah, it's >> of a skill to learn, huh? Geez. I feel like when you nail that, it's going to reap dividends, not only in your business life. >> I really hope so. I really hope so. Um, I got a client who's like, uh, he's like, you know, you're my hype girl. And I'm like, what? He's like, you're my hype girl, man. Like, everything's possible with you. Like, let's do it. Let's go.$und00 million company coming up. And I'm like, oh god, I got to stop. >> Like, I screwed up big time. >> Yeah. Yeah, we can do it. Like, but like, let's forget it's like working out. You're going to you're going to have a six-pack. We just got to run a 100 miles first. Um, so that's the hard part. And I for you or me or there's there's a lot of people out there where it's like, yeah, just do it. It's just do it. But you forget that a lot of people don't like doing it. >> And I for sure. >> And you need to do it before you see anything. Of course. >> Yeah. It's like the um you know, I don't know, soccer mom starting a new workout routine and she looks at the bicep curl, she's like, "Oh, if I do this, I'm going to look like Arnold. I want Arnold." And it's like, >> takes a long time to look like Arnold. >> It does. It really does. Yeah. And so that's been definitely the most difficult part. I can work 20 hours straight. I love working. Um and I can deliver what they want. I just have to work on not getting them so excited. Yeah, your energy is infectious, Daniel. So, I very much appreciate that. I don't think there are a lot of other people that would say love working, could work for 20 hours straight. It's just like the best thing ever. You know, they they they make their work play and they just want to play all the time. I think we've sufficiently done the zero to one with AI automation at this point. So, for you, it's more of a question of how do we turn the one into 100? Uh what's got you so bottlenecked these days? >> The bottleneck now is going to be structuring. how to structure the organization to grow properly. >> Um there's really I'm tuning over three models. I think finding people to help is is going to be easy but >> doing it to scale is is going to be the difficult part cuz >> this model there's been like three models in this space that have been successful but I don't know if it's going to hold up in the in the new way of doing things, you know. Um, >> give me an example. >> So, I guess your old school model is, hey, let's just go out, let's hire three guys to run automations. Um, and then you scale and you add salespeople and then you add AR and then and you add a project manager and away you go, right? >> And then, I'm sure you saw this one, it moved online to I'll bring in the work and it's just market arbitrage. I'll I'll hand that work off to lower paid talent overseas and I'll manage relationships and easy peasy. Um, but I'm seeing with a lot of the recurring clients that, you know, they want that relationship with you. They want to talk to you. They want to know that you're working on their project and they're paying big dollars for it. So, you owe that to them. And I don't know if that arbitrage model works for that. So, uh I'm kind of toying with the idea of adopting the models from that you would see in like financial services, the legal space, heck even hair salons of just you bring it in and you do a fee split and that expert in AI and automation owns that relationship and your responsibility is more of a collective. So, I don't know. I guess it's it's a little bit of a test. What do you think? >> Yeah. Well, this is the perfect conversation to have on this call. So, fan freakingtastic. See, the thing is most people are bottlenecked at the lead genen side of things, right? Like right up at the top. >> Now, you obviously owing to some of your past experience and uh just the fact that you're you're just ooze charisma. >> Thanks, man. >> Thank you. >> You don't have a bottleneck there, right? That's not your problem. So, naturally, the question that you're trying to answer is, okay, cool. Assuming the lead stuff is taken care of, which it obviously is, where do I go from there? and how do I fulfill this in the most economical means possible? The reality is you can use any one of the models that you talked about. It's just a matter of margin. It's a matter of goal. >> So, I guess if we were to like backwards uh reverse engineer this like how big would you want an agency like this to get to or an operation let's say because you don't even know if agency is the model that you're going to settle on? >> Yeah. Uh you know what I would say based off what I'm seeing with this be a pretty fun ride to take it to 10 million >> annually. Um, just from what I've seen in the past, the demand is there in the beginning and you could stretch that all the way to 10 million without having to worry about punching in a weight class that you don't belong or or having to make that jump to enterprise level. So, I would like to take it that far. >> Yeah. That sounds >> Well, I haven't scaled an agency to $10 million. Let me just let that be known first and foremost. So my my understanding of how to get much further than you know a million and a bit a year is uh is understandably limited. I don't see any fundamental reason why the models that I'm going to talk about with you don't apply at those numbers but I imagine you have that like age-old thing whereas the company gets bigger the margins go down in a people in you know in an agency in a people focused business simply because a smaller share of the total work that your staff members do on aggregate is about fulfilling the client and more of it starts being like internal collaboration and communication and alignment and all the  words you see in fancy slide decks. So, >> I think there are a variety of ways that you could probably do something like this. Um, >> it's just a matter of like, you know, what you want those margins to be. Like, yeah, look at all the agencies that are about $10 million a year that operate with that like standard um AE or like account manager style relationship and you have a fulfillment team and it's kind of a distributed fulfillment team, but then the account manager is like the one-on-one communicator and then you have some project managers in there. They're not they're not like breaching like 3540%. You know what I mean? And that's like good. That's like really really good. So >> yeah, >> you know, with AI, with leverage, I bet you you could probably push that up a little bit more, >> get to like 45 50% margins on an operation like that, even with like the established thing cuz it's a working model and all you're doing is you're basically just like turbocharging it. >> I feel like if you really want Yeah. Like if you wanted to push out even more, obviously you'd need to reimagine the whole agency model in general. There uh there's this one designer out there, Brett from DesignJoy. Have you heard of this guy? >> I have not. No. solo agency, very similar to what I do really if you think about it. >> Solo agency does 120k a month. So it's like 1.5 million a year and he's one guy something like that. 120k 100k. I might be butchering it. I think his peak was like 160. >> So the entire way that he operated is just like entirely himself with templated comms where I think it was like once every day or once every 48 hours, something like that. He just had like templated columns, a big library of templates with project updates and then like templated fulfillment because he's he was a designer. He could, you know, his scopes were as simple as, hey, I want you to redesign this landing page. He just get the request. He'd match it to the template that made the most sense, make a couple of edits, send it back, right? >> Y >> his offer was was really sweet. But, you know, when I'm thinking about scaling one of these like microlean mega agencies to $10 million a year with that same mindset, I think you could probably go pretty far. >> It would involve reinventing, I guess, what a relationship means. He does like no calls basically which is like his big alpha. >> Um so I don't know. Do you have any thoughts on that? Like I'd been curious to hear because I know you have a lot of experience. You're talking about private equity and those sorts of firms. So I'd be curious to hear if you think that has any legs. I could see that working. >> I could too. I I really can. And I think in that space you kind of got to follow in the footsteps of giants, right? His design space, he knows what he's going to deliver. It is carbon copy. there's not a lot of uh variance in his scope. So, if you go that way, I think you've even told us before, you got to pick a niche and not even a niche. You got to pick a product in the niche that you can rinse, wash, and repeat over and over. And you're kind of like operating as a mini SAS at that point, >> right? And it's it's an interesting model because you're in the middle. If you're only delivering automations at this very narrow framework, technically you're a SAS. There's no there's no difference. Um but you're >> like a managed hightouch SAS essentially. Yeah. >> Yeah. So um it's if you want to go that route, uh it is definitely doable. I think it's there's a lot of margin there and a lot of opportunity there. It will come with different problems. That's for >> Definitely. >> I have a theory and that's that all sufficiently advanced automation agencies cease to be automation agencies. Hear me out here. The whole idea of being an automation agency is essentially just being a software development agency or consultancy with extra steps. And as we know those suffer from massive scope problems, right? Because every time somebody comes in with a freaking app request, I it's just it's so different every time. Like that's the core bottleneck in the software development agency. It's just like how variable the scopes are if you want to build custom bespoke projects. >> so automation agencies like people trying to run them the same way inevitably always like run into some sort of upper limit there. So what's the solution? Productizing obviously but how do you productize this generalized thing? Well, you obviously can't by definition. So uh what you do is you basically just look back and you're like hey what are all the systems that I've sold over the course of the last like 3 years? Then you assemble this giant library of templates and then you just pick the ones that have the smallest scopes that are the easiest to fulfill. You get that customer avatar and then you just attack them and you cease to be an automation agency and you start being a whatever that system is agency. So no longer an automation agency. You're a CRM development agency. You're a cold email agency. You're a speedtole agency, a GTM engineering agency. Do you know what I mean? And then you just use the same systems that you developed in order to like produce the deliverable and then you sell the deliverable. So it's exactly what you're talking about. >> That's it. And you're right on the money. And it's the funny part is when you look at SAS, old SAS, old apps, they're automations with a widget on top and a brand. >> It's that's just it. Like Uber, whatever, Airbnb, it's can you automatically order me a car? Can you automatically book me a place at this person's house? It's all automation. And if you want to go that route, you want to build that brand, that's great and you can do that. What do you think about the downfall of that side? >> Well, obviously grow a lot more fragile. Obviously because you're no longer heavily diversified like you know if a new technology comes out that does the thing that you are asking and just does it way better because it's like a dedicated solution some SAS app everybody moves over there why the hell would I do that it's like uh website design or something like that it's like well we all have Squarespace now you know we have WordPress and web flow so comparatively value goes down the thing is you can sell anything to anybody just depends on how big of a scale you want to get to right like there are still website design agencies like Brett's that do over $100,000 a month as a solo op despite the fact that website design's been around for 30 years. So, are you going to build like a $100 million a year website design agency? No. But, you know, can you build like a 100k a month one? Like, yeah. So, matter of scale, I would say. But, yeah, diversification is the main one. That's the main thing. And then, um, yeah, just like market supply. I mean, you know, when you're doing B2B, like GTM engineering, for instance, is all about just going to market usually cold email, personalization, the whole stack that I think you've done a ton of sales on now. And uh what happens when Google or Microsoft just like completely closes that avenue, right? They just say, "Well, you know, we have this new AI intelligence that can detect with 98% certainty whether or not you're a cold email guy. We're just not going to allow it." >> Well, then your whole freaking business model is up. But if you're a bespoke automation agency, it doesn't really matter. >> That's it. Exactly. >> Those are my thoughts. >> It's and I totally agree with you with uh with a a singular service, you're at threat to just market disruption. you're a threat from your your very providers that you're using to execute. Um let's say you're creating voice agents and you throw a rapper on top and you're like, "Hey, we sell we sell receptionists for auto mechanic shops >> and then all of a sudden 11 Labs says, you know what, we're closing off open access and we're just going to sell this oursel." Then you're you're hooped. And so there's a really big threat there. And then like you said, what happens when there's another competitor that is actually SAS, not putting a rapper on and they're just better. And you kind of see in this in the agency space. Uh I have a friends who are like running Facebook ads and Facebook was really blunt. They're coming out and they're saying, "Hey, look, we're building AI so you'll never need another marketing agency. It's going to happen." And now because he was so narrow, the very thing that made him successful so quickly is now a threat to his existence because he could not provide other marketing services on other channels. He wasn't a marketing agency. He was a Facebook lead agency. You pay a price for that speed and that growth and that margin and it is risk to your to your future. >> You hit the nail on the head when you said essentially that there are trade-offs. you're obviously very experienced at this stuff and so I think you can see the parallel but a lot of people ask me hey Nick why do you run this business yourself for instance and I think actually you were one of the people that were like you know what are you doing what where the hell do you want to take this stuff and then I thought about it and then I think of it in a very similar way okay when you productize and and so on and so forth that's supposed to offer these like bespoke solutions or heavily diversify you're putting your eggs in one basket and then as a result if that basket is good and you chose the right thing you grow really fast right so in my case you know founder exceptionalism I'm really good what I do. I put all my eggs in that basket and then I just grow really fast. What's the downside to that? Well, brand equity. How do I sell this business in the future? It's all me, right? I can't sell make money with make or soul. I can't do that  because 99% of my leads would drive. Nobody wants to deal with some other person. >> In that same way, you can see it as like the trade-off between productizing and then putting all your eggs in one product versus having like a suite of products, let's say. Now, in investing, corporate finance, right, diversification is the only free lunch. And um I think about that similarly. So, I think that there's like an 8020, you know, like don't put all all all of your eggs in one basket, but if you really believe in something and you have some like market intelligence, >> you should probably put most of your eggs in one basket and then like hedge with your eggs in a few other baskets. >> Absolutely. And it kind of goes against everything we're taught, right? You're like, focus, eliminate distractions, cut out all the noise, throw every egg in that basket and run as far as you can and worry about it after. Worry about it when you're getting paid. And it's such a weird like you're you're playing jump rope with your mind the entire way cuz you're like at what point, okay, I'm here now. How do I diversify? Cuz I ignored it back there. Do I restructure? What do what do I do? Cuz this is what I do now. This what I'm known for. And it uh man, that's the fun part of business, but it also like it sucks. You never feel safe ever. >> No. No, you don't. But that's the thrill of life, dude. We live in like a we have talking robots now. Okay, dude. I was at sushi with a friend of mine and a l a robot cart came up with a little freaking Pikachu face and it said, "Hello, sushi." And I freaking took out the thing. Like the fact that I'm even able to do any of this stuff is insane. >> It is. It's exciting. It is. We're living the Jetsons. Who wouldn't want to build that stuff? Who wouldn't want to be a part of history, right, >> dude? So few people would get the Jetson's reference these days. It kills me. It's very it it it's a sad sad place in the world. >> Sad state of affairs. Simultaneously a great state of affairs and a sad state of affairs. >> All right. Well, I just got a couple more questions for you before we wrap up. >> What's your advice to people that are watching this right now that may be thinking, "This sounds really cool, but I don't really know if I can do it and I don't really know if it's possible." >> You don't have a choice anymore. you're it's a time in history where you got to figure it out and you're either going to be on the side of somebody who understands how the world runs and works or you're not. So my advice is to use that perspective and learn it. We all have a brain. We can all learn things. It's not a matter of intelligence. It's a matter of will. >> Well said. In the same vein, I see a lot of people asking, "Is it even possible to hit 10,000 bucks a month or something?" and they think that you need some like core nugget of knowledge in order to do so. And my answer to that question, I was just like, it's not a it is definitely not a core nugget of knowledge problem. It's it's like a it's like a reps problem. >> You know, when you see some big dude at the you're you're pretty those shoulders looking pretty juicy, Dan. I'm sure you hit the gym. When you see somebody like Daniel in the gym or whatnot, the question is not like, can I look like him? Obviously, you can cuz he looks like him, right? People out there look like him. It's just like he's done about a million more repetitions of certain body part than you have. So that's really the gap, just the number of reps that you need to do in order to get there, I would say. >> Yep. You're absolutely right. And uh to do it, you got to get excited about breaking things and failing. It's just go out and be like, how can I mess this up? And you'll be okay. The faster you get that done, the faster you get to the other side. >> Absolutely. What's the next step for you then, man? Where you want to take the agency? I have started doing light interviews with uh a few people to bring team members on. I'm exploring the the fees split model uh as a collective and I'd like to build it out that way especially with the large volume of of freelancers out there. We're all freelancers. We all went out on our own. We all started our own business because we like the freedom and flexibility. So, how do you create an organization that gives everyone that and delivers results for clients? And it seems that that model works best. So, build a a group of people that love doing this and uh just funnel all of our efforts together through one point. >> Sounds poant. I wish you the best of luck in that. Thank you very much for your time today. I really appreciate it. >> I'm stoked as hell to watch you and support you on that next leg of your journey, man. Hey, I appreciate everything you did for me. Uh, you gave me a you gave me a road map to get started and uh helped me cut through the noise and it's just been go go go ever since, man. >> Till next time. direction.


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# Make.com CRM Automations & How to Build A Scalable Sales System

what's going on everybody welcome to another video in our course make.com but for people who want to make real money today what I'm going to be teaching you is how to build an automated highquality CRM or customer relationship management platform using make.com as our driver I routinely sell these systems for between 5 to $10,000 to other clients I've built out more or less the exact same system that I'm going to show you for my own businesses which now do well over $ 70ish th000 a month and really this is just one of those high value fundamental operation skills that I think anybody that's doing automation as a service should know so if you're an experience Mak of you're just some newbie getting started this video is for you stay tuned and let's get into it okay so what is it that we are doing in practice today well it's quite simple we're going to set up a CRM in a project management software called clickup that's number one you don't have to be familiar with with clickup to understand what we're going to do in this video clickup can be subbed out for literally any project management software out there you could even hypothetically use Google Sheets and achieve the same result although I personally like using a dedicated platform because it's just sexier um after we've set up the sort of foundation in our customer relationship management system so we're going to set up fields and columns and all that sort of stuff we're going to automate a couple of key aspects of the process if you've watched previous videos uh one of them included like a proposal generator where we did basically something similar in Monday so I'm not going to build out that aspect of it but you can imagine how you can integrate any sort of function like that like a oneclick proposal or some automatic status field thing um in make.com and just have that added to the step and basically what I'm going to build out for you today is is it's going to be like a a nub that you can then build anything else out for your own system or your own CRM or your own business the reason why is because crms in and of themselves are aren't very powerful they're simply places to put data where you can read through them later like your customer's birthday or their first name their last name the place they went to school and that's not really the high Roi part here the high Roi part is taking that data and then using it to template out sales activities do things like track uh revenue or cash collected or dashboards that sort of thing and just make sure that your sales team always just knows what's going on at every point in time those are those are the higher activities and so um this the CRM that I'm going to build it's just going to be like a a very standard template with only a few columns um what I want you guys to do is if you're building this out for your own business or if you're building this out for your clients make sure to add another like five or 10 times the fields here make sure that all the information you're getting about your customer is relevant to your product or your offer or whatever you need uh because the more information that you have typically the more information you can template out uh you can do cool things with it like I don't know Auto autogenerate voicemail drops or something like that like like I've done tons of that and it's pretty amazing but you can only do that if you know you actually collect the information okay anyway before I beat myself to death here waxing poetic um here's what the serum looks like specifically so I have an uh basically I have a bunch of leads so one's called hyic marketing the other's Jeremiah Watkins the last one's taly right these might be companies these might be people whatever I've left this uh potent purposefully ambiguous we then have a date updated field uh which simply is a default Field in clickup uh where you can like click uh new column and then just write like date so date Clos date created date done whatever clickable will just automatically update this field every time one of the various other fields in the record is changed this is usually just really good to get into practice of having an any CRM there's then a contact email obviously and we're probably going to contact them through email so that makes sense there's a prospect status which is in this case um I've broken down our pipeline into the following five steps these steps are basically like the core flow of any agency or coach offer um you can add more steps here as needed but I would usually recommend always having this uh flow at minimum and then depending on the specifics of your offer maybe adding one or two more steps after that generally speaking the fewer steps the fewer places for to go wrong and the fewer places for leads to sort of stagnate so the flow in our case is uh there's an intake field which we just call interested um presumably if they're in your CRM they're interested in your product so I think that's a fair assumption you can call this whatever the hell you want intake Q unprocess whatever then there's a meeting booked field uh meeting booked means like they are in a discovery call calendar somewhere and they're just waiting to be called and so maybe this is like a Google meet or some like that where people are just like waiting um on the call they've like kind of filled out your calendar link and you know they booked it and this is something that I do want to automate I'm not sure if we'll be able to get to the point of automating it today just spending on time but this would be pretty cool to do so a lot of the time people um have to like manually update from intake to meeting booked and that just gets like really unreasonably annoying um then we have a waiting proposal so presumably if you're doing a one call close which is what the system is called um you know now we have the meeting booked so we have some type of outcome maybe they really liked our service what do we have to do now we have to send them a proposal or some type of like sales activity to move the process forward after that we need a stage just to show them that that is done so we are currently waiting on the client to do something and this is important because this is probably our highest value stage right if if a client has made it to the stage we've invested or if a prospect has made it to the stage we've invested a lot of money into them um the company that you're working for maybe has invested a lot of money into them and so you know anything that we can do to nudge up the conversion rate at this point by a percentage or two is important U which is why it's always pays to have a separate field for it so you can start automating things like follow-ups and that sort of and then finally we have a one stage and then a loss stage and the idea here is that when a client moves to one or a prospect moves to one they are transformed into a client and then they actually um get rid of themselves completely from the the CRM or from the leads list anyway because they're no longer like somebody that the sales team is supposed to be taking care of they're somebody now that like the Fulfillment team or the client management team or the customer success team uh is taking care of and is their responsibility um I always operate on a principle of to to minimize diffusion responsibility somebody just left me a pretty insightful comment on this yesterday the day before and so basically I always just want to have one team responsible for one thing if there is a sales team I want them to be responsible for the sales activities if there's a fulfillment team I want them to be responsible for the Fulfillment activities the fewer people you have going back and forth between various silos um usually the better and that's not to say that like people shouldn't have data transparency in a business it's just to say that in practice you know the people that you hire for to do sales activities are very different from the people you're going to hire for to do like fulfilment activities so just try and minimize their overlap wherever possible and so what that means is after they move to one I'm just going to move them over to this client's list here called client example build I've added like some random BS um columns here like client type High ticket client email uh Nick at left click Nick left click. um yeah and then I have a source field this is just meant to show you guys that you can track stuff like Source automatically there's an assign e column obviously which is just where you're going to say hey this person owns this lead or this person brought this lead in and then I also have a discovery call URL column which is pretty interesting and I may or may not get into that I don't totally know yet if I'm being honest um but uh yeah if I do then we'll we'll talk about it at the end and then if I don't then boohoo um it'll be a mystery so as you see I've built out a couple of these um I built this out a few minutes ago you know about 15 20 minutes ago just to like ensure that I could build this out in front of everybody so I'm going to do that again now and I'm basically going to like recreate this over here I'm just going to do it uh for the purposes of showing you guys how to do something like this in clickup so if you want to do this and click up yourself first thing you do click that plus click list call it whatever you want now the way clickup works is um we're going to add a record that I'm just going to call myself uh you have a bunch of columns here which you have total customization control over I don't want due date so I'm going to right click and go down to hide column I don't want priority right click and then hide column this plus button when you click it you can add new Fields so I'm going to add a couple new Fields one is a dropdown this I'm going to call stage I'm going to have several options here I'm going to have intake I'm going to have what I just say meeting booked I'm going to have uh waiting proposal good God I'm old proposal scent uh and then the last one we're going to have no we're going to have two more we're going to have one and then we're also going to have lost okay great uh you can add colors here if you want to make it all sexyy so what I'll usually do is I'll just like pick a primary color like I don't know pink no pink is sort of weird let's do this and then I'll usually just try and like make uh I'll just alternate the darkness I guess guess of the leads the further that we go down the pipeline uh and you don't have to do this this is just me being sort of OCD I just really like the way that it looks um I like when I open up my pipeline for it to be nice and sexy and everybody on my team to say wow uh Nick are you an artist so that's what I'm going to do here um and I'm just going to take an undo unreasonable amount of time to do it as well okay great that looks just about done go back here and then maybe we'll just make this really dark one and then lost is just going to be red because lost should make you cry and bleed okay so now we have a stage uh column just just pretend this person has intake that's nice move this all the way over here um assign e I'm just going to set to myself and what else do we need here we need I want a date updated colum so date updated let's move that over here anytime anything here is changed this this column will update kind of self-explanatory I'm going to add another drop down we're going to call it Source platform um this is going to be just a way for you to like identify which area people are coming from maybe a Facebook and Instagram whatever actually let's do that I always like to make things more actionable and and relevant um what other fields did we have here that I'm forgetting contact email oh yeah obviously we need to host their email somewhere just going to call this contact email this may or may not great because I actually have another field with the same title yeah yeah I can't do that let's just call this um lead email sure okay and then we'll stick this over here I'll add my own email here for brevity and then you can imagine how depending on your own communication platform you can add your phone numbers you could add your home address you could add uh the times of day that they shower I don't know you can get as granular as you want with this stuff uh I'm not going to in my case because this is just a demonstration and it's supposed to be very simple last thing I'm going to do in order to organize this data better is let me see if I could actually copy and paste this how do I duplicate records and click up okay not going to do that I'm just going to add a bunch of new ones uh Peter Wick let's do Sarah mats and then let's just separate their stages so I can show you this and we'll Pretend This is like an active Pipeline and left click is getting packed these days huh the price success s is going to be me for all them maybe I got myself on Facebook I got Peter on Instagram and then Sarah on Facebook so the last thing we're going to do is we're going to group these if you see right now these are all Todo um I don't really care about the to-do I've created my own stage field here that's different from clickup built-in status field I would recommend that you guys do this um the rationale behind it is if you're like a person that's heavily involved in clickup um you can't really create subtasks uh with different statuses than the parent unfortunately or at least you couldn't when I started doing all this stuff maybe you can now click Up's always updating U but as a result I was like just create my own stage field anywh who uh when you Group by stage then it looks like this so you can see how as people progress through your pipeline they go from top to bottom which is sort of logical right keeps things organized for your salespeople all right great uh we have this uh leads example build and then I also created one called clients example build exact same sort of idea I mean I think at this point it's it's simple enough that I don't have to uh rebuild it but you know we have two offers or whatever that people come in on there's like a high ticket offer and there's a low ticket offer so maybe uh I signed one second copy on my low ticket offer and their client email is Nick it left clicky oops I don't know what happened there okay I guess by clicking it I opened my email uh software so and then I exited out of clickup boohoo okay I'm back just edit that because I do not like the way that that looks okay wonderful so um yes where were we so so we're back at the leads CRM now we've essentially at this point built the foundation of our CRM we have the scaffolding we have um you know everything basically ready all we need to do is now fill that in with cool automations that actually like allow our serum to do things that are high value High Roi and so from this point on now we can finally use make um I know a lot of the guys that are watching this for a lot of the people that are watching this are probably like hey what the hell it's supposed to be a make tutorial we just spent like 15 minutes covering something that isn't make but uh you know a lot of the time for in automations you're just going to have to learn how to build these things out so I wanted to make it as clear as possible how you do it and clickup depending on the platform you're using there are different ways that this sort of thing can happen you can use like uh like clickup has built-in web hooks which make it really easy to automate Things based off status changes so if I stage if I change a stage from intake to meeting booked for instance I can send it a web hook somewhere else and then do something with that which is obviously really cool and so what I'm going to do here is when something changes to um let's do awaiting proposal so after the meeting has occurred when the status of the stage changes to a waiting proposal we're going to send the lead a quick email and that email is basically just going to thank them for the call and let them know that we're going to send them over a proposal sometime in the next like two or three hours purpose of this is going to be to confirm intent to make sure that you know the conversations that we're having are consistently High Roi to deliver that sense of professionalism and to basically prep the person for a sales proposal we want them to know that we are about to sell them on something we want them to be ready for it um so this is a good example of a change that I've made in a ton of companies that yields like uh 2 or 3% Improvement in conversion right super simple right but you would be surprised as to how many salespeople because they're busy doing the that really matters which is selling I forget about Minor optimizations like this so that's the first thing we're going to build out we're going to build out when the status is a waiting proposal how to send over an email then I'm going to um let's build out a flow that when the meeting is booked it'll automatically update the the uh stage from intake to meeting booked that that would be good as well and then if there's anything else that comes up over the course of the next few minutes just as I'm building this then I'll I'll add that in as well but I think that probably suffices to show you guys just the potential of automating stuff with uh with a high through pits I will say uh you can get as gr as you want with this a big flow that I used to really like was every time a lead would be added I'd send them like a wonderful customized flowery message with gp4 uh I then embed like a calendar link and that calendar link would allow them to book when they booked I would then grab the email from the booking use that to update their record here I would say meeting booked and then I'd send them a bunch of like customized follow-up messages afterwards basically confirming that they're going to show up to the call so like four hours out I was just like hey Peter man you know I was just on your Instagram looking at your dog picks and thought that they were great uh just letting you know that I'm all good for the call in four hours right we had a big problem with meeting drop off and this is just a good way of minimizing that uh and then we'd have the call and then depending on how I classify the call if it was like a good call or a bad call or whatever I would send out one of those customized emails I would then automatically generate a proposal wait 10 minutes send over the proposal to them immediately afterwards um I've experimented with doing things like creating uh artificially generated videos using the columns in a CRM like this like man you can go as granular as you want so I just want you guys to know this is going to be the nub that we build everything else onto after and if you guys want to see me build out one of these processes specifically just let me know uh let me know down in the comments and then I'll see if I can add that the stack okay so first thing that we're going to do is uh after a meeting is um yeah basically what we want to do is we want to send them a message when we move the status to a waiting proposal and that's super easy to do so I'm going to go back over here and I have a bunch of other silly automations so I'm just going to create a new one and what I always like to do uh when I do serum stuff is just to name it like where's the the origin source so I'll say click up um stage changes to what was it awaiting proposal stage change to awaiting proposal and then we'll say send followup email okay great I'm going to add a web hook listener here got mail hooks web hooks we going use this one I'm going to add a new web hook I'll say click up stage change to awaiting proposal this is about as organized as will ever be and then I'm going to go back to here and the way that you add things like web Hooks and stuff like that and click up is you go to the automations tab in the top right hand corner uh click add Automation and then um in my case I know exactly where to go because I've done this multiple times but you can click through and just see the potential of the various things that you could automate and clickup um basically clickup just lets you send a web hook whenever the hell anything happens very simple so in my case um I want when a custom field changes the field that I want to select is stage and then when anything changes to a waiting proposal I then want to send a web hook okay great so uh I have the web hook URL just copy that in so I'm going to click create awesome when custom field changes then call Web hook you can document this as much as you want down here for the purposes of brevity I'm not going to uh but I do recommend that people usually do that and I'm going to run this and I'm just going to test what that happen what happens when I do that so let's say we just had a meeting with Peter Wick we're now Ching the stage to waiting proposal uh we just sent over a web hook make received it and you'll see make gives us tons of information about this we get the ID of the record as it's represented in clickup which is important we're going to use that later we get the name we get the status field we get uh custom Fields right we get the assign field the lead email contact email Source platform there're all these custom Fields basically that I filled out that we actually get now as a result of just that simple ping so that's awesome click up you just do literally anything with any of this information and you can imagine how you could build out any flow um that you know is responsible for changing stages or whatever but any uh that's simple enough so what I'm going to do here is now I'm going to just open an email module and what we want to do is we want to send an email I am going to send Save the message after sending and then we're just going to put it in sent mail the email address that I'm going to use we may have to pull another value out of this so custom field see there's a value Peter at L click this may work this may not I'm not 100% sure um you know what why don't we get in the habit of just like calling that clickup uh actually getting the clickup record first that's a good habit to get into okay so um basically what I want to do is I want to add a separate module called the clickup get task module because what I want to happen is when we send the web hook back sure we do technically have all of the information or most of the information here but I want to send another request over to click up to get it formed in a very nice and simple way that's a lot more maintainable than this um web hooks you know for the purposes of compression and a bunch of other developmental reasons um are usually sort of difficult to deal with directly and so if you guys remember back in my uh proposal video where we were automating proposals I got the web hook and then I used that to like call Monday again with the ID of the record we're going to do the exact same thing here we're just going to use the payload ID to get the field um so clickup has a module called get a task makes that pretty simp simple um we're always going to select map and then the ID that we're going to use is this payload ID don't use that ID up there that's just a long one um that references the web hook specifically now I want to test this I want to make sure that this worked so what I'm going to do is I'm going to go back to Peter Wick and I'm just going to copy this URL up at the top this this is the ID is represented by clickup you can also find it here I'm going to go back here run this module only this will allow us to test I'll click ID and I'll see if it got it okay great I got it so as you see we have all the fields and then there's also a field here called custom Fields with the lead email field which is what I want uh and it's just like much sexier and easier and more maintainable so we're going to use that sure it'll technically add one additional execution to our cycle uh but I'm okay to make that tradeoff if it means that you know it's just a lot easier to to deal with um a lot of the time when you do something like this and you kind of screw up like me you have to uh res save this module which is sort of annoying um and by resaving the module you sort of like allow it to access previous module flows so that's just what I did um in the clickup module the email address is where is it here ah yes lead email and so now what we're going to be doing is sending the email there um subject line thanks for the call and then um I'll do a couple things here I'm using HTML tags here because I want to make sure this email's properly formatted but you don't have to um I'll say hi blank thanks for the call earlier just letting you know that I'm working on a proposal work on a proposal immediately and have something over to you in the next two to three hours stay tuned and let me know if you have any questions okay I'm going to add another couple BR tags here for spaces I'll do that again here and then I'll say thanks and then I'll go BR and then um I don't know if you have one salesperson this is a lot easier if you have multiple salespeople what you can do is you could go down to this assignes tag you could grab the username and then you could split the username by a space we're going to do this in a second and then just grab the first uh the first name there U but in our case I'm not going to do that I'm just going to write Nick it's hardcoded it's easier and uh in this hypothetical example I am the only salesperson what I'm going to do here is I want to reference their first name right the issue is um I don't have a column called first name in my CRM and you'll find a lot of older more Antiquated crms don't actually have that column uh or or functionality s I'm just making sure my microphone isn't running out of battery um so what you do in that case is you know we only only have a full name column Peter Wick so I'm actually going to pull that data uh and then I'm going to split it using the text separator split function this is really cool and I use it all the time and if you go to this a and then if you scroll down to split you'll see how it works you basically split a a string into multiple strings based off of the appearance of of a character so what I want to do is basically based off the appearance of a space I want to split this into two and then I want to grab the first so a high split task name splitting it by space and then another design pattern that a lot of people use in make is the write get get is a way that you get an element from an array based off its place in the array and so it starts at one so it's one indexed as opposed to zero indexed if you guys are familiar with that from programming but basically um if we think about it logically we just took the name Peter Wick separated based off of space now we have two elements one's called Peter one's called Wick and now we're getting the first of that element so the Peter so get uh we just had the array and then I'm just going to write one and that should work probably about a 95% chance that it does I may have screwed something up but uh if I did then we'll see how to debug stuff as well um let me just run this module as a test so I always like to do this I'm going to use Peter Wick oops as that and then the example is going to be Nick at left click. a which is my email address see I'm uh laying down them booked meetings here and then oh somebody wants me for thumbnail design well that's very nice oh wow somebody's re-editing my thumbnail dude that's sick wow look at that some guy just did that for me for free beautiful well thank you very much uh viev or I'm not butchering your name I like what she did to my shoulders very nice um if I have the time I will absolutely jump on a call with you man thank you any who uh cool so now I'm going to test this so I'm going to test this scenario we're going to see how that worked I'm going to go back to my own personal email I got it uh thanks for the call looks like it came from info one second copy hi Peter thanks for the caller just any prop me have someone over next 3 hours stay tuned let me questions thanks day great this is exactly what we wanted fantastic what we have now is we B basically have a way to inform somebody that you are going to be sending the proposal immediately after improve conversion rate by like 1 or 2% maybe 3% if your current sales process is really shitty um fantastically simple example of how you know you can start automating CRM operations but an important one nonetheless so I'm going to save that and I'm just going to keep this on for the purposes of the rest of this okay so now let's do the second feature which was when a meeting is booked in our calendar let's automatically update the stage from intake to meeting booked um aside from that I think that's more or less it from like a top level optimization perspective and this is probably given you enough ideas so that you guys can go forward and kind of spread your wings and fly uh but any who this is a very commonly requested feature in a lot of CRM setups that I do uh and so if you think about it there are two main sort of calendars that you can use at present one's called Kenly uh the other's called cal.com and what we're going to want to do in our CRM and what most salespeople do at this point just because calendars are just a massive Improvement whatever hell we were all doing before uh which was Madness is basically when you send over your calendar when somebody books in it we want that to automatically update the CRM record that it's associated with uh to meeting booked just so that like we can keep things easy to track in the pipeline we know what the current like meeting booked value is let's say if you assign like a certain amount of money to every sales call or whatnot um and yeah very simple and easy to do so as I mentioned before there's Kenly and there's cal.com I prefer cal.com I'd recommend everybody watch watching this use this I'm not affiliated with them whatsoever maybe if they have an affiliate program I'll hop on but uh yeah cal.com is just like qualitatively Superior to cly I think the only difference is price I think cal.com may be a little bit more money yeah it's like two or three extra dollars a month for way more functionality um to be specific you get significantly more web hooks so that you can't you can send web hooks when a booking is created uh a booking is canceled a booking is requested you can receive pay pay directly through through cal.com and you can like differentially triage things depending on whether payment went through or it didn't go through you basically just have a lot more freedom uh and this is what it looks like in practice so if I click open cal.com actually logged in here you see that there are a bunch of different event types that I've created and these are various event types for various features and systems that I'm I'm setting up I had a sales call sort of system called the agency demo call which I'll use as a demonstration it's appropriately named demo um the actual link itself looked like this if anybody is curious so uh when you sign on I think it just looks way better than cly 2 if I'm honest you get the title little description the place where we're meeting which in our case is a Google meet um then you get a bunch of questions that you can sort of fill out uh which I really like and you know you got the email address the mobile phone number I always ask for gross monthly Revenue because it helps frame the conversation in terms of hey I'm here to help you make Revenue you need to be transparent with me uh will you absolutely 100% be able to make your selected time uh this is always just because I I want to minimize the amount of uh flaked bookings that I get CU my time is valuable as is yours and you should try and just minimize that however possible um I don't think this disrespects anybody's intelligence although I've heard uh a few other salespeople and stuff like that um believe that but anywh who um this is going to be the process that the customer goes through right so you can imagine how if uh we had a lead Peter Wick and let's say he's an intake you know a standard operating procedure for our sales team might be hey once they get into intake the first thing thing you need to do is send them a warm email welcoming them to whatever and then maybe see if you can jump on a call with them if possible we didn't add a phone column here but imagine there's a phone number column uh and so that's what happens you know new person comes in we assign them to the salesperson in this case I am the salesperson I get a notification and click up I pick up my phone I give them a call I try and sell them on the idea of like whatever our program or product is and I say hey it'd be great to book a discovery call with you where we can go into this in more detail I'm going to send you over a link to my cal.com or like myal uh feel free just to like you know book from there and then uh our team will handle everything else right they say sure you send them over the email and then this is the page that they see uh let's pretend that they book a time and let's pretend that we actually go through with this I'm going to just put a random phone number here this is probably somebody's actual phone number so please call them and tell me how it went I'll fill it out a bunch of information okay great and then I'll I'll put I'll put this in um I'll get everything ready rather now in cal.com one of the cool things that I mentioned is you can you can choose web hooks so I have created a web hook here a long time ago for this I'm going to add a new web hook in make.com and basically when a booking is created in cal.com I'm going to catch that web hook I'm going to match the email address of the requests to the email address in our CRM and then if we have a match we're going to update that to meeting B so um let's set up a new make scenario and let's do well like this is actually the exact one that I was working on before just as a demo for the video so why don't I just use that um because this is a demo I'm just going to start from scratch so click this click web hooks custom web hook then we want to set up a new web hook we'll say calendar agency demo call calendar booking we have now an address I'm going to copy C this I'm going to go back to web Hooks and then you can create a new one I mean I already have one set up so I'm just going click edit and then I will delete the current subscriber URL which is where the web Hook is going to be sent and then I'll paste in the make.com one and then here are all the triggers that I talked about so you can do canceled re rejected requested payment initiated reschedule paid meeting ended meeting started recording download link ready and instant meeting created I don't even know what half of these mean uh but suffice to say this just gives you a lot more freedom to Define flows like especially when you're doing booking paid if if you're doing like a paid consultation sort of offer uh it's quite valuable this secret field basically just means like I could pass in a password and then in make.com I can check to see that that password exists as it's written here just a security feature to prevent random bot traffic from like firing your web hook I don't really use that I don't think you're ever going to have a real problem with it and then the cool part about cal.com is they allow you to test your web hooks so I'm actually just going to run this here in make and then I'm going to ping ping a test and then looks like it was sent and then it was received so this is what the payload looks like tons of information coming from cal.com here which is nice uh We've confirmed that that works basically so I'm going to click save okay great uh I may have to refresh this now I think about it I hope I don't uh okay let's do this click confirm yeah we're going to try to fire this oh yeah sweet so we caught it uh great okay and we're going to open up this payload um collection here what we got so calom gives us a ton of stuff we get the booker URL we get the type agency demo chat we get the title agency demo call we got a bunch of information in the description uh the fields that are important to us are user field responses would it be mobile no Revenue no promise no ID where the heck the email oh yeah here it is sorry it's under responses and then email uh and this is the value that we're going to check uh basically against our CRM so what we're going to do is we're going to grab that value and then I'm going to uh list all of the leads in our lead CRM um some people particularly the more theoretical Among Us will say that this is a shitty way to do this um because what if you have like a million tasks or something I've never really cared about that um if I have to use a few extra Ops to get you know the record that I'm looking for so be it and I'm totally cool with that uh and so in my case yeah it's very simple um clickup lets you filter based off the list ID and so I need to go over here I need to get the list ID and I've sort of Forgotten where that is I don't actually remember so bear with me here as I grab it I think it's in copy link paste the link I think this 90171 I think that's the list ID I don't know for sure so we're going to test this just going to run and see what happens yeah yeah okay great so um and click up the then this is just uh specific to the clickup platform and click up the list ID is this uh string right here there's something starting here and then there's a dash and then there's a big string in the middle and there's another Dash and then there's another number um so if you wanted to grab the list ID to do any like API functions you would just click on the list here and then you would uh double click on that and copy it but anyway I've just verified that this flow works we are listing all of the um records and you can see it listed all three of them which is nice and just to be safe I'm going to list let's say 50 I don't think we're ever going to have more than 50 records in here at the same time I'm going to order it by updated at that just means that we're always going to be looking at the fastest ones uh the most recently updated ones first and then what I'm going to do is I'm going to update or edit a task with cust fields which is this module right over here and clickup has a bunch of different modules that you could use to edit things um but they for some quaint or quirky reason they disambiguate between tasks with custom fields and then tasks without and so in our case we added a bunch of custom Fields like the stage and um you know the email addresses and stuff like that and those are the fields that we want to update obviously and so we're going to need to use the edit aask with custom Fields module down here I'm selecting the very the specific folder that the list that I'm interested in is in which is list example build right here with three tasks clickable will tell you how many tasks are in there just to help you find it and then uh we want to reference a specific task ID so what we want to do is I'm going to click map then I'm just going to go back here and get the task ID and I'll show you how why this works in a second so basically we listed all the tasks before what I'm going to do is I'm going to filter so that I'm only getting a record with the custom field equivalent to the thing that I want which is the email address equal to and then I'm going to grab that that ID um if you scroll down here you'll see there are a bunch of fields that we can change and these are all fields that are uh these are the custom Fields down here these are all fields that are in clickup that we've created so contact emails the field delivery is a field Source platform is a field stage so on and so forth uh these are from I think just my more General CRM for the the business that I run once I can copy so these aren't really relevant to us these are just some extras but uh anyway the field that we're interested in a stage and what we want to do is we want to update that to meeting booked so we click okay last thing we need to do is we need to basically filter uh and in make.com you can filter arrays and then you can grab just one element in an array um really nicely and and and effectively so that's what I'm going to do here this isn't the simp this isn't the safest way to do it again there are a couple of other ways that you could accomplish the same result but it's the fastest and so I usually do the fastest so what I'm going to do is I'm going to add a filter and then if you guys remember um we wanted an email address field so I'm going to scroll all the way down here to custom fields and then a lead email I believe is the name of the field right lead email okay great and we're only going to allow this to pass if the lead email in clickup is equal to the email that we've received from our web hook so if you go down to responses and then email we want to match against this value right here and so we want to say hey I want you to when a new meeting is booked to grab the event and grab all that information and then I want you to go into a click up and just list all the records that we currently have and then I want you to match it so that this thing only proceeds if the email and clickup of the record that we found is equivalent to the email of the payload that we received and in that way we're we're going to kind of match up the two records so I'm going to say email equal to let's say lead email equal to we can just do this go booking email now clickup allows you to define a bunch of different filter Fields so you could do text operators equal to equal to case in senstive not equal to contains um this is going to be another thing a lot of developers probably disagree with me on but I like to be very general because I want this to work most times and so you can imagine how if we were just to write equal to which doesn't which is very case sensitive if somebody were to write their email address like this let's say it's Peter left click. if somebody were to write their email address like this maybe they had a little spelling mistake or something like that um that would not process if we just use the equal to filter and so what I always like to do is I always like to use the equal to Case and sensitive filter for anything that requires manual input because I found that that's a pretty common failure mode okay great and then just from a like make design perspective I always like to be able to read the filters and so I'll usually this is just my OCD talking I'll have uh modules be about three little circles apart and then this is like a much bigger one here um so um I'm allowing myself to read the filter for maintainability reasons all right sweet so now that I have all that stuff set up what I'm going to do is I'm going to run this I'm actually going to test this out like practically using one of these records why don't we give Sarah some love Sarah deserves some l so uh I'm going to now book on the calendar as if I was Sarah so pretend that I just received a link to this calendar you know maybe um the salesperson just emailed this over to me and I want to book on the 21st at 10:30 a.m. my name is Sarah Mathers my email is Sarah left click. let me just make sure I spelled that right Sarah left click. good my mobile phone is the same as before I am stacked I'm making 120k I'm a boss and then yes I promise show for my appointment this scenario is running and we're waiting so I'm going to click confirm and we're going to run the test request received we listed them all and you'll see that one record ended up going through the filter so if we listed them all we had the Sarah mats record we had the Peter Wick record and then we had the Nix record if we click on this little button we'll actually get to see the records that made it through or it didn't so so uh in this case the lead email that made it through was equal to Sarah left click. because this condition was uh was met email equal to payload responses whatever and there's a little check mark there and so what that meant is that was the record that made it so when we edited the task with custom Fields the ID that we supplied if you guys remember was the task ID up here which is equivalent to Sarah Mathers which is nice and so what this means in practice is if we go back to our lead CRM you'll see that Sarah status is now changed to meeting booked and so now we have like a dynamic reactive CRM that doesn't require human input for every step of the process now you can imagine how you can apply the same idea not just to the um stage field but you can apply the same idea to anything you could for instance have a form that your sales people fill out at the end of every call and what you do is you catch that form as it comes in and then depending on a certain field in that form maybe it's like what's the outcome of the call depending on that field you could update certain things you could maybe update the stage to lost you know if it was bad or maybe you could update a field like um projected value or something like that and then start dealing with financials and start adding information there um so there's a lot of freedom that you have when you design these flows in clickup and in make.com you just need to sort of know what you sort of need to know like a vague outline of what it is that you can do before you you get to the point where you yourself can actually do it and that's really the purpose of this video just to show you that you can build a Dynamic Self a kneeling pipeline uh basically completely on your own last thing I'm going to show you is when something moves over to this one status we're just going to move it to the client's example build folder but that's really easy to do in Click up you just click automations add automations and then again we're going to go when a custom field changes the custom field is going to be stage when it changes to one we are going to can we move move to list there we go and we're going to move it to the clients example build folder and then yeah that should be it what we want basically to happen is let's say we close this deal with Sarah matthers let's move this to meeting book just so that our pipeline looks a little more full let's say we close this deal with Sarah matthers so maybe we go through the whole rig roll sending our proposal whatever uh now she's one what'll happen is clickup has built an automation that is is waiting to see when the stage is updated to one so that's uh list one right here so when custom Fields uh changes from anything to one then move to list client example build and unfortunately the clickup build can be pretty boring and slow so I'm going to refresh that okay great it's no longer here if we go to client's example build you'll see that there is now a new record in here called Sarahs now it's currently with the empty status because we didn't actually assign it a client type so what we could do for instance is we could create another automation back here where after you know Sarah moves or something like that we go over here and then like I don't know update field or change field let's do custom field we could then set a custom field and we could add whatever we wanted here um of course though this is Click UPS automation Builder not makes.com which is not the purpose of this course so I'll leave that as brief as possible suffice to say though yeah that is how you build a high quality self and healing pipeline um I know that this was more of a CRM thing than it was a make.com thing uh but I think now that you guys understand how to build out at least a few simple flows in make.com using web Hooks and reactive systems like this uh it'll take you very far and um the rest of these videos are going to basically show you how to build more and more complex systems using similar sorts of ideas thanks so much for watching if you guys got any comments questions anything like that just feel free to leave it down below in the uh in the YouTube video like I'm very reactive at this point in time I'm seeing a lot of success recording these videos which has been nice to all of your lovely support so um I'm also re extending the offer if you have a specific system you'd like me to build on camera then let me know as long as it's not super crazy complex and it would take me five hours I will probably do it um yeah this just something that I really like to do and I hope that comes across clear looking forward to the next video I'll leave the blueprints in the notion do thanks so much and byebye you


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# I Tested 900 AI Offers: Here's What Actually Worked

So, I just finished going through and analyzing over 900 posted and closed deals for AI services inside of Maker School. And what I want to do in this video is show you three patterns that separate people that are stuck at $500 projects from those that close deals that are worth over $60,000. And I'm not just throwing around random numbers here. This community is the largest AI automation community by revenue currently on school. We got over 2,500 members. The entire group is singularly focused on customer acquisition. And I personally review every single breakdown that comes through the system. what I discovered is probably going to piss a ton of people off because a lot of what you think about selling AI and no code is actually backwards. Uh so, three things. First, there's a specific pattern to all of the major wins that the majority of consultants miss, and that's what I'm going to cover. Uh second, I also want to talk about a counterintuitive strategy that increases your average order value a ton. And third, there are a few obvious AI services that make a lot more money than others. So, I want to cover which ones they are, too. Let me show you. So, to be clear, I have access to something nobody else in the automation space has. It is real data from more than 900 breakdowns of sales. These are actual AI systems that people have sold to real clients, including everything from small $200 kind of disasters to full enterprise systems that have sold for more than $60,000. It's not speculation or theory. It is probably about as close to the ground truth data as you can get in terms of the current state of the industry. And when you look at this data and you put it in front of you, there are three major patterns that emerge. The first is what I'm going to call the revenue proximity principle. It is by far the biggest factor that determines whether or not you sell a system for $2,000 or $20,000. So after looking at all these businesses, we found that the systems that touch the front end, which means lead generation, sales, and customer acquisition, average 350% higher project values than systems that solely touch the back end, which typically refers to admin, automation, HR, payment systems, documents, just stuff that's not as connected to money. The reason this happens is probably because it is much easier to justify a higher cost when that cost is more closely tied to revenue versus savings. The reason why because you can only save 100% of the money that you make, whereas you can theoretically make thousands of percentage points on a revenue investment. Now, Leftclick, which if you don't know is our AI consulting agency, we found the same thing. We worked with everything from small to mid-size businesses to multi-billion dollar investment portfolios. And literally all companies, whether they are small or in the higher end of the scale, spend much more money for systems that improve at the front end than they do the back end. We found this out pretty quickly. And as a result, we now almost exclusively focus on revenue generating systems simply because why would I do the same work for $10,000 that I could do and make $50,000 instead? If you build systems that help customers make even one more sale per month and your customers customers generate let's say $10,000 from that sale, your services are now generating $10,000 to $15,000 a month in value. Uh so it is very easy for you to charge a sizable percentage of that in terms of revenue. Let's say $3,000. If your client looks at the $3,000 a month that you are charging and then the $15,000 a month that you are generating, they see a 5x ROI. And there are very few things in life that are going to deliver a return on investment like that. So, in general, the front-end promises we saw that did well in Maker School were specific and tied to money. They were things like, "I'll generate you 40 qualified leads per month," or, "This system will get you a 30% improvement to your conversion rate." Whereas, the back-end promises that did not do so well tended to be quite vague and tied mostly to time or some other small savings. You can think of that as stuff like 10 hours saved per week or maybe uh 80% reduction in errors. The worst one is always like improved efficiency. It's like, what the hell does that mean? So here's what some front-end systems look like in practice. For lead genen, you have cold email systems, speedtole systems, ad and UGC automation systems, uh lead scraping and go to market automation systems, AI content generation systems. For sales, we have CRM automations that route hot leads instantly. You have proposal generators to close deals faster, AI lead qualifying systems, asset generators, and so on and so forth. And then for conversion optimization, you have personalized follow-up and nurture systems, automatic lead scoring systems. Uh all of these systems are ones that when you sell, you can justify direct return on investment, which makes them easier to sell and then also allows you to charge more for that. If you compare that to back-end systems, stuff like inventory management or employee scheduling or maybe document processing, these might still save time or cut costs, but they don't generate new revenue, which means it's harder to justify, it's harder to price, and ultimately it's harder to sell. Business owners at the end of the day are going to pay anything as long as they have guaranteed revenue growth. They'll negotiate everything else. But if you can put revenue in front of them because, you know, any business has margins. Revenue tends to be multiples on the margin. They're more than happy to pay it. The second is what I'm calling the recurring revenue multiplier. One of the biggest case studies in the group made over 62,000 bucks in 3 months, which sounds absolutely bonkers, especially given that they were new to selling AI. But the main reason they won was they understood recurring revenue. Now, recurring revenue is insane. If you land a onetime $5,000 client, that equals $5,000, right? But if you land a recurring $2,500 per month client, you would make 30,000 bucks in year one, and that is assuming zero upselles or anything, which is a pretty crazy assumption to make. So yeah, pretty much every major win over 20,000 bucks involves some form of recurring revenue. The guy that closed 62,000, Michael, had more than $11,000 per month in recurring, which means over 3 months that is 33 grand. Meaning after that client, he only had to actually close 29K or a little over $9,000 a month in new revenue, which is obviously a lot more achievable than $20,000 every single month. Could talk all day about why, but recurring services are what makes the majority of your money in any agency or service-based business over the long term. And also a key thing in consulting and especially in building systems is that once you have installed a bunch of systems in a business aka you are managing their legion uh their sales you know their customer coms and so on and so forth you have essentially become infrastructure which is very sticky. You know in general infrastructure does not get replaced for a minor cost saving like most other things would which gives you way more leverage for future sales and upsells and crossells and so on. You know when a client needs something new they're not going to shop around their network. they're just going to ask you because you understand their business better than many other people and in many cases you actually understand it probably better than they do themselves. The last major finding was the dominance of foot in the door. Pretty much all of the biggest wins were from people who started fast with very imperfect $200 to $500 projects. The first couple of posts they'd make about their wins were typically not very impressive at all and sometimes involved clunky ass scopes for relatively little pay. Uh but these people consistently outperformed people that spent months negotiating some perfect $5,500 deal. something like three times over. So they made over 300% more than people that spend a lot of time trying to figure out high-quality deals to actually get paid what they are feeling that they are worth. So I'm now taken to calling this a paradox. Uh it is the paradox of speed. And I've personally seen this in leftclick many a time. It's a big chunk of why I always just tell people in maker school and on YouTube just get going. Cuz there's so much you don't know you don't know that trying to plan for everything, trying to scope out every single project to its fullest extent is silly and kind of impractical. It is way better instead to start and then worry about where you land after you launch, even if that is a little scary to you right now. One of our first clients is actually a project I won for somewhere between 500 to 600 bucks on Upwork and I later upsold them to a monthly recurring service and made over $16,000. Okay, so lots of similar stories and a lot of the time initial projects, especially those ones that are posted on jobs platforms like Upwork or Fiverr, are literally there just to feel you out. You'll quickly realize is the majority of the competition blows. So when you demonstrate high value, when you demonstrate that you do not blow, clients that you work with tend to want to hold on to you. And it becomes very simple to upsell to some bigger service later on. Also, my final point is that by doing this, you will not only learn important skills that you can use to bundle a bigger package later on. You'll learn things like how clients uh communicate requirements. You'll learn how to handle scope creep without destroying a relationship, which happens all the time. Uh or what happens when an integration fails and maybe a client's pissed off at you. Also, you learn how to deliver under pressure and you put yourself in situations where clients might question the quality of your work, which is very humbling. Uh, people that close their first project within 30 days, even if those deals were small, we literally had a few for 50 bucks, average over five times the posted revenue on Maker School versus those that did not. Okay, so these three principles don't just add, they multiply together. When you use revenue proximity, you get to charge way more. When you use recurring revenue, you obviously get to build long-term income and cash flow. And when you use foot in the door, you build experience rapidly and also improve your confidence, which lets you charge more. The math after all is said and done is something like a 15 times performance gap. Which means if you understand and implement these, instead of making $1,000 per unit time of your work, like a lot of people you probably see on Reddit that are bitching about how hard life is and how this niche sucks, you could make $15,000. That's real money. So, I thought I'd leave you with an actionable plan. So, this wasn't just a fluffy, you know, YouTube think piece. Uh, here's what you can do immediately to improve your AI offers. In week one, you should audit your current offer against the revenue proximity principle. Are you building back-end systems? You can still do that. Just tie them to front-end results. Are you already building front end? Then your job is mostly about quantifying the revenue impact, which you can guesstimate if you have to. Just bundle in a money back guarantee or something and then put together, you know, a high quality front-end offer. In week two, you should design a recurring service component around your existing skill set and offer. Don't just build a new skill set from scratch. Try monetizing your current skill and then just attach a monthly price tag to it. I have lots of videos on retainers if you guys just want to check out other ones on this channel. In week three, you should start some sort of daily actionable outreach and feel free to take on whatever you can, even if the rates lower than you might be comfortable with right now. Uh don't wait for perfection. And then in week four, you should iterate based off that real client feedback and make your offer better and then just increase your prices. My rule of thumb is 30%. Okay, if you like this and want actual analysis of these wins, check out Maker School. You can find them all down below. I'm tracking what actually makes you money for tons of different services, whether it's AI or automation or consulting or operations. Maker School nowadays is not even about selling a particular thing. Is mostly about how to build the shape of a successful business. And if you guys run a company and want help employing the same sorts of front-end offers that I talked about in this video, book a call with my team. We've worked with multi-billion dollar companies to help drive growth. We'd be happy to chat. With that said, I hope you guys all got some value from this video. Have a lovely rest of the day, and I'll catch all y'all in the next one. Back.


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